Videos
Training and coaching videos to help you master prospecting, phoning, and the sales process.
1 | The Value is in the Relationship | The Importance of New Clients
2a | Leveraging LinkedIn to Create Feed Lists
2b | Scheduling a Dedicated Prospecting Meeting
2c | Dedicated Prospecting Meeting | Sharing Your Vision
2d | Dedicated Prospecting Meeting | Positioning a LinkedIn Feed List
2e | My 1st Meeting Ever | Dedicated Prospecting Meeting
3 | Leveraging LinkedIn to Create Favorable Introductions
4 | Leveraging Facebook to Create Favorable Introductions
5a | Effective Language for Prospecting in Meetings
5b | Stressing the Nominator’s Importance
5c | Resseguie’s Pinpointing Questions: Social Butterfly
5d | Resseguie’s Pinpointing Questions: Wealthy + Generous
5e | Recollection Memory + Recognition Memory
5f | Tapping Into Recollection Memory: Sporting Event
5g | Tapping Into Recollection Memory: Skiing
5h | Prospecting for Direct and Contingent Beneficiaries
6a | Prospecting Objections | Let Me Talk to Them First
6b | Prospecting Objections | Let Me Put Together a List
6c | Prospecting Objections | I Can’t Think of Anyone
6d | Prospecting Objections | Let Me Talk to Them First and See
6e | Prospecting Objections | Let Me Wait to See What You Have
7a | Phoning a Qualified Suspect
7b | Phoning v A Good Friend
7c | Phoning | Warm Calling Alumni
7d | Phoning | Warm Calling Fraternity or Sorority
7e | Phoning | Calling a Client for a Review in Q4
7f | Phoning | Calling a Prospect to Revisit Planning Before Year End
7g | Phoning | Overcoming the Most Common Phoning Objections
7h | Phoning Objections: What Exactly Do You Do
7i | Phoning Objections: Already Have an Advisor
7j | Phoning Objections: All Set – Already Have Done My Planning
7k | Phoning Objections: Really Busy – Can You Call Me Back
7l | Phoning Objections: Wouldn’t Want to Waste Your Time
7m | Phoning Objections: Not Interested
7n | Phoning Objections: Can You Email Me Some Information
7o | Phoning Objections: Already Working with Someone from Your Company
7p | Phoning Objections: Receptionist/Assistant Answers
8 | Opening a LI Case v Death Benefit
9 | What Would You Want to Sell The House For?
10a | Opening a LI Case as an Asset Class for Wealth Accumulation
10b | Highest Tax Rates in Last 100 Years
11a | Opening a DI Case Supplemental
11b | Opening a DI Case Supplemental Psychology
12a | Discovery Agreement | Top Priorities, Budget, Next Meeting
12b | Discovery Agreement | "Velvet Covered Brick"
Pre Framing Prospecting with a Joint Work Partner
Approach | Their Frame of Reference & Their Expectations
The 3 Year Question
Teeing up a Joint Work Partner
Saver or Spender?
Fundamental Language for Asking about "Retirement"
Peeling Back the Layers of the Onion
Recapping the Feeling Part of the Factfinder
Transitioning from "Feeling Facts" to "Fact Facts"
Getting at Least Some Permanent
Executive Summary v Part 1
Executive Summary v Part 2
Medical Close Language
The Power of the Nominator
BONUS MATERIAL: Presence in the Moment
BONUS MATERIAL: The Best Investment You Can Make
BONUS MATERIAL: Goals vs Commitments Part I
BONUS MATERIAL: Goals vs Commitments Part II Follow Through Plans
BONUS MATERIAL: The Pursuit of Happyness
BONUS MATERIAL: Setting Up Your Environment to Create Success
BONUS MATERIAL: #OptimismWins
BONUS MATERIAL: Memories
BONUS MATERIAL: 31 in ’21 (Summer 2021)
BONUS MATERIAL: Get Out & Experience Stuff (Summer 2021)
BONUS MATERIAL: The Most Epic Starbucks Visit Ever