Mentoring New Hires
Mentoring New Hires Helen Nodland, CTC Virtuoso, Ltd.
Mentoring New Hires
WHY BOTHER? • • • •
Recruiting Tool Attract Motivated-to-Learn new hires A must for Millennials Supports both seasoned and new advisors: culture of sharing • Productive more quickly • Retention
MENTOR COACH MANAGER
Which 4 Words Appeal Most to YOU? 1. 2. 3. 4. 5. 6.
Organizer Supporter Developer Director Influencer Planner
7. Listener 8. Holder of Accountability 9. Controller 10. Questioner 11. Brainstormer/Sounding Board 12. Empathizer/Understander
MANAGING 1. 2. 3. 4.
Planner Organizer Director Controller
• Task oriented • Tangible • Short term • Performance driven • Immediate • Impartial • Coach could be manager
COACHING
COACHING
• • • • •
• • • •
•
Relationship oriented Long term Strategic Development driven – developing career skills Focus on long term personal development Mentee is in charge of learning Mentor acts a role model and sounding board Biased in favor of mentee Mentor is not the manager More informal
MENTORING
• Stories • Watching Skills in action • Accessing resources
MENTORING
What’s the relationship? Example: Problem with client. Advisor is blamed. Mentor: We’ve all been there…I have too. Coaching Invitation: Let’s discern what happened so we can work to resolve it – OR look at other ways to handle it in the future. Manager: I’ll handle it! or Handle it this way!
• • • •
Ask Listen Support Accountability
Mentoring
Coaching
Managing
•Plan •Organize •Direct •Control
• • • •
Understand Influence Develop Sounding Board
33% OF EMPLOYEES DECIDE TO STAY ONBOARD WITH A FIRM OR JUMP SHIP WITHIN THEIR FIRST 30 DAYS OF EMPLOYMENT. -BOB KELLEHER
The cost of replacing an employee is 30% of that individual’s annual salary. (Professional positions: 150-200%) This includes the cost of recruiting as well as costs associated with training. - US Department of Labor
Day 2 Overview of Sign-ins, phones, GDS info, Invoicing, Begin shadowing
Day 3 Preferred partners, client files, commission tracking, prep for training schedule
Week 2 GDS training begins, Invoicing, Insurance, CB
Week 2 Virtuoso Travel Academy Core Training, Advisor profile,
Week 2 Business Enrichment, phone and written skills, corporate look, followup
Week 3 – 8 VTA Courses, Time, Travel Planning, Let’s Talk Travel
Week 3-8 Product Knowledge & Destination Specialty
Week 3-8 Specialty Programs (VAST), Lifestyle courses, VCTA
Scheduled Reviews
Virtuoso Week, Regionals, Educationals
Day 1 Welcome Office Orientation Meet Coach and Mentor
Learning Pathway
Week 8 + Curriculum per individual needs
Day 2 Overview of Sign-ins, phones, GDS info, Invoicing, Begin shadowing
Day 3 Preferred partners, client files, commission tracking, prep for training schedule
Week 2 GDS training begins, Invoicing, Insurance, CB
Week 2 Virtuoso Travel Academy Core Training, Advisor profile,
Week 2 Business Enrichment, phone and written skills, corporate look, followup
Week 3 – 8 VTA Courses, Time, Travel Planning, Let’s Talk Travel
Week 3-8 Product Knowledge & Destination Specialty
Week 3-8 Specialty Programs (VAST), Lifestyle courses, VCTA
Scheduled Reviews
Virtuoso Week, Regionals, Educationals
Day 1 Welcome Office Orientation Meet Coach and Mentor
Coaching and Mentoring Throughout
Week 8 + Curriculum per individual needs
Getting Started • Determine the roles and responsibilities for the coach and/or the mentor • Introduce the new hire to his/her mentor and/or coach • Set clear guidelines and schedule for mentor/coach and new hire • See Jay Lindstrom at the Brilliant Bar & his presentation on Friday: Maximizing Virtuoso Training (8:30am and 9:15am).
