Message From Floyd…

If you have an aversion to prospecting, you have an aversion to wealth—there’s no other way to say it.   Make up your mind right now—Yes or No.   Are you going to prospect at least four hours a week? If you make this commitment today—to me, to yourself, to your family — then let’s get started…

By understanding these five concepts, you will dramatically improve your wealth through prospecting:

• Have Your List Ready: When you block out time to prospect, start making calls. This is not a time to prepare your list or procrastinate. Hit the ground running and you’ll get the business you need. This was one of the keys to my early success. When I started prospecting, the list of people to call was ready and all I had to do was dial. While I was talking to people and scheduling my appointments, the non-producers were still preparing. One guy had to research his list while another had to psyche himself up. Some had a group discussion on what they were going to say. By the time they actually picked up the phone, I was done and on my way.

• Follow a Process: Wouldn’t it be great if prospects had your script in advance and did everything you wanted them to do? In the real world, they’ll try to knock you off track and if you let them, your earning power will suffer. That’s why it’s important to have a process and stay on track. If they want to talk about something else, let them know you will cover that and get back on track.

• Delivery: More important than the words is your delivery. Do you try to “sell” without giving people a chance to respond? Do this in every conversation: Pause. Let your question sink in and wait for an answer. Slow down and don’t overwhelm the discussion. Just listen, and pay attention to the answers. How do you sound to others? Do you use the right voice inflection? Do you sound natural? This may seem a little strange but it works over the phone: Smile when you talk. Try it now—See how your voice inflection improves with a smile on your face!

• Find the Hot Buttons and Push Them: The Floyd Wickman Program focuses on more than a dozen Hot Buttons which are problems your clients may or may not know they even had. Once you find the Hot Button, push it by offering a solution. If the problem outweighs the cost of your solution, you are on your way to becoming a top producer! Find Hot Buttons by asking questions and waiting for the answers. The more you listen, the more you will learn.

• Don’t Do It Alone: Prospecting is more productive—and more fun—when you use a simple method. Click here to see how Floyd Wickman Master Salespeople have proven time and again that just 90 minutes three times per week will mean all the difference in the world to your career and your life.

Love,

Want to Take Your Career to the Next Level?  The Floyd Wickman Team offers intensive training programs, one-on-one and group coaching, a world-renowned Speakers Academy, and other programs to make sure you are a success.  Give us a call today or contact us here — we can help!

————————————–

Inside the Team…

Master Sales skills are key features of the Floyd Wickman Program, which is now celebrating its 10th year of success. Year after year, our students have averaged more than one transaction per week and over two referral leads. What would production this consistent do for your bottom line?

From dramatically increasing production to smart fourth quarter business strategies to savvy new technology — our team has got what you need to succeed.  Here’s what we’ve been up to…

Floyd Wickman Program trainers have been busy with classes across the United States and terrific results are rolling in.

• Vermont:  Realtors are buzzing in the Green Mountain State over a Century 21 Jack Associates student in Certified Trainer Mike Fiddler’s class who wrote seven listings in six weeks thanks to what she learned in the Floyd Wickman program.  “I came in as a buyer’s agent and found out I could actually list as well,” said agent Sue Burdick, who “absolutely” recommends the program to other agents.

• Massachusetts/Connecticut/California:  Two students in Master Trainer Sheldon Spiegel’s class with the Cape Cod and Islands Association of Realtors wrote their very first listings during the first week of the class and another program with Prudential Connecticut Realty had 30 agents logging 464 conversations using the powerful Referral Lead Generator System. Both classes are on track for success, according to the Master Trainer, who’s heading out to California to bring the Floyd Wickman training to agents in Los Angeles. 

• New Jersey:  Certified Trainer Jack Alia is having similar success with his programs in the Garden State. Coming off a class with RE/MAX Platinum in North Brunswick that exceeded the Floyd Wickman average of 1.07 transactions and 2.37 referral leads per student per week, Alia is confident his next two classes will surpass the averages as well.  “Their enthusiasm is unbelievable and I have no doubt they will top one transaction per student per week,” Alia said of the RE/MAX Gold Coast Realty students in Hoboken. “Their production will have a huge impact on the company’s bottom line since 90 percent of their agents are enrolled.  They’re going to have a huge fourth quarter this year and an even better 2012,” the trainer said. “The same goes for my class with RE/MAX Preferred in Marlton and RE/MAX of Cherry Hill. This an exciting time for these agents and their companies.”

