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CHOICE MANAGEMENT

CHOICE MANAGEMENT. FOCUS ON YOUR BEHAVIOR. OWN YOUR MESSAGE. MAKE THE MOST OF THE VISIT. MANAGE EXPECTATIONS. Kano Jigoro. Not time management, choice mgmt. The Solution. 1) Self Talk 2) Not all Equal 3) Schedule it. Schedule your Calls. Goals -What can I track?.

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CHOICE MANAGEMENT

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  1. CHOICE MANAGEMENT FOCUS ON YOUR BEHAVIOR OWN YOUR MESSAGE MAKE THE MOST OF THE VISIT MANAGE EXPECTATIONS

  2. Kano Jigoro

  3. Not time management, choice mgmt

  4. The Solution 1) Self Talk 2) Not all Equal 3) Schedule it

  5. Schedule your Calls

  6. Goals-What can I track? Behavioral Results Dials x Visits x Thank You calls x Proposals x Gift Commitments x New Society members x

  7. 25 PG commitments I need 100 visits to get 25 commitments I need 400 connects to get 100 visits I need 1,600 dials to get 400 connects Approx. 31 dials per week (Assume 25% success rate)

  8. Buckets Not Now Already Did it Yes Short Term Yes Long Term

  9. Rejection It starts at an early age, get used to it!

  10. 4 SW Some Will Some Won’t So What Someone’s Waiting

  11. Concise Other Centric Benefits Clear Call to Action Adaptable

  12. Deal with objections before they come up (the answers are in your questions)

  13. I I need the income I’m saving for retirement I have to speak with my partner/spouse It’s been a tough year for us

  14. Making the AskWould you consider a gift of____________ To help_____________________ How do you feel about a conversation around including us in your future plans? Would you join me?

  15. Make decisions

  16. Put a deadline on it

  17. “ If you have no deadline…All you’ve had is a conversation “

  18. Learn to say no • Track your dials • Continually hone your messaging • It’s not about us, it’s about the donor • Clear Future

  19. Get out the door! Go See People!

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