Keynote: Leveling Up Your Admissions Processes with Expert Admissions Panel

Presented by Laura Traxler, Amy Tewell, and Rob Thatcher

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Chris Linford:
Say hello just so we know that we can hear you.

Rob Thatcher:
Well, hello.

Amy Tewell:
Good morning.

Rob Thatcher:
Good morning.

Laura Traxler:
Good Morning.

Chris Linford:
Hey. All right, you guys. I’m personally really excited about this panel discussion. We have got some tremendous experts in this field. I’m going to go ahead and read some bios, and you’ll see them blush maybe.

We’re going to start off by introducing Laura Traxler. So, Laura currently serves as the director of admissions at Douglas J Aveda Institutes and leads admissions teams at locations across Michigan, Tennessee, Illinois. She started her career in sales management and business development as a salon manager in a Regis Corporation salon. Laura grew a new business with year-over-year sales growth and was recognized by her company as a national leader. After graduating with her MBA credential, she chased new challenges in IT, staffing, recruiting, and admissions at her alma mater, Northwood University.

Shout out. Anybody in the chat went to Northwood?

She later served as the director of sales for her local chamber of commerce. These roles combined bring a broad sales and customer experience background to Laura’s admissions leadership.

Laura, thanks for joining us.

Laura Traxler:
Thanks for having me. Welcome everyone.

Chris Linford:
Okay, Amy Tewell. We’re going to introduce Amy. She’s been in the beauty industry for over 20 years, of which 15 years has been spent in higher education. She’s currently the director of admissions for L’esprit Academy. Amy has worked and trained in admissions, education, student services, and campus operations. She loves to learn and loves to share her knowledge. She’s in the right spot today sharing some of that knowledge. Amy is dedicated to helping anyone in her path succeed along. With her proven track record as an operator, Amy is a licensed cosmetology educator. She loves this industry and is passionate about growing the campuses, improving outcomes, and cultivating relationships with staff and students.

Amy, welcome. Thanks for joining us.

Amy Tewell:
Thank you. Hi everyone.

Chris Linford:
Okay. All right, on to my good friend Rob Thatcher. He is the leader and founder of SalesComm. Rob has spoken in almost every major city in the country with almost every major brand in the beauty school industry helping to improve their show rates. This is his main focus and passion. He does as many as 30 trainings a week over Zoom and two to three 13-hour presentations, in person, those trainings, per month. He has helped hundreds of admissions and service employees over the years increase sales and decrease their no-show rates as much as 60%. Schools that work with SalesComm and Rob often see show rates of up to 95% on a regular basis. He continually works on new ways to help each school. Again, this is his life and passion.

Rob, my friend, welcome. Thanks for joining us.

Rob Thatcher:
Hello. That’s a great intro by the way. Whoa, I got some clapping. I don’t know where that came from.

Chris Linford:
I wonder who wrote that intro.

Rob Thatcher:
I don’t know. It’s hard to say what happened.

Chris Linford:
Okay, you guys, we’re just going to get into it. People are eager to learn.
Amy, we’re going to start with you.

Amy Tewell:
Okay.

Chris Linford:
Here’s your question: Everybody knows that admissions can be a grind, right? Day in, day out, you’re focused on changing lives and hitting budgets, goals. How do you connect with your team to keep them motivated, and how do you keep yourself motivated?

Amy Tewell:
Oh, I love that question. There’s so many different ways that we can motivate our staff. I think there’s monetary ways that we could do it, but I really like to do it more organically. So, our team is very tenured. Celebrations and celebrating the wins is obviously key to keeping them motivated and keeping them going every day.
I work right alongside with them. Though I’m a director, I’m on the phones, I’m working with parents. We’re doing enrollments left and right. But I think it’s also really important for them to stay connected with the campus teams. We don’t like to separate that. We want to keep them on the phone with those teachers, telling them what’s happening every day, the excitement of their students, who’s graduating, what those graduates are doing. Our team stays 100% connected with the campus so we can make sure that we’re celebrating those students and seeing those wins and those lives change so we can continue to do what we do.

