MUSTER TIME: 10:00-10:30 am EST Conference Call (ALL Properties)

RADIO FREQUENCY: Phone: 800-371-9219 Conference ID: 3354653

YOUR MISSION:

•  Set appointments with NEW BUSINESS PROSPECTS •  FILL YOUR PIPELINE •  Be in the top 10% of boot campers

HOW TO PREPARE:

•  Have a list of 100 NEW business prospects that DO NOT appear on your SPR

•  Use the Cold Call Script and Email to prepare your own messages

TUESDAY, 10/7/2014

NEW BUSINESS BOOT CAMP

HOW TO EARN POINTS: •  Conversation with decision maker, but they decline a meeting - 1 point •  Voicemail AND Follow-Up Email for a decision maker - 1 point

•  Both must be done to earn a point. •  Set meeting with decision maker - 3 points

•  Meeting must be on one of the next 4 Sales Summaries.

HOW TO BUILD A GOOD SCORE •  11 Conversations with decision makers but no meetings 11 •  50 Voicemails with Follow-Up Email 50 •  13 Meetings with NEW BUSINESS decision makers 39 •  74 NEW BUSINESSES REACHED TOTAL 100 points

RULES AND REGULATIONS: §  Each prospect can either count for one (1) point OR three (3) points. §  NEW BUSINESS ONLY! Only count prospects who don’t appear ANYWHERE on your SPR. §  Email tally sheets to the drill sergeants (bootcamp@learfieldsports.com) by 5 PM local

time.

TUESDAY, 10/7/2014

NEW BUSINESS BOOT CAMP

YOUR MISSION: FINISH IN THE TOP 10% §  Boot campers that finish in the top 10% will have their meetings validated over the

next four sales summaries §  Inclusive of the Friday following Boot Camp – You have 18 business days to run

your meetings §  Qualifiers will be announced the day after Boot Camp and 4 weeks later the winners

will be announced

TUESDAY, 10/7/2014

CALLS FOR CASH

ONLY THE STRONGEST WILL SURVIVE §  The boot camp qualifiers that

maintain the point total that was required to be in the top 10% - after the meetings have been run - will win $250

§  Notice: If an original qualifier has 6 meetings scheduled from boot camp but only runs 5, they lose 3 points. This puts them at risk of dropping below the original 10% which would disqualify them from the cash prize.

 

Hi   ___________,   this   is   __________________   with   _______________________   Sports   Proper0es   at  214-­‐555-­‐1212.   _______________,   _________________   Sports   Proper0es   is   the   marke0ng   arm   for  ______________  Athle0cs.  We  work  with   companies   like   yours   on   successful   statewide,   regional   and   local  marke0ng  plans  to  help  grow  their  business.  I’m  not  sure  if  we’re  a  fit  or  if  there  might  be  a  connec0on,  but  I’ll   be   in   your   area   on   Tuesday,  March   5th   and  would   like   to   spend   a   few  minutes   finding   out   about   your  business  to  see  if  there  might  be  a  way  we  can  help  you  gain  new  business.  I’d  like  to  schedule  something  in  the   morning,   say   around   10:15…   If   I   don’t   hear   back   from   you,   I’ll   call   back.   Again,   my   name   is  ____________________   with   ________________   Sports   Proper0es   at   214-­‐555-­‐1212.   I   look   forward   to  hearing  from  you.  

VOICEMAIL

FOLLOW UP EMAIL

LIVE PHONE DISCUSSION

Hi  ________,  I  just  leN  this  on  your  voice  mail,  but  thought  it  might  be  easier  for  you  to  respond  to  an  email.  I  represent  ________________  Sports  Proper0es.  We  work  with  companies  like  yours  on  all  of  the  statewide,  regional,  and   local  marke0ng  campaigns   surrounding   the  ________________  Athle0c  brand.   I’m  not   sure   if  we  make  sense  for  what  you  are  working  to  accomplish  in  this  area,  but  I’ll  be  in  your  area  on  Tuesday,  March  5  and  wanted  to  sit  down  and  see  if  there  might  be  a  connec0on.  We’re  both  busy.  So,  I’ll  make  good  use  of  our  0me.  Would  10:15a  work  for  you?  Please  let  me  know.  I  look  forward  to  hearing  from  you.  

Hi   ___________,   this   is   __________________  with   _______________________   Sports   Proper0es,   how   are  you  today?    _______________,   _________________   Sports   Proper0es   is   the   marke0ng   arm   for   ______________  Athle0cs.  We  work  with  companies  like  yours  on  successful  statewide,  regional  and  local  marke0ng  plans  to  help  grow  their  business.  I’m  not  sure  if  we’re  a  fit,  but  I’ll  be  in  your  area  on  Tuesday,  March  5  and  would  like  to  spend  a   few  minutes  finding  out  about  your  business   to  see   if   there  might  be  a  connec0on.  We’re  both  busy.  So,  I’ll  make  good  use  of  our  0me.  Would  something  in  the  morning  work,  say  around  10:15?