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10 episodes with fanatical prospecting
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3 episodes with fanatical prospecting
3 episodes with fanatical prospecting
3 episodes with fanatical prospecting
2 episodes with fanatical prospecting
2 episodes with fanatical prospecting
2 episodes with fanatical prospecting
Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. Kyle's situation likely resonates with many of you in outside sales. He described his typical day—starting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings. Sound familiar? He had read my book, Fanatical Prospecting, where I advocate for dedicated time blocks for prospecting. But Kyle's reality made traditional time blocking nearly impossible. So what's a field rep to do? What follows is the advice I gave Kyle, cleaned up and expanded so every field seller, territory manager, and outside-sales road warrior can put it to work—right now. Focus on Activity Count, Not Time Blocks If you're in Kyle's shoes (or truck), here's my advice: stop obsessing over time and start focusing on activity counts. Instead of trying to carve out a rigid one or two-hour block, set a daily activity goal. For someone in Kyle's position, committing to 30 quality outbound touches per day is likely sufficient. In my early days, I personally made 100 dials daily, no matter what—but you need to find your number. It's amazing what you can accomplish in small pockets of time. Got 10 minutes between appointments? You can make 10 dials. These micro-prospecting sessions add up throughout your day. Instead of asking, “How do I find two uninterrupted hours?” ask, “How many outbound touches do I need to hit my pipeline goal?” Reverse-engineer your math. If 30 dials typically create two meetings—and two meetings a day keep your funnel fat—commit to 30 dials, period. Activity over chronology. Whether you burn those calls in one block or in six five-minute bursts between site visits doesn't matter. Hitting the activity target does. Prospecting is like push-ups: the muscle only cares that you completed the reps, not whether you did them all at once. Practical Fanatical Prospecting Implementation for Field Reps Here's how to make this work in the field: Set up your list the night before: Don't waste precious morning energy building your call list. Have everything ready to go when you start your day. A pre-built list eliminates the mental drag of figuring out who to call while you're juggling mud, invoices, and traffic. Use the gaps: Those small windows between appointments are prospecting gold. Five minutes here, ten minutes there—use them. Capture information efficiently: Most calls will go to voicemail. For the ones who answer, quickly note any important information to input into your CRM later. Don't try to update your CRM in real-time between every call. Be safe: Obviously, don't text and drive. Pull over if you need to take notes or send follow-up messages. What Kyle is experiencing is common for outside sales professionals. You can't prospect the same way as an inside sales rep with a dedicated desk and phone. Your office is your vehicle. Your desk is wherever you can find a flat surface. Your schedule is dictated by customers and job sites. Create a Mobile Prospecting Kit Salesforce is great—when you have stable Wi-Fi and two hands on a keyboard. Field reps need something that works when the LTE bars dip to one. Print or export your list with phone numbers and a skinny note column. Hyperlink mobile numbers in a notes app so a single tap dials the next contact—no scrolling, no fumbling. Use a hands-free auto-dial app (tons exist) if local regulations allow. Safety first; quotas second. Capture notes on paper or dictate voice memos. At day's end, batch-enter critical intel into your CRM. Perfect data hygiene is optional; capturing deal-moving facts is mandatory. Rule of thumb: Log information, not activity. Managers love call-count metrics, but conversations and follow-up triggers win deals.
In this episode, Brian and Justin dive deep into the evolution of a successful sales rep, tackling the all-too-familiar “Sunday Scaries” in logistics sales. They share insights on building a book of business from scratch, the hustle mentality required in the early years, and how to create consistency in revenue. The conversation highlights the importance of availability, responsiveness, and continuous prospecting—even for veteran sales reps. They discuss industry-specific challenges like market fluctuations, the role of seasonality in pricing, and the necessity of a strong sales pipeline. Throughout the episode, they reference past experiences, lessons from top performers, and valuable sales training resources, including Fanatical Prospecting by Jeb Blount. Whether you're just starting or a seasoned logistics professional, this episode is packed with actionable insights.The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.Timestamps:(00:00) - Introduction(00:24) - Overcoming the "Sunday Scaries"(01:00) - The evolution of a logistics sales rep(01:30) - Building a book of business from zero(02:56) - Creating consistency in revenue(04:48) - The hustle mentality: Availability and effort(07:08) - Work-life balance in sales(08:36) - Staying competitive in different life phases(11:04) - The importance of maintaining a sales pipeline(12:24) - Continuous prospecting and top-performer habits(14:02) - Key sales strategies from Fanatical Prospecting(16:23) - Understanding seasonality and market shifts(17:06) - Final thoughts & episode recommendationsConnect with us! ▶️ Website | LinkedIn | Brian's LinkedIn | Justin's LinkedIn▶️ Get our newsletter for more logistics insights▶️ Send us your questions!! ask@go-veritas.comWatch the pod on: YouTube
Prospecting—it's the one thing that every business needs, but few people truly enjoy. Whether you're a seasoned sales professional or just getting started, chances are you've had moments where you dreaded making that next call or sending that next message. In aviation, where relationships last decades and deals can take years to close, prospecting [...]
Caroline is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when it's cold, dark, and everyone else seems to be dragging too? On this Ask Jeb episode, I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether you're fighting the gloom of early sunsets, the aftereffects of holiday downtime, or the struggle to get your customers back in “buying mode,” these tips will help you power through and regain your momentum. Surround Yourself with Positive Inputs When you're in a mid-winter sales rut—especially in cold, gray weather—your environment can either lift you up or drag you down. The content you consume and the people you interact with have a direct impact on your attitude. Limit NegativitySkip cable news and doom scrolling. It's toxic and drains energy. Steer clear of co-workers who only want to complain. Instead, find colleagues or mentors who keep the conversation upbeat and productive. Engage in “Automobile University”Turn windshield time into learning time. Load up on podcasts, audiobooks, or uplifting content. If you're on the road for field sales, use that dead time to sharpen your skills or motivation. Pro Tip: Tune in to the Sales Gravy Podcast (yes, shameless plug!) or revisit classic audio programs by Zig Ziglar, Brian Tracy, or Jim Rohn for a quick confidence boost. Create a “Win” FileSave glowing emails, client testimonials, or kudos from your boss in one place. On days when you feel like a zero, open that folder and remember your wins. Believing in yourself often wavers most when external results are slow. A targeted self-esteem boost can snap you out of that funk. Read (or Listen) Your Way Out of the Slump When you can't rely on external circumstances (like sunny weather or a jam-packed pipeline) to motivate you, it's time to feed your mind intentionally. Pick Up a BookI once pulled myself out of a rut by alternating 10 minutes of prospecting with 10 minutes of reading No Bull Selling by Hank Trisler. That pattern helped him stay focused and eventually led him to top-performer status in his region. Audio AlliesIf reading a physical book doesn't fit your schedule, try audiobooks. Caroline mentioned she's listening to The AI Edge on Audible. Whether you dive into James Clear's Atomic Habits or any other self-improvement or sales guide, consistent listening can reset your mindset. Revisit (or Set) Your Goals and Business Plan Aimlessness often fuels a sales rut. Getting clear on why you're putting in the work refocuses your daily efforts. Craft a Personal Business PlanBreak your annual quota or goals into quarterly, monthly, and weekly targets. Then, identify the daily actions that lead to those targets. Write them down, review them often, and adjust as needed. Check In with Your Plan If you've already set goals: Take them out of the drawer and ask, “Am I doing what I said I would do each day?” If you haven't set goals yet: It's never too late to start. Use the lull to plan out the rest of your year. Try the “BTN” (Better Than Nothing) ApproachOn a recent Money Monday episode, we introduced the concept of doing something—even if it's small—to maintain momentum. One call, one follow-up, or one networking email is better than none at all. Doing a little bit every day builds massive momentum over time. Even if you're not closing big deals right now, small actions (e.g., 15 minutes of prospecting, 10 minutes of follow-ups) add up. “Eat the Frog” Early in the Day The Eat the Frog concept (mentioned in Fanatical Prospecting) is about tackling the hardest or most dreaded tasks first. If winter weather and post-holiday inertia already have you feeling sluggish, don't let procrastination compound the problem. Schedule Tough Calls in the MorningIf you tend to stall on prospecting, block out time when you're freshest. Once you conquer the hardest thing on your list,...
Si alguna vez has sentido que tu negocio o tus ventas son una montaña rusa—meses en los que todo parece fluir y otros en los que no vendes ni un lápiz—este episodio es para ti. No se trata de mala suerte, ni de crisis económicas. Se trata de algo mucho más simple: dejaste de prospectar.En este episodio analizo Más Clientes Más Ventas (Fanatical Prospecting, 2015) de Jeb Blount, en el que te explicamos cómo romper el ciclo negativo y construir un negocio estable.
Si alguna vez has sentido que tu negocio o tus ventas son una montaña rusa—meses en los que todo parece fluir y otros en los que no vendes ni un lápiz—este episodio es para ti. No se trata de mala suerte, ni de crisis económicas. Se trata de algo mucho más simple: dejaste de prospectar.En este episodio analizo Más Clientes Más Ventas (Fanatical Prospecting, 2015) de Jeb Blount, en el que te explicamos cómo romper el ciclo negativo y construir un negocio estable.
