Profit Driven Training

Hey, my friends, Kenny Chapman here, the blue collar coach. I want to talk today about profit driven training. So here's the thing. It's about how to create and facilitate automatic training that pays. So here's where we want to focus, right? So today's agenda. Small amount of time. Want to make a huge impact for you in these ways. I want to give you confidence where once there was uncertainty. I want to give you clarity where once there was confusion. And I want to unlock the true potential you have to make a dent in the universe. Because if you're watching this right now, you are engaged in leadership, you are engaged in training, you are engaged in making your company, your life better. But here's the thing, if nothing else, oh, let's make some dough. I want to make you a lot of it. Here's what I need. I need implementation. Nothing pains me more than giving you a solution. You're running into you years later, and you're still clinging hopelessly to your problem. You know, I was at the Grammys years ago with my buddy Brian Tracy. And you know, I love this quote from Brian. Found the luck is quite predictable. If you want more luck, take more chances, be more active, show up more often. You showed up right now. You showed up today. So let's do something with it, right? So is that a deal? Can we do something together here today? Let's talk about how this came to be. First off, I mean, Jack Canfield, I mean, he. He was the first Chicken Soup for the Soul dude, all the different things, whatever. Well, he wrote the success principles and all these different things. Number 36, learn more to earn more. I. I started implementing that. Hire a coach. I went, well, wait a minute. I've got to get more clarity. I've got to understand who I am, and I've got to find a way to serve. So thank you, Jack, because he really got me on this path of what. What am I doing? And then I meet Les Brown. I spend time with Les Brown. He calls me the voice of sales for the next generation. Now more than ever, you must embrace sales team to thrive in your marketplace. Not just survive, but to thrive. And Les has. I mean, he's changed so many lives. But what's the deal? He got me to write my first book, the Six Dimensions of Change. But here's the thing. I wrote that book. I did the big stage stuff. I did all those different things. And then I meet this guy, Joe Polish. And Joe comes from the carpet cleaning industry, and he might be one of the most influential guys on the planet right now. And I mean way back In March of 2018, Sir Branson, I mean, he calls Joe, you know, he wins this award, entrepreneur of the quarter for what he's giving back. So what's the point? Joe drives me back and says, hey, give back to the industry. So I started sharing my truth. And as I started getting out there, I'm talking about six dimensions of change room screw with results. And all of a sudden the next thing you know, I mean, we're going along and I'm on the biggest stage. I mean, a keynote service world. And then all of a sudden, Tom, a card award. I mean, I'm winning these awards. And what, what happens? Contractors are going, hey, what's, what's going on? What's, what's Kenny doing? What's. What's what? Why are all these results happening? I mean, Ron Smith, if you know anything about Ron, like created the first service agreement. I mean, and he's saying Kenny's as good as there is in this example. I mean, oh, by the way, he shared the stage with me there as well. Right. So you know what happens? All of a sudden, clients are sharing different things. I mean, Rogers, like the ability to change life. Can't thank you enough for all you've done, Kathleen Michael. I mean, absolutely one of the best. You know, these different things start happening. So what's my point? I want to share with you that I'm like, okay, wait a minute. What could I do if I went step by step? I don't know about you, but I'm a process guy. So here's what I want to do today. I want to break down how you create a training that crushes done over 100 million with our clients in the last seven years of just specifically what I'm going to talk about today. Prepare, enlist, engage and close. How we're going to create more implementers in the list than most trainers do during the close. Right. Assuming they even have one. A training engagement formula so powerful you find it useful all areas, not just for meetings. You're most likely committing this mistake. It's robbing you blind. This is unbelievable. Intent, desire, commitment, behavior change. So meetings are not training. We're going to talk about that. Mike Appleton said. Hey, by the way, thanks. 17, 13, 75,700 yourself. Right? Oh, by the way, don't raise your price, right? I mean that's almost 300 grand a year if that happened once a month, right? So before we dive in, let me you this. Why does it engage training work so well? Well, here's the deal. It's the most powerful medium for education. Face to face caters to 8020 of your market. Your market is who you have in the room. If you're teaching your CSRs, if you're teaching your DSRs, if you're teaching your technicians, whoever it is, 8 out of 10, that's what you're after. Or it's, you know, whatever. 