What do I do?
I work like a motherfucker in business and in my home. I cuss a lot. I smoke, drink and occasionally say things that may piss you off. I've been told I'm one funny sonofabitch too.
I'm the best in the world at what I do. I help high-level sales people (mostly in the real estate industry in one form or another) reach levels of achievement in their work and home lives they never imagined possible.
I raise leaders who have so much confidence about themselves and what they do, they operate from a space of POWER that few on this planet even know exist. Yea! I'm that guy.
I have the CUTEST kid EVER too. I know we all say that shit, BUT I MEAN IT. My son Jax is also a better salesman than I am (ask Sean Mathies) he's the future!!!
My Strategy Here:
I don't just say random shit on here for my own ego. (ok maybe sometimes) I'm doing my part to bring information and understanding to a society that needs it.
I'm on here to attract the right people and repel the rest. If you don't like me or what I have to say, I completely understand if you never come back. Never take what happens on here personally. Just move on and get over it.
I believe we are leaving our legacy here on the internet. An online journal of our thoughts with social proof and interaction. It's a beautiful, amazing thing that our future generations will thank us for. Ancestry.com eat your heart out.
While you're here, read some shit and buy some shit
It’s always cool to see the next generation of sales masters rise up. Especially when they rise as fast as Tyson James Lee has. This guy is on fire. He seriously can’t lose. He’s so in alignment with who he is and what he wants the world is falling into his hand at this point.
On this episode, Tyson and I talk sales, life and the truth about uncomfortable situations. He talks about his 5 point check list that has led him to closing millions in sales in just a short time.
This is where it gets real though, Tyson talks about being homeless and not knowing what to do with is life until one day a guy shows him the way. The guy who happened to show him the way, was my third or fourth client and has been a guest on the show before! What a small world, I had no idea.
You’ll love this show, all we ask is that you share it. Help us spread the word.
I remember my first sale like it was yesterday. I had been begging the manager at the car wash to let me sell car washes for over two years at this point. I was 13 and I wanted to talk to people. More importantly, I wanted that commission money.
Much like most of us, I worked in the process, not sales, department at first. I constantly watched guys make more money than me by simply talking to people. I knew I could do it and I had been pestering the shit out of my boss to let me try.
Then one day, the normal sales dude called in sick. They needed a quick replacement and I was the only one there who spoke English. They had to let me try sales. There was literally no one else there at the car wash who could possibly take on the task of sales for the day.
I already knew what car washes we offered. I already knew what was in each package. I had been doing the work since I was like 10 years old. All there was to it now, was to step up and start talking to people as they pulled on the lot.
At 8:01am the first car pulled up. It was a sparkling blue Cadillac with an old ass man driving it. He rolled down the window and said “I’ll take the regular $6 wash please.” It was at this time, I knew it would make or break my day. I had no clue it would make or break my career, but ultimately that’s exactly what it did. It made my career.
“You know Sir, I’ve seen you come in here, in this car now for several years. I can tell you love this car, you always keep it clean. I don’t think I’ve ever seen you get anything but a regular wash. This sparkling paint job won’t always be so nice if you don’t put wax on it. Plus, I see that black spot on your carpet over there too, does seeing that drive you crazy or what?”
“Yes I drives me crazy, I keep meaning to shampoo it out. I wax this car myself, at home. That’s why the paint still looks so good.” he said with a smile
“Sir, do you get sore after a full day of detailing your car?” I asked
“Yeah, I’m not getting any younger” he replied
“Look, I can have this car waxed and ready in under an hour, and I’ll also get that pesky black stain out of your carpet too. This car will leave the lot looking like the day you drove it off the lot and you won’t have to lift a single finger or feel any soreness. Today the price is only $69.95. Yes, that’s 10 times what you wanted to spend, but for you, it has 100 times the services and benefits. Let’s get this bad boy caddy shined up today.”
“Ok, sounds good. Sign me up.”
The smile on my face was so wide, it damn near broke my jaw. I had done it. At age 13 I had talked someone into spending 10x’s what they planned on and they were super happy. Around age 14 one of the managers of the car wash gave me some Zig Ziglar cassettes which would change my mind and life forever. I’ve been a student and teacher of the sales game every since.
Since that first sale, I’ve went on to make 100′s of thousands more. Hell, I sold exactly 1472 car washes in one ten hour work day before. Needless to say, I got the full sales experience from selling $6 car washes to selling $6 million dollar real estate transactions. From car washes to consulting, I’ve learned a lot of lessons that will help you avoid many of the mistakes most new salespeople make.
As I referenced in an earlier post, sales is not for everyone. If you’re not sure if you should be in sales, you shouldn’t be. If you’re like me, and you KNEW that you were destined to be in sales, and you’re just now getting started, let me put you in the game at full speed.
First off, you don’t have to be a know it all to be a good salesman. Stop thinking you’ve gotta have all the answers. Confidence will eventually come from your knowledge, but in the beginning your confidence should come from your ability to find the answers, not just spout off bullshit. Trust me, if you spout off BS answers, you will regret it later when the clients ask for the BS you offered.
Nobody becomes a master of their craft in an instant. You’re going to hear the word “no” a hell of a lot more than you’ll hear “yes”. Get used to it, it’s part of the job. In order to be a good salesman, you’ve got to just accept the fact that not everyone will buy from you. Don’t take “nos” personal. Just take them.
Mastering your craft begins with making your first sale. The idea is to improve your sales skills with every encounter you make with a prospect. It all starts with sale #1 though. What can you do to get that first fish in the net?
First, make sure you are going to attempt to sell the right person. The right person for your first sale is usually a stranger. i know most people say sell to your friends and family but honestly they usually won’t trust you at first, because they know you. Strangers have no idea how long you’ve been at it, unless you tell them.
Strangers will make their buying decision based on the experience they have with you, not the fact that last week you were flipping burgers. After you close a few strangers, take that experience back to your friends and family and work them at that point.
Second, learn everything there is about what they fuck you are selling. Nothing is worse than blowing a sale because you were too lazy to find out everything you could about how it benefits the people you are selling it to. Don’t skip out on product knowledge, your prospects will see right through you.
Before you start your sales job, do the research. You’ll not only impress the prospects, you’ll for sure get the job since you made the effort to learn about the company and products. If you don’t know everything about it, don’t lie. Simply find the answers.
Third, be yourself. Confidence comes from being comfortable with who we are. Don’t pretend to be ballin, don’t pretend to have all the answers if you don’t and don’t be intimidated by the prospect. Simply treat them as if you’re old pals who are about to help each other out.
People like to buy from people they like, be likeable. In order to be likeable, you have to be you. No one can truly decide if they like you if you don’t let them know who you are and you pretend to be someone else. Be honest, straight forward and confident.
Fourth of all, you gotta set the proper expectations. Don’t let the prospect bully you into losing your commission. Hold firm, stay confident and they will appreciate your negotiation and sales skills. When you know what you sell is worth the price you charge for it, don’t let anyone talk you into taking less.
Prospects like to be given instructions and led. For the most part, they have no clue what all comes along with your job, treat them so. Inform them of how it works, what to expect and make sure you have properly answered all of their questions.
Fifth of all, don’t take the first “no” as a real no. As I said earlier, you’re going to hear the word no, a lot. It doesn’t always mean no and most of the time it sounds more like “lemme think about it” or “not right now” or even worse “lemme check with (insert scapegoat)”
People hate making decisions because then it means it’s over and they have to commit. Once a decision is made, they have to stick to it. This means if it is the wrong decision they are stuck. Your job is to show them why, what you have, is the best decision they can make.
Really and truly, the best way to make a sale is to just go out and do it. You’re going to screw a few leads up. Learn from those screw ups. Take note of the common objections and rebuttals you get. Learn and memorize word tracks that you can spit out mindlessly so you can double think/talk to your prospects better.
Getting your first sale is like a drug. Getting the money from that first sale is the addiction behind the drug. Once you’re hooked you can never go back to the real work world. It will never be the same and you’ll only feel a dull and mundane existence. You’re better than that when you’re in sales.
Sadly what you read in the headline, as far as “cheat sheet” is not 100% true. It was a gimmick to get you to read this. There is no cheating in sales. At least not in the long run, you’ll be run out. What I’ve given you is a cheat sheet that says you can’t cheat. The more honorable you are in sales, the more people will buy your shit. That’s the best advice I can give you.
Always, always, always sell with integrity. If you don’t believe in what you are selling, don’t sell it. If you wouldn’t or don’t buy what you sell, don’t sell it. Do unto your prospects as what you would want done unto you.
Lastly, remember this: Closing is a service. You’re doing them a favor by ending their search and solving their problem. They may object at first, but they will thank you in the end. Trust me.
