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Keystone Leadership Academy Syllabus
Class of 2024 – Keystone STRONG
Weekly Local/Zoom Meeting: Tuesday’s @ 8:00pm-9:30pm
Zoom Meeting ID: 687-932-1913 OR bit.ly/keystonezoom
Membership Expectations:
Attendance
Weekly Local/Zoom Calls
Key Events where applicable
Sales Leadership
Consistent when/where applicable
During Winter Break, Olean Push, etc.
Savings
Developing the Habits
Communication
Any conflicts are covered well in advance
Savings Benchmarks:
“Investing in your business/yourself”
Amount Expected in Withholdings Account:
Branch Managers: 2k-6k depending on territory assignment
District Managers: 4k-15k depending on territory assignment
TLA Rank:
Ranking System is used to determine territory and office (assistant/sales manager) decisions throughout the division.
Improve your TLA ranking
#1 Sales
Hit newsletter or weekend warrior after SC2 PUSH = 1 Point
Every 2,500 in Personal career sales = 1 Point
Summer office sales
10 Points for running an Office
Every 25,000 in sales = 1 Point
#2 Savings
Withholdings = 1 point every $250
1 Point for starting
#3 Attendance
Keystone/MWR Payoffs = 1 Point
Champions Night, CABO, Etc.
Divisional Events = 2 Points
TLA Preps, Division Meetings
Region Meetings
TLA Summit, Olean, Future Execs, VMAs, Bonus
#4 Assistant Experience
Fall/Spring/Partial Summer = 2 Points
Full Summer = 5 Points
Sales Manager Non-Summer = 5 Points
Sales Manager Full Summer = 10 Points
Pilot Sales manager Non-Summer = 10 Points
Pilot Sales Manager = 20 Points
#5 Personal Recruits
Each Personal PR = 1 Point
20 PR’s scheduled for Interviews = 1 Point
*Must be verified on VectorLive
#6 Letter of intent
“Taking yourself off the job market next summer”
Committed to being here (not sure what role) = 1 Point
Committed to Branch = 3 Points
Committed to District = 5 Points
September Checklist:
Map out your Fall Schedule (Weekly events, important due dates, events, etc.)
Sit in on an Interview
Sell $_________ for the Month
Total $_______ Saved by Sept. 30th
BONUS: Schedule 5+ PRs
BONUS: Run First Interview
Weekly and Divisional TLA Topics/Agenda
August 22nd TLA #1
Entrepreneurship Topic: Philosophies of the Interview
Leadership Topic: Atomic Habits
August 29th TLA #2
Entrepreneurship Topic: The APEX Interview
Leadership Topic: Time Management
September 2nd Divisional Leadership Event: 12pm – 5pm
Olean Classic Push Keys for Success
Leadership Topic: Money Moves for a Future Millionaire
September 5th TLA #3:
Entrepreneurship Topic: Interview: Intro and Video
Leadership Topic: Staying Engaged / How to Stop Procrastinating
Vector Advantage Assignment: The Recruiting Funnel and Recruiting Philosophy
September 12th TLA #4
Topic: Interview: Company, Product, Market
Leadership Topic: Emotional Intelligence
Vector Advantage Assignment: Apex: The Basics and Apex: Troubleshooting
Bonus Assignment Due: Listen to the Dushka Zapata Changing Lives Selling Knives Podcast -
https://dancasetta.com/dushka-zapata/
September 19th TLA #5
Topic: Interview: Sales Program, Pay, Training
Leadership Topic: Self-Awareness
Vector Advantage Assignment: Apex: Groups and the Group Interview and Apex: Conducting Interviews + Posting
Sept. 21st-23rd OLEAN CLASSIC!!!!!!!!!!
Bonus Assignment Due: Listen to Jim Stitt Jr.