80%, right? The more you serve, the more you can change behavior. Here's my challenge. I've spent thousands of hours doing live training personally. Tens of thousands creating those trainings. Countless thousands more thinking about it. How do I instill 20,000 plus my knowledge and something you can immediately put into action, have bottom line impact the first time you use it. Here's how the profit training framework. Today we're going to talk about. Prepare, enlist, engage and close. Ready? Here we go. Prepare. Who has attended live training before? Type in your chat box if you've attended live training. Tell me how it's like, let's talk about how it feels. Let's talk about how it opens. Let's talk about, I mean, oh my gosh, like, okay, what's a feel like? Right? How does that show up, up? You know, most trainers prep, leave a little bit to be desired. Type in your chat box if you see most people are like, oh yeah, rock and roll. Oh, they come out and they suck. Right. You get one chance to make a first impression. First five minutes. Think about this. Now I want you to think about your company meeting. I want you to think about every time you engage somebody, you dazzle or dull, you inspire, annoy you, make money or it costs you. Here's what I want you to realize today. Prepared trainers accomplish all of this. They have a known outcome. Every time I train your technicians, every time I shoot a training video, every time one of our coaches prepares something to train. We know what we want to accomplish. We are single topic focused. There's one thing we want to accomplish, one takeaway. So much training is dumbed down. It's like blah. It's all over the place. We plan involvement. You got to know when you're going to get somebody to engage. Why am I asking you right now to type in the box red tomato? Why? Because now I want you to engage. Because I want you to think about red tomatoes. Type it in. Okay. Yep. Thank you. Thank you, Jim Bob. Okay, Jason. Nine. Awesome. Right? So red tomato and so what's the point now? Am I actually, am I asking you to actually think about red tomatoes going to grow Your business? No. But now that you engage with me, you're more likely to hear what I want to talk about next. Thank you, Clark. I mean, you know, so here's the thing. We plan the involvement. That's what you've got to do with your team. And then you utilize prep tools. And as we go through all of this, it's about results, positioning and celebrity. What's one of the biggest challenges you have right now? Type it in the box. One of the biggest challenges you have growing as you're probably a service manager on the line, you're probably an operator on the line, you're probably working. Okay. Recruiting, retention training, obviously. And that's why we're here today. Absolutely. Okay, so sticking top talent through recruit recruiting. Okay, so check it out. I don't care whether it's your first rodeo. I don't care whether it's okay. Follow through accountability. Absolutely. So here's the thing. You have every time, if it's a new team member onboarding, if it's a long term team member, it doesn't matter. You have to hit results, positioning, celebrity. And how do we do that? Well, let's talk about this. How did I do it in the first few minutes of this webinar? I talk. Oh, Jack Canfield, oh my gosh. He's written, you know, this book that sold a hundred million copies and all these different things. He's been shut down all this time. And Les Brown, he's the black Tony Robbins. He's been through all the different things. Whatever. I mean, Kenny and Chris, that's way back when Christie had dark hair, right? I mean, oh, and by the way, I got implementation commitment. Right. Remember when we went back there and I told you how I've done all this training and I've committed all my time and I laid out where I'm going to take you today and what I want to accomplish for you. See, here's the thing. Prepared trainer sucks each participant in. Puts them immediately in a curiosity mood, maybe even a behavior changing mood, because that's what you're doing, my friends, is you're selling changing behavior. So the prepared trainer communicates something special is about to happen. An exciting new ride that they are about to go on, where the pain of the past, more happiness and less suffering. And you might be laughing out loud at me right now, but that's no joke. Think about it. Think about some of the training you've been in. Oh, my gosh. We do training for manufacturers. We do different things where people don't want to be in the room because they're so used to blah, blah. Let me ask you this. If you prep like this, nothing else, would it dramatically improve your training and effectiveness when you would go, okay, here's what I'm gonna exactly focus on. Here's how I'm going to