SELECTION PROCESS
I.E. 10-day process through interviews & trust building events to ensure your prospects understand the program in full length. It os a way for you to ensure your prospects fully qualify for the the program.
DAY 1 / INTERVIEW #1
Intention/Purpose:
- Build trust; They connect the things that intimidate/scare them the most with the things they want to gain.
- Be relaxed, be present, and be yourself (this solves most things)
Step 1: Get to know them enough to care about them; check in on the rollercoaster
Today I want to slow down and get to know you better...things you were passionate about growing up, the people that have made you who you are...so what’s your story? How’d you end up at (university/school)?…
Step 2: Go through assignment with them
What were some of the questions you have? money, safety, and host families
- Re-demo the books. Have them to show you. Go through ‘refigure the profit’. Show them the value of a residual income for a couple of years.
- Ask if they’ve spoken to their parents at all; mention you’ll give their parents a call that night to answer any of their questions.
- Ask them about www.southwestern-highlanders.com and what they learnt about the Highlanders and enjoyed about the videos.
- Find out who they related to the most from the testimonials.
Step 3: Connect their fears to what they want to gain
- Go through what they want to gain. Have them elaborate when needed (e.g. why it’s important for them to gain that trait; how they think the bookfield will help them grow in that area).
- Go through concerns/fears.
So what intimidates you a little about this? (Affirm every answer they say!) Why would you put yourself through that? How would you get through that? What would you gain in the process? How would that help you in the future? Everyone wants to gain....[share what they want to gain]....but what do people have to go though to gain that? .... Exactly, their fears Everything that scared me about this job is the exact reasons I needed to it— those fears are the DOORWAY to get everything you want to gain from it. That is the bigger picture of this program.
Step 4: Confidence to face their fears
What gives you confidence you could face those fears and walk through that doorway to get the things you want to gain? Is there anything that would prevent you from being able to do it or get through it?
Step 5: Build team/campus vision, then “Why should I give you a second interview?”
- Go through day 2 assignment - set up a time for DAY 2
- Give them a copy of the PARENT SUPPORT LETTER
- Give Essay titles (300-400 words each)
What does commitment mean to you?
Why do you feel you are the best candidate for the team?
End on a fun note —and then something non-SW! (e.g. Show a video about the summer or the sizzler service project)
IT IS VERY IMPORTANT TO FOLLOW UP ‘DAY 1’ BY A PARENT CALL AND EMAIL THE E-PARENT PACK IN THE EVENING.
DAY 2 / INTERVIEW #2
Intention/Purpose:
Help them conclusively choose if this is what they want to do with their summer.
Step 1: Go over their homework
What did they learn from talking with people, alumni letters
Step 2: Answer questions (have they talked with mom/dad/guardians yet?)
Step 3: Go through steps of the summer:
- Use physical evidence - photo album in addition to your Presentation Booklet
- Show the Superstars Book and pacesetter to explain units and different categories
Step 4: Scale of 1-10
- 1= they would never do this and 10= if they get a final interview and are offered a spot on the team tomorrow, this is definitely what you’ll do for the summer...
- Why did they pick that #?
- If it’s not a 10, then follow up with, “So what is that gap between where you are [8] and a 10?” “You can’t really ask for a spot on the team when you’re a [8]. So how might you close that gap?”
Step 5: Adapt based on what they share...
- If at a 10, what else would they like to learn about (e.g. products/websites, failure exercise).
- If concerned about failure, show worst case scenario with improving just a little each week.
- If not sure, just a little indecisive, have them write 2 columns: a list of cons and a list of what would make it worth it. To help them understand procrastination, you can share the high dive analogy. Or have them approach, feel the nerves…
Step 5: Then go back to, “So if you get selected for the team, is this what you want to do with your summer?” Keep it chill.
Step 6: Why should I give you a final interview?
Give them final interview assignment. Check on the Parent Support Letter and progress of their GEC J-1 Visa Application
DAY 3 / INTERVIEW #3
Intention/Purpose:
they embrace and commit to the things that ensure their success. They are clear on what things might come up between now and May that could make them question their commitment, and they have the preparation to get through it all.
Step 1
- Build rapport (about parent call)
- Any other questions?
- Project?
- Questions
Why is this over anything else you could do for the summer?
What do you see being the hardest thing? How will you get through it? What do you see yourself gaining in the process?
Why should you be selected for the team?
What does commitment mean to you in context of this program?
Step 2
Transition:
“Commitment in our society has gotten watered down. Until this, until that. For true success in life and In our program, commitment means no matter what.”
3 Commitments—it’s not about doubting whether or not they’ll be committed. It’s about trusting them, and helping them plan for the bumps that most go through.
WORK HARD
Why do we ask to Work Hard?
GROWTH CURVE
= Similar to the difference between crawling, walking & running. What do you think I meant by that?
COACHABLE
Why do we ask about being coachable?
OUR SYSTEM WORKS
Always Ask WHY?
Explain our idea of commitmment
COMMITMENT
The most important. Why?
A GOOD COACH PREPARES ITS TEAM
for what might happen
"Commitment is making a decision in one set of circumstances & choosing to keep the decision when those changes!
Step 3
Build their confidence
Show Awards Example / photos from the evening
Do a quick demo of the products - Have the FYDs to demo you back praising them on what they did well. If you have access to the internet, show the Southwestern Advantage websites.
Explain the cycle of selling to build their confidence
THE CYCLE OF SELLING
Wrap Up
- Check on the GEC J-1 Visa Application
- Set up a time for Day 6 and Day 10 - give assignment 4
- Conclude on a fun/non-SW/personal note
DAY 6 / INTERVIEW #6
Do something fun (Bowling/Games...)
- Time to spend some fun/bonding/quality time
- Have another SM to take them for coffee on Campus.
