Why Change
89%
Clients retain (Blank) % of beginning of Meeting?
70%
What are the 5 components?
Goals
Challenges/Trends/changes
Flawed Approach
Consequences of no change
New Way
Name of Husband
Anthony
How much more valuable is industry insight over product?
4X
How do you get 100% retention at the beginning of the meeting?
Hot Opening
Where do you research Industry Trends?
ZoomInfo
3
What is the percentage of clients that stick with status quo?
60%
How do you pull someone out of the Hammock?
Grabbers
3 criteria for compelling event
DAILY DOUBLE!!!
The Event
Deadline
Consequence of not changing
Where did she grow up?
Portland
74% of 'buys' come from.....?
Painting a Vision
After the meeting, the client remembers:
______ 1hour
______ 4 hours
______ 24 hours
50%
25%
less than 10%
What are you tying your flawed approach, Consequence, and New Way back to?
Company Goals
Who is Her VP
LaMont Boykins
Who came up with Prospect Theory?
Daniel Khaman
Can you name the techniques for pulling someone out of the hammock?
Numbers play
Words in Common
Props
Reaction Questions
What if Statements
A new way statement should start with......?
What if you could....
How long has she been married?
2 years