Changing Lives Selling Knives Podcast -
https://dancasetta.com/jim-stitt-jr-cutco/
September 26th TLA #6:
GUEST JEFF BRY
Bonus Assignment Due: Listen to Jeff Bry’s
Changing Lives Selling Knives Podcast -
https://dancasetta.com/jeff-bry/
Vector Advantage Assignment: Mindset Shifts for Interview Success and Tips for a solid Intro for Apex
October 3rd TLA #7
Olean Classic Debrief and Review
Topic: Interview: Perks + Wrap-up
Leadership Topic: Amy Knuth - Confidence
Vector Advantage Assignment: Explaining Recruiting Process and Sales Program in the Interview
October 10th NO TLA - Help your managers run the office this week while they are at SLC in Houston!
October 17th TLA #8
Lessons Learned During SLC
Topic: Interview: Post Interview
Leadership Topic: Josh Sicchitano - Authenticity
Vector Advantage Assignment: Explaining the Pay Program in the interview
October 21st Divisional Leadership Event: 12pm-5pm
Drill For Skill: Interview
Topic: Maximizing Sales, Unlimited Leads
Leadership Topic: Dollars and Sense
Leadership Topic: Mastering Triggers
October 24th TLA #9 - CABO
Topic: Interview: Accepting an Applicant
Leadership Topic: Matt Riedmann Hosts
Vector Advantage Assignment: Improving Your Post Interview Conversations
October Checklist:
Plan out Study Plan for Midterms
Sit in on an Interview
Sell $_________ for the Month
Total $_______ Saved by Oct. 31st
BONUS: Schedule 5+ PR’s
BONUS: Run an Interview
October 31st TLA #10
2023 and January Program Vision
Entrepreneurship Topic: Intro to Team Builder
Leadership Topic: The GAP and the GAIN
November 7th TLA #11
Entrepreneurship Topic: Team Builder – Building a PR List
Leadership Topic: GUEST JOHN FIACCO
November 14th TLA #12
Entrepreneurship Topics: Team Builder – Building a PR List and Thanksgiving Week Selling
Leadership Topic: GUEST PATTI BRETTON
Vector Advantage Assignment: Money Saving Systems
November 18th Keystone Thanksgiving Potluck!
November 21st TLA #13
Entrepreneurship Topic: Recruiting via Triple Play
Leadership Topic: Morgan Brown - Organization
November 28th TLA #14
Entrepreneurship Topic: Recruiting Through IG
Leadership Topic: Resume Workshop
November Checklist:
Sit in on an Interview
Start Building PR list of 50-100 names
Sell $_________ for the Month
Total $_______ Saved by November 30th
Sell $______ for Thanksgiving week
BONUS: Schedule 5+ PRs
BONUS: Run an Interview
Weekly and Divisional TLA Topics/Agenda
December 5th TLA #15
Entrepreneurship Topic: Mini-Summer Experience
Leadership Topic: Taxes - Ryanna McCann?
December 16th Div. Leadership Event: 11am – 3pm @ S. Hills Office
Parents’ Meeting / Holiday Party to Follow
Entrepreneurship Topics:
Interview Drill for Skill
PR Calling and Recruiting
JPRO / Holiday Selling / Momentum
Growth Topic: Decision Train
Bonus Assignment Due: Listen to the Scottie Brown’s Changing Lives Selling Knives Podcast
https://dancasetta.com/scottie-brown/
December 11th- 31st Internship Week! AKA JPro! AKA Mini-Summer!
SCHEDULE YOUR INTERVIEW FOR NEXT SUMMER’S LEADERSHIP OPPORTUNITIES
December Checklist:
Ran AT LEAST 4+ Interviews (Total)
Schedule time for 3-way texting w/ Winter Break Mgr
Send ________ Social Media Messages (50-150 / week)
Sell $_________ for the Month (11/26-12/30)
Total $_______ Saved by December 30th $1000-3000
Get 3-5+ Friends set for the Jan. Program Training
Schedule 10+ PRs
Watch a Training Seminar (JPro – Internship Week)
SCHEDULE YOUR INTERVIEW WITH SCOTTIE FOR NEXT SUMMER’S LEADERSHIP OPPORTUNITIES
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