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The Training
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“In my experience you often don't get the results that you desire after the investment of time and money that is committed in most sales training programs. I've known Bob for a long time and I have always been impressed by his ability to change behavior and influence results. He has made a real difference with my sales team not only the training class that my team still raves about but the one-to-one coaching that has insured implementation of the ideas. He is a unique talent; you want him in front of your team! “
Jamie Atkinson
National Sales Manager
Heritage Family of Funds
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As a wholesaler and a broker, I grew tired of “so-called” experts telling me what I needed to do to increase my sales. I knew the environment I was working in was very different than someone trying to sell copiers, computers and telephone systems, yet invariably this was the background of every trainer that stood in front of me.
It seemed to me, that it wasn’t long before someone would ask a question that started with, “I had a situation the other day and I am curious as to how you would handle it…” Only to have the trainer respond, “Well, I can’t answer that because I don’t know the specifics about what you sell…” At which point I would begin thinking… I want my day back!
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Sample Agenda
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Day 1
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8:15
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Introduction and Kickoff
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8:30
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The New Sales Paradigm
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9:30
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The Rules of Engagement
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10:15
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15 Minute Break
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10:30
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Leveraging Your Story
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11:15
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Positioning Exercise
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12:00
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Lunch
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1:00
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Eliciting the Advisor’s Outcome
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2:30
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The Clarification Model
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3:15
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Afternoon Break
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3:30
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Unleashing Urgency
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4:30
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Benefits Exercise
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5:15
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Wrap-Up
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Day 2
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8:30
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Kickoff and Review
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9:00
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Building Rapport and Credibility
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10:15
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15 Minute Break
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10:30
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The Ultimate Advisor Training
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11:15
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The Client Interview
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12:15
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Lunch
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1:15
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Answers Behind the Answers
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2:15
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Bridging the Benefits Chasm
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3:15
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Afternoon Break
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3:30
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Putting it All Together
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4:00
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Creating Advocates
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4:45
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The Coach Approach
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5:15
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Wrap-up
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By now you’ve probably realized that this is not just another training session to give your wholesalers a good warm feeling...after all they can get that from a bath. Our commitment to results and implementation doesn’t end with the training - it begins. For many, the best part of the on going training is the coaching afterward. From follow up calls and train the trainer, to advanced classes and the Ultimate Financial Advisor coaching gym, we offer the strongest follow up program available.
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It is because of our effective follow-up that we offer the
strongest guarantee in the industry.
Our guarantee is simple.
If the people who attend our training don’t say that it is the best training that they have ever experienced, you don’t have to pay us. That is not an attempt to work for nothing, it is merely our way of telling you that the bar we are aiming for is not low.
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