The 8-session Top Rep 101 training program: structure, per-session detail, the assets handed to clients, prework, prework emails, and homework. Built from the team's High Level View sheet, the Tab 3 curriculum doc, and the Top Rep 9-step sales process. Working draft for Chuck, Mike, Ashlee, and Jet to review.
Sessions 1-2 builtSessions 3-8 in review8 weekly sessions, 60 min, live ZoomTarget: June 30
Training, not coaching. Standardized content, the same sessions for every client, no customization.
Audience: home service contractors. Owners and sales leaders attend everything; reps join from Session 3.
Format: 8 weekly sessions, 60 minutes each, live on Zoom.
Platform: TR 101 clients get Flight School (LearnWorlds) access. Tier TBD (Chuck decision).
Rhythm: every session runs Prework (watch videos) → Live session (60 min) → Homework / postwork (worksheet + Flight School + AI Roleplay simulator).
Goal: install the Top Rep sales process across the whole team so every rep runs the same repeatable in-home call, not just the owner or one or two top closers.
2. Program structure
#
Title
Audience
Topics
9-step mapping
1
Leadership Foundation
Leader
Key Competencies, Training & Accountability, Sales Meetings / Power Hour, Training Manual Overview
Leadership system
2
What We Sell
Leader
Sell Sheet, PRO Presentation Framework
Value + presentation
3
Building the Base
Both
Sales Process Foundation & Philosophy, Preparation / Entry / Warm-Up
Closing Strategies, Objection Handling, Button Up / Cool Down
Steps 8-9
8
Bonus Section & Key Takeaways
Both
Financing, Follow-up, Key Takeaways
Integration + certification
Note: the sheet currently labels Session 7 "Closing the Deal Part 1" (duplicate of Session 6). Shown here as "Part 2", confirm.
3. The 8 sessions
Status of each session
Sessions 1-2 are built out in the High Level View sheet. Sessions 3-8 have detailed scripts in Tab 3 of the curriculum doc (per Jet, pending Mike's line-by-line review); the build-out below fills the sheet's high-level columns for 3-8 and should be reconciled with Tab 3.
1
Leadership Foundation
Leaderbuilt
60 min. Topics: Key Competencies, Training & Accountability, Sales Meetings / Power Hour, Training Manual Overview.
Deliverables from TR
Key Competency List
Sales Meeting Agenda example
Training Manual
Prework
Key Competencies video (4:51)
Training & Accountability video (15:17)
Setting Up Sales Meetings video (7:27)
Power Hours video (11:12)
Curriculum
Key Competency List: why it exists (every rep earns their shirt by mastering it), how to build one for the trade, how it becomes the standard Sessions 3-8 train toward, how to use it in ride-alongs and reviews.
Training & Accountability. Sales Meetings & Power Hours.
Training Manual overview: the leader gets the full 9-step picture so they sit in 3-8 as a coach, not a student.
Homework
Submit completed Sales Meeting Agenda
Watch 2-3 videos from the Sales Meeting Toolbox
Put Sales Meetings / Power Hours on the calendar for after training
2
What We Sell
Leaderbuilt
60 min. Topics: Sell Sheet, PRO Presentation Framework.
Deliverables from TR
Sell Sheet PDF
PRO Presentation Framework
Prework
Watch Sell Sheet video
Watch Presentation video
Think through: what makes your offering valuable, common homeowner pain points, where presentations lose momentum, chances to make them more interactive
Curriculum
Sell Sheet: competing on value not price, what goes in it, the company's 3 differentiators, structuring a guarantee. Asset: Sell Sheet PDF template (Katie available for custom designed versions).
PRO Presentation Framework (Ingage / PowerPoint / Keynote): sections, order, what the homeowner should feel at each stage. Asset: framework document.
Homework
Finalize package offerings
Finalize presentation content
3
Building the Base
Both3-8 in review
60 min. Topics: Sales Process Foundation & Philosophy, Preparation / Entry / Warm-Up. (Step 1)
Survey (Step 2): the discovery questions that surface the "I need to think about it" and "we don't buy today" stalls early, before price.
Walk the Job (Step 3): set up as the expert, educate, get problem ownership, create urgency.
Inspections (Step 4): identify pain (toward / away), capture required findings, record a short narrated walkthrough for credibility.
