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.
-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.
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?
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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.
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.
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.
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 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 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 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.