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For those with at least 10 personal customers and scores of Team sales, you may be wondering what you can do to better support the people in your organization. You aced your first two tests, reviewed and revisited the Knowledge Base a dozen times. You have Solar Fundamentals running through your brain. You’ve come up with a game plan and have systems in place. Your inner confidence and competence shows– your Team is really growing! But now what? How can you train these amazing people to duplicate your success? To surpass it even? What is your role?

I’ll give you a hint: Lance Armstrong and Tiger Woods need one. Olympic champions need one. Virtually every champion in every field needs a coach. Someone to train, motivate and inspire them, hold them to task and maintain their focus. Even in solar, every Team needs a coach. That’s you!

As coach, your job is to work with those who are coachable–groups or individuals that want to learn the game or improve their results. You can support them as they master the rules of play, tools and techniques. And then it’s time to step back and let ‘em put what they’ve learned into practice. If they get off track, you can provide guidance on how to improve performance. If they fail or falter, you point out the lesson learned and help ‘em get back in the game. Most importantly, the role of any leader is to help people make commitments and keep them, instilling inner drive, clear goals and great passion.

This quote by William Butler Yeats really sums it up: “Education is not filling a bucket, but lighting a fire.” Your job then, as Olympic Solar Coach is to help your Team pass that torch.

Coaching Tips

Who on your Team is coachable? Who is ready to take their business to the next level?

Think about ways you can help them to:

• Create their own plan of action, solve their own problems.

• Set clearly defined goals (see this web site for assistance with goal setting).

• Choose an accountability partner to check in on progress of plans.

• Make agreements and commitments from week to week, month to month, and be accountable for these.

Set dates and times for conference calls and coaching sessions. Look online for free teleconferencing services to meet regularly and consistently. Start calls promptly. If you show up on time, so will they.

Keep coaching groups to 6-8 people so you can effectively focus on each member.

Emphasize business as a process. Process promotes consistency and advances the quality, quantity and dependability of results.

Because goals and focus can shift from week to week, help your Team keep the larger goals in sight. Work within their reality, not yours. Make it about them. What is possible and doable for them? Hold them accountable.

Leadership talk is motivational, action-focused, results-oriented.

Model integrity, courage, commitment, responsibility and vision.

Congratulate on goals met, but also on effort. Praise what they can do, recognize their strengths and you’ll see more of them emerge.

Focus on your Team’s success, and yours will be inevitable.

Being a great sponsor is like being a great parent. We give our children space to grow and learn and we offer a framework of support and love so they can feel secure along their journey. But it is their adventure—we are simply a tour guide.

Parents can only give good advice or put them on the right paths, but the final forming of a person’s character lies in their own hands. ~Anne Frank

We cannot “make” them be successful or “make” them do things “our” way. When someone joins our Team, they come in with varying levels of experience, skills, and baggage. If someone has 20 years in business or has built huge Teams in network marketing, we don’t want to communicate to them like they are brand new. Respect their skill sets and show them how they can be utilized to build their successful Team.

Each person and situation is unique—that is what makes our business so interesting and fun. We grow through our interaction with other people. If you plan on building a large and successful Team, you are going to meet and work with a lot of people. Treat each opportunity with respect and learn all you can.

You Are Not Your Team’s Boss

The people in your Team do not work for you—they work with you. You are not their boss. Many people join us because they are tired of the way they have been treated by their boss and they want to do something significant with their lives.

The first step in finding out how to best support your new Ecopreneur is to find out what they have done before and what their expectations are with Powûr of Citizenrē. This is best done with a series of questions that will educate you to who they are and how you can support their success.

Here are some of the questions I like:

What kind of work have you done before?

I was a manager for a department store.

Great. As a manager, what is it that you liked most about what you did?

I loved working with people and being able to help them get what they wanted. When I found someone the perfect shoes, or outfit or whatever…it made me feel so good to watch their face light up.

That is wonderful. You can see how you will get the same satisfaction from helping people with our solar solution, can’t you?

Yes, absolutely.

Now what is it that you liked the least about being a manager?

My boss was a jerk. I hated knowing I was going to have to be around him for another 8 hours every day. He is so aggressive and demanding. It got me depressed.

Those two questions (what did you like most and what did you like least) tell you a lot about a person. You learn their motivators and their de-motivators. For instance, with this person you never want to be an “aggressive and demanding boss.”

Someone else might say that they need clear direction and someone who holds them to task and won’t let them slip back into bad habits. For them you will use a different approach. If we take the time to listen and understand the psychological needs of the people we are working with, it will be a more enjoyable and productive experience.

