In this episode, Heather and Sabine reflect on several early productivity themes they’ve seen and experienced over the last year:

• Approach Meetings vs. FF Meetings
• Lives/NC Ratio
• Professionalism
• Communication and Positioning of Expectations

Additionally, tune in to hear about the importance of coaching beyond minimums and explore the transformative potential of aspirational messaging. They also share insights about the dynamics of joint work and stepping outside of comfort zones.

While we won't give away all the nuggets of wisdom shared, expect to come away with actionable strategies for enhancing professionalism and scheduling more fact-finding meetings. Listen now for an episode packed with ideas to catapult your 2024 to new heights!

Episode Highlights:

05:00 - Be really direct with people. Be confident in the value that you're providing. The value is in the fact-finding meeting, not in that 15-minute introductory meeting. If you're really not wanting to waste people's time and you're wanting to add value, then just go ahead and book the fact finder. The other thing is that it extends the sales cycle. It adds an extra meeting.

08:13 - People don't like canned language, because if you think about the approach language that you're taught in training, it's less than 3 minutes long. The whole point of it is to open the door to the fact-finder right then and there, and people don't use that language. So, then they get lost. They don't know what to say. They don't know how to do it.

13:45 - Cross-selling really is the planning piece. It means that you're putting all the pieces in place. I think there’s a cross selling report that shows you of all the households that you have, how many have all the products. I'm always shocked and appalled really when I see that, at how few households have a full plan that covers all of the things that you can do for them.  

Contact

Heather Price Consulting