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About Russell Rush

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So far Russell Rush has created 22 blog entries.

  • The R3R1 Sales Process at Work

    The following specifics is from a hands-on consulting project where we have implemented the
    right strategies to impact the results of the business.

    R3R1 was engaged to provide one-on-one sales training for a client’s newer salesperson, a smart, well- dressed articulate individual in his mid to late twenties. When I met him, I discovered that he had some background in sales. He was working on his first assignment, launching a new senior housing community. The project had reasonable demand, with an average number of inquiries. He was already having relative success, but nearing the deadline for completion, he became bogged down and stopped making progress, and that is why we were engaged – to train a relatively new and stymied salesperson on our process.

    Over the course of four days, we discovered the central issue holding him back from his potential. Like many other salespeople he did not have any knowledge of basic sales process, and therefore he did not have any process in place. Immediately, we provided a simple outline of the R3R1 process and provided him with extensive individualized training where he could return to his project and put the process in place. The result? When he returned to his project, he completed it in just a short time, reach 100% occupancy. Following that project, he was assigned to a higher demand project which he filled to 100% occupancy within four months from the opening.

    This case study proves that salespeople need training in sales process and implementation of a sales process.

  • Lets get started!

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  • WHAT YOU’LL LEARN

    In the six month free subscription you’ll learn how to:

    -Relate more effectively with your prospects.

    -Use offensive and defensive qualifying techniques.

    -Create a powerful series of reasoning messages that will trigger the sale.

    -Use your company’s mission statement to close business.

    -Answer unspoken questions and objections that your prospects are thinking and not saying.

    -Create a suitability presentation that convinces prospects to trust you and buy your product or service.

    -Create a series of alternate/subordinate presentations to use on demand with the difficult prospect.

    -Combine and practice these techniques with your current presentation and increase your overall sales presentation efficiency using the R3R1 methods.

    ….and much more!

  • new sales book

    Follow the path to increased sales – R3R1: The Sales Formula for Success is a game changer!

    The most successful football teams rely on a playbook, and plays can be simple or complicated. You can run the ball between the tackle and the guard or straight up the middle—or you can try a flea flicker or double reverse. Some of the best coaches script their first ten or twenty plays to include a mix of simple and complicated plays. Sales involves similar steps, but you must master a series of processes within the framework of relating, reasoning, and resolving to get results—a formula created by Russell M. Rush, Master Sales Coach and Author. In this guide to improving performance at the point of the sale, you’ll learn how to resolve unspoken objections and reduce concerns about the risks in buying. You’ll also learn that everything boils down to answering three questions: • Did you relate with the prospect? • Did you reason with the prospect? • Did you resolve all the issues that were important to the prospect?

  • Terms & Conditions

    This R3R1 Consulting Group, LLC Subscription Service Agreement is between R3R1 Consulting Group, LLC. (“R3R1”) and “Customer” with its principal place of business as provided during Account sign-up process, on behalf of itself and its Affiliates. R3R1 allows its customers to access the R3R1 video training. R3R1 and “Customer” hereby agree that the following terms and conditions will apply to the video training services provided by R3R1 to “Customer”.

    Acceptance of Terms
    By signing this Agreement, or registering for an R3R1 Account (R3R1 Service” or “Service”) or by using Service or continuing to use the Service, this Subscription Service Agreement is valid and in effect. Usage of Service includes all content and functionality available through the R3R1 website.

    R3R1 and you (the “customer”) fully agree to the following terms and conditions. You represent that you are 18 years of age or older and have the legal power and authority to enter into this agreement. If you are signing up to use R3R1’s various products and services on behalf of a company, you represent that you have complete authority to bind the “Customer” to the terms governing the use of the R3R1 services, and the term “customer” means your company, all of its employees and its Affiliates. If you do not agree to the terms of this agreement, or if you do not have the authority, then you must stop using R3R1 products and services.

    Subscriber

    Customer and User
    The term “Customer” shall mean the individual, a business or a legal entity including its employees, affiliates, partners, customers, contractors and agents registering for any R3R1 product or Service via any R3R1 web site. The term “User” and “Users” shall mean an individual, and if the “Customer” is representing a business or a legal entity, the term shall also encompass its employees, affiliates, partners, customers, contractors or agents, who access the Service established by the “Customer”.

