West Coast Selling - A Fresh Look at Sales With A Social Technology Twist is a combination of organizational and sales coaching tied into using our modern technologies to market your business and generate appointments.
Who should take this course?
This course is made for the service professional who is looking for a comprehensive philosophy to follow to grow their practice. A financial advisor or an insurance broker will find great value in West Coast Selling. The new advisor or broker will especially benefit from the insights within this course.
What is the course about?
West Coast Selling teaches you a series of key steps to follow to build your professional services practice. We start out by helping you allocate your time correctly between your personal life and work. We then teach you how to build a complete and vibrant social network on LinkedIn. Once your network is established we show you how to create a series of meetings within your network to establish the beginning of a sales pipeline. We teach you how to hold your first meeting, what to say, and more importantly what to ask. Once you have prospects in your pipeline we teach you how to project when they will close and how to allocate your time between current prospects and future prospects. Our final modules focus on closing business and the first 90 days of a new client. How you handle your new client leads directly to how likely they are to refer you to their friends. We teach you how to run a remarkable practice.
What terminology would you students use to find your course?
How do I grow my insurance business?
How do I grow my financial advisory business?
How do I manage my time correctly?
How do I sell insurance?
How do I use LinkedIn to grow my business?
What kind of Materials are included?
We have several templates we share with you. We have a 45 day planning sheet. We have a prioritization template. We offer a value ranking of contacts template.
How long will it take to complete the course?
Each module is 20 minutes or less and it is best to take one week in between each module to put into practice the suggested behaviors. With that said we think an active learner could get through the course in one month.
How is the course structured?
The course in linear in that we start with organization of your life and contacts and then move on to the first meetings and end up with how to have a great first 90 days for your client.
Understanding the Formula for Salesperson Success
How to Build a Never Ending List of Potential Clients
How a Social Setting Can Kick Start Your Path to Success
Learning How to Be Active and Still Have Momentum
How to Use the Principles of Improv to Get the Sparks Flying
Setting Up the Close
Drew Sanders is a founding Principal at Banyan Tree Strategies, a corporate training and custom coaching firm specializing in corporate strategy, board governance and sales. Sanders is responsible for the positioning of Banyan in the marketplace and for acquiring and leading the talent that comes together to deliver on the firms initiatives.
Prior to his work with Banyan, Sanders was a Principal and Private Equity Group Practice Leader for EPIC where he oversaw an international group of portfolio company insurance programs for several multi-billion dollar private equity, hedge and real estate funds.
Sanders has served as a guest speaker, panelist and corporate trainer for groups like BNP Paribas, Rothstein Kass and Chubb. Sanders is a frequent public speaker with subject matter expertise ranging from coach development and servant leadership, to speaking on how to work best with the Millennial generation.
Sanders currently is active as an executive committee member of the First Tee of the Tri-Valley, and is the founder and President of the California Season of Life Foundation. Sanders earned a Bachelor’s of Arts in History in 1993 from the University of California at Berkeley, where he was an All-Pac 10 Selection as the Captain of the Men’s Golf Team. Sanders has published 2 books “Change Doesn’t Bite” and “Finding Big Mo”. His current project is “The 50 Lunches a Year that Will Change Your Career”.