Prospecting and Appointment Setting
Trainer of over 70,000 Financial Advisors & Managers
Gail B. Goodman
If you’ve heard of “The PhoneTeacher,” you know Gail Goodman.
She’s well known in financial services because for three decades she’s trained financial professionals – over 80,000. Gail’s career has been devoted to helping advisors to schedule that critical, initial face-to-face appointment. Her recent book Modern Appointment Setting – Prospecting and Phoning for Financial Professionals addresses the most up to date ideas on creating new clients through setting initial appointments.
Gail has continued to adapt her training and materials to reflect our ever-changing environment. Despite the rise of technology, the human voice cannot be replaced. Initially, phones were our primary tool, but the “The Digital-Vocal-Personal Mix” is the new paradigm. It’s important to synthesize technology, phone calling and face-to-face opportunities into a more modern way of approaching today’s prospects.
You Need This Book
Modern Appointment Setting is a guide for direct sales people, and financial professionals in particular, who are struggling to get face-to-face appointments in today’s world. Smartphones, texting, emailing and social media have changed the way we do business. The old rules no longer apply. Robo-calls have created an annoying world of “too many calls from strangers,” which makes it harder for salespeople to speak to someone new. Our challenge? We need to adjust our marketing, our communications and mostly, our habits.
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Listen to Gail's interview on the sales podcast Club Capital
