11) Why would you recommend this business planning system to other individuals or companies?
12) What are one or two of the best ideas you received from the business planning session?
13) Can we use your comments, name, company na me, and business phone in marketing materials we distribute to potential clients? Yes [ ] No [ ]
14) Would you be interested in training sessions on:
[ ] Personality style
[ ] Time manage ment
[ ] ActionVision certification training
[ ] Project manage ment system training
[ ] Selling strategies to key accounts
[ ] Speaking As A Pro®
15) What other training or products would help you achieve your business goals?
[ ]
[ ]
[ ]
16) Would you recommend this system to your key referral sources? Yes [ ] No [ ]
17) Would you recommend this system to friends and associates? Yes [ ] No [ ]
18) Your certified consultant has built his/her business almost entirely on referral business If you believe we will assist you in achieving your dreams, we request one to four referrals Name Company Position
19) Would you be willing to call the above individuals and provide a recommendation?
Yes [ ] No [ ]
Thank you, Mark Boersma President, Synergy Solutions, Inc.
Name:
Company:
Phone: ( ) -
- Major Review
Completing reviews of your ActionVision plan every month is critical to the success in achieving your maximum potential as well as to the success of the system. In addition, more in-depth reviews of each action are suggested two to three times a year. To assist you with those more detailed reviews, Synergy Solutions, Inc. has developed the format below.
This monthly review should consist of taking 15 to 20 minutes and answering the following questions about the specific action you are reviewing. It is best to review these actions with your accountability partners (board of directors), to get their input on how you can do each action item more efficiently and how you can get "more bang for your buck" from following through on each one.
Please use the form as a guideline. There may be some questions that may not apply or other questions you need to ask about a specific action. Good luck and have a great review!
1) Action Item # _______ (example #1-4)
2) Please rate your efforts in completing this action over the last 30 days. (10 is the best)
1 2 3 4 5 6 7 8 9 10
3) Please rate your efforts in completing this action over the last six months. (10 is the best)
1 2 3 4 5 6 7 8 9 10
4) What results are you expecting from completing this action?
5) Please rate the results you have seen from completing this action? (10 is the best) 1 2 3 4 5 6 7 8 9 10
6) What would you need to do to get the most benefit from following through on this action?
7) What are one or two ideas which would help you complete this action in a more efficient manner or in a manner which would give you more results with the same amount of effort?
8) Are there any other individuals you know (family, friends, business associates, referral sources, customers, etc.) who might be able to accomplish this action in a more efficient manner or assist you in getting better results from this action?
9) What is one step you will take in the next 30 days to make this a more efficient or effective action thereby increasing the impact this action will have on your overall vision?
COPYRIGHT NOTE: This form is part of the overall ActionVision System. Any individual currently working with Synergy in the implementation of a business plan has the right to make as many copies of this form as necessary to follow through on their personal ActionVision plan.
Person calling: _____________________
C. AV Cert #: SS #:
D. Description of calls:
Management Form
E. Date calls to be made: From: / / to __/ /
F If not made by __/ /____ at __:__ please give full calling packet to _______________ to make calls
G. Complexity level: _____ Consistent calls: Y/N wkly/mo/qtr Prefer same person calling: Y/N
H. Should contact person make notes from calls made? Y/N Where notes should be made: [ ]-Software, [ ]-This form, [ ]-Printout, [ ]-_______________
I. Type of calls to be made. [ ]-A1. Relationship, [ ]-A2. Friendly Touch, [ ]-A3. Cold, [ ]-A4.________________
J . How should phone calling data be printed out?
1. a [ ]-8 1/2 x 11, [ ]-b. 3x5 card, [ ]-c. _______________________
Implement a simple, turnkey prospecting system that will help you increase your income and decrease the number of hours you work by using one tool within the ActionVision business/life development system.
Benefits
- Increase your income
- Decrease the number of hours you work
- Provide a WOW experience to everylead you receive
- Effectively manage your leads, clients, and professional referral sources
- Tap into other professionals' businesses
- Have your products and/or services "cross-sold" by third-party business partner
"We trust this system will be helpful in increasing your income and decreasing the number of hours you work. If you would benefit from additional information about other powerful systems, please feel free to call your business partner, sponsor, or Synergy Solutions, Inc."
Mark Boersma, president of Synergy Solutions, Inc.
Specifics
We know of an unlimited number of ways to implement a lead management system. Page 30c of ActionVision is designed to keep things very simple, efficient, and cost-effective (with your time and money). Don't be deceived or misled into thinking that one "simple" page couldn't change the way you run your business. If you properly implement this system it will take very little time or effort and will increase your income by25% to 50% while decreasing the number of hours you work.
IMPORTANT NOTE:
See "Maximizing Your Potential" for an overview of developing a high-quality total lead management system (xray-q3.doc) and "big picture" instructions.
Lost Income
The average sales closing ratio or SCR (actual transactions divided by number of leads) is about 10% in most industries. That means that if the average sales professional works to obtain 100 leads, they will receive compensation for only 10 of those. That's where you hear the expression "sales is a numbers game;" what you don't hear is the fact that if you're closing 1 out of 10 leads, you're not getting paid for 90% of the work you do. If you're not getting paid for 90% of the work you do, it's really hard to double your income and work fewer hours in the process. On the other hand, if you were to double your sales closing ratio from 10% to 20% or from 20% to 40%, you would double your income with little or no extra work.
Professionals who earn a great deal of money and have a well-balanced life will almost always have turnkey lead management systems in place; as a result, they often have between a 30% and 70% sales closing ratio. An individual with a 25% sales closing ratio who earns $70,000 and works 60 hours per week, after implementing a system along with a business partner, could decrease his work hours to 48 and still increase his income to $112,000 while bumping his SCR up to 40%. How much is it costing you not to have a great lead management system in place? In most cases, it costs over $35,000 every year. Actual costs, after one takes into account yearly growth patterns over a five-year period using the above example, are around $630,000. That's a great deal of moneylost as a result of not having the proper systems in place.
If you haven't done a Business X-Ray in the last three months, it is strongly recommended that you do so to give you a baseline measurement and assist you to measure the progress you're making in all areas of your business. Please talk to your business partner, sponsor, or Synergy for additional information on the Business, Effectiveness, Management, or PersonalityX-Rays.
Importance of Professional Partnerships
If you hear about this system from a professional who uses the full ActionVision system, you have a great opportunity to work with someone who receives professional coaching at an executive level. Another benefit you receive is that your sponsor/business partner has invested many thousands of dollars and many hours into developing systems which will increase your income and decrease the number of hours you work.
This system may be provided to you by a mortgage professional, Realtor, financial planner, insurance agent, doctor, attorney, accountant, chamber of commerce or association representative, or any other fellow professional. You, too, can offer this system to other professionals, which will help them grow their business and allow you to grow your own. Helping others is the best way to increase your income and decrease the number of hours you're working. If you are interested in learning how you can offer this and other turnkey business development systems to others, ask your sponsor about the full ActionVision system and how it can assist you in some veryexciting ways.
HOW to work with other professionals?
While ActionVision's Appendix C1 is a great start, there are other necessary pieces that must be in place to maximize the business you receive from your lead management system. Your business partner/sponsor either has developed or can recommend systems that will help not only to track your prospects but also to implement systems that strategicallyfollow through with every prospect in a systematic manner over a long period of time.
In many situations, the systems your business partner/sponsor implements will also work for you. Their systems can usually be slightly modified to reflect the unique manner in which you do business. When you're partnering with other professionals, we recommend the following to gain the best benefit from the lead management system:
1. Discuss the specific types of clients with whom you normally work with your professional referral sources. Is your client base compatible with theirs?
2. Exchange short scripts outlining what you would like them to sayabout you and vice versa.
3. Fax ActionVision Appendix C1 to your professional referral sources every Monday by 9:00 a.m. in order to hold one another accountable for using the system.
4. Communicate to the referral sources the names of the specific leads with whom you believe theyshould follow through.
WHY will someone help you?