A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their 20s. They had been assigned to me because their boss was tired of listening to their excuses about why they weren't consistently picking up the phone and prospecting. When he brought me in, he said matter of factly: “They won't pay any attention to me, but before I start firing people, I'm hoping you can get through to them.” The reps didn't want to be there. It was a hostile audience from the start. Just as I kicked off the training, one of the reps challenged me with, “Your book Fanatical Prospecting was written a long time ago. Is it even relevant anymore?” His sneering words were more of a statement than a question. Cold Calling is Old School Distraction Like many reluctant prospectors, he wanted to engage in a distracting argument over whether or not outbound telephone prospecting (a.k.a cold calling) was old school. He wanted validation that his avoidance of prospecting was OK, and to make the point that marketing should be responsible for delivering hot, ready-to-buy leads on a silver platter. Sales reps of all generations -- for at least the past 125 years -- have been eager to make any excuse -- and I mean any excuse -- to avoid picking up a phone or knocking on a door. The most common excuse always has been that synchronous prospecting (a.k.a talking with people) is old school. There were a couple of snickers from the back of the room in anticipation for what I would do next. But I'd been to this rodeo many times before. “What do you think has changed since I wrote the book?” I asked calmly. The young rep shot back condescendingly. “Well, for one thing, nobody answers the phone anymore.” So I challenged him right back. “Ok, let's test your hypothesis. Let me see the prospecting list that you brought with you.” (We run live call blocks in our Fanatical Prospecting Boot Camps and require participants to bring a list with them to class.) Cold Calling Reality Bites I waited patiently as he pulled the list up on his laptop. Then, I began dialing his prospects, right in front of the class. Instantly I had their attention. They all leaned in to watch. Reality TV is a hell of a magnet. I made 11 dials to his list, spoke to two decision makers and set one appointment—all within a span of about 15 minutes. As I handed him back his laptop, I turned to the group and asked, “Any more questions?” Elvis Presley said, “The truth is like the sun. You can shut it out for a time, but it ain't goin' away.” The reason telephone prospecting wasn't working for the petulant sales rep who challenged me was that he wasn't doing it. The cold truth about cold calling is that nobody answers a phone that doesn't ring. Sales Success is Paid for In Advance with Prospecting What was true when I wrote Fanatical Prospecting is still true today: If you wait for people to come to you, you'll starve to death. If you think your marketing team is going to supply you with an endless stream of qualified, ready-to-buy prospects, then you are delusional. Here's another truth for you: When it comes to prospecting, you cannot be delusional and have a full pipeline at the same time. There are certainly sales jobs where your phone rings and inbound chat dings with people who are ready to buy. If you absolutely cannot stand interrupting people through outbound prospecting, but you like selling, perhaps one these roles are for you. However, if you take a sales job where you never have to make a cold call, be prepared for a paycut.* Sales reps in these types of roles typically get paid by the hour with minimum commission upside. *[Also be aware that some people, including Victor Antonio, are projecting that many of these jobs will be taken over by AI in the future.] Cold Calling is a Prized Meta-Skill in Today's Noisy Marketplace The most coveted,
Zack in Defiance, Ohio faces a unique challenge that may sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. In other words, they must “sell” a project to their own clients before Zack's solution can come into play. This scenario appears in industries like construction, engineering, software licensing, and more. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy. Welcome to another Ask Jeb segment on the Sales Gravy Podcast! I'm Jeb Blount—bestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. In each of these special episodes, we shine a spotlight on your questions, challenges, and roadblocks—offering real-world advice from sales pros who are in the trenches every single day. 1. Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. While it's easy to be frustrated by this extra layer, it's crucial to acknowledge a few realities: Your Customer's Motivation: They're laser-focused on winning their own deal. Your product or service is secondary—important, but not top of mind until they're assured of a win. Lead Time: Deals can stretch out because you're waiting on an entire chain of approvals or external decisions. Competition: If your customers finally land the big deal, they might still shop around to find the best supplier, leaving you in a second round of competition. Understanding these pressures helps you empathize with your buyer. It also positions you to offer support in ways that make them want to stick with you—rather than jumping to a competitor at the eleventh hour. 2. Be a Genuine Partner, Not a Peddler It's tempting to keep nudging your buyers with hard-closing tactics, but that rarely works when they haven't secured their own contract. Instead, pivot to a mindset of partnership: Build Real Relationships Invest time getting to know your buyer on a personal level. Talk about local sports teams, industry news, or shared hobbies. Real rapport fosters loyalty. When your customer finally wins their deal, they'll feel comfortable turning to a friend—you—for the solution they need. Offer Strategic Expertise If your offering requires complex configurations or specialized knowledge, step in as a consultant. For instance, share best practices on how to optimize a design, or explain how to streamline a process. By helping them present stronger bids or more compelling proposals, you become integral to their success. Stay Responsive If they're scrambling to nail down specifics for a bid, be the easiest person on their call list. Quick turnaround times and thorough answers showcase that you're a reliable partner. Nobody wants a vendor who goes dark when the pressure is on. 3. Avoid Becoming a “Quote Factory” One of the biggest pitfalls in this scenario is turning into a “quote factory” that does piles of work for prospects who never buy. While it's true you miss 100% of the shots you don't take, you also waste valuable hours if you keep shooting at targets that never pan out. Track Buying History Look at your records: are there customers or accounts for which you consistently provide proposals and never see a sale? Identify these patterns. Have Candid Conversations Let them know your time and expertise aren't free. You're happy to help, but if they continually choose other suppliers or undercut your prices, you need to reevaluate the partnership. Sometimes, a direct discussion is enough to shift their approach and earn you real business. If not, you can focus on more promising leads. Prioritize Strategic Deals If you're caught up producing endless quotes for “long-shot” clients,
If you've been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, who's building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently . Then I tackle a follow-up question from a sales leader at one of our live events on how to keep his salespeople motivated to prospect every day. Paul's Challenge: Driving Consistent Prospecting Call Blocks Paul leads a medium-sized logistics company with reps spread out in California, Utah, and El Salvador. He's already done a great job by running a book club around my book, Fanatical Prospecting, but he needed practical tips for ensuring his team actually implements daily call blocks. Here's the advice I shared: Make Prospecting a Daily Conversation As a leader, you need to talk about prospecting every single day. Yes, you'll feel like a broken record, but that repetition is crucial for setting expectations. “Show Up” for the Call Blocks If your team was all in one building, you'd simply gather them on the sales floor and power through. Remotely, you can replicate this by scheduling a set time (e.g., 8:00 a.m. PT) and getting everyone on a video call. You can't stand next to them physically, but you can still see them, and they can see you. It's social pressure and moral support rolled into one. Run High-Intensity Sprints (HIPS) Instead of asking for hours of uninterrupted calling, break it into short bursts—10, 15, or 20-minute sprints. Let them pause to catch their breath, then go again. Keep a virtual whiteboard and track dials, contacts, and appointments in real time. Make it fun and competitive. Overcome the Complaints Reps might moan about being “micromanaged,” but if you keep it fun and energetic, they'll often appreciate the structure. Focus on results, not just the dials. Question: How Do I Motivate My Salespeople to Keep Prospecting? We also addressed a question from a leader who was attending one of our Sales Gravy Live events. Their team struggles to maintain high call numbers consistently. They might hit 100 dials a day for three days, then crash back down. The sales leader asked: “How do we keep our reps pumped for prospecting?” Here's the Reality Check Nobody Truly “Loves” Prospecting: Prospecting is hard, and most of us won't naturally get excited about it. But we do get excited about closing deals, landing appointments, and hitting our numbers. You Must Be a Teflon Sales Leader: Stay relentlessly focused on prospecting, day in and day out. The moment you relax your standards, the team will follow suit. If you don't treat prospecting as a top priority, neither will they. Be like teflon: no excuses stick. Lead by Example Get out on the “floor” (or on the Zoom call) and make calls with them. Don't hide in your office. When they see you doing the work, they'll know you mean business. Use the Power of HIPS Those high-intensity sprints work just as well here. Run “power hours” with quick breaks in between and track your team's progress publicly. Leading Prospecting Activity Is an Infinite Game Let's face it: prospecting is often the least-liked activity in sales. It's easy to push aside because it involves repeated rejection, logistical juggling, and tight discipline. Yet it's the lifeblood of any thriving pipeline—no prospecting, no leads, no deals, no revenue. And if you have a remote team, like Paul does, you're dealing with additional hurdles: time zones, limited supervision, and diminished peer pressure. It's all too easy for your reps to skip their “call block” if you're not right there to keep them accountable. As a sales leader, you can't just “fix” prospecting once and forget about it. The moment you move on, your team will start slacking. You have to show up, be present,
Discover all of the podcasts in our network, search for specific episodes, get the Optimal Living Daily workbook, and learn more at: OLDPodcast.com. Episode 1578: Nick Loper breaks down the essentials of cold calling, sharing actionable strategies to build confidence, handle objections, and turn prospects into paying clients. Learn how to craft a compelling pitch, stay persistent without being pushy, and transform cold calls into a powerful tool for business growth. Read along with the original article(s) here: https://www.sidehustlenation.com/cold-calling/ Quotes to ponder: "Cold calling is a skill like any other, it improves with practice, persistence, and the right mindset." "The key to a successful cold call isn't just what you say, but how you say it. Confidence and tone make all the difference." "Every 'no' gets you one step closer to a 'yes.' The more calls you make, the more opportunities you create." Episode references: Fanatical Prospecting: https://www.amazon.com/Fanatical-Prospecting-Conversations-Pipeline-Multipl/dp/1119144752 SPIN Selling: https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136 The Challenger Sale: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 Learn more about your ad choices. Visit megaphone.fm/adchoices
Discover all of the podcasts in our network, search for specific episodes, get the Optimal Living Daily workbook, and learn more at: OLDPodcast.com. Episode 1578: Nick Loper breaks down the essentials of cold calling, sharing actionable strategies to build confidence, handle objections, and turn prospects into paying clients. Learn how to craft a compelling pitch, stay persistent without being pushy, and transform cold calls into a powerful tool for business growth. Read along with the original article(s) here: https://www.sidehustlenation.com/cold-calling/ Quotes to ponder: "Cold calling is a skill like any other, it improves with practice, persistence, and the right mindset." "The key to a successful cold call isn't just what you say, but how you say it. Confidence and tone make all the difference." "Every 'no' gets you one step closer to a 'yes.' The more calls you make, the more opportunities you create." Episode references: Fanatical Prospecting: https://www.amazon.com/Fanatical-Prospecting-Conversations-Pipeline-Multipl/dp/1119144752 SPIN Selling: https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136 The Challenger Sale: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 Learn more about your ad choices. Visit megaphone.fm/adchoices
In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. Key Takeaways: – Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell phone interactions, helping to maintain visibility with prospects. – Text Messaging as a Follow-Up Tool: Texting becomes effective later in the process, especially after leaving voicemails or sending emails, as it creates a softer approach to earning a prospect's time rather than jumping in and selling immediately. – Personalized Video Messages: Video messages create an opportunity to add a human touch to prospecting by showing prospects there's a real person behind the outreach. – Call Blocking to Maximize Productivity: High-Intensity Prospecting (HIP) sessions involve short, focused sprints of 15-30 minutes dedicated to making as many calls as possible, ensuring consistent and impactful outreach. – The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities. – Building Respect Through Personalization: Small gestures, like sending photos or handwritten notes, help prospects feel valued, making them more likely to engage and build trust with the salesperson. – Balancing Sales Activities: Effective prospecting balances three essential activities—filling, moving, and closing the pipeline—to ensure steady progress and avoid periods of downtime or overwork by planning your time effectively. – Fundamentals Still Deliver Results: Basic strategies, like leaving business cards or sending physical mail, remain effective over time. – Creativity in Prospecting: Unique and memorable approaches, such as sending coffee with a note, can differentiate outreach efforts and leave lasting impressions. The Power of Multiple Touchpoints When it comes to prospecting, repetition and persistence are the name of the game. A well-structured outreach plan includes multiple touchpoints, particularly through cell phone communication. Over a month, combining calls, text messages, and video messages can result in many meaningful interactions. Each touchpoint serves to maintain visibility with prospects and gently guide them toward engagement. Using Text Messaging Effectively Texting has become a more accepted form of communication, especially post-COVID. While it may not be appropriate for the first interaction, texting later in the process can be effective. The goal of these messages is to earn a prospect's time rather than immediately sell a product or service. For example, following up on a voicemail with a polite and informative text can soften the approach and make the interaction feel less intrusive. Video Messaging for a Human Touch Video messaging is another way to connect with prospects. Including a short, personalized video message in a text or email can make outreach more human and relatable. It doesn't require additional content, recording and sending a video version of a voicemail can have a significant impact. Video messages show prospects that there is a real person behind the communication, which can increase the likelihood of securing a meeting. Expanding Communication Channels Relying on emails or LinkedIn messages limits opportunities to engage with prospects. A diverse approach, including calls, texts, and even creative methods like mailing physical items, increases touch points and keeps the process dynamic. For instance, sending a photo of yourself outside your prospect's local franchise location or mailing a small, personalized gift demonstrates effort and creativity.
