FALL CONTENT

Business Planning, Lead Generation & Prequalification

• Individual Producer Business Planning
• SMART Goals
• Niche Development
• Creating your Prospect Profile
• Prospect Pre-Qualification Process
• Top Quality Prospect List

Prospecting Workshop

• Prospect Top Challenge Toolkit: PSIC
• Value Proposition
• Overcoming Objections
• Dealing with Gatekeepers
• Voicemail Strategy
• Prospecting Pre-Approach
• Don’t Give Up!

Conducting an Effective First Meeting

• Meeting Strategy Guide
• Creating an Agenda with Value
• Need-Based Question Strategy
• Effectively Address Needs
• Overcoming Prospect Concerns
• Next Step Expectations

All Skills Practice

• Producer, Prospect, & Coach Sales Training Scenarios
• Challenging Sales Situations
• Taking it Back to your Office