Questions?
Mentoring New Hires
THANK YOU!
Mentoring New Hires
WHY BOTHER? • • • •
Recruiting Tool Attract Motivated-to-Learn new hires A must for Millennials Supports both seasoned and new advisors: culture of sharing • Productive more quickly • Retention
MENTOR COACH MANAGER
Which 4 Words Appeal Most to YOU? 1. 2. 3. 4. 5. 6.
Organizer Supporter Developer Director Influencer Planner
7. Listener 8. Holder of Accountability 9. Controller 10. Questioner 11. Brainstormer/Sounding Board 12. Empathizer/Understander
MANAGING 1. 2. 3. 4.
Planner Organizer Director Controller
• Task oriented • Tangible • Short term • Performance driven • Immediate • Impartial • Coach could be manager
COACHING
COACHING
• • • • •
• • • •
•
Relationship oriented Long term Strategic Development driven – developing career skills Focus on long term personal development Mentee is in charge of learning Mentor acts a role model and sounding board Biased in favor of mentee Mentor is not the manager More informal
MENTORING
• Stories • Watching Skills in action • Accessing resources
MENTORING
What’s the relationship? Example: Problem with client. Advisor is blamed. Mentor: We’ve all been there…I have too. Coaching Invitation: Let’s discern what happened so we can work to resolve it – OR look at other ways to handle it in the future. Manager: I’ll handle it! or Handle it this way!
• • • •
Ask Listen Support Accountability
Mentoring
Coaching
Managing
•Plan •Organize •Direct •Control
• • • •
Understand Influence Develop Sounding Board
33% OF EMPLOYEES DECIDE TO STAY ONBOARD WITH A FIRM OR JUMP SHIP WITHIN THEIR FIRST 30 DAYS OF EMPLOYMENT. -BOB KELLEHER
The cost of replacing an employee is 30% of that individual’s annual salary. (Professional positions: 150-200%) This includes the cost of recruiting as well as costs associated with training. - US Department of Labor
Day 2 Overview of Sign-ins, phones, GDS info, Invoicing, Begin shadowing
Day 3 Preferred partners, client files, commission tracking, prep for training schedule
Week 2 GDS training begins, Invoicing, Insurance, CB
Week 2 Virtuoso Travel Academy Core Training, Advisor profile,
Week 2 Business Enrichment, phone and written skills, corporate look, followup
Week 3 – 8 VTA Courses, Time, Travel Planning, Let’s Talk Travel
Week 3-8 Product Knowledge & Destination Specialty
Week 3-8 Specialty Programs (VAST), Lifestyle courses, VCTA
Scheduled Reviews
Virtuoso Week, Regionals, Educationals
Day 1 Welcome Office Orientation Meet Coach and Mentor
Learning Pathway
Week 8 + Curriculum per individual needs
Day 2 Overview of Sign-ins, phones, GDS info, Invoicing, Begin shadowing
Day 3 Preferred partners, client files, commission tracking, prep for training schedule
Week 2 GDS training begins, Invoicing, Insurance, CB
Week 2 Virtuoso Travel Academy Core Training, Advisor profile,
Week 2 Business Enrichment, phone and written skills, corporate look, followup
Week 3 – 8 VTA Courses, Time, Travel Planning, Let’s Talk Travel
Week 3-8 Product Knowledge & Destination Specialty
Week 3-8 Specialty Programs (VAST), Lifestyle courses, VCTA
Scheduled Reviews
Virtuoso Week, Regionals, Educationals
Day 1 Welcome Office Orientation Meet Coach and Mentor
Coaching and Mentoring Throughout
Week 8 + Curriculum per individual needs
Getting Started • Determine the roles and responsibilities for the coach and/or the mentor • Introduce the new hire to his/her mentor and/or coach • Set clear guidelines and schedule for mentor/coach and new hire • See Jay Lindstrom at the Brilliant Bar & his presentation on Friday: Maximizing Virtuoso Training (8:30am and 9:15am).
Questions?
Mentoring New Hires
THANK YOU!
