Podcasts about close deals

Why You're Struggling to Close Deals in Business

Increase Close Rates with consistent, professional in-home sales presentations for home improvement and home services businesses, and Dean Curtis of Ingage shares the principles and tools that help small operators win more deals at the kitchen table. Show Notes Page: https://www.thehowofbusiness.com/619-dean-curtis-presentarions-close-deals/ SPECIAL OFFER: 10% OFF the Ingage Pro when you use the code "HOWOFBUSINESS". For home services businesses, the sale is often won or lost at the customer's kitchen table and Dean Curtis, CEO of Ingage, joins the show to explain how a more consistent, professional in-home presentation can dramatically improve close rates, with client case studies to back it up. If you sell at the customer's home (roofing, windows, doors, siding, gutters, baths, etc.) then you're trying to convince a homeowner that you're the right person to solve their problem, and that process is highly educational. Too often the materials salespeople bring to present are off-brand, out of order, and different for every salesperson. That inconsistency costs deals. When the content is consistent, on-brand, and matched to a proven sales process, close rates go up. In this episode of The How of Business, Henry Lopez is joined by Dean Curtis to explore why consistency, trust, and preparation drive home services sales and how the right content levels the playing field so even a one-person shop can look and perform like a 100-person company. The discussion opens on consistency. In the replacement remodeling market, the same products are sold over and over, the objections are common, and the more consistent a rep's approach, the higher they close. But consistent doesn't mean rigid. Dean uses a bingo-board analogy to explain why the best sales reps move dynamically to answer whatever the customer raises. As he puts it, borrowing from Mike Tyson: "everyone has a plan until they get punched in the face." From there the conversation turns to trust, which Dean breaks into three drivers: brand (a homeowner judges you within a fraction of a second), personalization (put the customer's own house and name on the first screen), and education (be the guide who makes the homeowner the hero). "No one cares what you can sell, what you can install if they don't trust you," Dean explains. Dean then shares what separates the teams that win: they train, they practice, and they coach. They don't hand sales teams content and wish them luck. Instead, they build a feedback loop, using analytics to see what's working and coaching reps without it feeling like Big Brother. He also cautions that content is a tool inside the conversation, not a replacement for it. The episode closes with two grounding reminders for any small business owner: do the same thing every time so you can actually learn what works, and remember that technology is never a silver bullet — start with the problem, not the shiny object. Or as Dean sums up trust: little deposits in the trust bank go a long way. This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

In this episode of The Capital Raiser Show, Richard C. Wilson sits down with Sahil Nandwani of Calafia Group for a tactical conversation on what it actually takes to get meetings with the most valuable investor types - and then move those conversations from interesting to funded. Sahil shares the mechanics from the investor side: what he looks for in a capital raiser before taking a meeting, what follow-up strategies work, and how the best capital raisers create urgency without desperation. Topics covered: - How to get meetings with serious family office investors - What Sahil looks for in a capital raiser before agreeing to meet - What moves a conversation from interesting to a completed deal - Follow-up timing and strategy that works with sophisticated investors - How to use short-form communication tools to close gaps faster - Creating urgency without sounding desperate - What the best capital raisers do differently in the first conversation The Capital Raiser Show brings together family offices, billionaires, and elite capital allocators to discuss capital raising, investing, and strategic growth. Subscribe for more interviews with top investors, founders, and family offices.

In this episode of the HVAC Know It All Business Edition Podcast, co-hosts Gary McCreadie and Furman Haynes from WorkHero sit down with Samir Pendse, Co-founder & CEO at Coral. He shares how Coral simplifies that process by guaranteeing rebates upfront, connecting homeowners with the best financing options, and helping contractors close more deals without adding administrative burden. The conversation also explores financing for repairs, contractor operations, working capital challenges, and how evolving government rebate programs are shaping the future of the HVAC industry. Coral is a platform that helps HVAC contractors simplify rebate management and financing for energy-efficient home upgrades. By combining guaranteed upfront rebates with low-cost financing options, Coral enables contractors to improve close rates, streamline operations, and make high-efficiency systems more affordable for homeowners.   Expect To Learn: How upfront rebates improve homeowner affordability and contractor sales. Why financing has become essential for modern HVAC replacements. The operational challenges contractors face when managing rebate programs. How rebate complexity impacts sales, marketing, and back-office workflows. The importance of working capital when contractors float rebate payments. Why repair financing represents a major untapped opportunity. What upcoming government rebate programs mean for HVAC contractors.   Timestamps: 00:00 – Introduction 01:12 – The Affordability Challenge Behind Heat Pumps and Energy Upgrades 01:54 – Can Financing Help Homeowners Cover Costly HVAC Repairs? 03:37 – Why Repair Financing Matters Just as Much as System Replacement 06:34 – How Contractors Can Use Rebates as a Competitive Advantage 08:11 – Creating More Confidence at the Kitchen Table with Guaranteed Rebates 09:34 – Understanding How HVAC Rebate Programs Work 12:03 – Should Contractors Lead Every Sales Conversation with Financing? 13:59 – Building Contractor Operations Around Rebate Programs 16:21 – The Working Capital Challenge of Waiting for Rebate Payments 17:09 – What the Latest Federal Rebate Guidance Means for HVAC Contractors   Follow our Guest Samir Pendse: LinkedIn: https://www.linkedin.com/in/samirpendse/  Company LinkedIn: https://www.linkedin.com/company/startcoral/ Company Website: https://www.startcoral.com/    Follow Gary McCreadie: LinkedIn: https://www.linkedin.com/in/gary-mccreadie-38217a77/  Website: https://www.hvacknowitall.com  Facebook: https://www.facebook.com/people/HVAC-Know-It-All-2/61569643061429/  Instagram: https://www.instagram.com/hvacknowitall1/    Follow Furman Haynes:  LinkedIn: https://www.linkedin.com/in/furmanhaynes/  WorkHero: https://www.linkedin.com/company/workherohvac/  Instagram: https://www.instagram.com/workhero__/  

Are you a senior executive or elite corporate leader who thinks achieving true career optionality means you are forced to quit the corporate game you actually enjoy?   In this highly unique guest conversation, host Billy Keels sits down with Chad Greenlee, a partner at Creative Planning and one of the very first members to go through what is known today as the Executive Edge Advisory Program. Chad pulls back the curtain on why typical "popular opinions" regarding financial independence are flawed, sharing how a midnight flight unlock forced him to ditch cookie-cutter definitions of work-life balance and build a customized "ideal day" model. Discover how Chad utilized ghostwriting, marketing, and copywriting skills honed in his side venture to build a multi-million dollar intern pipeline for his employer, land a massive promotion to Vice President of Sales after seven previous rejections, and confidently master his career on his own timeline.  

