Day 6 of 20 since Sales Camp

Ask first. Then recommend with a benefit.

This week's focus: ask the right questions before you mention a product, then connect your recommendation to what the member told you.

Your playbook commitment Written at Sales Camp

“I’ll ask two What or How questions before I mention a product.”

Build Trust
Step Into Their Shoes
Ask the RIGHT Questions
Improve Financial Lives
Own the Relationship

Before your 10:30 · Practice scenario

“Just had twin baby girls.”

3 min prep

A life-event scenario from Sales Camp. The AI plays Jordan, a fictional member. Plan your questions, then rehearse.

Your practice signals

Your questions are getting stronger.

Ask the RIGHT QuestionsImproving

Improve Financial LivesPractice next

Own the RelationshipConsistent

Practice signals only. Not an employee or performance evaluation. Shared with your manager, Dana.

How the Momentum Engine knows what good sounds like

Built from three sources.

FI Strategies Sales Camp

The five-step model, FI's wording and the scoring. The same for every credit union.

XYZ Credit Union Way of Sales + products

XYZ's definition of sales, a one-page product sheet and scenarios tuned to its members.

You Your playbook

The commitments you wrote at Sales Camp. The Momentum Engine checks your practice against them.

Sales Camp scenarios

Practice the conversation before it’s real.

Pick a member, then type or speak. The Momentum Engine scores you on FI’s five-step model, with extra attention on questions and benefits.

9 practice sessions since Sales Camp

Text practice

You with Jordan

JE

Jordan New parent, running on very little sleep

Tip: open with a greeting, then try a What, Why, How or Tell me question.

Jordan is ready when you are.

Start a spoken role-play. The member answers out loud, and the Momentum Engine scores the conversation when you finish.

Demo access code

Checking the voice room…

Preparing the room…

Your conversation will appear here as a short caption.

Secure voice connection

View transcript

Practice feedback · FI Sales Camp model

Here’s how that conversation went.

Shared with Dana

What worked

Try next

Model recommendation

What you heard Benefit phrase One feature

Practice signals only. Not an employee or performance evaluation. In the pilot, FI approves the feedback examples before anyone uses them.

Your Sales Success Playbook

The commitments you made at Sales Camp.

Dana coaches you against these, and so does the Momentum Engine. Tap a tool below when you want a refresher.

Build Trust / Connect
“Greet every member by name and find one personal connection.”
Step Into Their Shoes
“Name the feeling before I try to solve anything.”
Ask the RIGHT Questions
“Ask two What or How questions before I mention a product.”
Improve Financial Lives
“Start every recommendation with ‘Because you told me…’”
Own the Relationship
“Set a follow-up for every seed I plant.”

My progress

Five steps. Two you’re focused on.

Signals come from your practice sessions since Sales Camp. They support your next coaching conversation with Dana; they don’t evaluate you.

Shared with your manager Dana sees this before your next observation

Day 1Sales Camp. Playbook sent to FI.

Days 2–58 practice sessions, 3 scenarios

TodayRehearse a scenario before a 10:30 appointment

Dana Ruiz · Main Street branch

See who’s practicing. Coach what matters.

You see your own team’s practice and feedback, so your observations and debriefs start from real examples.

5 of 6 practiced this week

Team member Sessions this week Last practiced Ask the RIGHT Questions Improve Financial Lives Coach next

Team meeting

Assign a scenario for Thursday.

Everyone practices it before the meeting, then walks the team through how they handled it.

Full Program · preview

Dana’s own leader tools.

With the Full Program, managers and leaders get their own coaching track and the Field Coach, and the whole team follows the Momentum Path.

Illustrative · fictional

The Field Coach

FI between every session.

My top teller keeps missing her referral goals and I keep putting off the conversation.

What do you think is getting in her way?

I think she’s worried about sounding pushy.

In your playbook you said you want to coach in the moment, not just at reviews. What would that look like with her this week?

From your last Field Coaching session · Sept 12: weekly 10-minute check-ins

Private between Paul’s monthly sessions. Paul sees summaries of the issues raised, not transcripts.

The Momentum Path

Your team, week by week.

Day 12of the 20-day habit

Day 1Sales Camp
Day 30First milestone · refresher video
Day 60Branch challenge
Day 90Milestone review
Day 180Six-month check

This week’s focus: connect one benefit to what the member said.

Practice Tracks · Coaching

Practice the coaching, too.

Coaching scenario · 5 minutes Coach Taylor on benefit statements without taking over the conversation.

Feedback on your coaching, in FI’s approach
Next track: business development
Same login, same platform

Built from FI’s coaching and business development workshops.

FI Strategies · Training Command Center

XYZ Credit Union, two weeks after Sales Camp.

FI sees who is using the Momentum Engine and what people need help with, plus the client's logbook from every call. No individual scores and no practice conversations.

Training Command Center · XYZ Credit Union

Illustrative · fictional

Usage Sessions by branch

Where the team gets stuck

What they asked for help with

Handling “I need to think about it”
Bringing up a product without sounding pushy

From the last call FI-approved · Oct 6

Goal: more needs-based conversations with new members
Commitment: the branch manager runs two five-minute team role-plays a week

Suggested focus for this call

Model one benefit statement live, then assign “Just had twin baby girls” for the team meeting.

Branch-level usage and team-wide patterns only. No individual names, scores or practice conversations.

Using the Momentum Engine26 of 3087% of the pilot group

Practice sessions1425.5 per person

Most practicedTwin baby girlsLife-event scenario

Next check-inThursdayDana · Main Street

Branch Pilot staff Using Sessions Per person

Team-wide trends

What people need help with

Patterns across the whole pilot group. No names, no individual scores.

Client logbook

XYZ Credit Union

Goal: more needs-based conversations with new members, measured in products per new member.

Pre-call brief · Thursday

Dana, Main Street

Last time

Dana committed to two five-minute team role-plays a week. Problem raised: staff feel rushed at the teller line.

Since then

9 of 10 Main Street staff practicing. Questions are getting stronger; most benefit statements still skip “what you heard.”

Suggested focus

Model one benefit statement live, then have Dana assign “Just had twin baby girls” for the team meeting.

Questions to ask

What's getting in the way of the second question? Where does the rushed feeling show up most?

Built from the logbook and team-wide trends. Fictional example.