20-Day Training Guide for The System University

VITAL SKILLS FOR SALES

SUCCESS IN 20 DAYS

20 - DAY TRAINING GUIDE

INITIAL TRAINING SCHEDULE VITAL SKILLS FOR SALES SUCCESS IN 20 DAYS

A system is: a set of proven and defined methods, processes, and measures which achieve the desired result when implemented properly.

Welcome to The System University’s Initial Training Schedule . Our experience has shown that training is most effective when you only teach what is most useable each day. For example, for the first few days a new you need to know how to prospect but do not need to know how a casket is made or a mausoleum is built.

The First 20 Days. In your initial 20 days of training, you will only be exposed to the most critical elements you need to learn to succeed in the profession. Our philosophy is: “W e train people initially and develop them perpetually .” Therefore, initially we are only going to train you on the essential survival skills to ensure you know how to prospect, set appointments, make an effective presentation, and close sales. However, this is just the beginning of your learning journey. Continuous Learning . The System University had an enormous amount of content, to which we are adding constantly. From instructional videos to our popular System Shorts (2 plus minute videos from specific topics to personal motivation). As part of your development process, you will be exposed to interactive learning modules and the massive in-depth supporting insights found in The System’s Online Pre-Need library. The content found in The System University has almost everything you will need to know to be successful as a professional pre-need sales counselor in this profession. Perpetual Reinforcement. It’s so easy to drift from the foundation of an effective selling process. This means it’s easy to stop doing one thing, then another , and before you know it, you are so far off from the selling process you initially learned, your sales start to decline. To avoid this subtle drift requires continual reinforcement. This is why you will need to go back to The System University and review all of the many training and development tools. This process is critical to your continued success and helps ensure you avoid the drift.

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The Value of Daily Accountability . One of the master keys to your success will be the daily accountability process. We urge you not to look at the information your manager will ask you for on a daily basis as some form of micro- managing because it is not. It is, however, a form of micro- monitoring your daily activities and outcomes. Measuring volume is not effective. Why? It is a lagging indicator of what you did and it can’t be changed. Whereas, paying attention to your daily efforts and results are telling. Your efforts and results tell you what you are doing. Therefore, if what you are doing is not getting you to where you want to go, your efforts can be redirected — giving you the time for effective course correction. We define this process as: “A method of daily measurement of your activities and outcomes, to help ensure you reach your weekl y sales objectives.” You can be confident in knowing that the methods you will learn, the metrics that will be used to ensure you stay on track, and the materials we have developed have been effective in markets large and small. They have been tested, revised, vetted, and proven to work when done properly. Please know when complete this initial training, it is not the end of your training. in fact, it is only the beginning. We believe that you learn the fundamentals initially and that you develop yourself perpetually. We encourage you to follow The System, because The System will lead you to Success! Our Best for Your Service Selling Sales Success,

David Shipper & Gary O’Sullivan, CCFE Co-Creators of The System University

__________________________________________________________________________________________________________________________ IMPORTANT INFORMATION — Online Courses: To access any of the online courses referenced in this print version of the Training Schedule, go to https://courses.thesystemuniversity.com. Enter your username and your password. Look for the video on your dashboard and click to view. Online Libraries: To access any of the online libraries referenced in this print version of the Training Schedule, go to www.thesystemuniversity.com and select Counselor Library. Click on the book cover. Use the password you were given when you were enrolled to access. Free Videos: To access any of the free videos referenced in this print version of the Training Schedule, go to www.thesystemuniversity.com and look for Free Videos link at the top of your screen. Materials & Scripts: To order any of the materials referenced in this Schedule, go to www.thesystemuniversity.com and click on Pre-Need Superstore.

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WEEK ONE - Learning Your Most Value Skill: Prospecting If you don’t have pe ople to see, then nothing else matters.

Prospecting is the key to s uccess. If you won’t or can’t prospect, you will not have people to whom you can present our products and services. In this first week of training, you will learn The System’s comprehensive prospecting program. By the end of this week, you will have learned: several prospecting methods and scripts; how to manage two or three of the most common objections to setting appointments; how to set appointments and keep track of the appointments you set, and how to calculate exactly how much money you can make from each hour of prospecting. If you will simply follow The System, The System will lead you to success. DAY 1 __ Introduction to the Company __ TSU Free Video: “ So You Are New to The Business ” (System Short: 14 Minutes) __TSU Classroom Video : “Personal Planning Organizer – Part One” __TSU Classroom Video : “Personal Planning Organizer – Part Two” __ Script: Introduction to the Personal Planning Organizer Prospecting Script(s) and Common Objections __ TSU Free Video: “Accept the Grind” (System Short: 3 minutes) __ Live Prospecting: Using a scrubbed homeowner’s list , use the Personal Planning Organizer script __ LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Assignment: Take a copy of the Personal Planning Organizer and complete it with your personal information. This will help give you a deeper understanding of the challenging questions families must answer and it will give you great insight as to how this will benefit families. Order the PPO here: __Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed.

