Voices of Integrity

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A podcast about Voices Of Integrity for Legacy Partners -  ActionVISION - Sales

Do You Have A Question / Problem?

Have You Benefited From These Podcasts?

What is your #1 thing to hitting your WOW income goal?

BACEE is your answer!

" You're going to learn SO MUCH, it will be overwhelming ... in a good way. BACEE is your secret recipe to achieving your WOW income goal in as little time as possible and working the number of hours you desire to work.  "

Learning

Questions?

You likely will need to watch this podcast a number of times. There is a reason this is the first video in the sales section. Why don't people DO BACEE? It TOTALLY comes down to people having a lack of discipline.
If you are only consistent on two things ... it's BACEE & then making the required phone calls EVERY DAY to achieve what you SAY you WANT.
Get your ARRT Mentor and your 2 ARRT Buddies to push you hard and set up strong consequences if you don't do this.  
Audio Podcast
Video Podcast

1. Cold Calling

1.1- Cold Calling ~ Jason Miller - It's a LOT Easier Than You Think.

" Would you be interested in learning how to earn over $250 an hour by making cold calls? "

Calling

Questions?


Jason Miller does an amazing job of sharing that the hardest part for him was just picking up the phone and making the call.

Take detailed notes from this podcast with Jason, not only on what to say but also on his fears and tips, like making one more call today than he did the previous day... and then JUST DO IT!

With whom will you share your daily goals for the number of calls to make?
Audio Podcast
Video Podcast

So .... what did you think about the training with Jason? Are you ready to just start making phone calls? :-) If you think you're ready ... jump in and start making calls.

2. Appointments / Set ~ Kept

2.1- Appointment Set - Kept

" OK ... great work you've set an appointment! Now what? We often think that if we set an appointment that person will show up, but often they don't. Why don't they and what can be done to help ensure that the appointment sticks? "

Meeting

Questions?

OK ... great work you've set an appointment! Now what? We often think that if we set an appointment that person will show up, but often they don't. Why don't they and what can be done to help ensure that the appointment sticks?
Mark shares his secrets which really do work. Listen ... great notes and then manage up/out to your ARRT Mentor and 2 ARRT Buddies and anyone else who would benefit from it.  
Audio Podcast
Video Podcast

3. 30 Minute Strategy Session (30 MSS)

3.1- 30 Minute Strategy Session (30 MSS)

" So... What is 30 MSS and What's in it for ME (WiiFM)? "

30 MSS

Questions ?

The 30 MSS will help us to connect with people faster and in less time and effort. We will know people at a much deeper level which will cause people to KNOW ~ LIKE and TRUST us more and do so much faster. If we are great stewards of their 7 T’s, we will develop life long, profitable partnerships and connections with far more people.

 Here is the Link to 30 MSS Document ~ click here ~
Audio Podcast
Video Podcast

4. X-Ray Interview

4-1: X-Ray Prep 

" You ALWAYS talk to the person who closed the sale so they can share with you any details of what was shared in the 30 MSS. "

30 MSS

Questions ?

Yes, still talk to them, even if you were on the 30 MSS. There is something magical about "The Sale" and a vision the person who made the sale had with the person they were talking with.

It's not just the data but the vision of what the client would receive. Everything needs to be in flow ... marketing / pre-sale / the sale and servicing.  
Audio Podcast in Development
Video Podcast in Development

5. X-Ray Review

5.1- X-Ray review ~ An amazing review!!! 

" So ... what happens after you get someone's biggest challenge (BC)? "

Master The X-Ray Review ... Master Sales

What's Next ?

So ... what happens after you get someone's biggest challenge (BC)? We do a 30 MSS (30 Minute Strategy Session) which often leads to a Business X-Ray sale. Kenny did a great X-Ray interview and got this set up for Mark to do the X-Ray review. 

Here is ~ click here ~ the MASTER REVIEW document to complete the X-Ray interview.

Print this off and closely follow it as you listen to a podcast and/or a live review.

