Effective crew management is about being a role model: You need to be the white rabbit - be the example. Your people will do as you do, not as you say.

1. Field: If you are not the pacesetter your guys will follow someone else. When you try to coach them, they will tell you to ring the bell or work your territory correctly.
2. Work habits: your guys will do only 80% of what you do. So you need to work 110%.
3. Image: Dress and act for the role you want (Ownership) not the role you have. It will help you gain respect.

The true goal of crew management in our business development program is to replace your self as a top leader:

1. Crew meeting every morning: 5-10 min to set the tone for the day. Go over goals.
2. Train everyone in following areas
   1. Sales*: Must teach your guys how to make money, or you will see a high turnover in your people. If they are making £100+ a day, money will be an issue and you can focus on teaching them*
   2. Days of observation: Take your guys out and have them watch a day of observation. Watch your guys take out a day of observation.
   3. Retraining: Show you leaders how to retrain and watch them, Practice on Saturdays
   4. Atmosphere: Pull people on your crew aside during atmosphere and explain what is going on. What time things should be done etc.
3. Call “no shows” and show that you care.
4. Business Trips: Take your guys out of town show them how to run a successful business trip.
5. **Working Breakfast: Every Friday crew breakfast set up goals review past weeks goals.

• *** What do you do with your down time? Atmosphere, car rides, lunch, ****

Do’s and Don’ts of crew management:

Do:

1. Promote your crew’s goals and vision: get your people to have their own vision. Don’t just promote yours. Promote the team vision.
2. Call on Sunday: Everyone knows to do it but do we? It is so important to set the tone for the next week. Training for when you run the deal.
3. Team get together: Watch football, go to a game
4. Birthdays: Show that you care
5. Meet family, friends, girlfriends, boyfriends, spouse: Help educate those close to them.

Don’t:

1. Party with your crew: Need to gain business relationship first. Lose instant respect.