Employees follow the lead of managers and owners–what is done not what is said.
If you truly believe that continuing education and improving skill sets is vital to competing in the tough world of insurance restoration, your actions need to show it. Take a class, side-by-side, with your team.
For experienced professionals, classes can often be a review of lessons already learned. Being reminded of techniques and strategies is important. If not, sports teams and professionals in most fields would never practice.
But, what if you learned only one new thing in each class? And that thing made the difference in taking your company to the next level?
The large selection of online classes available allows you to choose the skills you could use the most assistance with. From listening skills to selling tips to organizational strategies, the RestorationAdvisoryGroup classes have something for everyone at every level.
The Power of Goals–30 minutes
Imagine a sporting event where no one kept score. How would a winner be determined. It’s amazing, but the average restoration sales professional doesn’t have any goals–not personal or professional. That’s like taking a road trip without a map. This course will make an immediate difference in your level of happiness, both on the job and off. You’ll receive worksheets and a step-by-step guide to understand what your goals are in a variety of areas.
Understanding Body Language–30 minutes
Did you know that 55% of every conversation is non-verbal? Are you fluent in interpreting body language? If not, you’re probably missing great opportunities to push farther or to explain unspoken objections. With this course, you’ll have a greater understanding of the subtleties of body language, what different gestures mean, and how to engage negative non-verbal communication. This course should be taken by everyone dealing directly with the public.
Making Money with Listening Skills–45 minutes
Everyone thinks they are a great listener. Everyone also thinks they are a great driver. The truth is, up to 90% of the population are terrible listeners. That probably includes you. So what? Well, it’s costing you money. Lots and lots of money. This class dives in to how to become an effective listener and how to translate this skill into happier customers, employees, and relationships.
How to Move Anyone from No to Yes–30 minutes
Push back is part of trying to get employees to do what you need, right? Not necessarily. There is a talent behind moving someone from saying no to yes. This class covers our nine-step process to gently, but effectively guide anyone to your way of thinking. A great class for new and experienced managers.
Understanding and Selling to Different Personality Types–30 minutes
Would it surprise you to know there are, basically, only 16 different people walking the earth? That’s the total number of core personality types inhabiting every city in every country. You’ve probably met a person who immediately reminded you of someone else. It wasn’t your imagination. Knowing how to recognize these personality types (and how to engage them) will make a tremendous difference in more effective management of employees.
Understanding and Selling to Different Communication Styles
Everyone has a basic communication style. Some styles conflict with others. Knowing how to quickly determine a communication style, then knowing how to adjust so your message is heard, makes all the difference between ongoing frustration and success in your professional career. Learn the physical, emotional, and verbal characteristics of each style of communication and how to deal with each.
Dealing with Objections and Advanced Closing Skills–60 minutes
You probably don’t think of being a salesperson, but you are. At least for part of each day. And being in ‘sales’ means dealing with objections. While most think an objection is the end of the game, truth is an objection is simply a request for more information. Think of it as a foul ball in baseball. But, what next? Knowing the 5 types of objections (yep, there are only five) and how to deal with them takes you one step closer to increasing your closing rate. And after the objection is dealt with? You have to know how to ask for the next step. Our closing techniques will show you how to gently move homeowners or employees to your side of the line.
Analyzing Your Current Book of Business–30 minutes
Do you know your top referral sources? What about the breakdown of business–the percentage of water claims, fire, or construction? Do you monitor the trends? Up, down, stagnant? Knowing your book of business is one of the most important things you can do when preparing sales and marketing activities. This class guides you through analyzing your book of business. You’ll learn how to discover when a referral source is beginning to dry up, untapped opportunities within your current sources, and where you are most vulnerable to the competition.
RestorationAdvisoryGroup Call Cycle Planning–30 minutes
In over 30 years of restoration sales, we’ve learned that up to 80% of sales representative time is wasted. Why? Lack of planning, improper targeting. Our proprietary call cycle planning program focuses you like a laser on the exact targets most likely to increase your referrals without losing contact with lesser prospects. You’ll receive a step-by-step program to determine which referral sources to see and how often to see them. A must have for new sales managers and those ready to be more efficient.
Addressing Sales Rep Call Reluctance–30 minutes
If you’ve ever had a sales representative that insisted on staying behind the desk, getting organized a bit more, and generally delaying you’ve probably been frustrated. Rightfully so. But, do you know why they won’t engage and what to do about it? There are only two reasons for call reluctance–repeated failure and fear of rejection. This dynamic class tackles each of these demons, providing 17 practical, useful strategies to get your representative past reluctance and towards embracing every single day.