00:03:41 Murray Beaulieu: Defining the process 00:03:53 Chad McAllister: More confidence on discovery calls, moving to the close 00:03:54 Kim: I don't actually have one 00:04:02 Bob Moore: qualifying all the leads 00:04:02 Lysette Offley: Closing financial advisers, who do’t even turn up for the Zoom call they booked!! 00:04:05 Pam Warren: I get the meetings and we are chatting but nothing much transpires afterwards 00:04:27 Robin: would like to see it please 00:04:36 Shannon Wright: I don't have one either 00:04:42 Randi Stillman: How to identify pain points & potential opportunities 00:05:11 Bob Moore: Made a sale to an dormant client that my 1st degree campaign awakened. The project launches next week. 00:06:10 Lysette Offley: That would be nice!! They won’t commit on the call 00:06:25 Randi Stillman: Calibration & nature of follow ups when I’m developing a consultative relationship so I’m on the radar screen when they’re ready 00:06:59 Murray Beaulieu: Pam same here 00:07:39 Randi Stillman: Delivering the most compelling proposal, since a proposal is a key selling point for a team 00:07:59 Robin: having a clear moving forward path 00:08:28 Robin: identifying prospects and where they are in the life cycle of the business 00:10:51 Randi Stillman: Yes, figuring out the “right” follow up sequence that’s personalized for a prospect’s buying journey 00:15:45 Randi Stillman: Everyone, I need to hop off in a few minutes for a Discovery call (& hope to make an emotional connection)! Don’t want to miss this important session, so I’ll catch the recording 00:16:14 Chad McAllister: @Randi -- have a great discovery call! 00:17:11 Randi Stillman: Thanks! It’s very natural to me-it’s the followup & selling that is the big challenge 00:21:50 Kim: Hey Lysette, what about writing someething like three ways you're sabotaging your XXXX 00:22:02 Lysette Offley: Thanks Kim. Good idea 00:22:24 Lysette Offley: THere’s a bit of that in any latest short video 00:22:27 Lysette Offley: i’ll expand on it 00:23:23 Shannon Wright: Isn't there a stat that says you have to hear something 7 times before getting the idea? 00:23:41 deannawalsh: 1. You don’t know what’s going on in THEIR life 00:24:02 Chad McAllister: Active Campaign is the inexpensive version of InfusionSoft -- I love AC. 00:24:49 deannawalsh: 2. It takes us back to “If your prospects don’t reply to your messages, it doesn’t mean they aren’t listening” 00:26:43 Lysette Offley: And your suggestion about The Active Marketer course was brilliant, thanks Chad. Looks like I'll be needing it. 00:26:59 Chad McAllister: :) 00:28:05 Kim: trevor do they select a path on the site and then get messaging that plays to their avitar? 00:31:18 Lysette Offley: I created a quiz and follow up video about: Which mistake do you make when revising for exams. I could do the same for Self Sabotage Strategy Scuppering your Success (There’s that word again Moniera!!) 00:35:29 Chris Magill: stop lying Murray, your page is fine 00:37:51 Randi Stillman: Sorry to interrupt–my prospect was a no show, ha! 00:52:37 Randi Stillman: I recommend standing! I did when I delivered my first webinar 00:53:02 James: @lysette, Have you considered /tried offering a discount to immediate purchasers (obviously backed by a refund gaurantee)? 00:53:06 Terry Coker: Another good call today everyone! I have a candidate call at the top of the hour…. Bye for now !! 00:53:54 Chad McAllister: My favorite standing desk -- have 4 of them. $299 each. https://www.autonomous.ai/standing-desks/smart-desk-2-home 00:54:34 Randi Stillman: Thanks, Chad . . . another item to add to my business success wish list! 00:54:52 Lysette Offley: Hi James. I can’t really offer a refund if I’ve spent a day with them 1 to 1 as well as all the other support. And I’m told (though I haven’t tested it) that with my target audience (financial advisers) they don’t respond well to that approach. But hey! I’m willing to try anything. 00:58:49 Randi Stillman: Is that list accessible in esm_sales? 00:59:13 Kim: Thanks for that Deanna. Have a lovely day everyone. I have to go hop on another call. 00:59:46 Chad McAllister: Love the ideas. Thanks @Murray for sharing your sales call process. Time for another mtg :) Be well! 01:03:15 Shannon Wright: I created a video about wha the proces 01:03:33 Murray Beaulieu: excellent Shannon 01:04:52 Randi Stillman: Is this process (what you will get) document something you’d consider proprietary or something you would readily share as you build authority? 01:06:38 Shannon Wright: Great share. Good to lay it out step by step 01:07:43 Lysette Offley: Really sorry - have to go. Thank you all very much. :-) 01:09:14 Randi Stillman: Murray, have you considered doing a local group gathering to introduce your concept? Perhaps a webinar for the commercial RE peeps? 01:09:52 Randi Stillman: What Trevor is describing . . . 01:10:06 Pam Warren: Have to go but it's looking good so far Murray. Let us know how it progresses. Bonne chance 01:10:48 Randi Stillman: And send sorry you missed this, so they can still engage 01:19:11 Randi Stillman: Robyn, that’s a great approach w/out being threatening or sales! 01:19:24 Randi Stillman: salesy