Chris Linford:
Yeah, so they’re involved in every process. They’re part of the passion of enrolling and graduating and learning. Because I would imagine if they’re experiencing everything about a school, it’s easier to translate that and [inaudible 00:05:21] process to your prospect.

Amy Tewell:
Absolutely. Yeah.

Chris Linford:
And Laura, Rob, hey, anything to add? After every question, if you guys feel like you want to add anything, please feel free to.
Also, everyone in the chat, hey, if you have something to add that you feel is valuable, please put it in the chat. Again, this is a learning environment.

Rob Thatcher:
I think she did a great job.

Amy Tewell:
Thank you. And anybody that has anything to add, please do add it in the comments. I’m here to learn too. So, I’m super excited to be a part of this.

Chris Linford:
Yeah, constructive criticism, that’s fine.

Amy Tewell:
Absolutely.

Chris Linford:
There’s different opinions out there, and we want to hear it. That’s how we-

Amy Tewell:
Yeah.

Chris Linford:
All right. Laura, you ready?

Laura Traxler:
Yep, I am ready.

Chris Linford:
Okay. Let’s talk about filling up a program. There may not be a lot of demand. Obviously, marketing needs to do their thing, but sometimes there might be a program that’s more popular than another. But it’s like, hey, we want to be able to fill that program too. What’s your approach to find enrollments in a certain program you want to fill in admission specifically?

Laura Traxler:
Oh gosh, we’re going through this right now, actually. Spring is upon us. It’s not fall. I’m sure everybody’s nodding their head that they’re in this situation as well. Fall is our breadwinner, is our bread and butter at all schools really.

First of all, if you want to fill spring, like you said, marketing has to do their job. But also, we have people that go out into the community and into schools, so you’ve got to make sure that’s happening well in advance as well. You can absolutely do last-minute efforts. We do that in the community, local events, schools. Trying to find people, like career fairs, colleges, people that can actually enroll right now for these spring classes when your high school seniors are not yet graduated and able to enroll, want to have a strategy for that, and we absolutely do that at Douglas J. Thinking about that, but then in the last minute when you’re like, “Shoot, what can we do in a month or two months to try to get those one or two last enrollments,” absolutely thinking about whatever maybe you have missed in your strategy, the plan that you have set out in the community, any last ditch efforts.

But I am someone, also, that says, “Okay, rework your leads.” The reps can only do so much day to day. While we have a great plan for nurturing, then we find incentives or things that we can do to help get people on the phone and re-engage them. We do that all the time, re-engaging those old leads.

Chris Linford:
Yeah, that’s smart. If you’ve got a good CRM, you know who has maybe gotten through the process. Maybe they’ve inquired. It’s like, hey, let’s reach back out to these people, because maybe the timing just wasn’t right back then, and you never know. But re-engaging old leads and having a plan for the future, yeah.

Laura Traxler:
Yeah, and in that plan you might be thinking, how do you make a plan? What does that strategy look like? The first question you’d want to ask yourself is, where are the leads spending their time? That’s where you want to show up. So, think about, like I said, community colleges, community events. We’re all in the beauty school industry, so generate art-focused, creative events. If that’s something in the community that generally draws people that’s interested to crossover type of industry, that would be perfect.

Chris Linford:
In the chat, thanks for those of you who are asking questions in the chat.
Panelists, if you feel like you want to take a stab at answering them…
Or just anyone else in the chat, if somebody posts a question in the chat, and you feel like you have a good answer, put an answer in the chat.

Laura Traxler:
Yeah, re-engagement is a good question there too. I’ll jump in on that. Once you’ve received “do not contact” or things like that, we don’t go back to those. These are ones that have just gone silent that have talked to us and stayed engaged throughout, but they’re just not pulling the trigger. We get creative on how can we get them to actually talk to us when they themselves have become unmotivated, trying to just motivate them.

