DeliverShockproof! Training Yourself, and upcoming events
Qualifying Prospects
understanding people and the business they run
Target
Audience
This course is for anyone who needs to reinforce or renew their credit skills as well as acquire business development and selling skills so that he or she can quickly and effectively identify, assess, and qualify a credit worthy prospect or borrower in the process of successfully developing business opportunities.
Appreciate specific personal qualities necessary for business success and understand the importance of competitive advantage to sustainable success in running a business;
Examine and master a systematic approach to business development;
Understand the role of emotion in decision motivation, and apply the most effective means of interacting with others;
Appreciate the importance of converting reported profit to business profit and examining whether the sum of distributions and loans to shareholders exceed the implied personal income tax on company profit, and, if so the implications for analysis and risk;
Understand the critical importance of questions for discovery;
Apply and use a quick cash flow methodology and estimate debt capacity in assessing performance, identifying borrowing causes, and assessing the prospects for proper debt service;
Identify non-financial red flags and assess their relevance to future financial and cash flow performance; and
Appreciate the importance of asking quality questions and understanding the cast of characters and their role in the decision-making process.
Course
Materials
Shockproof!
6 Essentials for Business
Success in Good and
Bad Times
Credit Refresher
on "Distributions
and Withdrawals"
Credit Refresher on “Accounting Profit and Business Profit”
Credit Refresher on “Sales Growth and Borrowing Causes”
Credit Refresher on “A Cash Flow Snapshot”
On-Course
"A Matter of Inches"
On-Course
"Building the SolutionMap"
On-Course
"Buying…Emotional
or Intellectual?"
On-Course
"Got Milk?"
On-Course
"The Problem's Not
Enough!"
On-Course
"Stay Focused On
The Problem"
On-Course
"Stuck In The Middle"
On-Course
"The Critical Path"
On-Course
"The Value Proposition"
On-Course
"To Be…Or Not
To Be…"
2005 Preliminary Financial
Statements for Total
Coverage, Inc.
Initial
Call on Larry Crevin,
CEO of Total Coverage,
Inc.
Follow-up
Call on Larry Crevin,
CEO of Total Coverage,
Inc.
Exercise
Set (downloaded from Shockproof! Training
website)
Online
Review Quizzes
Solution
Set (downloaded from Shockproof! Training
website)
Access
to the Shockproof!
Training Resource
Center
Inclusion
in the Shockproof!
Training Discussion
Forum
Online
Credit Skills Proficiency
Exam
Upon
Completion
Participants who successfully
complete the workshop will
be able to:
Identify specific personal qualities necessary for business success, as well as understand the importance of competitive advantage to sustainable success in running a business;
Structure and master a systematic approach to business development;
Understand the role of emotion in decision motivation, and apply the most effective means of interacting with others;
Convert reported profit to business profit and determine whether the sum of distributions and loans to shareholders exceed the implied personal income tax on company profit, and, if so, understand the impact on borrower risk;
Understand the critical importance of questions for discovery;
Calculate a quick cash flow statement from selected financial information and estimate debt capacity in assessing performance, identifying borrowing causes, and identifying the prospects for proper debt service;
Identify non-financial red flags and assess their relevance to future financial and cash flow performance; and
Understand the necessity of asking quality questions and identifying the cast of characters and their role in the decision-making process.
How
to Order
Click the "Add to Cart" icon to purchase Shockproof!
Training products. Or Contact
Us for a personalized review of your credit
training needs.
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