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  • 00:25

    Recruiting Real Estate, Insurance Agents or Any Sales Representative

    in Marketing

    Recruiting is the backbone of many 1099 sales organizations. Pure recruiting is not hiring. Hiring implies the company is offering a full-time, part-time or a time-based, contracted salary. Some sales organizations have hybrid arrangements to provide a salary during a probationary period, then commission-only status begins.


    Recruiting typically means salespersons will only receive commissions.


    Many companies tell recruit candidates all the things that make their companies great such as products, company profile, etc.


    There is usually a couple things missing from most sales organizations.


    We will discuss these missing-in-action items.


    We hope you enjoy the show.


    321SETAPPOINTMENTS.COM provides affordable appointment setting, sales training and business development services to real estate brokers, insurance agencies, and select traditional industries such as dentistry, cosmetic surgery, LASIK surgery, CPAs, and information technology firms in the U.S. and Canada.

  • 00:42

    January 7, FEG Sacramento Sales Training Recap of Wednesday Training

    in Marketing

    On January 6, 2016, my company, 321SetAppointments.com, started working with a life/annuity insurance agency based in Sacramento. Freedom Equity Group (Sacramento) or FEG Insurance Services LLC, headquartered in Santa Barbara County, is part of a network of FEG offices across the United States.


    Today's show will serve as a recap of Wednesday's sales training. The full training session is scheduled for January 9, 2016 at the Sacramento office.


    At the request of the Sacramento FEG manager, 321SetAppointments.com is helping agents learn the art of Selling Without Appearing to Sell or SWAS.


    The actual fee-based, SWAS sales training is a 6-hour session that helps insurance and real estate agents, or any company with a sales component, learn how to sell using traditional sales training practices.


    These sales training overview will be 30 to 60 minutes, each Thursday evening, 730 (PT).


    The first four weeks will not include any conversations with agents from the office. By early February, we will showcase agents who are learning and growing.

  • 00:57

    Sales Training Complexes: Things That Hold Us Back from Successful Selling

    in Marketing

    This show is from a recent sales training class conducted for a Sacramento area client.


    Many salespersons suffer from complexes that hinder production and performance. Interestingly enough, true sales training helps salespersons understand and work through these issues.


    My sales training company, 321SetAppointments.com, recently added the module on managing complexes.


    As discovered, the majority of salespersons agreed that they had some type(s) of complexes which needed to be addressed.


    A solid sales process is the key to minimize the ill-effects of complexes. Salespersons experience anxiety and frustration because most sales training programs do not include this every important conversation. It's definitely not an easy conversation to have with people, but the salesperson attendees were grateful that the subject was brought to the forefront.


    We hope this show helps salespersons, insurance managers and real estate brokers.


     

  • 00:22

    Re-Energizing Your Sales Call

    in Business

    How often have you wished you had that specific brochure, infographic or customer video testimonial, when talking with a prospect, but you did not have access to it real time?


    4DSales has solved your problem. 


    Brian Carpenter, CEO of 4D Sales will share the issue he and his partners were trying to solve for salespeople.


    4DSales provides the ability for sales professionals as well as owners and executives to present their products and services in the best light, and in a very engaging way no matter where they are.  This means they are always ready to present their company and they can do so in an incredibly effective manner.  It also transforms the standard sales calls into more in-depth and persuasive interactions.    According to a study by the Wharton School of Business, 67% of buyers say that salespeople who present information visually are more persusaive.  4DSales is based on visual and interactive presentation.


     


    http://www.4dsales.com

  • 00:14

    5 Characteristics of Highly Successful Independent Sales Teams

    in Marketing

    A growing trend is to build business by paying the sales team on performance.


    Companies who need sales contract with independent sales reps (commission only sales reps) who represent the company's products or services. The independent sales representative is not an employee, but rather an independent contractor. The sales rep may represent multiple companies and products or services, usually within a very well-defined geography and industry.


    Finding great independent sales reps can be tough. There is a much higher demand for great independent sales reps than there is supply. And if not recruited and qualified and managed well, independent sales teams may not be successful at all.