The whole course of human history may depend on a change of heart in one solitary and even humble individual - for it is in the solitary mind and soul of the individual that the battle between good and evil is waged and ultimately won or lost. ~M. Scott Peck

People will work for a living, but they will die for recognition and appreciation of who they are. Most people never take the time to listen. If you write these little notes about each Ecopreneur down, either in your back office or use your own system, you can refer back to these if this particular Ecopreneur is ever going through a tough time.

One note on associate leads from the corporate site: Please be certain to ask relatively early in the conversation how they learned of Citizenre. Was it online? Or through a friend or trade show? Was there someone who introduced this business to them that they are intending to work with? This is an important issue to flush out early on so that you don’t spend hours training someone who meant to sign up under somebody else. A simple transfer and support ticket will take care of any confusion, sparing you valuable time and effort. 

Getting Your Team to Commit

Because it is free to sign up with our Team, some people don’t take the commitment seriously. I usually say something like this, “If we are going to work together, we are both going to invest time and energy. I want to know what your expectations are and I want to share mine.” Listen to what they have to say then respond while including the information they shared. “From what I heard, you have about 10 hours a week to help people join our solution, is that correct? Great. My experience is that nothing worthwhile happens without commitment, time and effort. If we are going to build a business together, I need to know that you will give us six months of 10 hours a week. Can you commit to that?”

If they are not willing to commit, be careful about investing much of your time. Match your time with their commitment. A lot of people have a lottery attitude toward success and they run to the next “deal” when they realize that starting a movement and planting seeds takes effort. Many people want to pick the fruit from someone else’s tree. If you want to create long-term success, you need to set realistic expectations for each “tree” in your orchard.

Give Them the Tools They Need

Make sure that they have the tools to succeed and grow:

• Knowledge Base
• Citizenrē Associate Calendar
• Daily Conference Calls
• Weekly Training Calls
• Recorded calls under “Resources”
• Contact information about their Regional Sales Director

Spend some time, answer their questions, and make sure they understand that you are a resource for their success. Many people will not ask for assistance. They will just quietly fade away. Be proactive and show them your commitment.

Create Leaders

Your goal is to create leaders. Reward, celebrate and appreciate their successes no matter how small—they will build upon each other and create a momentum that will be fun for both of you.

But all you can do is open the door and guide them. It is their choice to move.

Even if you are on the right track, you will get run over if you just sit there. ~Will Rogers

Our business comes down to two things: thoroughly knowing and understanding our REnU offer, and educating others about it so they sign up and become customers and/or Ecopreneurs.

Your new Ecopreneur may be very eager to get started and claim to have many leads. She is probably eager to help people join the solution and may even know a lot about solar panels and the market.

But there is a lot about Citizenrē that she doesn’t know:

• our company background, goals and code—and that we’re not a full-time job yet! (training Module 1)
• information about our market and how we are placed within it (Module 2)
• the specifics of the REnU offering (Module 3)
• how to use the back-office (Module 4)
• how Citizenrē helps them market the REnU, as well as its requirements to Ecopreneurs (Module 5)

Work with your new Ecopreneurs until they have a good basic knowledge, and then make sure they take the test as soon as possible.

First Steps

1. Answer any questions they may have. If you don’t know the answer, say so and then help them find out the answer.
2. Walk them through signing up on the “Powûr” website. (There is no “New Ecopreneur” button, because they have to learn how to do it so they can teach their own customers and Team.)
   1. Make sure that they are on the screen with your username to be connected with you. Ask if the screen has your contact information on it.
   2. Recommend that they check the “?” next to the fields, to be sure they are filling the field in accordingly.

3. After they sign up, ask them to look for the Citizenrē e-mail with their username, a temporary password and a link to the login page, as well as other useful information.
   • Recommend that they go back and read the rest of the information later.
4. Ask them to copy their password (Ctrl+C), click the link, paste the password into the password field (Ctrl+V), enter their username and click the Login button.
5. When they are logged in the first time, have them change the password by clicking Change password at the bottom of the left toolbar. They can paste their old password in (Ctrl+V—it is probably still be copied from before) and type in their new password twice.
6. Show them how to change their account details (including their username) by clicking the Edit Account button.
7. Briefly show them around the back office. Tell them there is a lot of information about the back office in Training Module 4, and you will be happy to give them a thorough review after they have passed their test (when more functions are available.)

A Little More Information

1. Ask them to download the Powûr Introduction Letter at the beginning of the Resources area. The third page is an important checklist for getting started.
2. Tell them about the many conference calls available for new Ecopreneurs and other, and make sure they have the link to the Calendar.
3. The new Powur News at www.powurnews.com also has information about what is going on in different regions.

