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Ideas into Action TEAM
2021 SAGE Event Management, Inc. All Rights Reserved.
Roles and Responsibilities Hiring and Training
Motivating and Managing
2021 SAGE Event Management, Inc. All Rights Reserved.
Keep Your Eye on the Ball
2021 SAGE Event Management, Inc. All Rights Reserved.
Free
Purpose-Driven Pay Day
Impact AND Income
But, you say, it takes team….
And time…
And resources…
2021 SAGE Event Management, Inc. All Rights Reserved.
So, how can you be super strategic?
“The difference between ordinary and extraordinary is that little extra.”
(Jimmy Johnson)
2021 SAGE Event Management, Inc. All Rights Reserved.
It’s not easy, but it’s worth it!
There is Only One YOU
• Zone of Incompetence
• Zone of Competence
• Zone of Excellence
• Zone of Genius
Let’s Reset Your Thermostat
What is the ONE problem YOU solve?
2021 SAGE Event Management, Inc. All Rights Reserved.
Designing the Team
2021 SAGE Event Management, Inc. All Rights Reserved.
2021 SAGE Event Management, Inc. All Rights Reserved.
Host Family Volunteers
Host Family Team In-house AV Volunteers
Host In-house Team Outsourced Team Mix of the above Depending on need
LEAP Success Stories
2021 SAGE Event Management, Inc. All Rights Reserved.
HostChief Decision Maker
Enrollment Lead/PAG
Content/ Creative
BOR/Lobby Lead
Marketing Help Desk:Reg/CS/Processing
Zoom Manager
Content Development
Enrollment Strategy AV and Tech
Zoom Breakout Lead
Customer Service
Social Media
Video Production
Video Engineer (V1)
Show caller
Graphics / Design
Live Chat Support
Event Logistics
Show Management
Billing Support
CRM support
Host Support
B Roll
Roles (Tasks)
Offer Support
Copy writing
Assets
Marketing
Web Design Print and Product
Speaker Support
Sponsor Support
F & B
Team Support
EST Lead
Camera Operators
Lighting Tech (L1)
Photography
Zoom Monitor/s
Audio Engineer (A1)
Tech & Dashboard
Metrics
Lobby Chat
Switchboard
Enrollment Team
PAG
Coaching Zone Lead
Enrollment Chat
Tech Check
Emcee Support
Stylist
2021 SAGE Event Management, Inc. All Rights Reserved.
Lean in before YOU Leap: Considerations
Factors • Size • Reach • Budget • In house Team • Comfort • Complication • Layers
Lens • Enrollment • Budget • Logistics
In that order!
Reminders • Be aware of silos • You can consolidate roles • Think of responsibilities, not just
tasks • Factor in introvert/extroverts
2021 SAGE Event Management, Inc. All Rights Reserved.
HostChief Decision Maker
Enrollment Lead/PAG
Content/ Creative
BOR/Lobby Lead
Marketing Help Desk:Reg/CS/Processing
Zoom Manager
Content Development
Enrollment Strategy AV and Tech
Zoom Breakout Lead
Customer Service
Social Media
Video Production
Video Engineer (V1)
Show caller
Graphics / Design
Live Chat Support
Event Logistics
Show Manager
Billing Support
CRM support
Host Support
B Roll
Responsibilties
Offer Support
Copy writing
Assets
Marketing
Web Design Print and Product
Speaker Support
Sponsor Support
F & B
Team Support
EST Lead
Camera Operators
Lighting Tech (L1)
Photography
Zoom Monitor/s
Audio Engineer (A1)
Tech & Dashboard
Metrics
Lobby Chat
Switchboard
Enrollment Team
PAG
Coaching Zone Lead
Enrollment Chat
Content Throughline All roads lead to offer Intentionality Nothing gratuitous Enrollment
Vision, Inspiration, Intention, Throughline, Delivery
Smooth Start Customer Care Tracking Troubleshooting Enrollment Support
Tech Check
Emcee Support
Stylist
Seamless production Host & Attendee Support Enrollment
Enrollment!!! During, After
Seamless production Host & Attendee Support Enrollment
2021 SAGE Event Management, Inc. All Rights Reserved.
Lean in before THEY Leap: Considerations
What we look for: • Cultural fit • Chemistry • Flexibility • Whatever It takes Attitude • Buy in • Authenticity • Passion and Purpose
Train on Wide Lens • Enrollment • Budget • Logistics
In that order!
