Be willing to make mistakes...once
Professional Sales Tips you'll learn today on The Sales Podcast...
- Author of "The Psychology of Improving From A to Z: The ABC's of Self-Improvement"
- He gives them away to connect with real estate professionals
- S.I.T. "Stay In Touch" if you want to succeed in sales
- Emails monthly
- Sends a snail mail newsletter
- His daughter does the real estate side of things
- He does the loans
- You must get customers before you even have a database to market to
- Who has a problem I can solve?
Related episodes and posts
- Sales is really just two things:
- How can I help my customer make money?
- How do I help my customers save money?
- Inch by inch it's a sinch. Yard by yard it's hard.
- He buys lists of high interest borrowers and those with PMI
- He does snail mail to them and gets 0.4% percent to respond, so 4/10ths of a percent
- A lot of people say "maybe" and he drips on them
- New, fresh customers in one part of the database and then the "maybes"
- FU means "Follow Up"
- FU to FT (follow through)
- Work smart and work hard
- The Big Four
- YouTube
- Facebook Business Page
- The fifth is TikTok. It's unbelievable over there!
- He does a lot with senior citizens on reverse mortgages and so he's reaching the kids of those prospects
- He gets on Groups on LinkedIn and engages
- Certified financial planners, Elder attorneys, etc. is where he posts and engages
- Be careful not to oversaturate the groups
- He posts once per week with fresh content
- Give, comment, like, and acknowledge others
- Contribute because givers gain
- "It is in giving that you receive." St. Francis of Assisi
It is in giving that you receive."
- People don't care about you
- It's a slowly but surely kind of thing
- It requires some patience
- No one thing works. They all work.
- He eventually gets some DMs and leads happen
- Even his Facebook personal page gets him traction
- Uses HootSuite to share onto his Facebook Page
- "I remember things and I forget things."
- His son persuaded him to write a book
- His son wrote a book when he was 22, "How to Get Focused In a Distracted World" when he was at Chapman and he learned how to focus and got straight A's
- His son challenged him to write a book after attending his seminars because Paul always had an ABC list on how to grow and improve.
- Paul doesn't want to write another book because it's hard!
- Took him two years.
- You gotta be willing to make mistakes...but never make the same mistake twice.
S.I.T.: Stay In Touch to succeed in sales."
- It's best to learn from the mistakes of others
- Without a goal, good luck!
- In 1983, interest rates were 13-14%. Now they're in the high 5% range instead of the high 2%.
- PDR: Practice. Drill. Rehearse. (Tom Hopkins)
- You have to address the stalls and the "I'll be back."
- "Come from your heart. Just to clarify for me."
- The set aside technique..."Let's set that aside for now. What else is causing you to delay this decision?"
- "If you don't do anything at all, and you won't hurt my feelings, how is your life going to get better?" Then shut up and listen.
- Silent and listen are the same six letters.
- A lot of times they don't trust you.
- Go find the decision makers.
Seek progress instead of perfection."
- Be like Larry King and Oprah.
- Ask open ended questions.
- Get them to recognize the problem
- Give them the tool to scratch the itch.
- Listen with your eyes, your ears, and your heart.
- If you wait for the perfect time, it'll never happen.
- It's okay. Take a step.
Sales Growth Tools Mentioned In The Sales Podcast
- Get his book, "The Psychology of Improving From A to Z: The ABC's of Self-Improvement"
- Visit ImproveTube.tv
