Virtual Deal Manager

This set of agent tools offers solutions for the four critical functions every selling agent must perform. There are three options. One the agent could invest their time in gathering the information they need and organizing it. They could hire another person or two to do it for them. Or they can have it all available to them in the moment of need electronically. These four tools are part of brokerage of the future which will be ever more intensely automated. Automation surely has it’s advantages, but it can also have disadvantages. When automation does all of the work for the selling agent, it actually robs them of power because it makes the choices for the agent. The Virtual Deal Manager is designed to be an extension of the selling agent in a way that gives them choice over their actions. In this manner the selling agent can take command of their game and focus on being productive rather than busy. With this tool you no longer need one or more other people to facilitate and track a deal process.

Tool 1: Tactical Game Designer

Choose a destination, layout a six quarter flight plan and manage the journey week by week.

Tool 2: Targeted Suspect List

Build an array of highly targeted call lists based on market area, criteria, conditions and promo focus.

Tool 3: Deal Manager Dashboard

Manage deal progression from initial contact through six phases to a successful deal completion.

Tool 4: HomeBase Data Center

Store unlimited critical client/asset data that is also easy to access when needed.

Tool 1

Tactical Game Designer

Use this tool to design and execute a selling game with significant results.

Most selling agents target the results they want to achieve in a coming week, quarter, month or year. Most however never go beyond picking a destination. They may create a business plan which usually ends up in a drawer and never reviewed until until the end of a year. Some highly successful agents tear up their plan each week and redo it many times over. Neither of these options ensure that the results intended are produced. The Tactical Game Designer offers a way to set a destination which is a range between a floor, a target and a game. Then it offers a way to project how to arrive within that range in quarterly increments and a method for managing the projected and the actual on a regular basis. It makes achieving the intended result far more likely and it also makes it inevitable that a selling agent can achieve a level of results beyond what they ever though was possible for them. More often than not when people engage in this process they see how easy their success can be.

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TACTICAL GAME DESIGNER

What Makes This Tool Effective

Key Advantages

This tool gives you the opportunity to put your full attention on your intention through inspection.

This tool helps you to plot a roadmap from where you are currently to where you want to be in the future.

It gives you the ability to step out of the passenger seat and into the pilot’s seat and navigate your game.

Key Features

Initiate as Many TGD Instances as Needed

Name Your TGD & Select the Product Type

Create Your Mission & Conditions to be Fulfilled

Set Your Floor Target Game for the Current Year

Automatic Computation of Actual, % of Target, & Needed

Set Milestones as % of FTG for each Quarter

Set Average Size Check, Double End Factor and Other Income

Name Your Transaction Process Levels and the FTG for each.

Set Conversion Ratios for each Transactional Process Level

Enter your Current Deal Count for each Process Level

Adjust any of the above to achieve the Quarterly Milestones

Use Toggles to Move Deals Up, Down, Forward & Back

Key Benefits

You may have a TGD for different Product Types or People

Each TGD has a unique Name & a singular Product Type

Mission clarity makes it more likely you will achieve your game

Floor = no leas than, Target = aiming for, & Game = take off the lid.

At all times see your Actual, % of Target and What’s Needed

Each Quarter gets it’s own Milestone of Accomplishment

Average Size Check, Double End will Autopropagate

Different Types of Selling require different Process Level Names

Each Process Level comes with a Conversion Ratio one to the next.

You can start with your current Deal Count at each Process Level

You may choose to adjust any of the above to meet the milestones.

Toggles change the Timing of Deals so you Meet the Milestones

Tool 2

Targeted Suspect List

Create highly targeted call campaigns to groups with common interests.

This tool offers a method for developing an array of call lists each aimed at a different group of people based on market area, category of asset, specific client or asset criteria, the condition of the asset and a promotional focus that appeals to their most central issues. The Targeted Suspect Lists method makes it possible to build a number of campaigns at the same time whether it be based on the size of the client, the product type, the financial or legal condition, or changes in the market. A selling agent may focus on one list for a number of call sessions or move between numerous call lists to cover a broader range of product sizes, locations and conditions. Once a call sessions begins it may only take a few calls to begin to understand what issues are of concern to the clients on a particular list. The fact that all clients on the list have common challenges takes the cold out of cold calling. If a Targeted Suspect List is used with a promo email and phone messages, calls get even warmer.

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TARGETED SUSPECT LIST

What Makes This Tool Effective

Key Advantages

This tool gives you the opportunity to develop multiple targeted call campaigns.

