Topics:

Appointment Setting in a High Tech World

Technology has affected our world in a million ways. Direct sales people need to re-evaluate their marketing methods in order to increase their chances of getting a new prospect on the phone so they can have a face-to-face meeting. Appointment setting has changed and to be successful, you need to update how you approach your potential new clients.

This seminar addresses these changes and asks a critical question: What is the “magic mix” of digital, personal and vocal contact in our current high tech environment?  

 

From Appetizers to Appointments – Social Prospecting Skills

Financial professionals need to have exquisite social skills in order to maximize their opportunities at networking events, parties, etc.  Our seminar addresses the need to be conversational and know when to pivot gracefully.  Since most agencies are teaching only the “elevator speech”, this seminar dives deep into situations that require more than just a simple statement of the work that you do.

The seminar covers:

• What is social prospecting?
• Developing gracious conversations
• Creating the environment for a possible appointment
• Making the follow up phone call
• Understanding how to script these situations
• The proper voice mail

 

Implementing Your Phone Coaching System

Most people are promoted to management based on a strong selling career. However, being in management requires updating your skills on phoning and marketing so you can teach these to your new recruits.

Unfortunately, most managers focus on selling and do not provide enough time for teaching lead generation and phoning. Your agency may be ready to confront this challenge. The development and coaching of new agents requires different skills than being a producer.  Many managers feel more comfortable training their agents on selling and closing than marketing and phoning.

This program is for your management team. The end goal is to provide the agency with a complete, easy-to-implement phone training system.

Telephone Tango – Surviving in a No-Pick Up Culture

Recruiting Calls Made Easy

Recruiting is the life’s blood of the financial services industry.  However, many sales managers and recruiters do not maximize the initial phone call to create a face-to-face interview.  Too many managers make common mistakes – they have the wrong focus on the call, they start selling the position, they are overly convincing, they monologue, and they show off.  This presentation breaks down the recruiting phone call into components that will control the manager’s verbiage so that they get the information they really need – which is to answer the question  – Do they have the “right stuff”?

About Gail Goodman:

If you’ve heard of “The PhoneTeacher,” you know Gail Goodman.

She’s well known in financial services because for three decades she’s trained financial professionals – over 70,000. Gail’s career has been devoted to helping advisors to schedule that critical, initial face-to-face appointment.

Gail has continued to adapt her training and materials to reflect our ever-changing environment. Despite the rise of technology, the human voice cannot be replaced. Initially, phones were our primary tool, but the “The Digital-Vocal-Personal Mix” is the new paradigm. It’s important to synthesize technology, phone calling and face-to-face opportunities into a more modern way of approaching today’s prospects.

Gail focuses on the entire sales team. Her training utilizes on-site seminars, study groups, webinars, in-house and remote training sessions, script writing, coaching and one-on-one supervision. 

Gail lives on a horse farm outside of Nashville with her husband and too many animals.