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Get More Ideal Clients Now Immersive: 2-Day Live (Virtual) Event
8 Weeks Online Reinforcement Training: Two hour training, simulation and feedback session
8 Personalized Feedback Session: Weekly role play video assignments and timely video feedback
Proven Scripts, Checklist, and Templates: Access to our best plug and play resources
Two Day Immersive
"A LIVE Event Unlike Any Other… Where You Can Get Hands-On Assistance Focused On Turning Your Sales System Into a 24/7/365 Finely Tuned MACHINE Getting Your Time Back, More Money, With Less Effort, Faster Than You Ever Have Before – Reliably, Predictably, Without Fail – GUARANTEED."
Get More Ideal Clients Now
2-Day Live (Virtual) Event
GETTING ON BASE with the right people at the right time. You can't have a customer if you don't meet a suspect.
HITTING FOR POWER, winning your biggest deal ever and doing it in less time. Getting meetings is easy, turning suspects into prospects that become customers is the hard part.
PITCH like the greatest advisor they've ever heard. Qualifying is 2/3 of selling, but presenting still matters.
SPEED through the sales process, passing objections and creating partnerships faster than ever. Want to sell faster, spend less time with those who won’t buy and get your life back?
DEFENSE is your best offense. Keep your customers forever and build referral trees. The best way to grow your business is to only work with clients that will benefit from your offerings. Collaboration is the key and agreements are the answer.
How Does Your Virtual Reinforcement Work?
Live Weekly Calls
Mondays: Live All-Star Video Training group Calls
Video Training Recordings: Same day follow up video recording of the calls
Role Play Triad Missions: one hour practice assignments
Video Feedback: Live recorded feedback on role playing assignments
What Else Will You Get?
Our Best Proven Tools
The Sales Way: 5 Tool Sales School script book
Mission Checklist: 9 Inning Accountability
Sales Beliefs Checklist
Referral Partner Template and Examples
Messaging Tackle Box Template and Examples
Ideal Client Referral Template and Examples
Common Problems Examples
You can't have a customer if you don't meet a suspect. Make prospecting calls that differentiate you from the rest.
First Base - Get the Appointment
Get to the people that no one else can, and then have them begging you to stay on the phone with them.
Master the skills of:
Pattern Interrupt: Sound like someone they know
The 30 Second Headline: Set the hook right away
Set the Appointment: Without begging
Set Expectations for the Meeting
Getting meetings is easy, turning suspects into prospects that become customers is the hard part.
Implement proven methods to:
"Naturally": Suggest things they'll want to discuss
Get them to Invest: Make them a participant in the game
Confirm the rules: Tell them what's going to happen
Disqualify opportunities you’ll never sell so you can spend your time with those that do.
Discuss the Decision PROCESS and see sales cycles shorten before your eyes.
Set the agenda, and get their buy in before you begin.
Develop the skillset to easily:
Bond: Over the problem they have that you can solve, rather than their favorite TV show
Review: Revisit the agenda they have agreed to
Review the possible outcomes: Every meeting is a decision making meeting
Second Base - S.T.O.R.I.E.S.
Ask questions that get past the superficial. Become an expert at finding the gap and, more importantly helping them to see it.
Uncover the opportunities that others miss
The Magnificent Seven: Use them skillfully to speed up your sales cycles
Obstacles: Get them to reveal the problems they have that only you can solve
Reality Tests: Learn the two powerful questions that can lead to them selling you on why you must help them
Dig deep and find the issues that are most meaningful. Go beyond the what to find the why.
Qualify for Compelling Reasons so you can stop selling and help people buy.
Second Base - Responses, Impact & Emotion
Continue using the Magnificent Seven to determine why the problem exists, how big it really is and most importantly, how committed they are to actually solving it.
Utilize powerful insight tool to determine:
Commitment: Is it just an annoyance, or is the problem important enough to drive them to need a solution
Getting Real: What have they done about it? Did it work?
Quantify: Assign a cost to allowing to the problem to continue
Third Base - Getting P.A.I.D. & the Three Investments
Discuss the “Three Major Investments” in the right order and deal with the real reasons people don’t buy. (Money is never the problem!).
Harness the Power of the Three Investments
Time: Get the commitment that it takes to solve the problem
Money: Most think this is the biggest problem, it rarely is
Change: Learn why this is the most important Investment of all
Learn to set up the sale so that your presentation is used to confirm what's been agreed to, not to convince people.
Ask the right questions so you know exactly what they’re looking for or considering in the buying process and asking for the agreement.
Third Base - Decision Process
Identify strategies that you can use to uncover the various ways that you must behave and be flexible so that your prospects can more easily and readily be sold.
Practice repeatable system that lead to:
Increased Urgency and Awareness : Master time as a motivator
Closing Agreement: Determine exactly what needs to happen to moved the deal to a sale
Increase Your Closing Percentage: Find the hidden decision makers that could prevent the deal from moving forward
PITCH like the greatest advisor they've ever heard. Qualifying is 2/3 of selling, but presenting still matters. Learn to set up the sale so that your presentation is used to confirm what's been agreed to, not to convince.
Learn what shouldn't be in your presentation
Read Between the lines: How you present to them may be different than the way they buy
Presenting to negate obstacles: so your presentation squashes the last remaining buying barriers
Create presentations that close without pressure
Present to negate obstacles so your presentation squashes any remaining buying barriers.
The best way to grow your business is to only work with clients that will benefit from your offerings. Collaboration is the key and agreements are the answer.
Reassurance, Review and Referral
Create strategies for Account Management Opportunities and Requirements so you deliver a superior experience that makes clients WANT to refer you. Keep your customers forever and build referral trees.
Master the neglected skills of:
Setting Clear Delivery Expectations & Agreements: Have a strategy
Retention & Growth: Generate more revenue from existing clients
Referrals: Generate referrals that are excited to talk to you
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Exclusive Major League Sales Course!
Fill your pipeline faster with time tested concepts that have helped advisors qualify on higher level production trips for years. Every session is grounded in real-world, immediate application topics.
What To Do If You Had To Start From Scratch
Power of Gratitude
LinkedIn Profile Optimization
The Anatomy of a Speech
Real world feedback on Industry Specific Speaking Mistakes
How to get Butts in Seats
17 Video Lessons (Over 18 hours of Video) taught by the leading experts!
Listen to what just a
few of our clients Say
Julie Bird, Owner, Cornerstone Wealth Strategies
Greg Dillon, Principal, OneTeam Financial
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Get Started Now with Your High Impact Prework Tools
Rehumanizing Your Business With Video Email Course
Consequence Messaging Video: Creating your tackle box. Understand features, benefits, consequences and appearances so you can use it to differentiate yourself in this current environment.
Ideal Client Video: Get clear on who you can serve the most right now.
Referral Partner Videos: Find the right partners who can refer you to the people you can serve.
Base Path Video: Learn the MLS System and terminology.
Strengths and Weakness Audit : Determine your strengths and weaknesses and how to work best with them.
Beliefs Exercise: Find your limiting beliefs and start changing them right away.
About Tom "Tommy" Schaff
Tom is the ultimate student and teacher, having collaborated with sales and marketing masters Dr. Robert Cialdini, Tony Robbins, Chet Holmes, Jay Abraham, Tom Searcy, Dave Kurlan, Terry Slattery, Bryan Mattimore, Mark Bryan and Paul Stoltz.