Jeb Blount is the author of 15 books, including Fanatical Prospecting, a staple in the modern tech sales world. Jeb is a coach and advisor and founded Sales Gravy to help sales organizations, sales leaders, and sales professionals sell more. Jeb joins the Sales Players to share ideas for mastering sales conversations, building discipline in prospecting and using AI to enhance productivity. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - https://leadfeeder.partnerlinks.io/rsscjriylqgb - SP fans use this link for an extended, 21-day free trial • evyAI (AI Content Assistant for LinkedIn) - https://evyai.com/?via=salesplayers EPISODE LINKS: • Connect with Jeb: https://www.linkedin.com/in/jebblount/ • Sales Gravy: https://salesgravy.com/ • Get Jeb's Newest Book "The AI Edge" - https://a.co/d/e4yi5r4 • Text Jeb: 1-706-397-4599 CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • X: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • X: https://twitter.com/ChaseBarmore?s=20 • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players Community: https://www.salesplayers.co/ • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC
Join us for a special episode of the REDX Podcast with Lars Hedenborg, founder of Real Estate B-School.Known for his strategic and tactical approach, he has thrived as a leader in building and scaling real estate businesses, particularly excelling in challenging market conditions. This episode dives into critical strategies for thriving in the current market, focusing on actionable steps agents can implement immediately. With a high percentage of agents struggling to get listings, Lars sheds light on how to create a consistent pipeline. Here's what you will discover... • How to create a consistent strategy to ensure you always have listings. • The tools you need to use to set more appointments. • Where to find high-intent lead opportunities right now. JUMP TO THESE TOPICS
On Episode 407 of The No Limits Selling Podcast, we have Jeb Blount, a well-known sales trainer, speaker, and author specializing in sales leadership, prospecting, and customer engagement. He is the founder of Sales Gravy, a global sales training and development platform, and has written several best-selling books on sales and business, including: Fanatical Prospecting – One of his most famous books, which focuses on the importance of maintaining a consistent pipeline through effective prospecting. Sales EQ – A book that delves into the emotional intelligence aspect of selling, focusing on building relationships and trust with clients. Objections – Focuses on how salespeople can overcome common objections and rejection to close more deals. Jeb is recognized for his expertise in helping organizations improve their sales teams' performance through better sales tactics, leadership strategies, and emotional intelligence. He also speaks at conferences and hosts a podcast where he shares insights on sales strategies. Jeb Blount discussed his book "Fanatical Prospecting," which sold over a million copies globally and half a million in the U.S. He emphasized the importance of prospecting and the role of AI in sales, highlighting his new book "The AI Edge" co-authored with Anthony Iannarino. Blount noted the rapid changes in AI, the need for sales leaders to leverage AI for better prospecting lists, and the importance of human interaction in sales. He warned against over-reliance on AI, which can erode trust, and stressed the necessity of coaching salespeople to overcome psychological barriers and enhance their performance. Find Jeb Blount: Website: https://jebblount.com/ Dionne: https://www.linkedin.com/in/jebblount/ [EDITOR'S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance] Interested In Our Real Estate Coaching Services? Explore Our Website: https://nolimitsselling.com/ Feeling Not Well Today? You Can Use Our Mindset Boosters App To amp Up Your Mood: https://mindsetboosters.com/ Find us on Social Media: LinkedIn: https://www.linkedin.com/in/umarhameed Facebook Community: https://www.facebook.com/groups/mindsetboosters/ Instagram: https://instagram.com/coachumar.co Like what do you listen to? Subscribe to our podcast! Ready to become fearless? We can help you become fearless in 60 days so you accomplish more in your career Schedule A 15 min Call with Umar: https://link.agent-crm.com/widget/appointment/meetumar
In this episode, we will learn how to level up your cold calling strategy with business development calls. Discover the mindset shift, environment, and techniques that top real estate agents use to consistently generate leads and appointments. Sharing actionable advice from "Fanatical Prospecting" and "Go for No" to help you embrace rejection and achieve massive success in your real estate business. Don't miss this essential guide to prospecting! Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.com Selling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.com Kelly Cook, MBA Cook & Associates, PC REAL Broker 14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260 480-442-9868 kelly@cookandassociatesaz.com CookandAssociatesAZ.com
Overview • Introduction: Brief introduction to the company's vision, goals, and key values. • Systems Setup: Instructions for logging into company systems and understanding the Perform Platform. • Initial Expectations: Overview of daily, weekly, and monthly expectations for new hires. • Mindset and Culture: Importance of a positive mindset, commitment to excellence, and integration into the team culture. Host Information • Name: David Reed • Title: VP of Sales, Sales Transformation Group • Instagram: @_dreed86_ • Email: David.reed@salestransformationgroup.com Key Topics Module 1: Getting Started on the Right Foot • Company Overview: Introduction to the company's story, vision, and core values. • Logins and Systems: Setting up logins and understanding the Perform Platform. • Expectations and Mindset: Emphasis on daily, weekly, and monthly expectations, commitment to excellence, and maintaining a positive mindset. • Book List: Recommended readings include “Fanatical Prospecting,” “Way of the Wolf,” and “GAP Selling.” • Structuring Your Day: Time management, role-playing, and social selling. • Team Culture and Communication: Importance of partnerships and effective team communication. Module 2: CRM + List Building • CRM Overview: Introduction to CRM terms, definitions, and statuses. • Analyzing Leads: How to filter and analyze leads for high-priority opportunities. • List Building Flow: Process from creating big lists to cherry-picking smaller, targeted lists. • Best Practices: Strategies for reaching out, including using Google Reviews and marketing activities. Module 3: Cold Calling/Door Knocking Theory • Ideal Customer Profile: Identifying green and red flags in potential customers. • Tonality: Emphasis on the importance of voice tone and delivery during calls and door knocking. • Call/Knock Structure: Framework for opening, body, and closing of cold calls and door-knocking interactions. • Questions: Key questions to ask during calls and door-knocking to uncover pain points and qualify leads. Module 4: Cold Calling/Door Knocking - Qualifying Questions • Script Development: Crafting effective cold-calling and door-knocking scripts. • Execution: Best practices for making calls and door-knocking, including role-playing and reviewing recorded interactions. • Advanced Strategies: Techniques for pacing, pausing, and getting past gatekeepers during calls and door knocking. Module 5: Cold Calling/Door Knocking - Objection Handling • Common Objections: Strategies for handling typical objections like “not interested,” “no time,” and “email me” during calls and door knocking. • Role Playing: Practicing objection handling through role-playing exercises. • Mindset: Maintaining a positive and curious mindset during calls and door-knocking. Call to Action Request your complimentary copy of our leadership ebook by emailing david.reed@salestransformationgroup.com Contact us for more information For more insights and resources, visit our website at salestransformationgroup.com, or email David directly at David.reed@salestransformationgroup.com Let's transform your business together!
This week's episode was inspired by the closing paragraph of an incredible sales book, Fanatical Prospecting, by Jeb Blount. Jeb presses the reader to ask himself/herself one question, "how bad do you want it?". This got me thinking about all areas of my life and my answer was clear, "I want it bad". Everything, I want it all. However, I realized that this was a good time to ask you guys, how bad do you want it? We all say that we want things but how bad? In this episode, I press each of you to dig deep and find your answer. Enjoy.
Join hosts Stan Robinson Jr. and Brynne Tillman as they reveal ten must-read sales books for your beach lounging sessions. From renowned titles like "Fanatical Prospecting" to hidden gems like "Trust and Inspire," these recommendations promise to elevate your sales game and personal development. Dive into actionable insights and game-changing strategies with this curated list of books that blend business expertise with leisure reading. Discover new ways to enhance your sales approach and leadership skills today.
Guter Sales ist prozessorientiert und systematisch. Wer glaubt, guter Sales hat etwas mit extrovertierten Verkäufer-Persönlichkeiten zu tun, der ist auf dem Holzweg. Dies ist Teil 2 der 3-teiligen Sales-Masterclass für Ingenieure. In dieser Folge geht es um das optimale Sales-System. Show Notes: >> Mission Engineer Workshop: mission-engineer.de >> Crashkurs Intrapreneurship: mentorwerk.de/creashkurs >> Mentornotes Newsletter: mentorwerk.de/mentornotes >> Tim Schmaddebeck auf LinkedIn: Hier klicken >> Buchempfehlungen: mentorwerk.de/buecher Stichworte zur Folge: Sales-Masterclass, Ingenieure, Prozessorientierter Verkauf, Systematischer Sales, Sales System, Analysephase, Angebotspräsentation, Entscheidungsphase, Prospecting, SPIN Selling, Need erzeugen, Vertrauen gewinnen, Buyers Journey, Problem Questions, Implication Questions, Need-Payoff Questions, Telefonverkauf, Video-Call Sales, B2B Sales, Fanatical Prospecting, Jeb Blount, Pitch Anything, Oren Klaff, Simon Sinek, Start with Why, Challenger Sales, Tailoring, Frame Control, Verkaufsprozess, Gesprächsführung
FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution' objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENT'S CLUB CEO @ Sales Gravy Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked. VP of Sales @ kgb VP Sales @ Sales Gravy THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick's Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Clari: How to Sell to the CFO Sales Process Pipedrive: 5 deal cheat codes to cut your sales cycle in half Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)
"The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling"
À mes yeux, il n'y a rien de plus exigeant que de devoir quémander un peu d'attention à un inconnu dans l'espoir de lui vendre un truc. Je déteste me faire solliciter par un vendeur et je n'ai surtout pas envie de leur ressembler. Pour cette raison, quand je suis lancé à mon compte, j'ai voulu développer une stratégie marketing forte afin de m'éviter autant que possible la prospection. Je me suis associé avec des partenaires ayant déjà leurs propres clients. Je sais que mon sentiment est partagé par un ensemble de personnes. Pour cette raison, j'ai trouvé intéressant de tenter de changer la vision au sujet de la prospection. Est-ce qu'il y a moyen de développer une certaine aisance à le faire? Si certains sont en mesure de le faire et de rencontrer un grand succès, pourquoi ne serais-je pas en mesure d'y parvenir moi aussi? Dans cet épisode, je m'attaque à ma hantise depuis toujours. Pour m'accompagner, j'ai choisi un ouvrage pratique très complet et de Serge Vaillancourt, un expert chevronné qui a accepté d'être mon invité. Ordre du jour 0m23: Introduction 10m01: Présentation du livre 13m04: Philosophie de la prospection 17m56: La préparation à la prospection 24m44: Le passage à l'action 47m57: Serge Vaillancourt nous fait part de ses pistes d'expert 56m39: Réflexion personnelle Pour encore plus de détails, consulte la page web de l'épisode
On today's episode of Gathering The Kings, we welcome Jay Aigner to the king's stage. Jay is the trailblazing CEO of JDAQA, a leading software quality elevation company. From humble beginnings and an innate desire to help his wife quit her overnight nursing job, Jay dove headfirst into entrepreneurship. Armed with a degree in video game design and programming, he navigated through uncharted territories to establish JDAQA, which has now been in successful operation for the past seven years. Jay, a resident of Philadelphia, is even being featured in a documentary about entrepreneurship, solidifying his place as an influencer in the business world.This energy-charged episode sees Jay share his insights on several exciting topics such as the art of delegation, serendipitous business starts, and the importance of investing in dedicated employees. Jay opens up about his strategy of buying back time by employing contractors and shares why this approach is vital for entrepreneurs. Don't miss out on this episode! Press play and soak up the entrepreneurial wisdom that Jay Aigner has to offer.#entrepreneur #podcast #businessowner #entrepreneurmindset #softwaretestingDuring this episode, you will learn about;[01:08] Intro to Jay and his business[03:11] How Jay groups people together that are in different industries[06:00] Does Jay have a belief around CEO's spending time marketing?[09:12] What is Jay's why?[13:00] How does Jay define legacy?[14:17] The journey that has brought Jay to where he is today[18:00] A good business decision that Jay made[22:17] Jay explains the decision behind a big hire that he made[26:30] A decision that Jay made that he has been able to learn from[34:18] Business resources that Jay recommends[36:34] How does Jay obsess over his family and his business at the same time?[40:35] What advice would Jay give to the younger version of himself?[42:10] How to connect with Jay[42:49] Info on Gathering The Kings MastermindNotable QuotesI am a fervent supporter of delegation. I believe every exceptional entrepreneur should excel at delegating tasks." - Jay Aigner"I believe the reason people choose to work with me is that I strive to treat them as fellow humans." - Jay Aigner"If you're merely attempting to obtain prospects in a mundane manner, you're not really crushing it." - Jay Aigner"Employ people in life to undertake tasks that allow you more time with your family and business." - Jay Aigner"You might be skilled, but taking on everything simultaneously is not feasible. Honestly, look at yourself in the mirror; you can't give 100% to all tasks." - Chaz Wolfe (Host)Books and Resources Recommended:Blount, Jeb. Fanatical Prospecting. Wiley, 2015.Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount): Blount, Jeb, Weinberg, Mike: 9781119144755: Amazon.com: BooksLet's Connect!Jay Aigner's Info:LinkedIn: https://www.linkedin.com/in/jayaigner/JDAQA LinkedIn:
Check out my quick review of Fanatical Prospecting by Jeb Blount. I recommend! Support the showCareer Yak Podcast Service - Does Your Company Needs Its Own Podcast?Don't forget to join our email list to get access to more Career Yak content.Also don't forget to check out our other podcast Sales Yak if you want to dig more into whether a sales career is right for you.Music by Scandinavianz, song Wonderland (instrumental).
