Schedules and habits
What do we write down/track our bookings?
What is: We write down our bookings to keep track of our progress towards our end of day goals. This keeps us aware of our pace and attitude needed to finish the day strong
Why are SEE factors useful?
What is: SEE factors (smile, engaged, enthuasim) are useful because they build trust, comfort and curiosity with the candidate. We should always sound like we are smiling, speak to each candidate as if it is our first call and keep our enthusiasm high to attract the candidate to show and leave a lasting impression
Why do we call someone at least 3x?
What is: We call a candidate 3 times to make sure we are maximizing our call list and our managers money (every candidate costs money). It is a strong follow up process that enables us to call at 3 different parts of the day
What is the Law of Averages?
What is:
The system we use to find potential managers
MORE = MORE
The more candidates we call = the more candidate’s we book
The more candidates that are booked = the more candidates show
The more candidates that show = the more candidates are invited back
The more candidates that are invited back = the more candidates are hired
More candidate’s hired = the more candidates start
^^ THE MORE THE COMPANY GROWS
Why does everyone start at entry level?
What is: Everyone starts at the entry level because we are a no-seniority business. Every manager needs to first master the entry level so they can teach and train others in that position
Why do we read a script?
What is: We read a script and say the same thing, the same way each time for consistent results. The candidate can't tell we are reading, so we sound extra confident and always know exactly what we are saying next. Once we have a script that works - we don't change it! It takes 2 weeks to see if a script works
Why do we use icebreakers?
What is: We break the ice so that candidate feels comfortable with us in the beginning of the conversation leaving them more open to what we have to say
Why do we take notes?
What is: We take notes for our mangers to be on the same page about our conversations and candidate ratings going into the 1st round. We also take notes as it forces us to give the candidate our undivided attention and actively listen
What is the Recruiting Funnel?
What is: This is the ‘textbook’ formula for company growth
50 - 100 Opens per day
150-250 Calls a day
15-20 interviews a day/ 75-100 per week
50% + Show (Retention)
4-5 2nd Rnds per day/ 20-25 Second Rnds per week
Hire 1-2 People per day / 5-10 New Starts per week
Why do we meet customers F2F?
What is: Face to Face marketing and sales is the most effective for acquiring new customers vs. indirect marketing e.g. billboards, commercials etc
What is a power hour and why do we schedule them into our day?
What is: A power hour is a straight hour of calls, no distractions. You want at least 4 a day and arrange power hours based on your market, highest rate of talk to's and your other responsibilities
Why do we relate to their resume?
What is: Relating to their resume shows that we took time to view it and relate to their personal experiences to build a better relationship e.g. currently employed at Walmart, previous leadership experience, majors at college, achievements
Why do we confirm interviews?
What is: We confirm interviews as a friendly reminder to the candidate 1 hour before their interview to remember to hop on if they forgot. This helps us with retention - enabling more candidates to show
What are the 5 Steps to a Conversation?
What is:
1) Intro
2) Short Story
3) Presentation
4) Close
5) Rehash
Why do we insist that leaders be able to coach and train?
What is: Leaders need to be able to coach and train so they can duplicate themselves and transition from the field to the manager position.
Why do we want to make a habit out of networking?
What is: Networking helps us get better and find solutions - We can learn from other people's experiences whether that be success or failure. It should be done at least once weekly with a mentor or someone who is at the level your strive to be at (networking UP)
Why is it important not to prejudge?
What is: It is important not to prejudge as we only speak to the candidate for 5-7 minutes and there can be a lot more to them than a surface level. We are an opportunity based business where everyone has the opportunity to succeed.
Why do we only book for tomorrow?
What is: We book candidate within 24 hours as impulse drops over time. When we book candidates for tomorrow we are fresh in their memory and they are more likely to show (retention)
What are the 8 Steps to Success?
What is:
1) Have a great attitude
2) Be on time
3) Be prepared
4) Work the full 8 hours
5) Maximize your call list
6) Maintain/Protect your attitude
7) Know your why
8) Take Control!
Why do our reps work on commission?
What is: Our reps work on commission because owning a business is commission based pay. You make money when the business makes money. This prepares the rep for the opportunity to come - business ownership
What are SMART goals? Bonus points: provide an example of a SMART goal
What is: S.M.A.R.T goals stands for goals that are specific, measurable, attainable, realistic and time-bound. We should set SMART goals weekly and monthly.
Why do we follow up each rebuttal with a question?
What is: We follow up each rebuttal with a question because it helps us maintain/take control of the conversation as the interviewer not interviewee
Why do we post different ad titles?
What is: We post different ad titles because we are looking for a certain type of person, not a certain resume. Our Management Training Program uses customer service, marketing, sales and management skills in order to succeed. We appeal to these industries in our ad title for this reason. We would not get many responses with a D2d job title especially because our opportunity is much more than that
What are Impulse Factors?
What is: FUGI Factors create impulse to bring the candidate to a close
Fear of loss
Urgency
Greed / Jones Effect
Indifference
Why do we have different company names?
What is: We have different company names to protect the company legally - This company is their own independent business so that we are not liable/responsible for other businesses' compliance issues etc. It protects the mangers opportunity