The Relationship Lifecycle | FairwaysRM

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Using the Course to Sell

Introduction

Introduction (7:18)
Learning Outcomes
Additional Resources
Exercise: Evaluating Your Relationships

The Power of Relationships

Why Relationships Matter (5:37)
Transactional vs Transformational Relationships (2:19)
Values of Strong Relationships
Why Golf is Such a Powerful Relationship Building Tool (4:04)
Exercise: Create your Value Statement

The Invite

Your Value Statement Explained (6:12)
Golfers vs People who play golf (The Casual Player) (2:08)
Determine the Set Up (5:11)
Strategies to Lure the Hesitant Participant
Exercise: Crafting a prospect centric ask (1:06)

First Tee Prep

5 Levels of Communication (5:52)
Video: First Tee Prep Explained (7:03)
Goal Setting: Why are you Playing?
Know Who You're Playing With
The Set Up
Exercise: Prep for a Round (1:31)

The Unspoken: Your Actions on the Course

The Gentleman's Game: The Unwritten Rules (18:52)
Pace of Play: Suck Faster (9:12)
15 Values to Showcase Through Golf (14:12)
Guide: Golf Etiquette & The Unspoken "Rules"
Exercise: Evaluating Your Values

The Spoken: How & When to Bring Up Business

Pitching vs Relationship Building (2:17)
Elevate Small Talk to Medium Talk (1:27)
The Business Talk Sandwich (1:35)
Exercise: Build Your Business Talk Sandwich (2:22)

The 19th Hole: Follow Up & Closing the Deal

The Relationship Lifecycle (7:53)
The Re-round: Post-Round Interactions (3:31)
Exercise: Create Your Follow Up
Conclusion (3:14)

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The Relationship Lifecycle

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