Taking the Test

By this time you’ve probably already spent 30-45 minutes on the telephone with them, and it’s now time for a hurdle before you spend any more of your most precious resource time. Do not spend time with Ecopreneurs if they are not willing to make the time to study and take the test.

Suggest that they study the training modules and take the test ASAP so they will be able to start helping new customers join the solution. Let them know that you are available if they need help or have questions about the training modules (but not answers to test questions!)

The specifics of our branding and the need that our customers receive the correct information from Ecopreneurs is incredibly important to Citizenrē’s success as a company.

Since their own success greatly depends on their ability to confidently deliver this information to customers, they should know it inside and out.

That is why new Ecopreneurs cannot sign up customers until they know enough to give correct information. To enforce this, their websites won’t be activated until they pass the test.

• Show them the training modules and tests. Tell them that it should take several hours to thoroughly review the training modules. Point out that there are 2 versions: the complete Flash version, which is kept up-to-date regularly, and is easy to search in, and the individual PDFs, which are great to print out (on both sides!) to read away from the computer. The PDFs are unfortunately not kept as well updated as the Flash version, so they should always check the Flash if they are in doubt!
• The test consists of 50 questions. They have 30 minutes to take it, and they must pass with an 80% or higher. Encourage them to keep taking the test until they score close to 100%. Remind them they can take the test as many times as they need, using the 2-hour wait to learn more.
• You will be able to see that they have passed, because their status in your Sponsor Network will change from “Prospective Associate” to “Associate.” Call or e-mail them as soon as you notice this, and offer to walk them through the next steps.

For anyone who began with Citizenre over the fall, winter and spring of 2006/2007, you may have marked the passage of this time with excitement, sleepless nights, maxed out mobile phone minutes, and a couple false starts with our press release. It certainly has been a roller coaster ride. Naturally, the ups and downs have caused some associates to take pause, or to reevaluate the boundaries of their comfort zones. Others have continued to work consistently and methodically, and with great fervor.

So maybe you’re one of those who have maintained a steady pace working this business. Or maybe uncertainty drove you to sideline your efforts for the time being. Whatever the case, I have tremendous respect for your reasoning—we are all operating from unique and different backgrounds that affect the choices we make.

Regardless of your current level of activity, there are a few things I’d like you to consider. When the press release goes public, a lot of things are going to change. Fast. Homeowners will begin to seek us out for a change! We’ll be inundated with people needing to be trained as associates. The market will become much more competitive. Participation in events and trade shows will become more complex. The pace and volume of business will be ripe for those best positioned to take advantage of this growth.

After signing a non-disclosure agreement along with the other RSDs, we were recently entrusted with a preview of what’s to come. We were left momentarily speechless. It is real and it is happening with such magnitude it’s absolutely spectacular. There’s no denying this has been an imperfect process, but behind the scenes, some very big pieces have come together in perfect union and near silence. And I for one would like to commend you on your patience and tenacity in the face of some pretty big unknowns! We’re about to have a lot of fun.

So I have two words for you: preparation and readiness. If you’re active, inactive, on or off the fence, as long as you are still aligned with this concept, there are steps you can take to be well positioned for this historical event.

Here is what I suggest:

* Read and re-read all your training materials and knowledge base. Be comfortable with the information so you can be confident with the questions you’ll be fielding. Remember, it’s okay to say, “Good question, I’ll get back to you on it.”

* If you have remained fairly active, gather your team together and begin discussing ways you can be better trained and better organized. Set short and long-term goals. Be accountable for those goals.

* Get systems in place for FRA management and customer follow-up so the process is streamlined and efficient for you. Keep in mind that without received FRAs, there will be no site inspection, no installation, and no income!

* Follow up on any current FRAs that have not been verified. Do some “spring cleaning” in your back office and be sure you’ve communicated with customers and associates who need follow-up.

* If you haven’t already, try to achieve 10 team/personal sales to reach sales manager. The training materials at this level will make you better prepared to lead your own business and others.

* Assist members of your team to achieve this promotion to sales manager. The more associates in your organization, the more you and your team will benefit from what has been going on behind the scenes. Many of us will wish we’d worked harder and accomplished more during the down time!

* Be sure you have ample business cards and other supplies handy.

Now is the time to boost yourself and your organization to a better state of readiness. Please make use of the tools in our Powur back office and the tools provided on this site. If there is additional support we can provide, please email me with your request.

Spring Hericks,
Southwest RSD

Following are a few suggestions and guidelines for your first foray into community events. At times we all struggle to find the right words, so below are some examples to help you along. Listen and observe other associates, especially those with more events under their belt—they can share effective tips and techniques they’ve picked up over time as they’ve honed comfortable, easy ways of sharing this program. You can model what’s working for them and spice it up with your own personality and approach. With a little practice, you’ll find your own natural style.