One of the 12+ Principles to Life Masteries is the "caught in the middle" principle. This principle states that no matter how effective you are, if you are surrounded by people who are ineffective, you will also be ineffective. If other professionals with whom you work only close 20% of their leads, that not only means that they aren't getting paid for 80% of the work they do; it also means you're not receiving 80% of the referral business that's potentially available to you. By helping others implement systems to make them more effective, you could receive four times as manyreferrals without anyextra time invested on anyone's part.
Call us toll-free at (888)230-2300, or check out www.synergysolutions.net for additional information on other powerful systems that will increase your income and decrease the number of hours you work.
Copyright Notice
ActionVision page 30c may be freely used and copied under one of the following conditions:
1. User is a current ActionVision client and receives coaching from a certified consultant.
2. User is currently partnering with a current ActionVision client who receives coaching from a certified consultant.
3. User is currently a member of a Synergy strategic business partner relationship. User may continue to use this lead management system as long as the strategic business partnership remains in place.
IMPORTANT NOTE: If you are not currently receiving coaching from a certified ActionVision consultant, you are not licensed to use this system with your referral sources. All tools and systems within the ActionVision system are copyrighted, and providing them to others without proper licensing places your business and their businesses at great risk. To determine if you are licensed or how to become licensed to use this system, please e-mail info@synergysolutions.net with your name and your sponsor's name, and you will be provided with specifics on the use of the systems.
ActionVision Appendix C1
Definition of a lead
A lead is anyone who has expressed interest in your product(s) or service(s) and has given you a name and phone number Special Tip: Always ask for their e-mail address Even if you're not going to do anything with it, alw ays get it!
For Maxim um Effectiveness
Every single lead must be tracked when using the ActionVision lead management system. Get into the discipline of writing down every lead on a page Don't ever miss one The one you miss might turn out to be one that would have turned into a $2,000 commission and referred 10 other people over the next six months, thereby costing you $22,000 for misplacing one lead. Others have found it very motivational to consider each page worth $2,000 to $15,000, depending on your income rate and the number of leads it takes before you get a transaction.
A. Top left portion of the page.
Fill in your name, company, and phone number for each page as well as the year and month in which you are tracking leads. Create a separate 3-ring binder for these pages so you have a record of all leads.
Special Tip: Use colored paper when you copy the master page so your leads don't get lost among the other white papers on your desk
B. Identify the source of the lead.
Identifying the source of the lead will provide a basis upon which to know how to invest your dollars, where to invest your time, and what is and isn't effective. The following is one example of how you might identify the source of your leads:
Example How you would like to identify yours
A1: Past clients
A2: Referrals
A3: Advertising
A4: Realtors
A5: Other professionals
A6: Internet
A1: ________________________
A2: ________________________
A3:
A4: ________________________
A5: ________________________
A6: ________________________
C. Lead num ber and type of lead
Having a unique lead number can be helpful throughout the whole sales process as well as when following up. Some have found that using the following convention helps them in a number of ways:
Example: 011231a
011231a: 01 is the year 011231a: 12 is the month 011231a: 31 is the day of the month 011231a: a is the first lead of the day
If you use this convention, you have "room" for 26 leads in one day. If that's not enough, use two letters; you will then have capacity for up to 676 leads per day. If you are a manager and want to use a lead numbering system that merges, please contact a ActionVision certified consultant for additional information.
Type of lead: Is your lead an A, B, or C? A's are the most important, solid leads. This designation could also be used to determine what type of product or service a lead is most likely to purchase or his personality, which could be tied back into your strategic strike (see G)
D. Key contact inform ation
If you can get their name and phone number, you have the ability to gather most of the other key information. Alw ays get their e-mail address. Even if you don't use it now, there is a strong possibility that somewhere down the road you will want to use it, and it's very difficult and timeconsuming to go back and get them. Take 30 seconds and get them all up front. You will be very happy you did.
E. Key dates
The lead date is the date on which you originally got the lead. Closed sales could designate the date the prospect said he was going to work with you, the date he signed a contract, or the date you get paid for the sale However you set it up, make sure you stay consistent
Please talk to an ActionVision certified consultant to assist you in determining your sales cycle and what can be done to reduce that time. If you decrease the number of days in the sales cycle, you will increase your income, decrease your expenses, and reduce the number of hours you need to work.
F. Referred by
Tracking the specific source of the referral business is powerful in determining where to focus your energy and resources. For professional referral sources who send you a number of leads, you may want to have pages just for tracking the leads they refer to you. This is very helpful in keeping them informed on the status of their leads and how they may be able to assist you in follow-through.
G. Turning the systems on
The first step in turning on almost any system is entering the prospect into a database. By checking this box, you ensure this critical first step has been taken. As soon as the lead is entered into your database, a "strategic strike" should be implemented immediately. If you've properly identified the type of lead, you may have a specific marketing/sales campaign already designed for this individual, and that system should be turned on immediately to improve your sales closing ratio and decrease the number of hours you need to invest.
In addition to a strategic strike, a relationship marketing (direct mail) campaign is also needed. Most of your clients probably do business with you because they like and trust you; having a relationship marketing campaign that helps to build that trust will make your future sales efforts much more effective. If you choose the right relationship marketing campaign, you can use the same one for all your past clients, prospects, and professional referral sources.
Please call your sponsor, business partner, or certified consultant for additional information or more details on setting up any of the key systems mentioned above.
By implementing a proper phone campaign, you will support your in-person efforts; your mailing efforts will support both your phone and in-person contacts. Please talk to your sponsor or a certified ActionVision consultant for additional details on how you can set up a detailed business plan with executive coaching.
H. Contact tracking
It takes a great deal of work to generate a lead, but once you do, the work has only just begun. The average number of contacts required before you make a sale is between 6 and 8, but a typical sales representative makes only 1 to 2 contacts. This easy-to-use section will track up to 16 contacts and leaves room for the date and the type of contact you used. Place the date in the box for each contact and then the symbol which represents which type of contact has been made. See the upper right portion of page (labeled "instructions") for further details.
IMPORTANT NOTE
If you're looking for a systematic way to build your business, maintain balance in all areas of your life, reduce stress, and work fewer hours, it is recommended that you examine the full ActionVision system. On average, system users see a 35% increase in work productivity within 60 days. Over 95% of those who start the system follow through. Several individuals are earning over $400,000 more in personal income and working fewer hours as a result of using systems to reach their full potential.
If you are in need of information on other systems, please contact your sponsor or business partner or fax this page to Synergy Solutions toll-free at (888)230-2301.
Please check which systems interest you on the first line. In the box [ ], please indicate how soon (number of days) you would like to implement the system.
A. ___/[____] Lead follow-up system
B. ___/[____] Past client turnkey marketing system
By you using the X-Rays to grow your business, you will...
Increase your INCOME!
DECREASE the number of HOURS you work!
Increase the amount of work you get done!
Work with higher QUALITY individuals! Work with top professionals FASTER!
Get more done in less time! Have better balance in life!
Please Do The Following For Best Results:
1. Complete pages 4 and 5. (multiple-choice questions)
2. Make sure we can read your e-mail address and e-mail address of sponsor (if applicable).
3. Use most current version of interview.
4. Fax over your business card along with that of sponsor (if applicable).
5. Make sure all information is easily readable.
6. Complete as much of page 6 as possible.
Note: If you plan on using ActionVision or placing the individual you sponsor on ActionVision, complete the full X-Ray (request further information from your certified consultant).
Please make sure you are using version 6.03 or higher.
