Podcasts about Prospecting

Lee shares insights on transforming traditional sales methods into client-centric consultations, talks about his new book, 'The First Meeting Differentiator', the importance of personalization in sales interactions, provides actionable strategies, and much more!

Rejection sucks! At least that how I've always seen it. But others that I've worked with don't seem to get affected by it. As a matter of fact it seems to get a fire lit under them. So, what's the difference in our responses and how can we all get better at dealing with rejection Grab your smiley face buttons as Scott and I wrestle with Handling Rejection Like a Pro on Episode 689 of the Winning at Selling podcast. Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough prospecting. In sales, everything rests on putting qualified opportunities in your pipeline. Prospecting is the beginning and the end, alpha and omega. If you don't prospect, you will fail. That is a guaranteed truth. Each and every sales day, you must connect with prospects, engage them in meaningful conversations, and convert them into pipeline opportunities.  It's a Noisy World The problem is that we live in a noisy world in which those same prospects are being inundated with prospecting messages from dozens of other salespeople who are also attempting to get their attention.  So, if you don't stand out, you lose.  But I doubt I'm telling you anything that you don't already know. It's freaking hard to get attention when prospecting, and it's not getting easier. There are days when it feels like you could be jumping up and down in front of your prospect in a pink bunny suit while throwing hundred-dollar bills in the air, and they'd still ignore you.  The Sledgehammer Approach Is Dead One of the key reasons so many salespeople fail to break through is that their entire prospecting strategy is pounding away at prospects through a single communication channel—typically a series of automated emails sent through a sales engagement platform like Outreach or SalesLoft.  Sadly, this sledgehammer approach just doesn't work anymore. Recent data reveals that salespeople are sending as many as eight times more emails today than they did five years ago and getting just a tenth of the results.  A big reason prospects are tuning out is that AI-powered sales automation tools have scaled email prospecting activity to an extraordinary level.  In the past, writing a prospecting email involved strategic thought and taking time to craft a message that was unique to each prospect. It was a slow process, which meant salespeople sent fewer but better prospecting emails. Today, AI engines can pump out hundreds of cold email variations in seconds with shallow, and often cringeworthy, personalization that, more often than not, turns prospects off. And as AI-generated prospecting emails flood inboxes, the sheer volume of this outreach has eroded any impact from the improved efficiency.  Constant exposure to this irrelevant, repetitive AI-generated crap has left business executives exasperated. They are overwhelmed and have tuned out, turned off, and are ignoring all prospecting messages—good or bad, human or AI-generated. Break Through the Noise Most sales professionals today are desperate to find new techniques to help them break through the noise and get attention when prospecting so that they can engage in more meaningful conversations.  Most salespeople want a bigger, stronger pipeline filled with qualified opportunities. Yet many overlook one of the most powerful prospecting tools right at their fingertips: LinkedIn. Why LinkedIn, Why Now It can be argued that the moment the sales profession changed forever and the door opened to modern selling as we know it was when Alexander Graham Bell said on the very first telephone call, “Mr. Watson, come here, I want to see you.” The telephone's impact on the sales profession was profound and lasting. Then, as now, the phone remains the most efficient and effective means for conducting real-time, synchronous human-to-human conversations with prospects. Bell made his call to Mr. Watson 150 years ago. Since then, only a handful of pivotal technologies have advanced the sales profession with such impact: The automobile gave sellers the freedom to cover wider regional territories more efficiently. Air travel literally gave sales professionals wings, expanding their reach nationally and globally. The internet put unimaginable data at the fingertips of both sales professionals and buyers.

In this special episode, Gresham Harkless Jr. frames the show as a resource for anyone building a business, emphasizing the value of sharing real‑time experiences and encouraging listeners to subscribe for more content. He then recounts his personal experience with layoffs, beginning with his first layoff in his early twenties, describes the fear, disappointment, and feeling of being misled that came with a reduction in force, noting how the instability of early jobs forced him to confront the reality that no one—​not even CEOs—​is immune to job loss. This turning point sparked a mindset shift: rather than waiting for another opportunity, he decided to “burn the boats” and pursue entrepreneurship, recognizing that the stakes would feel far higher later in life when family responsibilities increase. Seeing franchising as a hybrid path that blends entrepreneurial ownership with a proven business model, Gresham explains why he gravitated toward this avenue. He is compiling resources, such as a “layoff survival list,” to help others facing similar setbacks and hopes to connect with listeners who might become franchise candidates.  Blue Star Franchise: http://bluestarfranchise.com Browse the Franchise Inventory: https://bluestarfranchise.com/franchise Is franchising right for you? Check this out to see: http://bluestarfranchise.com/assessment Franchise CEO (A CBNation Site - coming soon) - http://franchiseceo.co Check out our CEO Hack Buzz Newsletter–our premium newsletter with hacks and nuggets to level up your organization. Sign up HERE.  I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: http://cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded. Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

YouTube for Real Estate can change your life—just ask Jose, who used YouTube, Passive Prospecting, and coaching from Levi Lascsak to go from barely one deal a month to three steady closings by focusing on search-based videos that buyers actually want. If you're new to YouTube or not sure where to start, this conversation breaks it down in simple terms so you can see how YouTube builds trust, brings in qualified leads, and turns views into real clients.In this episode, we talk about why YouTube beats random social posts, how to pick topics buyers search for, and what to do if you're nervous on camera. You'll hear how separating an English channel for U.S. buyers from a Spanish channel for locals boosted results, why consistent videos matter, and how one video with 49,000 views led directly to multiple sales. We also cover simple systems—basic gear, clear calls to action, and hiring help—so you can keep filming while serving clients.If you want a clear plan to start YouTube for Real Estate today, this story shows the steps: define your “why,” make helpful videos, and let Passive Prospecting do the heavy lifting. Watch to learn how Levi Lascsak's approach helps agents create steady business with honest, useful content.If you're interested in learning more about YouTube for real estate, we'd love to show you how to build a Passive Prospecting lead-generating machine using YouTube for real estate! The best way to start is to grab a free copy of the book as my gift to you. ======