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DAY 2

__ Show Me the Money : Your sales manager will show you an average pre-need sale, the average commissions and, with the Earning Calculator, what you can to do to earn more. Downloard the Earnings Calculator for free. __ Daily Drill Down __ Address any concerns or questions you may have from the day before __ Review: Your PPO you filled out on Day 1 with your Sales Manager and share what you learned from this experience.

__TSU Free Video: “ Ask Yourself this Question ” (System Short: 2.26 minutes) __ Script : Introduction to the Heritage Certificate Prospecting Script.

__Counselor Online Library: “ Making the Appoint ment” Find the module here: __ TSU Free Video: “Getting Ready “ (System Short: 13 minutes) __Role Play: Heritage Certificate Scripts and Objections __ Live Prospecting : Use a scrubbed homeowner’s list and the Heritage Ce rtificate script and objections __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed. Notes:_______________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 3

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __TSU Classroom Video : “ 4321 – The Perfect 10 and the 3+2 =My Favorite 5” __ Counselor Online Library: “Making the Appointment” . Find the module here: __ Script : Introduction to the Living Will Prospecting Script. Order the script here: __TSU Classroom Video : “ Personal Planning Organizer Part One ” and “ Part Two ” __ Role Play: Living Will Scripts and Objections __ Live Prospecting : Use a scrubbed homeowner’s list and the Living Will script __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed. Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________

Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 4

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Free Video: “Why You Should Like Rejection” (System Short: 3:27 minutes) _ _TSU Classroom Video : “ Park Roaming ” __ Scripts: Use the System Fast Start script cards as a quick way to help you remember the fundamentals of Park Roaming. __ Select your favorite method of prospecting which you have been exposed to thus far. Review and role play the script. __ TSU Free Video: “It Doesn’t Matter” (System Short: 3:18 minutes) __ Role Play: Objections to Setting an Appointment. If needed re-read Making the Appointment pages 9 -10. __ Live Prospecting : Use the list your manager provides and the favorite method you have selected. __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed. Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 5

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __TSU Classroom Video : “ Project Update and the Completion Program ”

__ Interactive: You will now be given instructions on the File Review Process Completion Programs __ Role Play: Select a different prospecting method, which you like. Review the script, Managing Objections, and roleplay __Live Prospecting: Using the list your manager provides you will prospect using the method you have selected for today __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed. Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____ End of Week One : The expectations by the end of week one you should now understand the value of daily prospecting, the importance of tracking your daily activities and outcome, (as it relates to prospecting), using the goal planner and LeadTrak. You should have also have learned at least one prospecting script, know how to respond to the most common objections to setting an appointment and be on pace to setting at least 4 – 6 appointments a week.

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WEEK TWO - Learning to Present If you fail to make an effective presentation, then nothing else’s matters.

In this second week of training, you are going to learn how to make a compelling and professional pre-need presentation. It is only by making a compelling presentation that your prospect is going to understand the problems that occur when families have not pre-planned. They will understand how planning before a time of need eliminates these problems and will give them peace of mind. The words and methods used in The System’s pre -need presentation have been crafted to ensure you make not only a compelling presentation but one that is professional, ethical, and caring — supporting our core ideology of Service Selling . DAY 6 __ Daily Drill Down __ Address any concerns or questions you may have from the day before __TSU Classroom Video: “ One-Site Marketing ” __TSU Free Video: “ Your Pre-need Presentation – The Five Elements ” __ Introduction and discussion to the process and value of the warm-up and the transition from the warm-up to the Personal Planning Organizer __TSU Classroom Video : “ Personal Planning Organizer – Part Two” __ Rehearse: Rehearse the PPO presentation with the accompanying training outline. Your manager will give you leads from the CRM that has never either been presented or sold. These are often very good prospects to contact. Your sales manager will share with you the appropriate script. __Live Prospecting: Prospect from the list in the CRM and the script supplied by your sales manager __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed. Notes:______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 7

