Podcasts about closing more deals

Richard Harris talks about his book, "The Seller's Journey: Your Guidebook to Closing More Deals with N.E.A.T. Selling".

Most investors struggle because they're flying blind — but it doesn't have to be that way. In this episode, you'll learn the 5 core metrics that top-performing real estate investors track every week to identify bottlenecks, boost conversions, and grow consistently. Plus, you'll hear the personal story behind the 4P mindset that helped turn a financial low point into a thriving business.Email To Get The LOACC Spreadsheet: yourgift@joehomebuyer.com KEY TALKING POINTS:0:00 - The 4P Model That Joe Homebuyer Uses3:29 - Learning From The Highs And Lows In Your Life6:53 - LOACC: Your Business Vitals11:12 - Tracking Your Business Vitals With The Joe Homebuyer Spreadsheet15:29 - Outro LINKS:Instagram: Joe Homebuyerhttps://www.instagram.com/joehomebuyerfranchising/ Website: Joe Homebuyerhttps://www.joehomebuyer.com/ Instagram: David Leckohttps://www.instagram.com/dlecko Website: DealMachinehttps://www.dealmachine.com/pod Instagram: Ryan Haywoodhttps://www.instagram.com/heritage_home_investments Website: Heritage Home Investmentshttps://www.heritagehomeinvestments.com/

Sales can feel like a grind, but Bob Burg proves it doesn't have to be. By rethinking traditional selling, shifting to value selling, and mastering persuasion in both ecommerce and relationship-based environments, Bob developed a counterintuitive approach that transformed his life and career. He began in broadcasting, but soon realized his true calling was in helping others thrive through a giving-centered business mindset. In this episode, Bob reveals his powerful Five Laws of Stratospheric Success, the key to becoming a “go-giver,” along with powerful insights on authentic influence, building referrals, and mastering the art of pull—not push. In this episode, Hala and Bob will discuss: (00:00) Introduction (00:57) Bob Berg's Career Journey (03:17) The Power of Books in Personal Development (05:00) Understanding the Go-Giver Philosophy (07:36) The Five Laws of Stratospheric Success (17:45) Influence vs. Persuasion vs. Manipulation (22:32) The Importance of Authenticity and Receptivity Bob Burg is a bestselling author, motivational speaker, and co-creator of the Go-Giver book series, which has sold over one million copies and been translated into 30 languages. Named one of the 30 Most Influential Leaders by the American Management Association, Bob's work has transformed how professionals approach sales, communication, and leadership. His perspective is essential for anyone looking to grow a business by building genuine connections, offering unmatched value, and leading with integrity. 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 mercury.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 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, Startup, mental health, Career, Leadership, Mindset, Health, Growth mindset, Selling, Online Selling, Sales, Economics, E-commerce, Ecommerce, Negotiation, Prospecting, Persuasion, Inbound, Value Selling, Account Management, Sales Strategies, Business Growth, Scale, Scaling, Sales podcast

Proactive Approach to Closing More Deals - #262 In today's episode, we're breaking down why being proactive is the key to closing more deals in 2024. The market has shifted, and simply waiting for deals to fall into your lap isn't enough. To succeed, you need to take control of the lending process, build strong relationships, and keep the momentum going from the first call to the closing table.

Andrew Colombini is the founder of Amplify My Why, where he helps coaches and consultants decode their clients' hidden buying patterns using BioTypes—a science-backed framework for how people think, trust, and buy. His clients align their sales and marketing with their natural wiring, attract better-fit leads, and close more deals without the hustle. When strategy matches biology, business gets easy.   https://amplifymywhy.com/free-guide #SalesPsychology #BioTypes #AmplifyMyWhy #ClientDecoding #TrustBasedSales Body Transformation System!https://modere.io/NbOyU2 https://calendly.com/rebeccaelizabethwhitman/breakthrough To learn more about Rebecca…https://www.rebeccaelizabethwhitman.com/#home

Katie Shea is setting a new standard for how to authentically connect with people while making an impact and more money to create a life full of fulfillment.She is a partner of Grant Cardone and has been coached by Richard Dolan, who has worked with Tony Robbins, the NBA and more. Her leadership comes from research and experience in sales and performance psychology.Katie is a speaker, a trainer, a coach, a mentor, and an advisor. She has a lot of amazing clients, from those that are just getting started to top leaders at billion-dollar companies. She has helped them transform their life with sales, leadership, money, and personal growth by getting them to the source of results.https://www.katiesheacoaching.com/Check out FranBridge Consulting for premier non-food franchise opportunities: travischappell.com/franbridgeOur Sponsors:* Check out Kinsta: https://kinsta.com* Check out Mint Mobile: https://mintmobile.com/tmf* Check out Sparrow: https://usesparrow.com/travisAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Are you struggling to get potential clients to trust you in today's skeptical marketplace? Do you feel like the old sales tactics just aren't working anymore? What if you could tap into the underlying reasons behind purchasing decisions, gain instant trust, and stand out in a sea of competitors without resorting to aggressive tactics?   In this Mastering Excellent Series episode, Nikki speaks with Dan Englander, CEO of Sales Schema, on the importance of understanding past sales trends, managing the present "trust recession," and leveraging strategic commonality to build true connections.   Learn how to detect the underlying patterns that influence buyer behavior today. Discover why trust is at an all-time low and how to overcome mistrust.  Discover how to utilize commonality to break through the noise and build real relationships. Learn the hybrid approach to selling that keeps prospects engaged without wasting time. Find out why your choice of words can make or break a sale—and how to avoid sales-killing language.   If you want to future-proof your sales approach, connect with high-value prospects, and sell with confidence in today's shifting landscape, this episode is a must-listen. Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast.  Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency.  He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint.  In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:31] We're going to talk about how to look to the past in order to look to the future. [03:56] We learn about Dan's many jobs until he read Tim Ferriss's book and started thinking about alternatives. [04:55] He mostly worked in agencies until he started Sales Schema as a fractional new business team. [06:18] His tendency is to go to the past to figure out the future. [07:03] he's a believer in building energy through meaning. He's a fan of Viktor Frankl's book, Man's Search For Meaning. [08:55] The advantage of being able to look at history and understand why something does or doesn't work. [09:55] Figuring out why something is no longer working.  [11:26] What has changed with the people you're interacting with? Historically we're kind of in a "trust recession". [13:25] The internet and information technology has delivered a lot for us, but we don't know how much more value there is left to be extracted. [14:47] The stuff that's going to be valuable is the stuff that has been valuable. Such as things that have been scarce. [16:22] When you know we're in a "trust recession" you need to find a way to differentiate yourself. Go back to what scares like commonality. [17:47] The things that people want long-term change over time. [19:06] Pay attention to trends and notice how they are the same or different from past trends. [22:14] Nikki says that rapport builds relationships and people want to buy from people who they trust and have a relationship and connection. [24:15] Dan gives an example of hybrid sales. They have video content which they include with their sales process. [27:19] The advantages of repelling people who aren't in alignment as fast as possible. [29:10] Really paying attention to trends. Just because it worked in the past doesn't mean it's going to work now. Pay attention to what your clients say and what they're looking for. [30:52] Using secret languages to speak with prospects. [34:08] The importance of paying attention to language. Words matter. [36:43] Most of what we see now is downstream of technology. The order seems to be a scientific breakthrough, to technology, to economy, to culture. [39:32] Dan's 15-month-old son brings him joy. He also hosted a College radio show and was the hip hop director for a Santa Cruz radio station. [40:32] His business is pivoting to a training model. They also have a new content channel, and they're messing around with a lot of new tools.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Dan: Dan Englander - Sales Schema Dan@SalesSchema.com The Digital Agency Growth Podcast Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less The B2B Sales Blueprint: A Hands-On Guide to Generating More Leads, Closing More Deals, and Working Less Do You Know Any Secret Languages? The Challenger Sale: Taking Control of the Customer Conversation  

Staying motivated in sales isn't about luck—it's about having a clear vision, unwavering discipline, and a commitment to personal growth. In today's episode, I break down the five key actions that drive success, how to overcome distractions, and the exact steps to stay consistent in sales. Plus, I unveil my 12-month roadmap for 2025, designed to help real estate agents achieve predictable success every single month. If you're ready to take control of your future, this is the episode for you.What you'll learn on this episodeThe five key actions that lead to sales successWhy having a clear vision and defined goals is essential to maintaining motivationHow distractions are the number one obstacle and how to overcome them without sacrificing personal prioritiesHow one to three hours per day of work can change everythingThe power of surrounding yourself with the right peopleRejection is just feedback, not failureResources mentioned in this episodeCPI Community – Join a network of high-performing agents focused on Consistent and Predictable Income. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

From hiring philosophy to revenue operations, AI-powered outreach, and the challenges of selling AI-driven solutions to legacy businesses, Frank delivers hard-hitting insights for startup founders, sales leaders, and AI enthusiasts.