    Accurate Customer Information
    The Customer agrees to provide R3R1 with accurate billing and contact information, including legal name, company name (if applicable), street address, telephone number, and Email address. The Customer also agrees to notify R3R1 of any changes to this information within a period not to exceed 30 days. R3R1 reserves the right to terminate Customer access to the Service, without any obligation to return Customer data, if the Customer provides false or fraudulent contact or billing information.

    Customer Account Security and Passwords
    The Customer is entirely responsible for any and all activities that occur within the Customer’s account, and where applicable, the activities that occur within additional accounts established by the Customer. The Customer will choose, or be temporarily assigned, all applicable passwords to use with the R3R1 Service. The Customer shall be entirely responsible for maintaining the confidentiality of their passwords and account data, and where applicable the passwords and accounts of each user accessing the Service using an account established by the Customer. Any unauthorized use or breach of security of a Customer account, and where applicable other accounts established by the Customer, shall be reported immediately to R3R1.

    Confidentiality of Customer Information
    Customer Information such as contact details, data, and usage analytics is considered confidential. R3R1 will not share, rent, sell, or trade Customer information. R3R1 may use the Customer Information to contact the Customer and provide necessary support, evaluate the satisfaction of service, enhance Customer experience or ensure proper billing and payment for our service.

    Customer Support
    R3R1, or its designee(s), shall provide 24×7 Email Support or Telephone support during normal business hours (9:00am to 9:00pm Central Standard Time Zone) Monday-Friday, except on holidays.

    The Service

    Account
    By registering for the R3R1 Account (“Service”); its use or continued use shall be deemed to be agreement to establish and maintain Service by the Account User and to abide by all the terms and conditions of this Agreement. Service will provide the Customer with the use of R3R1 Video Training Series through the R3R1 Website.

    Subscription

    30-Day Free Trial Subscription
    On occasion, the Customer may be given a 30-day free limited trial period to use the R3R1 Service. Commencement of the 30-day period starts with the date of acceptance of this Agreement. The Customer acknowledges, and agrees, that following the expiration of the 30-day trial, R3R1 may notify the Customer of the expiration of the free trial period, and the Customer acknowledges, and agrees, that continued use of the Service beyond the 30-day trial date will automatically renew this Subscription Service Agreement, and constitute acceptance of the obligation for payment of the Service under the terms and conditions of this Agreement. R3R1 has no obligations to Customer in any way during the trial period.

    Paid Subscription Plan
    Customer agrees to have bought R3R1 account in accordance to a “Subscription Plan” selected on R3R1 Web Site during checkout (buying) process. CUSTOMER further acknowledges and agrees that Customer will be entitled to pay an amount at least equal to the price of the “Subscription Plan” bought by the Customer for every billing period/cycle in advance of the billing cycle. Customer understands that “Subscription Plan” offers a maximum limit on their usage in terms of number of Registered or Active Users. Customer agrees to use R3R1 for the paid account in accordance to these limits.

    Billing Period and Payment Method
    Once Customer purchases a “Subscription Plan”, R3R1 charges and collects fees in advance for the use of the various “Services”. If the Customer selects a Service that is available on the Monthly Payment Plan, the Customer acknowledges, and agrees, that the Service will be provided on a Monthly or Yearly billing cycle. A recurring billing charge will be automatically issued to the Customer every Billing Period. Payment shall be made using Credit Card or via Check, Debit or Wire Transfer and will be in U.S. Dollars. The Customer agrees to pay the Total Subscription fees for its account in accordance with the “Subscription Plan” and billing terms in effect at the time the fees are due and payable. The Subscription fees are nonrefundable whether or not any, or all, of the User Licenses or Usage are actively used for the Service during the billing period. The Total Subscription fees or portions thereof, are also non-refundable if the Customer chooses to cancel their account prior to the end of the billing period.

    Calculation of Subscription fees
    The Subscription fees charged to the Customer shall be equal to the current “Subscription Plan” in affect at the time of the Customers’ billing cycle based on purchased package.

    Local and State Taxes
    Billing amounts are exclusive of all taxes, levies, or duties that may be imposed by taxing authorities having jurisdiction over the Customer’s access location. Due to the mobility of access to the R3R1 Service, the Customer acknowledges, and agrees, to be responsible for the payment of such taxes, levies, or duties, if any.

