Episodes 16 - 20

We talked about a couple of examples of cases Will had, one where the points resonate really well where the client finds it interesting. We're using adaptive language, adapting to the setting, making points that would resonate in her world. And she says yes let's meet two days. Can I come in in two days. Tom and Will talk about why these points resonated the reason things went the way they did versus another case where it wasn't a fit in how the joint work rep really wanted it to be a fit. Where the rep is saying no we must make this work and yet it really didn't work. So the point is knowing where it's an opportunity and staying in our sweet spot and making things work. So that was really, really good.
Tom then goes through his benchmarking around some of the things that are important, maintaining high activity, and then some of the things that were good about that that help us build the business. Then some of the things that can create challenges and how Tom got himself to learn ways to do things that worked for him. Eighteen meetings a week was one, he worked on five on Monday, four on Tuesday and Wednesday, three on Thursday, two on Friday. He could work with that. That was the way it worked for him. Phoning was something that he would keep phoning when he was on a roll and then he didn't have to phone every day. Just a few things he did, one of the key things being minimum acceptable week. And for Tom 25 years ago that was $10,000 a week no matter what, every single week. And what did you have to do, he had to plant, feed, and then harvest. It forced him to not harvest too much at the end of the year award year, to keep planting seeds. So he didn't start the next year in a hole when he had an even bigger goal.
Tom talks about how he wrote 260 lives, 150 another time. Arranging his schedule to be able to continue to build and grow and meet that minimum acceptable week. He talks about a blog from Ben Carlson about the tyranny of the benchmark and how it leads to moving the carrot as Tom calls it. It's standardized tests being one example, leading to behavior of incentivizing the incorrect thing instead of a student's learning. Lots of great takeaways here about how to use benchmarks productively, how to stay in our sweet spot and how to not make something there that isn't. It's about finding opportunities and working within our sweet spot giving it our all but not forcing it when it's not there. That's the key take away.

Tom goes through some specific examples of asking the next question in a specific and purposeful way and , probing until you know, Tom goes through several examples of real world cases where being intentional and specific in fact finding makes all the difference.

We are super excited to be releasing today's episode, Episode 18, Prospecting Up Part 1, the first in a two-part series about the most important topic for all of us in growing our business...
We recorded this as a two-part series because it is so important and we believe there is a great need to go deep on this topic.
In preparation for these episodes, Tom spent 9 hours thinking and writing about what has helped him prospect up, how it works, why it works and how to help all of us become more skilled at doing so. We believe this will be the best content ever created about prospecting in general, and more specifically in prospecting up.
In our conversation we cover Mindset regarding prospecting, what is happening in brain of the introducer when we ask, and adapting to what they say in response.
Tom goes through some specific steps and language related to prospecting up that we know will be incredibly helpful to all our listeners.

We are super excited to be releasing today's episode, Episode 19, Prospecting Up Part 2, the second in a two-part series about the most important topic for all of us in growing our business...
We recorded this as a two-part series because it is so important and we believe there is a great need to go deep on this topic.
In preparation for these episodes, Tom spent 9 hours thinking and writing about what has helped him prospect up, how it works, why it works and how to help all of us become more skilled at doing so.
We believe this will be the best content ever created about prospecting in general, and more specifically in prospecting up.
In our conversation we cover Mindset regarding prospecting, what is happening in brain of the introducer when we ask, and adapting to what they say in response.
Tom goes through some specific steps and language related to prospecting up that we know will be incredibly helpful to all our listeners.

Editors note: this is in fact Episdoe 20, even if the beginning of the audio says it is episode 18. The reason is that we released the two prospecting ones early because it is such an important topic.
Be persuasive, complete the thought
Tom talks about how we as reps may short cut the message and not fully make the point in a way so that it sinks in to the potential client. Great conversation about how to say the same thing in different ways so that the prospect understands it.
Great conversation that we know will be helpful.