The Player Coach and Company, LLC: Services

The Mission of The Player Coach & Company is to bring together businesses to share ideas, information, resources and, in certain cases, contacts to help each other improve Performance.

The following describes our Business Development Process for both individual sales reps and client corporations. The first discussion area pertains specifically to the individual sales rep referred to as an Executive Player.

The second discussion area describes how we work with client corporations to improve the Performance of their sales Reps to increase both revenue and profitability. The Process is viewed from a sports perspective and hence the use of many sports metaphors and analogies.

Problem - The # 1 Problem of all sales executives is PROSPECTING defined as "getting in front of decision makers in their target markets." To that end, we have developed the Executive Player System. This is a business socialization program linking executives together to share ideas, information, resources and contacts. It may be used by a single practitioner or Executive Player to manage his/her personal sales activity or to link many Executive Players forming networks and Business Development Teams.

Executive Players may also access a database of contacts within specific target markets and request additional comprehensive data. In some situations a personal introduction is available but in others, only contact information is available. This resorce enables members to create "Reverse Referred Lead" campaigns and is available as an optional feature to all Executives Players for $195 per year.

The Executive Player System is based upon The Performance Formula developed by the Self Management Group located in Toronto, Canada.

After many years of research and vaildation SMG concluded that Performance is base upon three factors including training, effort and opportunity. This formula is used extensively in relationship selling environments to help producers and management alike determine if "sales" is the right career path.

Althought each segment is extremely important, the most critical element a producer must possess is EFFORT. This translates into Self Management which is the number one competency shared by all successful people!

The Player Coach has developed strategies addressing each factor and developed the Executive Player System with particular attention to EFFORT..

The Skills Development segment delivers a unique training workshop wherein attendees learn over 100 key professional networking secrets. They will learn how to attend events attended by other executives in their target market and 1 - Turn Idle Chatter and Chance Encounters into Business Opportunities, 2 - Opportunities Into Contacts, and 3 - Contacts Into Multiple Opportunities.

The Personal Development segment delivers clients 12 weeks of performance coaching to 1- Build a Business Development Team and 2 - Maximize the system developing a continuous flow of prospects if profile. Clients learn how manage themselves and achieve top performance. This is a FREE service with a clients commitment to develop a BDT of 12 over a 12 week period and has a value of $3,600.

The Business Development segment provides a total business development process wherein all new business opportunities are created as a result of Promoted Referred Leads. Each client learns how to use an internet based business socialization process to create networks of executives who are commited to helping each other become successful and share ideas, information, resources and contacts. Our mantra is "The Key To Success Is To Help Others Become Successful."

The Executive Player System is an internet based system which allows members to access their business from anywhere they can access the internet. Members can both give and receive referred leads and manage their day to day sales activities. It is focused in that it provides members with the ability to search business opportunities by 15 different search fields and allows members to develop personal relationships wherein they help each other become successful.
Thirty minutes each day is all that's required to monitor and measure the system, and it is not necessary to attend weekly and monthly meetings. It also includes a coaching element during the first 12 weeks of membership as a member of a Business Development Team.
It is even Guaranteed in that if a client member achieves minimum Self-Management points, The Player Coach will guarantee satisfaction.

An Executive Player is a sales professional who is committed to improving performance. Executive Players commit to specific EFFORT standards to make new contacts and give Prestige Introductions. They add their contacts to a personal database which is accessible only to them. However, when they join a network of other Executive Players, certain contact information then becomes available to other members but only enough to help identify potential sources of new opportunities. The only information available is name, title, company, industry, and "gate keeper." Detailed contact information later becomes available to another member when the "Gate Keeper" makes it available by giving a "Prestige Introduction." The System includes a one of a kind Self Management tool for professional sales executives.

Self-Management is the number one competency shared by all successful people and is the backbone of the Executive Player System. Members must manage themselves to do those things every day that unsuccessful people refuse to do or simply cannot do. The key is a complete commitment to EFFORT.
In that regard we have established a value system to specific activities of the sales cycle. The YELLOW Zone represents activities in the "approach" phase of the sales cycle and is called the Admission Ticket. All Players are expected to get "In the Game" every day by achieving Admission Ticket points. It all begins with prospecting!

The Admission Ticket tracks the EFFORT made by an Executive Player to develop new business and include two key elements: 1 - Making New Contacts and 2 - Giving Introductions. One (1) point is given for each new contact added to a members database and four (4) points are given for each referred lead given another member.
Professional Sales Reps must constantly meet new people and make new business contacts where ever they go including social gatherings, business meetings, political rallies and networking events to name a few. They must be in the market place where "accidents happen." However, members must not sell out of bounds and never confuse networking and selling!

The system recommends that 25 points be achieved during any 7 day rolling period. Over time, a member may determine that he/she may need to produce more or less Admission Ticket Points to achieve desired results. Results are tracked through the Score Board.

Business Development Team -The key is to build new symbiotic business relationships. Professional sales reps must constantly meet new people and both give and receive referred leads.

Executive Players form or join Business Development Teams through which they share ideas, information, resources and contacts.

Membership is industry exclusive so that only one member of a specific industry is included on a team. A member may join as many teams as practical however, two or three is usually the norm. The best way to secure an appointment is with a referred lead, but the very best way is through a promoted referred lead or Prestige Introduction.

Prestige Introduction - When a member gives a referred lead to another member, he/she is helping that person develop new business by sharing his/her prestige. Hence the name "Prestige Introduction."

Members can search the database using 15 different filters to find a desired opportunity and then make an introduction request. The Gate Keeper or member who entered the contact then has the opportunity to give the introduction of not, based upon his/her relationship with the requesting member.

