Techniques for Prospecting
Prospect or Perish - Coaching Component
Initial Approach and Content
Format:
Blackboard
Duration:
4 Coaching Calls (60minutes each)
Timing:
1 Coaching Call after each two Prospect or Perish course lessons
Class Size:
Minimum: 15 Maximum 25
Additional Resources: What Every Great Salesperson Knows????
Objectives/Benefits:
 Enhance the FA200 course through group coaching by using the Mastermind
approach (see next page)
 Allow additional time for students to implement course assignments
 Increase retention/sales activity/production
Initial Draft Topics:
 Creating a Sales Vision/Possibility Thinking
 Overcoming the Five Hurdles to Successful Prospecting: (discussed throughout
the four coaching sessions as appropriate)
o Lack of Conviction
o Fear of Rejection
o Not Knowing Exactly What to Do or How to Do It
o Lack of Motivation
o The Inherent Difficulties of Prospecting
 The Four Traits of Highly Effective Salespeople
o Strong Goal Clarity (emphasis on this trait)
o High Achievement Drive
o Healthy Emotional Intelligence
o Excellent Social Skills
 Overcoming Self-Imposed Belief Boundaries
 Overcoming Common Barriers to Success
 Time Management/Time Blocking/Laser Planning
 Goal Achievement Success Model
 Effective Delegation Model
 Effective Implementation of a CMS
 Tolerations
Common Themes on each call:
 Proud of Accomplishments
 Next call commitments
 Take a ways
Bob Arzt, CLU, ChFC, LLIF
10216 Sweetwood Ave.  Rockville, MD 20850
Phone (301) 610-5624  Fax (301) 610-5625
[email protected]  www.insurancecoachu.com
Group Coaching: The Power of Mastermind Groups
Have you ever wondered how a good business professional becomes a great business
professional? Do you ever wonder how some people seem to always be on the fast track
to success?
What do Thomas Edison, Henry Ford, Harvey Firestone and John D. Rockefeller all have
in common?
They were all members of a Mastermind Success Group.
If you're looking to improve your business and challenge yourself, then our Mastermind
Success Groups are for you.
Our Mastermind Success Groups are like having your own personal Board of Directors
who will inspire you to achieve at a higher level. Our groups are comprised of like-minded,
goal-oriented financial services professionals who want to accelerate their success.
They brainstorm, share ideas, concerns and challenges and provide a safe environment to
interact with others who bring their unique talents, experiences and real solutions to
problems to the group.
With the guidance of executive sales coach, Bob Arzt CLU, ChFC, LLIF, Mastermind
Success Groups provide unconditional support, honest feedback, great ideas,
encouragement and results as you plan your strategy to grow your business.
You will:
• Learn best practices to propel you to greater levels of achievement in far less time than
working individually
• Set more specific goals and increase your chance of obtaining them
• Benefit from being accountable to the group and staying on track
• Receive the support, encouragement, and best ideas from group members
• Benefit from the energy, commitment and excitement generated from other insurance
professionals in your personal support group
• Build a deeper belief in your ability to achieve the sales goals you set for yourself
• Remain focused to perform the activities that lead to results
• Benefit from having a personal Board of Directors who are dedicated to your success
• Be inspired through the ideas of others
• Increase your confidence by being championed by a group of peers
• See a marked increase in business effectiveness and results
No one understands your struggles better and is more invested in your success than the
members of your Champions Success Group. Whether you are interested in increasing
sales, improving insurance agency or unit operations, or accelerating the achievement of
your goals, Champions' Success Groups will help you get there faster.
Bob Arzt, CLU, ChFC, LLIF
10216 Sweetwood Ave.  Rockville, MD 20850
Phone (301) 610-5624  Fax (301) 610-5625
[email protected]  www.insurancecoachu.com
The Power of the Mastermind Will Work for You
We each have our own goals and important objectives that we would like to accomplish in
both our business and personal lives. The Mastermind will brainstorm with you to gain
clarity about your goals, put a plan together that will help you achieve those goals and will
hold you accountable each time we meet to make sure that you achieve what you intended
or to discuss roadblocks and issues that are holding you back.
You can and will achieve your professional goals. You simply have to commit to follow your
path and seek the help of the Mastermind.
Let's Talk About Success
"Create a definite plan for carrying out your desire and begin at once, whether you are
ready or not to put your plan into action." Napoleon Hill
The truth is you can achieve more with the help of a group than to try to go it alone. The
people you surround yourself with have a great deal to do with your success.
So surround yourself with positive people that are dedicated to your success.
Don't try to push yourself through difficult times. Willpower alone is not enough. Put
yourself in an environment that will pull you forward.
Let's Talk About Money
You are in business. You have fixed expenses and variable expenses. Some expenses are
just the cost of doing business and have little impact on how much revenue you bring in.
They are expenses that fall straight to the bottom line.
Other expenses have a direct impact on how much revenue you bring in. Having a
Mastermind Group will increase your revenue. Your ROI will be realized very quickly.
You are investing in yourself.
What Results Can I Expect?
The benefits of a Mastermind Group are amazing. People like you who have participated in
these groups claim:
• The business challenges are solved through brainstorming and hearing what others in
similar circumstance have done.
• They increase their knowledge base by using their own personal Board of Directors
• They group provided them with accountability. They are more likely to achieve goals and
to stay on task because of the consistently scheduled meetings
• They are inspired though the ideas of others
• They have increased confidence and increased business effectiveness and results.
Bob Arzt, CLU, ChFC, LLIF
10216 Sweetwood Ave.  Rockville, MD 20850
Phone (301) 610-5624  Fax (301) 610-5625
[email protected]  www.insurancecoachu.com