__ Daily Drill Down

__ Address any concerns or questions you may have from the day before

__ TSU Free Video: “Making the First Sale” (System Short: 3:00 minutes)

__ Quiz: Define the Five Elements of an Effective Presentation. If needed, re-watch “Your Pre -need Presentation – The Five Elements” (System Short: 4:24 minutes) __TSU Classroom Video : “Deed or Certificate Delivery”

__ Discuss with your sales manager what you learned about the value of lead generating sources.

__ Role Play o bjections to setting an appointment

__ Live Prospecting: Today you and your sales manager will discuss the area and/or type of prospecting that may be the most challenging for you. He or she will coach you regarding this method, then you will conduct live prospecting to use the new skills or understanding you gained f rom your coaching session. __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak

__Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed.

Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 8

__ Daily Drill Down

__ Address any concerns or questions you may have from the day before

__ TSU Free Video: “Why People Don’t Prospect” (System Short: Run Time 4:34)

__ Role Play warm up, transition to the PPO, and the PPO . If needed re-watch the PPO Presentation.

__TSU Classroom Video : “The Pre-Need Presentation ”

__ Rehearse the transition from the PPO to the 4-page presentation

__ Study: Rehearse giving the four-page pre-need presentation, using the accompanying script book.

__ Role play three of the most common objections to setting an appointment

__ Live Prospecting . The type of prospectin g you will do today will be at the sales manager’s discretion

__LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak

__ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed.

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DAY 9

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Free Video: “ Seasonal Objections ” (System Short: Run Time 12:34)

__ Discussion: You will have a discussion with your sales manager about how critical it is that your prospect every day. You will also talk about how you are dealing with rejection, what improvements you have made (or need to make), regarding managing objections and setting a minimum of two appointments a day. __TSU Classroom Video : Re-wa tch “The Pre -Need Presentation .” __ Role play the transition from the PPO to the Pre-Need Presentation and presenting the four-page Pre-Need Presentation. __ Live Prospecting. Today, you get to select the prospecting method you feel the most comfortable with and feel you are the most effective. __ LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed. Notes:______________________________________________________________________________ _ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 10

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Free Video: “ Have You Checked Your Schedule Toda y?” (System Short: Run Time 3:02) __TSU Classroom Video: Re-watch “Personal Planning Organizer – Part Two” __Role Play the warm-up, the transition to the PPO, and the transition from the PPO to the four-page Pre-Need Presentation. __ Discussion. After this roleplay is completed, your sales manager will share with you the areas you will need to improve. To do this you will re-watch some of the videos, study the PPO or the four-page Pre- Need Presentation scripts. You may also be assigned to read some of the related materials in The System Library __ TSU Free Video: “ Are You Selling Yourself Out of Business? (System Short: Run Time 3:26) __ TSU Free Video: “ The C.R.I.S.P. Method (System Short: Run Time 8:42) __ Review the C.R.I.S.P script and process __TSU Classroom Video: “ Referrals ” __ Discuss with your sales manager what you now know about the importance of asking for referrals, how to obtain referrals and why the obtainment of referrals must be a vital part of your selling process __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed. Notes:______________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____ End of Week Two: The expectation is that by the end of week two you should be on a pace of setting two pre-need appointments each day. You should be know how to conduct a proper warm-up, how to make the transition from the warm-up to the PPO and be relativity proficient at presenting the PPO and four-page preneed presentations. You should be very clear regarding the importance of making referral obtainment as a part of your selling system, to ensure that you are not be selling yourself out of business, but always asking your way into new possibilities.

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WEEK THREE – Learning to Close the Sale If you are unable to help a family make the decisions to secure the protection that pre- planning provides them, then nothing else’s matters .

This week, you are going to learn how to help your prospect make the decision to secure the protection and peace of mind gives them when they plan before a time of need. You will discover that no family will ever say no to the responsibility. However, many of them will say “N ot now. ” In more cases than not, this is simply a form of stalling or putting this discussion off, because it has to do with their death. Your job as a caring professional is to effectively manage past their objections and help them make a decision they are most likely never going to make with you.

