TRAINING TUESDAY PODCAST 074 (RZ, Ethics, Telling Your Story Well)

THIS WEEK:  USE IT…OWN IT…HATE IT; BEHAVIOR VS BELIEF; SPEECHES, STORIES, CEREMONIES AND SYMBOLS

 

Photo Credit: https://thereadersroom.org/category/love-it-or-hate-it/
Photo Credit: https://thereadersroom.org/category/love-it-or-hate-it/

Providing ongoing, mobile sustainment training to stimulate success and promote professionalism.

Welcome to Tuesday Training Podcast…a conversation and collaboration between Army National Guard Recruiters.  This week, because of your efforts, lives will be changed, legacies will be started and generations will be impacted as you serve our citizens, by bringing the best and brightest into our organizations.  What you do matters…..you make a difference..

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PERPETUALLY PROSPECTING: (At our core we must be Prospectors)

Fanatical Prospecting, Jeb Blount Chapter 11 Own Your Database; Why the CRM Is Your Most Important Sales Tool

CRM: Customer Relationship Management (RZ)

“There is no weapon or tool in your sales arsenal that is more important or impactful to your long-term income stream than your prospect database.

It does not make a difference what you sell; a well-managed, living, breathing prospect database is a golden goose that keeps on giving. Your CRM is the most important tool in your sales arsenal because it: Allows you to manage the details and tasks related to many different contacts without having to remember everything. Keeps you organized, manages your pipeline, and saves your deals and relationships from getting derailed. It makes life easier by doing work for you. Allows you to segment and sort your prospect database and build prospecting lists based on any field or group of fields in the database. This makes you exponentially more effective and efficient in your prospecting activities. Helps you systematically qualify prospects so that you move them up the prospecting pyramid. When you peel all of the technology away, a CRM is just a software-based filing system that makes it easier for you to manage and access information because it does a very simple task: It remembers important things for you and reminds you when those things are important. Face it, you are moving fast and forget things. In sales the little things are big things and a well-managed CRM will prevent slip-ups that could cost you deals.

Fanatical prospectors own their database. They own it because they get it. Their database is where targeted lists come from. Their database makes them more efficient and effective. It should be so important to you that you eat, sleep, and drink it.

Some salespeople don’t see how the system benefits them personally. They’ve got a sales manager on their case about updating the CRM, but in their mind they’re doing it for the company, not themselves. It’s a mindset issue. These salespeople see themselves “working for the man,” whereas fanatical prospectors believe that they are the CEO of their territory. They are working for themselves.

When it comes to building a powerful prospect database, my philosophy is simple: Put every detail about every account and every interaction with every account and contact in your CRM. Make good, clear notes. Never procrastinate. Do not take shortcuts. Develop the discipline to do it right the first time and it will pay off for you over time.”

79T TUNE-UP (MOS Sustainment)

NGR 601-1, 2-18. Recruiting and Retention NCO

“RRNCOs will utilize Leads-Reports for all recruiting prospecting and processing activities to include lead refinement, telephone prospecting, test/physical project and MEPS processing.  All included will be all schools, civic, COI/VIP, and unit activities.”

LEADERSHIP LESSON:  (Professional Development)

CHARACTER AND ETHICS

3-33. Adhering to the principles the Army Values embody is essential to upholding high ethical standards of behavior. Unethical behavior quickly destroys organizational morale and cohesion—it undermines the trust and confidence essential to teamwork and mission accomplishment. Consistently doing the right thing forges strong character in individuals and expands to create a culture of trust throughout the organization.

3-34. Ethics indicate how a person should behave. Values represent the beliefs that a person has. The seven Army Values represent a set of common beliefs that leaders are expected to uphold and reinforce by their actions. The translation from desirable ethics to internal values to actual behavior involves choices.

3-35. Ethical conduct must reflect genuine values and beliefs. Soldiers and Army Civilians adhere to the Army Values because they want to live ethically and profess the values because they know what is right. Adopting good values and making ethical choices are essential to produce leaders of character. Leaders seen as abusive or toxic (such as intimidating and insulting subordinates) have higher rates of noncombatant mistreatment and misconduct in their units.

3-36. The Soldier’s Rules codify the law of war and outline ethical and lawful conduct in operations (see AR 350-1). They distill the essence of the law of war, Army Values, and ethical behavior: Army leaders must consistently focus on shaping ethics-based organizational climates in which subordinates and organizations can achieve their full potential. Leaders who adhere to applicable laws, regulations, and unit standards build credibility with their subordinates and enhance trust with the American people they serve.

EXPERT BADGE TRAINING (those committed to their craft)

Entreleadership Podcast

Every leader needs to be a great storyteller, whether they speak publicly or not. And this week’s guest, communication guru Nancy Duarte, joins us to share her tips for creating compelling, persuasive communication. Also on the episode, we’re talking to fellow great communicators, Ike and Guy Eastman. The brothers are owners of Eastmans’ Publishing Company and host Eastmans’ Hunting TV. They’re discussing their journey to debt freedom.

“Leader’s role is to see the future and to get others to long to go there.  The way you create longing is through speeches, stories, ceremonies and symbols.”

 

CALL TO ACTION

  1. Evaluate your current use of RZ as your primary lead refinement system.  Can you say it is your primary tool for efficiency?  Can you honestly say that you have adequate accountability for your raw material (leads)?  Make a plan to integrity with every lead in your market.
  2. If you owned a business and you had invested all your resources to include a second mortgage on your house, how would your intensity change in relation to your handling of leads and tracking your labors?
  3. Does your belief in the Army Values change your choices and behavior?  Give 2 examples how the Army Values have caused you to think and/or act differently than you may have otherwise.

Next week Declaration of Independence…original, modern English, and paraphrased.

TRAINING TUESDAY PODCAST:

This is the last week you will receive an email with the podcast attached to it if you are not a subscribing state.  All the training will be available on the website for 3 more weeks and by the end of June all content will be limited to those states who have purchase the $2000 Training Event subscription.

Visit our webpage:  www.trainingtuesdaypodcast.com for all archives and links to other fantastic training.  You will also find several pages for you as a resource:  photos (over 200 photos to use for your social media), scripts for cold calls (password required – email podcast@trainingtuesdaypodcast.com for password), contact information, subscribe on iTunes or other podcast delivery apps.

If you know of new NCOIC or RRNCO who are not receiving the podcast let me know and I will add them to the distribution list.

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King Solomon:  If the iron is blunt, and one does not sharpen the edge, he must use more strength, but wisdom helps one to succeed. (Ecclesiastes 10:10 ESV)