Good Morning South Park Please quiet your cell phone.
How do we become the #1 PruCarolinas office? <ul><li>Winning... </li></ul>
Welcome John Wieland Homes Mitch Goldberg
Virtual Caravan
Rock Stars <ul><li>Top GCI for December </li></ul><ul><ul><li>Individuals </li></ul></ul><ul><ul><ul><li>Bonnie Downey $ 1...
How Did We Do Last Year? South Park
How Did We Do Last Year?
How Did We Do Last Year? 654.5 914 Net Units $180,898,161 $240,873,107 Net Volume 100/$30,939,706 115/$24,991,781 Fall Thr...
How’s the market? CMLS Areas 4,5,6 Single Family
How’s the market? CMLS Areas 4,5,6 Single Family
How’s the market? CMLS 4,5,6 Condo/TH
How’s the market? CMLS 4,5,6 Condo/TH
Homeservices Financial <ul><li>Kevin Barbee, South Park Loan Originator </li></ul><ul><li>Craig Strah, Private Banking </l...
Announcements <ul><li>Jan. 16 th , 10:00 am, John McCullough, SWIM Buffers and Watershed Issues </li></ul><ul><li>Scripts ...
What’s Your Style? D I S C
What’s Your Style? <ul><li>Dominance </li></ul><ul><ul><li>Decisive, Demanding  </li></ul></ul><ul><ul><li>Driver, Deliber...
What’s Your Style? <ul><li>Influencer </li></ul><ul><ul><li>Inspirational, Interesting </li></ul></ul><ul><ul><li>Impulsiv...
What’s Your Style? <ul><li>Steadiness </li></ul><ul><ul><li>Stable </li></ul></ul><ul><ul><li>Secure </li></ul></ul><ul><u...
What’s Your Style? <ul><li>Compliance </li></ul><ul><ul><li>Cautious, Concise </li></ul></ul><ul><ul><li>Human computer </...
Go Forth and Prospect
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011508 Sales Meeting

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Sales Meeting Agenda

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011508 Sales Meeting

  1. 1. Good Morning South Park Please quiet your cell phone.
  2. 2. How do we become the #1 PruCarolinas office? <ul><li>Winning... </li></ul>
  3. 3. Welcome John Wieland Homes Mitch Goldberg
  4. 4. Virtual Caravan
  5. 5. Rock Stars <ul><li>Top GCI for December </li></ul><ul><ul><li>Individuals </li></ul></ul><ul><ul><ul><li>Bonnie Downey $ 16,522.50 </li></ul></ul></ul><ul><ul><ul><li>Fred Holder $ 12.090.00 </li></ul></ul></ul><ul><ul><ul><li>Keith Stewart $ 8,481.25 </li></ul></ul></ul><ul><ul><ul><li>Julie Horanski $ 8,190.00 </li></ul></ul></ul><ul><ul><ul><li>Jan Fox-Cain $ 6,915.00 </li></ul></ul></ul><ul><ul><li>Teams </li></ul></ul><ul><ul><ul><li>Severs Team $ 20,830.00 </li></ul></ul></ul><ul><ul><ul><li>Papandrea Team $ 19,293.80 </li></ul></ul></ul><ul><ul><ul><li>Lucinda Maples Team $ 12,600.00 </li></ul></ul></ul><ul><ul><ul><li>Sherry Hopkins Team $ 12,300.00 </li></ul></ul></ul><ul><ul><ul><li>Binny Orrell Team $ 10,498.50 </li></ul></ul></ul>
  6. 6. How Did We Do Last Year? South Park
  7. 7. How Did We Do Last Year?
  8. 8. How Did We Do Last Year? 654.5 914 Net Units $180,898,161 $240,873,107 Net Volume 100/$30,939,706 115/$24,991,781 Fall Through 754.5 1,029 Units $211,837,867 $265,864,888 Sales Volume 2007 2006 Metric
  9. 9. How’s the market? CMLS Areas 4,5,6 Single Family
  10. 10. How’s the market? CMLS Areas 4,5,6 Single Family
  11. 11. How’s the market? CMLS 4,5,6 Condo/TH
  12. 12. How’s the market? CMLS 4,5,6 Condo/TH
  13. 13. Homeservices Financial <ul><li>Kevin Barbee, South Park Loan Originator </li></ul><ul><li>Craig Strah, Private Banking </li></ul>
  14. 14. Announcements <ul><li>Jan. 16 th , 10:00 am, John McCullough, SWIM Buffers and Watershed Issues </li></ul><ul><li>Scripts Practice, Mon. thru Thurs., 9:00 am </li></ul><ul><li>Jan. 28 th , 9:00 am, Skill Building Workshop: Getting the Most From the Brand, Ballantyne </li></ul><ul><li>Jan. 28 th , 1:00 pm, Skill Building Workshop: The Psychology of Selling </li></ul>
  15. 15. What’s Your Style? D I S C
  16. 16. What’s Your Style? <ul><li>Dominance </li></ul><ul><ul><li>Decisive, Demanding </li></ul></ul><ul><ul><li>Driver, Deliberate </li></ul></ul><ul><ul><li>Competitive, “tell” </li></ul></ul><ul><ul><li>Want to be in charge </li></ul></ul><ul><li>When working with a D: </li></ul><ul><ul><li>Provide direct answers </li></ul></ul><ul><ul><li>Probe then get to the point, </li></ul></ul><ul><ul><li>Close by providing options </li></ul></ul>D
  17. 17. What’s Your Style? <ul><li>Influencer </li></ul><ul><ul><li>Inspirational, Interesting </li></ul></ul><ul><ul><li>Impulsive, Friendly </li></ul></ul><ul><ul><li>Persuasive, Positive attitude </li></ul></ul><ul><ul><li>Seeks consensus, Democratic </li></ul></ul><ul><li>When working with an i: </li></ul><ul><ul><li>Ask for opinions </li></ul></ul><ul><ul><li>Provide testimonials </li></ul></ul><ul><ul><li>Close by asking, “How would this work for you?” </li></ul></ul>i
  18. 18. What’s Your Style? <ul><li>Steadiness </li></ul><ul><ul><li>Stable </li></ul></ul><ul><ul><li>Secure </li></ul></ul><ul><ul><li>Slow to change </li></ul></ul><ul><ul><li>Precedents & Procedures </li></ul></ul><ul><li>When working with an S </li></ul><ul><ul><li>Speak deliberately </li></ul></ul><ul><ul><li>Provide how-to info </li></ul></ul><ul><ul><li>Stress compatibility and support </li></ul></ul><ul><ul><li>Close by asking for next step </li></ul></ul>S
  19. 19. What’s Your Style? <ul><li>Compliance </li></ul><ul><ul><li>Cautious, Concise </li></ul></ul><ul><ul><li>Human computer </li></ul></ul><ul><ul><li>Diplomatic, detail oriented </li></ul></ul><ul><ul><li>Facts and knowledge based </li></ul></ul><ul><li>When working with a C: </li></ul><ul><ul><li>Speak and go slowly </li></ul></ul><ul><ul><li>Provide proof, statistics </li></ul></ul><ul><ul><li>Be punctual, hands-on demo </li></ul></ul><ul><ul><li>To close ask, “What added data will get the decision made?” </li></ul></ul>C
  20. 20. Go Forth and Prospect
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