What if your best sales rep could answer every call, handle objections like a pro, and close deals 24/7—without ever taking a break? In this episode of The D2D Podcast, we sit down with Aaron Cooper, founder of Sameday AI, to talk about how AI-powered virtual sales agents are transforming the home services industry.Aaron shares his journey from door-to-door sales to AI innovation, explaining how Sameday AI was built using the same high-performing sales techniques that top reps use in the field. This isn't just another chatbot—it's a fully trained AI that understands objections, adapts to different customer personalities, and books appointments just like a seasoned closer.With a deep understanding of industry trends, Sameday AI helps businesses stay ahead by proactively reaching out based on real-time market shifts. Whether you're in pest control, roofing, HVAC, or plumbing, this AI ensures that every lead gets handled with precision, boosting your close rate and revenue.

In this power-packed episode of the Marketing Boost Solutions Podcast, we dive into the science of high-performance leadership and sales psychology with Jeff Harnois, CEO of iBridged—the game-changing company behind leadership transformations at Apple, Google, Sony, The BBC, and other Fortune 500 giants. Jeff brings decades of expertise in behavioral science, psychometrics, and advanced operational modeling to unlock human potential, improve team dynamics, and drive massive business success. Get ready to discover how understanding human behavior can revolutionize sales strategies, improve team dynamics, and drive business growth. Jeff reveals how leaders can assess personality types, tailor their approach to different communication styles, and create high-performing teams—even in times of uncertainty. Whether you're a business owner, sales professional, or entrepreneur, this episode is packed with actionable strategies that will help you lead with confidence, close more deals, and maximize performance.If you're ready to take your leadership and sales game to the next level, don't miss this opportunity to gain insights from a Fortune 500 leadership expert. Tune in now and start leading—and selling—smarter!

Struggling to get potential clients to meet with you? Speed is king in real estate, and in this episode, we dive deep into the art of setting appointments fast and effectively. Join Dan Rochon and his team as they role-play proven scripts that overcome resistance, lock in meetings, and keep prospects engaged. You'll hear real conversations where agents handle objections, push past hesitation, and take control of the sales process. If you're tired of getting brushed off with "I'll get back to you," this episode will give you the exact words to turn leads into appointments.What you'll learn on this episodeHow to handle hesitation and get a firm commitment for a meeting.Why speed matters—the power of calling a lead within seconds.The 3-step method to guide a hesitant prospect to a "yes."How to structure your follow-up to avoid losing potential deals.Role-playing tactics that help you sound confident and natural on the phone.Resources mentioned in this episodeTeach to Sell Methodology – Learn how to guide clients' thinking and get resultsCPI Community – Join the network of agents mastering consistent and predictable income80/20 Buyer Consultation Process – The ultimate real estate client system To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Stop Selling, Start Solving: The Secret to Closing More Deals Most people get sales wrong. They focus on selling when they should be solving. In this episode, we break down the exact method to land high-value deals, even if you're starting from scratch. Why nobody cares about your company history (and what actually gets their attention) How to structure win-win deals where you don't take on risk The power of controlling the lead and building an affiliate network Why the best entrepreneurs aren't the best technicians—they're the best marketers. Want to go deeper? If you're serious about scaling your business, closing more deals, and learning the exact strategies that built multi-million-dollar companies, join BoardRoom Elite. BoardRoom Elite is where we break down real-world strategies in a small group setting every week. From getting commercial accounts to hiring A-players and even buying businesses—this is where the real playbook is shared.

After a long week, kick back and join Gavin and Rich as they break down real challenges from painting contractors just like you. This episode is packed with practical strategies to keep your business moving forward—no matter the season.

Want to secure better property deals, negotiate bigger discounts, and raise more investment—without losing out to the competition? In this episode, I'm answering the most common questions property investors ask about mastering sales, negotiation, and persuasion. You'll learn:

Too many real estate agents focus on the wrong thing—results. In this episode, Dan Rochon breaks down why shifting your mindset to focus on activity over outcomes is the key to consistent and predictable income. Learn how the 80/20 Buyer Consultation can weed out unqualified leads, save time, and increase conversions. Dan also walks through real role-playing scenarios to demonstrate how to set more appointments, consult effectively, and close deals faster. If you're tired of wasted time and flaky clients, this episode will show you how to work smarter, not harder.What you'll learn on this episodeFocus on activity, not just resultsRecognize unexpected business opportunitiesUnderstand the 80/20 buyer consultation processPrioritize efficiency and weeding out unserious buyersMaintain a positive, encouraging mindsetResources mentioned in this episodeCPI Community – Learn proven strategies for creating Consistent and Predictable Income.The 80/20 Buyer Consultation Process – A step-by-step framework for securing buyer loyalty. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

In this episode of The D2D Podcast, host Sam Taggart and his wife Dee Taggart dive deep into the transformative power of storytelling with Ashley Stahl, founder of Wise Whisper Agency, renowned TEDx speaker, and best-selling author. Ashley shares her unique journey from working in counterterrorism to becoming a sought-after speaker and storytelling expert. This episode is a goldmine for new or struggling door-to-door (D2D) sales reps, offering actionable insights into how mastering storytelling can elevate their sales game and create lasting connections with prospects.You'll find answers to key questions such as:How can storytelling improve your door-to-door sales pitch?What are the essential steps for pivoting careers or industries successfully?How do core values influence your career decisions and sales effectiveness?Why is authenticity crucial in both personal branding and sales?How can you effectively share others' stories in sales contexts?Get in touch with Ashley Stahl:Wise Whisper Agency: https://wisewhisperagency.comInstagram: @ashleystahl - https://www.instagram.com/ashleystahl/ Thank you for listening! Don't miss out on future episodes! Subscribe to The D2D Podcast on Apple Podcasts and Spotify.Follow us on Facebook and Instagram. You may also watch this podcast on YouTube!You may also follow Sam Taggart on Facebook, Instagram, and TikTok for more nuggets on D2D and Sales Tips.

In this episode, I dial into tackling one of the most overlooked yet powerful tools in your sales and service conversations: risk. Knowing how to talk about risk with your customers isn't just a nice-to-have—it's essential for showing value, solving problems, and closing deals. We'll cover: Why identifying and explaining risk is crucial in every customer interaction. Real-life examples for sales and service teams that showcase exactly what to say and how to say it. How to use risk to connect the dots between problems and solutions, making your presentations stronger and your conversions higher. For service teams, you can set yourself up to explain the benefits of acting now. For sales teams, we'll look at how to uncover risks tied to hesitation, making it easier to guide your clients toward the right decision. Risk isn't just a one-time topic—it's an everyday conversation that drives results. If you're ready to build trust, sell with confidence, and see more approvals, this episode is for you. Tune in now and start making risk work for you! Dealer Talk with Jen Suzuki Podcast |Jennifer@edealersolution.com | 800-625-1590 | edealersolutions.com

In this episode of the Stronger Sales Team, Ben Wright offers up some valuable strategies for closing deals as the year comes to a close. As the Christmas period approaches. He discusses effective negotiation strategies and highlights the importance of maintaining robust pipelines that accurately reflect business potential. The episode further delves into the optimal timing and approach for introducing pricing in sales conversations, with practical advice on aligning with client budgets from the outset. Additionally, Ben introduces a straightforward yet impactful negotiation framework, featuring walk-in, fallback, and walk-away positions, to help ensure successful deal closures. Key Takeaways: Implement a thorough needs analysis to fully understand customer requirements and decision-making criteria early in the sales process. Introduce pricing discussions early to align customer and business expectations, identifying potential budgetary constraints beforehand. Utilise a clear negotiation framework with walk-in, fallback, and walk-away positions to navigate complex deal negotiations effectively. Leverage the advantages of offering multiple options to the customer to encourage flexibility and final agreement. Revisit and reflect upon negotiation successes and failures to continuously improve sales strategies and outcomes. Time Stamps: 0:00 Intro 3:00 Bringing To A Close Open Pipelines 3:30 Negotiation Frameworks 4:00 Understanding What it Takes to Get a Deal Closed 10:34 Bringing Pricing Up Early 14:54 A Negotiation Framework 21:00 Recap 22:11 Health and Fitness Tip 23:38 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode!I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