Remember to relax. Smile, make eye contact and allow customers to breathe. Engage them only if they’ve stopped at your booth, or grabbed a flyer or read your banner. Be respectful, pleasant and professional. Apply the Golden Rule. That goes for coworkers and customers alike!

Our solar offering is unique, historical, exciting. But don’t spill all your candy in the lobby. That is, don’t initially overwhelm them with too much information or try to dazzle them with your mastery of solar science! Instead, ask questions. Get them talking. A good rule of thumb? You do 70% of the listening and only 30% of the talking!

So slow down. Don’t feel rushed or put too much pressure on yourself. You can’t say the wrong thing to the right person! This is not about you, it’s about them.

To start, have a copy of our terms and conditions in hand along with a copy of the FRA so you can point to highlighted areas of interest as they come up in conversation (thereby avoiding any shock factor if you try to get them to review all those pages at once at the end!).

Ready? Here are some ideas to get you started:

“Have you ever considered or looked into solar?”

or

“Are you interested in saving money on your electrical bill?”

Give them the space to reply, but be ready with one more hook just in case they too easily dismiss you, believing we’re the same old same old.

“We’re an entirely new approach to solar power.”

This is important to state as it effectively means they must drop any preconceived notions about the costs or hassles of traditional solar. This is a whole new ballgame we’re talking about here.

“…There’s no big, expensive purchase, installation or maintenance costs as with traditional solar. You basically rent the equipment from us for about the same cost of what you’re paying for your electricity now. And you can secure today’s electrical pricing for up to 25 years.”

“Do you live here in __________?”

“Who is your electricity provider, if you don’t mind me asking?”

“Are you happy with them?

This last question, depending on where you are in the country, really gets people to open up. They really start talking. Listen. Listen. Listen. From these questions you can glean their attitudes toward solar and tailor your conversation to meet their needs. Give pause between questions so they may answer. Take your cues from their responses. They will reveal what issues/topics move them most, and you will know where to place emphasis throughout your conversation—on cost savings, environmental sensitivity, energy independence, etc.

“As your neighbors’ rates continue to climb, over time, you enjoy significant savings as your rates with Citizenre stay the same for up to 25 years.”

If you know the market well, and have estimated how much we can save the average homeowner in your area, go ahead and tell them the percent saved at today’s rate. Very few people will walk away from real savings on their energy bills. Be prepared to back up your claims with the solar savings calculator, articles on rate increases, etc.

“So… we’re here today signing up homeowners who wish to reserve their system, basically getting people ‘in line’ to have one of our solar engineers come to your home to assess your property. Would you like to see what is possible for your home?”

Asking for the sale in this manner is very non-threatening and also seems to have the effect of creating acceptance and openness about the process. 

“In essence, you get to reserve a solar system, and secure your electrical rate… assuming your home qualifies as a good candidate for solar.”

Most customers ask how to qualify, what is involved. More questions:

“What does your home look like? What is your tree cover or shade factor? Ridgeline orientation? Roofing materials? How long since your last roofing?”

Have customers begin telling you why they are good candidates for solar. It is always more powerful when customers paint this picture in their own minds, visualizing panels on their home, imagining themselves through this process. In this way they take ownership of the program and are far more likely to be solid, qualified customers. Also, most people just enjoy talking about and describing their homes to you! If they are agreeable, begin filling in the required fields on the FRA with them.

Describe in brief what happens if you haven’t already covered it.

“When this signed form is received by our corporate office, you’re officially entered in our system. You can log in anytime at this web site ______________ (or the join the solution site) and view “My Account” to stay in touch with the latest developments and press releases on Citizenre. You can also contact me anytime for updates. Our engineers should be contacting you sometime early in 2008 to begin site inspections and determine expressly how we can meet your energy needs. At this point, you will be presented with the capability/design of a solar system for your home, which you either decline or approve. We proceed from there.”

Answer additional questions about the terms, why 80% of our customers choose the 25-year agreement because of its flexibility, etc.

Respond with “That’s a great question…” and “Good point” as they bring up certain ideas and really validate them with answers that are clear and concise.

Getting a signed FRA is pretty easy at this point as you’ve essentially gone through it and the terms and conditions during the conversation.

Always let them know what happens next: The customer will get a copy of the FRA to sign and mail in to Corporate (this is paramount—stress that without receipt of this important document, they are not made official, not really “in line”); that they get an account on the JoinTheSolution site; how referrals work, etc.

Thank them for joining the solution… and remind them once again about the referral program by supplying them with a few extra business cards!

Have a good time! What we’re doing is fun!