Amy Tewell:
I agree with that, Laura. Just to touch base on that, we also work our no-start lists. Anybody that may have had a family emergency come up or something like that, those are re-engaging those leads as well.
I tell you, working these leads and being in this industry working with all of these people, very rarely do we get the stop, don’t contact us anymore. But those ones, unfortunately, unless they re-engage with you, you can’t do a lot.

Rob Thatcher:
I’ve got to throw something in here really fast too. I am shocked at how often schools don’t have a plan. I’ll go in and train, and I’ll be like, “Okay, so let’s go. How are we doing with our high schools?” And they’re going, “Oh, high schools?” And you’re like, “Yeah, yeah, high schools. We’re about to graduate. How’s that?” “Oh, we needed to do that. I knew we forgot something.” And you’re like, “You’ve got to be looking.”

I was on dirt bikes with my kids last night, and I was teaching my daughter to ride her little dirt bike, and I said, “You’ve got to look 10 feet ahead. Always look 10, 15 feet ahead. Don’t look what’s right in front of you because you’re going to be going fast if you’re going to hit a rock and tip over.” And I think a lot of schools do that. They think one or two feet ahead.

Anybody can fill a fall class. If you’re excited about filling your fall class, I’ve got news for you, your school stinks. “Oh, Rob, did he just say that?” I know. But you probably don’t have a plan put together.

And so, what you have to do is you’ve got to go, “Okay, during these months, we visit these schools, we do this thing. During these days, these months, this is what. We do it.” You break it down not just by month but by week. And sometimes if you have to, if you have someone new, you break it down by hour and make sure you’re hitting all the cylinders. Again, people excited about filling a fall class and bragging to you, it’s the first sign that they don’t know what they’re doing.

Chris Linford:
Yeah.

Laura Traxler:
Just to piggyback on that, I always say if it’s, like I just said, one or two months out, you’re scrambling. You really are left to the leads you have. Because we know our lead cycle, you can get those people that enroll that quick in a month, but you shouldn’t be counting on that. You really should have that strategy that is a year or two out to really capitalize on your market as a whole.

Rob Thatcher:
Amen. Yep.

Chris Linford:
There’s been a couple of questions in the chat about how far back do you go on old leads. Are we talking years, months, weeks? What do you guys think?

Laura Traxler:
Yeah, we go back quite far as we can.

Amy Tewell:
Yeah, same.

Laura Traxler:
As far as it makes sense. I don’t treat those ones that have inquired years and years back. They’re not the ones that I beat up constantly, but I never count anybody out unless they’ve told me that they’re counting themselves out.

Rob Thatcher:
We’ll separate those into three groups. We separate it into what we call tornado day and then a barbell day and a feather day. If you’re on a tornado day where you’re so crazy that you’ve got five or six tours, you’ve got all these new leads coming in, you should not be calling people that are a year old. What are you doing? You don’t have time for that. But if you’re at a feather day where you have one tour, and you have maybe one or two new leads and you have time, you may dig into… You have to list your priorities, what’s most important.
Well, get to your tours, then get your new leads, then get your old leads. And then if you have time, hit those ancient leads. But don’t flush them until you just absolutely know they tell you no way.
But there’s usually time. It’s a time management problem that prevents us from not getting to old leads, right? It’s not, “Should we?” It’s a time management issue.

Chris Linford:
Okay. Well, let’s get to the next questions. If you do have a question, and it’s germane to the question that was asked, please put it in the chat. But also, any just other questions about admissions, hopefully we’ll have some time at the end where we can just answer any kind of admissions questions.
Rob, this one’s for you.

Rob Thatcher:
Ooh, I’m ready.

Chris Linford:
All metrics, KPIs in admissions are important. Knowing what I know, which isn’t much, I know if somebody shows up for a tour, the chances of that person enrolling goes way up.

Rob Thatcher:
Yeah.

Chris Linford:
How do we improve the show rates?

