Mc graw on boarding m-map

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Mc graw on boarding m-map

  1. 1. On boarding INTRO Why Have A System See MindMap "The Systems" See MindMap BAT Triangle See Mindmap Sandler Rules What are they 1) You MUST Practice Commit to trying Helps to try in low risk situations Family Friends Waitress (reversing) When you know you're going to lose Cold Calls Listen to CDs in any order Start with the intro CD 2) Homework! 1 CD a Week MUST READ: Bicycle Book 3) Be Prepared to Fail Should Be "slightly" Uncomfortable OJ Story Water down with... Your beliefs Your judements Your experience Open mind No Growth w/o pain It's like exercising you're going to go to the point of failure- that's where you build muscle Want you "slightly" outside of your comfort zone Literal vs. Reality Explain It won't work the 1st time How to Learn Coaching Set ground rules for calls How often What to expect when you call me What if you miss a week CDs Bicycle Book Call Catch it next time at Foundations How Adults Learn Unconscious / Incompetence Conscious / Incompetence Conscious / Competence Unconscious / Competence Role of management Debrief Reinforce Long-term, on-going, incremental HOW PEOPLE LEARN REFERRALS OR ASSOCIATIONS Set UFC for people they know Include Associations they are a part of On boarding.mmap - 10/23/2007 - Mark McGraw

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