JOHN COSTIGAN: The Sales Process: Close Page 1 of 5

Size: px
Start display at page:

Download "JOHN COSTIGAN: The Sales Process: Close Page 1 of 5"

Transcription

1 All right, so our last section is close. It s probably the one word that everybody wants to know. How do you close more business, how do you close more business? Remember, when I talked earlier about the step right between discovery and delivery, where if you re looking for the red flags, which I won t grab the... Here it is. Grab the red marker. There s a red flag. You re looking for red flags, and then you... Remember, I did the inverted triangle. I said gather information and then try to close an end product. I d go, Hey, great if we can do all that, hey where do we go from here. What happens next? That s actually one of your first closes. The closing part, I feel like I m going to let you down here. I got to tell you, most of all of the opportunities that most people win is usually where they... You re going down the path the whole way and you re doing clear next steps to where when you finally get to the close, it s not like it s a tight ball game that s three and two count, bottom of the ninth, and there s all this anxiety and nervousness, it s not. It just pretty much happens at a point where they go, Okay, sign the agreement. That s it. It s been pretty rare when I ve had some complete surprise deals where they called and they go, You won. I m like, Really, when did that happen? I mean, you pretty much know in this area if you ve got an opportunity to win something. Correct? Even if you re going door to door, obviously you re one of those folks, a small business and you re trying to bust down doors and just do small deals, you pretty much know early on right there if you re probably going to win, right? At the end of the day, the close isn t some big culminating event usually. It s not. What I will tell you is a couple of things, this is that. I m going to show you a couple of things to do if you want to close a deal by the end of the year, where you re going to save face and not give away the farm before you need to give away the farm. one of the first ways that I ve actually told people to close is, number one is, I just said I call grab a pen. I just actually did one of these on LinkedIn, it was great. It was like 1,000 people went on it, really really fast. I was really happy, because obviously I did it towards the end of the quarter of last year, and the timeliness of it, everybody wanted to go to it. Grab a pen. Really what this means is this is that, people don t mind being told what to do, as long as you make it about them, like a doctor, Hey, you know that hurts, let s get you fixed. It s one of my favorite lines, is Let s get you fixed. Okay, let s get you fixed. Okay, it s one of my favorite lines. In this case, you re going to hear me use that line right here. Usually, if I have a deal where I ve been working with the customer and it got a little stalled, and we re not sure if going to get closed, sometimes what I ll do is I ll call this person. I ll go, and I ll be bigger than life. I m like, Hey Susan. It s John, how are you? Now remember, I m talking like this because number one, I want to be the confident doctor. The Sales Process: Close Page 1 of 5

2 I m going to be the confident doctor. I ve already met Susan and talked to Susan a lot. I have a connection, I ve done the discovery. I ve already delivered the... I mean, I ve done all of this, right? It s not like this is a... This is like I don t even know this person, right? I might go, Hey, Susan, it s John, how are you? Good how are you John? Great, hey you got a pen? I m like, What? I actually kind of called grab a pen. I go, You got a pen? They re like, Yeah, why? I go, Sign that thing, let s get you fixed. Then stop talking. On the LinkedIn, I mentioned we did 51 deals, 2.9 million dollars in one day. In one day using this technique with a large sales organization I had with them. A bunch of reps in a room, we treated it like the floor of the stock exchange. No one got to leave that room all day. We started training around five o clock in the morning. We went to like seven o clock in the morning, and then they had all day to close. This was the number one technique we did. It was called grab a pen. Okay, again, people don t mind being told what to do as long as you make it about them. Hey, grab a pen. Let s get you fixed. If it doesn t go, they re going to give you either one or two reasons where you think it s held up. Okay, but it s just fun to do, and nobody does it. Think about you being the confident doctor. One of the largest deals ever closed for ipods was done with this technique, with the Apple corporation. I know that it works, because I gave the advice to the guy who did it, and it closed the deal. One of the favorite ones, one of my largest accounts I ve ever had in my life. The guy kept moving my proposal around the desk over and over, and I didn t even know that that... I didn t even know that this technique was really the one that was going to work until he told me in Bangalore, India when I started training over there, where he said, Yeah, by the way, John did this technique, and I signed it. I was like, You know you re right, I ve been moving around my desk so much, let s just do it. Anyway, this is a great technique if you can pull it off. You got to be confident, you just can t do it passively, okay. That s number one. Number two, another close is this. One of my favorite closes is that, if you re going to discount. If you re going to discount, just make sure you do this. You have to say to them, you can t say, you can t go run around and get the discount before you got confirmation that they would do it with you. If you re going to reduce the money, you have to do this. You have to say, Hey listen Bob, listen, there may be an opportunity right now to possibly get this done by the end of the year if I reduce the rate. I m not sure I can really, not. Let me ask you, if I can do it, is that something that you think might make things a little more palatable? If he says, or she says, in this case I said, Bob. If he says, Well, I m not sure, but tell me. Why don t you see what you can do? That s where a lot of reps, they hang up and then they start to go do that. The Sales Process: Close Page 2 of 5

3 One of the things I do is I tell, I tell managers, I go, Listen, if a representative comes to you, to always ask managers. I go, Have you ever given a discount, and you still didn t get the deal? They all go, Absolutely. I go, That s your fault. I said, The reason is because when a rep comes to you, they get happy ears, they think they got a great opportunity. They go, Hey can we get a deal on this? Of course you re going to go, Well, why? Why would I discount it? When you do that, when you say why to your sales rep, do you know what you do? You just put a wall up on your sales rep, and they went on the defensive. Now you made your sales rep defensive. Okay, so if he goes, or she comes in your office, and says, I need a discount. You go, Okay but why? Now you made them defensive, they probably start getting happy ears, they may start embellishing, they may start thinking the deal s a little better than they thought. In actuality, it really wasn t, so then you give the discount, they go back and they don t get it. One of the things I ve always told managers to do is to say, Hey, when someone comes in your office, the first thing you should do is when the rep comes and says, Hey, can we get a discount, don t say why, just go, Okay, well, tell you what, sure. Today s your lucky day, I ll give you the discount. Just say yes. If you say yes, their guard goes down immediately. You go, Yeah, okay, you got it. The reps will be like, Really? Yeah, okay, I mean, if you want me to do it, if you want me to help you, I ll see if this makes sense, but hang on, really quick. If I give you the discount, what happens next? If the rep goes, Well, I mean, we got a great. I go, Hang on, tell you what. You re not allowed to say I think, or any derivative of my think, like my gut says. You ve got to say, Hey, you got to tell me what you know. Would you bet your salary on it? If you ve got to come in my office, and you want to get a discount, and I m going to give it to you. I m not sure I can yet, but if I did, what would happen next, and you go, Oh I know it. He said, if I get to that number, we got a done deal. Then I go, Great, go give them the number, or maybe not. I m not sure if you want a discount or not. My point is, the lesson here is this. As a manager, just say yes once in a while, and see how the rep feels, but make sure they don t leave your office before you say, Hey listen, if I do that, what happens? You re not allowed to say the word, you re not allowed to say the word think or gut or anything close to it. You ve got to tell me what you know, what you would bet on. Meanwhile, back to the rep. The rep would say this to the customer. Hey, Mr. Customer, I m not sure if I can do this or not, but if I did, what would happen next? By the way, these customers are smart. They re going to say, Well, tell you what, why don t you go figure that out? Why don t you go see if you can do it? That s where you have to say, Hey, listen, the last thing I can do is go into my boss s office right now and say, Hey, if you do this, I m not sure, but it might help The Sales Process: Close Page 3 of 5