A brochure anyone can read out loud is not a sales asset, it is a crutch. In this episode of Content Amplified, Jason Gwilliam returns to explain why the conversation closes the deal and content exists to back it up. Jason walks through the "scrub sink story," the 30 seconds outside an operating room where a rep has to land three points and then leave something behind. He explains the difference between a rep who is comfortable and a rep who is ready, why he sends people back out the door if they cannot answer the how, the why, and the what from Simon Sinek's Start with Why, and how the 10,000 hour rule from Malcolm Gladwell's Outliers shows up in sales the same way it shows up in film study and rehearsal. He also gets specific about AI as game film: what he learned running video coaching back in 2018, how to program a tool to measure cadence and filler words, and why coaching only works when weakness is not punished. Listen if your team has plenty of collateral and still loses the room.About JasonJason Gwilliam has spent 21 years in the healthcare and medical device space and has been a sales enablement practitioner and architect since 2008. He has sold for large companies including Philips, Abbott, and Siemens, and he makes the point that real enablement in med tech requires carrying a bag yourself so you understand what the field actually faces. He lives in King of Prussia, outside Philadelphia, and writes a notebook series on LinkedIn built around one idea: selling in 2005 is not the same as selling in 2026. This is his second appearance on the show.Show NotesConnect with Jason on LinkedIn: https://www.linkedin.com/in/jgwilliam1974/Start with Why by Simon SinekOutliers by Malcolm Gladwell (the 10,000 hour rule)"The Art of the Elevator Pitch," Harvard Business ReviewThe Challenger Sale research on what customers want: insight and differentiationText us what you think about this episode!

What does it take to lead sales for some of the biggest stadiums, sports franchises, and entertainment venues in the world? In this episode of Against the Sales Odds, Lance Tyson sits down with Colin Cook, Executive Vice President of Sales at Legends Global, to explore the leadership principles that have shaped his journey—from serving as an Army officer to leading a global sales organization of more than 350 professionals. Colin shares the story behind Legends' work on iconic venues like SoFi Stadium, Mercedes-Benz Stadium, Allegiant Stadium, and the new Buffalo Bills stadium, while offering practical lessons on consultative selling, building resilient teams, and leading through disruption. Together, they discuss: Colin's unconventional path from the military to sports salesHow Legends creates world-class fan and client experiencesLeading major stadium projects through the uncertainty of COVID-19Why transparency, empathy, and adaptability are essential leadership skillsHow buyer expectations are changing across generationsThe mindset every young sales professional should develop to succeed Whether you're leading a sales team, managing change, or looking to elevate your leadership game, this conversation is packed with real-world insights from one of the most respected leaders in sports business.

.Nobody in the history of sales has ever been won over by a "just checking in" email, so if that's still your follow-up strategy, it's time to change it..

Grab the King Closer Blueprint: My Step by Step Sales Process for closing over 2,000 deals (Only $27): https://www.titaniumu.com/blueprintWant to work directly with me to close more deals? Go Here: https://www.titaniumu.comWant the Closer's Formula sales process I've used to close 2,000+ deals (FREE) Go Here: https://www.kingclosersformula.com/closeIf you're new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you're looking to close more deals - at higher assignments - anywhere in the country… You're in the right place.Who is Titanium Investments and What Have We Accomplished?Over 10 years in the real estate investing businessClosed deals in all 50 states​Owned rentals in 12 states​Flipped houses in 11 states​Closed on over 2,000 properties​125 contracts in 50 days (all live on YouTube)​Back to back Closers Olympics ChampionTrained thousands of wholesalers to close more deals_________________________________With over 4,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!    https://www.youtube.com/@RJBatesIII_________________________________RESOURCES FOR YOU:If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com(FREE) If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/closeGrab Titanium Profits: Our exact system we use to comp and underwrite deals in only 4 minutes. (Only $99) https://www.kingclosersformula.com/titaniumprofitsSupport the show

Grab the King Closer Blueprint: My Step by Step Sales Process for closing over 2,000 deals (Only $27): https://www.titaniumu.com/blueprintWant to work directly with me to close more deals? Go Here: https://www.titaniumu.comWant the Closer's Formula sales process I've used to close 2,000+ deals (FREE) Go Here: https://www.kingclosersformula.com/closeIf you're new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you're looking to close more deals - at higher assignments - anywhere in the country… You're in the right place.Who is Titanium Investments and What Have We Accomplished?Over 10 years in the real estate investing businessClosed deals in all 50 states​Owned rentals in 12 states​Flipped houses in 11 states​Closed on over 2,000 properties​125 contracts in 50 days (all live on YouTube)​Back to back Closers Olympics ChampionTrained thousands of wholesalers to close more deals_________________________________With over 4,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!    https://www.youtube.com/@RJBatesIII_________________________________RESOURCES FOR YOU:If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com(FREE) If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/closeGrab Titanium Profits: Our exact system we use to comp and underwrite deals in only 4 minutes. (Only $99) https://www.kingclosersformula.com/titaniumprofitsSupport the show

