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JumpStart™ Your Production - Course Outline
Session #1 Increasing Your Odds of a “Breakthrough” • Using the four probabilities of success • Increasing the DIPA or Direct Income Producing Activities in you daily routine • Decreasing the PSA or Production Supporting Activities in your schedule • Tracking Activity functions by the ½ hour • Establishing an effective time blocked schedule • Establishing your lead triad • The 5-5-5 System of Success
Session #3 ABC’s of Lead Categorization • Developing a systematic lead categorization system • Six rules of lead follow-up for success • Tracking lead inventory numbers • Three key factors for a quality lead • DNA2 of a quality prospect
Session #5 Creating Your Lead Follow-up System • Key factors to building your solid lead follow up system • Lead follow up schedules • How to get phone appointments • Handwritten Note cards and Thank You cards • Ending your calls with power • Lead follow up call review Session #7 JumpStart™ Referral Strategies • Creating a 45 day after the close strategy • Three Golden rules of referrals • The never-ending Thank You • Integrating the platinum client profile system • Going beyond passing out business cards
| Session #2 Four Ways to Guaranteed Income Increase • Applying the four ways to increase production o Number of contacts o Method of contacts o Quality of the prospect o Quality of the presentation • Prospecting rules for success • Sourcing leads and revenue results • Determining sales ratios of contacts to leads, appointments, closings and revenue Session #4 Grabbing the Prospect’s Attention • Working with the seven second rule • Using powerful opening statements to draw in prospects • Opening Statement Scripts • Building urgency in a prospect • Getting the prospect face-to-face • Dealing with appointment objections and stalls • 5 Proven Steps for Handling Voicemail • Lead follow up Daily Action Plan Session #6 Raising Your Value through Marketplace Knowledge • Moving beyond bonding and rapport to trust • Establish an exact picture of your market by accessing “The Big 3” • Using market knowledge to establish credibility and trust • Creating a monthly and quarterly market trends report • Positioning yourself as the expert through market trends reports Session #8 Creating Continuing Referrals • Discussing expectations with prospects and clients • Planting referral seeds at your presentation • Scripts for introducing the referral process • Determining the quality of your referrals • Upgrading the referral to improve the odds |