4 us. He s going to laugh me right out of there. I got to tell you right now is that, I can t be like the little boy who cried wolf walking in there, trying to beat him up, because right now, the size of the hammer I have with what you and I are saying here, Bob. I know, Bob, that you have a problem, you re trying to get this fixed, and I d love to be able to help you get it fixed by the end of the year. Remember, making it about them. I said, But, Bob, I ll tell you one thing. If I walk in there right now, I got a ball peen hammer, I don t have a sledge hammer. I tell you what, if I do do this, Bob, what happens next? If he goes, Well, I m not sure. Why don t you go see if you can do it? This is where you got to go, Tell you what, can you go run this up the flagpole, and see if this is going to work with your people. You can t say the discount yet, because I don t know. Why don t you go call your people and go, Hey listen, if these guys can do this by this point in time, are we good? If call me back and go, Yep, I ran it by my boss, we re good. Now, I can run it to my boss s office with a sledge hammer. I just referenced in the earlier sections about the VP of sales I was talking to on the west coast. He s meeting his CEO at lunch. Just to let you know, I did not discount or anything. I simply just said, Hey David, tell you what, before... Now this is me not running around doing all this work, okay? I said, David, tell you what. Why don t you just reference your boss and say, Listen, I got this guy, he s going to be able to do this and this and this, here s roughly the cost. Why don t you just do that? I said, Unless you really need something in front of you, and you re going to be embarrassed if you don t. He goes, No, it s at lunch. I go, Great, why don t you just have a casual conversation, go, Here s a guy, I ve been using him, I really like him, and because David went to a new company, and let s just have lunch and if he says yep, great, do it, then call me back and go, Yeah, I got approval, now send me something to fish. I go, You got it. You know what happened? I didn t have to work, he got to go sell it on his end. Remember the red flag part? He s now invested. Isn t Johnny running around doing everything. Why he s just sitting calm while I go do that. By the way, David s a great guy. David s like, Hey, why don t you, can you put something together. I said, How about this, David. Before I start calling my staff and running around doing all that, when are you supposed to meet with him? Are you going to talk with him. That s when he said, I have lunch. I go, Do you mind if you just bounce it off of him, get some feelings back first, and then call me back. He s like, You got it, done. By the way, I think we re done. Done meaning we got that deal. At the end of the day, make sure they re invested too. These are my two real big techniques. I m going to have a whole other section on the online training, it s called the top five ways to close The Sales Process: Close Page 4 of 5

5 business. I wanted to give you a couple of them here, but the biggest one is this. Probably the last one really quick is this. Whenever people are delayed, just make sure you remind them about the pain of why they even wanted to get fixed to begin with. That s a big one. You want to be able to say, Hey listen, remember when we got together, you wanted to get this done this year because of these reasons? Hey listen, is that still going on or not? You got to remind people of their pain sometimes, of their challenges. These are the three simple ones. Grab a pen. If you re going to discount get confirmation from them first and have them sell their deal internally first before you then go to your boss or go anywhere. Here, listen, I own my own company. I don t have to get approval from anybody I can discount it myself. In this case, I said, Hey, David, why don t you go sell your deal first, and then come back to me, and we ll see what s up. He did, I didn t have to go... If he comes back, and says, Hey John, the number s now here. I can now decide if I want to do it or not. Of course now I m into the whole quid pro quo. I m like, Okay, if I have to discount, then how about we do a longer term deal, and I ll give you more of this, but I ll hit that number. You know the game, we ll go back and forth in terms of working it out. Anyway, the thing I love about it, I m always in control. Not them. I m in control, member, I m the doctor. You re the one with the problem, not me. I don t say it that way, but that s what I m thinking. You have the challenge, not me. I m just here to help you, and if I can, let s move forward. There s some of my closing techniques. You just saw the four step sales process. Connect, discover, deliver, close. Those are the four things to do every time you become engaged with a customer. Every single time. Kind of funny, talking about David. I did these four things. Hey David, how s it going, bada bada bah. I discovered [inaudible 00:11:27] conversation. Make sure I remind you had this going on. I did discovery, I then, because they did great, if I can do all this, where we going? We got his boss, he s having lunch. I delivered, how I was going to do it. Finally, I got a close. That happens every single time you re on the phone. Those four things. If you re on a 20 minute conversation, those four things should happen. You never leave without clear next steps. I mean, calendar clear next steps. If you do that, that s how you simplify this whole concept of you got a problem, you got no money, you want to fix it. Okay, so hey. I m John Costigan. You just saw the whole darn process, and I hope you enjoyed it. I know I jumped around a lot in terms of just, animated and getting going. I tell you one thing, I hope you stay engaged with this process, because it s a winner, and it works. This isn t something I just pulled out of a book. This is real life stuff. This is what works. We ll see you soon. The Sales Process: Close Page 5 of 5

Dating Vocabulary Lesson

Dating Vocabulary Lesson Hello and welcome to the vocabulary lesson for the conversation called Dating. Now this is a conversation Joe and I were having about some of our friends and the different dates that they have gone on.

