Five Necessary Behaviors for Effective Prospecting

Guest Blog Contributed by Chamber Member Brad Kleiner of Sandler Training Grounded by Cedar Root

Prospecting is the lifeblood of a successful sales career… but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting.

Have a cookbook. Prospecting by itself tends to be the last thing that we want to do… with the result that we come up with all kinds of good reasons to do other things during the selling day. Of course, we do need to have a healthy balance between all of your activities. The question is, what daily mix of activities supports our income goals? By crunching the numbers, analyzing the results, and creating a “recipe” for daily progress, also known as the cookbook, we can identify exactly how many deals we need to make, how many conversations we need to have, and so on… every single day. This will allow us to stay focused on the areas that are important to the attainment of our goals and to use the power of our daily routine to help us overcome any call reluctance we may be experiencing.

Practice.  Get a buddy and do some role playing before you actually make the calls! Cold calling is one of the things that you get better and better at the more you practice. You should devote a few minutes every day to practicing your scripts and responding to the objections that you hear on your phone calls. As you role play, remember that the goal is always to keep a prospecting call short. Even when a cold call is going well, if your goal is to set up a meeting, you want to set it and conclude the call relatively quickly. The longer the call goes, the more likely the other person is to say, “Sounds interesting – why don’t you send me something and I’ll get back to you.”

Invest some targeted time in social selling. Prospecting should be well balanced, and one of the things that you should be paying attention to is social selling. This means using today’s technology and communication platforms to help you connect with new people and get more and better conversations going with people who can buy from you or give you referrals. The key to success here is to set aside a strict daily time budget for social selling as part of your cookbook. For more information on this, see our book LinkedIn the Sandler Way.

Ask current customers for introductions. A referral is when you get a name and some contact information; an introduction (which is far better!) is when your customer calls or emails on your behalf to put you on the person’s radar screen. Get into the routine of asking for introductions whenever possible. One of the keys to success here is to use LinkedIn to identify a specific individual within your customer’s professional network that you want to be introduced to. This is much more effective than simply asking the customer to identify someone who could benefit from working with you.

Tell people exactly what they’re agreeing to. When you’re on a phone call with a prospect and you’re trying to set up an appointment, let the other person know up front how long the appointment will be and what the two of you are going to cover. The prospect is more likely to say yes if they clearly understand what the agenda is for the meeting that you’re trying to book.

For more information on this topic, contact Brad Kleiner, President of Sandler Training- Grounded by Cedar Root (503) 341-8740 or email


Float On With These Boat Safety Tips

Guest Blog Contributed by Chamber Member Kyle Bunch American Family Insurance

Float On With These Boat Safety Tips

Does a wave of anticipation wash over you before each day on the water? With common sense boat safety training, there can be less worry and more excitement.

Are You the Captain?

The captain of the boat is the leader on the water. Knowing how to avoid incidents and having a plan if something does happen will give all your passengers peace of mind.

Completing a boater’s safety course before embarking will help you understand state laws and brush up on first aid. State links can be found at

Keep your distance. Staying 100-150 feet from shores, docks, buoys, other boats, swimmers, and mooring or swimming fields is required.

Having an emergency kit with flashlights, blankets, jackets, towels, maps, flares, fire extinguishers, first aid supplies, sunscreen and bottled water is smart. Not drinking while driving, since outdoor variables change a body’s reaction to alcohol, will also help.

Check weather reports before leaving, watch radar apps on smartphones, monitor warnings on radios and be willing to change plans when shifting winds, changing skies and falling barometers signal weather swings.

Carrying lifejackets for all passengers and having them actually wear them, especially if skiing, tubing or swimming, as well as having a spotter when pulling skiers or tubers, keep the good times going.

Advanced Safe Boating

Carbon monoxide detectors alert you to what you can’t see, smell or taste. Carbon monoxide can affect you in seconds, so turning on your bilge blower every time you start your motor is recommended. Making sure that carbon monoxide isn’t building up in your cabin, that all enclosed areas are ventilated, that swimmers avoid exhaust fumes and that you’re not downwind and breathing CO from other boats can be lifesaving.

Using a topographic map can keep you from grounding yourself or causing damage to your hull.

Navigational boat lights are vital for legal operation whenever visibility is hindered and helps you know the position, direction and state of boats you may be approaching. Displaying red/portside, green/starboard lights and white stern and mast lights tells other boats you’re present. White lights are required when visibility is low, even when drifting or at anchor.

The rules are designed to keep everyone safe, not to hamper enjoyment. Asking an American Family Insurance agent about boat protection helps you find the right boat insurance coverage to keep your boating dreams afloat.

For more information on this topic, contact KYLE E. BUNCH, MBA, LUTCF | AMERICAN FAMILY INSURANCE
Main Office: 30240 SW Parkway Ave. Suite 200 | Wilsonville, OR 97070
Office: 503.427.9915  | Email:

Travel to China with the Wilsonville Area Chamber!

Travel to China with the Wilsonville Area Chamber!
October 13, 2018 – October 22, 2018
 ONLY $2,199 

This is a Wilsonville Area Chamber of Commerce Sponsored Event and is OPEN to the PUBLIC!

