Module 1: Introduction and key characteristics
- CARING ATTITUDE
Action steps: Articulate the signs of caring
Outcome/win: Feel that people know you care - DISPLAYING EMPATHY
Action steps: Develop & describe ways to show empathy
Outcome/win: People know you understand their pain - CONVERSION STORY
Action steps: Create and revise your story
Outcome/win: People will identify that your are like them - ENERGETIC MANNERISMS
Action steps: what works to communicate energy
Outcome/win: People will see how motivated you are - SHOWING PASSION
Action steps: Learn how to demonstrate passion
Outcome/win: Using voice, tember and jestures to communicate
Module 2: Questions & Active Listening
- QUESTIONS AND ACTIVE LISTENING
Action steps: Practice script questions and follow up questions
Outcome/win: Get to the heart of the prospective client’s concerns and why
Module 3: Personality Types
- ACCESSING PERSONALITY TYPES
Action steps: Learn 3 ways to categorize personalities
Outcome/win: Be able to identify how to relate to your prospect - DEALING WITH DIFFERENT PERSONALITIES
Action steps: Practice how to respond to different personalities
Outcome/win: Describe how you work with different kinds of personalities
Module 4: Motivation, Inspiration & Storytelling
- MOTIVATION TRAITS & INSPIRING ACTION
Action steps: Learn key questions to motivate prospects
Outcome/win: You will know how using questions, & follow up questions causes postive outcome - STORYTELLING TECHNIQUES
Action steps: Understand the 6 kinds of storytelling
Outcome/win: Develop two stories to illustrate a key concept or point
Module 5: Details that Count
- DISPLAYING SELF-CONFIDENCE
Action steps:Practice 4 ways to display self confidence
Outcome/win: Comfortable that people observe your postitive demeanor - APPROACHABLE PERSON TRAITS
Action steps:Learn how to be approachable
Outcome/win: Know that the ways you act endears people to you - PERSONAL APPEARANCE
Action steps:Focus on hair, makeup, clothes, color
Outcome/win: You will project a professional and integrated image - BODY LANGUAGE
Action steps:Practice standing, sitting, jesturing to be consistent
Outcome/win: You will communicate a consistent message with your body along with your speaking and listening - SPEAKING STYLE
Action steps:Practice pacing with your prospect
Outcome/win: Your prospect will feel comfortable and aligned with your speaking pattern and their pattern
Module 6: Elements that Make a Difference
- EXPERTISE DEMONSTRATIONS
Action steps: Articulate enough but not too much expertise
Outcome/win: Use just enough information to highlight your expertise and gain respect - OFFICE/SCREEN ENVIRONMENT
Action steps: Identify the important factors to send a consistent message
Outcome/win: Maintain and use a checklist of office and screen enviornments - TECHNOLOGY USES/ALTERNATIVES
Action steps: Learn programs that make it easier for prospects to communicate
Outcome/win: Ability to plan ahead to meet client needs and expectations
Module 7: Interaction Mistakes & Wrap Up
- AVOIDING INTERACTION MISTAKES
Action steps: Remember what doesn’t work
Outcome/win: Planning ahead will help you avoid making mistakes and miscommunication
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Key Elements
- Training on Tuesdays noon paciific LIVE for 7 weeks
- Group Coaching Wednesdays noon pacific LIVE
- Ask Me Anything Fridays noon pacific LIVE and ongoing
- Handout of all lessons supplied in advance for note taking
- Private Online Group for homework posting and commentary
- Private coaching one day in person for top performer (voted by peers) in each group of 5
- CFP CE Credit for three hours of CE upon passing quiz at end of lesson
- All lessons captured via video and sent to participants the same day
- Copies of all previous questions answered on Ask Me Anything plus notes with the answers
- Monthly accountability calls after completion of course
Important Elements
- Need to attend LIVE if at all possible
- Need to take quiz for each lesson to gain CE credits
- Need to finish homework and post before next session
- Need to attend coaching Live if possible