drive in. But here's more important. You think they deserve it. Every moment you deny them is the moment you're actively participating in their despair. Think about your CSRs, your technicians, the people that somebody's incentivized somewhere along the way. And you, you are impacting their results. Here's where I want you to start. Intention, desire and commitment. Everything is about preparation. When you think about your training, I don't care if it's a 20 minute training, it's a 30 minute training. Hopefully it's not more than 45. We'll talk more about that. But here's the deal. You must be ready to rock. Now we go to this point where now we draw them in. So the book definition is secure a person or services for some cause. Right? Okay, cool. So what does that mean? Well, Kenny Chapman enlisted in the United States military. Right? Well, what does that mean? I enlisted and I said, okay, I'm going to give you some of this for this purpose. Here's the point. They are in the room now. It's your job to enlist them. It's your job to be the recruiter, if you will, and get them to say yes. I want to raise my hand and I want to go do one of the most difficult things I've ever done by joining the military. But it's going to change my life forever. Said differently, I want to, I want to sit here and participate in this training. And it's early morning and I've got my Red Bull and my energy drink and I'm ready to go, but I really don't want to be here. But all of a sudden you draw them in, my friend. So let me ask, what's potentially in the way of them getting the most value from the training? What's the biggest question in the room right when we look at this? What? Oh, well, why are we even having this training? What will we be able to accomplish? What's in it for me? Oh, neither. Waste of my time. Does it serve the greater good? Check this out. If you are employing millennials, which if you're not, you're not in the game. But check it out. When they think about, what am I doing here in this training? Is this bigger than me? I don't want to just be here for me. Is it bigger than me? What time am I going to get done? Oh, what am I going to eat tonight, right? Oh, how about the. Oh, Chargers won this week. Okay, maybe that's mine. Okay, so I'm a previous San Diego Charger fan. I'm born and bred in San Diego, whatever. But okay, maybe that's just me. But here's the thing. When you enlist your participant, you've got to energize them. You got to interrupt the pattern and you've got to be authentically focused. You got to be who you are, getting in the way of what they have in their mind with energy. So boom, we're ready to rock. We draw him in right away with enlisting them and to giving them the why should I pay attention, right? What's next for me? Now we go to Engage Possible to give the most informative education. Get zero people to change their behavior. Yep, totally done it before. How about this possible you have little or no valuable information during a training and still run late. Absolutely right. Most trainings currently. Oh my gosh, it's such a waste of time. And yet this is what happens. We've got a term for it. Yeah, waste of time. Here's the thing. What would it take to give the most value possible so the participant would leave the situation better off than when you first showed up? Regardless. And if and only if it made sense for them to make a behavior change, would it provide more value then they've already experienced? What if you're on the hook to provide them that opportunity? Because here's the thing, every training has to sale. Here's the first one. It's the behavior change. You can have people hate from you, buy from you. What do I mean by that? Oh, I'm mad at the sham wow guy. I'm at the person on tv, whatever, whatever that is. You can have people that don't really love you, but they need it so bad, right? The cable company, you can deceive, trick, coerce somebody to take action. Even when the short term with your team, that's not going to work. Right? So that's not going to happen. Number two, it's you, it's the trainer. Because if they're buying you and then now they're buying the concept change after the training is done, will they be more or less excited to hear from you as the trainer? Let me ask you, this just ring a bell? Providing value. What does that even mean? The ability for attendee to learn and gain insight in a way that automatic Results in a positive change in their behavior. What's value? They were scared and unsure, now they're confident, that's value. If they had interfere, you placed it with inner trust, that's value. If they felt hopeless and you gave them hope, that's value. That's what I want you to understand. I think about Jim Rowe. I mean one of the greatest ever Tony Robbins cut his teeth working and filling events for Jim way back in the day. Jim says it's not about what you know, it's about how you feel about what you know. That's real value, my friend. When you're compassionate, when you are passionate, when