  • 00:21

    Why top producers may not be good sales managers ( and what to do about it).

    in Management

    We've all seen it. A top producer is promoted and goes from sales superstar to average manager (or worse).  The reason why is that the attributes and skills of a top sales person are not the same as a top sales or branch manager.  In this episode, we discuss what makes a great sales manager and tips to support a new one.

  • 00:28

    Joy Lies on the Other Side of Fear

    in Motivation

    Join Christy Demetrakis and her special guest Lisa Condie for "Joy Lies on the Other Side of Fear" Tuesday, January 5th at 6:30 pm EST.


    About Lisa Condie:


    Lisa Condie is a featured contributor to both the Huffington Post and TUT.com.  In 2014, she was named one of Huffington Post's '50 Over 50', and featured on the Today Show. 


    Lisa went to Italy on vacation in 2012. On her last day there, she made the decision of a lifetime to move to Florence! She wrote about her adventures of life in Italy and, as her readership grew, women started writing to her. They were asking Lisa to show them around Tuscany. Interested in her story, they also wanted to discover their own inner strength and courage. To answer that request, Lisa co-founded A Better Way to Italy, and recently founded, Find Yourself in Tuscany.


    Lisa Condie is a native of Salt Lake City, Utah, now living in Florence, Italy. While raising two children, she enjoyed a career in the fitness industry that spanned thirty-two years. She was an instructor, personal trainer, presenter, and owned two fitness related companies.


    In August of 2012, she sold her home and most of what was in it, left her business, retired her aerobic shoes, said goodbye to friends and family, to head for Tuscany. Being a resident of Italy has allowed Lisa to cultivate relationships with the very people that FYI Tuscany will depend on. By knowing them, the culture and the city intimately, attendees will have an experience beyond that of a regular tourist. She has hand-picked the tours, hotel rooms and restaurants.
    But, most of all, she wants to share her passion and skills with other women.  While every chapter in our life comes with challenges and curve balls, every woman can find a way to be joyful. Lisa is a seeker of joy and a believer in serendipity. 

  • 00:13

    Setting Commission for Independent Sales Representatives

    in Marketing

    A growing trend is to build business by paying the sales team on performance.


    Companies who need sales contract with independent sales reps (commission only sales reps) who represent the company's products or services. The independent sales representative is not an employee, but rather an independent contractor. The sales rep may represent multiple companies and products or services, usually within a very well-defined geography and industry.


    But how do you know what commission rate to pay for sales reps?  We work through a few short examples in this podcast. 

  • 00:16

    Fear of Fear

    in Motivation

    Are you fearful of fear? Host, Dawna Hetzler shares her fears. We all fear something. What is that you fear? Dawna will discuss three things to help you combat fear. Do you want to be the warrior God created you to be? Do you want to be your more authentic self? Break through the barriers, and conquer your fears. Empower yourself. Live life to the fullest and quit living in fear. Fear robs you of the joys of today. You can do it. You are not alone in your fears. You are stonger than you think you are. You are a warrior, ready to fight any fear that comes your way.


     

  • 00:20

    Knowing your SOS WHY is vitally important to succeeding in sales

    in Business

    SOS WHY training will expand your view of yourself and connect you with hidden aspects you always felt were there. Those hidden aspects have no access to words — so this important awakening bridges the gap within. The bridge from uncovering your SOS WHY gives you confidence, clarity and passion!
    When you take your SOS WHY to your core team, family and friends – you will unify and expand your productivity with immediate and increased mutual understanding.


    Cristi McMurdie has launched her own SOS WHY coaching programs promising to uncover your deepest authentic self that underpins all of your dreams, visions, and goals and immediately improves communication and productivity.  Cristi has practiced law and mediation since she graduated in 1992 from ASU Law School.  She specializes in family law and family mediation.


    http://breakthroughcompany.ca


    cristi@mcmurdielaw.com


     


     

  • 00:15

    Fear of Failing

    in Motivation

    The fear of failing is always in the back of a visionarie's mind. Unanswered questions and doubts seem to plague our days and nights. But truly what is the source of this fear? Usually it is the fear of success and not failing at all. Join our host has she weighs in on the grib that fear can have on your dreams. We would love to hear from you email us at thenekascottshow@gmail.com with show suggestions and comments.