Audio Podcast
Again ... To learn how to do the X-Ray review (very important to learn how to do this) :-) have this printed off when you are sitting in on someone's review and/or going through this / other podcasts. ~ click here for review document ~

> If you are doing an X-Ray review with Amish / someone who doesn't have access to Zoom to see everything, the Client will need to have a printed out copy of their X-Ray and Part 1 and Part 2.

Why didn't Mark close the sale right then and there? Great question that will be answered in the "Debrief of review."  

This X-Ray review really is magical. You can feel the energy and appreciation from the client as to how it is helping him to see new and exciting things which will help him become free of his full-time job and go full time in his own business. 
Video Podcast

5-1b: X-Ray Review ~ Debrief Of Review

" So ... before you watch / listen to this podcast, what did you think of the review of the X-Ray with the client? "

Remember

What's Next ?

So ... before you watch / listen to this podcast, what did you think of the review of the X-Ray with the client? It's important that you write down your observations, thoughts, insights and questions from the X-Ray review with the client before you watch this debrief. If you don't do this ... we may not know, but you'll not learn as fast and will wonder why you aren't seeing as fast as success. It's because you don't trust the integrity of the system and you don't listen and follow directions so well.

  
Normally we don't give people a workbook if we close them on taking the next step, and moving forward with ActionVISION. With this one, Mark decided to not recommend the ActionVISION as a solution ... yet.

The X-Ray workbook (Google Text Document) ~ click here ~
The X-Ray workbook (PDF document ) ~ click here ~

In most situations, Mark will close the sale of ActionVISION in the second 30 minutes of the X-Ray review. He goes to the following web pages and shows the client the different options. Great sales people study and know their product / service and how to sell it so work hard on knowing your product / service.
Audio Podcast

> Learn how to sell like Mark does

What Mark did is took his 30+ years of selling experience and put it into a website.  Study the website ... the flow of information and you'll learn how to seel like Mark does.  


       > 3 Steps ~ click here ~

Here is an example of a written proposal that can be used as a template, if needed. ~ click here ~ NOTE: It's important that we are attentive to the details in putting together a proposal. We do NOT want to have a client invest into a higher level / priced system than they can afford ... AND ... equally we don't want to put them in a level that doesn't do what they need done. 
Video Podcast

6. ActionVISION Sale

6-0:  ActionVISION ~ The Story ~ The Seed

Why is the history ... the story of ActionVISION so powerful to both sales and servicing of ActionVISION? When we understand the magic of "the seed" how something was conceived and created it has more meaning to us.

The more meaning something has to us ... well ... the better we can sell and service it.

Knowledge..


Imagine ... being a 19-year-old teenage boy and having that conversation with his mom. Imagine ... that 19-year-old boy keeping that seed in his mind and heart for 7 years and then that seed growing into what it has today. Imagine ... being a 60-year-old young man ... and remembering that as if it was yesterday ... and thinking about ... EVERYTHING that has happened between then and now.
Imagine ... you are gaining the benefit of 41 years of blood, sweat and tears ... sacrifices you will likely never fully appreciate. But the more you do appreciate it ... the more you will be able to LEVERAGE Mark's story, Mark's Work for 40+ years, Mark's Sacrifice, and the massive Risk that Mark took.
Audio Podcast
Tony Davis, Mark's first boss out of college, the President of Preferred Mortgage Associates (PMA) said to Mark as a sales manager. "Mark, you can set the table for the sales people, but they need to eat." Will you eat or will you not even realize the crazy amazing gift you have been given? It's our choice!
Video Podcast

6-1: ActionVISION Sale - Working on closing AV Sale

So ... is sales hard work? You bet it is! This is probably Mark and Luke's forth conversation with Fred. He actually says that he's ready to move forward with the sale and then he and his wife talk and he slides back to not being ready.  

Knowledge..