Jeb Blount is sales royalty. He's published 15 books on selling, including Sales EQ, Fanatical Prospecting, and Objections, and he's been top of my Pitch Masters hit list since the show began. In this episode we cover a huge amount of ground: qualifying deals, closing deals, relationships, stories, 'the ledge', 'murder boarding' the chessboard of sales, how to withhold information for leverage, and of course, how we can create emotional connections. In 70 minutes we cover the entire sales cycle, and Jeb gives me a ridiculous amount of insights that we can all use to improve our pitches and make more sales. You can find out more about Jeb on his website salesgravy.com and I'd highly recommend you go buy one of his books on Amazon - Sales EQ is my all-time favourite. I'm also pleased to announce that this is Pitch Master's first full VIDEO EPISODE, available on Apple and Youtube - just search for Pitch Masters. If you enjoy the show, please leave a review and share it with someone else who might. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ Linkedin: https://www.linkedin.com/in/dannyfontaine/
Jeb Blount is sales royalty. He's published 15 books on selling, including Sales EQ, Fanatical Prospecting, and Objections, and he's been top of my Pitch Masters hit list since the show began. In this episode we cover a huge amount of ground: qualifying deals, closing deals, relationships, stories, 'the ledge', 'murder boarding' the chessboard of sales, how to withhold information for leverage, and of course, how we can create emotional connections. In 70 minutes we cover the entire sales cycle, and Jeb gives me a ridiculous amount of insights that we can all use to improve our pitches and make more sales. You can find out more about Jeb on his website salesgravy.com and I'd highly recommend you go buy one of his books on Amazon - Sales EQ is my all-time favourite. I'm also pleased to announce that this is Pitch Master's first full VIDEO EPISODE, available on Apple and Youtube - just search for Pitch Masters. If you enjoy the show, please leave a review and share it with someone else who might. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ Linkedin: https://www.linkedin.com/in/dannyfontaine/
On this fun episode of the Sales Gravy Podcast, Jeb Blount is joined by the incredible social media influencer and successful real estate agent, Alexander Zakharin. Jeb and Alexander discuss that when the going gets tough in the real estate market, the toughest real estate agents get fanatical about prospecting. Alexander Zakharin's Inspiring Real Estate Journey Alexander Zakharin is a New York City real estate guru and a force on TikTok. He emigrated from Russia to the United States in 2017 with a dream to live and work in the greatest city in the world. When he had visited NYC a few years before, it was love at first sight as he rode a greyhound bus all the way from Chicago into Midtown West. Drawn to the skyscrapers and beautiful buildings he would later rent and sell, Zakharin took the leap after attending college in the UK and moving back to Russia for work. He arrived in the states without a job or a plan and stumbled into real estate by pure chance— with no real estate experience. He had a background in oil and gas that provided him some sales experience, but he'd never sold real estate. He jokes that his first real estate transaction was renting out his apartment in St. Petersburg the day before he left Russia. Through a personal connection who rented apartments in Manhattan, Zakharin got an interview as a real estate agent. He then leveraged Fanatical Prospecting, grit, hard work and social media to climb the brutal real estate ladder in New York City. Since then, Zakharin has sold over 31 million dollars in real estate proving that anything is possible when you set your mind to it. His astronomical success illustrates how the power of relentless prospecting combined with savvy social media strategies have become keys to success in the real estate market, no matter the economic conditions. It Pays To Have An Entrepreneurial Mindset Real estate is a highly competitive industry that is constantly influenced by market fluctuations. As a real estate agent, you are essentially your own boss, which means that you have the freedom to control your own earning potential. This is ultimately what draws so many people into real estate, but it requires a significant mindset shift. You are responsible for your own success and income. In order to thrive in the real estate industry, you must be self-motivated and highly disciplined with a love for competition. As a real estate agent, you work for yourself, and you are a self-employed entity. You earn exactly what you work for, and it's up to you to make it happen. This was one of the main reasons that Zakharin saw early success in real estate and decided to stay on that path. However, it's important to remember that this success doesn't come easily. Real estate agents must put in the time and effort to build their network, find leads, and close deals. What It Takes To Be Great In Real Estate Overwhelmingly, your ticket to success, regardless of what business or vertical you're in (especially if it's a service business), is meeting people and making connections. The more you focus on the human side of sales or service, the faster you close deals and the longer you hold onto relationships. High performing professionals understand the value of building networks. Likewise, in real estate, the most successful agents are those who focus on the human aspect of their work and prioritize personal connections with potential clients. Zakharin explains that the most successful new agents aren't the one with the fanciest Excel sheets or the perfect messaging, they're the ones who aren't afraid to call up people in their network and say, "By the way, I'm doing real estate now. If you're looking to rent or buy, reach out to me." Having conversations with people helps any professional gain practical knowledge and experience through learning by doing. There is no substitute for having real conversations with people and maintaining that personal connection is the key t...
In Selling in a Crisis, the world's most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change.Buy the book here: https://amzn.to/3EHITgK+++++Subscribe to the Podcast!▶︎ PODCAST: https://bit.ly/3qpki6YFollow us on Social Media:▶︎ WEBSITE | https://thebooklegion.com▶︎ YOUTUBE | http://bit.ly/2MZJ3Io▶︎ INSTAGRAM | https://instagram.com/thebooklegion▶︎ FACEBOOK | https://facebook.com/thebooklegionCheck out Tyzer Evans' other Podcast, Grind Sell Elevate here: https://bit.ly/3bU6D3lCheck out our sponsor Odin's Rune Clothing Co.: https://bit.ly/odinsrune, clothing for those who want to burn the boats to live a purpose-driven lifeDo you love Coffee? Our sponsor Coffee. Love. Hope. Has fun coffee mugs and shirts for gifts! Check out their store here: https://etsy.me/3gTBVfZ
This is a good time of year to start thinking about your sales pipeline and hunting for new business. Prospecting is one of the most important things you can do to grow your business—but it's also something that everyone hates—even salespeople. So what is the concept of “Fanatical” prospecting? How do you bite the bullet and get started? We share some tips in this episode of MakingChips. Because if you're not prospecting, you're not growing, and if you're not growing—you're not MakingChips. BAM! – Nick Segments [0:20] Learn how Thomas™ can work for you [4:45] What's happening in our businesses [5:42] Manufacturing News: Aerospace Industry Outlook [11:22] Why prospecting is an important piece of the sales puzzle [15:16] The concept of “Fanatical Prospecting” [18:32] Top performers utilize time blocking [23:37] How to start fanatically prospecting [26:53] Balancing prepwork and numbers [29:26] Why a recession is the best time to prospect Resources mentioned on this episode 2023 aerospace and defense industry outlook Fanatical Prospecting by Jeb Blount 5-Minute Selling by Alex Goldfayn EDA Data Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube
In this episode I talk to John Sjögren, an Enterprise Account Executive at a company called Care to Translate. His life story is so interesting to me because he had already been a very successful sales rep in his 20's. That's when he decided he wanted more from life and dropped everything to move to another country. We talk about his experience coming back to tech sales step by step. - Looking to get hired as an SDR? SDR Hire List (for free): https://forms.gle/g1ArVKHHt6f3Nx8c7 - Actionable hiring and sales strategies in your inbox: sdrhire.com - Connect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-conic/ Tired of having to take notes and update your CRM after every sales call? Update your CRM on autopilot with MeetGeek recordings, transcriptions and call summaries: https://meetgeek.grsm.io/SDRH (You'll help me earn some money if you sign up with my link) Connect with John on LinkedIn: https://www.linkedin.com/in/johnsjogren/ John's company: https://www.linkedin.com/company/caretotranslate/ Creators and resources we mentioned: - Jan Benedikt Mundorf: https://www.linkedin.com/in/jan-b-mundorf/ - Never Split The Difference: https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 - Gap Selling: https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/1732891001 - Fanatical Prospecting: https://www.amazon.com/Fanatical-Prospecting-Conversations-Leveraging-Telephone/dp/1119144752 Listen on Apple, Spotify, Google podcast.
Jeb Blount is the author of thirteen books including Fanatical Prospecting, Sales EQ, Virtual Selling, and his latest book, Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times - which is the topic of today's discussion. Jeb advises a who's who of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. He is among the world's most respected thought leaders on prospecting, sales, leadership, and customer experience. In this podcast for managers, Audrey, Lee and Jeb discuss: · The real secrets to selling more in a crisis · Why you need more than charm and a great personality to close sales in a crisis · Why you must stop swimming naked and put your bathing suit on · Why you don't get into buckets with crabs "We assume we are succeeding because we are so awesome at what we do. But as the saying goes, don't confuse a bull market with brains. During cycles of abundance, even the weak can succeed.”– Jeb Blount Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales. Connect with Jeb Blount https://jebblount.com/ https://www.linkedin.com/in/jebblount/ https://www.facebook.com/SalesGravy https://www.youtube.com/channel/UCUVoyyL3KRtiXFXdcWwN8bA https://www.instagram.com/salesgravy/ https://salesgravy.com/ Connect with Manage Smarter Hosts · Website: ManageSmarter.com · LinkedIn: Audrey Strong · LinkedIn: C. Lee Smith Connect with SalesFuel · Website: http://salesfuel.com/ · Twitter: @SalesFuel · Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices
“We're not competitor-obsessed, we're customer-obsessed. We start with what the customer needs and we work backwards.” — Jeff Bezos Jason A. Duprat, Entrepreneur, Healthcare Practitioner, and Host of the Healthcare Entrepreneur Academy podcast, sits down with David Lu, Founder of Axon Video Strategy. In this episode, David shares how he combined his years of Pharmacy experience, passion for Business, and for Video Production expertise to build his value-driven career today. We also learn what separates a regular skill from an in-demand, client-centric service. Tune in to learn more of David's timeless wisdom. 3 KEY POINTS: Provide metrics-focused results. Leverage your background and connections. Observe data, metrics, and trends in your business. EPISODE HIGHLIGHTS: David grew up with a passion for business-related topics. David's sister started her own Film Production Company in LA and he worked for her for several shoots. He studied Video Production on his own and eventually did Video side projects alongside doing Pharmacy work. He wanted to do what he loved and empower others to do what they loved, so he combined his interest in business with his Video Production skills to pursue that. Check out axonvs.com to see David's portfolio of high-quality outputs. One of David's techniques for overcoming Impostor Syndrome is practicing gratitude. Whenever he feels discouraged, a trusted friend reminds him of his accomplishments and helps him to be grounded. Axon's creation was prompted by David's sister asking him "What are you doing to leverage your background and existing connections?" It's one thing to provide a service, but another thing to provide a metrics-focused result. Rather than focusing on providing Video Production, the highlight of David's business is providing inquiries or leads for businesses. David niching down to serving medical practitioners came down to three factors: Leveraging his existing background in healthcare Who would benefit from his products and services Who is willing and able to pay for his services. David is confident in his service and makes use of money-back guarantees to make his offers more irresistible. When choosing an editor, choose someone who can tell your story. If they don't know the objective of the video, the edit's going to be pointless. David recommends a book he's currently reading, entitled "Fanatical Prospecting" by Jeb Blount. It talks about getting yourself out there and creating movement. You can reach David through axonvs.com or his email, david@davidlufilms.com. TWEETABLE QUOTES: "If someone has Impostor Syndrome, all it means is that they're human. All entrepreneurs experience Impostor Syndrome." – David Lu "Looking at data, metrics, and what's working or not – In school, we study all these research articles. Why not do the same in business?" – David Lu ENTER TO WIN A PELOTON BIKE, MACBOOK PRO, AND FREE ACCESS TO ANY OF OUR COURSES ▻ https://jasonduprat.com/win Giveaway ends on December 12th! CONNECT WITH JASON DUPRAT LinkedIn | Facebook | Instagram | Youtube Email: support@jasonduprat.com Join our Facebook group: https://jasonduprat.com/group ABOUT THE GUEST David Lu helps private practices book appointments and increase their bookings in 30 days using a video strategy, guaranteed or their money back. He combines years of pharmacy and healthcare experience working with Harvard Medical School-affiliated hospitals and his background in marketing and video production to help scale medical practices. He shoots, designs, and edits custom video content designed to convert potential patients into customers. CONNECT WITH THE GUEST LinkedIn - https://www.linkedin.com/in/davidywlu/ Instagram - https://www.instagram.com/davidlupharmd/ Website: https://axonvs.com/ RESOURCES Want to become an IV Nutritional Therapy provider? JOIN our FREE masterclass: https://ivtherapyacademy.com/podcast Sign up for one of our free business start-up Masterclasses by heading over to https://jasonduprat.com/freemasterclass Have a healthcare business question? Want to request a podcast topic? Text me at 407-972-0084 and I'll add you to my contacts. Occasionally, I'll share important announcements and answer your questions as well. I'm excited to connect with you! Do you enjoy our podcast? Leave a rating and review: https://lovethepodcast.com/hea Don't want to miss an episode? Subscribe and follow: https://followthepodcast.com/hea RELATED EPISODES: #148: TACTICAL TUESDAY: 8 TIPS TO FEEL COMFORTABLE & CONFIDENT ON VIDEO #262: THE 3 CONTENT PRODUCTION TIPS THAT CAN HELP BOOST YOUR ENGAGEMENT RATE & BRAND AWARENESS #78: TACTICAL TUESDAY: COMPARING AGENCY AND IN-HOUSE MARKETING #HealthcareEntrepreneurAcademy #healthcare #HealthcareBoss #entrepreneur #entrepreneurship #podcast #businessgrowth #teamgrowth #digitalbusiness
