Module SIX: Closing The DEAL – Why Honesty and Transparency Will Create Contracts

Feb 06, 2025

Description: Quickly identifying those inbound leads and opportunities who are your IDEAL CLIENT PROFILE, is the key to honing-in on and getting in front of the decision makers who are ready for solutions and interested in buying NOW (or soon). Honing this craft is a crucial component in creating an efficient lead weeding system that will increase your closed sales percentage per inquiry. Not doing so can cost you 20-30% of your billable time per year. That’s a LOT of $$ down the drain. The tire kickers will come. They always do. This can be very expensive to “not know how to handle” with scripts and systems in place for your business. They wander through the home shows every year, picking up free pens and candy (you know the type). Knowing how to “sniff out the freebie hunters” in 5 minutes or less, is critical. Getting rid of them quickly yet politely, so you A) keep your reputation and the relationship for future referrals, and B) keep the door open for a serious buyer at a later date, is also part science and part art form. Managing expectations is such an important part of being the project manager, and that starts on day one of your interactions with potential customers. When you know your craft, your industry, and have extensive past project experience, you can speak with confidence. You can explain something honestly, openly, and transparently in your initial meeting/s prior to getting under contract. You can give a serious buyer some past client references to check. You can tell them about scope, time, and money truths. If they don’t believe you, that’s okay. You don’t have time to educate for free more than once. They’ll learn you were right, on their own, and come back when they’re ready to accept your wisdom & input.

You will LEARN:

How to create SOPs (scripts & systems) to get in front of the RIGHT CLIENTS so you can Close More Sales.
How to sniff out and weed out the tire-kickers & freebie-seekers, while not damaging a future client relationship.
How to Manage Expectations, from day one, with your potential clients. They will be back when they’re ready.

Expected Value

Feb 06, 2025

Description: In business, Expected Value (EV) is a statistical concept used to forecast the potential financial outcomes of decisions that have uncertain results. It represents the average return or value anticipated if an action or decision is repeated multiple times. Expected Value is crucial in decision-making processes, especially when weighing the risks and rewards of various choices. The formula for Expected Value is: Expected Value = ? (P(x) × x) Wherein: P(x) is the probability of a particular outcome occurring. x is the payoff (value or return) of that outcome. Practicing probability math in your business is an important skill set, and the “EV” many times will tell you a story that is instinctually counterintuitive. Learning how to apply EV to your business decision making can have everything to do with being profitable and sustainable, vs. struggling with cash flow and survival during your first 5 years and beyond. “You’ve got to Know When to Hold ‘Em, and You’ve got to Know When to Fold Them.” - Willie Nelson, and the mathematics of playing poker are definitely “all in” for this training! EV allows you to review your new business opportunities and apply some quick and emotionless data points to affect your best pragmatic business owner decision making. Then you can choose that long sales cycle big project and “do it for the portfolio” or see the cost & expense vs. the payout, opt to “pass on the one-off home run”, and stick with the bread and butter that pays the bills every time!

You will LEARN:

What “EV” (Expected Value) is, and how to use it to evaluate client project opportunities that are new or different.
The Data importance of the EV equation for deciding pragmatically if a new or big project makes sense for your firm.
How EV can help you understand your sales cycle by project type, timeline, and payout price point, for profitability.

The Art & Science of Sales

Feb 06, 2025

Description: The ART of Sales. This is the psychology of the brain, the emotions around a buyer’s decision making, and connecting to both in an efficient and sincere way. You help them DREAM about what could be. You help them picture a life without the PAIN they are dealing with. Then you show them how you are the SOLUTION to one, or both. Done with active listening, empathy, & trust & rapport building, you’ll become THE CHOICE for AIP solutions in your community. The Science of Sales. This is the data collection, sales metrics and tracking you set up in your business. Inbound inquiries (leads), source of leads, sales value per transaction, and similar metrics will dial in your process and profitability with the right clients and projects. Tracking potential and active customers through their customer journey from awareness to purchase, along with customer segmentation exercises, will educate your business decisions on where to spend your time and money, marketing budget, and networking efforts. Putting ART and SCIENCE together to work for you. Using research and data to hone-in on your ideal client and their position along the customer buying journey. Close more deals. Make more clients happy. Get more referrals. Have a massive impact in and for your community, as your reputation increases as THE Aging in Place EXPERT in your community.

You will LEARN:

How to use the ART of Sales, from initial client awareness to closing the deal with your customer.
Why the SCIENCE of Sales matters. Using consumer data tracking, metrics, & funnel sequence to close more sales.
The skills to combine ART and SCIENCE so you can close more deals, help more clients, and IMPACT your community! (okay, and YES, make MORE MONEY!)

The Walkaway

Feb 06, 2025

Description: You get to your first business goals by saying “YES” to EVERYTHING. Now you need to start understanding when to say “no thank you”. It’s a personal growth challenge that will lead you to your next level of business growth. Knowing when you are NOT the answer for your client, is a critical component. But it’s tough to do, and it takes some practice. Learning how to define “right fit” in a way that aligns with not only your potential client’s needs, but also with your own Ideal Client Profile, is an important step in honing your niche and upping your business game. Once your phone is ringing, you have to start looking at your client & project financials & metrics, so you can begin weeding out those “no thank you” clients who aren’t a match for your mission, vision, core values, along with your profitability (profit margin) information. Then, you must ALWAYS have AN ANSWER. That’s your golden rolodex. Know your competitors, and refer to them when they may be able to help, and you aren’t interested in the client or project. (I know, weird, right? It works.) Know your parallel industries. Do they need a financial planner? A reverse mortgage specialist? An OT? A handyman vs. a contractor? Open your personal phone book for them, and point them in the right direction. Talking yourself OUT of a project or client opportunity, when you are not the right fit for them, returns 3X in referral-based business, over time. Our competitors know what we do. They refer us when we are a better fit for a client inquiry to their business. That’s your expanded sales force and referral team!

You will LEARN:

The art of saying “No thank you” to potential clients who aren’t a good fit for you and your business.
How to hone in on your ideal client profile. Those who fit your vision, mission, core values, and profitability model.
Why you ALWAYS offer alternative solutions & direction to the client, which comes back to you 3x in new referrals.

ForeverHome^® Professional Certification Program

Module 06: Closing The DEAL – Why Honesty and Transparency Will Create Contacts

$237.00

What's Included in the Module

ForeverHome® Professional Certification Program

Module 06: Closing The DEAL – Why Honesty and Transparency Will Create Contacts

$237.00

What's Included in the Module

ForeverHome^® Professional Certification Program