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BGM Home | SA Boot Camp | SA Boot Camp Agenda

Sales Assistant Boot Camp
Course Schedule

Tuesday  
8:00–9:00am Welcome, Introductions and Orientation
 
  • The Role of a Sales Assistant
 
  • The Value of the Advisor’s Time
 
  • Building a Five Million Dollar Team
9:00–10:00 System Overview
 
  • Finder
 
  • Maintain Contact Group
 
  • Scheduler
 
  • Info sheet
10:00–10:15 Break
10:15–11:30 System Overview (Continued)
11:30–1:00pm

Lunch

1:00–2:00 Client Marketing
 
  • What is Client Marketing?
 
  • Keep What You’ve Got
 
  • The Client Asset Acquisition Formula
2:00–2:45 Scripts
 
    • Why You Have to Use Scripts
 
    • How to Develop a Good Script
2:45–3:00

Break

3:00–4:15 How You Sound
 
  • Elements of a Professional Sound
 
  • Use of a Tape Recorder / Digital Recorder to Verify Correct Sound
4:15–5:00 Client Marketing Script Writing and Role-Play Rehearsals
             Homework: Finish working on Scripts for calls the following day.
   
Wednesday  
8:00–8:30am Script Review and Call Prep
8:30–10:00 Supervised Daytime Client Calls
SAs make actual daytime calls to list provided by Advisor.  Three-Step Client Contact Script is used.  Intensive Supervision.  Calls are taped for critique purposes.
10:00–10:15

Break

10:15–11:30 Review and Critique
Under instructor’s supervision, SAs listen to tapes of actual calls and identify what’s right and how the calls could be improved.  Purpose is two-fold:  to help SAs correct their own calls, and to enable them to correct the calls of others.  (Because many Advisors will hire several callers in later months, SA will be trained to supervise and help those callers.)
11:30–1:00pm Lunch
1:00–2:45 Prospecting Strategy
          • Recipe for Prospecting and Sales Success
          • The Do Not Call Laws
          • Creating and Sustaining the Advisor's Three Identities
          • Promote Referrals
          • Develop Strategic Partnerships
          • Ask Key Clients for Introductions
          • Develop Your Contacts
          • Develop Your Connections
2:45–3:00 Break
3:00–5:00 Prospecting Strategy (Continued)
  • Mass Marketing
    • Campaigns
  • Lead Processing
    • Speedbuttons
   
Thursday  
8:00–9:00AM Prospecting Strategy (Continued)
  • Lead Development
  • Questionnaire selling
    • More on Info sheet
    • Forms and Reports
9:00–9:30 Group Prospecting Strategy Presentation Overview
9:30–10:30 Group Prospecting Strategy Presentation Preparation
SAs work as small teams to create a marketing plan taking advantage of the Do Not Call Laws.
10:30–10:45 Break
10:45–11:30

Group Prospecting Strategy Presentations

11:30–1:00pm Lunch
1:00–1:30 Prospect Script Writing and Role-Play Rehearsals - Script Review and Call Prep
1:30–2:45 Supervised Daytime Prospect Calls
SAs make actual daytime calls to list provided by Advisor.  Modified version of Tax-Free Municipal Bond Scrip or other customized script is used.  Intensive Supervision.  Calls are taped for critique purposes.
2:45–3:00 Break
3:00–3:45 Review and Critique
Under instructor’s supervision, SAs listen to tapes of actual calls and identify what’s right and how the calls could be improved.  Purpose is two-fold:  to help SAs correct their own calls, and to enable them to correct the calls of others.  (Because many Advisors will hire several callers in later months, SA will be trained to supervise and help those callers.)
3:45–5:00 Marketing Plan – Round Table and Preparation
SAs will provide their Advisor with a written plan regarding Client Marketing, Prospecting, number of new accounts within the next 12 months, etc.  Instructor is available for one-on-one coaching sessions regarding the Marketing Plan and  any items discussed during the course of the Boot Camp.
             Homework:Put together Marketing plan for presentation and discussion.
   
Friday  
8:00–9:00am Marketing Plan – Review
SAs will provide Instructor with a printed copy of the Marketing Plan.  Upon returning to the office, the SA will debrief the Advisor and present the Marketing Plan.  30 days after this debriefing, the SA and the Advisor will provide the Instructor with an updated version of the Marketing Plan.          
9:00-9:45 Advisor Briefing Checklist
9:45–10:00

Question and Answer Session

10:15–11:30 Filling the Gaps
11:30–1:00pm Lunch (Provided by BGM)  
1:00-2:30 Sales Assistant Game Time
SAs will participate in an interactive game that will test the knowledge and skills they gained during their participation in the Boot Camp.
2:30–3:00 Wrap Up

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