Rob Thatcher:
This is a really broad question. It’s like how do I find the best car for the money. It’s a good question, but there’s a lot of components to it.
I’m going to say that there’s one thing that everybody looks at me funny, and I got the stats to back it up. Here we go, call length. Call length. People will get on the phone and think that they should be on there for three and a half minutes. Well, we’ve studied this over and over and over, and it’s about nine and a half minutes. It’s a bell curve. It goes from eight and a half to nine and a half minutes, and the peak is at the eight and a half to nine and a half. This is when they start to show up. Minimum of six, maximum of 12, that’s minutes. That’s where we see that people start to show up.

Also, total number of questions asked, right? We usually, open-ended versus closed-ended, a minimum of six or seven questions. These are relationship-building questions, like, take me back to when you first knew you had a passion for hair. That’s a conversational, story-building question. I want them to tell me a story, and then I validate as they speak.

And then, I would say three is what’s your confirmation process? Those are the first three questions I ask when you have a crappy show rate. It’s how long are your calls, how many questions are you asking, and what’s your confirmation process? And if they don’t have a confirmation process, often it doesn’t really matter what happens on the phone. We’re probably not going to get a great show rate, because that confirmation process is important. But if we confirm everything, and then we go nine and a half minutes, and we’re asking the right amount of questions, and we have what I call the four-part close, which is the fourth part there, we can get that show rate down into single digits in most markets.

In big cities where there’s no parking, I use that as a rule of thumb, the show rate, we usually were happy with the low teens, 10 to 13% no show. But in suburban to rural, we want to be 5, 6, 7% no show, if not zero.

Chris Linford:
Anything to add, Laura, Amy?

Amy Tewell:
No, I agree. I think confirmation for us is the biggest piece. It’s just making sure we’re reaching out and saying, “Hey, please don’t forget your tour.” So, it’s just using that drip system, send a couple different texts out to confirm.

Chris Linford:
Hey, let’s challenge something, right? We saw in the chat, 95% of my admissions communication is now text or email. No one wants to speak on the phone.

Rob Thatcher:
Oh, no.

Chris Linford:
What are we doing here? This is-

Rob Thatcher:
Aubrey?

Chris Linford:
This is a hot topic.

Rob Thatcher:
I demand you call me immediately. Immediately, right? You and I need to be good friends. Because here’s the deal. This is a thing that they’re trying to convince us that Gen Z wants. I work with a lot of youth outside of what I do for a living. I work with youth on the side. They try to convince you that they want texts, but that’s not true. Most of them are lonely, and most of them want a connection with somebody, and they don’t have anybody. And so, when you take the time and slow down and show interest in them, they actually want to talk to you. Do not let them tell you that they just want to text. They actually want to connect. They just make you feel like they don’t. I promise you that if you text to make appointments, you will see a 20% reduction minimum on show rate.

Now, you may say, “Rob, well, I have a 98% show rate.” First of all, I challenge that assumption, that stat. But even if you were right, you would be an anomaly. That would not be something we see regularly. We can see schools shifting to texting, email, making appointments, and their show rate will dive every time, every time. But it’s just how do you do it? It’s not a question of whether or not you should get on the phone. It’s more of a question of how do I get on the phone when they don’t want to. I have a curriculum for that. We have whole pieces and parts how to do that.

Chris Linford:
Okay, good conversations here. Let’s get on the next question. We’ve got so many other good questions.
Amy, what are some of the biggest challenges you are facing in admissions at the moment?

Amy Tewell:
Well, this might be for quite a few people right now. I feel like we can connect with aesthetics and manicuring students super easy. They pick up the phone. They’re ready to go. Cosmetology is where we struggle. It’s a little bit more of a cat and mouse game, but we’re not going to give up on you just because we’ve called you six times. We’re going to call you again or shoot you text, an email.
I find though recently, for instance, stats that we pulled that it’s a lengthier process with them. You’re looking at a three to six-month process with a cos student on our leads where we’re at versus a two week to a month process. I think that that’s probably our biggest challenge right now, getting them on the phone and getting them booked with us.