Reminders • Your day job may not be your event
job • Your event job may evolve • Everyone is on the enrollment team • If it looks wrong is probably is • Boots on the ground, view from the
top (share often and easily)
Enrolling the Team
2021 SAGE Event Management, Inc. All Rights Reserved.
You have to Enroll Yourself Before You Can Enroll Others.
Enrolling them begins with enrolling YOU.
“Them” is Team, too.
2021 SAGE Event Management, Inc. All Rights Reserved.
HIERARCHY OF ENROLLMENT
IF YOU AREN’T ENROLLED IN YOU, NO ONE ELSE WILL BE EITHER.EASIEST
TO ENROLL
HARDEST TOENROLL
I can help you do this
We need to do this.
I need to do this.
Support, not permission
You are meant for more.
The person with the most certainty wins the debate.
Your Tribe
Your Team
Your Inner Circle
Your Family
You
2021 SAGE Event Management, Inc. All Rights Reserved.
HIGH TICKET OFFER CREATION - ACCOUNTABILITY
ONE-TO-ONE IMPLEMENTATION WORKSHOPCrossover: Enhanced Opportunity
Crossover: Enhanced Opportunity & Community
Crossover: Enhanced Opportunity
Crossover: Enhanced Opportunity & Community
Crossover: Enhanced Opportunity & CommunityONE-TO-MANY MASTERMIND MEETING
CHECK-IN CALLS / MILESTONES
ACCOUNTABILITY BUDDIES
OTHER?
STRATEGY FIRST ALL ROADS LEAD TO HTO
2021 SAGE Event Management, Inc. All Rights Reserved.
Health Deep Dive
Week2
Wealth HappinessHealth
Wealth Deep Dive
Week 4
Happiness Deep Dive
Week 6
Happiness Deep Dive
Week7
Health Part I
Health Event Wealth Event Happiness Event
Problem Solution Mindset
Problem Solution Mindset
Problem Solution Mindset
Health High Level
Wealth Part I
Happiness Part I
Foundations: Daily Facebook, Monthly Q and A / Hot Seat Deep Dive Calls
Wealth High Level
Happiness High Level
Ignite
OPS
Deep Dive
Course
Fulfilment
HTO
Problem Solution MindsetEnrollm
ent
3 day Event
Health Deep Dive
Week 3
Wealth Deep Dive
Week 5
Welcome Week 1
Graduation Week 8
Health Part II
Wealth Part II
Happiness Part II
LEVERAGE PATH to a PURPOSE DRIVEN PAY DAY
(C) SAGE Event Management, Inc. 2021
2021 SAGE Event Management, Inc. All Rights Reserved.
MetricsTech 1/15 In One hourSo10=150 people per hr10=1500 in 10 hours10= 3000 in 2 days , 10 hours a day
Zoom monitors Yes on pulseOne bouncing vsCareful about ownership of room Goal: connect with you , not them Study orchard No section monitors Worry going viralHappens in person Stoked fires unintentionally Volunteers CompensationFlat fedd red box group
HiringEstsBrand ambassadors / FB groupBa of... cityLeapLocalFamily
ExpectationsInterviewChemistryCulture
AvHelp deskTech checkLobbyPlannerSponsorSpeakerEmceeConcierge
EnrollmentConciergeSalesSwitchboard Could be one person multiply from there Do t volunteerPayPush harderBetter results Keyboard warriorsNot less complaints. Hear moreFocus on positive Not negative They need to know 2 people out of how many ?ContextQuantityPercentage Timing Surveys Front end box back end Not importantConversion.
2021 SAGE Event Management, Inc. All Rights Reserved.
All Roads Lead to Offer…. But Offers Lead to Objections….
And, Objections Trigger My Thermostat…
2021 SAGE Event Management, Inc. All Rights Reserved.
Conversion ConversationsEngage and connect (Meet them where they are)
•What question do YOU most need to know to serve them?Diagnose (Gap Analysis)
•Where is their biggest opportunity? (What are they most excited about?)