I’ve got a program that’s 100% dedicated to sales training. Just for reading this post, I’ll give you 4 free sales videos that cover solid strategies you can put to work immediately. You can get your free videos at www.showupandclose.com
Remember, to master anything, you must practice it daily. Go sell something today!
Until about 24 months ago the word “mastermind” was not common speak. The only people who had ever been exposed to the word were those of us who had read “Think and Grow Rich” by Napoleon Hill. That’s not the case any more.
It seems like everyone that’s an entrepreneur now belongs to some sort of mastermind. Not all masterminds are created equal though. Trust me. I’ve made the mastermind circuit. I’ve paid as much as $25,000 to belong to high level mastermind groups.
In 2013 I joined my first high level mastermind. It cost me way more than I had at the time to spend, but I made it happen. I quickly found myself surrounded by some of the smartest people I’ve ever met. From that group I made some of the coolest connections on Earth.
From there I joined at least 10 more masterminds at a minimum buy in of $10,000. At one time in 2013 I was paying over $10,000 a month in just high end mastermind memberships. Needless to say I’ve most likely been a member of your favorite marketer’s group.
Some of the masterminds I belonged to met weekly, some monthly, some online and some in person. There’s no ‘one size fits all’ template to masterminds. Different groups serve different purposes.
Lately though, in my opinion, the word “mastermind” is simply thrown around too much. It has lost its power and meaning. In 2013, when you said “I belong to XYZ Mastermind”, it meant something. I know I had a sense of pride attached to belonging to an elite group of outside of the box thinkers.
Flash forward to 2015 and everyone and their pet lizard is a part of a mastermind. The meaning of mastermind went from ‘elite group of outside of the box thinkers conspiring to take a common action” to “shit people say they are a part of” it definitely watered down the idea and feel of mastermind membership.
I saw an article about a month ago about how Michael Kors had watered their brand down so much that it wasn’t seen as a status bag any longer. They had essentially become their own enemy. They had bags that ranged from $2000 to $200 so that everyone could afford to carry their purses. The problem is that if the general public has no idea if you paid $200 or $2000 the “I’m better than you” appeal is lost. Market demand soon follows.
I feel the same about the word mastermind as the market feels about MK, lukewarm. I couldn’t care less. The once elite meaning is now gone. Not too long ago when someone said they were in a mastermind, you had to figure they spend good money and had some market value to their business. Now anyone can be in a mastermind, just like anyone can afford an MK purse. The allure of scarcity is lost.
I run my business focused on staying 100 steps ahead of everyone else, and I run an elite consulting business not some general mastermind. The concept of being in a paid mastermind is amazing, but the word is now considered lackluster among elite entrepreneurs like myself.
If Joe Schmoe’s mastermind is $97 a year and John Doe’s is $25,000 a year, yet both members can say they are in a paid mastermind, the appeal is lost. Also the more the public starts to use a new, trending buzzword, the faster it goes out of style. Think “chillax”.. No one really says it anymore, it’s an old buzzword.
The internet world needs more masterminds about as bad as instagram needs more pictures of wanna be fitness models. Any time I see a trend starting to be overused, I always think back to what Warren Buffett once said. “Be fearful when everyone else is greedy, be greedy when everyone else is fearful”
It was due time for me to switch it up.
About 4 months ago I asked my clients to stop referring to me as a ‘coach’ and start referring to me as what I am, a retained business and marketing consultant. This is a simple demonstration in the power of words.
Everyone, even your 4 year old, has a coach. When you hear someone say “my coach says” you probably cringe. When people say “I’ve retained a high level business and marketing consultant who says”, it carries a lot more weight. It sounds more formal and it’s not something most of us hear on a daily basis.
I’ve done the same for the word mastermind. I just can’t stand to be like everyone else. I like to be on the forefront. Matter of fact, that’s what my clients retain me for, to to help them stay ahead of the game. While they focus on their business, they can count on me to focus on finding solutions to the problems that come with running any business.
So, if I’m not using the term mastermind, what are we calling it? Since December 2014 we’ve referred to the Tribe as a Business Growth Forum or BGF for short. Think again here about the power of words. If everyone is in a mastermind but you belong to a business growth forum, it just sounds more formal and powerful.
There’s a reason I don’t dress in camouflage every day, it’s because I don’t want to blend in, I want to stick out. Creating the new wave of language is just one of the ways marketing allows me to do just that.
I’m not knocking masterminds, I’m just saying they are now the Michael Kors of internet marketing groups. I’m just doing my part to make sure my clients understand that nothing we do together is average or like anything else, I encourage you to send the same message to yours.
Why is it that every time one of us excels at sales, the higher ups always try to move us into management? It’s like being a really good Chef and then people telling you it’s time for you to learn how to farm.
It makes no sense. Or does it?
In order for people to move up the ladder in the corporate world, they have to replace themselves. This means, that if your boss wants to move up, he has to get someone to take his job replace him. If you’re the person who makes the boss the most money, they will try to move you first.
The employee mentality is strong here in America. We’ve been taught that management is our goal in regard to employment. That’s not how salespeople should think though. We are different. We don’t have the employee mindset. We are hunters.
In this podcast I’ll explain the strange phenomena of sales to management and I’ll give you some advice on whether you should move up or stay in sales. While most of us salesmen need to stay right where we are, there are a few of us who will do good in management.
After you listen to this entire episode, you can decide for yourself. Speaking of sales, if you want to increase your lead flow and closing ratios check out this free I made for you at www.bfadigital.com otherwise, enjoy the show.
Check Out Entrepreneur Podcasts at Blog Talk Radio with Ryan Stewman on BlogTalkRadio
Love us or hate us, everyone wishes they were a salesman. At the least, everyone wishes they could do better at selling. Truth is, most people don’t belong in our industry and that’s why it’s so fucked up.
It’s all the shitty employees, posing as salesmen, who think they can hop in the game and make a quick buck like the rest of us. The most common customer complaint about salesmen isn’t “he overcharged me” it’s “he didn’t know what in the hell he was doing.”
You can use the google and find a ton of articles about getting into sales and how to find what area of sales best fits your personality. Here’s a huge set of advice from a master salesman, if you have to think about getting in sales, you don’t belong. Salesmen just DO it, we don’t think about it.
While there may be a ton of resources to help you get into sales, I want to do us all a favor and give you the signs up front as to why you should NOT get into sales. After reading this, if you feel up to the challenge, you’ll do well.
Let’s cut to the chase here, sales ain’t for everybody. They say there’s an 80/20 rule, but it’s been my experience that it’s more like 95/5. Meaning that 95% of the people in sales either fail or are just barely making it. These are the same assholes who bitch about how they can never get ahead but are unwilling to do the work. “The leads are weak!” “Fuck you, you’re weak!”
One thing to add before I get into this is that if you consistently end up in the friend zone, just stop. Stop reading and move on. if you can’t close the opposite sex to like you, you ain’t gonna be able to close the general public. Now, with that out of the way…
The first sign that you’re not cut out for sales is if you think a lot. If you’re the quiet type who rarely has a quick witted reply for almost everything, you WILL struggle in handling objections from prospects. Salesmanship requires us to be able to quickly counter objections with positive rebuttals.
I’m not saying you must be a fast talker or sound like a southern baptist preacher, I’m just saying you’ve got to be able to speak and act quickly. If a prospect throws out an objection, or even a simple question and you sit there and think about it, with a stupid, deep thought, look on your face, they will throw you out of the office. You’ve got to reply immediately and show the prospect your confidence and competence.
The second sign that you’re not cut out for sales is if you can’t stand to go a few months without a paycheck. You gotta pay the cost if you’re gonna close like a boss. There are a few, but not many sales places that pay immediately. Meaning you usually have to build a pipeline, follow up with that pipeline, close that pipeline and prospect the whole time.
A sales cycle may be up to 6 months in some cases. Some folks get a good lick right off the bat, but most of us have a HUGE learning curve to catch up on. And an earning curve. If you live at home, now is the time to get into sales. Jump in while your bills are low and you have a savings. If you need to make money today, most sales jobs can’t help you.
The third sign you should run away from a sales job is if you hate meeting new people. If the thought of having lunch with a different stranger every day of the week scares the shit out of you, you’re not cut to fit in. if you’re scared to greet people as they walk up to you, you should just stick to whatever it is you do now.
You may think that your friends and family will buy from you, but in most cases you’re going to need to rely on strangers. Or as we call them in sales “prospects”. Chances are, your friends and family will be the last ones to buy from you and only after you’ve proved them wrong. Which brings me to number four,
The fourth sign you shouldn’t even apply for a sales job is if you’re not ready to listen to all of your friends and family try to crush your income goals. It may sound crazy now, but when you talk to your non sales friends and tell them how you either plan to make $20k a month or how you already are, they will become haters. It’s just how it is.
