1) PROSPECTING In this case Jim, wasn't reaching his listing and closing goals and wasn't sure why. We explored the prospecting methodology he was using. Jim was using floor time, open houses, and a few contacts he had locally, to bring in new business. Together we examined different methods of meeting new people and building relationships. Jim came to realize that he had a unique opportunity to meet people and develop new clients through activates that he and his wife were already involved in. From that point, we developed an action plan for Jim to add 150 new potential clients to his data base. Week after week, session after session Jim put the action plan to work. By the time we finished the course Jim had already added 5 closings to his sales for the year. By exploring his current situation we were able to define the areas in which he was succeeding and the areas that needed development. It turned out that he was closer to his achievable goal than he had realized.
"Wow!!, five new deals in two months plus the two others that I normally might have done. What a difference. I have a plan now and I know it works. I am really excited because you showed me what I could do and how to do it.
Thanks a million. Sounds crazy but I could become a Mega- Agent if I keep this up
Jim Palitine, Memphis
2) PRIORITIES Carol was an experienced and successful agent but she was always exhausted and was afraid she would burn out if she didn't ease up. She found herself falling behind during the course of her day. She would be late for meetings, always seemed behind on her paper work, and found herself generally disorganized. In short her scheduling, planning and priorities needed to be restructured. We started with a few practical steps to begin the process of ordering her life and work. First, we agreed that every evening Carol would carefully make notes, prioritizing all the tasks of the next day then placing them in time slots where appropriate. This consistent planning, the night before, rather than waiting till the morning or the next afternoon, proved to be very beneficial for Carol. As a result, she found that she gained more control over her life and her sales not only improved but leveled out. By working in short sessions of 15 to 20 minutes at a time she was able to retained the information we were reviewing and come up with a new way of approaching her work that she could handle.
Paul, you showed me a way for me to figure out how to take control of my practice in a way that made sense for me. For the first time in years I feel I am in control. And most amazingly, I am finally getting over the "peaks and valleys" rolling coaster ride of ups and downs that has been draining me for so long. What a difference. Its like everything in life. Once you figure it out it all seems so simple. I wont forget
Thanks
Carol Peterson, New Hampshire
CALL US AT 1-877-401-6952 AND SPEAK TO MR. KAUFMAN PERSONALLY ABOUT HOW THIS COURSE CAN MOST EFFECTIVELY SERVE YOUR TEAM. OR EMAIL US AT train@educatesupply.com
