Field Training & Your First Month

Field Training & Your First Month

Preparation & Self-Discipline Are The Keys To Success!

There are many things you can and should do to set yourself up for a successful first few months in the sales field, so if you're not sure what you need to be doing right now to set yourself up for success, this section will help greatly, as will sitting down and talking with your trainer/sales team leader.

Pre-Field Training Success Checklist

Being prepared for Field Training is just as important - probably more important - than preparing for Sales Academy!

Your first day in the sales field will likely be Thursday or Friday after you complete SA. Some things to think about and check off your prep list to make sure you're ready:

SCHEDULE - Have you cleared your schedule? You'll usually be on your own for the weekend before your first full week with your trainer on the Monday following SA, so set appointments to do as many demos as possible with either local businesses, acquaintances, or friends/family before your first full week.

WEEKLY GAME PLAN - Have you actually planned out and written down your WGP with your schedule/goals for your first week yet? If not, you better get planning! :) Make sure you send your WGP Form here before 8:00 AM every Monday morning!

SALES TALK - Do you know your sales talk inside and out, upside down, backward, and forward? You should be able to say it in your sleep. Keep practicing it daily, even after you've been in the field for a while. Many new agents make the mistake of not continuing to practice their sales presentation multiple times a week, and they hit a wall in their skill level somewhere in their 2nd or 3rd month in the field because of it.

BUSINESS CARDS - Do you have your business cards ready? You should have received your first set from Altitude as a complimentary "getting started" gift. If you did not receive any, please email Faith and let her know.

TABLET / PRESENTATION BOOK - Is your demo book ready to go?

VOXER - Have you downloaded the Voxer app on your phone yet to share with/ receive Good News from other agents? (Get it here from the Google Play Store or iTunes and then add yourself to the Altitude Channel)

Field Success Habits

The success habits below are strongly recommended and even expected of new agents, and they are extremely important if you want to do well and get off to a strong start quickly in building your sales book of business and your career here.

Please know that no one is going to force you to follow these tips or develop the habits below, but your success here is directly proportional to developing and curating good work habits.

Set a great morning routine - work out, eat well, and spend at least 10 minutes reading something positive or inspirational.

Make a Weekly Game Plan (WGP) every week - be as specific and detailed as possible with your scheduled activities and your goals for each day.

Review your daily goals on your Weekly Game Plan (WGP) every morning before you start your workday.

Don’t get caught in the “email trap", also known as creative avoidance (for more info on creative avoidance, refer to pg. 79 of the book "Take The Stairs" by Rory Vaden). You will be the most successful in your career here if you decide now that you will put out fires and take care of personal affairs after normal working business hours. Set up a specific Focus Mode for working hours or put away your phone, smartwatch, or other smart tech during the workday if you're tempted to check Facebook, IG, Tik Tok, the news, your stocks, personal email, or text messages between sales calls.

Listen to your Continual Training Audios every day

Keep practicing your Sales Talk!

Commit to having "2 out of 3" days -- hitting 2 out of your 3 daily goals (number of hours worked, number of calls/demos made, or number of families protected) before you wrap up your day, even if it means working later than you intended.

Decide on a specific work start & stop time before you leave your house.

Join the weekly Altitude agency calls -- an absolute must for new agents. We are your team, your work family, and your training and support system; plug in and connect with us!

Enter your sales stats on the Legacy site every night. Set a recurring reminder on your phone so you don't forget. (Email Jen Delisi if you have completed Sales Academy and your Legacy stats site access hasn’t been set up yet.)

Stay healthy! Drink lots of water to stay hydrated, eat well, get extra sleep at night, take your vitamins, and use hand sanitizer throughout the day. We can't tell you how many new agents' careers have gotten derailed in their first month by getting ill and missing several days of work in the field, making it that much harder to retain what they've learned so far and maintain their momentum. Missing 3 days of work in your first month or two can be just as rough mentally and emotionally as missing 3 weeks, so please take care of your body!

Keep positive motivation in front of your face throughout the day - Goal sticky notes, pictures of people who inspire you, and other positive material should be in plain sight in your car, presentation book, pocket, etc. for when you hit a slump and need some energy/ motivation.

Make an accountability phone call every morning before your first approach to either your trainer, another teammate, or a personal or work mentor (keep this call positive).

Call or text your trainer at the end of each day you're not in the field with them. Make sure to highlight one thing you feel good about from your day and one thing you want to improve on.

Technical Focuses During Your 1st Month:

WEEK ONE

Take as many notes as possible on the “WHYs” when you are following your trainer (use the B2B Success Manual).
Study your sales talk - especially your approaches - and listen to B2B training audios for at least 30 minutes every day.
FOCUS ON: Your approach and building the need in the Introduction

WEEK TWO

FOCUS ON: setting quality callbacks. Are you using the approach(es) correctly and then setting appointments?
Schedule early morning appointments and end-of-day appointments.
Challenge yourself to do a “Juan Moore” call or demo at the end of your day. This will get you closer to completing your first 100 demos and getting the next family protected!
Study your approaches, your sales talk, and keep listening to training audios (30 minutes minimum each day).
FOCUS ON: approaching, shortening your demo (top/bottom benefits), and the buying atmosphere.

WEEK THREE

Are you on track for your 100 demos by the end of Month 1? Any sales you’ve made up until this point are the “gimmes” sales... the magic happens when you pass your first 100 demo mark! Make a plan to work more hours and hit 100 demos this week.
Study your approaches, sales talk, and listen to training audios (30 mins minimum per day).
FOCUS ON: the price build-up, the transition to the close, emotional closing, and rebuttals.

WEEK FOUR

Hit the 100 demo mark this week!
Look for a leads group, chamber event, or networking event in your territory to attend this week.
You should be in the habit of following a solid schedule by now; if not, talk to your trainer about what needs to change.
Plan out next week & set appointments by phone and email on Thursdays; set a minimum of 10 appointments for the upcoming week.
Study the B2B and Legacy Success Manuals – why people buy, how to get and work referrals, etc.

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Draw Pay Plan Requirements

If you intend to start out receiving Draw Pay in addition to your Commission Advances on all policies sold, please refresh your memory on the qualifications listed below that must be completed to qualify.

If you have questions, please ask your trainer or email our HR Department at admin@altitudecrew.com.

Weekly Game Plan

Legacy Stats Site

Weekly Business Review