Selling ActionVISION ... selling any "high ticket item" takes hard work, great listening, amazing communications and a lot of persistence. One small mistake, and/or not asking the best questions in the best way and/or not listening well ... can cost you a sale and you likely will never even know what mistake you made so you can't learn from it.  
When you go through these lessons, block out EVERYTHING else so you don't have any distraction and you can pick up / learn everything ... even things you don't realize you are learning.   

7. ActionVISION Servicing

7-1: ActionVISION ~ WEEK 1

" This is an exciting moment for both our clients and us. It's getting started on helping our clients solve challenges / problems that they may have had for decades. Asking them questions to insure that we understand what they would like the experience to be, what they would like to specifically accomplish over the first 90 Days is really important. "

Solution?

[ ] - Strongly communicating with them on what they can expect and the process is important. Figuring out what they would like as a quick win and figuring out how to get that strong "first impression" is valuable for getting a strong foundation in place.
[ ] - What are the top three things they want to accomplish over the next 90 Days?
[ ] - What are some of the (7 things often) they would like in business and life included in their 12-month plan? 
So ... what do you think of these two podcasts that each were 30 minutes and back to back. It was both of their first coaching sessions that Mark did so you'll see some similarities and some differences.
Video Podcast
Audio Podcast

More

Oh ... did you notice that Mark gained trust and rapport before asking about the billing and when they were going to get that payment to us? It's very important to get payment obviously and to do so sooner rather than later.
Yes ... if you listen to these and get motivated to pick up the phone and cold call business owners, that's another benefit to these. Both of these started off with Marla just cold-calling them. They don't know us, they have never met us in person and there's only been a few conversations over the phone.
Get on the phone and talk to people to get their BC, leads to 30 mss and then X-Ray and then AV and then fun and cool life changing stuff for business owners and their families.  
Video Podcast
Audio Podcast

7-2: ActionVISION ~ WEEK 2

There will be certain things you do EVERY coaching session. For example:

  1. Asking them what they would like to accomplish in the session.
  2. Making it fun for them.
  3. Making sure you come prepared and focused on both short-term things which will make them feel good and then long-term things which will give them freedom.

Both of these clients were new clients and it was the second week Mark met with them. Seek to get into Mark's flow with the client ... where the client feels good about the session.  

Solution?

Learning how to write / communicate well is critical to your success as an ActionVISION. Mark wasn't a good writer, a terrible speller, and not good at grammar. He's still not great, but it seems like he does alright how did he learn how to do this? He did/does a LOT of writing and emails are a GREAT place to start. Put into written words what you saw and experienced with your ARRT Mentor and 2 ARRT Buddies.

OK, this second one happened right after the first one, back to back which proves how effective you can be with hard work. :-)

If you're in awe of Mark, don't be. You'll be even better than he is ... IF ... you work harder and really dig into the AV training certification. 

The more you listen to AV coaching sessions and THEN email / write what you see / understand the faster you'll get up to speed and the faster you'll surpass Mark in coaching ability. 
Audio Podcast
Video Podcast

Solution?

Yes, without question ... Mark knows a TON about, it seems, at times, everything in business. How did he acquire this knowledge, experience, and wisdom? Most of it came from just DOING, jumping in, and taking action. You can LEVERAGE Mark's knowledge, experience, and wisdom by listening to him and then DOING, and taking action. The debrief, after the coaching session ... What do you think about what is shared? How much did you see without having it pointed out to you?
It's interesting how Mark seems to have internalized 1:1 Wii-FM ~ click here ~ where he is continually seeking what's best for the client, those around him and himself as well.

 
Do you SEE how Mark is working to put the foundation in place to get every client to refer over $260,000 in new business over the next 15 months? Mark will lay out the path, he'll set the table but you have to eat, you have to follow the path.

Hmmmm ... I / we wonder ... what magical insights might there be in the white paper library that we're missing ... just because we aren't taking a few minutes every day to read and share what we learn with others from the white paper library?

Audio Podcast
Video Podcast

7-3: ActionVISION ~ WEEK 3

" Copy is in Progress "

Solution?


