Client Contact Manager

These three tools work together to generate, operate and regulate high performance selling.

Got The Wrong Tools For the Job?

Selling agents are notorious for making one of two fatal mistakes. Thinking they can cruise through their career with no tools for the job and thinking they already know it all and no one can tell them anything. That is one extreme. The other is the selling agent who is constantly immersed in every book, tape and online webinar who relentlessly sifts through mounds of concocted tactics, techniques and tricks hoping to find the right solution to the challenge of selling. The truth is both are absolutely right. As a matter of fact they are dead right. At the same time both are absolutely dead wrong.

Get The Right Tools For The Job!

The agent who is continuously looking outside of themselves for the answers will never find them because the only answers that will ever work are the ones the agent already have within themselves. The guy who thinks he has all of the answers and knows better than anyone else need to start listening and learning not more ideas from the outside but from the inside – listening to themselves. Power Selling Tools will help every agent find the answers from within themselves and at the same time shut down the need to know everything, come to see they know nothing and that can be a very good thing.

Power Selling Tool 1: Client Based Data

Plan Activity For the Week

Many selling professionals find themselves in one of two places. First they are starved for new leads and can’t seem to identify viable opportunities. Second they may be drowning in a very unstructured data-base that makes no sense from one call top the next and all an agent can do is hope to get lucky. But a sustainable high performance selling game cannot be built on luck.

This Power Selling Tool gives agents the ability to carve out of their data-base precise groups of client suspects who are grouped by certain criteria such as location, product type or more specific criteria such as length of ownership etc. This makes a number of key things possible.

• First, the call session are smother and build call to call because the similar criteria makes calling more focused on common issues.
• Second, preparation for call sessions becomes more focused, more gets done in a lot less time and calls become a lot more productive.
• Third, keeping track of results, next actions, messages left and other details makes managing each list a better regulated system.

A Targeted Suspect List is simple to build, simple to use and simple to manage once a call session has been completed. The results of the Targeted Suspect List feed into another power selling tool called the Client Project Dashboard.

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Power Selling Tool 2: Property Based Data

Manage Activity Moment By Moment

Many selling professionals find themselves in one of two places. First they have too many deals in the works to continue to generate and end up with a looming whole in their game. Some deals get lost in the process. Some get overlooked causing client distress and disappointment which all leads to a major decrease in momentum and an unnecessary  drop in income.

This Power Selling Tool gives agents the ability to know where the money is and in some cases create money out of nothing that would otherwise never have existed. Like pilots agents put their attention on the intentions through inspection of the dashboard. This makes a number of things possible:

• First, agents know where they stand at all times and because of that can take actions as the challenges and opportunities emerge.
• Second, are able to scan their dashboard and find the best client-projects to focus on which will make the most money the fastest.
• Third, agents see problems in pipeline management coming toward them long before it is too late to do something to rectify the problems.

A Client Project Dashboard managed and up to date every day will ensure that the agent does not miss and deals, focuses on what is most important in the moment and is better able to generate greater income because they have their full attention on their game.

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Power Selling Tool 3: Company Based Data

Know Where You Are At All Times

The Targeted Suspect List is able to carve out highly focused prospecting efforts. These feed into the Client Project Dashboard. This in turns gives the Tactical Game Designer the actual information it needs to guide the agents to take actions in accord with what is needed in order to fulfill or exceed their intentions for the quarter, for the rest of the year and for the launching of the following year of results.

This Power Selling Tool gives agents the ability to tactically design an entire year of results by showing the stepping stone metrics needed to be fulfilled and achieve their intentions. Agents know that much of what they do today will turn into income in the future. This makes a number of key things possible:

• First, agents have a clearly achievable flight plan that will get them to the objectives they seek to achieve.
• Second, agents are able to see where they need to increase their attention in order to keep their forward movement on track.
• Third, gents are able to significantly increase their income year after year because they are taking actions this year for the next.

A Tactical Game Designer is easy to maintain on a weekly basis so agents know they are always on course or if not, they know what they need to do to get back on course. This gives them peace of mind and power to be stronger in their client interactions.

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