To reserve your spot, click the link below to print off the registration form and submit to
China Flyer5.15.18        WACC 2018 China Reservation Form!

This all-inclusive, 10-day China adventure you will visit historic locations including Tiananmen Square, the Ming Tombs, and the Forbidden City. Learn about China’s extensive dynastic history while exploring the ultra-modern cities of Beijing, Shanghai, Suzhou, and Hangzhou. Spend time at the stunning Great Wall of China, walk along the Bund and bask in the natural beauty of Yu Garden.

Thanks to our partners, we are able to offer this top-quality travel opportunity at an unbeatable price! When traveling with the Chamber, you will receive a first class experience starting right here at home. We handle all the arrangements, host a variety of informational meetings, introduce you to the other members of our travel group, and provide you with ample insight into your destination.

Trip Includes:

  • Round-trip chartered bus transportation from Wilsonville to Seattle Airport
  • Round-Trip international airfare, taxes, and fees
  • Domestic airfare, taxes, and fees
  • Deluxe private bus transfers and tours while abroad
  • Entrance fees for all tourist attractions on the itinerary
  • Private English-Speaking professional tour guides
  • Three Meals each day
  • All 4 and 5 Star Hotel Accommodations
A $300 non-returnable deposit is required to hold your reservation until departure. Deposit due June 1, 2018. Remaining balance and all paperwork due July 1, 2018.


For more information contact Laurie Tarter or by phone at 503.682.0411 Ext. 104

Ready to Buy a Home?

Guest Blog Contributed by Chamber Member Beltran Properties Group

Ready to Buy a Home?

House hunting can be very fun! And yet the process can get confusing and overwhelming at times. Hiring and working with a strong real estate agent is the best way to ensure a smooth home-buying experience. Since I meet a lot of people in the beginning stages of their house hunting, often at open houses, it becomes second nature for me to recognize the signs of those who may need guidance.

Here’s a short list of expectations to keep front of mind through your home-purchase process.

Get Pre-Approved: As exciting as looking at new homes may be, taking a step back and speaking with a lender should be the first step before actually touring with an agent. This will answer: “How much should I put down?” and “How much per month will I be spending?” Your lender is a great resource for information about how to avoid pitfalls that buyers may encounter, like opening new lines of credit or buying big-ticket items. Getting a letter of pre-approval before making an offer will give you and your agent more confidence when touring homes, and eliminates any wait time when you do find the perfect home, giving you an immediate advantage in the home-buying process.

Find the Right Home: Once you’ve found the perfect home, have your pre-approval letter, and are ready to put pen to paper (or DocuSign electronically), your agent will prepare the offer stating the conditions of your purchase. Review and approve this document, using the agent for support and further explanation. Once the offer is accepted, the fun and timelines begin!

Follow the Timelines:

-Earnest Money due within the agreed upon time agreed per your offer, typically 3 days.

-Seller sends the property disclosures, highlighting any issues known to the home under their ownership.

-Inspections scheduled ASAP, a standard inspection period is 10 business days, this is the time to get the home inspected and negotiate any repairs or different monetary terms.

-The lender receives instructions from the buyer to order and schedule the property appraisal.

-Title and escrow get in touch with the buyer, sending paperwork to review. This includes tax history with all previous owners and the current owner’s potential liens.

-Home appraisal is completed; if the home is valued at the contracted price or above, then all moves forward, if not, then new negotiations are opened up to give both buyer and seller an opportunity to come to new, agreeable terms.

-Title makes contact with the buyer to schedule signing, usually 1 or 2 days before the day of closing.

-Day of closing, the title informs all parties the county has recorded the new deed and the home is ready to be handed over to the new owners

-Your agent meets you for your keys at your new home and joins in your celebration!

Let’s Get Started! Are you looking for a dedicated expert to guide you through your home-buying process? Call an agent at Beltran Properties Group and we will happily walk you through each of these steps. Call 503-502-3330 today!



Guest Blog Contributed by Chamber Member Lori Powers of Academy Mortgage Corporation

Spring is here — and with it comes the most popular time of year to shop for a home. Many people have mistaken ideas about down payments that keep them from becoming homeowners.

Here are five down payment myths and why they’re false:

MYTH 1: I must pay a 20% down payment.

Not true. The typical down payment today is between 5% and 10%, according to SmartAsset.

MYTH 2: My down payment has to be all my own money.

Not true. Borrowers have several options for saving for a home, including gifts from family, such as wedding gifts; grants from nonprofit agencies or public institutions; state down payment assistance programs; and employer assistance.

MYTH 3: Down payment assistance programs are only for first-time homebuyers.

Some programs are just for first-timers, but others are not. In addition, the U.S. Department of Housing and Urban Development (HUD) broadly defines a first-time homebuyer as someone who hasn’t owned a home in the past three years; a single parent who only owned a home with a former spouse while still married; and a few other categories of borrowers.

MYTH 4: Down payment programs are only available in big cities.

Down payment and homebuyer assistance programs are available in small and large communities. Contact me for more information.

MYTH 5: Down payments are always required.

If you’re eligible, VA and USDA loans are 0% down.

For more information on this topic, contact Lori Powers, Loan Officer | NMLS# 761276 at (503) 363-4878 Branch