CONFIRMATION TRAINING FOR BROKERED ACCOUNTS

The way we look at the responsibility as Confirmers at AIMS is they have two jobs;

Excite the customer to come visit the presentation. This is accomplished by being confident and assumptive. This is a premindset. The confirmer needs to sound very assumptive the appointment is solid. It’s not “if” it’s “when.” Embellishing the gift is one part but the other part is letting the client know what the presentation is all about. Americans believe we pay for everything in this world-either before, during or after. So if you make it sound too good to be true then they won’t trust you.“While you are here for the presentation we will inform you about all the advantages Wyndham has to offer when you travel. We are the largest in the world owning over 37,000 hotels and resorts, Carnival and Royal Cruise ship lines, Avis and Budget car rentals, and travel partners with many of the U.S. Airlines. At the same time we will introduce you to our Travel Club which is also the largest of its kind in the world. If our club fits your travel needs we will encourage you to join but if not it’s okay. We just would like to have the opportunity the next time you travel to call us 1st.”

2. Police the appointment. By that I mean make sure the customer is properly informed about the “Details of Participation”, making sure both parties are aware of the appointment, telling them they need to bring their confirmation letter to get their gift as well as being on time. “Bob, I will be sending you a confirmation letter. You need this letter or they won’t give you your gift. This letter will also give you directions as well as a map.” If the Verifier hasn’t fully informed the customer and the customer is concerned I suggest you give the appointment back to the Team Leader to make the commitment solid. If the customer is still unsure about their attendance then be concerned and see if a another time will work better for them.