Once you buy your Lambo you will find out you gotta fight haters like Rambo. They will say you scam people. They will say you must be doing something shady. They will say it all and if you’re not ready to ignore it or defend it, you might as well quit now The ones closest to us are always the first to doubt us.
The fifth sign you shouldn’t even waste your time with even thinking about sales is if you can’t picture yourself rich. Making a lot of sales mainly comes from within. If you can’t picture yourself already making big money, you won’t be able to make big money.
I know people who make millions a year who are salesmen. Not CEOs, not Business Owners, just salesmen. In any profession it’s possible with enough prospects. You’ll never get there though if you don’t believe it can happen for you. One of the biggest traits in all salesmen is our dream is bigger than we are.
The sixth sign that you’re not made to close a sale is if you’re not coachable. The best sales people I know have mentors, consultants and bosses. You’re going to be told what to do by managers, CEOs, regulators and clients. If you can’t take direction with a grain of salt and implement it, you won’t make it.
You’ve got to open your mind to any new angles and possibilities that can help you get better at sales. You can’t learn sales from a book, you learn it from someone else and if you’re too good to take direction you can kindly find another industry now.
The seventh sign that you’re not cut out to close, is if you’re a giant pussy. Most salesmen and women are badasses. They are thick skinned people who are not afraid to take criticism and move on. In any sales job you can expect people to be assholes from time to time when you ask them for business. I’ve even had people complain on my facebook ads. It’s just going to happen. If you can’t deal with being picked on and rude to, you should run now. We don’t need you to go calling the suicide hotline on day one of the grind.
Prospects and the general public have a bad taste in their mouth for salesmen, it’s because many people think it’s quick money and fuck the reputation up. Because of this, you’re going to have to endure ridicule. If you’re not able to take it, you will eventually bury your head in the sand and quit.
Like I’ve said throughout this whole post, we need less people in sales and more professionals in sales. Most people aren’t cut out and if someone doesn’t belong why not place them in a job that better suits them instead of forcing them into sales.
Just because the dumb guy waiting on your table can say hello and is funny when he reads the menu off, doesn’t mean he’s going to be good in sales. Personality can only get you so far. A salesman needs personality, wits, sharpness, relentless hustle and ability to work for no gratitude and starve.
Sales is a tough job. We are on the front lines each day and if you can’t imagine trying to change the world around you, one sale at a time, you simply ain’t got it in you man. Share this if you’re a salesman.
Have you noticed a difference in the posts you’ve seen lately in your newsfeed? If you haven’t, you’re not paying close enough attention. Facebook’s algorithm is more intuitive than ever. With every post, like and comment from you, me and the other billion plus users, facebook’s software gets smarter.
The reason facebook’s software continues to gain intelligence about us at an alarming rate has nothing to do with big brother. It does however, have everything to do with spying on us. But in a good way.
Facebook is nothing more than a website. The most profitable way to monetize a website is by advertising on it. The more time users spend on the website, the more ads the website can show them, which means the more money they can charge advertisers.
On facebook today, the most common type of advertisement is CPM. CPM stands for cost per thousand, M represents the Roman Numeral 1000. For every 1000 times an ad is shown online, which happens in seconds in some cases, the advertiser is charged an amount determined by the average media by on facebook at the time.
In short, the more time you spend on facebook, the more ads they can push through your news feed, the more ad money they can charge, the happier Wall St is. You and I both know that Wall St is never happy though.
When facebook came to be a mainstream site in 2008 or so, it was one of only a few social media sites. Twitter was just catching steam and snapchat didn’t even exist yet. When instagram popped up, facebook quickly overpaid for it at the time. They saw the trend coming.
Before we knew it, Pinterest, snapchat, whatsapp, kix and a million other sites seemed to pop up overnight. All going head to head (so they think) with facebook for eyes and advertisers. Even google got in the game at one point with G+.
While facebook has a lot of competition now days, they still remain the undisputed champion of social media. People just use it differently than before and it serves different purposesdepending on the demographic.
Young people 30 and under, use facebook less than most. When they log onto facebook they are usually just checking messages or searching for someone. Teens and 20 somethings mainly use facebook as a sort of yellow pages of the internet.
The 31-50 age range uses facebook almost daily. Well, not all of them, but a large majority of them. Most of us in this age range started facebook when we were college age. We got on right in the beginning and have seen all the changes happen first hand. FB is our go-to social media preference. All of our friends and family are on there with us.
The 51+ is the fastest growing segment of facebook. This generation was too busy working to pay close attention to facebook when it launched. Now most of the people in this age range see facebook as a place to reconnect and catch up with old friends.
With age ranges from 16 to 75, facebook has a wide variety of people to sift through in order to keep them entertained. Also, if you think about it, with damn near two billion users it has a lot of content to sift through too. It never ends. I wouldn’t be surprised if facebook’s servers weren’t hidden in the frozen tundra to keep cool.
All these people posting on facebook and you want your posts to be the ones to show up in their newsfeeds? Don’t we all! Good luck with that. If you don’t get intentional, you will never be seen.
One sad thing about facebook is that if people don’t see you, they forget about you. How many times have you seen a post from someone you’ve been connected to that you used to engage with a lot, and you realized you’d completely forgot about them? Guess what? They’d forgot about you too.
With so many people on facebook, it doesn’t take much to get your attention and keep it. That’s exactly what facebook’s algorithm is set to do, keep your attention. And let me tell you, they are the best at it. You don’t own a website worth two hundred billion dollars that doesn’t employ the best in the world at doing what it needs to do – hold your attention.
Facebook’s algorithm used to be based on three parts: Time decay, weight and affinity. As recent as November of 2014, Facebook said their algorithm takes to account over 100,000 different aspects of each post and the people who would like to see it.
In other words; it’s really complicated.
If you haven’t been paying close attention you may not notice every little detail that facebook changes. If you’ve been using facebook for your business and you’ve noticed less people liking your posts, there’s a reason. You’re smart enough to figure out that if not enough people are liking it, then not enough people are seeing it. Facebook is hiding you from your friends!
I could keep writing this for hours trying to explain it to you, but instead what I’ve done is I’ve created a training on exactly how facebook’s new algorithm works and how you can use this knowledge to your benefit. The days of just posting random stuff on facebook and getting business and connections from it, are gone.
If you rely on facebook, organic or paid, traffic it’s time to adapt or die. The rate at which we process information is getting quicker. This means facebook will only get smarter and if you don’t stay up to date with how it works and the changes, you will be left behind.
To get this training for free, all you have to do is enter your name and email on the page that comes up when you click here or you can click this link and go there too.
Last thing, make sure you share this in your mastermind groups, with your co-workers and referral partners. Facebook works best when you are all on board together. You’ll learn why in this trainingClick Here For Training
Are you one of those people who just play on facebook, and occasionally get a lead or two from it, or do you intentionally treat social media like a prospector’s dream come true? You can learn all you need to learn about future clients through what I call “Social Reconnaissance”
Social Reconnaissance or SR for short, is the practice of doing social research on the people you intend to contact and prospect. These days, people pretty much put everything up on their walls. If you have a little finesse, you can use their posts to start and end powerful conversations.
The more hands you shake the more money you make. Right? So why not use the power of social media and SR to get in front of as many people as possible in the coolest and most efficient way?
In this video I’ll show and tell you EXACTLY how you can use the power of Social Reconnaissance to become the authority to your online sphere of influence.
Before you read any further, just know this is a HUGE SPOILER ALERT! I’m gonna give away the movie in this post, so if you haven’t seen it, don’t say I didn’t warn you.
So yesterday, my GF and I went to see this movie titled Unfinished Business. It’s a movie about three salesmen willing to do ANYTHING it takes to overcome. It’s supposed to be a comedy, but to salesmen like us, it’s not comedy, it’s more like Rocky.
Don’t get me wrong, the movie is funny as fuck. Vince Vaughn is always good in a type A personality role. The role he played in this movie fit him perfectly. The two moronic sales dudes that are with him, did a helluva job too.
It’s a good movie and I recommend you go see it since you are in sales. Don’t go see it for the comedic value though, go see it for the first hand lessons that ALL salesmen need to learn. There are so many sales lessons to be taken away from this film it’s unreal.
Allow me to break down each lesson, how it fit in with the movie and how it can affect your sales game for the better.
