15 FREQUENTLY ASKED QUESTIONS (AND HOW TO ANSWER THEM)

Questions you need to be able to answer effectively and confidently

• Always ask a follow up question to make sure you understand the root of the question
• Don’t be afraid to ask the retrain to answer their own question first before you give an answer to insight on what they already know

1. Is this all you do?

Do what?  (Get them to clarify*) I wish this is all I did its pretty easy, walking and talking to people.  No seriously   I learned the sales in the 4 -6 weeks   the main reason I am out here today is to train you, help you improve, so you can be doing the same thing and move into a leadership role asap.   We need more people who can teach train and lead a team of people so we can grow and hit the expansion goals for the client*.  Remember the field is just one phase of the training program.  It is the shortest phase but most important.  When I am running my office I want to be able to speak first hand on the effectiveness of face to face and have fist hand knowledge of how we implement our strategy day to day.   I am learning new skills every da;  negotiation, leadership, teaching, training

1. How do I get paid?

During your orientation day with the Owner, How did they explain the pay?  I can tell you how I get paid.  Every two weeks based of the sales that I do.

1. What does the Owner do?

My advice would be to ask the Owner. However I see their role as coach and mentor is to create the company culture, values, ethos and environment to be as productive as possible for the clients and team members.   Oversee day to day operations of their office.  Which include; Recruiting/HR spending time sourcing right talent, finance, sales,

1. How are promotions decided?

How do you think they are decided? The great thing is it is all performance based and black and white, there’s no grey area. There is a set criteria to be promoted to each phase of the academy  all the way to NC.   I promote myself based on my performance.  Every night I have the opportunity to review and make changes to improve. There is a daily assessment as opposed to quarterly. Then break down the criteria the owner has for the office you are in.  i.e. for leadership Master 5, 8, 6, LOA.  Leadership checklist, Sales skills, profitability (Discuss this with your owner)

1. Why does the length of the program vary?

Remember there are different goals for the individual; some to just gain experience, some want to own their own business. It depends on the skills someone starts with.  No experience in sales recruiting leadership managing teams. Some have experience.  But an important point to remember it is a set checklist - School analogy some people graduate in 3 years some 2 or 5

1. How long have you been here?

They say there are two starting dates physical and mental.  Depending on how quickly you started the second will determine your answer.  #1 rule be honest. Use as a teaching opportunity of what you have done well and areas you needed to change and what you may have done differently

1. What is the turnover?

Do you mean Finance OR People?  Financially, Use the weekly wire of the office to promote turnover and projected yearly turnover and Organisational wire.  People, The highest turnover is in the first phase first 1-2 weeks.  WHY It sounds great on paper but reality is many don’t want to put in the work or commitment.  Realize that this is serious, you’re a start up business and it takes a lot of effort to get that business going. Not just physically but mentally you need to change mindset, fixed vs growth etc.   Everyone says they want to be successful, but most don’t want to put in the work.

1. What is the success rate of managers?

I think it’s important to take a step back look at why most business fail.