This document provides keys to success including having a system and following it. It discusses the importance of knowledge, commitment, style, respect, and listening. The sales funnel process of qualifying leads is described to increase success rates. Full commitment is described as a frame of mind rather than hours worked. Respecting others' time and being prepared, responsive, and following up are emphasized. Effective listening is highlighted as an important sales skill.

2. 1) It is simple to succeed -but not necessarily easy
2) The Sales Funnel
3) Knowledge
4) Commitment – Full Time is a Frame of Mind
5) Style
6) Respect
7) Listen
Keys to Success

3. • This phrase is incredibly prophetic
– In fact many people succeed that you would not expect.
– When a process is replicated – anyone can do it
– As Kenny Lloyd our CMO says
• You do not have to be pretty or smart
• you simply have to have a system and follow it
Innvia has that system
The more you know
the less you need to say.
- Jim Rohn
It is simple to succeed -but not necessarily easy

4. • Babe Ruth was the Home Run King
– Most people do not realize he was also the strike out
king
• The sales funnel is the amount of business or
prospects you have to identify to meet your
objectives
The Sales Funnel

5. Companies determine a closing ratio based on a set of
criteria to manage their sales process to assure success
– A sales person has to identify who they are going to sell, how
much and what time frame
– They also have to answer a predetermine set of questions
about the account to determine the probability (%) to close
– These questions could include: have you scheduled an
appointment (10%), do they have funds (40%), has
management met them (50%), is the purchasing department
involved (80%), is the purchase order being processed (90%)
The Sales Funnel

6.  The moral is – if you want 12 people in your front line
it may require 20-100 people in your funnel depending
on how well you pick, qualify and work them.
 The process of qualifying not only gives you a higher
probability success but more importantly sets
milestones to achievement
The Sales Funnel

7. Product knowledge is key to success
– The majority of people are trying to figure out the
“Affordable Care Act” and how they will be
impacted.
– If you are knowledgeable on the subject and point
people to information and affordable
insurance – you will be successful.
Knowledge

8. While Innvia and the “Diamond Wealth Team” have the
platform and systems to make building a team and
business simple – you have to invest time learning the
product, company and market.
– This is so you can answer questions and be knowledgeable and
confident
– The key to success is to minimize how much you say
• you initially just want to create interest
• then get them to the site or on a 3-way call
Knowledge

9. The Innvia opportunity is structured as a referral system
You do not need to sell
The product and opportunity speak for themselves
Your job is simply to get people to
look at the site.
An investment in knowledge pays the best interest.
- Benjamin Franklin
Knowledge

10. Full time is more a frame of
mind - than a number of
hours
– Have a tablet with you all the
time
– Write down all your ideas
– A professor once said “No
thought is as clear as the first
time you experience it.”
Commitment

11.  If every conversation you have you bring up insurance and
simply listen – then briefly share
 If you set daily goals and review them daily
 If you smile at everyone and give them an earnest
compliment
 If everyday you look at your life – compare it to the rest of
the world and find something to be thankful
 If everyday you do a random act of kindness
Then you will be successful
Commitment

12. It was character that got us out of bed,
commitment that moved us into action, and
discipline that enabled us to follow through.
- Zig Ziglar
Commitment

13. Two of the most successful people in Technology
Industry I knew
– The 1st – if you started talking technology to them they would
simply walk away. They made a fortune by simply going to
executives and asking them what problem they were trying to
solve (LISTEN). Then they would martial whatever resources it
took to solve the problem.
– The 2nd – never worked more than 35 hours a week.
However, they set high goals, worked smart, had a plan and
worked a system
Style

14. – I learned from these two people to listen and work smart.
– I also learned from the saying of “sell yourself
first, company second and product third”.
• This is critical to success because at the end of the day whatever
you are selling there are probably two other products that will do
the job.
• The key is what do you personally and your company bring to the
table. Knowledge, support, predictability and dependability are
the most coveted.
Style

15. The Moral is – Learn to listen, work smart and
bring something(knowledge) to the table.
Every one is talking about and impacted
today by health insurance.
It is almost as simply as saying the word
“insurance” and possibly “mandate and
you have an instant conversation
Just sit back and let them talk
Then share your opportunity
Style

16. Respect is critical to success.
– My Vietnam Company Commander Michael McFadden
• “a true hero”
• Lives by the motto “Mutual Respect”.
Respect

17. Respect is critical to success.
– Respect is
• Being timely – When you are late for an appointment you are
disrespecting the person’s time no matter what the excuse or
reason
• Being prepared – Shows people that you respect their time and
attention
• Being Responsive – Shows people you are dependable
• Following up – Keeps people engaged
Respect

18. – Being successful is maximizing every
interaction you have
If you have some respect for people as they
are, you can be more effective in helping them
to become better than they are.
- John W. Gardner
Respect

19. One of the most important things in selling is to be a good
listener
– Initiate a conversation with a thought provoking comment.
– The exciting part about Innvia is everyone is - already talking
and concerned about health care and the mandate.
– If you let someone talk first - you will understand what is
important to them.
– The biggest mistake sales people make is - selling before
listening.
Listen

20. “Listening to people keeps them entertained.”
Mason Cooley
“Every person in this life has something to teach me--and as soon as I accept
that, I open myself to truly listening.”
Catherine Doucette
“I like to listen. I have learned a great deal from listening carefully. Most
people never listen.”
Ernest Hemingway
Listen

21. “Education is the ability to listen to almost anything without losing your
temper or your self-confidence.”
Robert Frost
“The most basic and powerful way to connect to another person is to listen.
Just listen.
Perhaps the most important thing we ever give each other is our attention...
A loving silence often has far more power to heal and to connect
than the
most well-intentioned words.”
Rachel Naomi Remen
Listen

22. Diamond Wealth Team website
http://www.InnviaNow.com
Email
info@DiamondWealthTeam.com
Thank You – For more information