Tyler Cauble is an Investor and Real Estate Developer in Nashville, Tennessee. He is the Founding Principal and President of the Cauble Group In this episode we talked about: Tyler's Background in Real Estate Using Brokerage to break into Commercial Real Estate First Deals - Raising Capital Asset Classes Interest Rates Nashville it terms of Investment Investing in Office Buildings Future of Hybrid Working Next 12-24 Months Real Estate Opportunities Mentorship, Resources and Lessons Learned Useful links: https://www.youtube.com/c/TylerCauble?app=desktop Tyler Cauble Youtube channel Book “WALKABLE CITY: How Downtown Can Save America, One Step at a Time” By Jeff Speck https://www.instagram.com/commercial_in_nashville/?hl=en Instagram Transcription: Jesse (0s): Welcome to the Working Capital Real Estate Podcast. My name's Jessica Galley and on this show we discuss all things real estate with investors and experts in a variety of industries that impact real estate. Whether you're looking at your first investment or raising your first fund, join me and let's build that portfolio one square foot at a time. Ladies and gentlemen, my name is Jesse Fraga and you're listening to Working Capital, The Real Estate podcast. Special guest on the show today is Tyler Cowell. Tyler Cobble is an investor and real estate developer out of Nashville, Tennessee. He's the founding principal and president of the Cobble Group. And we had the pleasure of sharing a stage at Bigger Pockets, what was it, three weeks ago, Tyler? Tyler (45s): Yeah, man, it feels like it was so much longer than that. Jesse (48s): I know really well, first of all, thanks for coming on. It's, it's great to have you on the podcast. How you doing today? Tyler (54s): Yeah, Jessie. Doing well, man. Thanks for having me on this show. I'm excited to dive in further into those topics that we kind of discussed at bigger pockets, you know, cause we only had, what, an hour or so to, to kind of talk about them a little bit. So it'd be good to go a little bit deeper. But yeah, man, excited to do this with you. Jesse (1m 10s): Yeah, absolutely. Well, like all the guests that come on that, you know, on their first appearance, I always like to get a little bit of the flavor of your journey in real estate, how you got into real estate. I know we're somewhat similar in that at at one point I believe you're a commercial broker and we chat a little bit about that on stage. But yeah, for listeners, why don't you give us a little bit of a background in for yourself in real estate? Tyler (1m 34s): Absolutely. Yeah, very similar background. So I started in commercial real estate back in the summer of 2013 as the in-house leasing agent for a local boutique development firm here in Nashville. And really just started off on, on shopping center and office leasing cuz the, the firm that I worked with had about 550,000 square feet of retail. We had about 60,000 square feet of office space and a couple hundred thousand square feet of industrial. But it was really a, a residential firm focused on, on that side of development. And so got to sit in on all the development meetings every week and after a couple years, kind of learned how to put a deal together and went out and put my first development project together, which was a 42 unit town home development. And then shortly thereafter wrote a book on leasing commercial real estate called Open for Business. Kind of targeted towards small business owners cuz one thing that I saw over and over again was that they just got themselves into trouble left and right cuz they didn't know what they were doing. They weren't represented by a broker and it caused a lot of problems. But after that development, after that book left and started my own firm started the Cobble group, which is just a commercial real estate brokerage focused on mostly investments today in, in, in the Tennessee area. But we do triple net leasing across the country. I've got Parasol, which is a commercial property management company. We currently manage a little over 2.1 million square feet of assets. And then I've got Hamilton development, which is where I spend probably the majority of my time now focused on mostly neighborhood development. But we've done everything from a six bay car wash that we converted into five micro restaurants and a bar all the way up to a 32 acre site with 330,000 square feet of retail that we're currently master planning to tear down and develop about one and a half million square feet on it. Jesse (3m 23s): That's awesome. So the, the initial kind of foray into real estate as a broker, was the, was the plan always to pivot to investing in real estate or was it something that kind of happened naturally? What did that process look like? Tyler (3m 36s): Yeah, it was really something that kind of happened naturally. I didn't really even think I wanted to get into commercial real estate. I was, I did really well in sales the summer that I graduated high school and decided to drop outta college because of that. And I figured, hey, if I can make 30 grand in a summer as a 19 year old, I could go make, you know, a hundred thousand plus a year working sales full time. So I'm gonna go do that. And then ended up working as a project manager for my grandfather's construction company for about three months before I got the job as the in-house leasing agent and a development firm. So it kind of just came naturally after having fallen into the business and seeing how that's how things works. Jesse (4m 19s): Yeah, that's great. So we talked on the, on the panel that we were on about breaking into commercial real estate as opposed from residential real estate. The first couple deals that you did outside of the company that you were working with, so the, the first ones you did on your own or, or privately I guess you should say, because you know, none of these deals are 100% on our own. What did that deal look like? Was it, was that in the commercial space or did you, did you start in resi and then kind of move over? Tyler (4m 46s): Yeah, it was, well so the, the first development project I did that was resi, it was 42 town homes. That one's very different from, you know, kind of what we've done ever since. But my first real project that I did, you know, relatively on my own without the development firm was an office building. It was a little two tenant office building that was completely vacant when we bought it. It had been mostly renovated and I, I fell into it, this was probably about five years into the business. I had been thinking I wanted to buy commercial real estate for quite some time, but could just never get over the, you know, the scary thoughts that we all have getting into our first deal. Right. And it fell into my lap in the best way possible. We were helping a client buy it on the brokerage side. They couldn't get their financing. We, we assigned the contract to another client who also couldn't get their financing for different reasons. It wasn't because there was anything wrong with the, the deal. And then so after that we were like, well you know what, just assign it to me and I'll figure this out cuz you know, we've been working on the property for probably four months at this point. I'd really figured it out. I liked the project and so I called a couple of guys that had known me for five years at that point and just said, Hey, it's funny, like I always talk about this deal with my underwriting now cuz I was literally on the back of a napkin. It was like, I think we can rent it for $12 a square foot and it'll take us, you know, 18 months to stabilize this property. And you know, they just said, Yeah, we'll give you 50 grand each and threw money into it, You know, now comparing that to 17 spreadsheets of underwriting on all the deals that we do, it's, it's hilarious to think back on, but it was a good deal. It was a good first deal. And later that year I ended up buying three more buildings. So once I, once I got over that fear of acquiring the first property, I just realized like, oh yeah, it's not that big of a deal, let's go for it. Jesse (6m 35s): So the financial model didn't seem like the most difficult part of that deal in terms of, you know, the first couple deals. What do you, what did you find at the beginning if, if anything was the biggest challenge that you had? Whether that, you know, came from the capital raising side, from the operations side? What did that look like? Tyler (6m 52s): Yeah, so the, the, the problem that we have on our projects today is the same, you know, problems that we had kind of early on in the projects. It's just the raising capital side of things. You know, my skills lie in the acquisition side of things. Finding deals off market and putting the idea on the project together and then executing on that and operating it. So we, we actually have worked very well with the just capital partners, right? Where they come in, they give us the cash, they don't want to do anything else and we just execute the deal. The, the first deal we ever did was it, it gave me a false sense of how easy it is to raise money. Cuz I literally made two phone calls and they both said yes. And the, the next capital raise we did really put me back in my place. It was went from $50,000 raise, or I'm sorry, 125,000 raise to a $400,000 raise. And that was when I realized like, oh yeah, okay. You know, raising money is not always easy when you have to bring in multiple investors, there's a good chance somebody's gonna back out for any number of reasons, right? They could love the deal and, you know, they're, they could crash their car and need to buy a new car, right? So there's, there's so many different reasons why somebody could back out, but that's why we work, you know, like I was saying so well with Capital Partners because they come in and fund it and we come in and just execute the deal. Jesse (8m 13s): Yeah, I think even we, when we chatted about ways to break into real estate or commercial real estate in general, like there's these, all these aspects. There's the ops person, there's the person that's great with financials. There's a guy that's or gal that's great at finding deals and then there's the capital raise where that might be an individual where they are just, you know, all they do is raise capital or have the kind of the, the gift of, of raising capital or finding sources for capital for deals. And I think we underestimate that. You know, it's so hard to be good at any one of those verticals, let alone try to do everything on your own. Tyler (8m 46s): That's right. Yeah. I mean I, I think you really should have partners that bring their own strengths to the table, right? I mean, you wanna flesh those out and make sure the partnerships work. But you'll get VC firms, venture capital firms, they will almost exclusively will not invest in single partner businesses cuz there's just too much risk, right? What if that guy gets hit by a bus tomorrow, who's gonna run this company? You'll get Shark Tank, right? They almost always love to invest in partnerships over a single person because it just reduces their risk. And, and there's no way that one person can be good at everything, right? Because if you're, if you're trying to be a jack of all trades, you're probably not, you're probably gonna miss some stuff on everything, right? Yeah. And they would rather you be the outstanding development partner and this guy's the the finance guy, right? Or girl, either way that you want to do it or however you need to divide those responsibilities up. I think it's a a pretty savvy way of, of building your business and getting that security for your potential capital partners. Jesse (9m 44s): Yeah. We always say in our brokerage it's finders, miners and binders, right? People that find the deal, people that can maintain relationships. And then the ones that, that are closers, I'm sure there's, you know, there's other ones, but those rhymes. So those, those must be right. Tyler (9m 56s): That's right. Yeah. That's actually, I'm gonna have to keep that finders, minors and binders. I like that a lot. I mean, and yeah, you think about it like your, your personality will also kind of help determine which one of those you're gonna be really good at, right? Like, I've got a beard, I'm covered in tattoos. I'm not gonna be the guy that's golfing at a country club every Thursday, Friday, Saturday. Right. But I've got partners that they absolutely love doing that stuff and it's been incredibly effective for them on the capital raising side. Jesse (10m 21s): Yeah. And it's just, it's funny how some, some areas that you think that somebody will have the strength in and it turns out they're, they might be great in something completely different. Like you're doing a, a value add and you find it, one of your partners is just really good at communicating with the traits people and, and it's, and it seems like a good fit. They respect him or her and, you know, some of that, some of this stuff doesn't, you know, you don't plan everything out. Some of this stuff happens by osmosis and by a certain deal that you're working on, Tyler (10m 50s): Right? Yeah. It just falls together naturally. And, and what I've found too, you know, I think a lot of people that are just getting into commercial real estate think that they need to have that figured out all on the front end. And yes. Does it help to have the capital partner, does it help to have the general contractor and the attorneys and the brokers and the property managers? Absolutely. Right. But the chances of you having the right team on board day one are pretty close to zero, right? I mean, the people that we were working with when I first started my development company night and day, compared to who we're working with now. And that's because as you grow your needs change, right? I can't be working with the same engineer on, on a, you know, $575,000 office building as I am on a hundred million dollar multifamily deal. It just doesn't make any sense. Jesse (11m 38s): Yeah. So speaking of kind of things changing in terms of when you first started the type of assets that you were buying back then, how has the asset class or the, you know, the investment philosophy changed from then if it has at all to now and, and the deals that you're looking at now? Tyler (11m 55s): Yeah, so since I started kind of in the, the office and retail world mostly, I've never been afraid of office and retail and, and it's been interesting to see how people have reacted to those two asset classes over the last three to four years. You know, when everybody's freaking out saying the building's on fire and running away, to me, I'm like, man, that's an opportunity. Like right now, I'm sure we'll get into this here in a minute, but interest rates, interest rates going up, buyers developers are pulling back massive opportunity. And if you're building an apartment complex right now, or you start in the next few months, you'll be one of the few apartment complexes delivering, right? Which means you'll probably have a very aggress lease up. So to me there's, there's, there's always an opportunity in situations like that. Jesse (12m 36s): So let's talk about interest rates in, in terms of, you know, let's kind of frame it from the perspective of you have people that, like you said, are looking