The Copy is in Progress
Audio Podcast
Video Podcast

Solution?


The Copy is in Progress
Audio Podcast
Video Podcast

7-4: ActionVISION ~ WEEK 4

" What does the baton relay have to do with business? From one Area of The 5/30 Grid, to the next Area in The 5/30 Grid is where there can be a dropping of the baton ... the dropping of the ball / servicing and that messes up the servicing experience ... i.e creating a RAVING FAN experience for the clients. "

Business

Solution?

What has the client heard in Area 1: Marketing, in Area 2: Pre-Sales, and Area 3: The Sale? That's what we need to be aware of when we service the client. 

 Remember the client often hears not what has been said, but what they want to hear. We MUST in servicing do a check (like they do in a doctor's office from one person to the next) to make sure we are hearing what the client wants / expects and needs.
This requires GREAT communications within the whole ActionVISION team AS well with the client to make sure we're all on the same page. Study / internalize Clear Communications white paper and also have the client do the same. This will not only help them get the most out of ActionVISION but will also help them in all areas of their business.
Audio Podcast
NOTES:
  • We're serious, get ActionVISION clients to read the white paper library and get them to get their employees to do the same.
  • ​As a Legacy Partner if you are not doing the coaching, but someone else is, you still MUST keep involved in the account ... bring value to the account or you'll lose the opportunity to do account penetration ... getting referrals, more business from that account. The white paper library is a great way to bring them added value and keep those who made the sale involved in the account and getting referrals.
  • ​   > Hmmm speaking of referrals ... is EVERYONE involved with the account asking for referrals to build a referral machine? If YOU / EVERYONE on the team is not DOING this then we don't have a deep knowledge of how to do it and those on the team, not doing this on a consistent basis should go back monthly or maybe weekly or daily and watch these videos again and again, over and over until we DO this as a reflex. Just saying!
Video Podcast

7-5: ActionVISION ~ WEEK 5

" Copy is in Progress "

Solution?


The Copy is in Progress
Audio Podcast
Video Podcast

7-6: ActionVISION ~ WEEK 6

" Copy is in Progress "

Solution?


The Copy is in Progress
Audio Podcast
Video Podcast

Solution?


The Copy is in Progress
Audio Podcast
Video Podcast

7-7: ActionVISION ~ WEEK 7

" Employees are often the biggest challenge that our clients will have. How do we help our clients develop systems to get the best recruiting prospects? How do we help them learn how best to interview hiring prospects, offer them positions, hire them, on-board them and then train and mentor them to become the most productive workforce in their industry."

BC

Questions?

Some of that is training them to do the work. Other parts of that may be introducing them to E-VA's "Executive Virtual Assistants to do the work on their behalf and sometimes the ActionVISION coaching team does some of the work.
Here is a most interesting podcast of us doing a coaching session for one of the new hires that we interviewed and helped a client hire. This was done 9 weeks after the person started. In an ideal world, it happened sooner. 
Do you feel the connection that Mark had to this person? This connection happened in one interview which was 30 minutes in length. Do you see the tools / systems Mark is promoting that will help the team members and the company in some crazy amazing ways?
Audio Podcast

Tools / Resources That Mark Recommended

> Podcast for Employee Career Enhancement ~ click here ~
> White Paper Library ~ click here ~
> Podcast Library ~ click here ~ 
Video Podcast

7-8: ActionVISION ~ Interviewing On Behalf Of Clients

So why do AV clients value our interviewing capabilities so much? Personality Masteries, without question, are powerful, but the questions and how we interview is also a part of the magic secret sauce.  

Knowledge..


Study these podcasts carefully, take notes the first time through and the second time just listen to Mark's energy as he seeks to get in flow with the applicant. LIsten deeply to not only Mark's words but his body language, his laugh, his tone ... how does he draw the applicant in and make them feel like they are the only person in the world?   
Audio Podcast
When you listen to the debrief, study how we prioritize hiring prospects and seek to all follow the same system so regardless of who is doing the interviewing, tracking of data, working the system it's all the same.  
Video Podcast

8. ActionVISION ~ Area 5: Client For Life

8-1: What happens when someone puts ActionVISION on hold?