    Billing Errors
    In case the Customer identifies a billing error, the Customer must contact R3R1 in writing within 30 days of receiving an invoice or billing receipt containing the amount in question in order to be eligible to receive a credit or adjustment. Upon verification & validation of reported Billing error by R3R1 and in the outcome that R3R1 finds the Billing error to be true, the maximum credit that a Customer could be entitled to, shall not exceed the total amount of the bill in question.

    Renewal of Service Agreement
    The Customer acknowledges, and agrees, that this Service Agreement shall automatically renews based on “Subscription Plan” unless either party requests a change to the Subscription Agreement or its termination.

    Non-Payment
    In the event the Customer account becomes overdue, R3R1 reserves the right to suspend the R3R1 Service provided to the Customer. The Customer acknowledges, and agrees, that suspension of the account will deny the Customer, and all users accessing the R3R1 Service using the Customer account, access to the R3R1 Service until delinquent accounts are paid in full. In addition to the rights granted herein, R3R1 reserves the right to terminate this Agreement in accordance with the terms and conditions of this Agreement. In the event the Customer stops or voids any payment to R3R1, claims a credit for credit card payments for R3R1 Services already used, or in any way impedes R3R1’s ability to collect funds for Services already rendered.

    Termination of Service Agreement
    The Customer or R3R1 may terminate this Service Agreement by notifying the other party in writing at least 30 days prior to the beginning of the next billing cycle. Upon termination of the Service Agreement for any reason, the Customer, and all its users accessing the R3R1 Service using the Customer account, will immediately cease all use of the R3R1 Service.

    General

    Assignment
    This Agreement may not be assigned by the Customer without the prior written approval of R3R1, but may be assigned by R3R1 to a parent or subsidiary, an acquirer of assets, or a successor by merger.

    Suggestions
    R3R1 shall have a royalty-free, worldwide, transferable, sublicensable, irrevocable, perpetual license to use or incorporate into the Services any suggestions, enhancement requests, recommendations or other feedback provided by Customer, including its Users, relating to the operation of the Services.

    Venue and Choice of Law
    The laws of the state of Kansas (KS, USA) shall govern the validity of this Service Agreement, the construction of its terms and the interpretation of the rights of the parties hereto.

    Unenforceability of Provisions
    If any provision of this Agreement, or any portion thereof, is held to be invalid and unenforceable, then the remainder of the Agreement shall nevertheless remain in full force and effect.

    Modification of Subscription Agreement
    R3R1 reserves the right to change the terms and conditions of this Agreement, and all policies relating to any R3R1 Service, at any time. R3R1 shall notify the “Customer” by posting an updated version of this Agreement on the Service in question. Customer is responsible for regularly reviewing this Agreement on WWW.R3R1.COM. Continued use of any R3R1 product or service after any such changes shall constitute Customer’s consent to such changes.

    Notices
    Any and all notices, demands, or other communications required or desired to be given hereunder relating to the terms and conditions of this Agreement shall be made in writing and shall be validly given or made to another party if personally served; or if deposited in the United States mail, certified or registered, postage prepaid, return receipt requested; or if by Email when receipt is electronically confirmed. If such notice or demand is served personally, notice shall be deemed constructively made at the time of such personal service. If such notice, demand, or other communication is given by mail, such notice shall be conclusively deemed given five days after deposit thereof in the United States mail addressed to the party to whom such notice, demand or other communication is to be given as follows: If to the Customer: The Customer’s address on record in R3R1 account information. If to R3R1 the Customer may give notice to: R3R1 Consulting Group, LLC 106 East 6th Street, Suite 900, Austin Texas 78701. If such notice, demand, or other communication is given by Email, such notice shall be deemed given 48 hours after sending, or electronically acknowledged, whichever is less.

    Warranty Disclaimer
    The R3R1 Service is provided to the customer strictly on an “as is” basis; R3R1 and its licensors make no warranty, representation, or guaranty, either express or implied, as to the fitness for a particular purpose, merchantability, non-infringement of third party rights, reliability, availability, or accuracy of content. R3R1 does not guaranty, warrant, or represent that the service will be secure, uninterrupted, error-free, or free of viruses or other harmful components, or that errors or defects will be corrected.

