Presented by Lender's Title & Escrow, LLC - HOW TO BE A TOP PRODUCER!
TUESDAY MORNIING AT 10 A.M. SEPTEMBER 18TH.
1400 PRESTON ROAD, SUITE 109
PLANO, TEXAS 972-599-2848 OR EMAIL KERRY BRANDON AT KBRANDON@TITLEANDCLOSING.COM
**THIS WORKSHOP WAS RECOMMENDED TO ME BY AN AGENT AT C21 BOWMAN **
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Erik Swanson has been in demand as a National Senior Trainer & Motivational Coach for the past 10 years! Don't miss this rare opportunity to have him speak directly to your team to fire them up and give them great sales tips to be more successful. Our sponsors are subsidizing the cost for you. So it's FREE ! |
Outline of 45 minute workshop:
"Characteristics of Top Producers"
A. Product, Service & Market Knowledge
Avoiding "date dump" in front of your prospects
B. Attitude
Keys to establishing like and trust
Avoiding Negative Thinking
Creating a positive thinking pattern
C. Seven Steps to the Selling Process
1. Goal Setting
a. Mental vs. Written
b. Specific ~ Achievable ~ Time-Driven
2. Time Management
a. The Minutes Theory
b. Golden Triangle of Time Empowerment
c. Time Wasters vs. Time Gainers
3. Prospecting Power
a. Gold Call vs. Cold Call
b. Power of 240 referrals
c. Third Base Selling ~ word of mouth ~ testimonials
4. Building Credibility
a. Relationship Building ~ Rapport ~ Common Ground
b. First Impressions ~ lasting Impressions
c. Name Recalling
5. Closing
a. The Secret to Closing
b. Building the YES Momentum
c. Multiple closing attempts & techniques
d. 80/20 rule and how it applies
e. Building Value vs. Concessions (cutting price)
f. Negotiating for a Win-Win outcome
6. Overcoming Objections
a. Are Objections Good ?
b. Top 3 Objections in your Industry
c. The 5 step formula to handling any objection
d. Regaining Control
7. Follow Up
a. Creating a reason to call
b. Thank You Cards & Letters
c. Building Long Lasting Relationships
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