Rob Thatcher:
Yeah.

Amy Tewell:
Okay. Thank you.

Rob Thatcher:
Great response.

Chris Linford:
Okay. Laura, you ready?

Laura Traxler:
Yes.

Chris Linford:
Hey, the recession is a thing, right? What’s your approach in admissions when prospects may be juggling how to pay for life and school?

Laura Traxler:
Yeah, and I will add to your question. Right now, student loans are a big, hot topic. We have a generation that they’re looking at college or college/beauty school differently than how I did when I went to beauty school and college. We were willing to fund it all day long and didn’t think about it. And now, that’s all you see. That, combined with the recession, I think we’ve done so much work over the last year especially, a year or two, I will say, to keep that in mind. You’re approaching someone who doesn’t want to take out student loans and has a sticker shock struggling to pay bills, like you said. We’re honest with them. We ask for their feedback. Where are you at in this process? Have you had financial aid before? Are you familiar with that at all? How do you feel about student loans? Trying to get them to tell us how they feel in their situation and then informing them.

We actually have financial aid officers that sit down with every student before we will enroll them. We won’t enroll until they’ve met with a financial aid officer. I know that’s unique. I never worked for a school that does that, that won’t enroll. We won’t take any money until they’ve met with that financial aid officer and they’ve seen exactly what the plan looks like for them. I think that’s key.
But then, also you have to be willing to support them, so giving them other resources like scholarships. Our admissions reps, we’ve done a lot of work to arm them with scholarships that are out there specific for beauty schools. We’re always looking for more. We’re always asking them to look in your community.

Credit unions sometimes we’ll have education student loans or scholarships. Sometimes, you’ll just get a scholarship for being a member at a credit union, something like that. In our local communities, we’re trying to be aware of those things as well.

So, the short answer is education. What does it really look like for you? And then, if this isn’t doable today, okay, let’s plan. We want to be a part of that. We require a down payment for our kit for all of our programs. So, okay, we’ll set up a payment plan for you even leading up to the kit, even before you start. Whatever they need, we’re trying to involve ourselves.

I always say it’s like get in their business, insert yourself into their situation, because a lot of them don’t have support. A lot of them have no one to turn to and certainly no one that has been in their shoes before. Of course, we have markets that have great family support and those are our best schools, honestly. The ones that are our bigger cities that have less family support, that’s when this is really key. So, short answer is educate them from every angle.

Chris Linford:
From all the different options. Love it. Okay.

Rob Thatcher:
Chris, can I say one thing to that? I’m sorry to throw in. I just love what Laura said. Because here’s the reality. So many schools are reducing requirements. She was using words like require. You need to require things of these people. If you don’t, they walk all over you. And then everybody goes, “Why is everybody walking all over me?” Because you’ve cut your reduction. You don’t actually expect anything of these kids or these people. And as you expect things of people, then they usually will rise to the occasion.
Thank you, Laura, because I think so many people are going in another direction. You’re like, “No, no, no. Require something of them.” You have a product that’s valuable. Require things of them, for heaven’s sakes.

Chris Linford:
Yeah.

Rob Thatcher:
Okay. Sorry.

Chris Linford:
Hey, question for you right now. Let’s move on to these questions.

Rob Thatcher:
Okay.

Chris Linford:
What do you see in admissions that people do that they think is the right thing but actually it might be hurting them, like, there’s a better way. From your perspective, what are you seeing, man?

Rob Thatcher:
Well, that one is the texting and emailing, and I just love that she was so honest about that; hey, here’s what we’re doing. I see that a lot.
The other thing that I see is that when I first started in the industry, and this is going back, I’m almost 20 years in the industry now, I’ve been doing this, I think, 17 or 18 years, man, I tell you, at the beginning we were doing heating and air conditioning before I ever got into these schools. Helping heating and air conditioning companies get appointments, that was really hard. I started listening to beauty schools, and I was like, “Well, now, wait a minute. This is a lot easier.” And then, I realized, “Holy crap, these people don’t show up. They just agree to appointments, and then they don’t show up.” And so, one of the things that I think is the thing that people think they’re doing right is that if they get an appointment, they did a good job.