    Limitation Of Liability
    In no event shall R3R1’s total liability exceed the amounts actually paid by the customer to R3R1 for the R3R1 service under this service agreement for the month immediately preceding the act of injury that gave rise to the liability. Neither R3R1 nor its licensors shall be liable to anyone for any indirect, incidental, consequential, special, exemplary, punitive, or other damages of any type or kind (including loss or inaccuracy of data, revenue, or profits) arising out of, or in connection with, this service or the inability to use the service, even if R3R1 has been previously advised of the possibility of such damages.

    Changes to Subscription Service Agreement

    R3R1 will occasionally update Subscription Service Agreement to reflect company and customer feedback. R3R1 encourages you to periodically review Subscription Service Agreement to be informed of how R3R1 is protecting your information.

    Contact Information

    R3R1 welcomes your questions regarding this Subscription Service Agreement, please contact R3R1 for any questions at: R3R1 Consulting Group, LLC, Austin TX, Email Address: info@R3R1.com, telephone number: 888-674-7371

    Effective as of July 15, 2017

     

  • Team Training

    Provide your team with the right tools to help them reach their personal goals and ultimately increase revenue for your company.

    R3R1: The Sales Formula for Success video training is a supplementary system designed to be incorporated into your current sales training programs and will teach your sales team basic sales process (or the science of selling) as well as sales process implementation. Featuring progressive sales coaching based on the R3R1 sales process, this is a comprehensive online video library that includes over 40 videos that teach sales process.  Encourage your team to learn from Russell M. Rush, a sales industry leader, as he explains many of the concepts for success in sales and business.

    The R3R1 video library includes hours of sales process training as well as unique coaching strategies to help your team hone their skills and ultimately increase conversions at point of sale.

    • Increase Your Top Line Revenue
    • Decrease Customer Acquisition Costs
    • Increase Sales Teams’ Knowledge
    • Improve Performance
    • Retain Your Sales Staff

    Receive progress evaluation reports on your sales team members. Watch as your sales pipeline fills as never before when your team follows the R3R1 sales process.

  • Individual Training

    Don’t wait for someone to tell you that you need to take action! Reach your personal goals with progressive sales coaching based on the R3R1 sales process. R3R1: The Sales Formula for Success is a comprehensive online video library that includes over 40 videos that teach sales process. Follow along as Russell M. Rush, a sales industry leader, explains many of the concepts that impact his success in sales and business. Learn at your own pace.  Watch each video as many times as necessary and master a specific skill and track your results through self-guided progress evaluations.  Determine how you are progressing in your understanding and ability to implement the R3R1 formula in real life selling situations.

    • Increase Closing Rates
    • Increase Your Income 
    • Enjoy a Self-Paced Learning Environment
    • Become a Top Performer
    • Reduce Job-related Stress

    Improve closing rates per sales presentation and have a constant pipeline of new customers – get paid more commission and bonuses for better sales performance.

  • The R3R1 Sales Process at Work

    The following specifics is from a hands-on consulting project where we have implemented the
    right strategies to impact the results of the business.

    R3R1 was engaged for the launch of a 126-unit senior housing community for a client with a proven business model. Although our client operated a successful business model for many years, interest from local consumers for this property was less than anticipated from initial marketing efforts.

    Preliminary marketing efforts included several months of direct mail campaigns which produced very few inquiries. In fact, on this project, the client received approximately 20% of what a comparable launch of a similar community would receive.

    Immediately upon engagement, we undertook efforts to analyze the demographics as related to this project to uncover apparent obstacles.  We discovered that this was a relatively new town, founded in 2007 and as such there was a disproportionately young population. Prior demographic studies revealed that five percent of the population was over age 65, the targeted group for a retirement community. Upon closer examination, it was determined that thirty-three percent of the population were of a specific group that tended to live in multi-generational homes – grandma and grandpa live in the household with the younger generation and do not, as a rule, use senior housing services. Therefore, this lowered the number of potential prospects from five percent of the population as seniors that could potentially use this service to merely three percent.

    Another obvious concern related to industry competitors in this region. Existing communities had current occupancy issues and struggled to maintain census. Additionally, we discovered that there were five new communities under construction within a seven-mile radius.

    After this community opened, is was not a surprise to anyone that the average number of in-person appointments with new prospects, including leads generated from a referral agency, was approximately four per week. By way of comparison, the average number of meetings at like properties falls between twelve and fourteen meetings per week.