For most current version, go to: http://www.synergysolutions.net/NewFiles/B1c-business.html
Copyright
ActionVision Business "X-Ray"
Interviewer: ____________________
version 6.90a
Scheduled Date for X-Ray Review: ___/___ ___:___ to ___:___ (____) - interviewer’s time
Please attach your BUSINESS CARD & fax completed X-Ray to analysis center: (630)393-9901
[ ] Send via [ ]-Post Office-Priority, Pick-up, Deliver Send via [ ]-Post Office-Priority, Pick-up, Deliver [ ]UPS, [ ]-FedEx ( )-2 day, ( )-next day [ ]UPS, [ ]-FedEx ( )-2 day, ( )-next day
[ ]-Send client to client, [ ]-sponsor to sponsor, // [ ]-Send client and sponsors copy to sponsor for sponsor to give out. [ ] Use clients #: ____________________________________ [ ]UPS, [ ]-FedEx ( )-2 day, ( )-next day
This business evaluation\ "X-Ray" has been designed to provide your certified consultant with enough basic information to conduct an analysis of your current business and provide you with a snapshot of the overall health of your business and your potential for the next twelve months. This evaluation will also assist you in identifying key areas where a minimal amount of effort can give you the best return on your investment of time and money. It will help you to increase your income and decrease the number of hours you need to work!
While this evaluation is a good tool, it is not to be used as a replacement for a knowledgeable consultant who can fine tune and factor in other areas that are difficult to measure by a limited, written evaluation model. For best results, review all information and analysis with a certified ActionVision consultant.
All your "professional" referral sources (accountant, financial planner, attorney, insurance agent, doctor, Realtor, etc.) have the capacity to refer business to you on a consistent basis. If you do not have any professional referral sources, you may skip the first 9 questions on page 3. Past and current clients do refer business to you but are not considered to be referral sources during this business evaluation.
For the purposes of this business evaluation, we will refer to your top professional referral sources as "A's." (Ideally the "A's" should be 15% of your total referral sources.) Your "B" referral sources will be the next level. (Ideally you should have twice as many "B's" as "A's.") The remainder of your referral sources are your "C's." (Ideally you should have twice as many "C's" as "B's.")
A prospect is anyone who has expressed interest in your product or service and has provided you with his or her name and phone number. NOTE: Only pages 3 and 4 are required; however, completing all other pages will greatly assist your ActionVision consultant in providing you with the best and most accurate analysis.
Name: _____________________ PLEASE CIRCLE THE BEST CHOICE
1) To how many "A" professional referral sources do you bring added value services and/or products on a monthly basis?
A) 5 to 20 individuals.
B) More than 20.
C) Zero to 4 or "What are added value services?"
2) About how many of your top professional referral sources do you know the following key information: the percentage of their total business you receive now, who your biggest competitors are, why your competitors get their business, what their business goals are during the next twelve months and how you will help them reach those goals?
A) Most or all.
B) Some.
C) None.
3) How often do you personally visit your "A" professional referral sources and ask, "Can I help you in any area of your business?" and/ or "Can you give me the names of several individuals with whom you are currently working that I might be able to assist?"
A) Weekly, and I ask for referrals nearly every visit.
B) As often as possible and some of the time I ask for referrals.
C) Not very often, and they know I need referrals so I do not ask.
4) How often do you phone your "A" professional referral sources?
A) Very often.
B) Probably not as often as I should.
C) Not very often, and I am inconsistent.
5) How often do you phone your "B" professional referral sources?
A) Very often.
B) Probably not as often as I should.
C) Not very often, and I am inconsistent.
6) When you phone your "A" and "B" professional referral sources, do you ask them how you can help them increase their business and ask for referrals?
A) Very often.
B) Probably not as often as I should.
C) Not very often, and I am inconsistent.
7) Your consistent, direct mailings to your "A", "B", and "C" referral sources are designed to:
A) Build a relationship with your referral sources.
B) Market yourself and your products.
C) What consistent marketing efforts?
8) How consistent are your marketing efforts to your "A", "B", and "C" referral sources?
A) Monthly; they always happen.
B) Quarterly; they happen most of the time.
C) I might get something out a few times each year if I am lucky.
9) Do all of your marketing efforts invite your "A", "B", and "C" referral sources to respond? Do they respond?
A) All the time and some will respond.
B) Some of the time and/or a few will respond yearly.
C) Respond to what?
10) If you meet with your clients face to face, do you ask for and receive referrals?
A) I ask all the time, and sometimes I get referrals.
B) I sometimes ask for referrals but often do not get them.
C) I do not ask for referrals.
11) How do you schedule your appointments?
A) I try to schedule clients' appointments around my business schedule (two weeks in advance).
B) I schedule my clients when it fits into their schedule.
C) I really struggle with time management.
12) Do you know enough about your clients to determine if they could be turned into "professional" referral sources?
A) I regularly seek to turn a client into a "professional" referral source.
B) Once in a while this will happen.
C) I have never really pursued this.
13) When you make a phone call to your clients to give them an update, do you consistently ask them for referrals from specific groups with whom they are acquainted?
A) I regularly do this.
B) I could do better at this.
C) I really do not do this very often.
14) Do you regularly call past clients to see how things are going and to see if they need any further assistance?
A) I regularly do this.
B) I could do better at this.
C) I really do not do this very often.
15) Do you have a regularly scheduled time each week for past client contact?
A) I regularly do this.
B) I get to this when I can.
C) I have great intentions, but....
16) On a regular basis, do you send marketing to your current and past clients to build those relationships? (It does not count if you only talk about your company or industry.)
A) I actively use relationship marketing.
B) I send items, but I do not feel they build relationships.
C) What is relationship marketing?
17) How consistent are your marketing efforts to your current and past clients?
A) I do a great job in this area.
B) I need to do better.
C) I consistently fall short in this area.
18) How successful are your direct mailing efforts in having your current and past clients refer additional business to you?
A) Very successful.
B) I am getting some response.
C) I am getting very little results.
19) If you had one hundred leads, do you have systems in place which identify and follow up on the top ten leads first?
A) Yes, I have very strong systems in place.
B) I could use some improvement in this area.
C) I would try to keep up with all the leads equally.
20) If you meet with ten prospects in-person, how many will turn into customers?
A) 7 to 10.
B) 4 to 6.
C) Less than 4.
21) If you meet with ten prospects in-person, how many of them will give you additional leads?
A) 8 or more.
B) 5 to 7.
C) Less than 5.
22) How consistently do you follow up on your leads over the phone, and is your follow-up tied to their decision-making/sales cycle?
A) I am very consistent.
B) I need to improve in this area.
C) I am really weak in this area.
23) If you had ten prospects with whom you were following up by phone, on average, how many of those would you turn into clients?
A) 6 to 10.
B) 2 to 5.
C) Less than 2.
24) If you were following up with ten prospects by phone over a two-month period of time, how many additional leads would you generate from them?
A) 8 or more.
B) 4 to 7.
C) Less than 4.
25) If you had ten prospects that did not buy from you immediately, how often would you send them mailings?
A) At least monthly for twelve or more months.
B) I would send them information initially and then periodically.
C) I probably would not send them anything.
26) If you send marketing materials to your prospects regularly, do those mailings cause them to refer others to you?
A) Yes; I try to build relationships through my marketing.
B) Sometimes; I try to sell or inform through my marketing.
C) I do not send them anything on a regular basis.
27) If you send your prospects marketing materials on a regular basis, does it cause them to take action and/or refer additional business to you?
A) Yes.
B) I am not sure.
C) I do not continue to send prospects anything on a regular basis.
Please rate in order from 1 to 4 (with 1 being first) which of the following would cause you the most frustration & which shape you like the most.
a. A. Things not being accurate or done incorrectly.
b. ___ B. Things being out of control.
c. ≈
C. Things not being fun or exciting.
d. D. Conflict with others.
Your birth order:
Name: _________________ Other Business Information
Please fill in as much as possible. The more information you provide, the more accurate your personalized X-Ray will be.
A. What are your income goals for the next twelve months? Minimum: $__________ WOW goal: $__________
B. 1. Sales Closing Ratio: ___ % 2. Final Closing Ratio: ____ %
(If you had ten leads how many transactions would you write?) (If you wrote ten transactions, how many would close?)
C. Avg. Transaction Size: $_______ Your Avg. Commission Per Transaction: $ ________ Potential/$/Hr.: ________
D. Balancing Life Questions - Number of years in business:
1. What would be your biggest challenge in increasing your business by 25% to 50%, or in getting to your "WOW" goal, and maintaining the best balance in every area of your life?
