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PROSPECTING

Monday's at 11:30am cst

AP University | Prospecting

12.5.22_AP_Prospecting_Paul Phelan_Running with 401k

12.5.22_AP_Prospecting_Paul Phelan_Running with 401k
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All Categories
3 asks
5 Bottlenecks
Broker Selection
Building a list
Buyer's Resistance
COI
Cadence
Call Reluctance
Case Study
Change Formula
Checklist
Coin Drop
Cold Call
Consultant
Corona Virus
Creative Drop
Creative Drops
Creative Prospecting
Differentiation
Email
Financial Levers
Goal Setting
High Performing
Initial Meeting
Interruption
Intros
Lead Indicator
LinkedIn
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PC
Pattern Interruption
Plan
Producer Showcase
Prospecting
Prospects
ROOTA
Role Play
Sales Cycle Dashboard
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Sales Resistance
Script
Skillset
Three Asks
Time
Toolbox
Value Perception
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Voicemail
referrals
12.5.22_AP_Prospecting_Paul Phelan_Running with 401k
21:29
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12.5.22_AP_Prospecting_Paul Phelan_Running with 401k

Client Intros
14:56
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Client Intros

11.28.22_Prospecting
Cold Calling with no Creative Drops
17:45
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Cold Calling with no Creative Drops

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Holiday Prospecting
17:49
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Holiday Prospecting

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Skillset Practice
16:48
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Skillset Practice

11.7.22_Prospecting
Growing your business in a vertical
14:41
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Growing your business in a vertical

10.31.22_Prospecting
Comprehensive Prospecting Checklist Deeper Dive Cadence
17:00
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Comprehensive Prospecting Checklist Deeper Dive Cadence

10.24.22_Prospecting
Prospecting is Comprehensive Prospecting Checklist Skillset Deeper Dive Part 2
19:11
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Prospecting is Comprehensive Prospecting Checklist Skillset Deeper Dive Part 2

10.17.22_Prospecting
Comprehensive Prospecting Checklist Skillset Part 1
24:17
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Comprehensive Prospecting Checklist Skillset Part 1

10.10.22_Prospecting
Prospecting Comprehensive Prospecting Checklist Mindets Deep Dive
20:14
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Prospecting Comprehensive Prospecting Checklist Mindets Deep Dive

10.3.22_Prospecting
Comprehensive Checklist Part 1
15:05
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Comprehensive Checklist Part 1

9.26.22_Prospecting
Multiple Ways to Create Familiarity Quickly
21:41
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Multiple Ways to Create Familiarity Quickly

9.19.22_Prospecting

june-September 2019

What we say when we get a prospect on the line

Emails 

Good & Bad 

Sales Call Reluctance 

How to overcome it, take the SPQ Test

Lowering Buyers Resistance

in the prospecting phase 

Asking for a phone call instead of a face to face

Go To Meeting to walkthrough a Blueprint

Attempts/Conversations/Appts

Run the ROOTA

Power of Education

Marketing Seminars/Webinars

Purpose and a Firm Foundation

Why can prospecting be so hard?

Some Common Causes of Call Reluctance

I dont't know how many appts I need

Run the ROOTA

Creating a Referral Out of Thin Air

Creative Drop - Tumbler

Leaving 1 voicemail, after that we email

Signs of 2 Weeks Off 

Differentiation at its Best

When you proposal is so valuable compared to their current process

 

Steps of the Process

january-MAY 2019

September - December 2018

APRIL - AUGUST 2018

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