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Archive for the ‘Kevin Fort Consulting Interviews’ Category

The Kevin Fort Project Part One

By senoff.michael@gmail.com On November 12, 2007 No Comments

Kevin Fort is a fairly new HMA Consultant who I recently called just to see how he was doing and if there was anything I could do to assist him in gearing up for success. I found that, in fact, things were really starting to pick up for Kevin and this was great news!

He had hired a part time telemarketer for a short time to help him to find some prospects that he could follow-up with. I was really impressed with his description of the training program he developed to familiarize his employee with the HMA System and telemarketing in general. It was very thorough and I think that any new HMA Consultant would be interested in Kevin’s methodology. We also discuss a very valuable service that Kevin could subscribe to which would allow him to track and monitor his telemarketer’s activities. This is a good investment for any business that uses telemarketers to generate prospects.

Since Kevin is beginning to meet with prospects to do Opportunity Analyses, he had some questions about how Richard’s total exponential growth examples are calculated and could be explained.

After we had some fun figuring out Richard’s example calculation of exponential growth, I told Kevin about the fantastic sales tool for HMA Consultants that is currently available online.

If you go to http://www.hardtofindseminars.com/Advertising-Secrets.html, you can view an extensive 60-minute presentation of the HMA System that I developed using a role-playing exercise with Richard. In my conversation with Kevin, I explained to him how I could have this presentation customized for him (or any HMA Consultant) at no cost.

Having this all-inclusive presentation customized for you and your business, you can use it in meetings with prospects – or especially if you are talking to a prospect over the phone and want to use the presentation to explain the HMA System and how it can grow any business. Let the presentation make the sale!

Kevin’s positive attitude and excitement about the HMA System will rub off on you so have fun as you listen to this conversation and keep me posted with your success!

For more information, go to http://www.hardtofindseminars.com/audioclips.htm.

The Seminar The Results – Part Two

By senoff.michael@gmail.com On November 12, 2007 No Comments

This interview with Kevin occurred shortly after he began growing his HMA consulting business. Kevin held his first seminar at a local hotel. You will hear how he prepared for his presentation, what media his presentation consisted of, and what Kevin’s end goal of the seminar was – namely to set up Opportunity Analyses with each of the attendees.

Although only a small number of people attended the seminar, a high percentage of the attendees scheduled an Opportunity Analysis with him.

We talk about a few of Kevin’s prospective clients and the reasons that they chose to have Kevin do an Opportunity Analysis with them. You’ll hear how Kevin was able to uncover some of the hidden marketing assets that these prospects had.

Kevin’s experience so far is that it is relatively easy to get a business owner to agree to an Opportunity Analysis. The problem that he needed help with was that, although the prospect may be very interested, once Kevin discusses his fees, most prospects say that they couldn’t afford his services.

Listen to my suggestion that perhaps Kevin was not “closing the deal” all the way though the Opportunity Analysis phase. Kevin thought that might be part of the problem and we discuss ways to do this more effectively.

We talk about one prospect, a chiropractor, in great detail. This gentleman has some great hidden marketing assets and appears to be interested enough in the HMA system that he may become Kevin’s first client. Listen to my suggestions on how Kevin could close the deal by negotiating different types of contingency plans so that payment for Kevin’s services would not be so painful for the client. You’ll also hear some other ideas that I offer with regard to direct mail marketing letters that may entice this prospect to sign with Kevin.

This is a great interview for new HMA consultants. You will hear some of the common problems that you may face as well as some creative solutions to these problems so you can close those deals.

For more information, go to http://www.hardtofindseminars.com/audioclips.htm.

The Seminar The Results – Part Three

By senoff.michael@gmail.com On November 12, 2007 No Comments

In this second part of my interview with new HMA Consultant, Kevin Fort, Richard joins us on the call to discuss Kevin’s progress and some of the challenges that he’s experienced since starting his business.

Kevin has been experiencing very negative attitudes from prospects. Most often, Kevin feels that he gets shot down once he begins to discuss what his fees would be.

You’ll hear Richard explain how you, the HMA Consultant, must qualify the prospect up front so as not to waste your time or the prospect’s time if there’s not a good match. Richard also suggests some great wording and phrases that will help HMA Consultants determine if the person is indeed a qualified prospect and how to flush out objections before the prospect brings them up.

Richard explains some methods that can be used to build credibility and trust with the prospect. It’s very important to ask questions about the prospect’s business and then to listen to the prospect’s own frustrations about his or her business – let them unload! This not only builds trust, but it will better equip you to hit objections head on and then to present the best solution for the prospect.

We spend some time explaining the most valuable aspect of marketing yourself – How to explain your own USP to the prospect. Show what makes you different than other marketing consultants who are most likely using a method that is based on traditional sales and marketing. You’ll hear the way that Richard himself explains his own USP to prospects.

There are tons of other suggestions and methods in this recording that I know you will find helpful and will benefit your own marketing experience. When you hear and understand Richard’s own techniques, I know that you will be anxious to incorporate some of them into your own unique way of marketing the HMA system that will make life easier and more fun for you. Enjoy!

For more information, go to http://www.hardtofindseminars.com/audioclips.htm