More information

The Girl who was Born with only Two Arms and Two Legs. By Stuart Baum Illustrated by Zoë Baum

The Girl who was Born with only Two Arms and Two Legs. By Stuart Baum Illustrated by Zoë Baum The Girl who was Born with only Two Arms and Two Legs By Stuart Baum Illustrated by Zoë Baum Once upon a time, actually not that many years ago, there was a girl who was born with only two arms and two

More information

Example of Completed Assignment for Student Thinking Interview. What is it that makes an object stop after it is pushed across the floor?

Example of Completed Assignment for Student Thinking Interview. What is it that makes an object stop after it is pushed across the floor? 1 Example of Completed Assignment for Student Thinking Interview Protocol/Tasks Section 1.) Big Idea Question: What is it that makes an object stop after it is pushed across the floor? 2.) What concept/disciplinary

More information

It s Better to Know! Learn the Signs. Act Early. Learning About Developmental Milestones

It s Better to Know! Learn the Signs. Act Early. Learning About Developmental Milestones It s Better to Know! Learn the Signs. Act Early. Learning About Developmental Milestones All of us want our children to be happy and healthy. We want what is best for them. This story is about my family

More information

California Treasures High-Frequency Words Scope and Sequence K-3

California Treasures High-Frequency Words Scope and Sequence K-3 California Treasures High-Frequency Words Scope and Sequence K-3 Words were selected using the following established frequency lists: (1) Dolch 220 (2) Fry 100 (3) American Heritage Top 150 Words in English

More information

LEGENDS OF GOLF INTERVIEW: LEE TREVINO, JACK NICKLAUS AND GARY PLAYER. Q. Okay. Let's get started. Do you want to ask the three Legends a question?

LEGENDS OF GOLF INTERVIEW: LEE TREVINO, JACK NICKLAUS AND GARY PLAYER. Q. Okay. Let's get started. Do you want to ask the three Legends a question? LEGENDS OF GOLF INTERVIEW: LEE TREVINO, JACK NICKLAUS AND GARY PLAYER May 7, 2016 Q. Okay. Let's get started. Do you want to ask the three Legends a question? Q. Same question for all three of you. Much

More information

Grade 2 Lesson 3: Refusing Bullying. Getting Started

Grade 2 Lesson 3: Refusing Bullying. Getting Started Getting Started Lesson Concepts You can refuse to let bullying happen to you or to others. Being assertive is one way to refuse bullying. Key Words Refuse, assertive Objectives Students will be able to:

More information

Millionaire School Week 5 Module 1

Millionaire School Week 5 Module 1 Millionaire School Week 5 Module 1 Closing Fundamentals (TRANSCRIPTS) Okay welcome to: Closing This is a topic, a skill that I m excited to be sharing with you because it s something that took me a little

More information

INDEPENDENT LIVING 1X18. April Fools. Story by Aaron Bielert. Written by Aaron Bielert

INDEPENDENT LIVING 1X18. April Fools. Story by Aaron Bielert. Written by Aaron Bielert INDEPENDENT LIVING 1X18 April Fools Story by Aaron Bielert Written by Aaron Bielert 2005 AB Studio Productions INDEPENDENT LIVING April Fools TEASER * FADE IN: INT. APARTMENT - LIVING ROOM - DAY Aaron,

More information

Chapter 1. Mum s new baby

Chapter 1. Mum s new baby Chapter 1 Mum s new baby I threw my school bag onto the floor in my room, changed into jeans and a T-shirt and then ran back down the hall. Mum called me. Jenna, I need you for a minute. I looked at my

More information

A Negotiation between Stan and Susan 1999, 2014 by Debbie Dunn page 1

A Negotiation between Stan and Susan 1999, 2014 by Debbie Dunn page 1 A Negotiation between Stan and Susan 1999, 2014 by Debbie Dunn page 1 Illustrated by 6 th -grader T.J. Hutcheson Narrator u: This role-play called A Negotiation between Stan and Susan illustrates the six

More information

Kindergarten High Frequency Words

Kindergarten High Frequency Words Kindergarten High Frequency Words I a can me the is and my am here look are like in get you to see come we go on this it at will run said no not out up little have do First Grade High Frequency Words 1.

More information

May 11-12, Prayer. We can praise God, repent, ask God for what we need, and hear from him. John

May 11-12, Prayer. We can praise God, repent, ask God for what we need, and hear from him. John rd 3-5 th May 11-12, 2013 Prayer John We can praise God, repent, ask God for what we need, and hear from him. Hang out with kids (10 minutes): Ask kids about their week. Get kids into groups and play games

More information

A Coyote Columbus Story

A Coyote Columbus Story 118 '" Thomas King "Come on, I'll buy. I still got some of that pageant money left. We can get some pie, too... ala mode.'" Everyone in town knew Joe. And all the people who knew Joe as well as I knew

More information

A Lesson in Saying No!

A Lesson in Saying No! A Lesson in Saying No! Introduction Ask the group about problems that arise when you can t say No. What happens when you say Yes but you want to say No? Who is it hard to say No to? Is it easier to say

More information

Grade Level Teacher School Year Kindergarten First Second

Grade Level Teacher School Year Kindergarten First Second The MCSD Letter/Sound Identification and High Frequency Lists provide consistency from Kindergarten through Second Grade. Sequencing is aligned to lessons in Reading Wonders. One copy can be used to assess

More information

Final Draft 8 Demo. Final Draft 8 Demo. Final Draft 8 Demo

Final Draft 8 Demo. Final Draft 8 Demo. Final Draft 8 Demo SCRIPT TITLE Written by Katie Stotler Address Phone Number FADE IN : INT. HIGH SCHOOL ENGLISH CLASSROOM - DAY MR. BARRY, a man in his mid-fifties, dressed moderately well, leads a discussion at the front

More information

12 Angry Pigs. A parody play of Twelve Angry Men. PIG #2: I thought it was hot in the courtroom, but this room is like an oven.

12 Angry Pigs. A parody play of Twelve Angry Men. PIG #2: I thought it was hot in the courtroom, but this room is like an oven. 12 Angry Pigs A parody play of Twelve Angry Men PIG #1: (Fanning himself.) Boy, I tell you, it s hot. PIG #2: I thought it was hot in the courtroom, but this room is like an oven. PIG #3: Do I smell bacon?

