E.A.R.N. Trust & Close
The most powerful question or statement in sales.
What is "But You Are Free"?
The letter L when we H.E.L.P. Resolve Fear.
What is Lead?
The thing we ask for instead of referrals.
What are introductions?
The time of day when I get the most done with the highest amount of engery.
What is Productivity Time?
The secret mission of older adults.
What is understanding their legacy?
The emotional root for all objections.
What is Fear?
When we set an agenda with a professional, give the identified value, ask questions, share information, and schedule a next step.
What are Value Connections?
A priority management matrix where you identify the level of task importance and urgency.
What is the Eisenhower Matrix?
When we identify someone else's emotions and use our emotional intelligence to manage communication.
What is Relationship Management?
A chance to connect with seniors in their homes before, during, and after for impactful follow-up.
What is a home visit?
The number of times that we should invite someone to an event and follow-up with them afterwards.
What are three times each?
The group of people who are trained to conduct sales activities when you and your ED are unavailable.
What is the A-Team?
Motivational tactics to demonstrate expertise and authority, share social proof, and customize services.
What is reducing uncertainty?
A video that is personalized, timed-right, interesting, short, and focused that has a clear follow-up message.
What are Effective Follow-up Video criteria?
The key action we can take when creating organic social media posts that generate likes and shares.
What is Storytelling?
The document where we list ten leads, their three most important needs & solutions, and one specific next step.
What is the 10-3-1?
When we explore the person's needs and concerns, approach them with emotional intelligence, respond by painting a picture, and narrow their next steps.
What is E.A.R.N. Trust?
The primary decision driver when there is no differentiation.
What is price?
What is growing the business OR being a resource?
A form of cognitive bias where the overall impression of someone impacts the overall impression of the company or community.
What is the Halo Effect?