Class Overview

This series has already started. Select "Register Now" to join the remaining sessions, and you will receive materials to get caught up. 

Series Overview

Proactive Prospecting: Systematically Build a Pipeline of Qualified Leads

Learn how to systematically build and convert a pipeline of qualified leads. In fact, the goal is to apply new tools and methods to get you up and running with an efficient prospecting program as quickly as possible.

We address the single most dated approach to prospecting: shopping around agency capabilities and case studies. Clients are on the receiving end of dozens of agencies – all calling and emailing with the exact same message. The question then becomes, why your agency? Because you're a better agency, with better clients and a better approach? Also the same message as everyone else.

Those agencies experiencing the highest growth rates systematically target, attack and convert one good quality prospect after another. They are machines. And they do it using existing resources. At the heart of their approach is a custom-developed value proposition and unique prospecting content – far evolved from just another set of "cape's and cases." With this in hand, these agencies are then stealing business with small teams (think SWAT-like) that pinpoint and aggressively attack the right opportunities.

This program methodically trains your team on a new approach, proven to work for the agency business.

We’ll cover key concepts that include:
 
Targeting
  • Craft a custom target list of those prospects your agency can most quickly and easily convert into new assignments.
Prospecting Content
  • Learn the type of content (prospecting ammunition) that clients are most craving right now – and why this particular content is so effective at securing first meetings.
Initial Outreach
  • Implement a powerful outreach program via social media, email, telephone and more – including the single type of message that most often gets a prospect to reply.
Phone Call
  • Convert your initial outreach into phone calls, getting prospects to engage in an initial dialogue.
Meeting
  • Convert your phone calls into meetings by more effectively focusing on the client's business and their goals, versus droning on about your agency's capabilities.
New Assignment
  • Convert your meetings into new assignments by working through a simple step-by-step process that leads to the “project ask.”
Objection Handling
  • Learn how anyone can calmly pre-empt and address the most common client objections.
Ultimately, without feeling like they're being forced to be pushy sales people, your team will learn how to confidently target and convert more business.
 

Who Should Attend

This training is designed for those team members involved in leading or supporting proactive prospecting for the agency. CEOs and management team members should also join as the outcomes often have operational and resource implications, particularly as it relates to roles, responsibilities and increasing efficiencies.

All Sessions

Register for the entire series now or read more about the individual sessions by selecting below.
 
 
Note, if you register for one session, you are automatically enrolled in the entire series and can join remaining sessions if the series has already begun.
 

Training Materials

Within a few hours of each session, you will be provided with a link to access session handouts.
 
Mirren Membership includes access to all Mirren Webinars (Single Viewer or Conference Room) for no additional fee. You can learn more here, email Member Services, or call 866-508-0523.
 
 
 
 
Member Non-Member

This option provides one login and one digital handout for one participant. NOTE: If multiple team members from your office are interested in participating, please choose the Conference Room option below.

Single Viewer
$0 $785

This is the recommended option for access by several participants, viewing from a conference room. A single login is and digital handout provided for the group. NOTE: If logins are needed across multiple offices, please select one of the Multiple Locations options below.

Conference Room
$0 $885

This option includes access for up to 4 locations or devices, providing 1 login and 1 digital handout per location.

Multiple Locations
$585 $1085

Within 72 hours of each class, we will provide a special link and password to view each recording for 3 weeks.

View Class Recording (For 3 Weeks After Class)
$485 $885
Register Now

About the Instructor

Brent Hodgins

Managing Director

Brent Hodgins is the Managing Director of Mirren. Brent has trained CEOs and their senior management teams in every major region around the world. He is highly competitive as he pushes himself, his Mirren team, and his clients to accept nothing less than a commitment to growth.

His

... Read more

Brent Hodgins

Managing Director

Brent Hodgins is the Managing Director of Mirren. Brent has trained CEOs and their senior management teams in every major region around the world. He is highly competitive as he pushes himself, his Mirren team, and his clients to accept nothing less than a commitment to growth.

His approach to converting business is down to a science – strategic and methodical – but often contrarian. In fact, he believes you have no choice but to break many rules of prospecting and competitive reviews, as the process is purposely designed by clients to commoditize agencies. He also believes that agencies need to stop bowing down to clients and command the respect they deserve. “As soon as you put the client up on a pedestal, it’s a downward spiral from there. If you bring a high level of expertise to the table, then take a stand and command the respect you deserve.”

Brent began his career in account management at Leo Burnett, where he worked on Kellogg’s, Johnson & Johnson and McDonald’s. Later at TBWA\Chiat\Day he launched their digital group in New York, before moving into new business at Wieden + Kennedy. He regularly guest lectures at NYU Stern and Columbia business schools.

After 17 years in New York, Brent recently moved to Seattle to open Mirren’s west coast office. He resides in the Ballard area with his wife and son.

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Nadine Tull

Director, Agency Growth Strategy

Nadine is a Training Director at Mirren. Through her 15+ years in the industry, she has built a business-focused outlook with clients in order to avoid “vendor” status and to protect the long-term relationship. Clients are looking for business partners, and not simply tactical executions. It

... Read more

Nadine Tull

Director, Agency Growth Strategy

Nadine is a Training Director at Mirren. Through her 15+ years in the industry, she has built a business-focused outlook with clients in order to avoid “vendor” status and to protect the long-term relationship. Clients are looking for business partners, and not simply tactical executions. It is essential to frame your efforts, no matter how big or small, through this lens.

Nadine spent the majority of her career at various agencies in Los Angeles and has worked with retail powerhouse clients, including Taco Bell and T-Mobile. She moved to a WPP shop in Seattle, Cole & Weber, to lead key accounts and new business pitches. During her tenure as the agency partner for Washington’s Lottery, she led continuous years of record growth. She expanded their digital ecosystem, grew the account scope within the agency, and successfully defended against a large competitive review, securing the business for 6 additional years.

Always a West Coast city girl, she lives downtown and is a huge fan of Seattle’s theater and event schedule.

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