The WorkshopsYour objective is to get contacts through a series of conversations and steps that lead to them enrolling in our program. Getting your contacts to a workshop is one of the most critical steps in the work flow. The workshops are designed to move your contacts from prospects to participants. The workshop will provide your contacts with the affirmation they need because they can see, hear and feel that this organization really can and will help them acheive their goals. Some Advisors have commented, saying that the workshop sparks a sense of excitement for those that attend. A kind of "buzz" is in the air as the families pile into our workshop room.
"There's just something about having 35 to 40 people in one room and getting them all excited about changing their lives. You can't help to get excited yourself" The workshop can be powerful and effective. The workshop will provide your prospects with the empowerment of both knowledge and motivation at the same time. Workshop Beginning When your contacts arrive they are greeted by several local Advisors and immediately given a clipboard with a registration form. We provide a name tag and have them sit in one of the waiting areas we have to complete the registration form. When that is done, we seat them in a larger meeting room in the back of the facility where the video testimonies are playing on a large screen in a loop. While your prospects are waiting for the workshop to begin their attention is focused on the video testimonials. We need them to see the video testimonies because it builds up the "belief" we need them to have. If the participants giving their testimonies can do it, then they can do it. We start the workshop with that sentiment. The Goal Tracker - click here The first 20 minutes of the workshop is spent going over the goal tracker. The goal tracker is the printed version of the goal setting exercise that is published on our website. You should have touched on this concept with the contact in your conversations leading up to the workshop. The goal tracker is held by them through the entire workshop on their clipboard. The speaker presents each topic along with a visual presentation on a large screen. The images and text in the presentation and on the screen match up to the bullet points of the goal tracker perfectly. The speaker will engage the attendees with questions designed to trigger emotional responses on all the important and relevant points relating to the tangible & intangible benefits of home ownership. There are 3 columns on the goal tracker. The first column outlines the intangible benefits of being a home owner. Those benefits you can't see or touch. The second column outlines the tangible benefits of home ownership. We take about 30 minutes to review the third column. This column outlines the benefits of the program. We explain and cover the following points.
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At the bottom of the goal tracker is an area where we offer the attendees to sign and take ownership of the goals they indicated they wanted. By signing and dating the goal tracker they are physically committing to changing their life for the better. We strongly encourage the attendees to make copies of their goal tracker to place around their home in highly visible locations. We want them to see their goals daily as a reminder that they need to take action if they are to achieve their goals.
How We Wrap up the Workshop
At the end of the workshop we ask the room for a show of hands. By show of hands, how many of you would like to achieve the goals listed on your goal tracker. Approximately 99% of the attendees will raise their hand confirming their desire for these goals that they now have printed in their hand. We then encourage everybody that they can do it with our help. We warn them of the dreamstealers and provide encouragement on how to deal with the negative in their life. Before they leave we have them complete an exit survey. This survey helps our team to determine where they are and can help guide our conversations as we close the workshop.
At the end of the workshop we ask the room for a show of hands. By show of hands, how many of you would like to achieve the goals listed on your goal tracker. Approximately 99% of the attendees will raise their hand confirming their desire for these goals that they now have printed in their hand. We then encourage everybody that they can do it with our help. We warn them of the dreamstealers and provide encouragement on how to deal with the negative in their life. Before they leave we have them complete an exit survey. This survey helps our team to determine where they are and can help guide our conversations as we close the workshop.
Booking the Workshop
The goal here is to become effective in terms of concept and scripting. We are looking to see that you can flow through the following point skillfully. The goal is to get them to want to attend the workshop without any pressure from you. Your job is to point out all the reasons why they should attend and then give them words of encouragement. You will need to cover specific points (below) relating to the actual scheduling of the workshop after completing the eligibility and gse portions of the work flow.
The goal here is to become effective in terms of concept and scripting. We are looking to see that you can flow through the following point skillfully. The goal is to get them to want to attend the workshop without any pressure from you. Your job is to point out all the reasons why they should attend and then give them words of encouragement. You will need to cover specific points (below) relating to the actual scheduling of the workshop after completing the eligibility and gse portions of the work flow.
- Explain the benefits of the workshop.
- Give Two Specific Dates & Time.
- Give Workshop Details.
- Explain how to Prepare for the Workshop.
- Ask for Referrals - click here to access the page that covers this concept
- How to Confirm Attendance.
- Establish the Proper Mindset.
Benefits of the workshop
Explain that the workshop is a necessary step in the process of helping them get what they want.
Explain that the workshop is a necessary step in the process of helping them get what they want.
