I used to think I had to hate my competition. I looked at every market I entered as me vs them. That stinking thinking has costs me millions of dollars. Yeah I said it. Most people won’t tell you the areas they failed because they’re too busy talking about how awesome they are. Not here. You get the facts only from me. It ain’t always rainbows and sunshine in Closerland.

My ignorance, arrogance and hardheadedness have killed income I could have used to further push my business agenda. I’ve talked shit, trolled, and berated some of my competitors. I’ve always had a burn the bridges mentality. I’ve always felt like I need to force myself to work. Going straight at my competitors has forced me to outwork them. 

Your competition can easily become your biggest lead source.

I’m a hardhead who’s always done the hardwork to make my place. I don’t know why I tend to do it that way, maybe it’s my alpha warrior personality type. Either way it’s a dumbsh!t way to do business. I’m telling you now, it’s easier and more profitable to work with your competitors than compete with them.

A few years back I was listening to some guy at a real estate event talk about broker to broker selling. He said “Do you know who an agent’s best client is? Another agent. You do not compete with each other, you collaborate” It made complete sense to me. If an Agent has a listing, another agent brings the buyer and vice versa. The same principle applies in your business too.

It takes an abundance mentality to do business this way

I trade referrals these days with many of my would be competitors. They send me clients and vice versa. These guys and gals all teach similar stuff to me. They all look for clients in the same industry too. The reason we collaborate instead of compete is simple. We know EXACTLY who we want to work with.

Knowing exactly who it is you can help, allows you to get clear on exactly who you can’t help. Every business has prospects they can’t help. Often times when company A can’t help someone, company B can. These two could trade business and profitably serve the public in a major way. 

I’ve got 3 or 4 other sales trainers who I send prospects to. They send me the type of person I’m looking for as well. We are all clear on who we want to help. If they don’t fit my programs I send them to a competitor who CAN help them. Then I ask for referrals. 

Instead of us thinking small and scrambling for every lead we get, we think big, on the level of serving the community not closing sales. This allows us to get the right help for the right people. Think about Doctors. Doctors refer each other all the time. Even to the point of referring you to a competitor for a second opinion. They ALL still make money and they ALL serve the community as a whole not just themselves. 

Collectively serving the entire community will allow you to gain more referrals and close more sales.

The way to convert your competition into your biggest lead source is to lead them. Next time you have a prospect that’s not a fit for you but a good fit for the competition, call them up. Call the competing company and offer them the lead. Explain to them that from time to time this happens and you’d like to trust them to take good care of your people. 

After they close the lead you send hit them up and let them know what it is that you sell and what you look for in a prospect. Most of the time they will be more than happy to strike up a relationship with you. Just be sure they treat your prospects as good as you treat theirs. Explain what you expect and get all that out of the way up front. 

I learned that I’m not for everyone, early on in my career. Prospects looking for a feel good message will hate me. If they are looking for a guy in a suit who goes to church on Sundays, they won’t like me. There’s plenty of sales trainers out there who are clean cut, suit wearing, God fearing Christians. I’d rather refer my prospects to one of those type of sales trainers than leave my prospects hanging. 

Meanwhile if prospects are looking for a brutal truth telling, cuss like a sailor, tattooed, real ass person to get real with them, I’m their guy. Both type of prospects exist. Those that buy from one, may not buy from the other. Why not collaborate and sell what you can to both? Turn every lead into something. 

Instead of bashing, hating and fighting your competitors, simply collaborate with them, serve the entire community and close more sales. It’s that easy. Don’t do what I did and miss out on millions due to ego. If I could go back, I’d make amends with a lot of people I started sh!t with. 

I didn’t know there was a better, easier way to get leads from my competitors

I thought that in order for me to get leads from the competition, I had to advertise where they did and target their followers. When all along we could have ALL been growing, serving ONLY who we serve with best results. I”ll never make that mistake again and I’d warn you against it as well. 

If you’re ready to implement a sales system that allows you to have seemingly casual, yet powerful sales conversations that lead to closing 3 out of 5 inbound sales calls I got you. My program www.inboundleadcloser.com will give you the tools and sales system you need in order to assist you in closing more sales.

Lastly, if you’d like to know more about my programs and products, in order to purchase the right one for you, simply fill out the form below and we will be in touch. All I ask is that you come ready to invest and not waste our time. We have a lot of people to help and we want to help those who are ready, first.