Send us Fan MailMost property deals aren't lost because your spreadsheet is wrong, they're lost because your words are. Mark Fitzgerald shares a live coaching session from his Education to Action community and breaks down how he talks to landlords, vendors, and agents so the proposal sounds normal, safe, and clearly beneficial.We start with a real question about service accommodation in Lincoln and what investors should watch for with Article 4, selective licensing, planning use, and local council policies. Mark explains how to stay protected by focusing on practical compliance like fire safety standards, carbon monoxide protection, alarms, and a proper fire risk assessment, plus the often-missed step of checking your mortgage terms or getting consent when needed. The goal is to run a short-term rental business that is built to last, even if regulations tighten later.Then we get into the language that closes deals. Mark's core rule is simple: don't lead with “rent-to-rent” or “purchase lease option.” Instead, describe the value a property owner cares about most, like guaranteed monthly rent, no voids, fewer headaches, and a property kept in great condition. He also lays out a seller-friendly lease option conversation that can work especially well in a quiet UK property market, including how to position timelines, legal support, and specialist solicitors so the other side feels secure.If you want more training on rent-to-rent, service accommodation, HMOs, lease options, refurb strategies, and BRR, subscribe, share this episode with a property friend, and leave a review so more investors can find it.VALUABLE RESOURCES:Let me help you build your property business, Check out how I can support your investing now.Visit https://www.thepropertyunleashed.com/homeMy Property Investing Community called Property Education To Action,  This is the best place to achieve your property goals and build the life you desire. https://educationtoaction.com Apply here: thepropertyunleashed.com — click Inner CircleSupportive Living help www.socialspaces.uk“Free Goal Setting Masterclass: Build Your Life In Five Days”“If you've enjoyed these episodes, leave us a five-star review”https://www.facebook.com/groups/816926952556608 to meet like-minded property investors and be a part of the community.CONNECT WITH ME:Facebook: https://www.facebook.com/mark.fitzgerald.7921Instagram: https://www.instagram.com/markfitzgeraldentrepreneur/Linkedin: https...

Ian Altman discusses why sellers struggle to close deals, emphasizing that the key to success is building trust and focusing on the client's outcome from the initial meeting. He highlights three common buyer concerns: trust, problem severity, and better alternatives. Altman advises sellers to "disarm" clients by showing genuine concern for their results rather than just making a sale. He suggests asking questions about success metrics and potential obstacles, which few vendors do. This approach, known as same-side selling, can lead to faster sales, less price sensitivity, and more repeat business if executed effectively.Biggest MistakesOffering discounts or creating false urgency heightens buyer concern and appears desperate.Asking transactional questions like decision makers and contract mechanics instead of outcome questions.Using the term "closing" instead of framing sales as opening a relationship.Best PracticesDisarm by making the client's outcome more important than the sale.Early in process, define success metrics to measure outcomes together.Ask about potential obstacles to achieving results to build shared focus.Reinforce trust and confidence throughout the sales process so clients see outcome focus.Delivering results drives repeat and referral business.

How to Shorten Your Sales Cycle and Close Deals Faster

Most sales conversations feel productive but go nowhere.That's because you focus on being polite rather than being real.In this episode, Walker McKay explains how to stop having surface-level conversations and start having real discussions that lead to real decisions. From setting expectations upfront to giving prospects permission to say no, this approach eliminates surprises and puts you back in control of the conversation.Want fewer “let me think about it” responses and clearer yes or no decisions? This is where it starts.In this episode, you'll learn:Why “nice” conversations don't lead to salesHow to set clear expectations at the start of every meetingThe exact questions to align on time, agenda, and prioritiesWhy giving prospects permission to say “no” builds trustWhat to establish upfront so there are no surprises at the endHow to define the ideal next step before the meeting even starts

Most salespeople are still asking "why" questions. Buyers are getting defensive before the conversation even starts — and deals are dying because of it.In this episode, Dave and Regan break down the exact discovery call framework that top B2B closers use to open buyers up, extend conversations naturally, and close without ever feeling like an interrogation.What you'll learn:→ Why "why" questions put buyers on the defensive instantly (and what to replace them with)→ How AI has changed what buyers already know before your first call — and how to meet them there→ The past, present, and future question framework that predicts exactly how a buyer will make decisions→ Why 5 questions beats a 20-question checklist every single time→ How drill-down questions double the information you get from one answer→ The one question to open every discovery call with (the Louis special)→ The one question to close every discovery call with — turns 30-minute meetings into 60→ Why curiosity beats clinical qualification in every sales conversationIf your discovery calls feel like interrogations, your proposals are stalling, or buyers go quiet after the first meeting — this episode will change how you sell.

In this episode, Chris Logan, co-founder of Virtual Wholesaling Made Simple, shares his journey into real estate, focusing on virtual wholesaling strategies, finding buyers and sellers, and scaling a successful business. Perfect for aspiring wholesalers looking to land their first deal and grow sustainably.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true 'white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a "mini-mastermind" with Mike and his private clients on an upcoming "Retreat", either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas "Big H Ranch"? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

Want to work directly with me to close more deals? Go Here: https://www.titaniumu.comWant the Closer's Formula sales process I've used to close 2,000+ deals (FREE) Go Here: https://www.kingclosersformula.com/closeIf you're new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you're looking to close more deals - at higher assignments - anywhere in the country… You're in the right place.Who is Titanium Investments and What Have We Accomplished?Over 10 years in the real estate investing businessClosed deals in all 50 states​Owned rentals in 12 states​Flipped houses in 11 states​Closed on over 2,000 properties​125 contracts in 50 days (all live on YouTube)​Back to back Closers Olympics ChampionTrained thousands of wholesalers to close more deals_________________________________With over 2,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!    https://www.youtube.com/@RJBatesIII_________________________________RESOURCES FOR YOU:If you want my team and I to walk you through how to build or scale your virtual wholesaling business from A to Z, click here to learn more about Titanium University: https://www.titaniumu.com(FREE) If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/close(FREE) Click here to grab our Titanium fleet free PDF & training: Our battle tested strategies and tools that we actually use… and are proven to work: https://www.kingclosersformula.com/fleetGrab the King Closer Blueprint: My Step by Step Sales Process for closing over 2,000 deals (Only $37): https://www.kingclosersformula.com/kcblueprintGrab Titanium Profits: Our exact system we use to comp and underwrite deals in only 4 minutes. (Only $99) https://www.kingclosersformula.com/titaniumprofitsSupport the show