- Access to information. The workshop is great for you because you will be able to gain the knowledge you need to make an intelligent decision on the value of our programs. You will learn the details of how our program can help you get what you want (insert what they want).
- Meet our Advising Team. The workshop is great for you because you will be able to meet some of the advising team. You want to meet the people that can help you get what you want (insert what they want).
- Meet others who are on the same journey. The workshop is great for you because you will also meet other families in the community that are taking advantage of our help. If they can do it, you can do it.
- You'll Believe. The workshop is great for you because you'll leave knowing that others like you have done it, are doing it and that if they can do it...you can do it.
- Setting Goals. The workshop is great for you because we help you establish your goals. The experts agree that the first step in achieving your goals is to write them down and know without a shadow of doubt what you want. We will help you do that every step of the way.
Specific Dates & Times
You want to give your contact two specific dates and times. It is best to be definitive about the next two dates instead of communicating the general availability that we hold our workshops every other Saturday or whatever frequency they are being scheduled. By giving them specific dates and times we are posturing ourselves as the solution that they need. The use of terminology like limited availability, a waiting list and other key words and phrases instills the sense that we have something that alot of people are after and that they don't want to lose out on. In contrast. By telling them we meet every other Saturday, then we lose the SENSE OF URGENCY. The other approach tells them that they have plenty of time to pick a date cause we are holding these workshops always. They need to feel the "Fear-of-Loss"...and your choice of words will establish their sense of urgency.
You want to give your contact two specific dates and times. It is best to be definitive about the next two dates instead of communicating the general availability that we hold our workshops every other Saturday or whatever frequency they are being scheduled. By giving them specific dates and times we are posturing ourselves as the solution that they need. The use of terminology like limited availability, a waiting list and other key words and phrases instills the sense that we have something that alot of people are after and that they don't want to lose out on. In contrast. By telling them we meet every other Saturday, then we lose the SENSE OF URGENCY. The other approach tells them that they have plenty of time to pick a date cause we are holding these workshops always. They need to feel the "Fear-of-Loss"...and your choice of words will establish their sense of urgency.
"Mr. contact, my job is to help you get what you want (insert what they want). The best way to do this is to get you scheduled in to spend some time with our advising team."
"I have two dates available at the moment." The next available date/time is...." "If that date/time doesn't work I can make this date/time work." "Which is better for you....?" |
Workshop Details
Guide your contact to the workshop link on our website. It is located at the bottom of our website under "Community". This page displays and explains the majority of the following points. You're job is to explain these points and emphasize how to get to this information between the first contact call and the follow up confirmation call/text they are going to have with you just before the workshop.
Guide your contact to the workshop link on our website. It is located at the bottom of our website under "Community". This page displays and explains the majority of the following points. You're job is to explain these points and emphasize how to get to this information between the first contact call and the follow up confirmation call/text they are going to have with you just before the workshop.
- Location/Distance
- Arrival time
- Children
- Length
Workshop Preparation
Here's the web pages that you should be encouraging your contact to review prior to the workshop. The message to the contact is to be prepared by reviewing each of these pages. Take a few moments to promote each of these pages and the value of reviewing the information and being prepared.
Bottom of the website. Links that Matter.
(1) Video Testimonials
(2) Benefits of Home Ownership
(3) Benefits of the Advising Program
(4) Benefits of the gfc Savings Program
(5) Goal Setting Exercise
Here's the web pages that you should be encouraging your contact to review prior to the workshop. The message to the contact is to be prepared by reviewing each of these pages. Take a few moments to promote each of these pages and the value of reviewing the information and being prepared.
Bottom of the website. Links that Matter.
(1) Video Testimonials
(2) Benefits of Home Ownership
(3) Benefits of the Advising Program
(4) Benefits of the gfc Savings Program
(5) Goal Setting Exercise
How to Confirm Attendance & Why
The Confirmation Step is critial for many reasons. The more attendees that confirm, the better. This will help us determine who is actually going to show up the day of the workshop. It also helps support a sense of urgency and fear-of-loss mentality.
The Confirmation Step is critial for many reasons. The more attendees that confirm, the better. This will help us determine who is actually going to show up the day of the workshop. It also helps support a sense of urgency and fear-of-loss mentality.
- Limited Seating
- Waiting List
- Confirmation Call/Text the day of the workshop
Establishing the Proper Mindset
The following points will help establish the proper mindset for your contact.
The following points will help establish the proper mindset for your contact.
- Level of Commitment (scale)
- Limited Seating/Waiting List
- Dreamstealers
- Your're not one of those people are you?
- Courtesy of Rescheduling (if needed & why).
- Doing the right thing.