More information

CD Our Own Way Lyrics

CD Our Own Way Lyrics CD Our Own Way Lyrics Beverly Granoff 2012 1. All The Things We See 2. Remember the Rules 3. You and Me 4. This Too Shall Pass 5. My Best Try 6. Our Own Way 7. A Little Help From You 8. My La La Melody

More information

CASAA Miti 4 Coding Training Series Manuel #2 Transcript

CASAA Miti 4 Coding Training Series Manuel #2 Transcript Utt. # P or C Content of Utterance 1 P Hi Joe. How are you? 2 C Oh, I m alright. 3 P Well, thanks for coming in today. Do you know why you re here? 4 C Oh, yeah. I didn t have much choice. The judge sent

More information

BBC Learning English Talk about English Business Language To Go Part 9 - Difficult work situations and asking for a pay rise

BBC Learning English Talk about English Business Language To Go Part 9 - Difficult work situations and asking for a pay rise BBC Learning English Business Language To Go Part 9 - Difficult work situations and asking for a pay rise This programme was first broadcast in 2001 This is not an accurate word-for-word transcript of

More information

Story Friends Lessons: Audio Script

Story Friends Lessons: Audio Script Story Friends Lessons: Audio Script Wanda the Word Wolf narrates the Story Friends series. Her image on storybook pages and this script correspond to embedded vocabulary and comprehension lessons. Hello

More information

WHO S IN YOUR CORNER? We are beginning this morning a series on the Ten Commandments. It s the beginning of

WHO S IN YOUR CORNER? We are beginning this morning a series on the Ten Commandments. It s the beginning of 1 January 2, 2011 WHO S IN YOUR CORNER? We are beginning this morning a series on the Ten Commandments. It s the beginning of a New Year and what better way to begin a year but to turn our sights on the

More information

Play Ball. Written by JoAnn Vandine and illustrated by Lynne Cravath

Play Ball. Written by JoAnn Vandine and illustrated by Lynne Cravath Play Ball GUIDED READING REALISTIC FICTION Written by JoAnn Vandine and illustrated by Lynne Cravath KEY IDEA One action-packed word on each page helps to describe a lively and fun game of soccer. LITERACY

More information

Skit# 7: Opening doors for community involvement (Begin by giving a brief overview of OISE/UT s Internship program)

Skit# 7: Opening doors for community involvement (Begin by giving a brief overview of OISE/UT s Internship program) Skit# 7: Opening doors for community involvement (Begin by giving a brief overview of OISE/UT s Internship program) Scenario: Two student teachers discussing their internship possibilities. So, what have

More information

3PK. David celebrates. September 26-27, 2015. 2 Samuel 6. We can worship God.

3PK. David celebrates. September 26-27, 2015. 2 Samuel 6. We can worship God. 3PK September 26-27, 2015 2 Samuel 6 First 10 minutes of the service hour: Engage kids in cooperative play activities to help them connect to other kids Next 5 minutes: Connect Time Next 25 minutes: Large

More information

By Louis Sachar. NARRATOR 1: We re going to tell you about three of the children in Mrs. Jewls s class, on the thirtieth story of Wayside School.

By Louis Sachar. NARRATOR 1: We re going to tell you about three of the children in Mrs. Jewls s class, on the thirtieth story of Wayside School. Three Sideways Stories From Wayside School By Louis Sachar NARRATOR 1: We re going to tell you about three of the children in Mrs. Jewls s class, on the thirtieth story of Wayside School. NARRATOR 4: But

More information

February 15-16, Parables. Matthew 20:1-16 (Pg NIV) Parable of the Vineyard Workers

February 15-16, Parables. Matthew 20:1-16 (Pg NIV) Parable of the Vineyard Workers rd 3 5 th February 15-16, 2014 Parables Matthew 20:1-16 (Pg. 1077-1078 NIV) Parable of the Vineyard Workers Connect Time (15 minutes): Five minutes after the service begins, split kids into groups and

More information

So this wasn t an accident or problem or anything; this was just a random. Did you know they were doing these, or was this kind of a surprise to you?

So this wasn t an accident or problem or anything; this was just a random. Did you know they were doing these, or was this kind of a surprise to you? An Initial Interview University of New Mexico Center on Alcoholism, Substance Abuse, and Addictions Tape B Phase I Part 2 Motivational Interviewing Professional Training Videotape Series 1998 John, we

More information

Fry Instant Word List

Fry Instant Word List First 100 Instant Words the had out than of by many first and words then water a but them been to not these called in what so who is all some oil you were her sit that we would now it when make find he

More information

Word Bank. first pull. a want brown his may. tell. Everyday Life. Instructions: Choose a word from the word bank to complete each phrase.

Word Bank. first pull. a want brown his may. tell. Everyday Life. Instructions: Choose a word from the word bank to complete each phrase. first pull Give the dog bone. The toast was _ He came in place. That is room. a want brown his may we go outside? on the rope. I ll you a secret. I to buy that one. tell me put I ll teach you that., wait

More information

NAME: Danar Hassan CLIENT: Park Teen Center. NAME LIKE TO BE CALLED: Danar DATE: April HOMETOWN: Kurdistan in Iraq TRANS.

NAME: Danar Hassan CLIENT: Park Teen Center. NAME LIKE TO BE CALLED: Danar DATE: April HOMETOWN: Kurdistan in Iraq TRANS. NAME: Danar Hassan CLIENT: Park Teen Center NAME LIKE TO BE CALLED: Danar DATE: April 2007 HOMETOWN: Kurdistan in Iraq TRANS. DATE: 4-5-07 AND WHAT PART OF IRAQ IS THAT IS? Kurdistan. IN LIKE THE NORTH,

More information

Kindergarten High Frequency/ Word Wall Word Flashcards

Kindergarten High Frequency/ Word Wall Word Flashcards Kindergarten High Frequency/ Word Wall Word Flashcards Compiled by KP & CS ~ November 2008 look I a am and at can come go in is here like K 2007 me my on said see the this to up we you it Grade One High

More information

Kindergarten-2nd. September 12-13, Samuel. I Samuel 3; Phil 4:13. God speaks.