•Where is their biggest challenge in getting there? (What values and emotions previously held them back?)
Prescribe (Pain, Solution, Invitation)
•What if the values and emotions that have been driving your life up until this point could be changed and you could (create a new destiny) based on your new vision?
Three Most Powerful Words: Tell Me More2021 SAGE Event Management, Inc. All Rights Reserved.
What a Diagnosis Sounds like… (gap analysis)
“So what I am hearing is….you are excited about embracing… but you are challenged with (or have struggled with in the past)….”
“We see that a lot with our attendees prior to entering our programs…”
“The good news is — this is not uncommon for someone letting go of values and emotions driving your life/business. In fact, it’s normal and predictable, it’s a right of passage at this stage in your life…”
“You need a new strategy going forward…”
2021 SAGE Event Management, Inc. All Rights Reserved.
“Based on what you have told me, learning more about you (and your business), now that we have uncovered this challenge, I feel confident you’d be a good fit for (insert program)…”
“Many of our members see results around (insert challenge) in the first XX days”
“You remind me of… (insert testimonial).”
Subtext: “What would it mean to you to create XXX based on your new vision with the support of a like-minded community?”
What a Prescription sounds like…. (invitation)
2021 SAGE Event Management, Inc. All Rights Reserved.
Biggest Obstacles to CloseProcrastination: Assess how enrolled are they in their bigger vision of themselves?…”On a scale of 1 to 10 how excited/committed are you?”Pat answers: What are they really asking? Get to the question behind the question “tell me more”Hint of Special deals: “We might be able to arrange that” (Makes them question if there’s a better offer)Delaying Decision: “We could chat next week… reach out to me via email…”Dangerous: “Let me connect you with someone in Special Forces" (can be misconstrued as a special deal, then everyone wants Special Forces)Enabling: Letting them go to deep into their story (frustrates those waiting): “I know we have some people waiting, to make the best use of our time together, what is the question you most want answered?…”
Biggest Opportunities to ConvertGet to the question behind the question: “Tell me more”Speak directly to the objection continuum: “Tell me more”Actively invite others to listen and learn from others questions: “How many of you had the same question?”Cost of inaction (expense vs investment, ROI vs COI): “What are the chances of you doubling, tripling or more?” “What is the cost of not implementing what you learned here?”Secure the deposit: We can determine PP/PIF later, we can always move you to another program if not right fit”Future pacing (will you remember taking five days off a year from now?…)
Obstacles & Opportunities
2021 SAGE Event Management, Inc. All Rights Reserved.
Decide. Commit. Resolve.
I’ve done coaching before but it didn’t work… How did you show up?How would up show up differently this time?The support you most need the most threatens the comfort zone you are inYour past does not predict your future
I can’t afford it… You can’t afford not to…are your greatest investmentWho you become by investingPeople value what they pay forYou are worth investing in… todayMoney: 50 ways (resourcefulness) — See what’s available to you when you are no longer dealing in the unknown, then you can make an informed decisionBalance between reality, certainty and trust
Can I invest in the next one… What are you hoping will change if you wait (This is often exactly what the program solves ie. Make time, make money)The shift is on the other side of the choice
I can’t make the dates Could something shift that would allow you to be there?Are you willing to re-negotiate to allow for this? (ie. Childcare, work)Make this an “and” - not an “or”
I think I’ve got this on my own Is it hard for you to ask accept support?How has going it alone worked so far (Weight loss, muscle training, children)In my experience, this takes longer and is lonelier
My spouse is not on board… Compassion for spouse : concern is change and differentiation
How can we look at this together? I want to serve you at the highest level!Decide. Commit. Resolve.
Objection Matrix
Objection Sounds like… Obstacle Opportunity Continuum Right Fit Client
Time
Money
Spouse
Fear
Shame
Self-Doubt
2021 SAGE Event Management, Inc. All Rights Reserved.
“Not everything that can be counted counts,
And not everything that counts can be counted..”
(Albert Einstein)
2021 SAGE Event Management, Inc. All Rights Reserved.
IF NOT YOU, WHO? IF NOT NOW, WHEN?
2021 SAGE Event Management, Inc. All Rights Reserved.