Podcast Description In this episode, we dive into six of the most powerful selling lines ever taught by legendary sales trainer and motivator Zig Ziglar — and why they still work in today's world of business, leadership, influence, and sales. Discover how simple words can: Build instant trust Lower resistance Increase influence Create emotional connection Help prospects make confident decisions Turn conversations into conversions Whether you're in sales, leadership, business development, coaching, or customer service, these timeless Zig Ziglar principles will help you communicate with more confidence, authenticity, and impact. You'll also learn: Why great salespeople master language How to make customers feel understood The psychology behind persuasive communication How to use questions and stories to influence ethically Why enthusiasm and belief still matter more than ever This episode is packed with practical wisdom, memorable quotes, and real-world application you can use immediately in business and life. Because, as Zig famously said: "People don't buy for logical reasons. They buy for emotional reasons." Tune in and discover how a few great lines can change your sales results — and your relationships — forever. CZ6 - PDC Sales and Business Growth Partner - Free Sales and Growth Audit Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too.   This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems.   Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

In this episode, Dylan Nonaka shares his journey in real estate, strategies for building a successful team, lead generation techniques, market insights in Hawaii, and plans for expansion. Perfect for aspiring and current real estate professionals looking to scale and succeed.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true 'white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a "mini-mastermind" with Mike and his private clients on an upcoming "Retreat", either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas "Big H Ranch"? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

In this episode, Scott Bursey interviews Michael Walliser of EasyDigz and Carolina Land Experts, exploring innovative real estate transaction processes, technology integration, and strategies for building trust and efficiency in the industry.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true 'white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a "mini-mastermind" with Mike and his private clients on an upcoming "Retreat", either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas "Big H Ranch"? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

“If you're not doing three transactions a month, you're not getting enough reps to grow.”If your real estate business feels slow, inconsistent, or unpredictable, the problem might be simpler than you think. In this solo episode, Chris breaks down the single most important metric that separates top-producing agents from everyone else: daily conversations. Drawing from real data, team performance, and hard-earned lessons, Chris explains why the average agent is failing—and how committing to just 10 two-minute conversations a day can completely transform your income, pipeline, and confidence.Key Takeaways The average agent has less than 1 prospecting conversation per day Why 10 daily real estate conversations is the new non-negotiable standard  How increasing conversations alone can instantly grow your pipeline The difference between activity vs. skill (and why both matter)  Why doing more deals (even rentals) leads to higher-level opportunities Connect with Chris:Instagram: @craddrockFacebook: Chris CraddockResources:

Let's call it what it is: most CROs in HR tech are flying blind on forecasting, and masking it with optimism, noise, and disconnected dashboards. In this episode, AJ Vaughan breaks down the uncomfortable truth: forecasting problems aren't pipeline problems; they're people, capability, and influence problems.He dives into why most CROs misunderstand influence entirely, how failing to deeply understand AE strengths is quietly killing predictability, and why “teamship” (peer-driven enablement) is the most underutilized growth lever in modern sales orgs.AJ also challenges CROs to stop managing static forecasts and start managing dynamic environments where team capability, buyer behavior, and internal alignment shift monthly, not quarterly.If you're leading revenue and still relying on surface-level metrics without understanding the human systems underneath them, this episode will hit.This is the operating system shift CROs don't want but need.

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Are you looking for ways to boost your business? One powerful tool you can use is a showroom. Not only can it help you cultivate leads, but it also gives you complete control over the client experience. On today's episode of PowerTips Unscripted, Joe Smith highlights some of the key benefits of having a showroom. For one, it allows you to sell products at better margins while ensuring that your clients don't wander off to other showrooms and vendors.Of course, with great power comes great responsibility, and you will be held accountable for everything that happens. However, hosting meet and greets at your showroom can help you manage your time better and set the tone for how you operate and manage your processes.Joe Smith is a partner at Owings Brothers Contracting, located in Sykesville, Maryland. For the past 21 years, he has worked alongside his three brothers across multiple entities. Owings Brothers Contracting comprises an interior design company, two contracting divisions, and a plumbing and electrical division. Joe has served as the president of the MBIA Remodeling and Custom Homes Council three times in the past. He is also a proud father of girls and a grandfather.Joe, Victoria, and Mark talk more about:Why add a showroom to your operation?What type of showroom events work best?And more… The post How a Showroom Can Help You Close Deals and Control Your Process with Joe Smith – [Best of PowerTips Unscripted] appeared first on PowerTips Unscripted.

Would you rather be liked or trusted by your customers? This simple question goes unanswered by so many entrepreneurs - yet it's the secret to closing deals faster and easier..In this episode, we sit down with MJ Pittman - speaker, strategic coach, former mutual fund broker, and founder of a financial literacy company - to unpack the Five Laws of Trust and how they help us close deals faster and build deeper client relationships.We explore why predictability often beats brilliance, how capability requires both competence and capacity, and why transparency about motives builds lasting credibility. MJ challenges us to rethink recovery, reminding us that mistakes don't destroy trust - poor responses do. And when alignment is clear, clients feel safe moving forward.We also dive into mindset, resilience, and the power of environment, exposure, and education in shaping outcomes.At the core of it all: people trust patterns over promises. When our actions consistently match the reputation we want, trust becomes the logical choice.We talk about: [00:00] Introduction[02:32] Likability vs. Trust: Understanding the Difference[04:35] From Engineer to Mutual Fund Broker: Reverse-Engineering Trust[07:54] The First Law of Trust: Why Predictability Reduces Risk[15:43] Recovery: How to Rebuild Trust After Mistakes[20:14] Capability, Capacity, and Consistency in Sales[24:57] Language, Mindset, and the Power of Patterns[35:41 ] Environment, Exposure, and Education: Shifting Your Mindset[45:34] Humans Trust Patterns Over PromisesResources:Learn more at The Color of MoneyFollow MJ Pittman on Instagram: @mr.mjpittmanLearn more at about Simple Money AcademyBecome a real estate agent HEREConnect with Our HostsEmerick Peace:Instagram: @theemerickpeaceFacebook: facebook.com/emerickpeaceDaniel Dixon:Instagram: @dixonsolditFacebook: facebook.com/realdanieldixonLinkedIn: linkedin.com/in/dixonsolditYouTube: @dixongroupcompaniesJulia Lashay:Instagram: @iamjulialashayFacebook: facebook.com/growwithjuliaLinkedIn: linkedin.com/in/julialashay/YouTube: @JuliaLashayBo MenkitiInstagram: @bomenkitiFacebook: facebook.com/obiora.menkitiLinkedIn: linkedin.com/in/bomenkiti/Produced by NOVAThis podcast is for general informational purposes only. The views, thoughts, and opinions of the guest represent those of the guest and not  Keller Williams Realty, LLC and its affiliates, and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

