321SetAppointments.com has completed a full year in business and a total of sixteen months since we open in September 2014. Our first customer was a homebuilder with 170 lots in Northern California who needed advice on what to do differently to sell homes.
Next, an insurance agency owner gave a heartfelt speech about the need for agents to increase productivity. This special moment in time created SWAS (Selling Without Appearing to Sell), a unique sales training system developed using 20 years of corporate and independent insurance and real estate sales experience. SWAS opened the minds of over 400 insurance and real estate agents in 2015.
The biggest message 321SetAppointments.com communicated in Northern California and in a few states across the country was sales training is not product training. Personally, I never realized that many salespersons and some managers did not understand this very important distinction. Did we connect with everyone we reached out to? No. Are we going to continue to attempt to work with agencies and organizations seeking to improve sales performance and productivity? You bet!
What we learned in 2015 is sales training is outside the acceptable norm of selling insurance and real estate at mostly independent organizations. We were unable to help most managers extend the boundaries of thinking about how to increase sales. However, we did see a number of agencies improve performance and help many agents feel better about sales. We also added real estate and insurance recruiting services.
Finally, in the last 90 days of 2015, we entered the small business funding and development market. We were able to help a handful of traditional business owners get alternative funding and establish small business credit histories.
We are really excited about 2016.
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