2. On average, how many hours per week do you currently work? (please circle)
Less than 10, 15, 20, 25, 30, 35, 40, 45, 50, 55, 60, 65, more than 65
3. How many hours would you like to be working to maintain the best balance in every area of your life?
Less than 10, 15, 20, 25, 30, 35, 40, 45, 50, 55, 60, 65, more than 65
4. Please rate (1 to 10, with 10 being greatest) your level of interest in having tools available to you that could help your business grow by 25% to 50% and reduce your work week by 10 to 15 hours by putting systems in place that work when you are not working. 1 2 3 4 5 6 7 8 9 10
5. When do you plan to implement systems to build a more efficient business? A. [ ] Immediately, B. [ ] 1-2 months, C. [ ] Other
6. If you had an extra 10 to 15 hours per week and earned $50,000 to $150,000 more in income, what would you do with that extra time and money?
7. A. Married: Y/N __________, B. Children: (Names & ages)
C. One thing that would improve your marriage. Your relationship with your children.
E. Client/Prospect Information: (How many sales consultants are employed by your company? )
1. Number of past clients: Are their addresses and phone numbers current? [ ] Yes, [ ] No
2. New prospects monthly: Number of current clients: , current prospects: _____, new prospects in the last: 6/mo.___,
3. If you do not know their address and phone number, could you get that information? [ ] Yes, [ ] No
4. Are they on a database? [ ]-Yes, [ ]-No Name of software you are using:
5. How often do you contact your database by mail and phone? Mail: ______ wk./mo./yr Phone: _____ k./mo./yr
6. Does every prospect get entered into a database immediately? [ ]-Yes, [ ]-No, [ ]-Most of the time
7. How often do you contact every prospect by mail / and phone / ? 8. Where do most of your leads come from?
9. On average, what percentage of your total available business are you receiving from your clients? _______%
10. How much money have you invested into your business in the last:3/mo.________, 6/mo. , 12/mo.________
11. Do you have a written business plan? Yes/No (Reviewed: ___/wk,mo,yr) Interest in developing written plan. (1-10, 10-best) Dollars you believe need to be invested to achieve WOW income goal working the hours you want to? $_______/start $______/mo Time: __/wk
12. Rate the following: (1-10, 10-most, current/would like) A. Stress: __/__, B. Life Balance: __/__, C. Family: __/__, D. Personal Time: __/__ For Work: E.Personal discipline: __/__, F.Consistency: __/__, G.Passion for success: __/__, H.Willingness to invest $ into yourself: __/__ I. Push yourself: __/__, J. Achieving your full potential: __/__, K. Spiritual: __/__-would you like input: Y/N, L: Motivation: __/__ M. Marriage: __/__ , __/__, N. Relationship with Children: __/__, O. Self-confidence: __/__, P. Self-esteem: __/__, Q. Self-worth: __/__ R. Time management: __/__, S. Organization: __/__, T. Focus: __/__, U. Follow-through: __/__, V. Do not Procrastinate: __/__, W. Handle details well: __/__, X. Control situations well: __/__, Y: Excite others: __/__, Z. Sensitive to feelings of others: __/__ aa.Setting goals: __/__, ab. Proper prioritization: __/__, ac. Control emotions: __/__, ad. Control over feelings: __/__ ae. Positive attitude: __/__, af. Proper confrontation: __/__, ag. Positive thinking: __/__ ah. Negative guilt: __/__ ai. Patience: __/__ aj. Financial plan: __/__, ak. Money management: __/__, al. Enjoy current position: __/__, am. Company support: __/__, (If the client’s following ratings, has a spread of 6 points, with the final interest of a 7 or higher enter into the approporiate prospect group and notify the product executive)
Tools to save you time: an. Technology: __/__, ao. Multi-media: __/__, ap. Business library: __/__ aq. Referral development: __/__ Lifestyle: ar. Physical fitness routine: __/__, as. Dietary habits: __/__
F. Key Business Information: (The more information you provide, the more accurate the X-Ray.)
Profit/Income Avg. Hrs./Wk.
2004 - $__________
2005 - $__________
2006 - $__________
2007 -$__________
1. If you decided that you were interested in moving forward with any of our systems would you be the decision maker or would you need to confer with anyone else? [ ]-Yes, [ ]-No
2. If so would you be interested in having them sit in on your review? [ ]-Yes, [ ] – No
H. Career Advancement Questions.
Version 2.00
1. What is really important to you about your career? What would be some things you’re really passionate about, some things which is really of interest.
2. What do you like most about your current position? Company? Supervisor? Co-workers?
3. What do you like least about your current position? Company? Supervisor? Co-workers?
4. What would be your biggest concern in taking another position at this time?
5. What is the greatest strength of your company?
6. What is the greatest weakness of your company?
7. How would you say a boss or company could really make you happy?
8. How could a new company make a transition from your current position to a new position easy and enjoyable for you?
9. What are the five most important things to you in the next position you choose?
10. What are your income goals of what you would ideally like to be earning in: 2 years? _______ 3 years? _______ 5 years? ________ 10 years? _________
11. I know you said your current WOW income goal is ____________. What is the minimum income level you would require if you were able to achieve the other five most important goals for your next position?
I. FOR SALES PROFESSIONALS:
1. Where do you get most of your business from now? Please be detailed: A. __%-Past clients, B. __%-Referral sources, C. __% ____________________
2. How much money do you believe you're losing every year by staying at your current company?
3. Briefly describe your full compensation package.
4. If you were the president of a company who was trying to hire you, what would you do to hire you?
5. Based on the training, support, tools, and assistance that your company is currently providing, what percentage of your full potential do you believe you’re currently achieving? ____ % If a company were to provide you with the best in training, support, tools, and assistance, how much do you believe you would be earning?
6. If you could earn 60% of what you sold and your total sales were $200,000, OR if you could earn 30% and were able to generate $800,000 in sales due to the systems, tools, training, and assistance the company provided, which of the two compensation plans would you choose?
Name: ______________________
Additional Business Questions
1. Please think six months into the future. How will you know that the business planning system you are using has been successful?
2. List one to three areas in which you feel immediate assistance will help you reach your dreams.
3. What is your greatest strength? Please list one way you believe you can more effectively use that strength.
4. What is your greatest weakness? Please list the main way this weakness hurts your ability to reach your dreams.
5. What do you enjoy most about what you do professionally?
6. What do you like least about what you do professionally?
7. What do you believe we can do for you in the next sixty days that would make you say, "WOW! This professional/business development system has been great!"
8. If you could be on the ideal professional team, what characteristics would that team possess, and what would you like your role to be?
9. Over the last few years, what has worked well for you in business? List several things you did in the past but are no longer doing. List one thing you think would make the most difference with the least effort.
10. Average number of leads (names and phone numbers) you receive each week: ______/week
11. Do you have turnkey systems for the following?
New Leads: Y/N-Generating, Y/N-Phone follow-up, Y/N-Mail follow-up, Y/N-Ongoing follow-up
Professional referral sources: Y/N-Generating, Y/N-Phone follow-up, Y/N-Mail follow-up, Y/N-Ongoing follow-up
12. Please tell us a little about your current position and company and your greatest contribution to the company.
Name: ___________________________
Personal Questions
The X-Ray is designed to consider all aspects of an individual's life and help the individual implement systems that work even when the individual is not working. By implementing the best systems, you can improve the balance in every area of your life.
Marital Status: _______
If married, years married: _____, Spouse's name: ____________________
1. What are three specific personal actions you would like to take over the next three months that you believe would improve your life? What is most important to you in life? What are your life's priorities?
2. For what do you want to be known? (What would you like to have written about you on your tombstone?)
3. List one personal relationship you would like to improve upon over the next twelve months.
4. List one thing you personally would like to improve over the next four months.
5. If you have children, what would you like to do over the next six months to improve your relationship with them?
6. If you are married, list one thing your spouse would really appreciate on a regular basis that would improve your relationship.
7. What would you like to be doing in five years?
8. In looking at the most important, most valuable relationship you have, list one or two things you did in that relationship that you are not currently doing.
