Training Programs: Internal Wholesaler

Core: 80/20 Internal Wholesaling

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

• Core Competencies
• Sequoia Foundations and Beliefs
• Sales Process Overview

II. Target Marketing

• Segmenting Advisors and Prospects
• Identifying Top Prospects
• Ideal Advisor Profile
• Prepared Interview Questions
• Interviewing Best Practices

III. Territory Management

• Allocating Your Time
• Defining Rotations and Zone Coverage

IV. Day One Finish

• Recap
  

Day Two—8:00 am – 3:00 pm

I. Second Thoughts

• Day Two Overview

II. Territory Management (Cont.)

• Scheduling Best Practices
• Structure of a Day / Week / Month

III. Communicating Your Value Proposition

• Company, Product and Self Profile
• Positioning Statements
• Personal Value Proposition
• Call Objectives, Activities and Events Inventory
• Developing Call Objectives
• Prepared Talking Points

IV. Action Steps

• Takeaways
• Priorities and Next Steps