    On average, this client reaches its determined census goals at a new community is around eighteen months. The average closing rate is in the range of eleven percent. Therefore, if the sales team at a 126-unit community conducts fourteen face-to-face meetings per week, they would generate 1.54 move-ins per week, and in 81-82 weeks, or just about 19 months the community would reach a 92% occupancy rate.

    However, using the R3R1 process, 132 units were rented during the first nine months, and ten residents vacated a unit during this same period. At the end of the project, this community was 97 percent occupied. The move in rate was 52 percent (after cancellations) from a total of 254 in-person meetings with prospects.

    In summary, using the R3R1 process the move-in rate was five hundred percent higher than when not using the R3R1 process. In half of the standard time for reaching its goal, our client has a successful business with some twelve million dollars of equity when they otherwise could have had a capital call and lost their entire investment.

  • Kathleen F. RushKathleen F. Rush

    Kathleen was instrumental in co-developing InsGift, the software cash flow approach to retirement and estate planning. InsMark, Inc. of San Ramon, California bought this system, and thousands of financial professionals currently use it.

    Kathleen was the editor and contributor to articles published on financial and charitable planning issues, appearing in many journals including Planned Giving Today, National Underwriter, Broker’s World, and Estate Planning Quarterly.

    As the Implementation Coordinator and Director of Communications for Crown Philanthropic Solutions, she supervised Product Management on the development, testing, and launch of the DonorFirst™ software system, managing the Crown website and the demonstration platform of the initial version of DonorFirst™, developing unique web pages for each client site.

    Kathleen led the creative team with development of electronic marketing materials and email marketing campaigns to support the launch of DonorFirst™.

    Starting in 2010, Kathleen, in partnership with Russell M. Rush, worked for Hawthorn Retirement Group and subsequently formed R3R1 Consulting Group. As an employee of Hawthorn, as well as through consulting services, Kathleen launched four senior housing communities and contributed in generating over 40 million dollars of equity for the partners of the Hawthorn.

    Most recently, as a partner of R3R1 Consulting Group, LLC, Kathleen has shifted her focus to the development of sales process educational materials. She is the principal editor and contributor of the book, R3R1: The Sales Formula for Success. Kathleen has been instrumental in producing the series of online training lectures that teach the R3R1™ sales formula and the processes. She also manages the site, www.r3r1.com.

  • Russell M. RushRussell M. Rush

    Russell Rush began his career in financial services with the New York Life Insurance Company. During this time, he developed a software cash flow approach to retirement and estate planning. InsMark, Inc. of San Ramon, California bought his financial planning software system, and thousands of financial professionals currently use it.

    Russell co-founded a financial planning company, Crown Financial Group Inc. to work on a national level with high net worth private clients. He has spoken to various financial planning, legal and accounting groups across the country and has also published articles on financial and charitable planning issues in many journals including Planned Giving Today, National Underwriter, Broker World, and Estate Planning Quarterly.

    Russell engaged in the development of a new operational process for charitable organizations, refining the process of Open Architecture™. In connection with this operational process, he delivered lectures to universities, colleges, and other philanthropies explaining the benefits of donor-advised fund programs. Russell has published newsletters read by many of the nation’s leading charities. Through the founding of Crown Philanthropic Solutions, he completed the process for philanthropies to install and market successful donor-advised fund programs and integrate the DonorFirst™ program into current administrative and marketing system. Recently, Crown Philanthropic Solutions sold DonorFirst™ to RenPSG of Indianapolis, Indiana.

    Russell’s next endeavor was with Hawthorn Retirement Group and then Pacifica Corporation and most recently formed R3R1 Consulting Group. As an employee of Hawthorn, as well as through the consulting services of R3R1 Consulting Group, Russell launched four senior housing communities and contributed in generating over 40 million dollars of equity for the partners of the Hawthorn.

    Most recently, Russell has shifted his focus to sales performance and efficiency. Many years of research and application led him to write and publish the book, R3R1: The Sales Formula for Success. He has developed a series of online training lectures for business owners, sales managers, and salespeople where he teaches the R3R1™ sales formula and the processes based on this method.

    • R3R1 Sample Audiobook - Russell M. Rush *Narrated by Donny Baarnes
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