WHO WILL BENEFIT:
Professional salespeople looking to create an ecosystem of consistent referral flow.
DELIVERY:
90-MINUTE instructor led
Objective:
Centers of Influence want what you want – more business. But what COIs want from sales professionals can be something entirely different. Credible networking sources are looking to make a valuable impact on their contacts by providing a trusted resource.
This program addresses the common categories of COIs, their sources of value, and specific relationship building tactics sales professionals can adopt to attract them.
Topics covered:
- Adopting a "Giving Hand is Always Full™ mindset
- Sleuthing to qualify the right COI
- Adopting proven COI contact management strategies
- COIs and sources of value
- Understanding the difference between referrals and introductions
- Communicating your value prop to COIs
Great program for knowing how to add value to high value referrers.
- Producer, Insurance Brokerage
Thanks Bill Walton! I can better tell my story to new COIs why clients chose to work with me!
- Senior Client Advisor, RIA
Trusted by leading organizations