Lesson 1:Every Salesman Has Family Shit To Deal With
A lot of it is for comedic value, but Vince Vaughn’s character has a world of shit trying to keep him from closing his big deal. Family can be the biggest distraction you have. Doing what your family wants and not what needs to be done, can cost you a fortune in sales.
Vince’s kids are getting bullied, he owes school tuition, and his family keeps begging him to stop working and return home. He’s got more shit going bad with his wife and kids, in this two hour movie, than they did in the entire Brady Bunch series. That doesn’t stop VV and his team though.
Each time his family begs him to come home, he reframes their thinking and shows them how his eyes are on the prize, and theirs need to be too. Don’t we ALL face this? Long days, lots of travel and all the shit that goes along with our jobs, can make our families miss us and distract us.
Next time your family tries to distract you from your goal, tell them you love them and show them you love them by articulating why your goal is bigger than anything going on in the world right now. Also show them the benefits they will get once the big payoff comes.
Lesson 2:Sometimes You Have To Make Shit Happen In Person
Originally VV and his team set up a meeting in St. Louis, where they live. Once the competition starts to heat up between the other vendors, VV and the team start traveling, to personally meet the people they hope to be doing business with.
In the movie, VV repeatedly says “a phone call won’t work, I gotta have a handshake.” He knew the way the people he was prospecting worked. He knew they were the type of businessmen that needed to see shit in person. He made that happen. He even set up last minute tickets to another country to get the handshake.
The lesson here is, if it needs to be done in person to close, you go the distance no matter how far away it is. If your prospects prefer to be closed in person, you better show up. Close them how they want to be closed.
Lesson 3:You Don’t Need A Team Of Geniuses To Make Sales
I wanted to kill VV’s two selling sidekicks in the movie about 100 times in 2 hours! Mike Pancake killed me. He was slow as fuck, which made for good comedy, but as a business owner he frustrated the shit out of me.
As stupid as Pancake and the old man were, they were equally loyal. When VV said he needed them to hop on a plane to Germany they got on. When he needed them to spend their last dime to believe in him, they did. Loyalty can trump smarts AS LONG as you have loyalty in the right roles.
The lesson here is, assemble loyal employees and keep them in their element. If you can help them master the small things, their loyalty will allow you to master the BIG things. Smart people spin off and become your competition. Loyal people stay down as fuck and just wanna ride with you.
Lesson 4: Know How To BEST Use Your Leverage
When they are at the Folsom gay pride party and they see the big-dicked assistant, they didn’t blackmail him. First off, that wouldn’t work in Germany, but more importantly they tried to help him instead of hurt him.
In exchange for the help, the BDA made a bold move and went around the asshole VP and took them straight to the CEO. They made a friend on the inside and it paid off for them big time. They could have made an enemy by way of blackmail but they chose the other path.
The lesson here is, when you have information or leverage over someone you need to know what is best to do with it. Leverage can help or hurt you. Assess all angles before you potentially fuck up what you’ve got.
Lesson 5:Never Ever Ever Give Up
Holy fuck! It seemed like the world was against VV and his team. You know what though? They never quit. From glory holes to riots, these guys stuck in the game and took every “no” they got, until they finally got their “yes”
The family begs him to come home, his #1 competitor and arch enemy beat him to Germany and the VP is a total douche who doesn’t want to work with them, numbers or not. The team takes all this in stride and never overreacts. They calmly solve problems and move on. There’s no excitement just solutions to shit that happens.
The lesson here is, shit is gonna happen. Things are gonna distract you. People are gonna try to stop you from reaching your goals. None of that matters. Your job in sales is to solve problems and move on. Nothing more nothing less. Problems solvers close deals.
I recommend smoking a fat joint and watching Unfinished Business (if you’re into that kind of shit). You’ll love the movie and all the lessons it has in it. It reminds me a lot of Tommy Boy. Shit needed to be done and in the end it got handled.
All the distractions in the world couldn’t keep VV from closing the deal. Don’t let anything in the world keep you from closing deals.
Have you ever lost a deal due to an extenuating circumstance that was out of your control as an Agent? Of course you have! It’s part of the job. Truthfully, it’s the worst part of the job.
There’s nothing more damaging than an unclosed transaction. The client gets hurt, we lose money and it’s just an all around shitty situation. If you’re not careful, an unclosed transaction can send you back to the 9-5 workplace, and render your client homeless.
As an Agent, all the blame seems to find its way back to us. We develop the relationship with the client, we introduce them to our title reps, loan officers and inspectors. We negotiate on their behalf, and their situation is seemingly in our hands. At least it appears that way to the client.
Truth is, the majority of the control on a transaction is out of our hands.
Yes- we show clients homes.
Yes- we get a contract on the property negotiated for them
Yes- we spend more time one on one with the client than anyone else
Yes- we introduce them to our referral partners
There are a few other details we handle as Agents but that’s about it. We don’t control the money, liens, title, income or any of that stuff. We show them a home, get a firm price on the home and facilitate the transaction while the title and mortgage companies do their work.
We have no control over whether they can get a loan or not.
We have no control over whether they have tax liens or child support
We have no control over what the client wrote off on their taxes
We have no control over the price an appraiser comes back with
Even after the client knows all of this, they still seem to hold ONLY us, the Agent, accountable when deals go south. It can be frustrating. Here we are with no control over our client or vendors, yet we are taking the fault like we did it.
So who’s fault is it when shit goes south? Let’s explore this subject a little, shall we?
Our job is to figure out a selling price on a home that includes closing costs, fees, title policy and what ever state related costs are involved. We show the client what they stand to pay/make after these fees combines with our commission.
An experienced Agent will look on the MLS and find similar properties that have recently sold and compare those sold prices to the negotiated price of the client’s home. Most of us can get within a $1,000 or so of the price. For some reason the appraiser can manage to screw that all up.
One of the main things to screw up a closing, and cause everyone in the transaction heartache and pain is the Appraiser. Why appraisers do this I’ll never know. It’s like they wake up one day and say “you know what? No one is getting a house today.”
Appraisers have no accountability. They are protected by the HVCC act and cannot be scrutinized by lenders or agents. They are basically in the witness protection program, thanks to the Feds. They can’t be fired without massive paperwork [think switching insurance carriers] they get paid up front whether they hit value or not and half of them or more couldn’t put value on a stamp, let alone a home.
Next up on the list is the Loan Officer. Truthfully the LO has the most control in the process. We all know what power and control can do to a man. The LO is the guy with all the money and the people with the money, make the calls.
The LOs job is to review the financials of the client and advise them on what they can afford according to their income, assets and debt. The LO should have all the documents in the world on the client. LOs should know EXACTLY what they client can, and can’t do, when it comes to getting money to buy a home.
LOs always try to steal control of the client. They rarely accept blame for anything, even though they are the one person who clearly sees the whole picture from front to back.
Matter of fact, how many times have you heard the LO say this?
Statement before contract “Yes, I have all the documents and tax returns. They are qualified at $400,000″
Statement right before closing “No, they didn’t tell me they wrote off $20,000 last year on sex toys…”
Why in the hell don’t loan officers read ALL of the tax return before they go dulling out pre-qual letters like they are 9th grade stolen hall passes? You can get a bogus pre-qual from a shady LO almost as quick as you can get a vicodin script from a “pain management” clinic.
They always act shocked when it happens too. I imagine them with that same goofy face Tim Duncan makes when he gets called for a foul. Even when it’s Title’s fault (we’ll get to that in a minute) they still seem to never read anything.
The LO has a copy of the taxes, a copy of the title and a copy of the appraisal. Matter of fact, they are the ONLY person who FOR SURE has all three of these things and yet somehow they never seem to read them all the way through. It’s frustrating and it’s also why it’s so hard for us to find a good one.
Next up is the title company. The title company gets the deed from the county and is supposed to make sure there are no liens, judgments or obstructions on the title of the property.
Truth is, title insurance is a scam! I’ve never heard of a single title company in my life paying a claim. They NEVER take the blame and can be the biggest pain in the butt because they control our checks and the closing.
Title companies basically charge money to do a county google search. Whoever came up with this probably had good intentions, but these days there are so many fees and taxes involved, it’s often more in title fees than lender fees. Our clients pay money for nothing basically.
When things end up on title, the title rep seems to never call. Heaven forbid your client have a name like Smith or Jones. Title will make them sign affidavits for months making you promise you didn’t commit murder, tax fraud and every other crime anyone named Smith ever committed. “Title Companies= The most expensive search engines ever.”
Last but not least, let’s talk about clients. We all know the saying “buyer are liars” but that’s not usually the case. Think about it, the clients have all these advisors they are paying. Why in the world would they go into detail and learn about their taxes and such when they pay us for that?