This tool helps you to streamline your call sessions because clients share common challenges..

It gives you the ability to generate a significantly increased number of effective exploratory client meetings.

Key Features

Initiate as Many TSL Instances as Needed

Name Your TSL & Select the Product Type

Add as Many Clients With Shared Criteria as You Like

Develop Targeted Suspect Lists for Different Disciplines

Create Targeted Suspect Lists for Different Product Types

Put Names On List Based on Market Area and Other Key Criteria

Distinguish Between Degrees of Known or Unknown Clients

Launch Call Sessions and Generate a Report On the Results

Get Immediate Feedback on the Metrics Related To Calling

Manage Your Call Activity On An Individual Client Basis

Access Full Client & Deal Related Information At All Times

Manage Notes, Call Backs, Next Actions, Confirmations, & Debriefing

Build Call Campaign Promotional Emails, Message, & Follow-Ups

he number of Key Benefits

No limits on TSL instances with different product types or people.

Easily identify by a unique lists based on a singular discipline & product type

Set the timing of a campaign so you maximize the value of each group.

Gain the freedom to test call times for different markets and product types

Increased connectivity with a broad range of markets and clients.

Generate a lot more meetings that offer greater receptivity to your calls.

Conduct stronger exploratory & presentation meetings that maximize results.

Keep up to speed with conversations notes and management of next actions.

Make as many call attempts with every client on the list so make connections.

Build a full array of promotional, communication, and document components.

Gain certainty that actions taken with clients are recorded and carried forward.

Easily change the status of each client to the next stage in the deal process.

Feed results of all Targeted Suspect Lists to a Deal Manager Dashboard.

Tool 3

Deal Manager Dashboard

Move deals through the continuum from initial contact to completion.

The Deal Manager Dashboard gives selling agents a way to know the status of every deal they are working on at anytime regardless of their size or importance. Once an initial call has been made on the Targeted Suspect List clients are placed into the Deal Manager Dashboard based on their response to an agent offer of a meeting. Those that say Yes or Maybe to a Meeting are moved onto the Dashboard and from there they go through a continuum of steps to completion of a deal. Depending on the industry and discipline within that industry clients go through the deal continuum from prospective, to potential, to possible, to probable, to predictable and finally to actual once a deal has been completed. Agents know everything about each deal each step of the way. At all times agents have immediate access to essential client, asset, buyer and all people who influence the deal process. Agents can define how much information they want to work with but information access never slows momentum.

Click Image to Access a Virtual Demo of the

DEAL MANAGER DASHBOARD

What Makes This Tool Effective

Key Advantages

This tool gives you the opportunity to put your full attention on your intention through inspection.

This tool helps you to plot a roadmap from where you are currently to where you want to be in the future.

It gives you the ability to step out of the passenger seat and into the pilot’s seat and navigate your game.

Key Features

Initiate as Many TGD Instances as Needed

Name Your TGD & Select the Product Type

Create Your Mission & Conditions to be Fulfilled

Set Your Floor Target Game for the Current Year

Automatic Computation of Actual, % of Target, & Needed

Set Milestones as % of FTG for each Quarter

Set Average Size Check, Double End Factor and Other Income

Name Your Transaction Process Levels and the FTG for each.

Set Conversion Ratios for each Transactional Process Level

Enter your Current Deal Count for each Process Level

Adjust any of the above to achieve the Quarterly Milestones

Use Toggles to Move Deals Up, Down, Forward & Back

Key Benefits

You may have a TGD for different Product Types or People

Each TGD has a unique Name & a singular Product Type

Mission clarity makes it more likely you will achieve your game

Floor = no leas than, Target = aiming for, & Game = take off the lid.

At all times see your Actual, % of Target and What’s Needed

Each Quarter gets it’s own Milestone of Accomplishment

Average Size Check, Double End will Autopropagate

Different Types of Selling require different Process Level Names

Each Process Level comes with a Conversion Ratio one to the next.

You can start with your current Deal Count at each Process Level

You may choose to adjust any of the above to meet the milestones.