This is an amazing podcast as it shows how clients actually want / expect some pushback if they put things on hold due to being too busy and will be disappointed if you don't give them some pushback.

What do you think ?

This is an amazing podcast as it shows how clients actually want / expect some pushback if they put things on hold due to being too busy and will be disappointed if you don't give them some pushback.
Mark pushes Willis, but doesn't, but does. Study WHAT he says and HOW he says it. The most important piece after someone puts their ActionVISION coaching on hold is that we have a clear plan with someone assigned as the person to continue to connect, bring some level of value, and draw them back into getting the coaching up and going again. This is as much of an art as it is a science.  
Audio Podcast
Video Podcast

Summary:

Which of these four shapes would you tend to like the most? A cube, a pyramid, a wavy line or a ball? Which of these four things would cause you the most frustration in any area of life ... Out of Order, Out of Control, Boring / Not Fun, Conflict with others?

If you chose the Ball and/or Conflict with Others, you likely will be the amiable personality. What does that mean? It may mean that one of your strengths might be your concern and compassion for people ... and maybe a weakness you may have is ... well ... your concern and compassion for people. See ... our greatest strength, is often our greatest weakness and our greatest weakness is our greatest strength misapplied. It's taking our strength too far. As we learn more about ourselves ... we better understand others as well.
Join the Life GPS web mobile app to learn more.

This Podcast will encourage you and help you heal!!!

9. Additional Lessons

9-1: Affluent & Influential ~ Connecting With High Level People

" Are you looking to grow your business faster? Would you like to work with wealthy (affluent) and powerful (influential) people? Mark shares his many experiences on how to work with affluent & influential people.  "

Growing

What do you think ?

Are you looking to grow your business faster? Would you like to work with wealthy (affluent) and powerful (influential) people? Mark shares his many experiences on how to work with affluent & influential people.

Pay close attention, take great notes, internalize and understand how significant this likely will be to achieving your goals. Hopefully as a reflex you are sharing it with your ARRT Mentor and 2 ARRT Buddies. As we help others see greater success ... we will see greater success ourselves.

Audio Podcast
Video Podcast

Summary:

Which of these four shapes would you tend to like the most? A cube, a pyramid, a wavy line or a ball? Which of these four things would cause you the most frustration in any area of life ... Out of Order, Out of Control, Boring / Not Fun, Conflict with others?

If you chose the Ball and/or Conflict with Others, you likely will be the amiable personality. What does that mean? It may mean that one of your strengths might be your concern and compassion for people ... and maybe a weakness you may have is ... well ... your concern and compassion for people. See ... our greatest strength, is often our greatest weakness and our greatest weakness is our greatest strength misapplied. It's taking our strength too far. As we learn more about ourselves ... we better understand others as well.
Join the Life GPS web mobile app to learn more.

This Podcast will encourage you and help you heal!!!

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The Voices of Integrity Podcast caters to visionary individuals, covering a wide range of diverse subjects.

What You Will Experience On This Podcast:
How To LEVERAGE Talents
How do we LEVERAGE in a positive way, everyone in our lives for mutual benefit?

How To LEVERAGE Systems
How do we build the right systems to LEVERAGE our passions, our life vision and all other systems for success?
How To LEVERAGE Networks
You are LEVERAGING your networks and the networks for those around you for everyone's mutual success?  
Voices Of Integrity . . . It is being designed and engineered to help you deeply understand "INTEGRITY".  

TABLE OF CONTENTS

~ Table Of Contents - click here for direct link ~

2. Appointments / Set ~ Kept

3. 30 Minute Strategy Session (30 MSS)

4. X-Ray Interview

5. X-Ray Review

6. ActionVISION Sales

7. ActionVISION Servicing

8. Client for Life

9. Additional Lessons

10. Other Topics