Training Guideline

Background knowledge

You are looking to talk with either the principal or the school guidance counselor.  The principal is almost never at their desk, but they have the authority to establish contracts. The counselor is almost always at their desk, but they never have the authority to establish contracts.

When you finally get one on the phone, follow the training below:

Training

1. Keep it simple: "Hello, my name is. I represent an education consulting company and we are focused on helping schools boost their ACT math scores. I know I'm calling you out-of-the-blue, but do you have a couple minutes to discuss this? ......... Like I said earlier, we help students boost their ACT math scores, so we would like to offer your school a free, in-person ACT math workshop. Do you have availability over the next couple days  for a 15-minute meeting?"

1b. Sometimes, in effort to blow you off, they will ask for "data". My data is my Company Resume; please download my company's resume. Download the company resume here: www.RobertHurtOnline.com/lf....

2. They may suggest a day and time. Set it up here: https://calendly.com/roberthurtsolutions/school-meetings.

2a. If you would like to get insight on how Calendly looks on their end, click here: www.RobertHurtOnline.com/If...

3. Email whoever you spoke with and attach my company's resume. Download the company resume here: www.RobertHurtOnline.com/lf....

4. Here is an email script:

Hi (name of person at the school),

Thank you for speaking with me earlier. I have attached the company's data, named "Company Resume". You should have already received a Calendly link for the meeting. Please confirm and place this on your calendar.

Let me know if you have any questions!

5. Sometimes they will need a reminder of their own meetings, so you may have to call them an hour before the meeting.

Here are some things to understand:

Understanding Robert's information: 

1. Name of Company: Robert Hurt Solutions

2. Name of Founder: Robert Hurt

3. Where are we located: We are located in the Memphis, TN area, and we travel nationwide.

4. Services: ACT Math Workshops

5. What content is covered: We cover Algebra, Geometry, and Trigonometry in each workshop

6. How long are the workshops?  2 and 1/2 hours long. Morning workshops are from 8AM to 10:30AM - Afternoon workshops are from 12PM to 2:30PM.

7. What makes this workshop different: Each workshop is in-person and covers 30% of the most frequently tested topics on the ACT Math section. Our workshops are proprietary and the data behind our approach is pretty strong. I can send you that data if you want.

Most schools that have a majority of their students underperforming on the ACT math section fall into one of the four circumstances:

1. They only offer online ACT math prep. Students cheat on these all the time, but at least the school can attest that "ACT math prep was offered". Only in-person ACT math prep can impact the students enough to drive testing scores up.

2. They have a math teacher who has to do their regular job and also has to offer "bell-ringers" as "ACT math prep" or short sessions as "ACT math prep".

3. They have a certified ACT instructor who offers ACT math prep, but they may not specialize in math at the level of depth that is needed.

4. They have no ACT prep at all.

8. Number of students in a workshop: 25 students

9. Rates: Delivered to school after a meeting

10. Company's email: info@RobertHurtOnline.com (feel free to CC this email when creating a meeting)

11. How much does this workshop normally cost? $2,500

Understanding more: 

Understanding the field: This field is built on relationships. Some people know principals and counselors personally, so this partnership can work very well for them. Some people just live close enough to schools they are comfortable visiting.

Understanding the client: You want to focus on rural schools who either don't have an in-person ACT math provider OR those who only have virtual providers. You want to find schools who don't have a math teacher, especially those schools who don't have an 11th-12th grade teacher. 

Understanding the company's niche: In-person ACT math workshops are typically the only ACT math prep that works. Sometimes the principal sounds content with what they have, but they know their math scores are bad and don't move that much. Pitching these free in-person workshops is a win-win for everyone!

Understanding the services: ACT peak season is September-March. Some schools want summer services, but not all of them do. The earlier the contract starts, the more money the Company earns.

Understanding your work: You can physically go into schools and speak with the counselor or principal. Sometimes they are so busy that you will have to follow up with them either in-person or on the phone. Sometimes Accounts Payable will accidentally delay payment as well; you will call them to ascertain payment and clarify issues if any arise.

Understanding your role: You are a School Connector for Robert Hurt Solutions. You liaise with schools to offer free in-person ACT math workshops. If the school desires to contract with Robert Hurt Solutions, you may receive a commission of the contract after payment is received, less travel. 

Understanding your pay: When contracts are signed and services commence, you can receive a commission of the contract after payment is received. You will be made aware of contract amounts, less travel.

Understanding your clock-in: You will log in at www.RobertHurtOnline.com/Login between 7AM-5PM local time. You will select your name and the school representative you spoke with on the call/meeting. You will submit simple notes on that call/meeting. The more you clock in, the higher the commission. 

Understanding Commission: In business, the more you pitch contracts, the more contracts you sign. The less you pitch contracts, the less you sign. This is the model you are working under: the more schools you contact each week, the bigger your commission.

1-3 schools contacted once a week - 10% commission

4-6 schools contacted once a week - 15% commission

7-9 schools contacted once a week - 20% commission

10-12 schools contacted once a week - 25% commission

13-15 schools contacted once a week - 30% commission