How to Complete the EnrollmentConverting a candidate into a participant occurs when an EMD successfully completes the following steps with the contact.
The objective is to move through these steps over the least amount of phone conversations as possible. (1) Review the "benefits" pages. (2) Review the Goal Setting Exercise /Goaltracker. (3) Complete the Online Enrollment Form Review the "Benefits" pages (see the link "covering the benefits")
After reviewing the eligibility qualification requirement topic, you have to cover the three "benefits" pages. You will go into more detail on these pages with the contact to ensure they understand all the "benefits". Complete the Goal Setting Exercise (gse) (see the link "goal setting exercise")
The (gse) step is really a summary of the "benefits" pages. Take the contact to the (gse) web page and discuss the general reasons why setting goals is good for them. Your job is to convert what you reviewed with them in the previous steps into short concise bullet points. At the top of the (gse) page, review the paragraphs on taking ownership of their goals by name & date. Instruct them to type their name and date into the fields. At the end of each column, scale their desire. Instruct them to only hit the commit button if they truly want these goals. After they confirm and hit the commit button, let them know that an email will be sent to them that will include all the checked boxes, their name and the date they committed. You must explain that the commitment is theirs, NOT ours, and that we are here to help them acheive their goals. |
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Get the Formality out of the way...
Once your candidate is ready to commit, we have to address the formality of the housing application, agreement and the money. Simply explain that they only have a few simple steps to take to get started. Do they want to get started by paying money? No. They want to get started toward achieving those goals you spent so much time on. We need to get the money and the application and the agreements out of the way. This is where scaling or rating their desire in the previous steps will really pay off. You see, 10s really want their goals and are willing to do just about whatever it takes to achieve them. Say that very statement! If they hesitate, then don't be afraid to question where they are on the scale of 1 to 10.
"Mr Smith, I thought you said you were a 10?" OR "Mr Smith, you told me you were a 10 and then you pressed the commit button, which means that you're ready to get started, right? In order to get started, you have to come up with $500 to start the gfc program, do you have that ready to go now?"
NO matter what they say, it's your job to point out that in order to start the journey to what they said they wanted, they have to be able to come up with at least $500. Once they do that, then you can schedule them for their first consultation for enrolling into the program. If they say they don't have the money. Don't ask them when they are going to have it. Instead. Ask them when would they like to become a home owner. You see nobody wants to come up with the money. But, they do want to start the process. The money is a formality they have to get out of the way in order to get the process going.
Offer ideas on how to get the money. Perhaps they have valuables that they could convert to money that they could always replace after they are in their new home. Don't be too pushy here. Make this a casual suggestion only. It could be that they simply need to do a quick budget to shuffle their funds around. Take them to the budgeting page and help them with that.
Statements You Can Make to Help
Once your candidate is ready to commit, we have to address the formality of the housing application, agreement and the money. Simply explain that they only have a few simple steps to take to get started. Do they want to get started by paying money? No. They want to get started toward achieving those goals you spent so much time on. We need to get the money and the application and the agreements out of the way. This is where scaling or rating their desire in the previous steps will really pay off. You see, 10s really want their goals and are willing to do just about whatever it takes to achieve them. Say that very statement! If they hesitate, then don't be afraid to question where they are on the scale of 1 to 10.
"Mr Smith, I thought you said you were a 10?" OR "Mr Smith, you told me you were a 10 and then you pressed the commit button, which means that you're ready to get started, right? In order to get started, you have to come up with $500 to start the gfc program, do you have that ready to go now?"
NO matter what they say, it's your job to point out that in order to start the journey to what they said they wanted, they have to be able to come up with at least $500. Once they do that, then you can schedule them for their first consultation for enrolling into the program. If they say they don't have the money. Don't ask them when they are going to have it. Instead. Ask them when would they like to become a home owner. You see nobody wants to come up with the money. But, they do want to start the process. The money is a formality they have to get out of the way in order to get the process going.
Offer ideas on how to get the money. Perhaps they have valuables that they could convert to money that they could always replace after they are in their new home. Don't be too pushy here. Make this a casual suggestion only. It could be that they simply need to do a quick budget to shuffle their funds around. Take them to the budgeting page and help them with that.
Statements You Can Make to Help
- "Mr. Smith, you're not going to let this stop you from achieving your goals are you?"
- "What can I do to help you overcome this setback?"
- "Did you really mean it when you told me you wanted to be a home owner, cause it's sounding more like you really want to keep renting? Am I missing something here?"
Schedule the Enrollment Phone Consultation (epc)
After completing all of the above steps and confirming that they have the funds ready, then you contact the advising team to schedule an enrollment phone consulation (epc). The advising team will verify with you that all of the above steps have occurred and that the contact has the funds to enroll. You and the advisor will call the contact and the advisor will review everything with them and confirm that they are indeed knowledgeable and ready to enroll. The enrollment advisor will email them a link with instructions for completing the application if they feel that they are truly ready to enroll.
Get with Management to see the online form that we call the housing program application. You will have an enrollment page dedicated to you that will forward to your email. You need to be familiar with it so that you can respond to questions from your enrollment. You are NOT to give this link or URL out unless authorized by management.
Management will complete the first few enrollments with you. Management will ask you to help coordinate calls and schedules until the contact is fully enrolled.
After completing all of the above steps and confirming that they have the funds ready, then you contact the advising team to schedule an enrollment phone consulation (epc). The advising team will verify with you that all of the above steps have occurred and that the contact has the funds to enroll. You and the advisor will call the contact and the advisor will review everything with them and confirm that they are indeed knowledgeable and ready to enroll. The enrollment advisor will email them a link with instructions for completing the application if they feel that they are truly ready to enroll.
Get with Management to see the online form that we call the housing program application. You will have an enrollment page dedicated to you that will forward to your email. You need to be familiar with it so that you can respond to questions from your enrollment. You are NOT to give this link or URL out unless authorized by management.
Management will complete the first few enrollments with you. Management will ask you to help coordinate calls and schedules until the contact is fully enrolled.
Ask for the Money
In order to complete the enrollment, the contact must come up with $500 to start the program. You have to ask them if they have the money to start the program. How you do this is critical. You don't want to seem "pushy" in any way. It really does have to feel like it's a formality. It is something you have to get out of the way to get to what they want.
Ready for your first free consultation?
One technique is to ask them if they are ready for their first free consultation. Although they are paying $500 it is under an agreement whereby that money will be returned to them, so you are simply helping them save money NOT paying a fee. Point that out. Then the next logical conclusion is that if we're simply helping you save your money, the consultations are free. All of this should be familiar because you already covered the gfc savings program. Now, you have to get them to the table with the money and this is the friendly reminder you give them to nudge them off the fence.
If they seem hesitant, use the (gse) to disposition what they want and that the $500 is just a formality.
In order to complete the enrollment, the contact must come up with $500 to start the program. You have to ask them if they have the money to start the program. How you do this is critical. You don't want to seem "pushy" in any way. It really does have to feel like it's a formality. It is something you have to get out of the way to get to what they want.
Ready for your first free consultation?
One technique is to ask them if they are ready for their first free consultation. Although they are paying $500 it is under an agreement whereby that money will be returned to them, so you are simply helping them save money NOT paying a fee. Point that out. Then the next logical conclusion is that if we're simply helping you save your money, the consultations are free. All of this should be familiar because you already covered the gfc savings program. Now, you have to get them to the table with the money and this is the friendly reminder you give them to nudge them off the fence.
If they seem hesitant, use the (gse) to disposition what they want and that the $500 is just a formality.
"Mr. prospect, you're not going to let your inability to save $500 keep you from your goals are you?"
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