Homework
Run survey + inspection on real jobs, capture a narrated walkthrough
Flight School reinforcement videos
AI Roleplay simulator: survey questions
5
Engaging Presentations & Product Demonstrations
Both3-8 in review
60 min. Topic: Engaging Presentations & Product Demonstrations. (Step 5)
Deliverables from TR
PRO presentation framework (ties back to Session 2)
Systems-demo guide for the trade
Presentation self-scoring rubric
Prework
Watch Engaging Presentations video
Watch Product Demonstration video
Curriculum
Presentation & Demo (Step 5): differentiate company, product, installation. Pre-empt the skip-the-presentation stall, frame with "what do you want to know about a company before you'd trust them," run a hands-on systems demo. Keep it conversational and educational, not scripted.
Homework
Deliver the full presentation + demo on every call this week
Flight School reinforcement videos
AI Roleplay simulator: presentation (show-and-tell)
Closing Roadmap: the objection map and where each objection gets handled.
Trial Close (Step 6): isolate to money with the production-schedule question.
Price Presentation (Step 7): price as the ticket in the door, monthly payment, value / affordability / timing, discount mechanisms (marketing agreement, limited coupon).
Sell Sheet: ties back to Session 2, value is built before price lands.
Homework
Run the trial close + price presentation as scripted
Flight School reinforcement videos
AI Roleplay simulator: trial close + price
7
Closing the Deal Part 2
Both3-8 in review
60 min. Topics: Closing Strategies, Objection Handling, Button Up / Cool Down. (Steps 8-9)
Closing Strategies (Step 8): assume the sale, stay in the close, ask again.
Objection Handling: work value, affordability, timing past the first no.
Button Up / Cool Down (Step 9): when sold, warm-down + right-to-cancel + the "why you bought" letter to prevent buyer's remorse. When not sold, set a clear and definite future follow-up.
Homework
Track close rate; log objections faced + how handled
Flight School reinforcement videos
AI Roleplay simulator: objection gauntlet
8
Bonus Section & Key Takeaways
Both3-8 in review
60 min. Topics: Financing, Follow-up, Key Takeaways. (Integration + certification)
Deliverables from TR
Financing talk-track + when to introduce it
Follow-up / rehash cadence template
TR 101 certification checklist
Prework
Watch Financing video
Watch Follow-Up video
Curriculum
Financing: how and when to introduce it, monthly payment over total price.
Follow-up: the cadence that resurrects unclosed deals.
Key Takeaways + integration: run the full call end to end (Steps 1-9). Each rep certified against the Key Competency List from Session 1.
Homework
Full-call certification role-play, scored on the Key Competency List
Leader: fold the process into the weekly sales meeting + Power Hour cadence from Sessions 1-2
4. Task deliverables
What "Draft the Top Rep 101 curriculum framework" needs produced for the task to be complete, and where each stands.
Deliverable
What it is
Status
8-session curriculum framework
Structure + per-session content for all 8 sessions
drafted
Sessions 1-2 (leader)
Leadership Foundation + What We Sell, fully built in the High Level View sheet
built
Sessions 3-8 detailed scripts
Full scripts, methodology, role-play in Tab 3 of the curriculum doc
Because TR 101 is rigid (the same sessions, same steps, every client), the delivery needs to be systemized: each session sends a prework email (video links + assignments + assets) and a postwork email, and the team needs live visibility on where each client is across the 8 sessions. Question raised in the May 28 call: run this in Scaling Engine (GHL) or ClickUp? Recommendation below, for the team to decide.
Recommendation
Run it in Scaling Engine (GHL) as the engine, host content + completion in LearnWorlds (Flight School), and keep ClickUp for internal team tracking only. This reuses the exact architecture already live for the Brian webinar (date-driven email drips, custom values for links, tags, LearnWorlds enrollment).
Roles by system
System
Role in TR 101
Scaling Engine (GHL)
The delivery + tracking backbone. Sends every prework and postwork email, runs the per-cohort cadence, holds the progress pipeline, and stores per-session tags + fields.
LearnWorlds (Flight School)
Hosts the prework videos, the AI Roleplay simulator, and the downloadable assets. Signals completion back to GHL to advance each client automatically.
ClickUp
Internal team ops only (the master build/delivery checklist). Not the client-facing automation. ClickUp does not send triggered client emails or run drips, which is why it is not the engine.