• Alabama/Ohio/Indiana:  The Realty South class with Master Trainer Mary Johnson in Birmingham is the office’s first and has the added benefit of earning the agents 21 hours of continuing ed credits. “They’ve averaged 2.63 referral leads per student the first week and topped it the next with 2.88 leads,” the Master Trainer said. “Given their excitement and enthusiasm, I’m certain they will beat these results again.”   Over at Prudential One Realtors in Dayton, Johnson’s students have broken up into three teams and are really “jazzed” to outdo each other. “The students make up a large percentage of the company and their production is going to have a huge impact on the company’s market share,” Johnson noted.  And in Merrillville, Broker Ron McColly at McColly Real Estate took the Floyd Wickman class as a Sweathog in 1985 and looks forward to the same great results as back then. “Ron’s agents are really fired up and we had a great first week,” Johnson said.

• Pennsylvania:  Anticipation is also in the air in Malvern, as a training program is just getting underway with agents from RE/MAX Mainline and Long and Foster. “I’ve never met such a group of salespeople so eager to learn,” said Floyd Wickman Trainer Andy Goodman. “Their energy will translate into great production.”

• Illinois:  Dean Moss, an associate trainer with the Floyd Wickman Team, spent a wonderful half day teaching the popular Greatest Sales Dialogue workshop to a large independent real estate company in Chicago.

Ready to bring these great Floyd Wickman results to YOUR area?  Give us a call today at 800.910.5351 to ask about trainer availability in your market!

————————————–

The Floyd Wickman Process

Top Sales professionals don’t rely on chance or circumstance for success…they follow a PROVEN PROCESS for success that includes…

Master Sales professionals, the ones who lead their offices in production year after year, all have one thing in common: They stick to a process. No matter how the prospect tries to knock them off track, they stick to their process because they know the process will lead them to success. The process is powerful. Take prospects through it one step at a time knowing it’s actually a psychological process that takes them from being not sure to feeling comfortable about buying your products and services. Even if you mess up on the words, just follow the process and you will be more successful.

The five key steps of the Master Process:

• Introduction/Ice Breaker
• Attention Getter
• Find Hot Button/Need/Problem
• Push Hot Button–Solve It
• Close 3 Times

Introduction/Ice Breaker: Get a conversation started and keep it going. Personality is important; put a chuckle in your voice. Focus on voice inflection—how do you sound to others? Come up with something pertinent to them–do some research first. Don’t talk about yourself and don’t overshadow them. Talk about what they are saying and not your own story. End every sentence with a question, pause, wait for an answer; don’t talk fast. Emphasize the points they are making and build the conversation slowly. Find their needs. What problems are they looking to solve?

Attention Getter: Also called an elevator speech. It’s a statement tied up with a question that makes a prospect want to hear more. Get them to understand what they get if they do business with you. “If I can show you how to save a lot of money, would you be willing to spend a few minutes with me?”

Hot Buttons: The goal of your conversation and questioning is to find problems. Listen. If you pause and listen and don’t over talk, you will find the problems. Next, push the hot button by restating the problem and providing a solution. “If I could show you a way to handle this problem and even save some money in the process, would you like to hear more about it?”

Close Three Times: There’s magic in threes. Human nature causes us to usually say “no” when we’re asked the first time. True professionals never stop at asking once. In fact, the amount of money you will make is directly proportional to how many times you close. Recap and take charge. Propose the next step: “Here’s what I’d like to see us do…” Do it as a proposal so it’s  softer and more like their decision, a mutual decision between the both of you. Salespeople who understand there’s magic in threes, always produce more than those who stop at asking once or twice.

Great selling is understanding the process and staying on track. If you understand why you are doing it a certain way, you will develop an instinct and do it right every time.

————————————–

The Master Sales Society: Think Six

Top Producers from across North America are still abuzz after this summer’s powerful FORUM held in Livonia, Michigan.  The FOCUS?  Think SIX.  Two little words — great big impact on careers & lives…

Top producing sales professionals from across North America gathered at a special forum recently to renew their faith in the economy and discuss how they are continuing to thrive despite market conditions. The motto for the event was “Think Six,” a powerful mindset that drives Master Sales professionals to earn at least $100,000 a year and, like some, to $999,999 and beyond!

“We have faith in North America’s economic engine and are proving everyday that the keys to success can be applied by anyone in any market,” said Nelson Zide of ERA Key Realty Services in Framingham, Mass.  Zide is a member of the Master Sales Society, a group started by sales trainer and motivational speaker Floyd Wickman to identify–and teach others–exactly what it takes to excel as a salesperson.