for deals now. So they're going to negotiate with, with interest rates in mind for sure. And, and be hypersensitive to what they can get, whether they should do floating or fixed. And then you have the bucket of people that are, you know, had interest rates locked in at a, at a low rate already that are, you know, working their deals. And then there's kind of that in the middle where you have people that are doing short term debt and it's in a floating kind of environment and they're probably saying, you know, shit, we didn't expect, we didn't put this in the proforma for interest rates to double. So I, I imagine that with, with those three different type of user groups, there's opportunities like you're saying to come in now with, you know, with the reality of where interest rates are today with a little bit more information. Is that kind of kind of the way you're looking at things right now? Tyler (13m 32s): Yeah, absolutely. I mean, I think, I think the people with the, the shorter term debt, they're the ones that are gonna be in trouble, right? I, I would rather, I mean, we're working on a multifamily deal right now. That'll be, you know, somewhere between 250 to 350 units depending on how we decide to lay out the site and go, if we go with garage wrap or podium and we have the option to lock in a six and a half percent interest rate or do a floating arm, right? And we can see how well, you know, in, in two years interest rates will probably come down. So locking it in now might not benefit us in the future, whereas that arm is gonna be high right now, but it could come down pretty significantly in two years. But I'm looking at it and going, I'd rather just lock in at six and a half percent today and just have the surety of, you know, hey, you know what, if we end up overpaying in the future, we, we overpaid so that we could have a little bit of peace of mind so that we know that, you know, I mean, look, if, if World War Three breaks out interest rates are gonna skyrocket and the last thing that anybody needs is for their interest rate to go to 10 or 12%, right? Cause then you're talking about a massive amount of defaults and you just can't make that deal work. And so, you know, that six and a half percent walk in I think is good. I, I I think, like I said, I think developers, buyers are pulling back and that's gonna create a massive amount of opportunity for people that are cash buyers, right? We've got a client that just sold a vineyard outta California for 120 million cash and we're doing almost, so we're helping them kind of build this portfolio. This is on the brokerage side and they are, we're starting off in the triple net investment side. And since we're coming in as all cash buyers in an environment where interest rates are too high to make the spread work on preexisting cap rates, we're negotiating these cap rates way up. And we know in two, three years we'll be able to throw 30, 50% debt on these properties just to keep it very safe for them. Keep their, you know, debt service low and pull that cash out at much cheaper rates than we have today. Thereby increasing that spread that they're able to get on some of the most secure assets you can buy even more. So yeah, definitely opportunity all around. Jesse (15m 42s): And for those listening, you know, I know not everybody's kind of in the commercial world, on the triple net side, you're just simply mean, You're simply saying that the additional rent, you're, you're downloading to the tenant. So the taxes, maintenance, insurance, you're, you're basically having the tenant pay for those? Tyler (15m 57s): That's right. Yeah. So all of the, so the tenant pays the rent and then they pay for any of the additional costs of owning that property. So typically, like at a multifamily property, right? You may or may not have the utilities passed on, but you as the property owner will pay for the property taxes, the building insurance, landscaping, you know, anything to do with the property. Whereas in a triple net, you know, take a Starbucks or a Walgreens for example, they will pay for those expenses on their own or reimburse the landlord for it, especially on the commonary maintenance side because let's face it, Starbucks has an image to ahold and that actually directly impacts their business if that's not getting done. And there are landlords out there that might try and, you know, cut the budget a little bit and and skip by and save some money. So they prefer to have those expenses on their books. Jesse (16m 44s): Yeah. And it's interesting how things have changed over the last, even the last year or two where kind of caps, I'm not sure in your market, every market seems to be a little bit different, but putting caps on those controllable operating expenses, I think at, at the very least, whether landlords are allowing it or not, but at the very least we're seeing a, you know, a different percentage cap because we're not in a 1% inflation environment anymore. We're, you know, closer to 10 probably in the states. More than that, I don't have been. Tyler (17m 11s): Yeah, I mean we used to kind of cap everything at around 5% annual increases on the controllable expenses. Yep. And then we more commonly got into 10% per year. And I wouldn't be surprised if people are now capping it at 15% and just saying, Look, we don't know. We don't know what we're gonna get charged. We can't control it. I mean, they're technically your controllable expenses, but you know, if labor costs go up and your landscaping doubles Yeah. And that's just market now. You really can't control that. Jesse (17m 39s): So given the environment that we're in right now, I'm not sure for your local market in Nashville, well first of all is, is Nashville Nashville kind of where your playground is? Where, where you like to invest or you, are you in other markets or even outta state? Tyler (17m 53s): Yeah, so we've got, most of our assets are in Nashville. We do have one in Chattanooga and one just across the border in Georgia from Chattanooga, which a lot of people don't know this, but Chattanooga MSA actually crosses into Georgia. So technically Chattanooga. But we, we have helped, like I've got clients that are buying property all over the United States. I was just in San Antonio for a client that was doing a 10 31 exchange. I was up in Milwaukee. But as far as our investments go and, and just my investment philosophy, I prefer to, to be able to have, you know, hands on protection of the asset. Cuz again, that's, that's our skill set. But we'll, we'll probably expand outta that footprint at some point once I've got a bigger team. Jesse (18m 37s): So given Nashville right now, it's, it's been a while since I've looked at the numbers, but I remember it was kind of the darling of the apartment industry for a while where there's just deals and deals and, you know, even maybe a year ago, seeing the numbers, the, the unit price of prices have gone up or went up substantially. Is that still the case? Is it, is it a, an expensive market or is that the reason, you know, you're looking into these, you know, potentially secondary markets? Tyler (19m 4s): Yeah, I mean we try and play in whatever sandboxes nobody else is really paying attention to. Cuz I've been able to find a lot of value that way. So, you know, within Nashville we look at the emerging corridors. So we try not to, you know, so Nashville's kind of bisected by the river, right? So there's, there's downtown and South Nashville, which is on the south side of the river and there's East Nashville, which is technically on the north east side of the river. And that river kind of cut off all of the old money, which is south of town from really developing on this, this side of town. And so there was a huge opportunity there to be so close to downtown and have, you know, all these cool musicians, your artists in Nashville kind of live on that side of town. So it was very easy for us to jump over here and start doing cooler projects. You know, if you're, if you're trying to buy multi, you know, build multifamily right now closer to the urban core of Nashville, it's tough because land prices have gotten so high, construction's so high, then you have to turn around and get the rents. Even though we're 53,000 residential units short of a comfortable market in Nashville, it's, it's, it can be tough to make those deals work, but we're finding deals on those emerging corridors where, you know, maybe you've gotta put up with a, a, a car lot across the street or a van at bank or you know, whatever that is. But we're still five minutes from downtown and I don't think that people moving here from New York, Chicago, LA have any issues with that. And they've actually proven that over the last 10 years. And so that's kind of where our, we're finding our opportunities. Chattanooga was, was 100% a yield move, right? I bought a 41,000 square foot nine story tower out there for 1.8 million. Hmm. I mean, just the price per square foot, you know, in Nashville it'd be at least 10 times that in the same location. So, you know, the, the opportunity there to just make more on your cash for relatively smaller projects was, was too tempting. Jesse (21m 1s): So when you're looking at, let, let's move to some of the, the office discussion. When you're looking at these assets to purchase, you know, for those that don't know, it's, it's very similar to the kind of the apartment side in a sense, in the sense that, you know, you look at your tenant profile, you're looking at lease expirations, you're looking at the quality of the tenants because you know, the, those are the building blocks of the valuation of your property. Are you doing anything different with how you proforma office buildings than, than say you were two years ago? Or is kind of the fundamentals pretty much stayed the same? Tyler (21m 38s): Yeah, so for me the fundamentals have stayed the same only because the type of office that we were investing in just happened to be the type of office that did find during covid. So we're more of the class B and class C office assets on what I call the urban core adjacent. So not your immediate downtown, just in the neighborhoods surrounding it. And those are a lot of small business owners that lived in the neighborhood and they wanted to get out of the house, right? You'll get a lot of these class A assets that are in downtown cores and those are really the ones that are taking probably 90% of the hit because a lot of these people don't wanna drive downtown and work in a 300,000 square foot office building with, you know, a lot of other people they don't know. Now that's starting to change, right? I mean, there's a ton of companies that are moving back and I, I don't think that that's gonna be a permanent move forever, right? I mean, having office space in the downtown cores is far too convenient for way too many big companies. Cuz you know, think about it, their workforce can live all over anywhere in the city and get there. Whereas if you go to the south side of town, maybe there's only one interstate or a couple major thorough bears that'll take you there and it just makes it a little more difficult. So, you know, I I would say the, on the office side of things, it hasn't really changed. We always do look at, you know, how can we make this more of a mixed use type of asset? How can we bring some other draw to the space that would make an office tenant say, yes, we would take this over, you know, the straight office, straight up office building down the street. You know, can we add a coffee shop? Can we add a food truck? Can we add, you know, something? Can we add a bar, something cool that would just give them an opportunity to have more meetings or, you know, help create more of a company culture within the project. Jesse (23m 25s): So most people on the brokerage end of things, or even on the investor side are sick of talking about this in the commercial real estate space. But I have to ask, in terms of the future of work, the future of, of of office space hybrid working, what, what's your view on that? What, what do you see unfolding in the, let's call it the kind of short to to mid term? So say like a year to five years out, How do you see work evolving, if at all? Tyler (23m 55s): Yeah, I mean, I think if you're, you're focused on office space where you're catering to probably 50 or fewer employees, you're probably gonna have no issues, right? A lot of these smaller companies don't wanna spend the money to go fully remote. It's much more difficult for them to manage a workforce remote than it would be for say, you know, Bridgestone who has thousands of employees and they haven't gone back to the office here in Nashville, right? I think that, and, and again, we saw that through covid. I mean, I was, you know, waving at my neighbors from, you know, across the hall when, when I was still working in the office because everybody was still coming in. I think that there are certain aspects of everyday offices, right? That, that maybe accounting, right? Does accounting really need to be in the office? Probably not maybe once, twice, three times a week just to make sure that they're caught up in having whatever meetings they need to have with other team members, but they don't necessarily need to be permanently in the office, right? And so there can be some accommodations that get made there. Whereas if you're in sales, right, and you're having to go work with a team, or if you're on, you're a tech developer, right? And you're working with a team, I mean, chances are you're probably gonna have to be in the office more. So it'll be interesting to see, I know we've seen some companies move more toward, you know, they've lessened their office spaces, right? And they have people on shifts, right? Like, you come in Monday, Tuesday, Wednesday, and then the, the second shift comes in Thursday, Friday, or however they're deciding to do that. I think that that's gonna end up becoming just another trend, kind of like open workspace, right? Like everybody 10 years ago was saying the open floor plan is the way to go. We can pack everybody in here like sardines. It's so efficient. And then they found out that none of the employees liked it. It made everybody less productive. I think that that's kind of what you'll see for some of these offices. Now, if you've got a bad work culture, your employees will 100% not want to come into the office, right? So it's kinda like, how do you actually make this a great place to work where your people want to be there? Jesse (25m 60s): Yeah. It, I think it's definitely like the situation's definitely exposed some, some cultures that probably had issues prior to this. In terms of like the workplace, I think it's, it's an open question on that. If, you know, the trend, the aspect of coming in on a hybrid model, in a lot of ways it makes sense. The, you know, it's like the, there's a great book I was talking about recently with some of the brokers in our office, Fanatical Prospecting by Jeb Blo, you know, Sales Gravy's a great podcast. Some of the guys didn't hear about it, but there's Parkinson's law, which, you know, you'll, you'll basically expand time to take, expand time to take the item A the task at hand will kind of fill up that amount of time that you give it. But then there's the other one, and I can't remember remember what it's called, but it's basically a contraction of time. And it's kind of similar to, you know, when you have a vacation and you gotta do a bunch of things, all of a sudden you, you, you