Day 1 What It Means to Be a Peak Producer 1 fileDay 1 Peak Producers Working by referral: a...

1Day 1

What It Means to Be a Peak Producer

2 © 2012 Buffini & Company. all rights reserved.

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Peak Producers

What Is a Peak Producer?

Peak:

The _____________ level or _____________ degree.

The developmental sequence

Licensee agent Peak Producer

____________________ ____________________ _____________________

____________________ ____________________ _____________________

____________________ ____________________ _____________________

____________________ ____________________ _____________________

Producer:

One who ___________, brings about or __________ _____________.

a Peak Producer Has:

• _______________

• ___________________

• _______________

© 2012 Buffini & Company. all rights reserved. 3

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Peak Producers

The Journey of the Typical agent

This program will:

• ________________ your enthusiasm.

• _____________ your skills.


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exposing the seven Major Threats to Peak Production

➊ No system for generating ____________

➋ Difficulty weathering the emotional

____________ and ___________

➌ Not ______________ ________ amongst

the competition

➍ Lacking ______________ and

___________ management

➎ The ____________ to manage cash flow

➏ Not acquiring the __________ the

market ______________

➐ Lack of consistency on an ____________

____________


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The core Fundamentals of Business

Your Business

_________________

_________________

_________________

_________________

________________ ________________

conclusion:

The Big Idea for small Business is…

customer service is your _________;

sales & Marketing is your _______________!


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Your Business

__________________

• _______________

the leads

__________________

• _____________

the clients

__________________

• _______________

the business

The Three Hats You Wear


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The Three Hats You Wear

ceo/rainmaker

• Establishes the ___________

• Makes Sales & Marketing a ________ _____________

• Maintains a ___________ _____________

coo/dealmaker

• Develops the skills of a _________ ___________________

• ________________ clients into __________________

• ________________ time and energy

cFo/Moneymaker

• Takes _______________ _____________ of the business

• ___________ _______________ and ______________

• Weighs the ______________ __________________ of all ________________/

opportunities


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Transactional approach vs. relational approach

Transactional relational

Focuses on the ___________ Focuses on the _______________

Short-term ______________ Building a business for the

________-__________

Meets the ___________________

need

Meets the _________________ and

the transactional need

Cashes a ___________ Creates an _______________

Mindset of a ___________________ Mindset of a ____________________

Each year is ___________ Enjoys the ___________________

effects

What kind of rainmaker are You Going to Be?


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What kind of relational approach are You Going to Take?

Word of Mouth vs. Working by referral

Word of Mouth Working by referral

__________________ __________________

__________________ __________________

__________________ __________________

__________________ __________________

• Word of Mouth

• Working by referral


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Working by referral:

a consistent level of contact _________ and ________ for the people

in your database, leading to a steady stream of _____________

business and ______________ to their friends and associates.

assembling Your database

• a database is not a ________________

__________; a database is a list of

____________________.

– _____________ clients

– ___________ clients

– Sphere of ______________

– ____________ and _____________

– ___________ ___________

– ______________ relationships

– _____________ _______________


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using conventional Methods to Grow Your database

• ___________ call

• ___________ time

• Open ____________

• ___________ call

• ___________-in

• ___________ lead

other Ideas

• Office _______________ plan

• The change of ________________ card

• House _______________ party invite list

• ___________ Campaign


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Joe’s Take on What it Means to Be a Peak Producer


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acTIon sTePs

➊ assemble your ________________.

➋ ___________ ”assembling your Database” webinar

___________ or listen to the CD.

➌ Make a ______________ entry.

If you already have a database:

➊ Make a list of _________ and

_________ clients.

➋ List your _____________ of

influence, ______________

and family, social circles,

business ________________ and

____________ network.

➌ Get proper ____________,

phone number and email

for each.

➍ Cross check with

your ____________

______________________

System, if applicable.

If you’re new to the business (or new to the area):

➊ Get a pad of ___________

and pen.

➋ Find a ____________ spot.

➌ Identify 100 relationships –

retrieve data from various

sources:

a. your _________ phone

b. Past deal ___________

c. ____________ home phone

book

d. __________ _________

e. ____________ websites

➍ Follow up to get correct

____________, phone number

and ________ for each.

Peak Producers

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