In this MFTV episode, Mike highlights the importance of capitalizing on year-end opportunities by perfecting prequalifying questions, strengthening listing presentations, and effectively addressing objections to boost closing rates and productivity. With over 49 years of experience in the Real Estate industry … Mike Ferry has seen it all, been through every cycle, and overcame every objection. Watch, listen, and learn from the Global Leader in Real Estate Sales Training. Last chance to sign up! We're hosting two Toy Drives! One in Anaheim on December 10th and one in Las Vegas on December 13th! Celebrate the season and elevate your Real Estate career at Mike Ferry's Annual Toy Drive. Join us for an event that combines professional development with the joy of giving. Connect with fellow agents, end the year on a high note, and set the stage for a prosperous 2025. Register now for a meaningful and productive December! https://www.mikeferry.com/event/mike-ferrys-toy-drive-december-10-california/ https://www.mikeferry.com/event/mike-ferrys-toy-drive-december-13-las-vegas/Blog: Mike Ferry Blog Website: The Mike Ferry OrganizationSocials: Youtube, Instagram, Facebook, LinkedIn, and TwitterStart your coaching journey: Here

In this episode of The D2D Podcast, we speak with James Schlosser, a roofing consultant from Roofsimple, a five-star rated company specializing in insurance claim-driven roof repairs. James shares his journey from door-to-door sales rep to mastering roof sales, focusing on helping homeowners navigate tricky insurance claims for storm damage. Learn how he builds trust through transparent communication and how his process ensures that clients only pay their deductible.James dives into his unique approach, combining empathy with expertise to overcome objections and close deals. He also shares his insights into managing rejection in door-to-door sales, the importance of consistency, and how maintaining long-term customer relationships leads to success in the competitive roofing industry. With a values-driven approach, James breaks down the keys to surviving and thriving in roofing sales, including the importance of providing top-notch service and customer care even after the sale is closed.You'll find answers to questions such as:How can empathy improve sales techniques?What are the best strategies for handling objections in sales?How do you stay motivated when facing rejection in sales?How does focusing on customer service lead to long-term business success?Why is choosing a trustworthy company important for home improvement projects?Ready to learn how to save thousands on your next roofing project while navigating insurance claims with ease? Visit Roofsimple.com to discover more about their customer-first approach. To connect directly with James Schlosser for expert advice and a transparent roofing consultation, visit his profile here and schedule a call today! Thank you for listening! Don't miss out on future episodes! Subscribe to The D2D Podcast on Apple Podcasts and Spotify.Follow us on Facebook and Instagram. You may also watch this podcast on YouTube!You may also follow Sam Taggart on Facebook, Instagram, and TikTok for more nuggets on D2D and Sales Tips.

Rich interviews Ryan Groth from Sales Transformation Group on what he calls “Baseline” selling.

In today's ultra-competitive market with low inventory and relatively high rates, leads are harder to come by, and yet, many are unwittingly wasting the few they do get by making costly mistakes.   The key to thriving unthriving times isn't necessarily just about getting more leads, but in converting more of the ones you already have into high-quality, high-paying clients who send referrals, give rave reviews and then come back to do repeat business,   Focusing solely on generating more leads might mean you're missing the bigger picture. The real issue often isn't the quantity of leads but the quality of your lead source and the quality of your follow-up.   Many MLOs are letting potential deals slip through their fingers by not fully capitalizing on the opportunities they already have.   Are you truly squeezing all the juice out of the opportunities you've been given, or are you letting potential deals slip through your fingers? How would your life change if you could close more deals with less stress?   In this episode, I talk to Lead Conversion Expert, Penny Wrightly, where we reveal the 3 secrets for closing more deals from fewer leads. Stop doing it the hard way and start doing it the SMART WAY.   "Whether your leads come from your client database or referral partnerships you're building, those will be your highest-quality leads and the easiest to convert." -Penny Wrightly   You'll also learn:  How to assess and improve the quality of your leads to skyrocket your conversions. The most effective follow-up strategies that turn lukewarm leads into hot, motivated prospects. Why asking for referrals is a non-negotiable step in your sales process. The crucial role systems play in your follow-up game and how to implement them the right way. A simple, yet effective strategy for attracting more high-quality leads from your existing clients. Tips for nurturing relationships with referral partners to keep your lead pipeline full - regardless of market conditions. Guest Bio Penny Wrightly is a mortgage industry veteran with over 24 years of experience, now serving as the Chief Conversion Coach at Planet Prosper. From starting as an administrator to becoming a principal broker, Penny has scaled the heights of the mortgage world, leading teams to exponential growth. She's passionate about helping mortgage pros turn hard-earned leads into consistent closings, and her deep expertise in lead conversion is second to none.   About Your Host   Considered by many to be the nation's leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Negotiation is back in the spotlight post-pandemic.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome to another episode of Data Driven Insights by the Sales Insights Lab! There are difficult ways to increase your sales—and then there are easy ways. I personally prefer easy ways, and I'm willing to bet you do too. A few years ago, I discovered an incredibly easy way to increase sales. At the time, I was working with one of my favorite clients, Danny.Danny sells software to enterprises and, before I met him, his sales were stagnant for about three years in a row. Then I helped him implement one weird little sales trick—and we were able to increase his annual sales by 39%, in just one year. The greatest part is that it was incredibly easy. Danny didn't have to work more, and he didn't have to make more calls. Would you like to know what we did to increase Danny's sales by 39%?In this episode, I'm going to show you one weird trick that increases sales by 39%. Check it out!So, there you have it. One easy trick that increases sales by 39%. Of course, 39% is a tough number to be exact about. But, if you actually use this approach, you're going to see a dramatic increase in your sales. I want to hear from you. Have you ever used a trick like this before? Be sure to share below in the comments section. I'll respond to every comment that I can get to.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome to another episode of Data Driven Insights by the Sales Insights Lab! What's the single most overlooked sales technique in the world? Once you find out, you'll start closing more sales right away.For a free eBook on How to Crush Your Sales Goals, head over to http://www.marcwayshak.com/opt1/ right now!Looking for an easy technique that can boost your sales and transform your selling style? Most salespeople use the same sales approach, so it's hard to stand out from the competition. If you're not constantly looking for ways to up your game, then you're missing out on some of the most valuable sales techniques out there.This failure to innovate costs salespeople a tremendous amount of money in lost sales. In particular, there's one stand-out sales technique that's arguably the most overlooked selling approach in the world. And if you use this technique, you'll unquestionably close more sales.In this video, I'm going to show you the most overlooked sales technique in the world…? Check it out!So, there you have it. The most overlooked sales technique in the world. Have you been overlooking this sales approach? Or are you one of the few salespeople who use it? Be sure to share below in the comments section. I'll respond to every comment that I possibly can. If you enjoyed this video, visit www.marcwayshak.com/opt1/ to get a free eBook on 25 tips to crush your sales goal.