Kindergarten-2nd. September 12-13, Samuel. I Samuel 3; Phil 4:13. God speaks. Kindergarten-2nd September 12-13, 2015 Samuel I Samuel 3; Phil 4:13 God speaks. Connect Time (15 minutes): Five minutes after the service begins, split kids into groups and begin their activity. Large

More information

Fry High Frequency Words and Dolch 220 Comparison List

Fry High Frequency Words and Dolch 220 Comparison List Fry High Frequency Words and Dolch 220 Comparison List The Dolch List has not been revised for decades, while the Fry list is more current. The Fry list also is more comprehensive in that it includes 1,000

More information

TRANSCRIPT OF LARRY ELDER S EXCLUSIVE INTERVIEW WITH VILI FUALAAU ON THE LARRY ELDER SHOW AIR DATE: 9/15/04

TRANSCRIPT OF LARRY ELDER S EXCLUSIVE INTERVIEW WITH VILI FUALAAU ON THE LARRY ELDER SHOW AIR DATE: 9/15/04 1 TRANSCRIPT OF LARRY ELDER S EXCLUSIVE INTERVIEW WITH VILI FUALAAU ON THE LARRY ELDER SHOW AIR DATE: 9/15/04 LARRY: So how did the relationship start, what happened? VILI: It all started, well, we were

More information

Fry Phrases Set 1. TeacherHelpForParents.com help for all areas of your child s education

Fry Phrases Set 1. TeacherHelpForParents.com help for all areas of your child s education Set 1 The people Write it down By the water Who will make it? You and I What will they do? He called me. We had their dog. What did they say? When would you go? No way A number of people One or two How

More information

Interview with David Bouthiette [at AMHI 3 times] September 4, 2003. Interviewer: Karen Evans

Interview with David Bouthiette [at AMHI 3 times] September 4, 2003. Interviewer: Karen Evans Interview with David Bouthiette [at AMHI 3 times] September 4, 2003 Interviewer: Karen Evans KE: What we are going to talk about first are your experiences while you were at AMHI, and then we will go on

More information

Okay, so Vin what is your personal philosophy on risk taking? Well I think risk is good, and you have to take risks I think to be successful.

Okay, so Vin what is your personal philosophy on risk taking? Well I think risk is good, and you have to take risks I think to be successful. Risk Taking and Entrepreneurship Okay, so Vin what is your personal philosophy on risk taking? Well I think risk is good, and you have to take risks I think to be successful. Yeah that's true. I think

More information

Read Psalm 121:3-4. Day 4. Read Isaiah 43:2. Day 1. Know that God won t let your foot slip as you trust in Him.

Read Psalm 121:3-4. Day 4. Read Isaiah 43:2. Day 1. Know that God won t let your foot slip as you trust in Him. Week 1 Read Psalm 121:3-4 Day 4 Did you know that God is watching over you? It s true! This verse says that He s walking right beside you, through everything you do and everything that happens to you.

More information

Noah s Ark Inc Malvern Rd, Malvern VIC Australia 3144 T (03) F (03)

Noah s Ark Inc Malvern Rd, Malvern VIC Australia 3144 T (03) F (03) Noah s Ark Inc. 1283 Malvern Rd, Malvern VIC Australia 3144 T (03) 8823 8600 F (03) 8823 8688 Published by Noah s Ark Inc. 2016 Page 2 Background The Noah s Ark Model, which is now described in the Early

More information

January 17-18, The Good Samaritan. Luke 10:25-37; 1 John 4:9 Adventure Bible (pp , 1373) Love Your Neighbor

January 17-18, The Good Samaritan. Luke 10:25-37; 1 John 4:9 Adventure Bible (pp , 1373) Love Your Neighbor rd 3 5 January 17-18, 2015 The Good Samaritan Luke 10:25-37; 1 John 4:9 Adventure Bible (pp. 1139-1140, 1373) Love Your Neighbor Connect Time (15 minutes): Five minutes after the service begins, split

More information

6 BOX PROGRAM WhizBang! Training Page 1. The 6 BOX FREQUENT BUYER PROGRAM By Bob Negen

6 BOX PROGRAM WhizBang! Training Page 1. The 6 BOX FREQUENT BUYER PROGRAM By Bob Negen Page 1 The 6 BOX FREQUENT BUYER PROGRAM By Bob Negen Page 2 Table of Contents My Favorite Frequent Buyer Program... 3 How to Set Up Your 6 Box Program... 4 Give it a Name... 4 Gather Your Materials...

More information

Kindergarten-2nd. January 18-19, Jesus First Miracle. Jesus shows God s power by turning water into wine. John 2:1-11

Kindergarten-2nd. January 18-19, Jesus First Miracle. Jesus shows God s power by turning water into wine. John 2:1-11 Kindergarten-2nd January 18-19, 2014 John 2:1-11 Connect Time (15 minutes): Five minutes after the service begins, split kids into groups and begin their activity. Large Group (30 minutes): Begin 20 minutes

More information

Joe: Hey, I ran into my friend Jackie today downtown. Kristin: Hey, you used to work with her right?

Joe: Hey, I ran into my friend Jackie today downtown. Kristin: Hey, you used to work with her right? ran into: to unexpectedly see someone Joe: Hey, I ran into my friend Jackie today downtown. Kristin: Hey, you used to work with her right? Joe: Yeah, yeah, I don t think you ve met her yet, but, uh Kristin:

More information

INVENTED. Brennan Scott.

INVENTED. Brennan Scott. INVENTED By Brennan Scott BrennanLScott@gmail.com INT. APARTMENT - LIVING ROOM - NIGHT A MAN stands in the middle of the room. A CELL PHONE is pressed against his ear. He appears nervous and shaken up.

More information

Tools for Life Music Disc 2. K to Grade 3

Tools for Life Music Disc 2. K to Grade 3 Tools for Life Music Disc 2 K to Grade 3 Tools for Life Relationship-building Solutions Disc 2, Track #1: The Tools As I get into line I bump into the person in front of me. Oops, I m sorry, I Apologize.

More information

Bett Vernon, National Sales Director

Bett Vernon, National Sales Director SELLING TECHNIQUES Bett Vernon, National Sales Director Don t worry that you are born not a great salesperson. Selling is a technique and it can be learned. To tell you the truth, there is a lot of selling

More information

An Anxiety Workbook for Children

An Anxiety Workbook for Children An Anxiety Workbook for Children Facilitator Notes This is an anxiety workbook for children age 5-11. The story about Mighty Moe relates directly to the material in the workbook, and can be used as a reference

More information

Story Description. Main Character Traits Caring/Obedience to Parents/Safety Other Character Traits

Story Description. Main Character Traits Caring/Obedience to Parents/Safety Other Character Traits Story Description Little Red Riding Hood is a kind-hearted girl on her way to help her sick grandmother. Her mother warns her not to speak to strangers and to stay on the path as she travels through the

More information

Fry Instant Words High Frequency Words

Fry Instant Words High Frequency Words Fry Instant Words High Frequency Words The Fry list of 600 words are the most frequently used words for reading and writing. The words are listed in rank order. First Hundred Group 1 Group 2 Group 3 Group

More information

Who s Afraid of Funder?

