Reinforcement Training

    1. "Unwinding the Other Advisor"

    2. "The Pendulum"

    3. "Time, Money, Commitment."

    4. "If You Want to Know the Future, Bring them into the Present" Part 1

    5. "If You Want to Know the Future, Bring them into the Present" Part 2

    6. "In Discovery, Your Job is to Get Information and Not Give It."

    7. "Tell Them What You Help With"

    8. "Always Get Invited In" Part 1

    9. "Always Get Invited In" Part 2

    10. "Your Job is Not to Close"

    11. "People Buy for Their Reasons - Not Yours"

    12. "Always Let Them Do the Math"

    13. "Hope is Not a Strategy"

    14. Never Let Your Style Get in the Way of Your Success"

    15. "I'm Guessing this is Dead?"

    16. "How to Respond to 'What is the Market Going to Do?'"

    17. Seminar Intro to 1-10 Scale

    18. Seminar Outro to 1-10 Scale

    19. Understanding Emotional Buying

    20. 1-10 Scale: First Appointment

    21. First Appointment (Evaluation Call) - Part One

    22. First Appointment (Evaluation Call) - Part Two

    23. Dealing With "Do-it-Yourself" Clients

    24. The "High Red" Client

    25. Mitigating Taxes / Demo of GPS Risk Discussion

    26. "Does every meeting need an agenda?"

    27. "Asking for a referral INSIDE of an appointment."

    28. "Asking for a referral OUTSIDE of an appointment."

    29. 8s, 9s, and 10s (Client Example)

    30. 15-Minute Foundation Call

    1. SERVEFIRST™ Live Coaching Call (1-22-24)

    2. SERVEFIRST™ Live Coaching Call (3-11-24)

    3. SERVEFIRST™ Live Coaching Call (4-10-24)

    4. SERVEFIRST™ Live Coaching Call (4-29-24)

    5. SERVEFIRST™ Live Coaching Call (5-10-24)

    6. SERVEFIRST™ Live Coaching Call (5-28-24)

    7. SERVEFIRST™ Live Coaching Call (6-11-24)

    8. SERVEFIRST™ Live Coaching Call (6-24-24)

    9. SERVEFIRST™ Live Coaching Call (7-12-24)

    10. SERVEFIRST™ Live Coaching Call (7/21/24)

    11. SERVEFIRST™ Live Coaching Call (7/29/24)

    12. Coaching Call: Christian Cruz (7-31-24)

    13. SERVEFIRST™ Live Coaching Call (8/5/24)

    14. SERVEFIRST™ Live Coaching Call (8/16/24)

    15. SERVEFIRST™ Live Coaching Call (9/16/24)

    16. SERVEFIRST™ Live Coaching Call (9/30/24)

    17. SERVEFIRST™ Live Coaching Call (10/25/24)

    18. SERVEFIRST™ Live Coaching Call (11/11/24)

    19. SERVEFIRST™ Live Coaching Call (11/18/24)

    20. SERVEFIRST™ Live Coaching Call (11/25/24)

    21. SERVEFIRST™ Live Coaching Call (12/09/24)

    22. SERVEFIRST™ Live Coaching Call (12/20/24)

    1. SERVEFIRST™ Live Coaching Call (1/13/25)

    2. SERVEFIRST™ Live Coaching Call (1/27/25)

    3. SERVEFIRST™ Live Coaching Call (2/7/25)

    4. SERVEFIRST™ Live Coaching Call (2/28/25)

    5. SERVEFIRST™ Live Coaching Call (3/14/25)

    6. SERVEFIRST™ Live Coaching Call (3/24/25)

    7. SERVEFIRST™ Live Coaching Call (4/07/25)

    8. SERVEFIRST™ Live Coaching Call (4/21/25)

    1. "First Appointment" Deep Dive Workshop

    2. First Appointment Roleplay

    3. First Appointment Debrief

    4. Second Appointment Roleplay

    5. Second Appointment Debrief

    1. "Am I causing the 'think-it-over?"

    2. "Can you describe the use of the pendulum?"

    3. "Do we need to require prospects to always complete a profile?"

    4. "How do I best manage when a prospect starts with their 'biggest concern' and then they switch?"

    5. "How do I best show their advisor may not be doing their job without sounding like I am attacking their advisor?"

    6. "How do I gently tell a prospect they may not be as smart as they think they are?"

    7. "How do I keep on track when a prospect derails the process?"

    8. "How do I know if I should cut a prospect loose in the evaluation appointment?"

    9. "I keep educating clients, how do I stop doing that?"

    10. "If I meet a younger couple with 10-15 years of work life yet, is there a way to illustrate urgency or a reason to take action?"

    11. "If I think you are drowning, but you don't see it, is that on me? Am I going deep enough in 5 levels deep?"

    12. "If my prospect is an 8,9,10 in all areas, what should I do?"

    13. "If they aren't sure what brought them in, is that a problem, what should I do?"

    14. "In 5 levels deep, do I confirm 'status' on each area or is that always required?"

    15. "Is there a bridge to introducing the 'new' SERVE process for existing clients?"

    16. "Is there a reason there is a 6 on the 1-10 scale? Can it be eliminated?"

    17. "Is there a set list of questions I should be asking?"

    18. "Is there a way to prevent a couple having a disagreement in front of me?"

    19. "Should I be showing software in the 2nd meeting?"

    20. "Should I profile people I am considering hiring?"

    21. "Should I use 1-10 scale in the evaluation meeting if I didn't use it in the seminar?"

    22. "What do I do if a couple says they just came in to see what we have for them?"

    23. "What do I do if I can't get them talking, they just won't open up?"

    24. "What do I do if people are dragging their feet on getting me documents?"

    25. "What do I do if the couple in front of meet is not on the same page and they are starting to argue with one another?"

    26. "What do I do if the prospect doesn't want to talk about all 5 areas?"

    27. "What do I do if they are shopping around?"

    28. "What do I do when their level of concern is 6 or below, but when I get into 5 levels deep they claim its not really a concern?"

    29. "What if I don't know the answer to their question? What should I do?"

    30. "What if they rate themselves incorrectly on the 1-10 scale in levels of concern?"

    31. "What is the best way to create structure to my sales call?"

    32. "What should I do if I think they are not qualified or an ideal client?"

    33. "When in the evaluation meeting do I confirm they confirmed their need for help?"