DAY 11

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Free Video: “ I Forgot ”

__Role Play the C.R.I.S.P. referral method. If needed re-watch the System Short on C.R.I.S.P. __Role Play any objections to setting the appointment that may be giving you a challenge __ TSU Free Video: “ Seasonal Objections ” (System Short: Run Time 12:35) __ Discuss any concerns you have or areas you feel you need to improve your prospecting activities and outcomes. __TSU Classroom Video : “The Closing Process” __Discuss what you learned and/or what questions you may have regarding the closing process. __Counselor Online Library: “Managing Objections” __Role play the warm-up, transition to the PPO, and the PPO presentation. If needed re-watch the classroom video of the PPO Presentation – Part 2. __Live Prospectin g: Sales manager’s choice __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 12

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ Role play the transition from the warm-up to the PPO and give the PPO presentation __ Discussion: Your sales manager will give you any direction you may need on which areas of the part of

the pre-need presentation you may need to improve __Counselor Online Library: “Managing Objections”

__Review the 4 –A’s script card from the Counselor’s Fast Start series. Order your script cards here: __Select one of the most common objections to closing the sale. Then by following the process of using the 4- A’s method , manage the objection and get back into a closing situation __ Introduction to the Important Cemetery Decisions brochure/worksheet. __TSU Classroom Video : “Important Cemetery Decisions” __Role Play: Your sales manager will create mock selection situation which will allow you to roleplay using the Important Cemetery Decisions worksheet __Role Play any objections that are the most challenging to you when setting an appointment with your sales manager __Live Prospecting: Sales manager’s choice __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 13

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Free Video: “ Do You Have A Presentation For This? ” (System Short: Run Time 3:32) __ Role Play C.R.I.S.P. script __TSU Classroom Video : “ The Pre-Need Presentation ” __Role Play the transition from the PPO to the four-page Pre-Need Presentation. Present page one and two of the Pre-Need Presentation. At this point, your sales manager will show you how to explain the product and service offering to the prospect. At the end of page 2, you will know learn how to transition to and explain the products, services, and pricing. You will then learn how to transition back into the closing sequence of your four-page presentation, which are pages three and four. __Counselor Online Library: “Managing Objections” Your sales manager will select specific objections from the book and ask you to read and learn how to manage them properly __Role Play managing the objections you were assigned using the 4- A’s method __Role Play the prospecting script your manager will be having you use today and role play handling the two objections to setting an appointment that are the most challenging to you. __Live Prospectin g: Sales manager’s choice __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ ______________________________________________________________________ _______________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 14

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Free Video: “ The Five Elements of an Effective Pre-Need Presentation ” (System Short: 4:24 minutes) __TSU Classroom Video : “ The Closing Process ” __Role Play pages 3 and 4 of the Pre-Need Presentation. Move from the question of asking your prospect if they agree it is better to do this together than alone, then go into the Important Cemetery Decisions explanation and move into your payment options (or other price comparisons if you are discussing pre-need funerals). __TSU Classroom Video : If needed, re-watch “ The Pre-Need Presentation ” from page 3 to the end. __TSU Classroom Video : If needed, re-watch Important Cemetery Decisions __Role Play how to transition from Important Cemetery Decisions and showing the payment options to starting the agreement (or other price comparisons if you are discussing pre-need funerals). At this point, your manager will share with you more about the more frequent products that family select and their respective pricing. __Role Play any objection to setting the appointment that may be difficult for you to manage. __Live Prospectin g: Sales manager’ s choice __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __ Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 15

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ Review the products and pricing from the previous day to ensure you know the products and pricing __TSU Classroom Video: Re- watch “Personal Planning Organizer – Part Two”. __Role Play the warm-up, the transition to the PPO, and give a complete PPO presentation. __Read the pages as directed by your sales manager from the PPO presentation which he or she feels you need a better understanding of how to explain specific pages. __Role Play with your sales manager three of the most common objections you will get when attempting to close a sale. __Counselor Online Library: “The Closing Process” __Live Prospecting: Discuss with your manager the three methods of prospecting you now feel you are most comfortable using. Then, select one of the three and use that method for your daily prospecting efforts. __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____ End of Week Three: The expectation is that by the end of the third week you should be setting a minimum of two pre-need appointments every day. You should also know how to make a complete pre-need presentation, effectively use the Important Cemetery Decisions sheet, explain the payment options, manage at least three of the most common objections to purchasing, and then be able to move into the closing sequence.

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WEEK FOUR – Staying Brilliant at the Basics If you drift from the basic fundamentals of this proven pre-need selling system, because you think you have a better way, your sales will start to diminish. When that happens, then nothing else matters. In this fourth week of training, you are going to continue to learn, do, and review. You will get into more detail about the products, services, pricing, and financing options your company offers. You will also be giving a complete Pre-Need Presentation and you will be reviewing and re-taking many of the videos, and re-reading materials. The overriding goal this week is discovering any weaknesses in your selling process, help you improve, and insure you are clear on how the elements of this proven pre -need selling system will lead you to success. Repetition is the foundation of all learning. The importance of repetition is nothing new. In ancient Greece, Aristotle commented on the role of repetition at it relates to learning: “It is frequent repetition that produces a natural tendency.” DAY 16

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __Explain to your manager the 4-3-2-1 concept and the concept of 3 + 2

__Define C.R.I.S.P., give the C.R.I.S.P. presentation and explain why referrals are a great lead source __Role Play with your manager all the most common objections to the appointment, how to manage them properly and then, ask for the appointment __TSU Classroom Video: “ On-Site Marketing ” __Counselor Online Library: Read pages 6-8 of “ Prospecting – Making the Appointment” __Live Prospecting: Use one of your three favorite methods __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 17

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __ TSU Classroom Video: Re- watch “Pe rsonal Planning Organizer – Part Two” __Discuss with your manager how you better understand the value of the PPO than you did the first time you watched this video. __Role Play the warm-up and the transition to the PPO, and present the PPO __Review product, service, and pricing with the manager __TSU Classroom Video: “ 4-3-2-1 The Perfect 10 and 3+2 = My Favorite Five ” __TSU Classroom Video: “ Office Inquires ” __Discuss with your sales manager what you learned by taking this course __Live Prospecting: Use one of your three favorite methods __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 18

__ Daily Drill Down __ Address any concerns or questions you may have from the day before __Role Play any prospecting scripts in which you need to improve __Role Play any objections to setting the appointment you may not be proficient in managing __TSU Classroom Video: The Pre-Need Presentation __Role Play from the transition from the PPO to the four-page Pre-Need Presentation, give the four- page presentation. This should include explaining your products and service s, going through the closing sequence, using the important cemetery decisions worksheet, and managing the objections to the sales which your manager will give you. __TSU Classroom Video: “ Park Roaming & ASSAY Program ” __Live Prospecting: Sales manager’s choice __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 19

__ Daily Drill Down __ Address any concerns or questions you may have from the day before

__Role Play any aspects of your prospecting and objections to setting the appointment you are not as proficient as you need to be, as dete rmined either by your lack of confidence or your manager’s opinion of where you need improvement __Role Play the important cemetery decisions (or other price comparisons if you are discussing pre- need funerals), and transition from this explanation to the close. __TSU Classroom Video: If needed re-wat ch “Important Cemetery Decisions” __Role Play three of the most common objections to closing the sales __TSU Classroom Video: “ The Closing Pro cess” __Discuss with your manager what you now better understand when it comes to managing objections than you did the first time you took this course __Role Play managing objection to purchasing, as given to you by your sales mana ger by using the 4 A’s concept __Live Prospecting: Sales manager’s choice __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____

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DAY 20

__ Daily Drill Down __ Address any concerns or questions you may have from the day before

__Give your sales manager a complete pre-need presentation from the warm-up to obtaining referrals __ Coaching: After this roleplaying session, your sales manager will coach you on the areas in which you need to make improvement and assign you the appropriate training methods to help you continue your development __Training Schedule: At this point your sales manager will create a schedule for you, week by week, that will include working on areas you may need additional improvement, additional courses you will need to take or re-take, along with materials they will want you to read or re-read in The System Library along with videos they will want you to watch or re-watch. Why? Let us not forget these powerful words from the ages: “It is frequent repetition tha t produces a natural tendency.” Aristotle __LeadTrak: Enter Lead, prospects and/or appointments into LeadTrak __Q & A: Ask any questions for clarification or a better understanding of the concepts and materials covered today, if needed Notes:_______________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ ______________________________________________________________________ _______________ Initials Signifying Completion: Date _______ Trainee ____ Sales Manager ____ End of Week Four: The expectation is that by the end of your fourth week you are now setting two pre - need appointments every day. You should be very capable of giving a complete pre-need presentation, managing the most common objections, explaining the price and payment options, and know how to professionally lead your prospect to make the wise and loving decision to secure the protection and peace of mind that before need planning offers.

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