Who s Afraid of Funder? The voice of thy thunder was in the heaven. Psalm 77:18 Who s Afraid of Funder? What did Benny learn about thunder? Boom! Benny jumped. He stopped putting blocks on his truck. He looked out the window

More information

The Cost Of Friendship COPYRIGHT 2005/2010 TIM DAVIES

The Cost Of Friendship COPYRIGHT 2005/2010 TIM DAVIES The Cost Of Friendship COPYRIGHT 2005/2010 TIM DAVIES Puppets 1. Tala 2. Grandma 3. Bobby 4. Flurpette 5. Mean Girl People 1. Director PROPS 1. Large Stage 2. Ball 3. Play money SOUND 1. Worship Songs

More information

Murder Mystery. 1: Could you believe that storm last night? It was terrible. It has been a long time since I heard thunder that close and that loud.

Murder Mystery. 1: Could you believe that storm last night? It was terrible. It has been a long time since I heard thunder that close and that loud. Murder Mystery ECR Narrator: Today we are joining seven ladies who are having lunch to discuss what happened during dinner last night. Let s listen in on what they have to say. They begin their conversation

More information

Value: Truth Lesson M1.4 HONESTY

Value: Truth Lesson M1.4 HONESTY Value: Truth Lesson M1.4 HONESTY Objective: To stimulate awareness of the importance of acting truthfully and honestly. To recognise how their behaviour affects others. Key Words: couple, delicious, enormous,

More information

These and other books in the Superflex series are available at

These and other books in the Superflex series are available at TM My Hero Inside We ve very proud to release this super-fantastic music CD and the 13 songs that support our children s social emotional learning as taught through our Superflex curriculum. Each song

More information

KEK: What about now, in these difficult economic times, how has it been for your office and your caseload?

KEK: What about now, in these difficult economic times, how has it been for your office and your caseload? AEM: Okay. Well, this is my first trial in Tulsa. And, I had a gentleman who had just not been paying his child support, it was a contempt hearing. And, he needed to go to jail in my opinion. So, they

More information

Gold Reading & Writing Sample Test

Gold Reading & Writing Sample Test Center Number Candidate Number Gold Reading & Writing Sample Test There are 50 questions. You have 40 minutes. You will need a pen or pencil. My name is:... DC (LEG/AR) 68239/3 CaMLA 2012 Blank Page 2

More information

Parable: The Workers in the Vineyard

Parable: The Workers in the Vineyard Parable: The Workers in the Vineyard Teacher Pep Talk: The parable of the Workers in the Vineyard teaches about the generosity of God in salvation. The Vineyard Owner hires workers at various times during

More information

3PK. Moses and the Red Sea. August 9-10, Exodus 13 Jesus Storybook Bible (p. 84) God rescues his family

3PK. Moses and the Red Sea. August 9-10, Exodus 13 Jesus Storybook Bible (p. 84) God rescues his family 3PK August 9-10, 2014 Exodus 13 Jesus Storybook Bible (p. 84) First 10 minutes of the service hour: Engage kids in cooperative play activities to help them connect to other kids Next 5 minutes: Connect

More information

00:07 She invited guests, and we were trying to figure out what? What were we trying to figure out? Who remembers? Shawani?

00:07 She invited guests, and we were trying to figure out what? What were we trying to figure out? Who remembers? Shawani? Problem of the Month: Party Time Anna Yates School Tracy Lewis, 2 nd grade YatesPOMGr2Part1 00:00 So, Cindy was having a 00:02 Party! 00:03 Party, and, what did she do? One person. 00:05 Invited guests?

More information

Ep #1: Why You Aren't Taking Action

Ep #1: Why You Aren't Taking Action Full Episode Transcript With Your Host Brooke Castillo Welcome to The Life Coach School podcast, where it s all about real clients, real problems and real coaching. And now your host, Master Coach Instructor,

More information

The Fruit of the Spirit is Love

The Fruit of the Spirit is Love The Fruit of the Spirit is Love Pre-Session Warm Up (Galatians 5:22-23) Today we are going to learn more about the fruit of the Spirit called, Love. What do you think of when you hear the word love? A

More information

Jonah 1-2 Kids Talk. God's Grace and Kindness is Available to All Quiz Worx

Jonah 1-2 Kids Talk. God's Grace and Kindness is Available to All Quiz Worx Jonah 1-2 Kids Talk God's Grace and Kindness is Available to All 2014 Quiz Worx BEFORE THE TALK What you will need to prepare 9 cardboard signs (see below). 2 performers to control the cardboard signs

More information

Little bird. Little bird I want to sing a song for you Cause you were a witness of a love so true. We were sitting there looking at you

Little bird. Little bird I want to sing a song for you Cause you were a witness of a love so true. We were sitting there looking at you Little bird Little bird I want to sing a song for you cause you were a witness of a love so new You were sitting there singing your happy tune We were sitting there looking at you Let me ask you something,

More information

MITI Coding: Transcript 2. T: Well, thanks for coming in today. [MIA; Affirming] Do you know why you re here? [CQ]

MITI Coding: Transcript 2. T: Well, thanks for coming in today. [MIA; Affirming] Do you know why you re here? [CQ] MITI Coding: Transcript 2 T: Hi Joe. How are you? [OQ] C: Oh, I m alright. T: Well, thanks for coming in today. [MIA; Affirming] Do you know why you re here? [CQ] C: Oh, yeah. I didn t have much choice.

More information

I like going is mum look the am said to at went in me here my on dad a and come up can sat for

I like going is mum look the am said to at went in me here my on dad a and come up can sat for Basic Sight Words Ways in which these can be used: - As flashcards holding up to be read one at a time. - Laid out on floor/table, ask child to find a particular word. - Make a second set and play memory.

