Power Selling Tool 2

Client Project Dashboard

This tool works like the pilot’s dashboard of gauges that monitor the journey.

Why Use This Tool?

The more successful an agent becomes the more things can get out of hand or lost in the chaos.

Agents who have used this tool for decades have significantly elevated their income over the years at an exponential rate. This is because the always know where to put their attention at any one time. That means which clients to focus on and which to not. Making good choices moment by moment is what this tool makes possible.

Pilots are trained to scan their dashboard every thirty seconds or so. Because of the risky nature of flying a giant machine at a great altitude they are forced to continuously put their attention on their intention to arrive safely and on time. They do this because they have gauges and other tools for inspection. This is the selling agent’s dashboard.

When some more experienced agents start using this tool they begin to remember the deals they had forgotten about and were not putting much attention on. With this tool, nothing gets lost and the right opportunities get the right amount of attention when most needed. Putting your attention on your intention through inspection keeps you on track.

How This Tool Works?

With this tool, you know where to put your attention and how much to invest in an opportunity.

Pilots use basic measurements to calculate adjustments in their flight plan. They measure things like wind speed, air temperature, altitude and fuel supply. With this tool agents measure for each client project opportunity the income to them, the value of client relationship, probability and timing.

This may not seem like a lot to measure but when there are a great many opportunities on the board in some stage of development from potential, to possible, to prospective, to probable to predictable and actual, this is all the information an agent needs to make their best choices about which actions to take and when.

Since, like everyone else from a homeless person to a billionaire, a selling agent has 168 hours in a week and no more or less, they must make well informed choices in the moment often at high velocity with great precision. Failure to this means missed opportunities, a reduction in income and less future business.

What This Tool Contains?

There are six major phases to client project management and four key metrics.

• Phase 1 – Potential: Invitations These are opportunities for which an invitation to meet has been offered but not accepted.
• Phase 2 – Possible: Meetings These are opportunities for which a meeting has been scheduled or completed.
• Phase 3 – Prospective: These are opportunities for which a proposal has been requested or presented.
• Phase 4 – Probable: These are opportunities for which some agreement to launch a transaction has been signed.
• Phase 5 – Predictable: These are opportunities under contract and on their way to closing.
• Phase 6 – Actual: These are completed projects that can generate repeat business and referrals.

There are four metrics used in making smart choices: 1)Income 2) Relationship 3) Probability 4) Timing.

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