Training Programs: Field Wholesalers

High Impact Appointments

Course Overview

A typical sales professional conducts hundreds of meetings every year. In point of fact, those hundreds of meetings are actually comprised of 8 – 10 specific meetings done multiple times. For most organizations, 3 or 4 particular meetings produce the highest impact when measured against advisor commitment to future business. In order to maximize the result from every effort, the high impact appointment cannot be left to chance.

High Impact Appointments addresses the process and routines required before, during and after these select appointments, resulting in better execution, stronger commitment and more business.

Among the topics covered during the program are:

• Inventory of Appointments: High Impact Filtering
• Excellence in Preparation: Checklist Criteria and Questions
• Interview Best Practices
• Organizing Your Message: Prepared Talking Points
• The Scripted Close
• Excellence in Follow -Up: Sustaining Top of Mind, Contact Matrix
• The Value of a Day

We conduct open enrollment programs at our corporate headquarters in Naperville, IL. Each program accommodates anywhere from 10 to 24 sales professionals from a variety of financial services firms. This variety provides a unique opportunity for the exchange of individual best practices. One of the benefits of an open enrollment program is convenience.