More information

3PK. February 14-15, The Prodigal Son. Luke 15:11-32 Jesus Storybook Bible (p ) God Loves Us No Matter What

3PK. February 14-15, The Prodigal Son. Luke 15:11-32 Jesus Storybook Bible (p ) God Loves Us No Matter What 3PK February 14-15, 2015 Luke 15:11-32 Jesus Storybook Bible (p. 272-279) First 10 minutes of the service hour: Engage kids in cooperative play activities to help them connect with other kids Next 5 minutes:

More information

Matco Distributor. A Day in the Life of a. What s it really like?

Matco Distributor. A Day in the Life of a. What s it really like? A Day in the Life of a Matco Distributor What s it really like? It is one thing to read a franchise company s literature about owning your own business. Everything sounds good on paper. But, what s it

More information

Lesson One Love. Love is putting others first and helping those in need.

Lesson One Love. Love is putting others first and helping those in need. Lesson One Love Love is putting others first and helping those in need. 1. Welcome and Worship When introducing today s Super Hero, Dr. Love, the worship leader should ask, Why do they call you Dr. Love?

More information

A Winners Guide to Video Keno. My Tips and Strategies

A Winners Guide to Video Keno. My Tips and Strategies A Winners Guide to Video Keno My Tips and Strategies 1. Start out playing nickels and (6) spots. It is more cost effective and easier to hit while you learn the patterns. Watch the game. You will see the

More information

Nicodemus. February 7-8, John 2:23-25, 3:1-21, John 3:16 Adventure Bible (pp ) Jesus Gives Us New Life

Nicodemus. February 7-8, John 2:23-25, 3:1-21, John 3:16 Adventure Bible (pp ) Jesus Gives Us New Life rd th 3-5 February 7-8, 2015 John 2:23-25, 3:1-21, John 3:16 Adventure Bible (pp. 1166-1168) Connect Time (15 minutes): Five minutes after the service begins, split kids into groups and begin their activity.

More information

Kindergarten-2nd. January 17-18, The Good Samaritan. Luke 10:25-37; 1 John 4:9 Adv. Bible for Early Readers (pp.

Kindergarten-2nd. January 17-18, The Good Samaritan. Luke 10:25-37; 1 John 4:9 Adv. Bible for Early Readers (pp. Kindergarten-2nd January 17-18, 2015 Luke 10:25-37; 1 John 4:9 Adv. Bible for Early Readers (pp. 1211-1212, 1455) Connect Time (15 minutes): Five minutes after the service begins, split kids into groups

More information

United Church of God An International Association. Level 1 Unit 4 Week 4 THE NINTH COMMANDMENT

United Church of God An International Association. Level 1 Unit 4 Week 4 THE NINTH COMMANDMENT United Church of God An International Association SABBATH S CHOOL Preteen Sabbath Instruction Program Teacher s Outline Level 1 Unit 4 Week 4 THE NINTH COMMANDMENT OBJECTIVE: The children will learn the

More information

Business Opportunity One on One: Discovery Interview

Business Opportunity One on One: Discovery Interview Business Opportunity One on One: Discovery Interview Purpose: The purpose of the discover interview is to get to know your prospect. To learn what their dreams are, their desires are, what their discontents

More information

READER 5: Mr. Zinger didn t even notice. He was too busy thinking. Biff! The ball knocked Mr. Zinger s hat off his head.

READER 5: Mr. Zinger didn t even notice. He was too busy thinking. Biff! The ball knocked Mr. Zinger s hat off his head. Mr. Zinger s Hat Written by Cary Fagan Illustrated by Dusan Petricic READER 1: Every day after school, Leo took his ball into the courtyard. He threw the ball high into the air. It would hit the brick

More information

Wonders 2nd Grade Sight Word Sticker Book Correlated to 2nd Grade CCSS McGraw-Hill High Frequency Words

Wonders 2nd Grade Sight Word Sticker Book Correlated to 2nd Grade CCSS McGraw-Hill High Frequency Words Wonders 2nd Grade Sight Word Sticker Book Correlated to 2nd Grade CCSS McGraw-Hill High Frequency Words Copyright Glyph Girls All rights reserved by author. Permission to copy for one classroom only. Electronic

More information

Abraham and Isaac. July 4-5, God wants our obedience. Genesis 22; Jeremiah 29:11

Abraham and Isaac. July 4-5, God wants our obedience. Genesis 22; Jeremiah 29:11 rd 3 5 July 4-5, 2015 Genesis 22; Jeremiah 29:11 Connect Time (20 minutes): Five minutes after the service begins, split kids into groups and begin their activity. Large Group (30 minutes): Begin 20 minutes

More information

THE NATIONAL DAY TO PREVENT TEEN PREGNANCY QUIZ

THE NATIONAL DAY TO PREVENT TEEN PREGNANCY QUIZ THE NATIONAL DAY TO PREVENT TEEN PREGNANCY QUIZ Ever think about sex? Of course you do who doesn t? What about actually having sex? What will you do when you re in that situation? The best time to think

More information

Lesson Plans K-3. Bullying Response Lesson Plan Grades K-3

Lesson Plans K-3. Bullying Response Lesson Plan Grades K-3 Lesson Plans K-3 Bullying Response Lesson Plan Grades K-3 Estimated Time of Completion: Two to three classroom periods, or stretched out throughout the school year. Each activity will take between 15-30

More information

Filled With The Holy Spirit

Filled With The Holy Spirit Filled With The Holy Spirit MEMORY VERSE: Bottom Line: Acts 1:8, But you will receive power when the Holy Spirit comes on you: and you will be my witnesses... (NIV) The Holy Spirit comes upon us to help

More information

Why I Recommend Direct Selling The direct selling industry offers many unique benefits to those who want more out of life.

Why I Recommend Direct Selling The direct selling industry offers many unique benefits to those who want more out of life. Why I Recommend Direct Selling The direct selling industry offers many unique benefits to those who want more out of life. by Robert Kiyosaki Everybody wants to be rich or at least financially secure.

