8 Greats
Focus on what the customer and your clients need, want, and what they are most interested in. Speak positively, be constructive and show respect; never criticize or be negative. Be attentive, enthusiastic, and eager to help.
Respect the Customer and Client
Jones Effect
Name dropping, bandwagon effect, no one wants to be the first or last person to do something.
What is the purpose of the Short Story?
- who/what/when/where/why
- reduces skepticism
- start to build impulse with JIFS
What are the target numbers for our LoA's? (bonus points if you know the target closing ratio)
4+ loops , 50-60 leads , 35+ contacts , 15-18 bill presses , 2-6 closes
bonus: 1/4 - 1/8
Purple alien goes on a rampage across the universe so he can complete his rock collection
Avengers: Infinity War
Take Control
Take control of the situation and the customer. Take control of the opportunity and the outcome. Take control of your future.
The fear of missing out on the promotion because they leave with you.
Fear of Loss
What does REHASH stand for? What's the purpose of it?
Remember Everyone Has A Sale/Service Hidden
- rebuild value
- increase profit
- People/Products
What are the 3 parts of the system that affects our "leads to contacts" numbers?
SEE Factors
Presence in Territory
High Sense of Urgency
Man watches his wife die, and only son be disabled after a brutal attack on his front lawn. Years later his son is then kidnapped. He travels many miles in search of his son with help of strangers he meets along the way.
Finding Nemo
Maximize the amount of people you talk to out of your route by staying to the right side of the road and repeat loops 4 times minimum.
Work Territory Correctly
Indifference
Acting the opposite of a salesperson. Having the same emotional response if they sign up or don’t sign up with you.
What are the 2 "must haves" within the Introduction?
SEE Factors and Ice Breaker
What parts of the system should this person focus on and why?
4 loops - 58 leads - 32 con - 9 bp - 1 close
CPR , JIFS , OEO/TC
Their biggest gap is between Contacts and BP's, so building stronger relationships and using more JIFS will allow them to put pen-to-paper with more people to give them more BP's to close more apps.
Children risk their lives to harness the fury of wild beasts, in the hopes of attaining fame and small pins.
Pokemon
Work a Full Day
Focus fully on each critical task: Follow through on one course until success. Commit to achieving your goals, no matter the challenge. The clock does not determine when your goals are met, you do.
Doing things quickly. People are busy and so are you so make it quick for them, they will be more impulsed to listen to you.
Sense of Urgency
What is the 3rd step to the conversation and what is the point of it?
"Presentation"
-Build impulse/value
-Paint a clear picture
-Hit Hotspots
-Sizzle the deal
-KISS it (Keep it short and simple)
What are the 4 parts of the system that helps us with our Bill Press to Close ratio?
Overcome Late Objections
JIFS
Always Be Closing
Assume The Yes
Some random hungry farmer leaves his kids for their whole lives just so he can go sightseeing with people he just met to find a place where he doesn't have to be so hungry anymore. Ends up being a waste of time and returns to his dying daughter.
Interstellar
Know your purpose for being here. What do you want out of your career? This is a merit-based business. You have an opportunity every day to create the career and life you want. Everyday counts.
Understand Your Opportunity
Use Impulse Factors to overcome the objection: "Do you have a card? I want to think about it"
Name 3 focuses when it comes to the Close (things I want to do when giving the closing statement)
- Close with confidence
- Assume the yes
- Take control
If this person just did 1 more loop, and nothing else changed with their skillset, what would their numbers look like?
3 loops - 54 leads - 18 con - 9 bp - 2 closes
4 loops - 54 leads - 24 con - 12 bp - 3 closes!
Sometimes just having a higher sense of urgency can be the difference between just closing versus "high rolling" ;)
Guy who can't swim ends up marrying a fish
The Little Mermaid