Real estate isn't a hobby—it's a high-stakes professional sport.If you are an ambitious new agent feeling overwhelmed, broke, or like an "imposter," this episode is for you. Chris sits down with his "Franchise Player," Belle Tunstall, who went from crying in her car with a failing engine to being named one of the Top 30 agents under 30 in the world. She explains exactly how she translated her background as an elite college athlete into a real estate career that consistently clears 65+ transactions a year.What You'll Learn:How to turn a single closing into 13 pieces of high-authority content so you look like a market leader even when you're a "nobody."Why elite "Franchise Players" hunt for low-stakes showings and rentals early on to master the mechanics while the average agent is "too good" to work.How to stop "Tokyo Drifting" into your 9:00 AM meetings and start prepping for a listing appointment like it's a National Championship game.Belle's strict rules for protecting her headspace and why she refuses to play "defense" against client texts before 8:30 AM.The High-Volume One-Two Punch: When to stop doing everything yourself and how to hire a "Showing Partner" to explode your transaction count past 65+ a year.Connect with Belle:@buy_w_bellebelle.tunstall@thereduxgroup.comHit Chris up: Facebook - https://www.facebook.com/ChrisCraddockBusiness/Instagram - https://www.instagram.com/craddrock/RESOURCES: 

Outcome-based selling in healthcare sales is the difference between educating your buyer and actually moving the deal forward. In this episode, Harry sits down with Simona Grandits, VP EMEA at QIAGEN and newly selected EU Women Leaders 2026 cohort member, to explore how modern healthcare sales leaders balance scientific credibility with commercial discipline - without losing momentum. Simona shares how consultative selling, customer centricity, and disciplined stakeholder management must work together to drive real sales performance in complex healthcare and medical device sales environments. She reflects on what disciplined sales leadership truly requires across Europe, the Middle East, and Africa.

Send a textIn this candid fireside chat, NBA Champion Metta World Peace shares the real story behind his transition from an 18‑year professional basketball career with the Los Angeles Lakers to investing, entrepreneurship, and building long-term wealth beyond the court.Metta opens up about the challenges pro athletes face after fame, why so many lose money despite massive earnings, and how trust, discipline, and collaboration determine success in business. He discusses sourcing deals, avoiding predatory relationships, building an investment thesis, and why saying “no” is one of the hardest — yet most important — skills athletes must learn.From art and consumer brands to real estate and athlete-focused investing, this conversation delivers unfiltered lessons for athletes, investors, and anyone working with high-profile capital.https://familyoffices.com/

show notes

You've been making cold calls every day. You've memorized scripts. You've tested new openers. You've practiced objection handlers.And sellers still hang up on you. Or worse—they stay on the phone and still say no.The problem isn't your script. It never was.Most wholesalers are grinding for $5K and $7K checks competing with 50 other investors on the same list because they're focused on what to say instead of how to say it—and they're rushing to make offers before the seller even trusts them.In this video I'm breaking down the full PRYME Seller Conversion Framework—the exact 4-part system I use to close $30K, $50k and $100k wholesale deals without a script.What you'll learn:✔️ The 93% Rule and why it matters more than anything you say on a cold call✔️ The only line in the entire framework that should be scripted word for word✔️ How to build enough trust that sellers open up and tell you everything✔️ The 3 mental shifts that take a seller from “I'll think about it” to “let's do this”✔️ How to present your offer as relief instead of a number—and why that's the difference between getting a signed contract and getting ghostedThis is for you if: You're a real estate wholesaler who is tired of grinding for small deals, getting hung up on constantly, and watching other investors close while you're stuck trying to figure out why your calls aren't converting.___________________________________________________________Resources:FIND OUT WHAT'S BLOCKING YOU:Take the free Wholesaler Quiz and discover what type of wholesaler you are + what's keeping you from closing $30k+ deals:

Tired of watching deals drag on for months while your pipeline stalls and your confidence tanks?Here's the truth most consultants miss: you're the one slowing down your own sales cycle.In this episode, Melisa reveals the four strategies that help consultants close deals faster without discounting, settling, or feeling "salesy."You'll discover why corporate buyers aren't actually the problem (even though it feels that way), and how the delays, stalls, and endless "I'll get back to you” responses are often triggered by how you're showing up in the sales process.This episode dismantles the myth that corporate buyers are always slow and instead puts the focus back on you as the expert, guiding, recommending, and leading your prospects toward clarity and action.Episode Timestamps:[06:01] Why long sales cycles are usually consultant-created and what to do about it[08:23] The Expert Mindset and how certainty speeds up decisions[18:02] The Foot-in-the-Door Offer strategy to generate revenue faster[25:08] How co-creating proposals with your buyer reduces delays and revisions[31:17] The Account Plan and how to stop winging your sales efforts[38:46] 6 questions to self-diagnose where your sales process needs workWhat you'll learn:The hidden consultant behaviors that extend your consulting sales cycle by weeks or even monthsHow to accelerate B2B sales without being pushy or compromising your valuePractical strategies to reduce proposal rework and rescoping delaysHow to lead the buying process with confidence and clarityWhy adopting an expert mindset shortens decision timelinesHow to diagnose and fix weak points in your sales processTopics covered: sales cycle management, consulting business development, B2B sales strategies, client acquisition for consultants, shortening sales timelines, proposal management, consulting sales process, expert positioningStop losing deals to delay. Listen to Episode 256 now and take back control of your sales timeline before another month slips by.Mentioned ResourcesCompanion Resource: Read Chapter 10 in Melisa's book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB    Full Show Notes: https://shownotes.melisaliberman.com/episode-256Melisa's Books, Planners & Journals: https://linktr.ee/melisalibermanMentioned in this Episode: Episode 159 - Shorten the Consulting Sales Cycle by Offering a Diagnostic, https://shownotes.melisaliberman.com/episode-159/#more-2340 Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