Most people hire a CPA to do their taxes and whatever the number is, they pay or get it back. They pay the CPA so they don’t have to learn about taxes. They pay us Agents to find and negotiate them a house or to sell theirs. They pay the LO to get them a mortgage and they pay title for…well…nevermind, you get where I’m going.
So even though we like to blame the client, it’s rarely their fault. They are at the mercy of a lot of hands. They have almost no control over anything but who they choose to give control to.
I know that us Agents mess deals up too. Ego, price war, shunning and everything else can happen between two Agents even though it’s against our code of ethics. Not to mention foundation, inspectors, roofs and other home related issues that pop up.
The bottom line, there are a lot of hands in the cookie jar when it comes to buying and selling a home. As an Agent we have the least control. This leaves us vulnerable to losing clients for things we had no idea of until it was too late.
The lesson here is to be on top of and in control of your referral partners. Have them send you a copy of the title policy and YOU make sure there are no hiccups on it. Ask the LO to make sure there are no self employment exemptions or deductions on the tax return. Show up and meet the appraiser at the home and close him. The LO can’t talk to him but we Agents can. After putting it this way, if you lose a deal maybe it’s because you, the Agent weren’t on top of everything.
As an Agent we make a lot of money. Three to six percent of the price of a home adds up quick. Don’t you think that since we get paid the most, we should be the most knowledgeable about a transaction from front to back? Maybe it’s time we be the ones to take the power back, educate ourselves about the entire process, and be the person who double checks everyone so we’re able to protect our clients and earn our commission.
We can just blame everyone else. That’s the beauty of our job!
Are you one of those guys, like me, who when we don’t have cash in our accounts like we want, we get angry and mad at the world?
I know when I get low on funds I get mad at myself and I take it out on those around me. I first noticed this behavior in myself back in 2005. I had made a shit ton of money and had taken ALL that money and invested in more homes.
While waiting on the homes to sell, and the remodeling being done, I was living off ramen and water, while living in a $400k home. Virtually all my cash was wrapped up in deals and I was leveraged to the gills.
I remember yelling at my parents, my friends and even my girlfriend at the time. It was like I wanted everyone around me to feel the same pain I was feeling. That pain was the pain of being broke.
It’s not about the money though…
…Well not all of it anyway.
When you are broke you are shackled. You are not free. You can’t buy what you want, invest in what you want or even have what you need in some cases. It’s in man’s nature to be free and in control of his domain. When man can’t control his domain, he gets violent. I am a man.
It stems from caveman shit. If the caveman had food in his cave he didn’t have to struggle and scatter for food at any minute. The cave chicks liked the dudes with the most hunts stacked up. Eventually the caveman upgraded from wooden wheel, to a rock wheel and all the bitches loved him and the neighbors turned to haters.
In all seriousness, we are taught from a young age, as men, that money is what is important. The more we have of it the more important we are. When we don’t have it we get this subconscious feeling of self doubt that makes us feel less than others, which leads to anger, in most cases.
In my mind, the amount of money in my bank account is a direct reflection of the value I am delivering to the marketplace. If my funds are low, my self esteem gets low too because I feel like I’m not contributing in the way I should.
This makes me work even harder. That’s not the case with everyone though. Many people get low on funds and feel that same self pity but instead of driving to solve the problem, they play victim to it.
You can’t be a victim and winner at the same time. Even in sports, no one hates on second place, but if the winner got a bad call, unfair shake or whatever, the hate gets strong quick. For example, no one gave a fuck about the Patriots and their lip reading, UNTIL they started kicking everybody’s asses with the advantage they created.
If you’re one of the types where you get down on yourself and see yourself going into the spiral of being broke as fuck and hating life, and then staying there, I can give you some words of wisdom that you won’t hear from any motivational speaker.
Being broke is not a state of mind but you can break away from the pain of being broke with the power of your mind. Instead of giving up when your funds are low, work harder, do more and deliver above what you were doing that got you where you are.
When I had all my money tied up in the houses in 2005, I needed money bad. I bought an info product and learned a new way to assign contracts. The next day I made $2500 and so on and so on.
I got new information, acted on it and turned info into income. I could have just waited for the homes to be done, suffered the self loathe and laid low, but I didn’t. I got a new hustle. That hustle not only stopped me from being broke, it fueled more money to me to get more investments without being broke in the interim time.
No matter what anyone tells you, money is important. You can love it or hate it, but you gotta get it. If you don’t have it, you can’t blame anyone but yourself, which is why we get so down on ourselves. But you’re better than that, you just need to put the work in and quit attending the pity party.
Money gives us confidence. Funny thing is, confidence will also get you money. The problem is, when many of us don’t have money, we don’t have confidence. Here’s how to fix that. Be confident in your ability to get out of the situation and get money. Use that confidence to channel it into the confidence to sell what you need to sell in order to get paid.
The best salesmen have confidence to the point of ego and arrogance and the bank account to match. Is this a coincidence? No, it’s a direct result of their confidence attracting enough people to get where they are.
Remember that shame spiral we talked about a few paragraphs up? The exact opposite of that would be the confidence spiral. The more confident you are, the more money you make, the more confident you are.
Confidence is what separates a person in sales from a CLOSER.
Unless you are hiding under a rock, you know the biggest buzzword in marketing right now, is “funnel.” I firmly believe half the people using the word don’t even know what it means. I shit you not, 99% of the answers I see on threads in forums contain the word “funnel”
People say shit like “you need to fix your funnel” or “you gotta get a converting funnel” on a lot of the ads I see on facebook too. OH THE IRONY!!! People creating a funnel to teach people how to create a funnel…
…I’ve been in a half dozen “funnel” training programs or so over the last few years. ALL of them were just experts breaking down how they ran the ad that got me in the funnel and to pay them to teach me how they got me in the funnel and to pay them…. [sic]
In the end, I felt ripped off. It was almost like going to a magic show and the magician showing you how he did the trick, while making you feel like a dumbshit for falling for it in the first place.
After spending tens of thousands of dollars on “information” I just decided to take action, start creating my own stuff and seeing what worked. The funnels that worked, I used. The ones that didn’t work, I shut them down. This allowed me to do some pretty heavy research on what works and what doesn’t.
Now, I’m not an idiot, I know that different markets have different buying habits. I can only speak for what has worked [successfully] for me. To be clear I sell a very high end consulting service on a monthly retainer, like you would pay a lawyer or other trusted adviser. Also know that I am the highest paid (as far as I know) consultant in my field.
I say this to let you know that my funnel is not converting $7 tripwires with core offers. I cut the shit, get straight to the point and go for the big ticket up front. Shoppers don’t walk into Louis Vuitton and ask for Coach prices. They know LV is the best and willing to pay for it. My prospects feel the same way about me - worth the premium.
Over the last three years, I’ve created fancy, elaborate, funnels that failed and simple funnels that killed it. I’ve also done the opposite. But for every fancy funnel that failed, I have 10 simple ones that killed it.
Today, you’re about to learn how to knock off my simple funnel, and why this simple funnel is SO POWERFUL.
First off, allow me to explain what a funnel is and what purpose it serves for your business.
A funnel is internet marketer slang for a series of web pages that attract clients and eliminate window shoppers.
The idea is take in massive amounts of client info, in the form of opting in via name, email and or phone numbers, and turn as much of those leads containing the info, into paying customers. The funnel allows you to reach people far and wide, then sift them down, getting rid of tire kickers and rewarding people who become paying clients.
In order to knock off my funnel you will need the following:
As I promised, this funnel is super simple to duplicate and can be done in 4 easy steps. Now that you got your accounts all set up with the above mentioned vendors (not my affiliate links) we can get you started.
Step 1 - Create A sales Video
It’s no secret, that video is the best media to make a sale with. Since it’s inception, video has ruled people’s buying habits. Why else would it be so damned expensive to advertise on TV? Ad execs understand the power of video. Until recently only the commercial and hollywood types could create videos and get them out to the masses. Thanks to youtube and facebook, that shit has changed.
The ability to upload your own videos to the internet and then share them on social media leveled the playing field between fortune 500 companies and local business owners. The best part, social media video views get counted, TV views get averaged.
Video is a big deal in sales for a few reasons. The most important being AUTHORITY. Think about this; since you were a tiny baby, your parents probably sat you in front of a TV and told you who ever was on was important to you and or them.
From relying on the TV for your news and information, to watching TV characters becoming our heroes the people on video have always played an important role in influencing our lives.
Another thing you should consider; if public speaking is the #1 most common fear in people, video falls in that category. Most people are less afraid of sharks than they are getting on video. Even the pros who come to my events hate the video part. It’s tough to watch ourselves do stuff on video. Those of us who overcome the fear and get on camera, will lead the way of buying influence in the future.
