Program: Sandler-methodology sales training / coaching.
Coach: Mike Marach, HighMark Franchising.
Format: Weekly "sales autopsy" calls, Thursdays, 11:30am CT. Open call — various SkyRun BD folks join depending on where they are in Mike's training, with Mike pulling people in for participation or citing them as examples. Not a fixed cohort Joseph is "in" with. Plus 5 pre-recorded Sandler-style training videos (Vimeo, delivered 2026-04-15).
Training pillars:
- 30-second commercial / intro
- Initial contact
- Up-front contract (ground rules)
- Closing
- Realtor outreach
- 90-day fast track
Key dates:
- 2026-04-15 — Intro call + same-day video delivery (5 Vimeo links with passcodes in
Call Transcripts/notes/2026-04-15_mike-sales-training-videos_recording-links.txt) - 2026-04-23 — FIRST WEEKLY TRAINING (for Joseph) — Topics: 30-second commercial + scoreboard methodology. Verbatim transcript:
Call Transcripts/transcripts/2026-04-23_mike-sales-training-30-second-commercial_full-transcript.txt(54K). - Ongoing — weekly Thursday autopsy
Other SkyRun BD names heard on the 2026-04-23 call (clarified 2026-04-23 per Joseph): Anna, Jessica, Alex, Matt, Joy, Adam. These are other SkyRun BD folks at varying points in Mike's training program — some actively being trained by Mike, some already trained and brought in for participation or used as examples by Mike. They are not a defined cohort Joseph travels with week-to-week. Do not treat them as peers/teammates Joseph coordinates with; treat as SkyRun-adjacent names the EA may hear referenced. Reply tone if any of them ever hit inbox: collegial but not presumptive.
Adam Fleckles — separately flagged. Referenced by Mike as the top performer across the SkyRun system (~70% close rate, Keystone/Vail/Aspen BD). Mentor target only — not someone Joseph is actively coordinating with. Any direct inbound from Adam should be surfaced to Joseph immediately.
Why: Directly shapes how Joseph runs discovery calls, handles objections, and structures realtor outreach. Any BD coaching or messaging work should stay consistent with Sandler principles (questioning, pain discovery, up-front contracts) rather than generic sales advice.
How to apply: When drafting outreach, call scripts, or objection handling, apply Sandler framing — especially the 30-second commercial structure Joseph practiced in the Apr 23 session. Track call-by-call progress by reviewing the Thursday autopsy transcripts (now landing in Call Transcripts/).