Training Block Facilitator Guide
Week of March 16, 2026 — Rilla Data: Mar 9–14 (96 conversations recorded)
✅ BRIGHT SPOT: "Anything else?" jumped from 48.4% → 61.8% (+13.4 pts). The drilling is working. Ensure Understanding also climbed out of the bottom 4 (69.7%, +8.2 pts). Keep the pressure on.
⚠️ WEEK 3 ALERT: Recap Goals Captured actually DROPPED to 51.7% — worst item for the third straight week. Present Price fell into the bottom 4 (61.8%, down from 65.9%). These two are this week's kill targets.
📊 This Week's Data-Driven Focus
⚠️ Bottom 4 Checklist Items — Training Priority
Recap Goals Captured51.7%↓ -2.1CRITICAL
"Anything else?"61.8%↑ +13.4IMPROVING
Present Price61.8%↓ -4.1NEW ⚠️
Company Credentials62.9%↑ +2.5NEEDS WORK
Remaining Checklist Items
Ensure Understanding69.7%↑ +8.2IMPROVED
Affirmation Statement75.3%↓ -2.7MONITOR
Solutions & Products76.4%↓ -6.0MONITOR
Project Scoping83.1%↑ +2.9SOLID
Show Findings85.4%— flatSOLID
Meeting Plan88.8%↑ +6.4SOLID
Client Interview92.1%↑ +0.9SOLID
Introduction93.3%↑ +2.1SOLID
👥 Team Snapshot
| Team | Rec. Compliance | Script Score | Convos | Appts | Talk Ratio |
|---|
| Waco | 89% | 77% | 24 | 27 | 65% |
| ATX | 43% | 86% | 21 | 47 | 57% |
| DFW | 34% | 80% | 34 | 100 | 60% |
| SA | 15% | 51% | 17 | 97 | 47% |
⚠️ SA recording compliance at 15% for WEEK 3. 97 appointments, 17 recorded. Script score dropped to 51%. This is now a performance management issue.
⏱ Recommended Session Flow (45 min)
3 min
Open — Wins First — "Before we dig in — 'Anything else?' went from 48% to 62%. That's a 13-point jump in one week. The reps are working. But Recap Goals actually DROPPED, and Present Price fell into the bottom 4. So we've got new kill targets today."
8 min
Quick Teach — The Recap Goals Framework — This is week 3 of Recap Goals being the worst item. Drill the 3-part mirror: (1) "Here's what I heard you say matters..." (2) "Did I miss anything?" (3) "Great — here's how what I found connects to that." Use Card 1 (The Forgetful Walkthrough) and Card 2 (The Investor) as live examples. Have two PMs practice the transition out loud.
7 min
Quick Teach — Presenting Price with Structure — Price dropped 4 points this week. The pattern from Rilla: PMs are blurting the number without framing. Drill the sequence: Solution first → value connection → number → pause → financing option. Use Card 3 (Double Sticker Shock) to demonstrate. Key rule: never apologize for the price.
22 min
Kill Box — Spin the Wheel of Doom, run 4–5 reps. This week's cards are heavy on Recap Goals (2 cards) and Present Price (2 cards). Each rep ≈5 min: scenario → PM responds → team critiques → facilitator gives one coaching point. Push back hard if they skip the recap or rush to price.
3 min
Commitment Round — Each PM states their ONE focus item for the week. "I'm going to recap goals on every single appointment this week" is the minimum bar. Write it on the whiteboard.
2 min
Close — Recording Compliance — SA team: 15%, WEEK 3. Joshua Trevino, Mark Russell, Max Wells, Brucks Alden: zero recordings. "If I can't see it in Rilla, it didn't happen. Period."
🎯 Kill Box Scenario Reference
- Card 1: Recap Goals — The Forgetful Walkthrough 51.7%
- Card 2: Recap Goals — The Investor Who Doesn't Care About Cracks 51.7%
- Card 3: Present Price — The Double Sticker Shock 61.8%
- Card 4: Present Price — The Budget Blocker 61.8%
- Card 5: "Anything Else?" — The Confident Nodder 61.8%
- Card 6: Company Credentials — The Google Warrior 62.9%
🌟 Shoutouts
- Scott Mauldin (DFW) — 100% recording compliance, 14 conversations, 81% script score. Three consecutive weeks of top-tier discipline. The gold standard.
- Colin Croker (ATX) — 91% recording, 10 conversations, 92% script score. Highest script compliance in the company.
- Donald Carpenter (Waco) — 91% recording, 10 conversations. Three weeks running of high compliance. Consistent.
- James Thompson (Waco) — 88% recording, 14 conversations, 82% script. Highest conversation volume this week.
- Taylor Barnard (ATX) — 82% recording, 10 conversations, 80% script. Solid all around.
⚠️ Coaching Flags
- SA Team (Gary) — 15% recording compliance, WEEK 3. 97 appointments, only 17 recorded. Script score dropped to 51% — lowest in the company by a wide margin. This needs to be escalated.
- Joshua Trevino (DFW) — 0 recordings from 15 appointments. Third week flagged. Needs a sit-down conversation.
- Mark Russell (ATX) — 0 recordings from 10 appointments. Third week at zero.
- Max Wells (ATX) — 0 recordings from 9 appointments. Dropped from shoutout to coaching flag.
- Brucks Alden (SA) — 0 recordings from 14 appointments. Third week flagged.
- Jesus Cruz (SA) — 23% recording, but 5% script compliance. Something is fundamentally off — needs Rilla review and direct coaching.
- Carlos Rodriguez (SA) — 17% recording, 15% script compliance, 27% talk ratio. Not presenting the full process.
- Juan Veles (DFW) — 11% recording (2/18 appts). 84% talk ratio — talking way too much, not listening.
🔗 Links