My video criteria is pretty simple. They are always less than 5 minutes and follow a simple pattern. As a guy who has over 500k views on youtube and over 1 million on facebook, I think it’s safe to say I got this video process down.
Here’s the pattern - 15 second reframed into, 2-4 mins of killer content, strong call to action, pattern interrupt at the end. You can see EXACTLY what I’m talking about here on this Youtube Video
As you can see from that video, I just use the selfie stick and imovie to record the video and edit it. I made the intro and outro myself on my laptop. You can get similar shit done over at fiverr for $5-10 each.
Step 2 - Upload Your Sales Video To Your Facebook Biz page
What good is a killer video if no one sees it? Even if you don’t have a single fan on facebook, you don’t have to panic. When I get to step three I will explain exactly how I get my videos seen by thousands in a matter of hours.
After you’ve edited your video and added all your cool effects from imovie, you need to host the video in a spot you can send people to, relatively easy.
It’s also important to know that I’m not talking about posting a link to your video on your fanpage. I’m talking specifically about uploading the raw video file directly into facebook. Here is an example in case you are not familiar EXAMPLE
Facebook is aiming and gunning for youtube, and in the process, they are rewarding the shit out of us who are brave enough to get on video and allow facebook to distribute it.
You are more than welcome to upload the video to your personal page too. This process works for personal and fan pages but I prefer fan pages for the ability to run ads to the video (gonna be important to you in a minute)
Once you upload the video, the next step is to write the copy you plan on putting in the post to go along with it. At the end of that copy is where you want to drop the link to your wufoo form so you can get their information and store it and harass them on a later date.
It’s my belief and experience that you are using this process to make a series of small sales leading to a bigger sale, as opposed to the process of making just one big sell overall.
Let me explain -The copy you put in the post should sell the viewer into watching the video. The video should sell the viewer into clicking the wufoo link. The wufoo link should sell them on an appointment with you.
It’s after you have made the first few small sales on influence, you can gain familiarity with the prospect which makes it easier to close the final sale on the phone or via chat.
*There’s nothing wrong with uploading the video to youtube with the same copy and link. Might as well take advantage of the ease of duality.
Step 3 - Run Traffic to That Shit
You can sit around all day playing on facebook, hoping the right person will see your post or comment, or you can pay for facebook ads and go do whatever the fuck you want, and let facebook work for you.
I prefer paying for labor instead of doing it.
After I have my video uploaded to my fan page, I go over to the facebook ads manager and I run a promoted page post campaign. This allows my ads to get reach for me instead of me manually having to post my link or message it to prospects.
Paying facebook to do my dirty work also allows me to pick the most willing victims who will wholeheartedly take me up on my irresistible offers.
The reason I do a promoted page post is simple – it’s easy. I don’t have to spend hours creating all these fancy webpages, finding the right prospects or any of that. I just simply pick who I think would most like to see my stuff, from the targeting selection and roll.
On average I spend$100 a day on facebook ads when I have an active campaign going.
Remind you, I only need 8-12 clients a month. I’m not taking on massive amounts of sales at $97. My average ticket is $7500. Yes, $7500 average, from a shitty, homemade funnel that takes no web skills to make.
You can use the power editor and even youtube ads to run traffic too. I traditionally use them as well, but my main bread and butter comes from this simple facebook traffic method. I wake up, turn the ad on, collect the leads, call the leads and close them. BOOM!
Step 4 - Contact and CLOSE The Leads
You may think this is fucking pointless for me to say, but I’m gonna say it anyway. Leads aren’t any good if you don’t contact them and give them the opportunity to turn into clients.
I’m not even kidding you, most people are afraid of leads. Well, it’s actually worse than that; Most people are afraid of success.
Us self loathing salesmen will talk ourselves out of a sale faster than we can talk a prospect into a client. 99% of you reading this would be 10 Xs richer if you weren’t so damned hard on yourself. *Rant over*
Once you get the client on the phone, email or text, you still have to close them. If you’re video has done it’s job, they are already somewhat pre-closed. Remember, they are communicating with you because they showed interest.
At this point it’s also important to understand that they have invested a significant amount of time in getting to know you. They saw your ad, watched your video, filled out your form and arrived on schedule.
That’s a smoking hot lead my man!
You’ll never close them if you don’t contact them though. Some folks say call within the first 3 mins. I say nobody likes to be called. I prefer to text them and set up a time from there. In most cases my prospects can be closed via text and a phone call doesn’t take place until they pay.
As I said at the very beginning, it doesn’t take all sorts of fancy shit to make a good funnel. What it DOES take is you being good at what you do, knowledgable about your product and firm on your call to action. Cover those main bases and you should be good. If you got a problem from there, it’s either you or your targeted traffic. For this reason test, test, test.
If you’d like my help creating this funnel alongside of you, all you have to do is fill out the form below. I’ll be helping 8 people, next month, at my house, for three days, in down town Dallas Texas. If you’d like to be one of those 8 people, it starts with filling out the application.
I’ve got good news for all the ladies out there: chivalry is not dead! It may have been on life support in the last decade or so, but one man, named James Michael Sama, is on a mission to resurrect the art of being a gentleman.
That mission is highly successful so far. With over 1 million blog readers, and nearly 100,000 facebook fans, the message is getting out. And women are playing a large part in helping James spread his message.
One of the main reasons many men don’t act like gentlemen, is because it takes work to be chivalrous. Open doors, buying flowers and all the other stuff you should be doing for the special lady in your life, takes effort. Many dudes just don’t make the effort.
Why is making the effort worth it?
You’ve heard the saying “a happy wife is a happy life” or “if mamma ain’t happy, no one’s happy” right? You also know that if you aren’t keeping your woman happy, she will insure that you too share her misery. Trust me, none of us want that.
It’s also worth the effort because who wants to have an average relationship? That shit is boring. If you go out of your way to make her happy, chances are, she will go out of her way to please you to. You can’t lose.
Dating is a lot like anything else in life; you get out of it what you put into it. If you want to have an average life, do average shit. If you go above and beyond, your life and relationship will reflect the extra effort.
On this episode I was lucky enough to get one of my bribes to work on James Michael Sama.
Truth be told, I’ve been reading his shit for quite a while. Apparently so have millions of other guys and gals. The content he puts out consistently pushes the message of common sense, when it comes to being a good dude.
James is what we call a ‘”Triple Threat” he’s young, good looking and he’s a charmer. I’m sure the dude has full time security hired just to keep the groupies at bay.
James and I talk sales, internet marketing, women and how to be a good dude all in less than 45 mins. If you have a pair of balls between your legs, you don’t want to miss this episode.
Ever find yourself in a deep situation with someone, only to find out they are not who they claim to be? Sure you have. We all have at one point or another. It pisses us off, breaks our hearts and even causes damage to our egos. It sucks.
So you gotta ask yourself:What makes someone act fake?
Each person obviously has their own ulterior motives for doing what they do, but I’m going to break some of the shit people do, down to a psychological standpoint, so you can at least understand the ‘why’ behind people’s actions.
You see, when people think they spot someone they can bullshit, they will usually jump on the opportunity. We see people on facebook and other social media sites acting like they have perfect lives. Meanwhile, if we know them personally, we might know they have more problems than we can count.
We live in a society where we are too proud to ask for help. We tell our family and friends that “life’s good” just to avoid sharing our hardships and asking for help. The human ego is a helluva thing.
I read once, that 80 something percent of all bankruptcy cases could have been avoided if the petitioner would have just asked their friends, family or boss for a little help.
People are ashamed of their shortcomings. Because of this, people don’t like to talk about the bad parts in life. It’s been my experience, that life has a lot more downs than ups. Challenges lie around every corner. Yet most people only talk about the ‘ups’ publicly.
This causes people to build a “shell story”. A shell story is the story they tell themselves and others knowing it’s not the real story. In most cases they play the hero or victim in their story. Others either cheer them on or congratulate them.
In order to have heroes and victims, we’ve got to have a villain. How come no one admits to playing the villain role publicly? We all do villainous acts. It’s human nature. Lying, pushing the rules and all the other ‘villainous’ things we must do to survive.
Some people have told their shell story so many times, they actually believe it. The more you tell a story over and over. The more it changes and the more it becomes real. Think of how fast fake news gets spread on social media. People believe the story after so many shares.
The problem with a story, is that you have to remember all the parts. Fake people are the director of their own stories. If they don’t memorize their screenplay, they get caught up and challenged.
The problem with fake people, is that no one verifies or calls them out. We humans tend to avoid conflict and will talk behind someone’s back (more fakeness) before we confront them in person. Not me! But most people.
