Solve problems and reverse risks to grow your sales
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- Successful salesman in real estate
- Grew up lower-middle-class
- Was selling donuts to classmates
- Studied to be a financial advisor
- Waited tables
- Was recruited into the ADT sales business
- Made $5,280 for his first two weeks
- Made a sale for every 51 doors he knocked on
If I get in front of people, good things will happen.”
- Learned about USPs—Unique Selling Propositions—from Dan Kennedy
- Got his license at the peak of the real estate market in 2006
- Risk reversal
- Became a home flipper
- He met with motivated home sellers
- Offered solutions
- He was a problem-solver
- Flipped as the market went down
- Acquired when the market bottomed to build his portfolio
- He focused on the lower end of the market
- You have to know your market
- He focused on selling and built a team to support him in the other things
- He hired his first assistant right away and quickly had three full-time assistants within three months of getting into real estate
- Soon he couldn't handle all the leads
- He hired salespeople while he did the inside lead generation
- Was always reading and learning about sales and leadership
- About 10 years ago he was about a 25-person company
- Read "Traction: Get a Grip On Your Business "
- Applied EOS and grew beyond that
- Built the tools he needed to grow
- Has refined it into the Elite Execution System
- Didn't make a real estate sale for five months
- Sold ADT on the side
- If I get in front of people, good things will happen.
- Stop making excuses
- Had confidence he could bring value
- Developed a team
- He had a strong value proposition
- He looked the part and had the literature to back up his persona
- Be a good listener
- Four quadrants of business success
- Strategy
- People
- Acceleration...
- Inc 5000 nine years in a row
- Discipline must run through your organization
- He's created 12 business lines
- Nothing is theoretical
Links Mentioned In The Sales Podcast