SAN DIEGO, Dec. 13, 2010 /PRNewswire/ -- What happens in Vegas could transform estate planning attorneys' practices: On February 12, 2011 at the New York New York hotel in Las Vegas, nationally renowned sales trainers Guru Ganesha Khalsa and Frank Garza will teach Members and a limited number of prospective members of the American Academy of Estate Planning Attorneys, Inc. (http://www.aaepa.com) the art and science of successfully selling with integrity during estate planning initial consultations.
The February event marks the first time Ganesh has offered the one-day training to American Academy Members since 2005. Ganesh, CEO of RAM DAS, Inc., an Authorized Sandler Training® Affiliate (http://www.guruganesha.sandler.com), has customized his sought-after training program for the Academy Membership.
"The training with Ganesh walks estate planning attorneys through the discovery process and teaches the art of listening to establish client trust and rapport," stated Jennifer Price, American Academy Director of Member Services. "Ganesh gives attorneys the tools with which to produce a sense of urgency in the client, which results in closing the business without seeming pushy or obnoxious."
In the Initial Consultation training, Ganesh and Garza, who combine humor and coaching for a learning experience that is unmatched, will cover the entire Sandler Selling System strategy and utilize their popular role-playing technique to teach attendees a systematic approach to initial consultations. The event will include a pain/gain clinic, a sales readiness toolkit, and a qualification checklist.
"Use of the methods taught by Ganesh ... has resulted in prospects convincing themselves that they need the services we provide," said past training attendee and American Academy Member Wes Gersh. "Prospects no longer feel they are being sold, rather that we are providing them with sufficient information so that they end up selling themselves. No estate planning attorney should be operating without these skills taught by Ganesh."
Ganesh explained his Initial Consultation Training emphasizes client comfort. "Selling is the art of inspiring people to do what's in their best interest," he stated. "We do that by helping them to get in touch with what's important to them on a personal, emotional level."
The February training, Academy's Masters Program for Initial Consultations, is $625 for the first person from each firm and $575 for additional seats and includes training materials. The training registration deadline is January 5, 2011; a group rate at the New York New York hotel is available until January 11, 2011. Learn more at http://blog.aaepa.com/tag/guru-ganesha-khalsa or contact the Academy at (800) 846-1555 or firstname.lastname@example.org.
About American Academy of Estate Planning Attorneys, Inc.
Founded in 1993 by Robert Armstrong and Sanford M. Fisch, the American Academy of Estate Planning Attorneys is the premier national organization promoting excellence in estate planning by providing its exclusive Membership of attorneys with up-to-date research, educational materials and other vital practice management techniques. Visit http://www.aaepa.com for more information.
American Academy of Estate Planning Attorneys, Inc.
SOURCE American Academy of Estate Planning Attorneys, Inc.