Most training proposals describe what will be taught. Fewer describe what will actually happen — who is in the room, how long, what gets built, and what the store is left holding when it is over. Here is the whole shape of it.
Before anything is written: two days in the store
No slide exists until the store has been observed. That means riding the service drive, sitting at the finance desk, listening to phone calls, and reading the numbers as they actually are rather than as the monthly summary describes them.
Most groups already know roughly what is wrong. What they usually do not have is that knowledge written down in a form specific enough to act on. The assessment is that document.
Build: the deliverable suite
What comes out of the assessment is a curriculum built to the store's own process — its lender mix, its product lineup, its actual road to the sale. Not a stock deck with a logo swapped in.
The suite typically includes a facilitator guide, a participant workbook, and interactive assessments. These are built as materials the store keeps, because the goal is for the store's own managers to be able to run this again in six months without a consultant in the building.
Train: short classroom, long floor
Classroom time is deliberately compressed. The longer portion of every engagement is live coaching — at the desk during real deals, on the drive during real traffic, in one-on-ones with individual producers.
This is the part that changes behaviour, and it is the part most training programs skip because it is harder to schedule and impossible to scale. It is also the reason the material survives after the visit.
Classroom time teaches the idea. Floor time is where it becomes a habit.
Hand over: reporting and ownership
At the end, ownership and management get post-training performance reporting against metrics agreed at the start — including anything that did not move. And the managers who were trained to run the material keep the guides.
The four phases
- Assess — two days in the store, before a single slide exists.
- Build — custom facilitator guides, workbooks, assessments.
- Train — short classroom blocks, then live floor coaching.
- Hand over — performance reporting, and materials the store keeps.