Most financial professionals say that phoning for appointments is their least favorite part of their career. Our training videos are designed to simplify this activity by giving it an understandable and repeatable structure. The videos are a great stand-alone training experience. However, we recommend the purchase of our training CD Appointment Setting Mastery and Scripts & Tips book to complement this visual seminar.
For Agencies/Managers/Trainers: Please contact Gail Goodman by email or phone to discuss a one year, unlimited use subscription for your entire sales team. A Trainer's Manual will be emailed to you with your subscription.
All of our training is geared towards helping financial professionals to make more appointments and have more sales opportunities.
Not all leads are created equal. In the first part of this video Gail discusses how your marketing activity will affect your phoning activity. She talks about "easy leads"; why producers don't have enough appointments; the connection between where a lead came from and how it changes your time on the phone; the REAL definition of an appointment. The second part of the video talks about understanding the statistics you need to track and how they will help you to correctly determine your required time on the phone; why you need a two-step system to reach people in today's phone environment and how to compensate for the low contact rate we're all experiencing.
Few things are more important than knowing what to say when you call a new prospect. This detailed video will talk about making sure you're talking to the right person; knowing the seven parts of a phone call; how to not sound canned; controlling the "how are you" tangent; rethinking your Project 200 leads to chose the right script; updating your alternative choice close. Examples of scripts are given.
You need to be prepared when the prospect responds. Many sales people believe there are only two responses – a "no" or an "objection." This video will discuss the four categories of response and how to handle each of them; give you the proper language for a call back situation; explain the Rule of Two; share the updated version of Feel-Felt-Found, [which still works but needs some tweaking].
How to leave a short, effective voice mail; the best way to interact with the Gatekeepers; creating a good answer to "What is this about?"; confirming by phone or email; handling a no-show; knowing when to fire a prospect or client by voice mail when you absolutely can't reach them.