 Case Study - Liz Foo
Part-Time to Full-Time in PPL...Overcoming the Challenge
Situation:
Liz Foo is a Pre-Paid Legal Associate from California. In her first three months in the business she churned through her warm market using the company success system: audio tool, 3-way call, then the decision. She also met plenty of people out and about, passed out a ton of business cards and networked with her neighbors. This activity quickly advanced Liz to the second highest position in the company.
Challenge:
Liz wanted to make PPL her full-time business but she ran out of prospects in her local market. She needed to find a way to meet new, interested prospects each and every day.
As a leader, Liz also realized that she needed to select a solution that would support her new, part-time and full-time business builders.
Solution:
Three months into building her business, Liz heard of other Associates who were using leads every day from Cutting Edge Media with great results.
She tested out the PPL specific online leads and magazine leads and found they worked well, but didn't exactly fit the needs of her young prospecting team. They were a bit expensive and too high of a quality to give to a brand new Associate.
Liz tested more leads and found the perfect match for her team. CEM's real-time, non-specific Internet survey leads were priced perfect for her new team. The leads gave each person on my team plenty of opportunities to meet new prospects daily.
"I chose CEM's real-time survey leads because of the low price buy-in to participate; but more importantly, the lead quality is perfect for my team to talk with plenty of interested prospects on a daily basis," Liz explains. "If my team just does what they're taught, they can churn through the numbers and talk with more prospects than their warm market alone," Liz adds.
The leads are a part of the teams' success...the driving force behind their monthly growth is possible by their prospecting process, scripts, and continuous personal development. Every Sunday her team joins a conference call to hear top Associates call leads live over the conference line. "Live prospecting calls are some of the most powerful training calls we do. They put the leaders on the spot in front of the team, and when we show success on the call, the team does better with their prospecting," Liz says.
The personal development of her team is obviously important. Liz teams up with other PPL leaders to host local weekly meetings to train her team face-to-face. Beyond that, Liz also plugs her team into training calls performed by other top PPL Associates on a monthly basis. The success of her team with leads hinges on their activity in the training system.
Results:
"Using the CEM lead programs has helped to grow my team. But a soft benefit that I realized over time, was my development as a speaker. Whether working with my team, a lead or a warm-market prospect, I've honed my presenting and speaking skills as a result of the lead program. It's the 'forced activity' that has made this happen — with the CEM lead programs, I receive prospects' contact information by email each day. If I call them I build my business, make more money and develop personally," Liz explains.
She adds, "Team growth is better because of CEM. I am confident I can put them on a program that I know works. CEM takes customer service to another level by always accommodating the needs of my team in a timely, professional manner. CEM has become an extended family to my team."
Liz will continue to succeed with her business because the lead program is a part of her prospecting process and team culture. The moment a new Associate finishes their warm-market prospecting, she immediately refers them to the CEM lead program. Liz adds, "My team members are excited once they experience results with their warm market. Turning them on to the lead program keeps that momentum going so they never hit a dull moment in this business."
Right now, 90% of Liz's active Associates are calling leads on a daily basis. With the leads, the support and the training, Liz found a way for her team to be introduced to qualified prospects on a daily basis...making her team growth steady and motivation high.
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