Fake people avoid real people because they don’t want to get called out. If you are real, have nothing to hide and act accordingly, the fake people will have nothing to hold on you.
If two fake people meet and swap stories, yet both know the story is bullshit, yet both pretend to go along with it, that’s some fake ass shit.
To get rid of fake people in your life, call them out. Also you gotta look at your story and throw the bullshit parts of it away. If you’re fake, the fake will come to you. Like attracts like. Same thing works if you’re real, real people come to you.
I made this video where I go into more detail about how to avoid fake people. This means avoiding fake friends, mates, clients, bosses, employees and every other type of relationship you can have.
In this episode I cover what I consider to be the 10 most important rules of selling. I not only give you the list, I also cover why each rule is so important and how you can implement the rule to up your closing ratio.
Most of my podcasts are 30 mins long, this one lasts an hour.
The 10 Most Important Rules of the Sales Game
1: Don’t talk too much
2: Learn the right questions [what made you decide to reach out? what's next?]
3: Find the root issue
4: Solve a real problem
5: Know your prospects needs [empathy]
6: Know your customer [perfect customer]
7: Know who you CAN’T help
8: Set expectations
9: Ask for referrals
10: Deliver what the fuck you said you were going to deliver
It’s easy for the consumer to sit back and complain about real estate agents and how they cost so much money, are lazy and all the usual go-to complaints they have.
While some of these complaints may have validity, it’s mostly the agents who should complain about the dumb moves consumers do to them.
In the 10 years I’ve been involved with the real estate community, I’ve seen some buyers and sellers do some boneheaded stuff. On the flip side, due to the professionalism in our industry, I rarely see agents complain about clients.
Well guess what? I’m going to enjoy the pleasure of complaining for you! Allow me to say the things you’d rather not. It’s kinda my thing to stir the pot a little.
Here’s my list of the TOP 5 things clients do to piss real estate agents off:
1: When a prospect doesn’t tell you they already have an agent until it’s too late
It’s Saturday morning and the phone rings. John Smith is on Zillow, looking for properties to buy and he saw the one you have listed. He’s calling you to get the details of the listing.
As any good agent would, you answer the phone and answer his questions. He goes on to tell you that he’s been looking for homes online for about 30 days now and is looking to buy a home soon.
You offer to meet him at the listing for a private showing. He agrees and sets a time with you for the walk through but when he arrives things change. After you show him the home, you tell him about the importance of buyer representation and how it works.
At that time he goes on to tell you he already signed one with ‘his’ agent but didn’t want to bother his agent on a Saturday…
…many of us have had this atrocity enacted on us. It sucks!
2: When sellers turn down perfect offers
You fought like a champ to get the Jones to list their home with you. They are way proud of their home and you told them their asking price was high, but you took the listing in “hopes” of selling it close to their price.
Flash forward and the home has been on the market for 60 days. You’ve suggested a price reduction but they ain’t trying to hear it. One Wednesday after work, you get an offer submitted to you via email.
The offer is full asking price with sellers paying title, warranty and a $500 warranty contract. You’re stoked! Finally, you got a decent offer that you can work with. You’re excited to take it to the sellers.
The sellers don’t see it that way. They see it as a few thousand dollars less than they were expecting to net. You go on to tell them about cost of staying in the home another month or two, that a couple grand is no big deal in the real estate world and every other trick you can pull out of your book
Their response: We’ll just wait until someone wants to buy our home for what we think it’s worth.
3: When you get an impatient signcaller
It’s 7pm on a Tuesday and your phone rings. Mike wants to know the details about 1212 Main St and you fill him in on the details.
He decides he likes what he hears and wants to take a look at the inside of the house. NOW!!! He tells you he’s out front of the home and can wait 5-10 mins there for you to meet him.
Meanwhile, you’re on the other side of town, sitting down to dinner with your family talking about the day’s events. You reluctantly decide to agree and to drive over and show him the property.
When you arrive he’s no longer there. You call and say “hey Mike it’s me are you ready to see the home?’ he then goes on to reply “I got tired of waiting and decided to go home. I’ll call you back tomorrow and we can look at it then.”
Some people are just evil…
4: When clients charge up credit cards before closing on a home purchase
It’s that time of the contract -Closing Day! You’re excited, the buyers are excited, the sellers are excited, hell, everyone is excited.
Unbeknownst to you, your buyers were a little too excited a few days ago. They went out and got credit lines for about $10,000 in new furniture for their sweet new pad. They never mentioned it to you and it never came up. Same thing for their LO.
About an hour before the closing, you get a call from your favorite loan officer. He tells you that underwriting did their last minute due diligence and the clients have an extra $10,000 in debt they didn’t have a week ago. This throws the whole transaction off and stalls or even cancels the closing.
Maybe that furniture will look good in storage or in the back of a U-Haul…
5: Misleading pictures on MLS
The Johnsons call you. They are excited as can be. They were up last night and found a new listing with the sized backyard they have been looking for. They want to see it today and if all goes accordingly, make a full price offer tonight.
You call the listing agent and ask if there is anything you need to know about the property. She tells you it’s in great shape and your buyers will love it.
You meet the Johnsons at the property. Everyone pulls up out front and they are excited to see the big backyard where their kids and dogs will spend their future years playing together.
When the back door opens and they see the yard, it’s 1/2 the size it looked in the MLS pictures. Matter of fact, it’s apparent the listing agent used a wide angle lens to make the yard appear bigger than it is.
The Johnsons are upset and you wasted time on an optical illusion…
Any agent with time under their belt has been in one or more of these instances. They always make for good lessons learned. They also teach wise agents to ask the right questions up front.
I’m sure I could make this list go all the way up to a million but I think these 5 are big enough to make the impact I was trying to make. Share this on social media to help bring consumer awareness. Maybe we can cut down on some of these frustrating issues.
In the meantime, if you should run into any of these instances in the future, take a deep breath and remember to Keep Calm You’re An Agent.
Let’s face the facts. You’re gonna pay the price in one way or another when it comes to those new year resolutions you just made a few weeks ago. One way or another, you are gonna pay for what you resolved to do.
Allow me to walk you through the cost of making and breaking a new year’s resolution. I’m not talking monetary costs this time. Even though, we will both agree there is a monetary cost involved in what I’m about to elaborate on.
Let’s say you made the resolution to workout and lose weight this year. Most likely you made some bland resolution in your head that you didn’t even write down. You probably said “I’ll exercise more this year.” or some general statement similar to it.
Whether in writing or not, you have just psychologically made a pact with yourself to exercise more. You may not think of it this way but your subconscious and your brain just made an agreement to take action together.
The subconscious knows how this works. So to protect itself, it won’t let you make a promise to your brain that you can’t easily back out of if you want or need to. That’s why so many people use bland, general resolutions instead of specific, factual resolutions which are written down.
Like any other new partnership, the brain and the subconscious work together to take action. The first few days or even weeks you exercise 4 times a week. The brain and subconscious feel good about their new found relationship.
Then one day you are tired. You may have worked late, had too long of a happy hour or whatever, the bottom line is you’re too tired that week to hit the gym 4 days so you hit it only twice.
Your brain gives some sort of BS excuse to your sub as to why it only made it twice this week. You say something like this to yourself “I was tired this week. I worked hard. At least I made it twice, maybe two times is enough.”
Because we do not like to struggle internally, aka schizophrenia, our brain and our sub will come to an agreement and settle on “two days a week is good”
You just cut your time in the gym in half. This gives you less aerobic euphoria and allows you to eat a few extra items each week to fill the void. Your brain is getting pissed that your sub is letting this happen but it’s forced to agree and deal with it.
One week, you’ve had enough. You’re tired of being sore, you’re hungry, you got work to do or some lame shit you come up with, and you quit. You just don’t go to the gym that week.
The next week comes around and you do the same. The further from the last time you went to the gym, the easier it is to ignore it and act like it didn’t happen.
Your brain tries to convince the sub “Hey man, we said we were gonna exercise more in 2015, we did. We worked out 21 times in 2015, we worked out 12 times in 2014 and the year is not over yet.” they have no choice but to come to an agreement and let you quit.
Now, the pact has been broken. The sub and the brain both know this. One or the other may be convinced that the quit was warranted but the other one knows it is out of sloth and greed that you quit. This causes self resent.
Self resent is no joke. Without the good feeling from the gym, your body will look for other rewards, like food for example. With self resent, your sub allows your brain to make poor decisions which could hurt your body long term. This is the subs way of showing anger to the brain for allowing the quit.
This could translate over into any area of your life you made resolutions in. Work, home, finance or and everything else you could come up with. To keep it congruent here, we will stick with exercise as the example.