you are energetic, when you are driving the behavior change that you know will impact your team, really good things happen. So let's talk about what this looks like. Got to have a clearly defined outcome. You create a step by step process for achieving that outcome. And then you provide clarity, strategy and commitment for each one of those steps going to that outcome. So let's talk first and foremost about this outcome, my personal defined outcome. Show anyone how add training to their business in a way that's easy, enjoyable, has immediate impact on their bottom line, regardless whether it's the first training ever or the next one that they're going to have. Wouldn't you agree? Not only does help you content have greater impact, easier to create training when you can do so within a proven framework. I mean think about it. When presented with a better and easy solution, you keep doing what you've been doing or do you change it? I mean that's what it's about. So now we prepare, we enlist them straight away, engage them in the process and then, I mean here's the fact then the close is basically where change starts. The moment you first start having that interaction, right? So in your mind you're going, okay, wait a minute, is there a difference here? That's the only place between educating, selling, closing, asking. You're looking for behavior change. So here's the thing. The closed serves to put the participant, your team, your client, your person, whoever it is, automatically in the state of mind where people are receptive, eager, hear what they can prove. So remember this early on, okay? Okay. Hey, thanks for the meeting today and oh by the way, go ahead and have a great day out there and go rock and roll, right? That's where you drop down, you lose your energy when you're heading out. You need yes momentum yeses lead to bigger yeses. You fire off one after another. Was our time together enjoyable? Have you found it valuable? Do you Feel more comfortable with the understanding of whatever you're training this day. I've answered all your questions. I've come up with some good ideas. On your own now, it's fair to say this can give you an advantage. Everybody wants an advantage. You talk about two choices. Check this out, my friend. Study done across a group of doctors. The first group said, okay, how likely were you to recommend a surgery with a 90% survival rate? Most would. The second group said, oh, hey, how likely are you to recommend a surgery that has a 10% fatality rate? Most would not. You can get completely different responses, same info, 10% how you present it right. So now here's the choices. When your team leaves the training, it's to implement or not implement. Now we get to the decision making point. You have two choices. When you get to this point with your team, whether it's coaching session, training session, you can leave things alone and create a plan for solution. The choice is yours. My job is to make sure you understand everything about your choices, my friends friend. So let me ask you this. You think using an energetic quiz like this make your participants more comfortable and embracing change. Your team go out and do the things that you're asking them to do. You think it positioned you, your team to be more eager to try the changes you want them to do? We've got to get them to try first. Is it safe to say most trainers don't utilize these when they left their last company? Whoever's doing what you're doing now wasn't getting it done even though, I mean we've created it to where it's filling the blanks. Why is it so here, check it out. A better introduction naturally leads to better close because you're putting them state of mind from the beginning to be receptive. It's about what they can take in education that creates understanding, elevates the confidence of your team member, allowing them to be empowered to get the decisions that are best for them and invest in behavior changes transitions them to be like a gift from the heavens. Right. So literally when they start coming to a weekly meeting, let's say you've got Tuesday meetings and they start looking forward to it and they come in fired up and they're ready to rock and roll. Then the close is just mainly a matter of technique, my friends. Prepare, enlist, engage, close. So is it likely that you might spend more time going over the benefits to making changes and go over core tactical training? Right. What's in it for them, do you think using a profit driven training system like this make your team more likely to implement the changes, give your company an unfair advantage. Now everybody take a breath. Okay? I know we've been, we've been jamming, we've covered a lot, right? Take a deep breath. Christy and I got married in Maui. That's at the Grand Wailea Hotel. Amazing, amazing place. Rome wasn't built in a day, my friend. Short time I've condensed, cram packed, squeezed together as tightly as possible. Whole process. I've given you this four step framework. Even if you