We also include targeted databases of contact information provided through "Sales Genie." Members can request info@fullcontactbiz.com and information only is provided. Each member is consider an extention Full Contact BIZ hrough The Player Coach & Company. This information is not for re-sale and all contact with these leads must adhere to the "Do Not Call" register and privacy laws of that state., etc.

The Score Board tracks the key remaining elements of the sales cycle. Winners keep score but losers don't! A point system values the activity and a color coding system identifies activity within BLUE, RED and GREEN Zones. The BLUE Zone shows the number of appointments posted within 7 day rolling periods (Opportunities). The RED Zone shows anticipated business during the next 30 days (Business in Progress), and the GREEN Zone shows Actual Business developed. A typical point objective of 25 pts per 7 day rolling period is expected to result in a minimum of 1 new customer.

The Business Development Team is the pinnacle of the Executive Player System and membership will all but guarantee top performance. Full Contact Biz will create a news and marketing letter for each Business Development Team and then send that letter to a database of contacts created from the BDT database. Full Contact BIZ will also create an optional database of double opt-in prospects who fit the target market and include them in the monthly mailing.

In addition, Full Contact BIZ will produce a database of business prospects which may or may not include Email addresses. Members can search this database and request a comprehensive report on each prospect. This information can then be used to create a "Reverse Referred Lead" campaign.

Each Team may also arrange for the news letter to be sent to a database of double opt-in prospects. Full Contact BIZ will then research the market place and compile an appropriate database. There is an additional fee for this service which can be shared between team members.

In order to participate in the Enews letter, a member must have entered 100 contacts into the Team database and earn 10 Admission Ticket Points per 7 day rollong period over the immediate 30 day period. This participation requirement is essential to assist members in staying on focus.

The top Admission Ticket point producer is then eligible to post a Featured Article for that issue. This will be prominently position in the news letter to gain maximum exposure.

In summary, an Executive Player can operate independently, be invited to join a Business Development Team, and or build a personal Business Development Team. Members may join as many Teams as they wish with one membership fee of $595. This capability creates thousands of new opportunities all created through Prestige Introductions.

How do I build my Team?
1 - Enter all contacts into your database
• Invite contacts to attend the "Turn Meetings Into Money" workshop through an existing Corporate Marketing Partner. This will save each contact who attends $125. Gift Certificates are available through Corporate Marketing Partners.
• Follow up with each attendee to determine if he/she is a BDT prospect or Business prospect.

2 - Meet with top five clients in your target market and say the following:
Thanks for meeting with me today. The reason I wanted to meet with you is to ask you for your help. In order to provide better services to my clients and expand my business, I am in the process of building a team of professional sales reps who share my target market. That said, I'd like to ask you a few questions, do you mind if I ask them?
• How did you get started in your business?
• How long have you been in this business?
• What are your major challenges today?
• What organizations do you belong to?
• What industry magazines do you read?
• What is your target market?
• What products do you purchase from professional sales Reps?
• What qualities do you look for in a Rep?
• Tell me about the top Reps you buy from and would you introduce me to them?
• Send each referral an introduction letter (BDT-00), call and make appointment.

Meet with each referral and demonstrate Business Development Team program and then contact The Player Coach & Company to enroll.

STEPS
1 - Search your database and locate current contacts who share your target market but are from non-competing industries.
2 - Send each member candidate a pre-approach letter (BDT-100) and follow up with a phone call to set an appointment to discuss the Business Development Team. Conduct 10 appointments to open 3 member possibilities each week and enroll one member.
3 - A Player Coach will meet once each week with new members for 12 weeks to help them build their Business Development Teams. Members must be prepared and have completed all EFFORT requirements.
4 - Attend one (1) event each week and make five (5) new contacts. Follow up with personal introduction (BDT-300), make appointment, and present the BDT program.
5 - Invite 5 contacts each week to attend the "Turn Meetings Into Money" monthly workshop. This will result in new Team members, Centers of Influence, Prospects for YOU and Prospects for another member. The tuition to attend a "Turn Meetings Into Money" workshop is $194 and includes a continental breakfast and all materials. This amount can be reduced with a Gift Certificate provided by any Corporate Marketing Partner.

A Corporate Marketing Partner is a company wherein The Player Coach & Company acts as an extension of it's sales, marketing, and management teams. The Player Coach & Company can provide numerous Skills Training, and executive coaching programs such as selling, networking, and self management.

A Corporate Marketing Partner purchases a corporate banner which is posted on the Full Contact BIZ website and is inserted in each Emarketing communication. The Emarketing campaign sends letters monthly to specific databases including the combined databases of participating Corporate Marketing Partners and those developed through Double Opt-In sources.

One specific Campaign is designed to promote a skills development workshop entitle "Turn Meetings Into Money." This workshop is a must for anyone participating in a relationship selling environment. The tuition for this workshop is $194 however a CMP may give it's clients, and other contacts, Gift Certificates of $125 each to be applied against the tuition cost.

Investment - The basic membership fee is $595 per year and includes full use of the software and membership in one or more Business Development Teams. Members may also receive "networking skills" training called "Turn Meetings Into Money." Workshops are held monthly on the last Friday from 8:30 AM to 12:00 PM and include workbook and continental breakfast. The tuition for this trainingis $194 however, it can be reduced to $69 with a CMP Gift Certificate. Following the meeting, attendees can remain for lunch and meet other Executive Player from the area.

The PC also offers member coaching during the first 12 weeks to train members how to use the system as well as develop new business. Each participant provides the PC with a Prestige Introduction to potential new members in order to build his/her personal Team. This requires a minimal amount of time on he part of the member and the PC completes all enrollment activities. The PC will guide the member in developing new business from current contacts as well as those developed fro new Prestige Introductions provided by new members. THis 12 week coaching process is valued at $3,600 but is FREE with a commitment to build a Business Development Team.