Well, again, everybody agrees to an appointment. Almost everybody agrees to an appointment. It’s, did you really slow down and connect with the person? And if you didn’t ever feel a connection, then you probably thought you did something right, but ultimately you didn’t. The connection comes across as you ask good, powerful questions, and the person feels at ease with you as best you can. Some people, they’re never going to feel at ease with you. They’re just anxious people that are not going to feel at ease. But the majority of people are just looking for someone who cares.

And so, one of the things that happens when they get on the phone, one of the biggest mistakes when we talk about phone calls, is that we end up talking all about ourselves, in other words, our school, saying, “Well, our school has this, and the program has this.” They go on for four or five minutes and, look, the lead has tuned out. They’re not listening to you anymore. And so, you have to stop that. The focus should be on the person. You should give almost no information on the phone. We have strategies to do that so it doesn’t make people mad Because if we do it wrong, you’re going to make people mad. It’s going to seem like you’re playing hide the football.

But at the end of the day, I think that’s a big mistake people make. They don’t really know how to ask questions. And then, they don’t really know how to validate when people give answers. And then, they don’t really know how to make someone feel important. And not to manipulate, you actually should care. And so, those are some of the things.

The other thing is they think they’re doing tours right. I know that sounds arrogant, like, “Oh, they think they know.” But I’ve been in so many schools, and what will happen is they go on these tours and they show them what they want to show them. In other words, the admissions rep gives a tour that they want to give instead of the tour that the lead wants to receive. And so, what we do is we sit down, we ask them things like, what are you here to see, what are you excited about? And then, I take them on that tour. If there’s 10 stops, I show them the four that they’re the most excited about. I show them those things, and it gets their attention.

And then also, last thing I would say is they don’t actually ask people to buy. They go on tours, and then show them out the back door. And you’re like, “You just spent all that time with them. And then you said, ‘Okay, well, we’ll let financial aid get back to you in three to five days, and see you then.'” No return appointment. No asking to buy, no return appointments. And so, they think they’re doing the tour right, but ultimately it’s like we could have just done that over Zoom what you just did. That wasn’t effective. And so, having the tools, I think, really, really helps.

That was a really long answer, Chris. I’ll say less words from here on out, I promise.

Chris Linford:
There was a lot there, a lot of good stuff, I feel like. We’re running up on time. Guys, in the community, there are some good questions. If you feel like you have an answer for a question, let’s not just leave it up to the panel here to answer them. Go ahead and try to answer that the best you can. Share what’s working for you. Share some mistakes like, “Ah, we used to do this, but we corrected it, and now it’s better.” Those are the best learning lessons, the mistakes that we’ve made or have been making.
Okay, Rob, appreciate the response.
Amy, hey, time management is a must in admissions.

Amy Tewell:
Mm-hmm. Yeah.

Chris Linford:
What tools and resources do you use to help you focus and manage your time? And also, how do you help your team with that?

Amy Tewell:
We have a schedule that’s open to everybody so we can see everybody’s schedule every single day, what they’re doing, who they should be communicating with. But I also think it’s super important for them to schedule out specific time for their admin work, because you can get so caught up with working with students and getting on the phone, and then all of a sudden we’re out of compliance with all of our audits, and we’re like, “Oh, wait a minute. We have expired drivers’ licenses. No, ma’am.” So, I think that that’s important.
I also think that we have to work off of our calendar. We have to live there to make sure that we’re doing everything that we need to do, and then we’ve got to follow up and touch base with our team and be like, “Hey, what else do you need? What can I provide you?” If it’s a simple notebook, “Let me send you a notebook so you can make a task list of everything that you need to do.” So, that’s a big portion of us is just maintaining that calendar and portioning out that time that you need for either admin work or calls or whatever you need.