move mountains and you figure out stuff that you could do in one day that would take you a week because you have that, that plan. And what I've found is that the, comparing that to the work week, a lot of what we do, we can do four out of five days a week, especially like we're in sales, it's a little different, you know, we'll ju we'll work regardless. Like we'll take up that amount of time because our function is different. But certainly I think that companies, you can do things in four days. I think the challenge that we're seeing with companies that we work with is when you start giving the option for hybrid, all of a sudden Mondays and Fridays become the days that if you're gonna give people three days a week, those are obviously the ones that they're gonna choose to have off. And that creates a problem. So we've had to adjust even in, in our organization and we have, you know, 5,000 plus employees. Tyler (27m 37s): Yeah. I mean how do you, how do you handle that the right way? Right? I mean, if every company in the world starts taking off on Mondays, there's gonna be a lot of customers or deals that just don't happen or, you know, you struggle to get things moved forward. So yeah, I mean I think that, you know, having people work in shifts or whatever, I mean, you know, we were looking at, what is it Iceland, where they actually have a three day weekend, Like every company there, you know, takes a three day weekend. Hmm. And they are just as productive as United States. And, and I thought that that was really interesting. And so we've been studying that model, trying to figure out how we can make that work in our company as well so that we can, I mean, I'd love to take Friday through Sunday off. I own my own business. That will never happen. Jesse (28m 20s): Yeah, I was gonna Tyler (28m 21s): Say work every day. But that, that's a cool thing for the employees, you know? Jesse (28m 25s): Yeah, absolutely. I think it's, you know, it is one of those things that we'll see evolve. I think what's, what I find kind of fascinating is that people, you know, that talk to us and that are in the commercial space and talking about how this is a new thing and obviously the pandemic was a new thing, but I think, or at least in my, you know, experience, I've seen this trend kind of just get pushed into high gear. I, I saw a trend of hybrid working and, and not just me, a lot of people in our space did see this trend and it was really a matter of technology catching up and, and kind of the will for companies to, to push it and kind of the pandemic I think just heightened all that. Tyler (29m 4s): Yeah. I think the best way to look at it that I've heard is we just shot ahead 10 years. Yeah. Right? Like that's, that's basically what happened. Everybody figured out, you know, oh, you know, Zoom existed, right? I mean we're recording on it now. Yeah, Zoom existed prior to the pandemic, but wow did their, you know, subscription rates significantly jump. People found it. They realized, oh okay, we can use this for a significant amount of our meetings. Let's just do that. So I I I think that people just adapted technology that was already in use. It'll be interesting to see what comes out of it, right? I mean you look at 2009, 2010, all the companies that came out of that to serve some issues, right? You had ride share come outta that lift. Uber, Airbnb came outta the downturn. So I'm excited to see what comes outta this one. But yeah, we just kind of shot ahead 10 years. Jesse (29m 52s): So we ask four final questions to all guests that come on the show. But before we get to that, I just want to talk a little bit about where, or, or ask you what you think the opportunities, we touched on it a little bit are gonna be where the opportunities are gonna be in terms of, you know, the next 12 to 24 months as we're in a very precarious time. I think a lot, a lot of things are changing at once, inflation interest rates. So I'm gonna ask you to crystal ball it and I know that nobody can, but I'd love to get your thoughts. Tyler (30m 24s): I wish I could, I'd be Warren Buffet by now, but I would say, you know, let's bring it down by sector, I mean multi-family. I think the opportunity is if, if you're willing to go ahead and move forward and pay a little bit more on construction costs and pay a little bit more on interest rates, you'll be one of the few products delivering. And I think there's something to be said for that, for having a very aggressive lease up on the back end to say that it's worth it. I think on the office side it's gonna be a lot of exploring what are the other amenities that you can really add to office space that will keep companies interested in leasing space from you that nobody else is doing. Right? I mean, come on, having a meeting room and a little cafe downstairs. I mean it's like most office buildings, I'm sure you see this all the time. It's like they haven't changed since the 1980s and you look at multi-family apartment complexes and in the last 15 years, the amenities that have been added to apartment complexes is insane. Yeah. There's one here in Nashville that has the biggest pool I have ever seen with a volleyball court. This is all on above the parking deck by the way. Volleyball court. A yoga studio with a yoga instructor that comes in. They've got a CrossFit gym, they've got an indoor like Topgolf simulator. They've got like four or five barbecue pets, hammocks every, I mean, you know, like compare that to 20 years ago, they're like, here's a grill outside. Yeah. You know, they've just totally changed the programming. So I think you, Jesse (31m 48s): You gotta come to the front to get the key. Tyler (31m 51s): Yeah, exactly. Exactly. So I think, I think looking at office through the lens of multifamily is a really interesting way to help urge that into the future industrial buy anything you can that's sewn for industrial and start building it. I mean you cannot, you can't do enough of that right now. Jesse (32m 9s): You can find it. Tyler (32m 11s): Yeah, exactly. I mean cuz it's, it's so cheap to build and, but the problem is a lot of the industrial, especially in the southeast, has been closer to the urban core. Guess what? It's getting torn down because there's a higher and better use such as multifamily on that site now. So not only are developers not building that product cuz they're focused on, you know, million square foot plus logistics and distribution buildings for like Amazon and e-commerce, but the stock is getting taken away. So where are all of the construction companies going? Where are your local little e-commerce stores going? And then retail, Just look at it differently. There's nothing wrong with retail. I mean, look at, you know, you got these big boxes you have to fill, call church, call a gem, do something unique in that space. Do self storage, right? There are so many things that can take up big box spaces. Don't be afraid of it. You know, retail isn't dying, it's just changing, right? I mean, you gotta think of what is Amazon proof. So that's, that's kind of my, my, my crystal ball there. Jesse (33m 16s): Right on. All right, so we got four questions. I'll, they're pretty, pretty short, pretty self-explanatory. I'll hit you with them here. Tyler (33m 24s): Let's go. Jesse (33m 25s): All right. For the younger people listening kind of touched on it on our panel, but your view on mentorship or, or you know, what young people can do to break into our industry? Tyler (33m 36s): Go find somebody that's doing what you want to be doing and just figure out how to be in their life. Right? I mean see if they'll go, go out for coffee with you if so by the, by the damn coffee, right? Like I've had so many people that have re not that I need somebody to pay for my coffee, but it just, it leaves a really good impression of you of like, I'm taking this seriously. I know you're giving me your time just by the, it's five bucks. I think that any way that you can provide value to that person, do it. Because you gotta think like these commercial real estate professionals are incredibly busy, right? We've got so much going on. It's really tough for for us to take time out of our days just to have a meeting. Not that we don't want to do that. It's just like, I mean, you know, up until we were on this, I was on a call literally one minute before cuz I've been on calls all day and this guy's called me like three times and I haven't had a chance to call back. And so anyway that you can provide value I think. And then, and then as soon as you get a foot in the door, you know, if you gotta go work for free, do it right. Be the guy that just brings coffee to the office in the mornings. Cuz eventually somebody's gonna say, Hey will you go do this? Will you pull me some comps? Will you, you know, whatever that opportunity is and then jump on it and you'll get into it. I've had buddies that had, I had one guy that had over 50 interviews in the commercial real estate industry and didn't get a job. Wow. It's tough. It's really, really tough. But you know, once you get that foot in the door, the sky's the weapon. Jesse (35m 2s): It really is. I tell you, I tell you younger people, especially if they want to be first of all in commercial, it really is the hardest part is just getting in. Once you're in you can, you know, navigate and explore the, explore the studio space as they say. Tyler (35m 16s): That's right. Jesse (35m 17s): What was something that you wish somebody had told you when you started out? Whether that's in brokerage or investing, just, just something you, that was a hard lesson you had to learn. Tyler (35m 26s): Ooh. I would say commercial real estate is not linear. You don't take stair steps. You experience hockey stick growth. The first couple of years were really rough for me as a broker cuz like I told you, I made 30 grand that one summer in sales. Yeah. And so when I started looking at a commercial real estate, after I got offered the job, I was like, oh man, I'm gonna come in here and make over a hundred thousand dollars my first year and just we're gonna be off to the races that I can't believe how hilarious that is. Now looking back on it, I made, I busted my tail and I made 40 grand my first year, which most brokers don't. Yeah. My second year I was looking at my tax return, I literally made like 40,500. I was like, what am I doing? I made $500 more my second year. I need to go get into a different industry. Well the third year after you actually have learned a little bit, you've made some contacts and you, you know more about the process and how things work. You just work more efficiently. Made 120 grand. Yeah. Right. And then it's just gone up ever since there. And so it's all about just getting in understanding that those first few years are not gonna be the easiest, but it will all pay off the more you teach yourself during that time. Jesse (36m 41s): Yeah, that's funny. It is a, it's a funny industry. You know, you're gonna make 35, $40,000 but you're wearing a thousand dollars suit in your first couple Tyler (36m 48s): Years. Oh my gosh. Yeah. I spent all of my money un unbuttoned downs and, and nice pants and shoes and it's funny cuz now, now that I am where I am, I wear t-shirts and jeans and don't have to worry about that at all. Yeah. But yeah, it's, yeah, you've gotta spend money to at least look successful. Jesse (37m 7s): Yeah. And you're absolutely right. It's like it is not linear. It's hockey stick growth and like the big thing is like that hockey blade might be really long for a long time. Yeah, Tyler (37m 17s): That's exactly right. Jesse (37m 18s): Awesome. What are a couple resources that you would recommend, whether it's a book you've recently, you know, recently read or a podcast that you've been on lately? Tyler (37m 31s): Yeah, I mean I think obviously go check out Jessie's YouTube channel. I've got a YouTube channel as well, teaching people a commercial real estate. I think that those are, those are great resources, right? Cuz when you and I were coming up, nobody was doing that. We did not have that opportunity. I mean, I tried to learn from anybody I could and everybody was just like, you know, swatting at me like I was a fly because nobody wants to teach you anything in this industry. I think that, so the book that I almost always recommend to people is Walkable Cities by Jeff Spec. It is one of my favorite books. It's really on urban design. So not even necessarily commercial real estate specific, but the way that they talked through how a great city is designed and how commercial real estate, residential real estate design actually impacts everybody's daily lives. Hmm. Completely changed how I looked at my projects. So it's kind of like, kind of the things that you can't put a dollar value on, but you need to spend the money on and you know, it'll come back in the end and benefit you. And so a lot of development companies actually ignore that because they can't quantify it. Yeah. But the value is there. So those are, those are some great resources. Jesse (38m 37s): That's great. I've never heard of that. It reminds me a little bit of, I think it's Dr. He's a per, he's a PhD. Gly is the last Edward Gly and it's triumph of the city and a lot of it has to do with urban planning and, and design and how we have different, you know, different ways that design happens as a result of people being in a place rather than designing it that way. And taking, taking kind of notes on, on that aspect of it. Tyler (39m 5s): Yeah, I think you know, it, it talks in the book, it talks about Nashville and it talks about Vancouver, it talks about Portland and, and Nashville and Portland are almost exact opposites. Portland did not want interstates. Nashville went all interstates. And you could see how that impacted. And then Vancouver, what I love about Vancouver is very early on, before the development got big there, they created view sheds and they created all of these development requirements to make sure that the city doesn't hide the beauty that made it right. And I think that's really, that's why Vancouver is still one of the best cities you could visit to this day. It's just such a great place to be. You still feel like you're in the mountains even though you're in a city. You know, they've just done such a good job of preserving that. Yeah. Jesse (39m 51s): Yeah. It's been a while since I've done the Western Canadian thing. Gotta gotta get back out there. Yeah. Okay. So listen, I've, I've kind of gone over time here. I want to make sure that we put a couple links on where people can reach out to you. Obviously the YouTube channel, any other place that you know if people want to connect or see content that you're doing where they can go? Tyler (40m 11s): Yeah, YouTube channel's. Just my name, Tyler Cobble. And then if you wanna connect with me, Instagram is by far the best way. If you DM me, I will answer questions and that's just commercial in Nashville with underscores between it. Or you can just search my name. Tyler Cobble. Jesse (40m 27s): My guest today has been Tyler Cobble Tyler, thanks for being part of Working Capital. Tyler (40m 31s): Thanks Jesse Jesse (40m 46s): You so much for listening to Working Capital, the Real Estate podcast. I'm your host, Jesse Fraga. If you like the episode, head on to iTunes and leave us a five star review and share on social media. It really helps us out. If you have any questions, feel free to reach out to me on Instagram. Jesse for galley, F R A G A L E. Have a good one. Take care.
