Training Programs: Field Wholesalers

FastTrac: Advanced Interview Skills
view pdf | register today

Day One—8:00 am – 5:00 pm

I. Introduction

• Current Research / Ignites Study
• Levels of Learning
  

• Sequoia System Foundations
• Sequoia System Beliefs
• The Sequoia Sales Process
  

III. Portfolio Review – Benchmark

• Video Role Play / Feedback

IV. Portfolio Objectives

• The 6 Questions

V. The TalkTrac

• Types of Questions

VI. Existing Client Interview

• Video Role Play / Feedback

VII. Interview vs. Interrogate

VIII. Effective Listening

• Marginal, Evaluative, Active

XI. New Client Interview

• Video Role Play / Feedback
  

Day Two—8:00 am – 3:00 pm

I. Question / Probe / Probe

II. Needs / Solutions Matrix

• Business Development
• Practice Management
• Professional Development
• Managed Money Solutions
  

III. Advanced Preparation

• CSI Research

IV. The Elevator Speech

• Exercise and Role Play

V. Center of Influence Interview

• Video Role Play / Feedback

VI. Final Interview

• Video Role Play / Feedback

VII. Closing Thoughts and Recap

VIII. Sequoia Challenge

• Implementing Change
• Takeaways