More information

What Are Your Strengths (and Weaknesses)? Example Answers Included

What Are Your Strengths (and Weaknesses)? Example Answers Included What Are Your Strengths (and Weaknesses)? Example Answers Included theinterviewguys.com /what-are-your-strengths-and-weaknesses-example-answers-included/ Mike Simpson By Mike Simpson Please share this

More information

LESSON TITLE: Peter and John Arrested and Released

LESSON TITLE: Peter and John Arrested and Released Devotion NT288 CHILDREN S DEVOTIONS FOR THE WEEK OF: LESSON TITLE: Peter and John Arrested and Released THEME: The Holy Spirit will give us boldness to share the gospel with others. SCRIPTURE: Acts 4:1-31

More information

Telephone Conversation Transcript

Telephone Conversation Transcript Telephone Conversation Transcript Bob Vernon: Wim, what did you send to Remington? Wim Dankbaar: To Remington? BV: What did you send, to Remington? WD: I, I just sent them em well, let s first finish this

More information

Step 1: Come Together

Step 1: Come Together THE STORY FOR LITTLE ONES: Preschool LESSON GUIDE: Lesson 2 5 ABRAHAM FOLLOWS GOD Bible Basis: Genesis 12:1 9, 17; 21:1 7 Bible Verse: Abram believed the Lord. The Lord accepted Abram because he believed.

More information

Meeting a Friend by Accident

Meeting a Friend by Accident Unit 1 Meeting People Lesson 1 Meeting a Friend by Accident 1 Dialogue 1-2 Listen to the dialogue and note the colloquial expressions. [walking on the street] Don: Hi, Jun! Long time no see! 1 How s it

More information

Based on the short story by Thomas J. Dygard

Based on the short story by Thomas J. Dygard Just Once Based on the short story by Thomas J. Dygard Everybody liked the Moose. To his parents he was Bryan. At Bedford City High he was the Moose. He was large and strong. And he was fast on his feet

More information

Expression: To cotton on to something

Expression: To cotton on to something Expression: To cotton on to something G day guys. How s it going? Welcome to this episode of Aussie English. Today s going to be another expression episode, but I just thought I would chat to you a little

More information

Prospecting in person or on the phone Effective lead follow-up Making a listing presentation Handling objections and more!

Prospecting in person or on the phone Effective lead follow-up Making a listing presentation Handling objections and more! Script cards to take you through the many stages of effective Real Estate sales. These are prepared scripts for daily situations: Prospecting in person or on the phone Effective lead follow-up Making a

More information

INTRODUCTION: Why Women SEEM Confusing, and How To Read Them Like A Book With 100% Confidence. I say this all the time WOMEN ARE COMPLICATED!

INTRODUCTION: Why Women SEEM Confusing, and How To Read Them Like A Book With 100% Confidence. I say this all the time WOMEN ARE COMPLICATED! INTRODUCTION: Why Women SEEM Confusing, and How To Read Them Like A Book With 100% Confidence I say this all the time WOMEN ARE COMPLICATED! And I m sure you can agree. But the truth is that women SEEM

More information

March 1-2, The Unmerciful Servant. God has forgiven us, so we should forgive others. Matthew 18:23-35

March 1-2, The Unmerciful Servant. God has forgiven us, so we should forgive others. Matthew 18:23-35 rd 3 5 th March 1-2, 2014 The Unmerciful Servant Matthew 18:23-35 God has forgiven us, so we should forgive others. Connect Time (15 minutes): Five minutes after the service begins, split kids into groups

More information

Debbie Barber. Big Idea. Action Plan. Bible Verse. Materials. Connecting You to Jesus. Dear Teacher, Jesus promises that God will answer my prayers.

Debbie Barber. Big Idea. Action Plan. Bible Verse. Materials. Connecting You to Jesus. Dear Teacher, Jesus promises that God will answer my prayers. How to Pray Luke 11:1-13 Dear Teacher, In Bible college, I was facing a stressful situation and went to speak to a professor about it. After I poured out my problem, this professor prayed a simple and

More information

Stolen Day. Anderson, Sherwood. Short Story. United States. Points of View. 6 Growing Pains 7 Finding Your Place. Literature.

Stolen Day. Anderson, Sherwood. Short Story. United States. Points of View. 6 Growing Pains 7 Finding Your Place. Literature. Stolen Day AUTHOR Anderson, Sherwood DATE 1941 GENRE NATIONALITY LITERARY THEMES GRADE/THEME SUBJECT Short Story United States Points of View 6 Growing Pains 7 Finding Your Place Literature ScottForesman

More information

Lesson 5: Joseph Takes His Family to Safety in Egypt January 1/2

Lesson 5: Joseph Takes His Family to Safety in Egypt January 1/2 Lesson 5: Joseph Takes His Family to Safety in Egypt January 1/2 Bible Point: God guides us. Key Verse: To those who believed in his name, he gave them the right to become children of God. John 1:12 Getting

More information

SALES EMAIL TEMPLATES. for prospecting, scheduling meetings, following up, networking, and asking for referrals.

SALES EMAIL TEMPLATES. for prospecting, scheduling meetings, following up, networking, and asking for referrals. 36 SALES EMAIL TEMPLATES for prospecting, scheduling meetings, following up, networking, and asking for referrals. INTRODUCTION: A LOST OPPORTUNITY Here was the scenario: We make a valuable connection

More information

WITS LEADS Connection: Look and Listen, Explore Points of View, Act, Seek Help

WITS LEADS Connection: Look and Listen, Explore Points of View, Act, Seek Help THE HUNDRED DRESSES By Eleanor Estes Wanda Petronski, is ridiculed by her classmates for wearing the same faded blue dress every day. Wanda claims she has one hundred dresses at home, but everyone knows

More information

One Day. Helen Naylor. ... Level 2. Series editor: Philip Prowse. Cambridge University Press 978-0-521-71422-8 - One Day.

One Day. Helen Naylor. ... Level 2. Series editor: Philip Prowse. Cambridge University Press 978-0-521-71422-8 - One Day. Cambridge English Readers... Level 2 Series editor: Philip Prowse One Day cambridge university press Cambridge, New York, Melbourne, Madrid, Cape Town, Singapore, São Paulo, Delhi Cambridge University

More information

The 5 P s in Problem Solving *prob lem: a source of perplexity, distress, or vexation. *solve: to find a solution, explanation, or answer for

The 5 P s in Problem Solving *prob lem: a source of perplexity, distress, or vexation. *solve: to find a solution, explanation, or answer for The 5 P s in Problem Solving 1 How do other people solve problems? The 5 P s in Problem Solving *prob lem: a source of perplexity, distress, or vexation *solve: to find a solution, explanation, or answer

More information

Blizzard Bag Lesson 2

Blizzard Bag Lesson 2 Blizzard Bag Lesson 2 Read the short story Stolen Day by Sherwood Anderson. As you read, focus on this guiding question: Does the main character believe he is telling the truth? How do you know? Present

More information