How it works
One reusable TR 101 workflow, not one per cohort. Each contact carries a "TR101 Session 1 Date" custom field; the single workflow schedules all 8 sessions' emails relative to that date (Session N = start + N weeks). A cohort is just a batch of contacts that share a start date. To launch a new cohort you enroll the batch and set the date. Build once, reuse forever. Same date-driven drip pattern the webinar sequences already use.
Per session: a prework email fires before the session (video links via custom values, the assignment, asset attachments) and a postwork email fires after (homework + AI Roleplay simulator link).
Live visibility = a "Top Rep 101" pipeline with a stage per session (Session 1 ... Session 8 → Certified). Each client is an opportunity that moves stage by stage, so the team sees exactly where everyone is on one board.
Per-session tags + a "TR101 Current Session" custom field (for example tr101 s3 prework sent, tr101 s3 complete) drive the automation and reporting.
LearnWorlds completion advances the stage automatically. When a client finishes a session's units in Flight School, LearnWorlds tags back to GHL (the same LW → Zap → GHL tag path already built), moving the pipeline forward. Tracking is real, not manual.
Monitoring and dashboard
How we watch all of this. Two layers: start native, then add a custom single pane of glass.
Phase 1 — native GHL, zero build. The Top Rep 101 pipeline board already shows every client sitting on a stage (Session 1 ... Certified). A GHL Dashboard with widgets adds counts per stage, current-cohort progress, and email open / click rates. Enough to run from day one.
Phase 2 — custom dashboard linked to everything. Yes, we can build one dashboard (hosted the same way as this docs site) that pulls from every system and shows it in one place:
GHL: each client's current session + pipeline stage, per-session tags (prework sent / complete), cohort + start date, and email sent / open / click stats.
LearnWorlds: course and per-unit completion, plus AI Roleplay simulator completion per session.
It gives a per-client progress grid (8 sessions x status), a cohort roll-up (how far each cohort is, drop-off per session, certification rate), and an engagement view (who has not done their prework). Auto-refreshed from the APIs. Same approach as the GHL workflow audit dashboard already built for Top Rep.
Recommendation: ship Phase 1 immediately (free and native), then build the Phase 2 custom dashboard once the curriculum + workflow are locked and the first cohort is live, so it reflects real data.
Update 2026-05-31: Phase 2 engine is built and live.
The custom single-pane dashboard now exists and reads real Top Rep data through the official GHL + LearnWorlds APIs, behind a login. It is config-driven, so it already renders live programs (Champion Sales Intensive, the Service Tech Webinar) and will render the Top Rep 101 board automatically once the TR 101 pipeline + tags + course are built. See how it works or open the live dashboard.
Decision points for the team
Confirm GHL as the engine (vs trying to force this into ClickUp).
Confirm cohort model: do clients move through TR 101 as dated cohorts (recommended, enables the drip) or ad hoc?
Confirm whether the team wants the internal ClickUp mirror or just the GHL pipeline.
Monitoring: start with the native GHL pipeline + dashboard, and greenlight the custom cross-system dashboard (GHL + LearnWorlds) for once the first cohort is live.
Maps directly to this framework: each session's Prework / Prework Email / Homework blocks become the GHL emails; the videos + simulator + assets live in LearnWorlds.
6. Open decisions (Chuck) and active next step
Active next step (per Jet): Mike completes the line-by-line review of Sessions 3-8 in Tab 3.
Chuck + Mike confirm Sessions 1-2 content (Ashlee's accountability / sales meetings / Power Hour).
Chuck decisions: who delivers TR 101 (Chuck, Mike, or both; Brian's role to define), max clients at launch, Flight School tier, installment payment option.
Next meeting proposed: Wednesday 4pm next week (Chuck + Ashlee available; Mike looped in async if his Tab 3 notes land first).
7. Reconciliation notes
Source of truth: the team's High Level View sheet (sessions, topics, audience) + Tab 3 of the curriculum doc (detailed Sessions 3-8 scripts). This page builds out the sheet's empty Sessions 3-8 columns and should be merged with Tab 3's actual scripts.
Prework video titles and asset names for Sessions 3-8 are proposed placeholders. Map to the real Flight School video library and confirm which assets exist vs need creating.
Methodology language generalized from the training manual for all home service trades. Confirm canonical step names + any trade-specific demos with Chuck/Mike.
Session 7 title in the sheet reads "Closing the Deal Part 1" (duplicate of Session 6). Recommend "Part 2".