“I don’t think there’s anything wrong with our economy that strong selling skills can’t cure,” shared Floyd, whose early career failures started him on a path to success he now shares with others through the Master Sales Society.

 The three keys to Master Salespeople success?

• They made up their mind to be successful (Thinking Six!)
• They stick to a formula that works
• They associate with successful people and have mentors

“These concepts may seem basic and simple, but are at the core of every high earner I’ve ever worked with,” said Floyd, “and Think Six sums up their mindset perfectly.”

“Once I convinced myself I could really be successful, the rest fell into place quite easily,” said Juli Facer, of RE/MAX Unlimited in Ogden, Utah, who reported she is already well beyond the first-half goals she set for herself this year.   “With strong confidence in myself, I stuck to a winning formula and associated with successful people,” Facer explained. “I ignored all of the negativity about the market and the economy and focused on the things I could control, which was my attitude and how I conducted my business. Before long, I was hitting my goals and have never looked back.”

Herb Miller, a Certified Residential Specialist with Prudential in Dayton, Ohio, explained some ingredients of his winning formula:  “First, build a relationship with your clients and be very clear about what you want to accomplish together,” Miller explained. “Selling is not talking, but asking questions so you can understand exactly what your client’s needs are and how you can fill them.”   According to Miller, the market downturn caused him to work smarter, not harder. “A professional never stops learning,” Miller said, “and most successful people are glad to show you because they know that’s how they learned.”

“The American Dream is still alive and well, but first, you must convince yourself that you can live it,” said Jamie Bodiford, whose “Think Six” mentality has enabled her to earn a six figure income despite the recession.   I just keep doing the things that made me a top producer and I take every opportunity to learn from other Master Sales Society members,” concluded added Bodiford, a Century 21 agent in North Texas.

“Success in this economy is here for anyone who wants it and is willing to do what it takes to achieve it,” said the Bodiford who earned her company’s Centurian designation for the last six years and is among the top one percent of sales agents in the world.

For more information on the Master Sales Society, go to www.mastersalessociety.com.

————————————–

A Free Gift From Floyd…

They say “attitude is everything” and in today’s market – they’re not far off.  Having a positive mental attitude and fueling your life and career with the “right stuff” is no longer a “should do” – it’s a “MUST do” — that’s why Floyd wanted to share an excerpt from his powerful and inspirational message How to Be In Positive Control of Your Life! with you this month…

Click here to listen  now…

To get a copy of the entire program — please click here.

Planning Ahead…

WINTER FORUM | January 13-14, 2012
Master Sales Pros are already making plans to join Floyd and the team at the Livonia (MI) Marriott to kick start their year off right with the Winter FORUM Don’t Miss It!

TRAINING CALENDARS
Organizations eager to own their markets in 2012 are quickly filling their calendars with our powerful Floyd Wickman Program Training. If you’re team needs to dramatically increase your production and referral base – don’t wait.  Call us today at 800.910.5351 today or click here to contact us!

SO, YOU WANT TO BE A SPEAKER?
With a changing and challenging economy, there has never been a bigger need for powerful sales training than right now.  That’s why we’re expanding out team.  If you have a track record of success in selling and a sincere desire to help people, click here to contact Mike Pallin today.

Need us?  Call us today at 800.910.5351 today or click here to contact us!

Extraordinary Results, Incomparable Integrity

With a history of excellence and a reputation for results, Floyd Wickman and his team of talented speakers and trainers have brought innovation, action plans and “best of the business” strategies to sales professionals across North America.

Inspire, Motivate, Teach, Train and Ignite a Renewed Passion in Your Audience — If your organization or event needs…

• Clarity and focus
• Edge-of-the-seat inspiration
• Laugh out loud humor
• Results producing tools and techniques
• Strategic planning
• Change inducing insight
• Real world solutions

Floyd Wickman can help. He’ll captivate your audience, fuel your team with step-by-step plans for exacting change, turning hope into action and goals into realities.

He’s been making his clients’ #1 goal his #1 goal for an entire career.  Contact us today to learn how we can help add EXTRAORDINARY to your organization’s team members’ lives, your company and your bottom line.

Book Floyd   Training Programs     Training Products    Coaching

***Need all the social share on the top of the site and on each page – Sign up for tips and tools –  ** we need to get hold of Primeau productions and have this video moved over to a youtube channel of floyd’s instead – and take off the date reference asap

Can we run a banner along the bottom that changes out with testimonials?