Tasks 1. Training a. Sales i. ii. iii. iv. v. vi. vii. viii. ix.

Product knowledge Introduction to Smart Legal and Quality Conveyancing Competitors USPs, Tips and Tricks, Compliance with regulations How to provide quotes Sales call techniques Sales meeting techniques

b. Study your territory c. Conveyancing i. Conveyancing Foundation ii. FAQs d. Visual Files e. Equipment i. Telephone, how it works and how to answer calls. ii. PCs iii. Intranet iv. Scanner and copier v. Skype vi. 2. Create Territory maps for each candidate 3. Need to get: a. business cards, b. brochures, c. compliance materials, d. desk and PCs set up, e. login details created for each PC, f. intranet accounts created, g. office space cleaned up 4. Questions that Appan needs to answer a. What are the daily cold calling targets for the number of calls to be made and the number of appointments that should be made and also the expected conversation rate (meetings arranged against the number of calls made as a percentage). b. Do we want to have daily meetings in the mornings and who should hold the meetings? These need to be done every day without fail. The purpose of these meetings is to: (i) set daily targets, (ii) motivate the team, (iii) provide

c. d. e.

f. g.

h. i. j.

update (on anything that affects them), (iv) check the performance of the day before Someone senior should go with the BDMs to meetings with senior persons of a company. Who should go? Should we make colour copies of all the testimonials from referrers and clients that we have and give them to each BDM to keep with them and show to prospects? Conveyancing Alliance and some other companies basically allow the referrer to control how much they earn. If a referrer can sell the conveyancing for 100 more than our standard price, shall we allow them retain the extra amount, thus giving them 300 referral fees? Shall we restructure our business so that referrers can do this BUT only via online submission of new client instructions to increase their profits but also reduce our workload? Also need to check with Surinder to see if VF can be linked to the online quote generator so that it sets the higher referral fee amount. We also need to check regulations for SRA and CLC on this. Can we set up call recording in the office? it will cost 300 pcm. A problem with allowing personal mobiles being the main contact is the BDM can walk away with our contacts quite easily. Should we take the risk? Also with the new smart phones you can track the whereabouts of your BDMs. This will allow a significantly relaxed management approach but keep tight control of the BDMs. Can we give prizes for the high achievers? I think we should have a 500 pcm budget for prizes for the high achievers. We should be looking to give holidays and a certificate each month for the high achiever. We also need to have a holiday offer for our top referrer per quarter. This needs a lot of thought but I think it should be for individuals. We should have a quarterly budget of 3000. Also based on completions.

5. sdssdsd 6.