Client Building Essentials shows you how to harness the full power of the proven One Card System. Spend one weekend with these two intensive courses to gain the agency management fundamentals you need. Available as a one-year online subscription or on CD-ROM.
The One Card System is a proven success system. Created and validated by industry legend Al Granum, the OCS has never been equaled for the breadth of its systematic approach to agency management and its ability to develop top producers that keep on producing, year after year. Yet many agencies that implement the One Card System fail to achieve the standards set by Granum and thousands who have since proven the utility of the OCS. In Client Building Essentials, noted consultants Barry and Delia Alberstein explain that the manager makes the difference. If the One Card System is installed in an agency in which it is not properly supported by management, it will fail. Conversely, if management properly implements and supports the One Card System, the cycle of predictable sales success will deliver results you've only dreamed of until now.
Each course requires approximately two hours to complete. Absolutely the most intensive and effective management learning tool you have ever encountered. Why figure it out the hard way? Learn the secrets of the masters! Invest a weekend in these two cutting edge courses and reap the benefits throughout your career.
Course #1: Establishing a Client Building Culture - Client Building isn't a technique, it's a culture of success. Many agencies miss out on the power of the One Card System because they fail to establish the proper framework for Client Building to occur. You'll learn: how to get all of your producers, new and seasoned, excited about the OCS; how to integrate the OCS with your recruiting practices; five management meetings that grow producers quickly; how to implement Progressive Expectations; and much more. Includes a fully interactive case study module that test your Client Building Management skills, printable worksheets and study guides.
Course #1:Conducting Client Builder Meetings - The monthly Client Builder Meeting is a proven method for dramatically increasing production among your entire staff. But this meeting is dramatically different from the average sales meeting, and in many cases should not be facilitated by agency management! Learn the secrets to establishing and moderating Client Builder Meetings that work, including: qualifications of a Client Builder Meeting moderator; how, when and where to schedule meetings; the six essential elements of each producer's monthly report; how to interpret conversion and efficiency ratios; much more. Facilitate a virtual Client Builder Meeting in a complete interactive module; printable learning tools, producer worksheets and more.
BONUS! Client Building Essentials includes the entire OCS Essentials for Producers course library! OCS Essentials focuses on the essential elements producers must know to begin using the One Card System quickly and effectively. Much more than “text-on-screen,” OCS Essentials challenges your producers to immediately apply OCS concepts as they are presented. Includes prospecting simulations, sales language practice, how to process Suspects through the Card File Box, much more: a complete training system in five electronic courses for anytime learning. Perfect for the manager who needs to brush up his or her understanding of the One Card System, or simply wants to integrate the power of computer-based learning to their in-agency training program.
Course #1: Fast Start - The most efficient introduction to OCS activity management ever designed! This impactful introduction to the One Card System delivers the essential information producers must know. Designed for use by new and seasoned producers. How to set up the Card File; how to use Suspect and Prospect cards; technique and importance of using the Success Manual; much more.
Course #2: Time Management - Provides the basis for effective time use through the concepts of the Structured Day; Monthly and Annual Reviews; working with Sales Assistants; participation in Client Builder meetings; more.
Course #3: Prospecting & Approach - Obtain referred leads throughout the sales cycle; eliminate the risk of violating the “do not call” list; use proven sales language and practice exercises to master Six Step Prospecting, Three Step Promotion, Pre-Approach and Approach; more.
Course #4: Fact Finding - The 10-3-1 ratio reveals that for every ten Qualified Suspects you obtain and record, approximately three will provide full Facts and one will ultimately become a new Client account; much more.
Course #5: Closing & Delivery - The service process is closely related to the sales cycle. Additional sales effectiveness can be realized by mastering the Presentation, Delivery and Post Sales Service - critical elements that form the basis for subsequent needs-based selling and client building; more.
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