Chris Linford:
Got it. Helpful, good advice. Yeah, man, time management, there’s so many-

Amy Tewell:
Huge. Yeah, Rob was talking about that. If you’re not managing your time, you can’t reach out to those old leads. You’re just working in the now and then, and all of those people that you’ve paid for, they’re gone on the wayside. And then, we’re sitting here saying, “Why can’t we hit budget? Okay, we didn’t manage our time appropriately enough to do that.” Because everybody has different things that they have to do during the day. So, again, manage that time that you have. Stay off the phone with your mom. You don’t have to call your kids 18 times a day. You have to be realistic about it, right? Because again, we’re here for these students. We’re not here for just ourselves improving numbers.

Obviously, we want to make money. Who doesn’t want to make money? That’s why we have people like Rob on our side to be able to tell us, “Hey, this is what you can do to increase it. Manage your time. Understand what your needs are every single day.”

Chris Linford:
Yeah. Thank you.

Hey, Laura, not every admissions rep is the same, right? Some have different challenges. What’s your approach with a new admissions rep who may be struggling?

Laura Traxler:
Well, first of all, I will say I do tend to try to praise others that are doing really well so that they can see the good behavior. If I’m trying to increase follow-ups, I’ll just say it, because I know that we all struggle with follow-ups, the scheduling, if you don’t schedule it on your calendar, all those things, I agree. If you have somebody that’s really doing well, I try to spend more time on that, praising them, and showcasing how they’re doing a great job and why it’s working, why we do it.

Because a lot of times your newer reps, they’re not connecting why you’re saying do it this specific way. They’re like, “Why can’t I just do it this way?” Then also, of course, you want to come alongside them and say, “Okay, tell me how you’re approaching it. I’m seeing this result. This is the best practice that we’d like to get to, but tell me how you’re approaching it. What’s the barrier? Why aren’t you doing it the way that we trained you? What’s stopping you? Why are you getting stuck?” And then, “Here’s a way that I recommend. Do you feel like you could do that? Or what would it be that is stopping you from doing that?”

Usually, they have some answers. “Okay, how can we break that down, make it more simple? Here’s why I think you’re stuck on that solution. How about we try this? Can you try this for a couple months? It’ll get to this result, but it’s still within how you work and what appeals to your brain.” Because like you said, not every person is the same, so they’re not going to organize the same. They’re not going to approach their work the same, so trying to get to how is it that you work, let me find a solution that will get us to our goal.
And then, if they’re just not getting it, like I said, spending more time on praising their peers that are doing a great job that it really becomes modeling for them, eventually, it will click. But you’ve got to keep on them to say, “Hey, how’s that working? Can I offer you a new solution?”

But ultimately, if somebody really doesn’t have the interest in doing it, I’m always hoping that them watching their peer, the best, the rock star of the team, will finally let it click. Like, “I’m always missing my goals. They’re always making their goals. Laura keeps talking about this is the thing. Let me finally try what she’s saying.”

Chris Linford:
Yeah, thank you.
You guys, we are at time. This has been such a good discussion. We had just one more question.
What I’m going to do is I’m going to ask you it, Rob. We’re going to start our next session, but if you could stick around and answer it in the chat. The question for Rob was, how do we improve tour to application?
And Laura, Amy, Rob, thank you guys so much. We could do this all day. So much good information, thank you for sharing. Yeah, stay in the chat.
Everybody in the chat, please give props to these panelists for taking time out of their day to join us to share their knowledge. We really appreciate you guys. Thanks so much.

Rob Thatcher:
You got it.

Amy Tewell:
Thank you.

Rob Thatcher:
See you, guys.

Laura Traxler:
Bye, guys.

Rob Thatcher:
Thank you, everybody.

Chris Linford:
All right, we’re going to go straight into our next session.