Ever wondered how offering a variety of service options could transform your sales strategy? In this episode, we uncover the secrets to mastering sales in the electrical field by addressing the common challenge of "option fog." Learn from our real-world example of developing six diverse options for a living room ceiling fan installation and other electrical upgrades. We're joined by Joseph, who shares his transformative mindset shift that emphasizes the importance of understanding the emotional concerns and happiness of homeowners. We dive into why thinking beyond just the technical aspects can overcome common limitations electricians face when presenting options.Unlock the power of strategic options by discovering effective techniques for presenting multiple choices. We'll show you how to offer six well-structured options—two premium, two mid-range, and two economy—that enhance perceived value and boost sales. From simple fixes to comprehensive solutions, gain practical advice on creating a customer-focused approach that ensures better service and higher satisfaction. If you're looking to refine how you present options or make your customers happier, this episode is packed with valuable insights to elevate your electrical services game.—---------------Join our community and get access to strategies that'll help bring your electrical business to the top

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome to another episode of Data Driven Insights by the Sales Insights Lab! I'm your host, Marc Wayshak, and today we're diving deep into the common pitfalls that hold salespeople back. Drawing on my experience working with thousands of sales reps every year, I've identified the three most crushing mistakes that are costing you sales and, more importantly, how you can avoid them. Whether you're selling like everyone else, winging your questions, or falling into the trap of sporadic prospecting, these missteps are killers. Tune in as we uncover actionable strategies to break free from these habits and start closing more deals today. Let's get started!Most salespeople make the same three crushing mistakes. Watch this video to make sure you're not one of them!Every year, I work with thousands of salespeople across industries. As a result, I get a bird's eye view of what's going on in today's fast-changing marketplace. What I've discovered is this: The vast majority of salespeople make the same mistakes, over and over again. And they don't even seem to realize it. The challenge is, most salespeople can't recognize when they're making one of these critical mistakes. If they did, they'd stop right away—because these mistakes are slowly killing their sales. In this video, I'm going to show you three crushing mistakes most salespeople are making—and most importantly, how to avoid them. Check it out!So, there you have it: Three crushing mistakes most salespeople make. Have you ever made one of these mistakes before? If so, what was the result? I want to hear from you. Be sure to share below in the comments section. I'll respond to every comment I possibly can.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome to Data Driven Insights, the podcast that helps sales reps and business owners elevate their game and close more deals at higher prices. I'm your host, Marc Wayshak.In this episode of Data Driven Selling, we delve into a fundamental challenge faced by sales professionals: How to close deals more quickly and prevent them from slipping through the cracks. Marc emphasizes that many issues encountered at the end of the sales process actually stem from how the process was initiated. To address this, Marc introduces a five-step strategy designed to accelerate any sales cycle and drive more effective results:1. Organize your entire process.Every professional salesperson, and every sales organization as a whole, must have a good CRM system in place to organize everything. The last thing you want to do is just have your entire sales process organized in some Excel spreadsheets, on paper, or in Google Docs.You don't ever want to walk into the office wondering what your day will look like. Your process should be so organized that you already know exactly what each day is going to entail. There must be a particular system through which you can see your entire pipeline, so that way nothing is ever slipping through the cracks. The more organized your process, the better off you'll be. Having a good CRM system that really holds it all together is simply key to closing the sale faster.2. Disqualify prospects.This is less about organization and more about how you're actually selling. One of the reasons many sales start to slow down is that they were never truly qualified in the first place. You must become adept at using a systematic process to understand whether each prospect is actually qualified or disqualified. This is essential to closing the sale faster, because otherwise you'll spend all of your time with disqualified prospects that have just kind of hung around in your pipeline. You've got to clean those people out, and move on. By learning to disqualify prospects early on, you'll enable yourself to focus your time and energy on prospects that are actually a good fit.3. Present only what's relevant.Salespeople constantly want to present their entire offering to every single prospect. But the reality is that you probably have an offering that's pretty broad. And so your prospects often don't need everything that you do. They only need certain things.Presenting features or components of your offering that are outside the scope of what the prospect is really trying to solve only distracts them—and slows down the sale.If you really want to close the sale faster, you must present only what's relevant.4. Be NSO.NSO stands for Next Step Obsessed. One of the most common reasons sales start to slow down is a lack of clear next steps. If you really want to start closing the sale faster, then you need to become absolutely obsessed with next step. As in, you can't sleep at night if you know that you didn't schedule a next step in that last meeting.Once you prioritize next steps and become militant about scheduling them in every meeting or sales conversation, you'll noticed that you're able to hold sales together far more effectively.One of the biggest mistakes you can make in sales is to give a proposal to a prospect and then plan to “reconnect in a couple of months” or something similarly vague. Instead, there should always be a scheduled appointment in the calendar. Become obsessed with asking every prospect, “Do you have your calendar in front of you?” before ending any sales conversation. (And by the way, everyone has their calendar in front of them nowadays.)Always get that next step in the calendar right then and there, and send out a calendar invite while you're actually on the phone or on the Zoom or for face to face with the prospect. Always be obsessed with next steps.That's going to hold the sale together. And it's going to condense your sales cycle, so you can start closing the sale faster.5. Live by your pipeline.The next step to closing the sale faster is to become crystal clear—and truly honest—about your pipeline's strongest opportunities, and where you need to focus your time. Living by your pipeline and only focusing on the very best opportunities means condensing that sales cycle and closing the sale faster. And, quite frankly, more frequently. Marc wraps up the episode by offering listeners the opportunity to register for a free video training session, designed to provide additional tactical advice on closing deals without facing common issues like price pushback or ghosting. To access this valuable resource, visit closingtraining for instant access.

Sam Wakefield is a Solar Advisor at Apricot Solar and the CEO of “Close It Now!” Sales Training, a company inspiring top performers to reach excellence not only in their professional endeavors but also in fitness, nutrition, relationships, and personal growth. In this episode, we talked about communication tips, sales psychology, permission-based selling…