In this conversation, negotiation expert Derrick Chevalier discusses the importance of strong negotiation skills, particularly in real estate. He emphasizes focusing on the human element of negotiation rather than viewing it as purely transactional. The discussion explores whether negotiation skills are innate or learned, the balance between deal volume and relationship-building, common negotiation mistakes, and how negotiation plays a role in everyday life. Derrick also shares resources for improving negotiation skills, including his book, Evolve or Be Slaughtered.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true 'white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a "mini-mastermind" with Mike and his private clients on an upcoming "Retreat", either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas "Big H Ranch"? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

In this episode of the Real Estate Pros podcast, host Michelle Kesil interviews Derrick Davis, owner of Building Equity Investments. Derrick shares his journey into wholesaling real estate, the keys to his business growth, and his strategies for creative financing. He discusses his future goals of acquiring multifamily properties and the importance of persistence in the real estate industry. Derrick also highlights common mistakes new investors make and the lessons he's learned throughout his career.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true 'white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a "mini-mastermind" with Mike and his private clients on an upcoming "Retreat", either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas "Big H Ranch"? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

On this podcast, listen to Jerry talk to a seller and close the deal. This is how the pros do it!Sign up for Property leads:https://www.propertyleads.com/jerry-norton/Learn How To Join Titanium (RJ Bates Community)https://www.jerryandrj.com/Get Warm Leads Delivered to You Daily!https://WarmLeadsDaily.comWith over 500,000 subscribers, this is the #1 channel on YouTube for all things wholesaling and flipping. SUBSCRIBE NOW! https://www.youtube.com/@FlippingMastery Podcast fan? Listen to your favorite Flipping Mastery TV videos on your favorite podcast platform! http://FlippingMasteryPodcast.com Jerry Norton went from digging holes for minimum wage in his mid 20's to becoming a millionaire by the age of 30. Today he's the nation's leading expert on flipping houses and has taught thousands of people how to live their dream lifestyle through real estate. **NOTE: To Download any of Jerry's FREE training, tools, or resources… Click on the link provided and enter your email. The download is automatically emailed to you. If you don't see it, check your junk/spam folder, in case your email provider put it there. If you still don't see it, contact our support at: support@flippingmastery.com or 888) 958-3028.Get Access to Unlimited Free Property Searches and Downloads: https://flippingmastery.com/propwireWholesaling & House Flipping Software: https://flippingmastery.com/flipsterpodMake $10,000 Finding Deals: https://flippingmastery.com/10kpodGet 100% funding for your deals: https://flippingmastery.com/fspodMentoring Program: https://flippingmastery.com/ftpodFREE 8 Week Training Program: https://flippingmastery.com/8wpodGet Paid $8700 To Find Vacant Lots For Jerry: https://flippingmastery.com/lfpodFREE 30 Day Quickstart Kit https://flippingmastery.com/qkpodFREE Virtual Wholesaling Kit: https://flippingmastery.com/vfpodFREE On-Market Deal Finder Tool: https://flippingmastery.com/dcpodFREE Wholesaler Contracts: https://flippingmastery.com/wcpodFREE Comp Tool: https://flippingmastery.com/compodFREE Funding Kit: https://flippingmastery.com/fkpodFREE Agent Offer Sheet & Scripts: https://flippingmastery.com/aspodFREE Cash Buyer Scripts: https://flippingmastery.com/cbspodFREE Best Selling Wholesaling Ebook: https://flippingmastery.com/ebookpodFREE Best Selling Fix and Flip Ebook: https://flippingmastery.com/ebpodFREE Rehab Checklist: https://flippingmastery.com/rehabpod LET'S CONNECT! FACEBOOK http://www.Facebook.com/flippingmastery INSTAGRAM http://www.instagram.com/flippingmastery

Welcome to the Wholesale Hotline Podcast (Flipping Mastery Edition), where Jerry teaches how to master the art of house flipping, wholesaling, and new construction development.Show notes -- in this episode we'll cover:Straightforward, step-by-step training on making six and seven figures from real estate deals.Insider tactics for finding motivated sellers, analyzing deals, and raising private money.Learn how to flip houses virtually from anywhere—even with zero experience.Whether you're a beginner or scaling up, Jerry gives you the blueprint to build real wealth through real estate.  Please give us a rating and let us know how we are doing!➖➖➖➖➖➖➖➖➖➖➖➖➖➖➖ ☎️ Welcome to Wholesale Hotline & Flipping Mastery Breakout! ☎️Jerry Norton went from digging holes for minimum wage in his mid 20's to becoming a millionaire by the age of 30. Today he's the nation's leading expert on flipping houses and has taught thousands of people how to live their dream lifestyle through real estate. **NOTE: To Download any of Jerry's FREE training, tools, or resources…Click on the link provided and enter your email. The download is automatically emailed to you. If you don't see it, check your junk/spam folder, in case your email provider put it there. If you still don't see it, contact our support at: support@flippingmastery.com or 888) 958-3028. ➖➖➖➖➖➖➖➖➖➖➖➖➖➖➖ 

Events create demand. In this episode of Sales Talk for CEOs, Alice Heiman sits down with Jonathan Kazarian, Founder & CEO of Accelevents, the all‑in‑one event management platform that's redefining how organizations run events from 20‑person dinners to 30,000‑attendee conferences.Jonathan didn't start in events tech, he came from finance. But when he couldn't find software powerful enough to run a 900‑person fundraiser for his cousin, he built his own. That event was a smash success and the demand for the tool he created sparked the beginning of Accelevents.Want to get better results from your events? Check out these expert tips from Alice (Our Internal Links)