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Many business professionals have or desire to have strong referral sources in place. It is like having your own personal sales force to assist you in building your business. Many professionals have used the Business X-Ray to bring added value to other professionals with whom they currently are working or with whom they would like to develop a relationship.
It can be a very economical way to help a professional referral source build their business while building your own personal business. It is important to remember that if you can assist each of your professional referral sources to effectively increase their business by 50%, your business will also have the opportunity to grow by 50%. The following is one type of phone or in-person script to consider using as you develop business with referral sources.
The Business X-Ray will work for any entrepreneur in any industry. Accountants, salespeople, financial planners, attorneys, insurance agents, Realtors, mortgage brokers, and small business owners will all benefit by utilizing the Business X-Ray.
Scrip #1 - To get an appointment:
"Hi! My name is ________________, and I do business a little differently than others in my industry. I work with ten to fifteen top professional referral sources to help them increase their business by 25 to 50% and decrease the number of hours they work by 10 to 15 per week. The way I do this is by implementing systems that will cause your business to grow even when you are not at work. Would you like to set up a 20-minute appointment to see if you qualify to participate?"
Scrip #2 - Easy 10 second script
"I have found that the best way to really know if I can assist an individual in increasing their income and lowering the number of hours they work is to ask a few questions. Would that be OK?
To explain the Business X-Ray:
"The Business X-Ray will analyze many different aspects of your business and will provide color graphics showing where your business' strengths and weaknesses lie. It will highlight areas that could be greatly enhanced by systems that will save you a great deal of time. There are also 30 pages of instructions and materials that provide insight and direction on how to increase your income and decrease the number of hours you are working on a weekly basis.
Once you complete an X-Ray: "What are the names of two other professionals that you know who would be interested in increasing their income and decreasing the number of hours they work?"
Calling referred individuals: "__________ gave me your name and said that you were an individual he/ she thought might be interested in decreasing the number of hours you work and increasing your income (use above script)."
If the above scripts do not seem to work for you, please contact your certified ActionVision consultant to assist you in modifying the script to meet your specific needs. Generally speaking, you should set a goal to obtain six to eight leads for every X-Ray you complete. It is VERY IMPORTANT to call all those you sponsor each and every week and ask how they are doing on a specific area of their business based on the X-Ray you completed for them.
The following is the recommended script and frequency for completing follow-up X-Rays. A: 4/yr, B: 2/yr, C: 1/yr. Weekly follow-up call: "Hi, _____________. I just wanted to follow-up on the X-Ray and see how you were doing in the area of _________________________. Here are a couple of ideas I had for improvement in those areas (outline ideas). What are the names of two or three people who I might assist in (specific area)?" For renewal call: "Hi, _____________. It's been ___ months since you last did a Business X-Ray, and I wanted to get another one done to see how much the health of your business has improved since the last time we did one." If they say nothing has changed, then say: "Well, we need to do something about that, don't we? Let's do another one and then make sure we take action on the recommended steps this time."
Professional X-Ray Letter / E-mail
Dear professional,
What is your current business plan (or lack thereof) costing your business? Whether theyhave a plan or not, manyprofessionals todayfear increasing their income because they believe that theywill have to work more hours to make more money.
Experience has shown me that the most successful entrepreneurs have found that theyneed to implement sales, marketing, and lead-generating systems as well as a solidlywritten business plan to help them grow their business even when theyare not working at it. Theyhave experienced success because theyhave found how to increase their income and decrease the number of hours theyare working everyweek.
I have contracted with a professional consulting companyto help me grow mybusiness. Their teams are assisting me in developing and implementing systems to increase myincome and decrease the number of hours I work each week. I am working with them to identifyten to fifteen successful professionals who understand the value of implementing powerful sales and marketing systems in their businesses. I have identified you as one of those individuals.
Please call todayif you are interested in investing fifteen minutes to determine if you qualify to participate in these programs. I will onlybe offering these systems to an exclusive group of individuals. If you are not interested, I would appreciate a call so I can make this opportunityavailable to another professional.
The first step in the process is for you to complete a Business X-Ray. The X-Raywill identifythe strengths and weaknesses of your business and determine if the sales, marketing, and lead-generating systems I have created would assist you byincreasing your income and decreasing the number of hours you work. Normally, the consulting companycharges $395 for the X-Ray, but for those who will consider working with me, there is no charge. Even if we do not develop a business relationship, the X-Rayand analysis will be of great value to you and your business. The Business X-Rayinterview will take fifteen minutes and can be done in person or over the phone.
After the X-Rayis completed (provided you qualifyand are interested in implementing these turnkeybusiness development systems), we will set up a one-hour initial interview and meet fifteen minutes a month. On average, I expect to increase the incomes of those who implement the systems by 25% to 50% and decrease the number of hours they are working by at least ten per week.
Sincerely, For additional online information, go to:
Would you like to: Spend more time with your family? Have some time for yourself? Have more fun?
Do some things you've always wanted to do? Just sit around and relax or talk to friends?
Do you have challenges with keeping your life balanced?
Would you like to work fewer hours... and earn more money?
Have you ever felt like your life or business is on a roller coaster?
If anyof the above is true for you or someone you love, you will definitelywant to attend this seminar. We will teach powerful business and life principles that have helped us increase our income and decrease the number of hours we work. How? By implementing powerful systems that build our businesses for us even when we're not working.
This is one seminar you don't want to miss. Those who attend will be talking about it for months to come. It will change the way you think about your business.
Bring your business card and enter our drawings for a FREE Business X-Ray. The X-Raywill show you the overall health of your business.
Call TodayTo Confirm Attendance
Phone:
Fax:
Date:
Time:
Newspaper Advertising for
developing leads for a turnkey referral development system
Having a turnkeyprofessional development system in place will assist you in growing your business in veryexciting ways. Byusing the Business, Management, and Effectiveness X-Rays to bring added value to targeted referral sources, you will determine veryquicklywhich professionals will be a good match for you.
A good professional referral can be worth $25,000 to over $100,000 in extra yearly income. If you onlyhad five other professionals with whom you worked, that could increase your income by25% to over 100%. Create your own personal sales force by using the X-Rays to bring added value to each of your professional referral sources. As you assist them in increasing their income and decreasing the number of hours they work, theywill help you grow your business.
If you have a great turnkeyprofessional referral development system in place, it will usuallytake three to six months to develop a strong professional referral source. One wayto do this would be to place an ad in a newspaper, professional trade publication, or magazine. This ad will help to draw in leads for other professionals who might be interested in working with you to develop both of your businesses together.
The following are some ideas to get started with an ad:
NA01.
Are you in sales or do you own your own company? Would you like to implement systems with other professionals that will help you earn more moneyand work fewer hours? Call me todayfor a FREE business X-Ray. 000-000-0000
NA02.
How healthyis your business? Would you like to team up with other professionals to share leads and successes? Call me todayfor a FREE business X-Ray. 000-000-0000
NA03.
Is your business living up to its full potential? Call me todayfor a FREE business X-Ray. 000-000-0000
NA04.
What are the solutions to the biggest challenges in your business today? I maybe able to share myleads with you if you are able to share your business leads with me. Call me todayto determine if our business leads will complement one another. 000-000-0000.
ActionVision Certified Consultant's Notes
(To be completed by ActionVision certified consultant.)