Steve Trang is the founder of the Real Estate Disruptors movement. He started the Real Estate Disruptors podcast in the middle of 2018 to inspire wholesalers and real estate agents to double their incomes by adding a 2nd leg to their business. The podcast has now grown to over 100,000 downloads per month with new members of the community sharing their success story every week. Steve's legacy will be to create 100 Millionaires. One of his favorite quotes is from the great Zig Ziglar: "You can have everything in life you want, if you will just help enough other people get what they want."  He heard this quote when he first got into real estate, and it has stuck with him throughout his entire career. In fact, it's essentially one of the core values Steve lives by. As a Sales Coach, Steve has helped hundreds of clients generate millions in sales over the past few years. On top of owning single family rentals, Steve also owns apartments and co-founded a bank.   In this episode, we talked to Steve about his transition to real estate, where his business is today, his coaching program, the biggest mistakes investors make, and much more.   Announcement: You can join the Apartment Investing Mastermind here.   Closing Sales;   02:14 Steve's background; 05:22 His transition to real estate; 12:05 Where's his business today; 23:50 His coaching program; 27:17 The biggest mistakes that investors make; 29:45 Round of insights       Announcement: Download a Sample Deal package here.   Round of Insights   Apparent Failure: Not being able to find an opportunity like the one available during the 2008 market crash. Digital Resource: Audible. Most Recommended Book: Rigging the Game. Daily Habit: Listening to Darren Hardy with his kids and summarizing every episode together. #1 Insight for being an effective closer in sales: Seek to serve and validate the other person. Best place to grab a bite in Phoenix, AZ: Mastro's City Hall.   Contact Steve: Website: https://closemoresales.com/    Thank you for joining us for another great episode! If you're enjoying the show, please LEAVE A RATING OR REVIEW,  and be sure to hit that subscribe button so you do not miss an episode.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome to "Data Driven Insights," the podcast that merges tactical sales advice with data-backed strategies to help sales reps and business owners generate more meetings and close more sales at higher prices. Hosted by Marc Wayshak, each episode dissects critical sales techniques and methods supported by real-world data, ensuring you have the tools to elevate your sales game. Tune in to discover how you can leverage data to improve your sales outcomes.In this episode, host Marc Wayshak dives into five strategic questions designed to get prospects to open up and share their true challenges and needs. Marc emphasizes the importance of effective communication and how asking the right questions can reveal invaluable insights, leading to more successful sales outcomes. The episode covers:1. **Quick Opening Play**: Utilize the "opening play" method by sharing the top three challenges your prospects typically face and asking if these issues resonate with them.2. **Tell Me More About That**: Prompt deeper conversations by asking prospects to elaborate on their statements, helping uncover core issues.3. **Why Do You Think That Is?**: Get prospects to explore and explain the reasons behind their problems, providing deeper understanding and context.4. **What Prompts You to Say That?**: Use this question to clarify the motivations behind a prospect's statements or questions, ensuring a focused dialogue.5. **Why Is That?**: A simple yet powerful question that encourages prospects to delve into their objectives and challenges, allowing you to address their needs more effectively.Marc's insights reveal that successful selling hinges not just on presenting solutions but on understanding and unpacking the true challenges prospects face. By incorporating these five questions into your sales conversations, you'll be equipped to foster more meaningful interactions and achieve better sales outcomes.Tune in to master these essential sales techniques and transform your approach to selling by making every conversation count. For further resources, visit closingtraining where you can access additional free training on the five-step formula to closing more deals.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome to Data Driven Insights, the podcast that helps sales reps and business owners elevate their game and close more deals at higher prices. I'm your host, Marc Wayshak. In today's episode, we're diving into one of the most crucial aspects of the sales process: how to start a sales conversation with any prospect. It's often said that starting strong leads to ending strong, and this principle is especially true in sales. In this episode, I'll be sharing our unique approach known as the "opening play," which goes beyond the typical elevator pitch. We'll explore how to kick off your conversations with key insights about what you help clients achieve, the challenges they face, and prompt engagement to enter a meaningful dialogue. If you're ready to transform the way you approach your prospects right from the start, stay tuned for actionable insights that can change your selling game. Let's get started!KEY POINTS Introduction and Importance of Starting a Sales Conversation:- Impact of how you start on ultimate outcome.- Philosophy taught by one of Marc's mentors: strong start leads to strong end.- Goal: Develop a way to start conversations that prompts prospects to open up and make buying decisions.Develop Your Opening Play:- Explanation of the "opening play" concept.- Contrast with traditional methods like 30-second commercials or elevator pitches.- Importance of a structured approach in the first 20 to 30 seconds.    - Problems with typical salespeople getting off-track.    - Need for a tight and concise opening.Start with What You Help Clients Achieve:- Problems with starting conversations focusing on what you sell.- Suggested approach: Start with what you help clients achieve.    - Examples:        - Insulation company focusing on a warm house.        - CRM systems focusing on organized leads and increased revenues.Discuss Key Challenges You're Seeing:- The importance of addressing key challenges prospects face.- Demonstrating insights into common challenges affecting prospects.    - Importance of showing value and insight.    - Conversion of these challenges into engagement.    - Analogy to a doctor's perspective.Close with Engagement Prompt:- How to end the opening play with a prompt.- Preferred closing question: "Do any of those issues ring true?"    - Purpose of prompting the prospect to engage.    - Contrast with common pitfalls of traditional closing.Practical Example of Opening Play:- Sample opening play sequence Marc would use.    - High-level overview focusing on salespeople or small businesses.    - Key elements:        - Clients leverage data to drive revenues.        - Challenges like low-price competitors, generating new business, and difficult sales environment.        - Closing question to prompt engagement.Conclusion:- Recap of the power of a well-constructed opening play.    - Insight demonstration.    - Prompting prospect engagement.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/In this episode of Data Driven Selling by the Sales Insights Lab, host Marc Wayshak dives into the fascinating parallels between martial arts and sales techniques. Drawing from his personal experience in Brazilian jiu-jitsu, Marc explores how the principles of martial arts can dramatically enhance your sales game. From treating your prospect as a training partner to replacing force with skill, Marc shares invaluable insights that can transform your approach to closing deals. Learn how to harness the energy of your prospects, think multiple steps ahead, understand likely outcomes, and develop an intentional training process for long-term success. Whether you're a seasoned salesperson or just starting out, these strategies can help propel you to the top of your field. Stay tuned for a dynamic episode that blends the art of martial mastery with the science of selling.KEY MOMENTS1. Your prospect is the best training partner2. Replace force with skill3. Let their energy lead where you want to go4. Think many steps ahead5. Understand the likely outcomes6. Intentional training leads to long-term success7. The best athletes often don't become the best martial artistsTOPICSUsing Prospects as Training Partners- Role of a training partner in martial arts.- Prospects as the best training partners in sales.- Importance of learning from each sales interaction.Replacing Force with Skill- Common beginner's mistake: using force.- Transition from using force to using skill in martial arts.- Applying skill over force in sales.- The discomfort prospects feel when reps use forceful techniques.Letting Energy Lead- Traditional selling techniques versus guiding energy.- Embracing objections rather than opposing them.- Steering the prospect's energy in the desired direction.Thinking Many Steps Ahead- Advanced martial artists' ability to think multiple steps ahead.- Parallels in sales: having a process and planning future steps.- Differences between trained and untrained salespeople.Understanding Likely Outcomes- Predictability of human behavior in martial arts.- Predicting prospects' responses in sales scenarios.- Preparing for various potential outcomes.Importance of Intentional Training- Need for a structured training process in martial arts.- Importance of having an intentional training process in sales.- Long-term benefits of consistent and intentional training.Misconception About Natural Talent- Observations about top martial artists not always being top athletes.- Comparison to sales: natural charisma versus learned skills.- Emphasis on focusing on skill development rather than innate traits.Conclusion- Summarizing the martial arts approach to closing sales.- Encouragement to focus on skill development and continuous learning.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome to Data-Driven Selling, where today our host, Marc Wayshak, dives into the powerful mindsets that distinguish successful and wealthy salespeople from the rest. Marc will share the crucial mental shifts that can elevate your sales game from thinking you're the best to recognizing sales as a strategic game, not a life-or-death struggle. Discover why seeing your interactions with top-tier prospects as equal footing encounters is essential and how embracing sales as a game can replace stress with enjoyment and effectiveness. Whether it's adopting the mantra "The best prospects need me,” or understanding that losing a sale is just part of the game, this episode is packed with transformative insights. Moreover, Marc emphasizes the importance of loving what you do, believing in your product, and having a clear sales plan. Tune in to learn how to shift your mindset and dramatically increase your sales effectiveness and enjoy the pursuit of your sales goals with a renewed vigor and strategy.Here is a comprehensive sequence of topics covered in the podcast episode "Sales Mindset - The Way Successful & Rich Salespeople Think," with sub-topic bullets detailing the main points discussed under each primary topic:1. Introduction to Sales Mindsets   - Explanation of common traits among successful and rich salespeople.   - Importance of adopting certain mindsets to reach the top of one's sales game.2. Critical Sales Mindsets   - I Am the Best     - Believing in oneself as top in their field.     - The necessity of self-belief to achieve top performance.   - The Best Prospects Need Me     - Viewing oneself as a solution rather than an annoyance.     - Recognition that certain prospects inherently need what you're offering.   - Sales Is Just a Game     - Conceptualizing sales as a game to improve engagement and reduce stress.     - Changing perception of sales from a high-stress environment to a playful competition.   - Can Go Toe to Toe with Any CEO     - Confidence in dealing with high-level executives.     - Not being intimidated by the status of the prospect.   - If I Lose a Sale, So What?     - Acceptance of losses as part of the sales process.     - Maintaining composure and perspective when a sale falls through.3. Focusing on Process Over Outcomes   - Activity and Process Over Closing     - Emphasis on consistent activity and refined processes.     - Importance of building a robust pipeline and engaging in effective sales practices.   - I'll See If You're a Fit     - Evaluating prospects for fit rather than trying to close every possible sale.     - Moving on quickly if a prospect is not a fit.4. Goal Setting and Planning   - Having a Clear Plan to Sales Goals     - Importance of having specific, measurable steps to reach sales targets.     - Breaking down goals into actionable items like number of meetings and deal sizes.5. Passion for Selling   - I Love What I Do and Sell     - The necessity of passion and belief in the product for sales success.     - How enjoyment and belief in the product impact sales performance.6. Conclusion and Additional Resources   - Summarization of key sales mindsets.   - Invitation to access further sales training resources.Each of these topics provides a detailed overview of the various mindsets and strategies that, according to the podcast, are essential for achieving and maintaining success in sales.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/In this episode of "Data Driven Selling," hosted by Marc Wayshak, we delve into a common challenge faced by sales reps and business owners: the "This is Too Expensive" objection from prospects. Marc provides seven strategic keys to effectively handle this objection, emphasizing a shift in both mindset and tactics. The episode is rich with actionable advice aimed at helping listeners not only overcome the objection but also ensure they are aligning their sales process to showcase the value of their offerings clearly. "7 Keys to Handling the 'This is Too Expensive' Objection" by Marc Wayshak covers a comprehensive guide to navigating price objections in sales. Here's a breakdown of the primary topics covered, with sub-topic bullets for each:1. Determine How You Got Here- Exploration of the sales process to identify potential improvements.- Understanding that price objections often stem from a perceived lack of value.2. Own Your High Price Upfront- The strategy of proudly owning and justifying a higher price point.- Discussion on the negative implications of competing on price in your industry.3. Remember That 20% Must Be DQ'd- Categorizing prospects into three buckets based on their price sensitivity and value perception.- Emphasis on immediately disqualifying the bottom 20% who are price-focused.4. Slow It Down- Tactical approach to pause and slow down the conversation upon encountering the objection.- The importance of not rushing into defensive or justifying responses.5. Ask What Prompts You to Say That- Turning the objection back to the prospect to understand their perspective.- The value of listening and prompting further explanation from the prospect.6. Dig Deeper- The importance of digging into the objection to truly understand the prospect's concerns.- How effective questioning can reveal the underlying reasons for the objection.7. Can I Throw Some Ideas at You?- Strategies for collaboratively exploring potential solutions or alternatives with the prospect.- Seeking permission to offer ideas, enhancing the receptiveness of the prospect.Conclusion and Additional Resources- Summary of the key strategies to handle the "This is too expensive" objection.- Invitation to access additional free training material to improve closing skills without price objection.Each of these topics collectively aims to equip sales professionals with strategic responses and a deeper understanding of handling price objections effectively, turning potential setbacks into opportunities for value demonstration and closing sales.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome back to another educational episode of "Data Driven Insights." I'm your host, Marc Wayshak, and today we're joined by the head coach at the Sales Insights Lab, Coach Tiffany Torres. In this episode, Marc and Tiffany discuss the significance and benefits of targeting larger deals in sales, challenging common assumptions, and realigning mindsets toward high-stakes opportunities. Marc Wayshak begins by explaining three ways to increase sales: more prospects, higher closing rates, and bigger deals, emphasizing that the latter is often overlooked despite its potential impact on revenue.Coach Tiffany advises sales professionals to focus on the value of the problems they solve for prospects rather than just the cost of their product or service. By doing so, salespeople can effectively communicate the worth of their offering in relation to the prospect's challenge, creating an opportunity to discuss and justify higher budgets.The conversation shifts to strategies for increasing deal sizes, such as dynamic pricing, offering tiered service packages, and targeting bigger companies with larger budgets. They highlight the importance of understanding the prospect's language and tailoring the value proposition accordingly.Marc and Tiffany advise on pipeline management, emphasizing the need to cultivate multiple large opportunities so any single deal doesn't become disproportionately crucial, a concept likened to balancing on a beam at different heights. With a full pipeline, salespeople can operate from a position of power, less concerned about individual losses and more focused on the many opportunities ahead.Finally, they wrap up with a discussion on adopting a "some will, some won't, so what" attitude, recognizing when to move on from a lost prospect, and how small increases in average sales size can lead to significant overall growth.Listeners are also invited to access a free video training to learn a five-step formula to close more deals, available at closing training.Key Topics:1. Introduction to Wholesale Hunting2. Benefits of Targeting Big Deals3. Strategies to Increase Sales4. Approaches to Increase Average Sales Size5. Pricing Tactics 6. Strategy in Selling Big Deals7. The Importance of Mindset8. Pricing Structures and Optionality9. Benefits of Multiple Options in Offering10. Working with Larger Companies11. Importance of a Full Pipeline12. Analogy of the Beam and Height00:00 Focusing on increasing sales and landing bigger deals.04:40 Analyzing the decision-making process for high-cost items.07:29 Bigger sales challenge mindsets, worth and confidence.11:14 Expanding options leads to successful sales strategy.14:40 Multiple dates reduce pressure, increase opportunities, comfort.16:50 Focus on closing good deals, not lost ones.  