Sarah Fox is a lawyer transforming the way people do business. After decades dealing with huge deals in the construction sector, she realised that long, complex and bad contracts were costing time, money, deals and relationships.  Sarah advocates for short, simple contracts starting with just 500 words.  She inspires people across industries to streamline deals and enhance customer relations with contracts that represent their values, embed trust, and keep everyone protected. In this show Sarah will be sharing how speakers can create simpler contracts that can build bigger speaking businesses. What you'll discover: • The real cost of bloated contracts (and who they're really protecting) • What actually counts as a "contract" (yes, even that email thread! • How to price and protect your work, your recordings, and your energy • Why your contract should sound like you — not your solicitor's scary cousin • What red flags to watch for in pre-gig conversations • How your contract can actually accelerate your business (yes, really!) • How Sarah's TEDx moment and Happy Fee rule changed how she does business • The 3 C's every speaker contract should cover — and what to say when someone says "That's a bit pricey, isn't it?" Enjoy! If you've ever said "I'll just send them a quick email" instead of a proper agreement… this episode is for you. It's time to simplify, protect, and sound more like you in every part of your speaking business — including the small print.   If you'd like to watch the video of the episode, you can do that here>>   Guest Information: Website: https://500words.co.uk/  LinkedIn: https://www.linkedin.com/in/sarahjvfox/  Books & Resources*: Play Big by Tara Mohr Stepping Up as a Motivational Speaker with Joy Marsden - The Speaking Club 055 Speaking Resources: Grab Your From Blank Page to Stage Guide and Nail the Topic for a Client Winning Talk: https://saraharcher.co.uk/newguide-tsc  Want to get better at finding and sharing your stories then check out our FREE Five Day Snackable Story Challenge: https://www.saraharcher.co.uk/challenge  To share your thoughts:                                                   ·   leave a comment below. ·   Share this show on X, Facebook or LinkedIn. To help the show out: ·   Leave an honest review at https://www.ratethispodcast.com/tsc. Your ratings and reviews really help get the word out and I read each one. *(please note if you use my link I get a small commission, but this does not affect your payment)

Send us a textAre you tired of "feature dumping" on prospects only to see their eyes glaze over? In this episode of Content Amplified, Ben Ard sits down with Kelsey Smith, Director of Digital Marketing at FranConnect, to discuss why your marketing should stop leading with the product—and start leading with the customer.Kelsey shares his strategic pivot from traditional product-led pitches to authentic, customer-led storytelling. He explains why future customers trust the voices of their peers over sales decks and reveals the specific strategies he uses to capture video testimonials that actually move the needle on revenue.In this episode, you'll learn:The "Win-Win" Ask: How to get more customers to say "yes" to testimonials by framing the content as a promotional tool for their brand, not just yours.Production Tactics: When to use high-end professional videography versus when a candid iPhone video is actually more effective.The Interview Strategy: Why you should never ask "What's your favorite feature?" and what to ask instead to uncover the real business impact.Measuring ROI: How Kelsey tracks the success of customer stories, from a 10x increase in web traffic to shortening sales cycles for the revenue team.Connect with the Guest: Find Kelsey Smith on LinkedIn to continue the conversation or discuss strategy.

Michael Himmelfarb is the founder of HG Partners, a consulting firm that advises growing tech companies on monetization and go-to-market strategy. He developed a unique consulting model that combines the advantages of AI with the human superpowers of creativity, empathy, and experience to deliver high-impact results in as little as 48 hours. A former GM of a $200M Nielsen business and a five-time tech CXO, he is passionate about teaching consultants how to leverage AI without losing the human trust advantage. His blog, Reframing Forward, explores the future of AI-enhanced business and work.In today's episode of Smashing the Plateau, you will learn how to use value-based pricing, quick-win offers, and authentic relationship-building to stand out, earn attention, and convert conversations into paid work in a risk-averse market.Michael and I discuss:Michael's path from corporate leadership to independent consulting [01:49]A clear one-sentence offer grounded in value-based pricing [06:24]How to capture attention with show-don't-tell executive summaries and easy-to-buy offers [07:11]Why trust beats automation: using AI with human oversight (and a cautionary math example) [10:47]Practical advice for consultants struggling to convert interest into revenue [12:12]A simple LinkedIn strategy: thoughtful comments that spark real conversations [12:49]Community, collaboration, and helping others as a growth engine [14:23]Drawing the line between giving value and getting paid (share in the upside) [15:52]Cutting through noise: do your own work, use AI for augmentation, quantify outcomes [17:15]Shaping the offer: transactional, advisory, recurring, or loss leader—staying flexible [18:54]An agile, iterative approach to prompts and analysis for better AI outcomes [20:51]The long game of relationships and radical transparency [21:40]Where to explore more of Michael's ideas and connect [23:12]Learn more about Michael at: www.Hg-partners.com, https://reframingforward.substack.com, and linkedin.com/in/michaelhimmelfarbThank you to our sponsor:The Smashing the Plateau Community______________________________________________________________About Smashing the PlateauSmashing the Plateau shares stories and strategies from corporate refugees: mid-career professionals who've left corporate life to build something of their own.Each episode features a candid conversation with someone who has walked this path or supports those who do. Guests offer real strategies to help you build a sustainable, fulfilling business on your terms, with practical insights on positioning, growth, marketing, decision-making, and mindset.Woven throughout are powerful reminders of how community can accelerate your success.______________________________________________________________Take the Next Step• Experience the power of community.Join a live guest session and connect with peers who understand the journey:https://smashingtheplateau.com/guest• Not ready to join live yet? Stay connected.Get practical strategies, stories, and invitations delivered to your inbox:

Let's talk about the silent killer of sales, influence, and motivation: Inaction Inertia. This psychological trap is costing you deals, delaying decisions, and keeping your prospects stuck in neutral. Inaction Inertia happens when someone misses an opportunity and becomes less likely to act on similar ones later. It's not just hesitation—it's psychological sabotage. Studies show that when people pass on a good deal, they feel regret, and that regret makes them avoid future decisions to protect themselves from more disappointment. This isn't just psychology—it's persuasion fuel. When you understand Inaction Inertia, you can sell smarter. You can influence faster. You can close deals that others lose. Use it to reframe hesitation as urgency. Use it to turn regret into action.  

Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action.