Good books are crucial to personal and business growth. In today's episode of Two-Brain Radio, Chris Cooper and his team of mentors share the books that helped them most in 2022. Application is more important than information: The books you'll find on this list will help you take clear action to improve yourself and your gym, fitness business, CrossFit affiliate or personal training studio.Use the links below to purchase through Two-Brain's Amazon affiliate account. Two-Brain donates any proceeds through the Business Is Good platform to teach entrepreneurship and financial literacy to children.LinksGym Owners UnitedBook A Call"Measure What Matters""Built To Sell""Extreme You: Step Up. Stand Out. Kick Ass. Repeat.""The Dip""Fanatical Prospecting""The 7 Habits of Highly Effective People""The Daily Stoic""Making Numbers Count"“Everyone Communicates, Few Connect”“Who Do You Want to Be a Hero To?”“The Conversion Code”“Rich Dad's Guide to Investing”
The Sales Management. Simplified. Podcast with Mike Weinberg
While observing the launch of Jeb Blount's brand new bestseller, Mike sensed something different. Just seeing the fun Jeb was having promoting Selling in a Crisis, and enjoying the excited reaction from so many sellers and sales influencers, Mike texted Jeb with a crazy question: “Jeb, I'm seeing the reaction to the book from sellers and influencers. The timing is absolutely perfect as my client sales teams are preparing to sell into strong headwinds next year. The community needs this book. Do you think it's possible that Selling in a Crisis could be even bigger than Fanatical Prospecting?” That text led to a phone call which led to this wide ranging conversation. In Episode 40, Mike has Jeb share his take on the “State of Sales,” what we learned selling through the pandemic, dealing with supply chain challenges and passing along price increases, and now how we must prepare to sell in a very different business climate than we've experienced in the past fifteen years. Books Mentioned in this Episode: Selling in a Crisis Selling the Price Increase New Sales. Simplified.
With almost 100% of HR professionals struggling with burnout, I felt it necessary to share another HR burnout story with you. So joining me in the sound booth this week is Charli Gamber, and we are talking about moving from burnout to brilliance. Charli is the Owner/Independent Agent of Benefits With Heart where she serves employers by strategically setting up their benefits packages, allowing them to attract and retain the best and brightest. In addition, administering their benefits seamlessly gives them valuable time back in their day. As a result, employees understand the value of their benefits presented, complain less about their benefits, and spend less time trying to figure out why that one claim isn't getting paid. Charli is also the author of the book HR Burnout: Reigniting the flame, and you should check this out. Charli shares why she wrote the book, and we also talk about her most important lesson learned as an HR professional. Chali's book list
In the last episode, Terri addressed the importance of leveraging the phone when conducting prospecting activities. But, how can you set yourself up for success when preparing for these phone calls? In this episode, Terri discusses five tactics to get in the "Phone Zone" as described by Author of Fanatical Prospecting, Jeb Blount. Click here to access the Prospecting Plan in City Wide YOU!
The Commercial Real Estate Academy podcast was created to demystify the commercial real estate industry for the masses. During our weekly episodes, we interview industry experts on a host of different commercial real estate-related topics. Through these interviews, we hope to arm you with the knowledge, references, and tools you'll need to confidently pursue commercial real estate opportunities as a business owner and/or an investor. Raphael Collazo and Jeff Walston are excited to introduce their guest for this week! In today's episode, we hosted Allen Buchanan, Principal at Lee & Associates, for a lively conversation about some of the most effective strategies that he employed to scale his business. ▶️ During our conversation, we explored topics such as: • What is his target client and what made him decide to focus on them, • How important has coaching been to his development as a broker, • What are some of the most effective strategies that he employed to scale his business, • What advice would he give to young brokers looking to prosper in the industry, • As well as much more... ▶️ If you're interested in learning more about Allen, feel free to reach out to him via the following links: ▶ LinkedIn: https://www.linkedin.com/in/allenbuchanan/ ▶ Website: lee-associates.com ▶ Email: abuchanan@lee-associates.com ▶️ Below I've provided links to books that were referenced during the episode: 1. The Case for Christ - https://www.amazon.com/Case-Christ-Journalists-Personal-Investigation/dp/0310350034 2. Fanatical Prospecting - https://www.amazon.com/s?k=Fanatical+prospecting&i=stripbooks-intl-ship&crid=IMHLFJG57H23&sprefix=fanatical+prospecting%2Cstripbooks-intl-ship%2C272&ref=nb_sb_noss_1 If you find value in these episodes, please SUBSCRIBE and don't forget to leave us a 5
Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check. You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren't so impossible to reach after all? Hall of fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls "contact campaigns". On this episode of the Sales Gravy Podcast, Fanatical Prospecting author Jeb Blount and Stu discuss creative ways to get meetings with anyone. You'll learn that the secret is about being creative, thinking out of the box, demonstrating authenticity and sincerity, and having a little fun along the way. Get more meeting with effective Prospecting Sequences. Download our free how to guide here: https://salesgravy.com/seven-steps-prospecting-sequence-guide/
In this episode, Terri discusses pipeline discipline and outlines five core sales disciplines of successful salespeople as defined by author Jeb Blount in his book "Fanatical Prospecting".
Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It's similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If you set aside time every day for prospecting, you will find a steady flow of success and less stress! I recently posted a podcast of my discussion with Kristin Austin, where we talked about the importance of perseverance in life and sales and how you can apply the same theory of continuously moving forward to finding satisfaction and success in both. Japan was in ruins after World War II, and the nation had the task of cleaning up the devastation and overcoming the hopelessness and helplessness that had taken hold. A movement developed that is now a part of their national ideation to this day. It's called “Kaizen,” and is similar to what Kristin and I discussed. What is Kaizen? Kaizen in Japanese means “a change for continuous improvement.” In this case, it's a business philosophy rooted in making small progress every day to improve your life and find success. Kaizen is based on the idea that it isn't so much about the grand changes and ideas that we have; change is found in the small steps that add up to large-scale and lasting habits that lead to success. After hitting rock bottom, the Japanese realized that thinking about the gravity of the destruction and what they had to do to overcome it could become paralyzing. The same is true of sales. The enormity of hitting quota, closing a big sale, and feeding the pipeline can be overwhelming. This can put many salespeople in a state of paralysis where they miss the methodical and gradual steps to get there. Why the Kaizen Theory is the Key to Cumulative Prospecting After Kristin was in an accident that permanently altered her life, she had the choice to either give up and retire, or take small steps to get back to her career, pick up the business she had built, and do what she loved again. It initially seemed like a daunting task, so she took minuscule steps, as she called them. One was picking up the Fanatical Prospecting book to gain inspiration. Then every day, she would do one small thing that would bring her closer to her goal. She didn't try to set the world on fire; she set out to make one small daily improvement toward rebuilding her life. Kristin emphasized, "If you are moving in the right direction even slightly, you are moving, which differs from being paralyzed." Kaizen and the Pipeline In the podcast, we also discussed the notion of “feeding the pipeline.” The mistake I often see salespeople make is that they fill the pipeline by prospecting up front, but once the sales start coming in, they stop feeding it. They're on a roll, so they aren't paying attention to the fact that their pipeline is emptying. And when they do notice, they recognize that nothing is coming down the pipeline because it has gone dry. That puts them in a situation where they become desperate and focus on closing the sale, rather than solving the problems that their clients are having and making an improvement in their lives. Keeping Your Pipeline Flowing with the Philosophy of Kaizen So the key to being successful in prospecting is not letting your pipeline run dry. Let's face it: not many people enjoy cold-calling others and asking them to buy something they may or may not want. However, that's not what pipelining is. Filling your pipeline means seeking out those people who not only need your product or service; it means finding the people who would most benefit from what you're offering. When you change your mindset from closing to helping, you increase your satisfaction, decrease your stress, and stop feeling the weight of paralyzing stress. By taking one small and continuous step every day, or putting aside time to prospect for just one hour a day,
Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers by Jeb Blount About the Book: A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives, whether broad-based or targeted to specific accounts, strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you'll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You'll learn: How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting and asking The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases. About the Author: Jeb Blount is the author of 14 of the most definitive books ever written on sales and sales leadership and is among the world's most respected thought leaders on sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb and his team train and advise a who's who of the world's most prestigious organizations. His flagship website, salesgravy.com is the most visited sales-specific website on the planet. And, interesting fact -Jeb Blount is now a member of a very exclusive club: The Marketing Book Podcast 6-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/selling-price-increase-jeb-blount
Are You Using LinkedIn's Marketing Power to the Fullest? I sat down with my good friend Daniel Disney, author of The Real Secret to Becoming a LinkedIn Selling Machine. He is a guru for using LinkedIn's marketing power, and as mentioned in Fanatical Prospecting, I believe that it is one of the greatest sales tools ever created - along with the car, Google, the internet, email, and the telephone. Why You Should Use LinkedIn's Marketing Power LinkedIn offers a huge opportunity for salespeople, but it isn't easy and not everyone was born with the skills to use it. Salespeople need to learn and practice using LinkedIn. It isn't something that you can jump into headfirst and be successful. As salespeople, you tend to automatically sell, but with LinkedIn, you have to take a step back from your regular habits. It is all about the long game and building relationships, not quick sales. You Have to Find the Balance Between Your Professional Persona and the Personal You Another problem that most salespeople have when using LinkedIn is that they have a hard time finding a balance. We are so used to using social media in our personal lives that when we have to use LinkedIn professionally, it feels strange and can become a balancing act between being our professional self and staying social. When you get it, however, it is a very powerful tool. LinkedIn is about nuance and building familiarity to create awareness for your product, and it is also a direct message tool. People Have Different Preferences for Receiving Messages That Resonate One thing to remember is that people have different preferences when it comes to engaging. Some like the phone, some like email, while some don't have the time to talk and others have full email boxes. LinkedIn is a different way to reach someone to start a conversation, so in some respects, it can be a pirate's way in - but only if you use it effectively. The key is reaching the prospect with the right message at the right time, and that often takes sequencing your communication so that it is cumulative and encompassing. When you think about the numerous ways that we now communicate, you can't just use one channel, be it email, telephone, instant messaging, or snail mail. You have to be the master of all of them and master using LinkedIn's marketing power. If you only choose one silo, then statistically you are going to miss prospects. And if you do, you miss building familiarity through a channel and the cumulative effect. Success lies not in one over the other; it is about using all the tools and being persistent in an authentic way. Persistence is the Key to Building a Certain Amount of Reciprocity Persistence is a mental skill for people, and it demonstrates that you care about them and believe that you have the solution to help them. Also, when you are persistent on a genuine level of obligations, you develop a certain amount of reciprocity. When someone does something nice for you, and you are in the right place at the right time, you are likely to gain their business. You have to blend and sequence all the channels that you have to reach your prospect, which involves cumulative messaging. People have so many different ways of communicating that you need to hit them from every angle you have at your disposal. Using LinkedIn's marketing power comprehensively can help you achieve that! Consistency Adds Cumulative Layers of Messaging The key to LinkedIn is consistency. If you walk into a conference room and you stand in the corner and don't say a word, you aren't going to make any connections. If you walk in, however, and you strike up conversations with people, you are going to create connections that will generate business. That is the nature of LinkedIn. If you show up consistently and people see you more and more, they build familiarity with you and get to know you. It is all of those cumulative layers where every time they see yo...
In this episode of the Duct Tape Marketing Podcast, I interview Jeb Blount. Jeb is the CEO of Sales Gravy and the author of 14 books including Fanatical Prospecting, Sales EQ, Objections, Virtual Selling, and his brand new book — Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. More About Jeb Blount: His brand new book — Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. JebBlount.com Salesgravy.com Take The Marketing Assessment: Marketingassessment.co This episode of the Duct Tape Marketing Podcast is brought to you by the HubSpot Podcast Network and SEMRush.
► Is it OK to up your pricing? Jeb Blout is CEO @ Sales Gravy, he's also the author of thirteen books including Fanatical Prospecting, Sales EQ, Inked, Virtual Selling, and his latest: Selling The Price Increase. That's right, he's a true Sales Legend!
Tune in this week to hear from Austin Smith as he discusses many of the ways he's still growing his business. Get your hands on new scripts and tactics that are working in today's market!
Tune in this week to hear from Chad Crile and Austin Smith as they outline their ideal scenario for prospecting and how they use prospecting to grow their businesses.
Tune in this week to hear from Christy and William as they break down exactly what to say to prospects, who a prospect is, and how you can grow your business!
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development―prospecting.The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.Buy the Book Here: https://amzn.to/2ZuhMUO+++++Subscribe to the Podcast!▶︎ PODCAST: https://bit.ly/3qpki6Y Follow us on Social Media:▶︎ WEBSITE | https://thebooklegion.com▶︎ YOUTUBE | http://bit.ly/2MZJ3Io▶︎ INSTAGRAM | https://instagram.com/thebooklegion▶︎ FACEBOOK | https://facebook.com/thebooklegionCheck out Tyzer Evans' other Podcast, Grind Sell Elevate here: https://bit.ly/3bU6D3l
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