011508 Sales Meeting

Good Morning South Park

Please quiet your cell phone.

How do we become the #1 PruCarolinas office?

• Winning...

Welcome John Wieland Homes

Mitch Goldberg

Virtual Caravan

Rock Stars

• Top GCI for December– Individuals

1. Bonnie Downey $ 16,522.502. Fred Holder $ 12.090.003. Keith Stewart $ 8,481.254. Julie Horanski $ 8,190.005. Jan Fox-Cain $ 6,915.00

– Teams1. Severs Team $ 20,830.002. Papandrea Team $ 19,293.803. Lucinda Maples Team $ 12,600.004. Sherry Hopkins Team $ 12,300.005. Binny Orrell Team $ 10,498.50

How Did We Do Last Year?

South Park

How Did We Do Last Year?

How’s the market?

CMLS Areas 4,5,6Single Family

How’s the market?

CMLS Areas 4,5,6Single Family

How’s the market?

CMLS 4,5,6Condo/TH

How’s the market?

CMLS 4,5,6Condo/TH

Homeservices Financial

• Kevin Barbee, South Park Loan Originator• Craig Strah, Private Banking

Announcements

• Jan. 16th, 10:00 am, John McCullough, SWIM Buffers and Watershed Issues

• Scripts Practice, Mon. thru Thurs., 9:00 am• Jan. 28th, 9:00 am, Skill Building Workshop: Getting the

Most From the Brand, Ballantyne• Jan. 28th, 1:00 pm, Skill Building Workshop: The Psychology

of Selling

What’s Your Style?

What’s Your Style?

• Dominance– Decisive, Demanding – Driver, Deliberate – Competitive, “tell” – Want to be in charge

• When working with a D:– Provide direct answers– Probe then get to the point, – Close by providing options

What’s Your Style?

• Influencer– Inspirational, Interesting– Impulsive, Friendly– Persuasive, Positive attitude– Seeks consensus, Democratic

• When working with an i:– Ask for opinions– Provide testimonials– Close by asking, “How would

this work for you?”

What’s Your Style?

• Steadiness– Stable– Secure– Slow to change– Precedents & Procedures

• When working with an S– Speak deliberately– Provide how-to info– Stress compatibility and

support– Close by asking for next step

What’s Your Style?

• Compliance– Cautious, Concise– Human computer– Diplomatic, detail oriented– Facts and knowledge based

• When working with a C:– Speak and go slowly– Provide proof, statistics– Be punctual, hands-on demo– To close ask, “What added

data will get the decision made?”

Go Forth and Prospect