Have you ever been in a negotiation and felt like you were just begging to close the deal? Oren Klaff, the master of persuasion and author of Pitch Anything, is back to show us how to take control of high-stakes business conversations. We talk about the power of "status" in negotiations and how framing your offer makes all the difference. Oren breaks down the distinction between physical and cognitive status and how to leverage both to your advantage, all while keeping your confidence high and ego in check.We also discuss how to create real desire in your prospects and clients, as well as how to handle those moments when you're negotiating from a lower status. If you're looking to up your negotiation game, Oren has some proven persuasion strategies you won't want to miss.In This Episode:- The power of saying the quiet part out loud- How physical status influences negotiation outcomes- The danger of offering too many choices in sales- How to negotiate deals when power shifts- Establishing genuine desire in your prospects- Negotiating with high-level decision-makers- Hot cognition vs cold cognition in persuasion- Determining a prospect's viability of closing a deal- Final thoughts and actionable takeawaysListen to the Previous Episode with Oren Klaff: https://perpetualtraffic.com/podcast/episode-732-flip-the-script-a-masterclass-on-pitching-anything-with-oren-klaff/ Buy Oren Klaff's Books:Pitch Anything: https://a.co/d/fRAqAby Flip The Script: https://a.co/d/hTcp9lP Listen to This Episode on Your Favorite Podcast Channel:Follow and listen on Apple: https://podcasts.apple.com/us/podcast/perpetual-traffic/id1022441491 Follow and listen on Spotify:https://open.spotify.com/show/59lhtIWHw1XXsRmT5HBAuK Subscribe and watch on YouTube: https://www.youtube.com/@perpetual_traffic?sub_confirmation=1We Appreciate Your Support!Visit our website: https://perpetualtraffic.com/ Follow us on X: https://x.com/perpetualtraf Connect with Oren Klaff: Website - orenklaff.com LinkedIn - https://www.linkedin.com/in/orenklaff/ Newsletter- https://pitchanything.com/ Connect with Ralph Burns: LinkedIn -

Software Demo Secrets That Instantly Close Deals – Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder. You'll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close faster and more consistently. Perfect for AEs, SDRs, and anyone leading complex sales cycles. Stop winging your demos. Start winning them.

The secret to closing more sales isn't your website, funnel, or pitch deck… it's a doodle.Most entrepreneurs overload their audience with paragraphs, slides, or copy. But the brain doesn't buy words—it buys pictures. If people can't see your idea, they won't understand it. And a confused brain always says no.In this episode, Macy shares the 3 doodle strategies every entrepreneur needs to sell with clarity and confidence: ✨ Why faces trigger instant recognition (and emotion) ✨ How symbols create shortcuts for faster decisions ✨ The sneaky power of a before-and-after sketch in salesWhether you're a coach, speaker, or business owner, this is your shortcut to clearer communication, more confidence, and closing more clients.Watch this episode on YouTube: https://youtu.be/MQxC8kV-i4oGet the book, Draw to Win: https://amzn.to/4gjWuMN Join the Sell Your Offer Challenge❤️‍

Jeremy Hurewitz discusses the connection between espionage and salesmanship and how they both involve understanding human motivation and psychology. Jeremy also talks about radical empathy and mirroring techniques and the importance of using subtle physical and verbal cues to make people feel comfortable. Next, Jeremy shares tips on elicitation techniques in sales in extracting information without direct questioning. Jeremy emphasizes the importance of building rapport and trust with clients. You can buy Jeremy's book "Sell Like A Spy: The Art of Persuasion from the World of Espionage" here. If you'd prefer to watch this interview, click here to view on YouTube! Jeremy Hurewitz can be reached here. This episode is brought to you by Real Geeks and Courted.io. 

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth

Shelby Haas-Sapp didn't become a sales expert overnight. At just 18 years old, she was selling door-to-door, mastering rejection, and prospecting with confidence. Now, at 23, she has built a thriving online business by combining her unapologetically feminine sales strategies with content marketing across social media. In this episode, Shelby reveals the mindset, psychology, and tactics behind closing deals. She shares how to handle objections, convert leads, scale with webinars, and stand out online. In this episode, Hala and Shelby will discuss:  (00:00) Introduction (01:32) How Motivation Drives Sales Success (03:37) Building a “Sales Psychopath” Mindset (06:53) Why Women Are More Successful at Selling (09:50) The Hot Girl Sales Mentality (16:31) How to Sell to Different Types of Buyers (26:37) Lessons from Door-to-Door Sales Strategy (29:44) Why Being a “Soft Girl” Won't Cut It in Sales (33:18) How to Handle Objections and Close Deals (45:02) Why Content is the New Sales Pitch (46:41) The Secrets to Successful Deal Closures (54:35) Social Media Sales Strategies (01:02:07) Webinars for Effective Online Selling Shelby Haas-Sapp is a sales trainer, content creator, and founder of She Sells Academy, where she empowers motivated women with the skills and mindset needed to succeed in sales. Starting in door-to-door sales, Shelby learned how to pitch, handle rejection, and build resilience. Now, she's changing the game by teaching women how to crush it as remote sales reps, own their ambition, and achieve financial freedom. Sponsored By: RobinHood - Receive your 3% boost on annual IRA contributions, sign up at robinhood.com/gold Indeed - Get a $75 sponsored job credit at indeed.com/profiting Shopify - Sign up for a one-dollar-per-month trial period at youngandprofiting.co/shopify Microsoft Teams - Stop paying for tools. Get everything you need, for free at aka.ms/profiting Mercury - Streamline your banking and finances in one place. Learn more at mercur.com/profiting Open Phone -  Streamline and scale your customer communications with OpenPhone. Get 20% off your first 6 months at openphone.com/profiting LinkedIn Marketing Solutions - Get a $100 credit on your next campaign at linkedin.com/profiting Bilt Rewards - Start paying rent through Bilt and take advantage of your Neighborhood Benefits™ by going to joinbilt.com/PROFITING. Airbnb - Find yourself a co-host at airbnb.com/host Resources Mentioned: She Sells Academy: bit.ly/SheSellsRemote  Active Deals - youngandprofiting.com/deals   Key YAP Links Reviews - ratethispodcast.com/yap  Youtube - youtube.com/c/YoungandProfiting  LinkedIn - linkedin.com/in/htaha/  Instagram - instagram.com/yapwithhala/  Social + Podcast Services: yapmedia.com  Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Economics, E-commerce, Ecommerce, Negotiation, Persuasion, Inbound, Value Selling, Account Management, Business Growth, Scaling, Sales Podcast.