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome back to another educational episode of "Data Driven Insights." I'm your host, Marc Wayshak, and today we're joined by the head coach at the Sales Insights Lab, the insightful Coach Tiffany Torres. Together, we're diving deep into a skill that often flies under the radar yet holds the power to dramatically shift the outcomes of your sales calls: mastering tonality to disarm your prospects. You'll hear real-world insights into the widespread overcompensation of salespeople's enthusiasm, why this can sabotage your efforts, and the proven strategies for adjusting your tone to one that's engaging and authentic. From Tiffany's eye-opening statistics on call success rates to our touching on the crucial doctor's mindset approach, this episode is packed with actionable advice. Are you ready to learn how to strike the right note with your prospects and revolutionize your sales approach? Listen in as we uncover the secrets to turning your voice into a compelling tool for connection and sales success.00:00 Different approaches and tonality affect effectiveness.04:38 The speaker discusses the tone difference between talking to a prospect and a personal connection in an office setting.09:12 Doctors must balance friendliness with professional boundaries, while sales should be based on delivering value and not just relationships.12:14 Focus on progress, not perfection in sales. Recognize failure is part of the process.13:18 Trust in learning process, approach tasks strategically.Key takeaways:**The Power of Tonality**: Learn how the right tone can triple your effectiveness, transforming 1-in-80 calls to 1-in-20 for setting appointments.  **Value vs Enthusiasm**: Discover why oozing genuine value trumps fake enthusiasm every time, and why prospects prefer insights over excitement. **Practice Makes Perfect**: Embrace the importance of role-play in mastering the art of disarmament through tonality—minimize stakes, maximize comfort.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome back to another episode of Data Driven Insights. I'm your host, Marc Wayshak, joined by our esteemed head sales coach, Coach Tiffany. Today, we're diving into a fascinating discussion that every salesperson needs to hear: "How to Create Immense Value in Sales Conversations." This episode peels back the layers of traditional selling techniques to show you a revolutionary approach that speaks directly to the buyer's needs. We'll dismiss old-school, pitch-focused methods and move toward a genuine, conversation-driven strategy that empowers prospects to unpack their own value. Expect to explore the crucial differences between simply agreeing with a client and engaging them in a deeper dialogue that leads to understanding their unique challenges. Coach Tiffany and I will guide you through real-life scenarios, equipping you with the insights to transform your sales conversations from one-sided presentations to collaborative exchanges that lead to better outcomes for everyone involved. So, if you're ready to enhance your sales process and empower your clients, tune in and let's unlock the secrets of creating immense value together.00:00 Prioritize initial value in sales interactions.03:42 Avoid waiting for opportunity, focus on understanding.09:38 Against strict rules, prefers understanding real costs.10:25 Roa calculators project a sales dictatorship: guide prospects.13:26 Creating understanding, building value, and commitment.Here are 3 key takeaways to transform your sales approach:- **Unpack the Prospect's Perspective**: Step into their shoes. Your role is to guide them through their own challenges, not dictate the journey with your solutions. This builds trust and positions you as a partner rather than just a vendor.- **Dialogue Over Monologue**: Engage in a conversation, not a pitch. Ask probing questions to understand the pain points deeply. When you let prospects articulate their issues, they're more likely to see the value in your tailored solutions.-  **Expertise Through Inquiry**: Admitting that you don't have all the answers might feel counterintuitive, but it's actually a powerful demonstration of expertise. It shows you're attentive, you care, and you're committed to understanding their unique situation.

Quick Take - (Full Episode - #91 - Link Below to Full Episode) In this episode, we'll be discussing how to scale your real estate business by working with real estate investors. As a real estate agent, it is critical to have a steady stream of clients and deals to keep your business thriving. And by partnering with real estate investors, you can tap into a whole new source of opportunities and take your business to the next level. We'll be discussing the benefits of working with investors, the strategies for finding the right partnerships, and the key considerations for making these collaborations successful. Meet Jennifer Beadles, CEO of Agents Invest. She is a real estate agent coach, and an expert in out-of-state buy-and-hold investing. Her passion today is twofold - helping investors build and scale their own rental portfolios, and coaching real estate agents on how to build their own portfolios while focusing on the unique benefits to working with real estate investor clients. Jennifer has over 15 years of real estate expertise, working with a variety of investment strategies, including BRRR, value-add multifamily, build-to-rent, assisted living, private financing, foreclosures, auctions, new construction, land development, and out-of-state investing. During her career, Jennifer has sold more than $120M+ in real estate while buying rentals and building up her own passive income streams - over 250 properties in seven different states! Things we discussed in this episode: - Teaching new and experienced investors how to find, analyze and fund deals - How to connect investors with off-market deals across the country - Helping brokerages, agents, and teams find (and keep) more investor clients - How to connect with an investor client base - Who are the types of investor clients that agents should focus on? - Tax strategies and benefits of working with real estate investor clients - Why high net worth investor clients might be less concerned with cash flow - Acting as a concierge to the professional advice that real estate investors will need (cost segregation, CPAs, property managers, contractors, etc.) :: Link to Full Episode - https://youtu.be/DNxxJ1DraW0 Where you can find Jennifer: Agent Invest website - https://agentsinvest.com/ Facebook - https://www.facebook.com/AgentsInvest Addicted to ROI website - https://addictedtoroi.com/ Facebook - https://www.facebook.com/addictedtoroi/ Addicted to ROI Facebook Group - https://www.facebook.com/groups/addictedtoroi Instagram - https://www.instagram.com/agentsinvest/ LinkedIn - https://www.linkedin.com/in/jennifer-beadles/ Join Jason Muth from Straightforward Short-Term Rentals and Attorney / Broker Rory Gill of NextHome Titletown and UrbanVillage Legal in Boston, Massachusetts for another episode of The Real Estate Law Podcast! #realestatepodcast #realestate #realestatelaw #realestateinvesting #realestateinvestor #realestateagent #agentinvestor #realestatecoach #buyandhold #offmarketdeals #workingwithinvestors Follow us! Following and subscribing to The Real Estate Law Podcast not only ensures that you'll get instant updates whenever we release a new episode, but it also helps us reach more people who could benefit from the valuable content that we provide. The Real Estate Law Podcast on Instagram and YouTube NextHome Titletown Real Estate on Facebook and LinkedIn Straightforward Short-Term Rentals on Instagram Attorney Rory Gill on LinkedIn Jason Muth on LinkedIn Hospitality.FM The Real Estate Law Podcast is part of Hospitality.FM, a podcast network dedicated to bringing the best hospitality-focused podcasts to those in and around the industry, from Food + Beverage, Guest Experience, Diversity & Inclusion, Tech, Operations, Hotels, Vacation Rentals, Real Estate Law, and so much more!