use a tiny fraction what we covered today, don't you feel like taking gigantic leap forward with your training process? I don't know what you knew before you know, when you think about your training, but wouldn't it be safe to say some of what we covered, if not all of it has created tremendous value? Like when we talk about the profit training framework, prepare and list, engage and close, where you get started, all of the like every time there's two sales, how you interrupt that pattern immediately with your focus on, you know, pulling the value out of this thing with the training engagement straight away, how you pull up the, you know, keeping the energy going through the close, the yes momentum as we continue. I mean these are things that change the behavior which changes the results of your company because they have two questions oh, am I going to do it or am I not going to do it? So let me ask you this, has our time been good so far? Do you feel more confident with the training that now you can step out there and build a little four step process to make this happen? See, one or two things I showed you today will help you in your business no matter what you whether it's just training or somewhere else in the company, excited to make a go see what wonderful things happen, how it shows up in your life. Here's what's cool. I am so pumped to let you know about Profit Driven training. Here's I want you to be one of the lucky people joining us for Transformation Training to change the course of your life, lives of your team, not to mention the client benefits. When we work together and improve your training, we can unlock the correct training from within you and your team. Make more in the next 12 months than you have in the last three years. Everything's tied to training. Here's how it works. Purchase access to our essential club membership through the profit driven training process online shopping cart Gain access. You get everything right. So you check your email for login. You block time to become familiar with the resources priority list of implementation and have Fun. So you're improving your business in life. So here's what happens when you get into this. You optimize interaction with clients. Conversion rates go up, average tickets go up. Professionally train your text for improving your sales numbers. Minimize your stress. Trying to figure out how am I going to motivate team. Let us help you with this, my friend. Create systems in your business. Allow more free time, more efficient structure for your team. Be in the know about the latest sales and marketing tag. We're constantly, constantly updating new information for our members. Save huge amounts of time and money with our done for you resources. So what's in there? It's a meeting maker. That's, I mean over 60 trainings. I've personally done live workshops, Q and A seminars before, during and after unit marketing kits, marketing, Kickstarter, breakthrough for contractors, coaching call. I mean all of these different types of things are in here. We've made a turnkey. So what happens? You log in, you go here. There's a training video where I kind of walk you through what's happening. So you, you jump in and go, okay, wait a minute, I want to run a tech meeting. Okay, great. I'm going to click on instant meeting maker and then I'm going to go here and it's going to give me all of the choices of what type of a meeting do I want. So I want to build confidence. Awesome. So now I go to that portion and now I go, which one? Well, let's do self confidence and boom, it clicks up and boom. You print out the module, you print out the action guide and you are ready to rock. In all the different, whether it's marketing, home audit, training, different service call conversion kits, whatever is in here, all the different cost of doing business and quarterly online workshops. I mean, this is the thing. You do it where it's best for you. Your time, your place, proven adult learning, retention methodology. So I do things different than anybody in the industry because I've invested in my time, my energy and my understanding of client retention. Adult education companies pay me millions for what I've created. Big boys are seeking me out, going, okay, we want it. We know what you're doing. We want you to come and do it for us. Here's what I know. Putting this in front of our audience today, a lot of people go, you know what, if it's 500 bucks a month, I jump on that in a heartbeat. My current, if I'm doing a live video, a 1250 for just for me to do one. But it doesn't even mean that you get me because you have to qualify, right? And so it might not make sense for you to go, okay, maybe I want to be part of this essential club. I want to be part of profit Driven training. But here's what I'm going to do for you. Limited spots available. It's not 500amonth. We sell it every single day on our website for 197. But here's what I'm going to do. $97 a month. So here's, here's the thing. When you sign up at profit driven training.com we're also going to give you these bonuses. Number one, it's almost free. $7. Okay, so it's normally 197. I'm making it 97 for you after month one. But month one is going to be $7. 