These are the slides from Jack Daly's webinar "How To Generate More Business With Less Work," presented on May 28, 2013 by 360incentives.com A video recording of the webinar, including the audio of Jack's presentation is available at: https://vimeo.com/67161408

1. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
How to Generate More
Business with Less Work
A System to Jump Start Your Success
With
Jack Daly

2. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
www.jackdaly.net jack@jackdaly.net 888-298-6868

3. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Our Journey Today
1. The Shortest Course on Sales
2. Inspect the Baskets
3. Be Memorable
4. Perception of Value
5. Building A Touch System

4. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Critical Path

5. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Inspect the Baskets

6. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Inspect the Baskets

7. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Inspect the Baskets

8. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Inspect the Baskets

9. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Market Territory

10. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Market Territory
B
U
S
I
N
E
S
S

11. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Market Territory
B
U
S
I
N
E
S
S
A

12. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Inspect the Baskets

13. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Be Memorable
1. First Impressions
2. “Immediate” Follow-up

14. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Money Bag
1. Company issued Thank You
Cards/Envelopes
2. “Specialized” Thank You
Cards/Envelopes

15. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

16. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

17. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Money Bag
1. Company issued Thank You
Cards/Envelopes
2. “Specialized” Thank You
Cards/Envelopes
3. Unique Pen
4. Stamps

18. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

19. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

20. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
From: "Jilaine Parkes"
Date: Fri, 25 Sep 2009 09:49:05 -0400
To: <Jack@professionalsalescoach.net>
Subject: TWO SALES SINCE MONDAY!!!
Hey Jack,
I was seriously considering crashing your course today to share this but thought better to send you this
note...
Since Monday of this week, after attending your session with TEC, in fabulous North Dumfries, Ontario ;)
...
I have closed two sales using your techniques: emailing from the parking lot and the thank you card
dropped in the mail box nearest the building. Both clients loved it and both bought my software
product.
That has simply never happened before; the sales cycle with our software is typically two - four months.
I just wanted to thank you again for such an inspirational learning experience and I hope you read this
to your group today!!
By the way, I got a hold of Jennifer yesterday and ordered Jack in the Box - can't wait to get it!
All the best,
Jilaine-the-Selling-Maniac
Example

21. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Perception of Value is key

22. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Some Examples

23. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Some Examples
1. Tiffany’s

24. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Some Examples
1. Tiffany’s
2. Victoria Secret

25. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Some Examples
1. Tiffany’s
2. Victoria Secret
3. Watches

26. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Some Examples
1. Tiffany’s
2. Victoria Secret
3. Watches
4. Wines

27. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Some Examples
1. Tiffany’s
2. Victoria Secret
3. Watches
4. Wines
5. Harley Davidson

28. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Who is Your Customer?
1. Home Buyer/Owner

29. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Who is Your Customer?
1. Home Buyer/Owner
*Who Else?

30. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Who is Your Customer?
1. Home Buyer/Owner
2. Real Estate Agent
3. Financial Planner
4. Accountant
5. Insurance Rep
6. Lawyer
7. Builder

31. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
How Much is a Customer Worth?
1. Home Buyer/Owner
$100,000 $1,500

32. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
How Much is a Customer Worth?
1. Home Buyer/Owner
$100,000 $1,500
* Lifetime Value x 7
________
$10,500 = $11,000

33. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
How Much is a Customer Worth?
1. Home Buyer/Owner
$100,000 $1,500
* Lifetime Value x 7
________
$10,500 = $11,000
_______________________________________________________________________
Realtor
1 x 12 x 5yrs = 60 x $11,000 = $660,000

34. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Touch System
Prospects
Customers
Clients
Other
• PV
• PC
• EM
• VM
• SM
• FAX

35. 9
PERSONAL
GENERAL
BIZ
INDUSTRY
INFO &
IDEAS
YOU
YOUR
COMPANY
FUN
360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Touch System
Prospects
Customers
Clients
Other
• PV
• PC
• EM
• VM
• SM
• FAX

36. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

37. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

38. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

39. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

40. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Example

41. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Touch System
Prospects
Customers
Clients
Other
• PV
• PC
• EM
• VM
• SM
• FAX
9
PERSONAL
GENERAL
BIZ
INDUSTRY
INFO &
IDEAS
YOU
YOUR
COMPANY
FUN
A= 1 Day
B= 1Week
C= 1 Month
D= 1 QTR

42. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Taking Action
1. Inspect the Baskets
2. Change Voicemail Daily
3. Use Money Bag
4. Identify and Prioritize Your Customers
5. Create Perceived Value
6. Implement a Touch System

43. 360 Incentives | 420 Green Street, Suite 202, Whitby ON | Toll-Free: 888.666.4926 | Fax: 866.877.0897 | www.360incentives.com
Questions ?