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Neuberger and Company, Inc. | Baltimore, MD and Arizona

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Mastery Course Schedule - Virtual


1/6/22 Closing the Sale: Post-Sell A-Z
1/13/22 Improving your BAT-ing Average: BAT Self Assessment
1/20/22 Breaking Through Your Comfort Zone: Emotional Reactions to Change
1/27/22 Prospecting Planning: Proactive Referrals
2/3/22 Prospecting Behavior: A Healthy Prospecting Diet
2/10/22 Negative Reverse: Getting to a No
2/17/22 Transactional Analysis: Games People Play
2/24/22 Setting Goals: YTD Progress Check and Goal Review
3/3/22 Formula for Success: You Create Your Clients
3/10/22 Your Gate Process
3/17/22 Bonding and Rapport: Surefire Ways to Ruin Rapport
3/24/22 Upfront Contracts: Managing the Steps Between Meetings
3/31/22 Questioning Strategies: Getting to the Truth through Questioning
4/7/22 Pain: The Practical Pain Funnel
4/14/22 Budget: Monkey's Paws
4/21/22 Decision: Winning in "Bid Scenarios"
4/28/22 Closing the Sale: Rules of Presentation
5/5/22 Improving Your BAT-ing Average: Trash Removal
5/12/22 Breaking Through Your Comfort Zone: SNAP Out of It
5/19/22 Prospecting Planning: Time Blocking and the Weekly Planner
5/26/22 Prospecting Behavior: Overcoming Call Reluctance
6/2/22 Negative Reverse: I Don't Need Your Approval
6/9/22 Transactional Analysis: The Psychology of Persuasion
6/16/22 Setting Goals: Goal Mastery
6/23/22 Formula for Success: Success Conditioning
6/30/2022 Why Have a System: Matching Sandler to Your Sale
7/7/2022 Bonding and Rapport: DISC and VAK
7/14/2022 Upfront Contracts: UFC Elements PAATO and ANOT
7/21/2022 Questioning Strategies: Building Sales Reflexes
7/28/2022 Pain: The Three Layers of Pain
8/4/2022 Budget: Dealing with Money Issues
8/11/2022 Decision: Cast of Characters and Decision Timeline
8/18/2022 Closing the Sale: The Thermometer Close in Action
8/25/2022 Improving your BAT-ing Average: Core Values and Connection to Behavior
9/1/2022 Breaking Through Your Comfort Zone: Accountability
9/8/2022 Prospecting Planning: Cookbooks
9/15/2022 Negative Reverse: Pendulum Theory in Action
9/22/2022 Transactional Analysis: TA Self Assessment
10/6/2022 Formula for Success: Recovering from Rejection
10/13/2022 Why Have a System: System Check - Find the Leaks
10/20/2022 Bonding and Rapport: Prescence, Attitude and Edge
10/27/2022 Upfront Contracts: Dealing with Stalls and Objections
11/3/2022 Questioning Strategies: Decoding Questions
11/10/2022 Pain: How Do You Know You Have Enough Pain?
11/17/2022 Budget: Selling for More than the Competition
12/1/2022 Decision: The Psychological Baton of Power