Now, let’s talk about the opposite end of this spectrum. I told you in the first paragraph that you’re gonna pay one way or another. In the example above, you pay by self resent. In this example you will pay in mind control.
Let’s say you keep that resolution. It’s June, and you’ve hit the gym every week at least 4 times a week no matter what. Your sub and brain are in 100% harmony and all cylinders are firing.
Not to mention, the fact that your body has changed shape and you look and feel much better. Externally, everything is falling into place.
Your brain will fight you to stay comfortable. At first, you had to really work hard to get the sub to win and keep you in the gym, but after time, you’ve managed to create a winning strategy that you implement each day.
Each day, when it is time to go exercise, the brain comes up with a reason not to go. Every time you’ve ignored that reason, you overcome the brain. The brain doesn’t get offended it has no choice but to agree.
Each time you win and end up exercising, the brain is learning to be compliant to your needs. This allows you to control the brain in other areas. Basically I’m saying you are achieving self mind control.
However, let’s talk about the sacrifices. In order to spend time exercising, you must take time away from some activity you used to do to fill that time. The time doesn’t go away, it’s still there. You just have a different occupance in that time.
Your body is sore, you stay hungry and you stay tired. But on the flip side, you’re putting in your time, escaping self resent, mastering self mind control, and keeping your body healthy.
Both of these paths have costs associated with them. Obviously the costs of the second example are worth the ROI. The costs on the first example could be as bad as an early death and daily resent for who you are.
We take little things like new year resolutions lightly, but we don’t usually think of the real ramifications and harm done when they are not followed through on.
In this example, I told you about only one year. Imagine the damage or advantage you would get from these examples year after year.
My advice on new year resolutions is to call them goals, write them down in a very specific manner you can follow, and then follow what you write to a T. This makes the agreement between the sub and brain undeniable.
Before you make any goals or resolutions, consider the damage of not accomplishing what you set out to accomplish. Think of the worst case scenario and use that as momentum and the excuse NOT to quit.
I grew up on a farm in Texas. When I was young, I would go fishing almost every day. I pretty much used the same bait in the same pond all the time. I’m not one to eat fish, so I would always catch and release.
Often times, it seems like I would catch the same fish, over and over. It makes sense. The same dumb fish keeps falling for the same bait again and again. Or, maybe it wasn’t the fish that was dumb and maybe it was the fisherman who was dumb.
Think about it. This fish obviously loved the bait I used. He probably knew I was going to throw him back, after the first few times I caught him. He probably also knew I was coming back almost every day with more. Come to think about it, this fish was probably a she more than a he lol.
Due to the fish wanting to be fed he was willing to take a hook to the mouth. Well, I shouldn’t be so quick to speak. For all I know the fish is into weird sexual shit with other fish that involved hooks and being drug by the lip. Could have been win win for him IDK.
The lesson to be learned from this story is this:
It was insane of me to keep going to the same pond, at the same time, with the same bait and expecting to catch different fish. I was not only a creature of habit, I had created a habit for another creature.
Flash forward 28 years and I’m on facebook today noticing a trend. For the last year I’ve noticed the same people liking my posts over and over. I’ve got 5,000+ friends but the same 50 or so like and comment on almost all my statuses. Every now and then, I get one to hit 200+ but usually it’s the same 50 suspects.
Now don’t get me wrong. I’m very appreciative for these 50 people. I’ve worked hard for the last few years to develop the relationship I have with them. But, out of 5,000 friends, that’s only 1% of the people I’m connected to. What about the other 99?
One thing is for sure, I’m an elitist. I like to hang only with the 1%, so it makes sense that only 1% of my connections interact. At the same time though, I DO want to connect and get to know the others.
I read an article that said the human mind can only logically maintain 47 friends. This article explained that any more than 47 relationships and we will self destruct the ones we don’t need in order to regress back to 47. It’s an upper level issue in everyone’s mind.
Facebook’s edgerank system knows this “rule of 47″ and keeps your connections at bay accordingly. Even if you get 500 likes on your posts, you will only see about 47 different stories in your news feed. I call this “the familiarity process”
The Familiarity Process is facebook forcing you to only interact with the same 47 people/pages. You have to really work outside of these connections and as you do, facebook will replace the old with the new.
Now back to that fishing story…
The other day I was scrolling my newsfeed and seeing the same people over and over. It reminded me of catching that same fish over and over. I see many of the same people, going to the same events or buying/promoting shit from the same sources.
I thought to myself “Ryan, what’s the next thing to get on and expand your audience?” and it hit me! The ONLY way I’m going to expand my audience is to go fishing outside the proverbial pond I keep fishing in.
If the same people who are potentially buying my shit are buying all the other people’s shit, aren’t we just recycling shit? If they are buying the same shit I am, shouldn’t I sell new people my shit? Facebook’s newsfeed gives the appearance of a small pond, but it’s really only a bay in the ocean.
This doesn’t mean I’m leaving facebook. What it does mean is that I’m shying away from the news feed. If the newsfeed will only supply me with roughly 47 people, I’m going to spend my time in groups which contain thousands of people.
Facebook group posts are the new newsfeed!
Think about it, if I keep going to the same pond [newsfeed] with the same bait [offer] then I have no warrant to complain about catching the same fish [prospects]. It’s my job to move to a new pond and expand my sales angling.
Even in the real world you can find yourself going to the same events, with the same people and yielding the same results. We find ourselves encompassed in our own little ponds.
As the new year approaches and you are looking to grow your business, I encourage you to search for a new pond. Especially if you have mastered the fish in the pond you currently fish. If you’d like my help finding new fish, I can show you to a new pond and the right bait as well.
Fill out the form below to get more info on how I can help you broaden your fishing [marketing] perspective.
Ever notice Wal Mart has brick and mortar stores as well as a website? Both of these outlets sell the same items but they serve two very different audiences. There’s a lesson to be learned from this so stick with me.
These days, when I’m on sales calls, I hear guys say “I’m good on the phones” or “I’m a Closer once I get face to face with someone.” It pains me to even hear them say it.
When you are in the prospecting process, you are actually making several sales. Let’s break it down real quickly here:
Sale #1: Get them to look at your shit
Sale #2: Get them interested in your shit
Sale #3: Get them to contact you to buy your shit
Sale #4: Sell them your shit
Now that you have the steps, let me give you an example.
First thing you have to do is advertise somewhere. So let’s say you make a video. The first sale is to get them to look at that video. The second sale is to get them to actually watch the video and hear it’s message. The third sale is the call to action in the video. The fourth sale is when you close them on the phone, in person, on chat or whatever.
Now that you understand, selling is not one gigantic sale, but a series of smaller sales adding up the final close, let me share a mistake 99% of sales guys are making in today’s market.
Most of you guys are fucking up sale #3 and don’t even realize it. You’re too busy trying to get online prospects to meet you in person, or too busy trying to get people who email you to get on the phone. If you blow sale #3, there is no possible way to close on sale #4.
For the same reason Wal Mart has stores and a website, you should sell where people want to buy from.
If your prospects send you texts, chats or emails, you better learn to sell with your fingers. There’s way too many salesmen that come from the old school, who are forcing prospects onto communication platforms that they are not the most comfortable on. We ALL know we need to make prospects comfortable with us in order for them to buy from us.
Wal Mart knows some people prefer to shop online. When these people buy online, Wal Mart does not call them or show up at their house, they email them. They understand the prospect is comfortable online, so they keep the sale there. There’s no denying what Wal Mart does works.
According to AT&T in 2012, 86% of all phone calls in 2011 went unanswered. The #1 preferred way to communicate is text. If you are trying to sell people by phone, just know 86% of your time will be wasted.
If someone emails you, don’t set a time for a call. Learn to let your fingers sell for you. If you’re going to be in sales for long, you better learn to write. It’s the future of sales.
Matter of fact, once you become an effective salesman through writing, you can dominate in person or on the phone.
The best part about selling through text, email or chat is that you don’t have to instant reply to fill the silence. When you are on the phone or face to face, you job is to have a quick response and keep the conversation going.
Selling through writing slows the conversation down, and allows you to think more about your responses. It allows you to control the pace and double check to make sure what you are saying is going to affect the prospect.
The bottom line: Learn to write!
I’d be willing to bet you lose a lot of closes due to fucking up sale #3.
The people you should be prospecting are most likely busy. The phone and especially meeting face to face, take up a lot of their time. Respect them, their time and the platform, and you will find yourself making more closes by default.
If you’d like my help on becoming more effective with your fingers, fill out the form below. [see what I did there?] If you want to get on the phone cool, if you want to text cool, if you want to chat cool, I got all platforms covered and I can help you do the same!