97% off. $7. You go get started right now. What does that mean? I mean an entire month for seven bucks and you're gonna love it. Like our client, our clients are literally why we call it the Essential club because they're like, you have got to have this to run your company. So number one, I mean it's basically free, right? Number two, bonus. Number two, Titanium webinar. We do these monthly for Titanium and we have stripped one down and we're going to give it to you where I'm talking about purpose, we're talking about big goals and laser focus and being delegation driven to where we pass everything through our growth minded leadership process. Personal purpose. What does that mean? Justin and I share ours. Big goals, narrow focus, how do we get down to exactly what matters. And then our six step delegation process where we go through exactly how we get ready and who we handed off to and then making sure it happens. So first it's almost free. Number two, it's Titanium Freedom webinar. And then lastly, we're going to give you the best selling book that I just wrote. I read this myself for this recording. I'm super excited Justin was willing to do this. So here's the deal. When you sign up, we're also going to put this in there. It's you can buy it 1999 on Amazon right now, but we're going to give that to you. So here's the thing. It's not 500 bucks, it's not 197, it's $7. And we're gonna go ahead and then it's 97amonth from there. So here's the deal. Go to profit driventraining.com and it's seven bucks. But here's the deal. Sign up and show up. If you completed 30 days, run a meeting, implemented some of what we've done, right. You don't think it's ten times of your normal 97amonth at the thousand bucks, $970. Hit me up. I'll give you the seven bucks back, my friend. And just keep the book and keep the webinar for giving it a shot. Here's the deal. We're ready for only the people that are ready to crush it. We're gonna cut this off shortly. Here's the deal. I don't know how long we can keep it so low. I'm surprised I got Justin to do it this time actually, because we have clients that pay us ten grand a month to just grow their companies. Now we're sharing with you in different capacities, different ways ways. So here's the deal. It's only the ability to act fast and sign up before the offer goes away. But here's the fact. Fortune favors those who act quickly. You know this in your life. So there's something you need to know. Now you need to ask the question. Because every minute that goes by, it's seven bucks stopping you from changing your life and business. But there are major and minor questions. So what are they? Well, does it matter if I digest the training on computer or TV screen? That's a minor question. How long can I reasonably expect to see a return on my investment? Now we're talking about something that matters, right? Which days should we do training, Kenny? Oh man, that's kind of minor. I don't have a lot of team yet. Should I focus on becoming good or wait until we grow? That's a little bigger question. But is this a central club ride for me? Let me ask you this. You feel moral ethical responsibility to get your solutions in as many people's hands as possible? Do you feel more educated team have an easier time saying yes to creating the change that you want for them, that you're asking them to make? Do you suppose a smart idea to use multiple different vehicles driving revenue in the company? Does your heart gravitate toward wanting to help your team and your clients? That's what it's about. So now it's your time, my friend. Sign up now. It's almost free. 7 bucks for the first month. 97 after that. We're giving you the webinar. My best selling book. I want you to go to profit driven training.com and change your life forever. So what are you thinking right now? You're going, okay, where am I at? What am I thinking about? What am I concerned about? What are my questions? I want you to type questions in the box right now. I want you to think about what's in your way. What. What could be a challenge for you. Whatever that might look like. Awesome. So do I have time to commit? So here's the cool thing. So when you join the essential club, you jump through and you just go right to exactly. We have this 10 times guarantee. And then you jump in here and you go, okay, there's. There's the landing page where I look and I go down through and I scroll. And then you're going to get here, and it's going to be $7 for the first month and then $97. So it's just jumping in here to get this going at this moment, at this time. Because why would you wait another moment to change your company's direction? When your company changes, your life changes. I'm Kenny Chapman, the blue collar coach. Until we talk, my friends. Have a better and fantastic day, and I'll talk to you.