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Today, we're diving deep into a high-stakes topic that makes many in sales visibly shudder—the Alpha Prospect. These are the tough, intimidating sorts that can dominate a sale, often leaving even the most seasoned reps feeling like they've stepped into the ring with a heavyweight champion. But fear not! Coach Tiffany and I are here to deconstruct the mythos of the alpha prospect and provide you with the game plan to not only survive but thrive in these daunting encounters.We'll be revealing why it's essential to stand your ground. We show you that sales, at its core, is a game—a game where intimidation is purely psychological and can be conquered through a steadfast strategy and an unwavering mind frame.From reframing our perspective, to sticking to our process, engaging fully in the conversation, and delivering undeniable value, we're unpacking the tactical approaches that will help you engage with alpha prospects on an equal footing, turning potential adversaries into allies in your sales journey.By the end of our conversation, you'll be equipped with the insights and confidence needed to tackle those high-octane sales meetings. Change the way you perceive these prospects and transform trepidation into excitement. Remember, it's just a game, and we're here to win.Sales Strategies for High-Value Clients: "Alpha prospects are some of those people that can, like you have nightmares about actually running into a sales scenario with, but in reality they're people just like anybody else. And if you're coming in with a strong strategy, you're going to be fine with them."— Coach Tiffany [00:00:46 → 00:01:00]Navigating Power Dynamics: "And they, you know, a lot of times people in this space are walking around thinking like you're either a predator or you're prey and you're kind of walking in with that sign that says you're one or the other."— Coach Tiffany [00:03:16 → 00:03:27]Business Communication Candidness: "Exactly. And they're not taking the meeting to be nice. And you'll know where you stand with them, which is really cool. They'll tell you. They'll be really blunt often and say, I don't see how this makes sense. Or they'll tell you, like, I can kind of see that. And you know exactly where you stand."— Coach Tiffany [00:04:36 → 00:04:50]Sales Leadership in Negotiations: "What they want to have happen. The issue is that in sales, you have to take that leadership position and own this opportunity for them. So you have to define it by your process and not let them push you into a space where they're deciding and dictating what comes next or how things go."— Coach Tiffany [00:05:28 → 00:05:43]Sales Approach Wisdom: "sales is about having a conversation. It's not about a performance."— Coach Tiffany [00:06:48 → 00:06:51]The Art of Conversation: "And that back and forth that happens with somebody when you're just, like, kind of guiding them through questions can be so powerful for them. And that's what usually breaks that wall that they've got built up around what they really think or what's going on in their situation."— Coach Tiffany [00:07:59 → 00:08:14]Building Better Business Relationships: "Yeah. It takes them from feeling like adversaries to feeling like partners. Right. Like, that's the goal. That's the trajectory you're aiming for."— Coach Tiffany [00:08:58 → 00:09:04]Understanding Value in Sales: "It's what they're fishing for. It's the thing that's going to open up the door and they're not looking at value as like, what can you tell me about your service?"— Coach Tiffany [00:10:32 → 00:10:41]Understanding Sales Dynamics: "Every time you show up to a sales experience, you're kind of just, like, exploring the space and being like, oh, so that's the game we're going to be playing today. And then you can really come at them from this, like, informed perspective."— Coach Tiffany [00:12:33 → 00:12:44]Turning Anxiety into Excitement: "when your heart starts to beat faster and stuff like that, there's no real difference physiologically between excitement and anxiousness. So I would always just say as like, oh, I'm excited."— Coach Tiffany [00:13:43 → 00:13:55]

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/In this podcast episode, Tiffany from Sales Insights Lab and the host discuss evolving cold outreach strategies. They stress the importance of tactical approaches and avoiding generic methods due to advanced email filtering by G Suite and Outlook. They advocate for high-value, purpose-driven outreach and the use of multichannel communication to engage prospects meaningfully. The conversation also covers the necessity of a multi-step, personalized approach to outreach that resonates with prospects' needs. The episode wraps up with a call to action for listeners to access a free video training on effective deal-closing strategies.The importance of purpose in cold outreach (00:00:00) Tiffany emphasizes the importance of purpose in cold outreach, stating that prospects deserve to know there's a solution to their problems.Changes in cold outreach due to technical filtering (00:00:45) Discussing changes in cold outreach, including filtering emails by G Suite and Outlook, and the decreasing open rates of emails over the years.Impact of G Suite changes on email volume and spam (00:01:14) Explaining the impact of G Suite changes on email volume and spam, and how it affects the effectiveness of cold outreach.Multichannel approach in cold outreach (00:05:13) Highlighting the importance of a multichannel approach in cold outreach to demonstrate high value and reach prospects effectively.The offer and its importance in cold outreach (00:12:13) Emphasizing the need for a compelling offer in cold outreach to entice prospects and make them willing to engage in a conversation.Effective personalization in cold outreach (00:16:21) Discussing the significance of good personalization in cold outreach to demonstrate understanding and relevance to the recipient.Segmentation in cold outreach (00:17:58) Explaining the importance of segmentation in cold outreach to narrow down the target audience and send more relevant messages.Cold Outreach Strategies (00:20:14) Discussion on the impact of changes in cold outreach and the importance of narrowing down the target list for better resonance.Tactical Advice (00:20:58) Promotion of free video training on a five-step formula for closing more deals without price pushback.

Whenever I used to hear the words “sales call”, I would literally break out in a cold sweat. Even when you're a seasoned pro, sales calls can feel tough, especially with evolving consumer expectations. But don't forget: every call is an opportunity to understand your customers better and tailor your pitch to their needs. And when we take the right steps to master the art of our sales calls, it will significantly impact our success.In this episode, I'm walking you through ten crucial tips and techniques to help you maximize the effectiveness of your sales calls. Tune in now to hear why preparation, communication, and active listening are the key to driving successful outcomes (and minimizing nerves)!SHOW NOTES: https://themichellefernandez.com/podcast/283FREE LIVE TRAINING: How To Get More Customers & Revenue In A Predictable Way (without throwing money away on ads!)Connect with me on InstagramConnect with me on FacebookVisit my websiteP.s. Utilizing an all-in-one tool like OptimaFunnels will streamline your sales process, helping you track leads, automate follow-ups, and ultimately increase your conversion rates. Sign up today and revolutionize your sales approach with OptimaFunnels—your gateway to effortless sales success!

