Course Overview

Welcome to FocalPoint Preparation - Part 2! Mindset is a critical component to success. Preparation - Part 2 introduces important concepts to impact thinking, perspective and attitude.

    1. Welcome!

    2. Pre-Work Checklist: Practice Point

    3. Introduction to Day 1

    4. Day 1 Manual

    5. Reading: Module 1 - 3: Identify Your Starting Point

    6. Application Exercises: Module 1-3: Identify Your Starting Point

    7. Power Principles Exercise

    8. Power Principle: Victor Victim

    9. Power Principle: 3 Eyes of the Business Owner

    10. Power Principle: Gleicher's Formula

    11. Power Principle: Carnegie Triangle

    12. Power Principle: The Law of Self Control

    13. Power Principle: Life Cycle of a Business

    14. Power Principle: Way to Wealth

    15. Power Principle: The Stack

    16. Power Principle: SMART Goals

    17. Reading: Module 1-11: The 10 Goal Method

    18. Application Exercises: Module 1-11: The 10 Goal Method

    19. Power Principle: 3 Types of Buyers

    20. Goals For The Day

    21. Attend Day 1 of Certification

    1. Day 1 of Certification: Slides

    2. Reminder - Have you watched the DISC video yet?

    1. Introduction to Day 2

    2. Day 2 Manual

    3. Day 2: Prospecting Video

    4. Discovery Conversation Outline & Scorecard

    5. Discovery Conversation Demo

    6. Preparing for a 20 Minute Coaching Call (20MCC)

    7. 20MCC Script, Additional Questions, Practice Sheet, Scorecard

    8. 20 Minute Coaching Call (20MCC) Demo

    9. Roleplay - Walsh & Sons HVAC

    10. Goals For The Day

    11. Attend Day 2 of Certification

    1. Day 2 of Certification: Slides

    2. Reminder: Have you watched the Hotel Analogy video?

    1. Introduction to Day 3

    2. Day 3 Manual

    3. DISC Behavior Styles

    4. Day 3 Sales Video

    5. Guide to Uncover Emotional Triggers in Sales Conversations

    6. Reading: Module 3-10: Superstar Selling Part 3 - Closing

    7. Application Exercises: Module 3-10: Superstar Selling Part 3 - Closing

    8. SBR Scripts & Scorecard

    9. Preparing for an SBR - Demo

    10. SBR Demo Video

    11. SBR Questionnaires

    12. The 6 Objections

    13. Goals For The Day

    14. Attend Day 3 of Certification

    1. Day 3 of Certification: Slides

    2. Client Onboarding Flow Chart

    3. Client Program Selection Sheet & Compliance Agreement

About this course

  • 104 lessons
  • 1.5 hours of content