2. What is their WOW goal, and what is the biggest challenge they currently are facing to achieve it?
3. Recommended action to create greatest results with least effort:
4. Recommended strategies to help individual achieve desired hours: Current:___, Goal:___
5. Recommended strategies to help individual spend more time with family or have more personal time: Current:___, Goal:___
6. Recommended strategies to assist individual in increasing sales closing ratio: Current:___, Goal:___
7. Please rate these systems in order of importance to assist the client in taking their business to the next level: (Please start with 1 being the most valuable.)/ ___(From 1-10 w/ 10 as the most, how much would you like to be pushed?) ___/__ Research results ___/__ Lead follow-up system ___/__ Past client turnkey marketing system ___/__ Marketing system ___/__ Lead-generating system ___/__ Time-management system ___/__ Business-planning system ___/__ Professional referral system ___/__ Database-management system ___/__ Life-balancing system ___/__ Relationship marketing system ___/__ Assistant effectiveness system
8. Please rate recommended information to be sent to individual about other products or services which might assist him in reaching his WOW goals (1 = most valuable): ___ X-Rays ___ ActionVision ___ Mind2 ___ Achievement Plus ___ Life Masteries ___ Daily Masteries ___ MaxSys ___ M.V.P ___ Turnkey Mailing ___ Student Life Management ___ Phone Training ___ Business Mentoring ___ Sales Training ___ Phone Sales Training
9. Names of two other individuals who might benefit from analysis of business X-Ray: Name: Company: Pager Number: Phone Number:
Questions to develop Advanced ActionVision Plan
Name of client: __________________ Certified Consultant: ___________________ Cert #:_______
Today's date: ___/___/____ Month to start plan: ________
IMPORTANT NOTE: The more information your certified consultant has, the better, stronger, more efficient, and more effective plan they will be able to build for you. Please complete as many of the following questions as possible. After you complete the following, please circle the five actions or areas that would mean the most for you to complete.
1. What are three to four specific actions in any area of your life you would like to take or improve upon?
2. In your most important relationship, what are one or two things you would like to do to improve that relationship? What are one or two things that person would really like you to start to do or improve upon?
3. What are the most important things you currently do in your career that you would like to continue to do?
4. What are two or three successful things you have done in the past that you would like to start doing again? What are two things that you've seen others do that create success for them that you would like to start to do?
5. What are your two greatest weaknesses? What are two specific actions that could be taken to help you overcome those weaknesses?
6. What are two things you could do to help you achieve your full potential?
7. What are three specific actions that generate the most income for you?
8. What are the three greatest time-wasters in your life, and what actions could you take to eliminate those?
9. If you have children, what are two or three things you would like to do to improve your relationship with them and help them grow?
10. What are two actions that you would like to take to improve your relationships with family members or close friends?
11. Are there any other specific goals or actions that you would like to do that would make you feel better about yourself? Have more fun? Reduce the stress in your life? Have a more balanced life? Better accomplish your life goals and dreams, etc.?
12. Please make a list of ten of the most important actions you need to take in your career that will create the most success for you with the least amount of effort.
13. What are the two greatest specific actions you could take over the next twelve months that would help you reduce the number of hours you work and increase your income?
14. Are there any other areas of your life that have not been covered in this X-Ray or specific actions in any area of your life that you would like to add to your plan?
Note to Certified Consultant: Please e-mail or fax completed X-Ray with the top 20 actions identified in the three to five major areas of one's life. Please make sure the all actions are measurable and properly quantified. Please use ActionVision menu if possible and include all appropriate AV codes. www.synergysolutions.net
Purpose
Getting the most power from the X-Rays: Account Management System
To enable you, the professional sales executive or owner, to manage your accounts, employees, and prospects in such an effective manner that it helps significantly to increase your income and decrease the number of hours you work.
Benefits
1. Establish an organized, systematic, scientific method for getting the most from your prospects.
2. Earn more money with less effort.
3. Save time by not wasting it on low-end prospects.
4. Open top accounts faster.
5. Develop valuable relationships in less time and with less effort.
6. Take advantage of over ten years of sales, personality, and development research.
Best Use for X-Rays
1. Open new accounts
2. Maintain current accounts
3. Bring value to current and new accounts
4. Motivate current employees
Best Results
5. Attract new employees
6. Obtain more business from current accounts
7. Improve productivity of those around you
8. Receive a quarterly perspective on your business
1. Identify your A, B, and C clients, prospects, and/or professional referral sources.
2. Gather key information (see below for 5 ways to gather information).
5 Ways to Gather Information using the X-Rays:
1. No cost to you Make full copies (see copyright restrictions below) of the X-Rays, place them in a 3-ring binder, and gather, maintain, and leverage the information the X-Rays reveal to the benefit of those with whom you work, which will help you to increase your income and decrease the number of hours you work.
2. No cost to you Tell others with whom you work or would like to work the following: "I have used the Business X-Ray, and it's helping me to increase my income and decrease the number of hours I work. Normally it costs $285, but if you mention my name you can get it for only $85. I would be happy to give you suggestions and share information on some of the systems I have put in place as a result of my X-Ray if you get one completed for your business."
3. 20¢/ea. + S&H Mini X-Ray: (3x5 card stock) In some situations, you may not be able to gather all the key information on the regular X-Ray, or you may not be sure if you want to invest much time or money on a prospect. The Mini X-Ray is the perfect tool to help you gather and maintain the most important information without having to do a full X-Ray.
4. $85* + S&H Synergy completes the X-Ray interview and does the follow-up consultation.
* Normal pricing for the X-Ray interview, analysis, and follow-up consultation is $285. Special pricing is only available to those who are directly referred to Synergy; are working with an ActionVision, SAM, or LISA user; or are members of one of Synergy's partner associations or chambers.
All terms, pricing, and copyright agreements may be changed at any time. New terms will be universally enforced unless other written arrangements are made.
Copyright Notice
The structure of each X-Ray is protected with a copyright and is not to be used beyond the following guidelines without written permission. You may make copies of the X-Rays and freely use them as an account management system if you are on ActionVision and currently receiving coaching by a certified consultant, using SAM (Sales, Assistant/Management) or LISA (Leadership Initiative Sales Assistant), or are a certified consultant with an X-Ray designation Types of available X-Rays:
A. Business, B. Leadership, C. Effectiveness, D. Personality Maximization (in development)
Purpose
Don't have enough time in your day?
Synergy's team can do your work for you
To enable you, the professional sales executive or owner, to take advantage of all the professional contacts you have, bring them added value, and help them to increase their income and decrease the number of hours they work by using the Business X-Ray
What do we say to your contacts?
Your Synergy certified consultant may use a script similar to the following or customize the script to meet your specific needs:
"My name is Ken Marley, and the president of Synergy asked me to give you a call. We are working with (your name) to help (him/her) increase (his/her) income and decrease the number of hours (he/she) is working. This has proved to be so successful for (your name) that (he/she) has contracted with us to offer some of the same tools (he/she) is using to help you increase your income and decrease the number of hours you're working.
(Your name) has asked us to offer you the Business X-Ray. The Business X-Ray will quickly help you to identify the overall health of your business and provide suggestions on how you can increase your income and decrease the number of hours you work by implementing powerful systems that help your business to grow even when you're not working on your business. It only takes about 15 to 20 minutes to do over the phone. There is not cost to you; (your name) has said that (he/she) would like to do this for you. Is that something you would be interested in? When would be the most convenient time for you?"
Results you should expect
As a side note, you may not be totally familiar with using the system until you've done at least five X-Rays. On average, you should receive at least four leads for every Business X-Ray completed over a three- to six-month period of time. Naturally, some individuals will achieve better results, and some will not achieve such good results.
Your responsibilities
For best results, we recommend that you implement a strong follow-up system. The follow-up can be done by you, your assistant, the X-Ray follow-up program, or the SAM (Sales Assistant Management) system.
Frequently asked questions
1. "Is it a lot more expensive to have Synergy do my work for me?"
Depending on which program you use, it's normally only $40 to $65 more for Synergy to do all the work for you. That includes the initial interview as well as the follow-up consultation on the X-Ray. Note: Synergy will make three calls to try to schedule the follow-up appointment. After that, it is your responsibility to schedule a time to meet with your client.
2. "Does Synergy use this information to sell other Synergy products or services?"
Synergy has so many leads that we will not directly solicit your client to sell other products or services without a request by you to do so or a specific request from your client for additional information. This individual is your client, and we respect that relationship. If you or your client believes he/she has a challenge in their business that could be best addressed by one of Synergy's products or services, please let your Synergy certified consultant know. If you have solutions to clients' challenges that you would like to present or would like your certified consultant to present for you, please clearly communicate that to your certified consultant.
3. "Who receives the X-Ray after the interview has been completed?"
Please let your certified consultant know where you would like the X-Ray sent. In most situations, we will send it directly to your client and send you a colored copy of their X-Ray. This saves you time and usually creates the best results.
4. "What is the average turn-around time?"
Once an X-Ray is completed, it should be sent within seven business days. Normally it will be sent via the United States Postal Service (priority mail) with a tracking number. If you would like it sent via FedEx, please let us know. Additional S&H charges will apply.
NOTE: Fax page 30c (within ActionVision), or e-mail Synergy (xray@synergysolutions.net) with all contact information of professionals for whom you would like Synergy to complete an X-Ray. Please ensure that we have the correct spelling of their name, company name, address, phone and fax numbers, and e-mail address.
Generate 30 Great Prospects
immediately from every referral source
version 2.00b
Purpose
Generate $5,000 or more in sales commissions on your very first in-person meeting or your third phone call. Help all professional referral sources to see the benefit of sharing every prospect they have not converted in the last six months with you so you can help to cross-sell them.
SPECIAL NOTE: This is a perfect strategy if you’re inviting your professional referral sources to a Synergy Action Workshop seminar. If you invite 10 people, you could generate over 300 leads right at the seminar, which could be converted to $50,000 in extra commissions if you follow the strategy discussed below. The Synergy presenter will teach all of your guests why they need you to help them follow up on their leads. Sit back and enjoy the ride!
Steps
1. Get answers to at least the top 3 questions (Current work hours/hours goal, sales closing ratio, WOW income goal) and work to gather all 7 key questions.
2. Let them know you can help them achieve their full potential.
3. Show them how much money they are losing & give a taste of how you can help them achieve their WOW income goals.
4. Identify two major reasons people do business with them, and then build a cross-selling script.
5. Ask them how many of the leads they would like you to target to cross-sell them.
6. Ask them when they believe they can have their leads from the last six months compiled.
7. Schedule the next time to get together with them, or invite them to a business development seminar.
Don’t make this harder than it is. It's verysimple— you ask questions (step #1) ,
help them understand their need for you (step #2) , and then present them with a solution (step #3)
PLEASE MAKE SURE YOU FOLLOW EVERY STEP JUST AS IT’S LAID OUT! If this doesn’t work for you, please call your ActionVision certified consultant for assistance and coaching.
Detail to Each Step
1. Get answers to at least the top 3 questions (current work hours/hours goal, sales closing ratio, WOW income goal) and work to gather all 7 key questions.
2. Let them know you can help them achieve their full potential.
3. Show them how much money they are losing & give a taste of how you can help them achieve their WOW income goals.
4. Identify two major reasons people do business with them, and then build a cross-selling script.
5. Ask them how many of the leads they would like you to target to cross-sell them.
6. Ask them when they believe they can have their leads from the last six months compiled.
7. Schedule the next time to get together with them, or invite them to a business development seminar.
Step #1 – Ask powerful questions
Use short sales presentation to lead into asking at least 3 key questions with the intent of going after all 7. "Hi! My name is ________________, and I do business a little differently than others in my industry. I work with twelve top professional referral sources to help them increase their income and decrease the number of hours they work. The way I do this is by implementing systems that will cause your business to grow even when you are not at work. I don’t know if my systems can help you as they have helped others, but if I could just ask you a few quick questions, I would have a much better idea if I could help you increase your income and decrease the number of hours you’re working. Would that be OK?
If they say “NO” or “I don’t have time”, say, “That’s not a problem. Very quickly, how many hours are you currently working and how many would you like to work? If you had 10 leads, with a lead being a name and a phone number, how many would convert into clients for you? (Average in most industries is 1 in 10.) Lastly, what would be your WOW income goal—an amount that would really excite and motivate you?
You must get some information. Once you get some type of information, you can also call them back at a later time and say, “Hi, ______________. This is ___________________, and we talked the other day. You said you wanted to get the number of hours you worked down from ___ to ___ and get your income up to ___________, and I came up with a couple of great ideas on how you might be able to do that, and I wondered if you could spare a couple of minutes for me to share some of them.” When they say yes: “I have a couple of other quick questions before I share my ideas. Is that OK?” (Finish asking the 7 key questions or start getting into the Mini X-Ray.)
Step #2 – Show them how much money they are losing
Once you know their sales closing ratio, you are able to show them how much money they are losing. “WOW, ____________, that’s great that you’re at a ___% sales closing ratio. The average in most industries is 10%, and you’re ___ times as good as that. Way to go--you’re awesome! On the other hand, it still means you’re not getting paid for ___% (100% less the sales closing ratio) of the work you do. Boy, is it going to be tough to achieve your WOW income goal of _______________ and decrease the number of hours you’re working from ______________ if you’re not getting paid for___% of the work you do. Wouldn’t you agree, __(prospect’s name)__?
“How many leads do you get on a monthly basis on average? Most sales professionals get at least 10 a month or could be getting 10 without a huge amount of work. If that’s the case for you, that would mean that you have around ___ (usually at least 48) leads over the last six months that you’ve worked on but haven’t been paid for. If your average commission was, say, $5,000, that would mean you’ve lost about $250,000 in income over the last six months or $500,000 in income over the last year. If there was something I could do to help you recover $25,000 to $40,000 of that lost money the next time we get together (or after we attend the seminar), would you like some help in this area?
Step #4 – Identify why their clients do business with them
(Pause, put your hand on your chin) Hmm. I’ll give that some thought. ___prospect’s name___, what are the two most important reasons you believe people will do business with you? If I could help your prospects understand the value of working with you because of ____#1 reason ____ and ____#2_reason ____, do you believe that would help you go from __old sales closing %__ to ___new_sales_closing %___? If we worked on this together and I could cross-sell you to help you really increase your income and decrease the number of hours you’re working, would you give me an opportunity to compete for the business you could refer to me?
Step #5 – Ask them how many leads they would like you to target to cross-sell them
When you’ve done steps #1 and #2 correctly, step #3 is easy.
“With my 12 best professional referral sources, ___ professional referral’s name___, I like to put together a script to cross-sell each referral source. I find that if I come in as a third party, anything I say about you provides you with a very powerful endorsement and increases the likelihood of closing the sale. I might say something like…
“Mr/Ms. __prospect’s name __, __professional referral’s name__ asked that I give you a quick call. I have been able to help save some of his/her clients a great deal of time and money in the ___professional referral’s industry___ process. I also wanted to congratulate you for considering to work with ___ professional referral’s name___ as I work with many different professionals and have found ___ professional referral’s name__ to be very professional and efficient. He/She really helps his/her clients to _______reason #1__________ and ______reason #2______. Have you made a final decision yet about what route you’re going to take in _____what they are planning on doing for the prospect____. Would you have any suggestions or ideas on how ___ professional referral’s name___ could provide better service to you?
___ Professional referral’s name___, I would obviously clean that script up some before using it, but I wanted to give you an idea on how I might be able to cross-sell you. If I could just help you turn 5 of those 48 leads back to you, it could earn you $25,000 in extra income. How many of those leads would you like me to call and cross-sell for you?
They will probably want you to call ALL of them.
“I will work on scheduling calls to each of them over the next 30 to 60 days. Could you please identify the top 5 to 15 leads that I could help you the most on right now? If we did this on a regular basis, it could help you increase your sales closing ratio from ____% to ____%; that would double or triple your business. What do you think about that?”
Step #6 – Ask them how long it will take them to compile the list
Ask them when they believe they could have last six months of leads compiled. “OK… Let me understand what we’re setting out to do together. The next time we get together, you’re going to bring all your prospects from the last six months, and I’m going to work on cross-selling you with the goal of generating $25,000 or more in added income for you. Sound about right?
Step #7 - Schedule time to get together
Schedule next time to get together with them or invite them to a business development seminar. “When would you like to schedule a time to get together so I can start working to put that $25,000 in your pocket rather than a competitor’s?”
Action Workshop Note
Action Workshops that have been developed to teach the natural laws of growing one’s business are extremely powerful in showing the value of developing and following through with seminars. The Synergy presenter will WOW those in attendance by helping them understand the importance of putting systems in place and working with you. If you follow the above steps, you could walk away with over 300 leads. All you have to do is get them to attend the 2- to 6-hour workshop and bring all their leads.
The following script may be used to get people to attend the workshop. IMPORTANT NOTE: It is very important that you’re excited and that you follow up with them more than once to make sure they will actually attend. Once they’re there, we will do the rest, but you need to get them to the seminar. CALL THEM 24 HOURS PRIOR TO THE SEMINAR TO MAKE SURE THEY’RE GOING TO ATTEND, that they’ll bring all unconverted leads from the last six months, and that they’re excited about what they’re going to learn and do.
“Hi, __________. This is ________________ with _____________________, and I wanted to give you a very special invitation to a special Action Workshop that we are offering to our top referral sources. We are bringing in a national speaking/executive coaching firm to do a business development seminar, and I know it will really benefit you a great deal. It’s helped other professionals to double their income and decrease the number of hours they’re working. If you bring all your leads from the last six months that you haven’t turned into sales, they’ll show you how to walk away from the seminar with a way to turn those leads into income. I’m told that normally this seminar runs between $450 and $790 per person. Since we’re sponsoring it, there’s absolutely no cost to you as long as you pre-register. Is that something you would like to do right now? If for some terrible reason you’re not able to attend, the only thing we request is a 72-hour notice of your cancellation so we can invite someone else to attend.”
POWERFUL MARKETING NOTE
To give yourself the added advantage and sales edge, add to your marketing arsenal a series of powerful four-color, professionally written, expertly designed, laminated postcards.
These beautiful, high-end marketing pieces can be customized to meet your specific image, needs, marketing goals, and targeted objective. We normally recommend that a full-color photo of yourself be a part of the laminated piece. These powerful leave-behind cards can be dropped off, sent out, or given away at a seminar or trade show to act as your own personal sales force, targeting the individuals with whom you want to develop a profitable business relationship.
One of the most important objectives of a sales/marketing piece is to get people to hold onto it as long as possible. Each piece is designed to bring value to the relationship and give valuable suggestions, tips, and ideas on how to take a business to the next level, thereby increasing income and decreasing the number of hours at work. Some of the series have been designed in partnership with an international executive coaching firm and provide high-level coaching principles and tips, which will help all those with whom you work to view you as valuable business partner to whom they look for growing their businesses, decreasing the stress they feel, and developing better balance in all areas of their lives
These laminated cards are great for complementing your in-person sales calls, phone calls, and mailings. They’re great promotionals for seminars or workshops. Use them to open doors in targeted accounts or just as a nice touch to show a group of people how much you care about them. Choose between specially designed series for businesses, employees, corporations, consumers, and non-profit organizations.
For additional order information, please call 630.393.9909 or go to the following web site: http://www.synergysolutions.net/NewFiles/B13-marketing.html http://www.synergysolutions.net/NewFiles/B13c-colorpost.html
Presentation Survey
Name of reviewer: ________________________________
Date: ___/___/_____
Please rate the professional being reviewed from a 1 to 10 on each of the following areas. 10 being the best score.
Professional Reviewed:
1. Name: ____________________________________
____
Total Score: ________ (1 to 10)
Rate the following 1 to 10.
a. Asking key questions.
____ b. Having all gathered data at fingertips.
____ c. Use data gathered for every sales call.
____ d. Offer solutions for challenges identified.
____ e. Ask for all past prospects who haven’t closed.
____ f. Determine together with referral source if person is a potential Your Company Name partner and then get all parties to sign partnership agreement.
____ g. Schedule next time to get together and assignments for each person.
What did you like most about their presentation?
What’s one suggestion on what theycould do to improve presentation?
Partnership Advanced X-Ray
"The next step to your full potential through partnersh ip planning after the Business X-Ray" version 2 02
Name: A. Your WOW income goal: $__________
E-Mail address: B. Hours you currently work per week: W ould like to work: /wk
Phone: ( )Years in Business: Started: / /
[ ] - Personal gross incom e or [ ] - Co net incom e before taxes C: $______ $______ $______ $______ Personal incom e for the last three m onths: D: $______
Interviewer's Name: E: Number of years in business:
Certification working toward: p Level 1, p Level 2, p Level 3 page ___ of ___
Date started: ___/___/____ Goal to complete: ___/___/____ Actual completion: ___/___/____
Certification
Hours/Actions Earned
Performance Standards
Certification Quality Control - To be turned in quarterly. Name: ___________________________ ActionVision Number:___________-_____
Certification Level: p Level 1, p Level 2, p Level 3 page ___ of ___ Period of time: From: ___/___/____ To: ___/___/____ Submitted: ___/___/____
Minimum standards of performance
A. Increased Productivity: 35% after 60 days.
B. Follow through: 95%
C. Accuracy: +4%
D. Increase in results: A minimum of +25% per year
Performance Results
I certify the above information to be correct to the best of my ability. I understand that I will periodically be requested to provide supporting documentation to verify the above information. I also understand that purposeful misrepresentation of data is terms for immediate revoking of ActionVision certification without a refund.
Certified consultant's signature
I certify that I personally know the above person, have contacted them at least once each month, and have completed an audit on their numbers based on guidelines set forth in the ActionVision certification manual.
Professional Diary For ActionVision Certification
Name: ___________________________
ActionVision Number:___________-_____
Documenting experiences will be help solidifywhat is learned and how others' lives are affected. This will be extremelyhelpful to the Level 3 certified individual who is responsible for assisting you as you help others reach their dreams. Please make copies of this page and keep a journal of experiences you have while on ActionVision and throughout the journeyof certification. If you ever choose to become Level 3 certified, a portion of the approval will be determined bythe entries in the journal. Please give each entry: a date; the name of who you met with; information about what you learned, observed, or could have done better; and any interesting insights.
[ ] 2) Understand importance of completion of Monthly Questionnaire.
[ ] 3) Caring about your success, agreement!
[ ] 4) Steps to successful monthly reviews.
[ ] 5) Most often asked questions.
[ ] 6) Seven major areas within ActionVision.
1. Heart of your plan.
2. Driving force behind your plan.
3. Measurable actions.
4. Accountability partners.
5. Monthly measurement.
6. Scoring and statistics.
7. Back side of plan.
[ ] 10) Review of Advanced ActionVision system.
1. Colored A, B, C cards in front of book.
2. Weekly plan.
3. Daily / hourly plan.
4. Desktop laminated versions.
5. Lead list tracking.
[ ] 11) Have past assignments been completed?
[ ] 12) Brief review of tabs in back of book.
[ ] 13) What monthly system will you be using to market to referral sources, past clients, and prospects? _______________________
[ ] 14) Understand how ActionVision would benefit others you know, key customers, vendors, and bring added value to key referral sources.
[ ] 7) Brief review of ActionVision Top 20 Analysis.
[ ] 8) Brief review of monthly and weekly system.
[ ] 9) Brief review of project planning system & Major Review form.
[ ] 15) Review non-profit foundation.
A. Do you have contacts within the non-profit area? [ ]-Yes If yes, please fax names and addresses of contacts.
B. Would your company consider participating? [ ]Yes
13) Would you be interested in participating in future pilot testing of products or services? [ ]-Yes, [ ]-No
14) What would be your overall rating of ActionVision Systems up to today? (10-Best) 1 2 3 4 5 6 7 8 9 10
15) By following ActionVision Systems how many EXTRA transactions do you believe you will produce MONTHLY or what increase in productivity do you believe you will see? _________ or ________% increase
16) What would be one suggestion on what we could do to better serve you?
17) What is the number one objective you have in using ActionVision Systems?
18) Would you recommend this system to friends and associates? [ ]-Yes [ ]-No
19) We have built almost our entire business on referrals. If you believe we will assist you in building your business, we request two referrals. ActionVision can be utilized in every business, as well as with all types of individuals. Most individuals using the ActionVision system know at least 100 individuals who would benefit greatly by using the system.