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Handling "Think It Over" ObjectionsIn this episode of Data-Driven Selling by the Sales Insights Lab, Coach Tiffany and I delve into the challenging world of handling "think it over" objections in sales. We start by acknowledging the potential confrontational nature of addressing objections and emphasize the importance of softening our approach.The episode kicks off with a listener question from KC Carlyle, who expresses frustration with solid conversations with prospects that end in a "think it over" response. Coach Tiffany and I discuss the need to push prospects for clarity rather than accepting a soft rejection to avoid a hard no.We explore the different types of objections, including cover, concern, condition, and complacency, and highlight the importance of understanding the underlying reasons behind a prospect's "think it over" response. By slowing down the conversation, acknowledging the objection, and helping the prospect clarify their thoughts and feelings, we aim to move towards a decision rather than leaving them in decision purgatory.Throughout the episode, we stress the significance of creating a collaborative and supportive environment with prospects, rather than adopting a pushy or desperate sales approach. By focusing on building trust, understanding the prospect's concerns, and addressing objections with a structured process, sales professionals can navigate "think it over" objections effectively and ultimately drive towards a decision.We conclude by emphasizing the importance of mindset in handling objections, highlighting the need for sales professionals to be willing to let go of a potential sale if it's not the right fit. By approaching objections with a strategic and empathetic mindset, sales professionals can enhance their sales process and increase their chances of closing deals successfully.Join us in this insightful episode as we provide practical tips and strategies for handling "think it over" objections in sales and empowering sales professionals to navigate objections with confidence and clarity."We can't take the soft rejection so that we don't get that hard no." - 00:01:15-00:01:25"The goal isn't at that moment to push the prospect across the finish line. The goal is to push them for the clarity to get them to want to voluntarily cross the finish line." - 00:02:24-00:02:34"Yeah, I mean, really all we want is a decision. Whether it's a yes or a no is OK. We just want to get to a decision." - 00:02:56-00:03:07"So we've got to really like soften it. To me, this is the most important part of handling any objection because like I think you always talk about is like this may be the end of the objection." - 00:13:13-00:13:23"Getting them to clarify sometimes like when people just articulate what they're thinking, that kind of solves their thing." - 00:14:47-00:14:58"You can't get to effective tactical implementation until the mindset's solid." - 00:18:35-00:18:45"You may need a sale, but you don't need this sale." - 00:18:35-00:18:45"You need to be willing to let somebody go. You can't try to hold onto them if that sale is not gonna happen." - 00:18:55-00:19:05"Once you just say like, hey, I'm okay with losing this, there's others out there, then all of a sudden that frees you up to really help them and help yourself to figure out, is this a." - 00:19:07-00:19:18"Thanks for listening. Want more tactical advice on selling? Register for our free video training on the five-step formula to closing more deals without price pushback, think-it-overs." - 00:19:19-00:19:29

Roofing Golden Door winner, Chris Davet joins us on the podcast sharing his tips on how to maximize effectiveness, navigating a dry spell and tips and tricks on working with insurance companies in order to close more roofing sales. Thank you for listening! Follow us on Facebook and Instagram. You may also watch this podcast on YouTube!You may also follow Sam Taggart on Facebook, Instagram, and TikTok for more nuggets on D2D and Sales Tips.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/KEY MOMENTS1. Stop trying to mimic them.2. Show that you're at ease.3. Take a leadership role.4. Limit your time on pleasantries.5. Focus on their issues.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/KEY MOMENTS 1. Recognize your number one asset. 2. Find an offering that prospects want. 3. Sell to prospects with money. 4. Leverage automation to maximize your time. 5. Don't quit the day job until you've got proof of concept. 6. Replace the salary on the side. 7. Once you're free, now it's time to scale.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": https://salesinsightslab.com/training/Sales Secret #1: Know your lead gen math.This sales secret often seems counterintuitive to salespeople. Why? Because few salespeople out there are focused on the math behind their success.Instead, they're focused on what they have to say, or do, to be successful. But knowing the math behind your lead generation efforts is absolutely critical, too.This is one of those sales secrets that truly separates top performers from the rest of the pack. Assuming your lead generation processes are strong enough (you have a decent prospecting call, and you send out solid emails), knowing the math behind your lead generation is the next imperative for success.Sales Secret #2: All that matters is what leads to sales.When it comes to sales secrets that really make a difference, this one creates a tremendously important distinction. The vast majority of salespeople get so distracted throughout the day by tasks that are not sales-related. But in the end, all that matters is what leads to sales. Every single task you do that's not helping you close more sales is ultimately a distraction. You need to become really, really strong at removing all that clutter from your day.You only have so many hours in the day. Make sure those hours are spent toward generating sales, and nothing else.Sales Secret #3: “No” isn't bad.There are three potential outcomes in any selling situation: yes, no, or some wishy-washy version of “I'll get back to you” or “I need to think it over.” Getting a “yes” is great, of course. And getting a “no” is also a good thing. (The only outcome we want to avoid at all costs is the no-man's-land “think it over” answer.)There's a simple reason why getting a “no” is good: You never want to be pushing your prospects to tell you “yes” because it will ultimately lead to way more “think it overs.” If a prospect doesn't want to do business with you, then they're not going to.When you make “no” a viable option for prospects, they feel so much less pressure in the selling interaction. This is one of the few really powerful sales secrets that only the best salespeople know. Remember, “think it overs” are what you actually want to avoid. Getting a “no” is fine. Sales Secret #4: Don't serve. Help people make the right decision.Don't be a doormat. This shouldn't be one of the best-kept sales secrets out there, but unfortunately it is. Far too many salespeople are just glorified customer service reps who do whatever the prospect asks. That's not your job. Your job is not to serve your prospects.Your job is to serve your clients, sure—but your clients are those who are already doing business with you. Anyone who has not done business with you yet is not a client. They are prospects. And so, your goal is simply to help those people make the right decision.If a prospect is a good fit, they should ultimately be making the right decision (with your help), which is to work with you. If they are not the right fit, move on. That's it. Don't be a doormat.Sales Secret #5: Great salespeople aren't talkative.As far as sales secrets go, this might be one of the most surprising to you. We've all been bombarded by the myth that effective salespeople are chatty, friendly, super-talkative people. But in reality, the data shows that great salespeople aren't necessarily extroverts. In fact, most great salespeople fall right in the middle of the spectrum between extroverts and introverts.Great salespeople are great listeners. They're great at engaging people in conversations. They're great at disarming prospects and making them feel comfortable to share what's going on in their world. That's what a great salesperson does. It's not about telling funny jokes. It's simply about being able to effectively engage prospects in the types of conversations that you want to have.Sales Secret #6: Have a process. Don't make it up.I saved this for last on my list of top sales secrets, because it's so important. Very few salespeople have a formalized sales process in place. Let me ask you a question: Do you have a formalized sales process where you know exactly what to do at every single phase of the sale? Do you know every question you're going to ask? Do you know exactly what you're going to present to your prospects? And if so, is that process working to the degree that you want it to?The truth is, the vast majority of salespeople don't have a process in place at all. You must commit to having one. Don't make it up. Use a data-driven approach to more effectively engage prospects in conversation, and ultimately present your solution to the challenges they have mentioned.

You know what the million-dollar rule in real estate is? Negotiations! It is the secret ingredient to earning MASSIVE profits. And today, master negotiator Claude Diamond will help us sharpen our skills to bring our wholesaling expertise to the NEXT LEVEL.Join us in this chat as we explore the ins and outs of the GUTS system and how effective negotiating is key to not only success as a wholesaler, but success in your life. More negotiating tactics can be unlocked when you join Brent's Land Sharks Program.---------Show notes:(1:10) Beginning of today's episode(5:45) Set up your systems by talking to people!(6:17) Use three step system: Agenda to qualification, commitment to close, and asking questions(13:31) Sales is the million dollar skill(16:50) Speak to at least FIVE people a day(20:47) Pattern interruptions----------Resources:Guts RhinoContact Claude at: (619) 206-5960To speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule your free discovery call here to learn about our mentorship programs and become part of the TribeGo to Wholesalingincgroup.com to become part of one of the fastest growing Facebook communities in the Wholesaling space. Get all of your burning Wholesaling questions answered, gain access to JV partnerships, and connect with other "success minded" Rhinos in the community.It's 100% free to join. The opportunities in this community are endless, what are you waiting for?

In a world where buzzwords dominate the business landscape and every guru has a silver bullet for your woes, we're taking a sharp left turn.On this episode of Nemo Radio, I'm stripping away the fluff to dive deep into the unspoken truths of bad branding, lackluster marketing, and why these silent killers are choking the life out of your sales.Forget about the allure of shiny certifications and the promise of potential; it's time to get real about what actually moves the needle in your business!Here's What You'll Discover: