Cultivating Existing Member Relationships
Suggested Strategy: Help this representative in their comfortability with
their book of business while bringing awareness to the improvements
that you would like to see being made.
Suggested Questions:
→ Rating Question: On a scale of one to six, with six being maximum effort, and one representing that it may fall by the wayside often, where
would you rate your work on your book of business? What actions do
you think we could take together to help you reach a six?
→ Risk Question : What risks do you think you might assume by not applying maximum effort into your book of business?
Suggested Activities:
→ Whiteboard Coaching: On the left side of a whiteboard, write down the description
that this representative would currently give
to their work on their book of business. On
the right side of the board, write down how
they would ideally like to describe their
work on their book of business. Erase the
left side of the board and write down the
actions that the representative is willing to
take to reach the description on the right
side of the board.
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