Training Programs: Field Wholesalers

Core: 80/20 Wholesaling

Program: Agenda
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Day One—8:00 pm – 5:00 pm

I. First Thoughts

• Program Objectives & Agenda
• Great Truths
• Sequoia Foundations

II. The Target Marketing Process

• Segmenting Your Existing Clients
• Ideal Advisor Profile
• Ranking Prospects
• The Time Bank
• The Value of Your Time
• Defining Levels of Service
• 80/20 Fiscal Management

III. Day One Conclusion

• Recap & Takeaways
• Evaluation

Day Two—8:00 pm – 3:00 pm

I. Second Thoughts

• Objectives & Program Agenda

II. The Territory Management Process

• Business Planning and Goal Setting
• Zone Development and Analysis
• Scheduling Best Practices
• Working With Your Team
• The Sequoia Daily Point System

III. The Sequoia Sales Process

• An Introduction

IV. Program Finish

• Recap &Takeaways
• Forward Steps
• Evaluation