Toggles change the Timing of Deals so you Meet the Milestones

Tool 4

HomeBase Data Center

Gather Information About Client & Asset and Access It At Anytime

The HomeBase Data Center is able to capture large volumes of client and asset specific information and then make it available to the selling agent immediately in the moment of need. There is no clumsy jumping from one part of an application to another. Everything is built into the system, so the clients an agent wants to view or interact with and their information are easy to access. Within HomeBase there is no limit on the number of clients and no limit on the number of assets a client can have. Portfolios can even be built and treated as a single asset accross the application until the status of that portfolio changes. There is a way to store complete client information, asset information and even information for client partners, team members, and buyers. The biggest challenge for any agent is can I get to my information I need at anytime without a complicated set of actions. It is one thing to have highly effective storage but a whole other thing to have precision access in the moment of greatest need.

Click Image to Access a Virtual Demo of the

HomeBase Data Center

What Makes This Tool Effective

Key Advantages

This tool gives you the opportunity to put your full attention on your intention through inspection.

This tool helps you to plot a roadmap from where you are currently to where you want to be in the future.

It gives you the ability to step out of the passenger seat and into the pilot’s seat and navigate your game.

Key Features

Initiate as Many TGD Instances as Needed

Name Your TGD & Select the Product Type

Create Your Mission & Conditions to be Fulfilled

Set Your Floor Target Game for the Current Year

Automatic Computation of Actual, % of Target, & Needed

Set Milestones as % of FTG for each Quarter

Set Average Size Check, Double End Factor and Other Income

Name Your Transaction Process Levels and the FTG for each.

Set Conversion Ratios for each Transactional Process Level

Enter your Current Deal Count for each Process Level

Adjust any of the above to achieve the Quarterly Milestones

Use Toggles to Move Deals Up, Down, Forward & Back

Key Benefits

You may have a TGD for different Product Types or People

Each TGD has a unique Name & a singular Product Type

Mission clarity makes it more likely you will achieve your game

Floor = no leas than, Target = aiming for, & Game = take off the lid.

At all times see your Actual, % of Target and What’s Needed

Each Quarter gets it’s own Milestone of Accomplishment

Average Size Check, Double End will Autopropagate

Different Types of Selling require different Process Level Names

Each Process Level comes with a Conversion Ratio one to the next.

You can start with your current Deal Count at each Process Level

You may choose to adjust any of the above to meet the milestones.

Toggles change the Timing of Deals so you Meet the Milestones

OUR VISION

Our vision is to alter how professional selling is managed by individual agents, sales managers, executives, and organizations with a sales department. Our tools shift the burden of accountability more onto the individual agent and less on managers and executives. They also give managers and executives the critical activity information they need to conduct a more productive relationship with their agents. Our tools can be adapted for virtually all types of selling, whether it involves a product, service, or asset. Our tools focus more on agent creativity, activity, and productivity and less on client or customer relationship management. There are export and import functions that convey data from our application to an external CRM. The application does offer Home Base Data Center for those agents who need and want a much simpler way of accessing and managing customer and client data

CONTACT US



PO Box 1357, Woodstock NY 12498



607.319.0351



support@advisoryselling.com

OUR VALUES

We place the highest value on collaboration, which means people work together rather than against each other. In turn, our tools applications make such collaboration possible and are designed to foster greater collaboration between selling agents and their team members, any associates, managers, executives, and clients. We value empowering agents to take charge of their game and step out or=f the passenger seat and into the pilot's seat in their game. In the face of an all-powerful chaotic universe that hurls unexpected obstacles and unforeseen opportunities at us point-blank every day, agents need tools, just like pilots, that are designed to help them navigate the journey. Our most basic value is integrity, including making and keeping promises with oneself, colleagues, and clients.

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OUR VIABILITY

What most makes us viable is our build to suit approach. Over the three decades of working with people, we have found that every person within a team within every organization has unique self-management and team management needs. We work with each person to configure a set of tools that will be right for them and one that they can easily evolve as their skills and priorities develop. Our tool applications' primary benefit is that people discover they have everything they need to take charge of their selling game and maximize their performance. The tools are highly intuitive, adaptable to all forms of selling, and easy to use. They ensure that selling agents can get themselves on track and stay on track. Sales managers and executives can minimize agent meetings' duration and maximize the value of each interaction because the tools applications answer all questions about the activity before any such interaction begins.

OUR OFFER

Enter your email below. We will send you a confidential survey that will give us a clear idea of who you are, the type of selling you do (professional selling, managing, servicing, or advising), and what you hope to accomplish. We will then schedule a conversation with you to determine, in very real terms, where you stand currently and where you would like to take your skills in the future. Then we will explore with you what methods and tools will best help you make that happen.

Four Powerful Deal Management Tools