Download - 011508 Sales Meeting
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Good Morning South Park
Please quiet your cell phone.
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Virtual Caravan
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Rock Stars
• Top GCI for December– Individuals
1. Bonnie Downey $ 16,522.502. Fred Holder $ 12.090.003. Keith Stewart $ 8,481.254. Julie Horanski $ 8,190.005. Jan Fox-Cain $ 6,915.00
– Teams1. Severs Team $ 20,830.002. Papandrea Team $ 19,293.803. Lucinda Maples Team $ 12,600.004. Sherry Hopkins Team $ 12,300.005. Binny Orrell Team $ 10,498.50
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How Did We Do Last Year?
South Park
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How Did We Do Last Year?
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How’s the market?
CMLS Areas 4,5,6Single Family
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How’s the market?
CMLS Areas 4,5,6Single Family
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How’s the market?
CMLS 4,5,6Condo/TH
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How’s the market?
CMLS 4,5,6Condo/TH
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Homeservices Financial
• Kevin Barbee, South Park Loan Originator• Craig Strah, Private Banking
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Announcements
• Jan. 16th, 10:00 am, John McCullough, SWIM Buffers and Watershed Issues
• Scripts Practice, Mon. thru Thurs., 9:00 am• Jan. 28th, 9:00 am, Skill Building Workshop: Getting the
Most From the Brand, Ballantyne• Jan. 28th, 1:00 pm, Skill Building Workshop: The Psychology
of Selling
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What’s Your Style?
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What’s Your Style?
• Dominance– Decisive, Demanding – Driver, Deliberate – Competitive, “tell” – Want to be in charge
• When working with a D:– Provide direct answers– Probe then get to the point, – Close by providing options
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What’s Your Style?
• Influencer– Inspirational, Interesting– Impulsive, Friendly– Persuasive, Positive attitude– Seeks consensus, Democratic
• When working with an i:– Ask for opinions– Provide testimonials– Close by asking, “How would
this work for you?”
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What’s Your Style?
• Steadiness– Stable– Secure– Slow to change– Precedents & Procedures
• When working with an S– Speak deliberately– Provide how-to info– Stress compatibility and
support– Close by asking for next step
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What’s Your Style?
• Compliance– Cautious, Concise– Human computer– Diplomatic, detail oriented– Facts and knowledge based
• When working with a C:– Speak and go slowly– Provide proof, statistics– Be punctual, hands-on demo– To close ask, “What added
data will get the decision made?”
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Go Forth and Prospect