Send us a textIn episode 68 of Podcasts Suck, Sebastian Rusk breaks down why cold outreach doesn't work and how to replace it with the Podcast Invite Strategy—a powerful way to build authority, connect with guests, and grow your podcast without cringy DMs or emails.Tune in for a fresh perspective on building connections in the podcasting space!TIMESTAMPS00:00:00 - Introduction to Podcast Suck00:00:37 - Welcome and Episode Goals00:01:00 - The Problem with Cold Outreach00:01:56 - Why Cold Outreach Fails00:02:31 - The Podcast Invite Strategy00:03:01 - Benefits of the Podcast Invite Strategy00:03:44 - Effective Follow-Up After the Podcast00:04:16 - Real World Impact of Podcasting00:05:19 - Conclusion: Stop Chasing, Start Creating00:05:52 - Call to Action: Launch Your Own Podcast00:06:13 - Contact Information and Closing RemarksQUOTES"They want to be seen. They want to be heard. They want to connect with actual humans and cold outreach. Well, it does the opposite.""I've literally seen people land five-figure clients off a single podcast interview, not because they pitched during the show, but because they built a relationship through the show."==========================Need help launching your podcast?Schedule a Free Podcast Strategy Call TODAY!PodcastLaunchLabNow.com==========================SOCIAL MEDIA LINKSInstagram: Instagram.com/PodcastsSUCKFacebook: Facebook.com/sruskLinkedIn: LinkedIn.com/in/sebastianrusk/YouTube: Youtube.com/@PodcastLaunchLab==========================Take the quiz now! https://podcastquiz.online/==========================Need Money For Your Business? Our Friends at Closer Capital can help! Click here for more info: PodcastsSUCK.com/money==========================

We often celebrate outcomes — the closed deal, the big win, the promotion. But what if the way we got there says more about us than the result itself? Today, we'll explore why the means — the process, the behaviors, the discipline — matter just as much as, if not more than, the ends. So, put on your party hats as Bill and I explore Seven Tips to Goal Setting and other persnickety perceptions on Episode 688 of the Winning at Selling Podcast. Keystone Club Class - https://mnsales.com/keystone/ Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Free Magic Words for Prospecting audios Master the Four Core Skills 

Prospecting. It's the system most real estate agents love to hate — but it's also the one your business can't survive without. In this first episode of my Systems Series, I'm breaking down what prospecting really looks like today, why it doesn't have to mean cold calls and door knocking, and how to create a system that works for YOU. I'll share my own “Daily Business Builders” — the prospecting system that has helped me consistently generate business for more than 20 years. These small, repeatable actions have kept my pipeline full through every season of my career. If you've ever struggled with consistency in your lead generation, this episode will change the way you think about prospecting.  Listen now to episode 373 of Empowering Women in Real Estate® - The Podcast on your favorite podcast app or by clicking the link below.   Click subscribe to be notified every Wednesday when our latest episode is released, and be sure to check out our group on Facebook. https://www.facebook.com/groups/empoweringwomeninrealestate We are 39,000 members strong and we want you to join us! And if you want to follow me on Instagram, that's where I'm having the most fun right now. https://www.instagram.com/karen.w.cooper/

The following guest sits down with host Justin White:•   Wade Betz – Branch Manager, Mpire Financial Successful Loan Originators Focus on Actions That Involve Old School Sales TacticsMortgage loan originators can't sit back and wait for loans to come to them. What do outdoor cats have in common with the most successful LOs? Listen to Episode #106 of Good. Better. Broker. to learn about tried-and-true sales activities that can help increase business and accountability.In this episode of the Good. Better. Broker. podcast, you'll hear which sales actions to prioritize, how often to do them and how to track them.In this episode, we discuss ...•   1:41 – how Wade has built a branch of high-producing LOs•   3:43 – why LOs need to act like outdoor cats•   4:36 – how LOs can get the phone to ring•   5:14 – the importance of tracking sales activity•   6:50 – top sales activities for LOs•   9:18 – the three reasons why LOs should call people•   10:11 – time-blocking like your pipeline depends on it•   11:53 – Wade's morning schedule•   14:07 – how coaching has impacted Wade's career•   17:21 – staying on top of your client database•   20:27 – Wade's blueprint for enhancing sales activityResources mentioned in this episode: Miracle Morning book  HomebotHome IQ Show Contributors:Wade BetzConnect on LinkedIn Connect on Facebook Connect on InstagramAbout the Host:Justin White is UWM's in-house brand journalist and the host of UWM Daily. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University. Connect with Justin on LinkedIn, Instagram or Twitter Connect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

It's part 2 of our expert-level playbook on Account Based Prospecting, where Sam outlines a tactical approach based on a structured four-week sprint.This framework is designed to establish credibility and earn recruiters conversations with cold prospects. In this episode, Sam details specific actions for each week to build trust, identify challenges, and ultimately secure meetings with potential clients. Get out a pen and paper because this is literally everything you need to know to start actioning an Account Based Prospecting play for your recruitment business today. Chapters:00:00 - The four-week sprint to landing new recruitment clients01:50 - Week 103:28 - Week 204:40 - Week 308:46 - Week 4Explore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206. ******************* 2025's Real Estate Rollercoaster: Dodge the Career-Killers with THIS Mastermind!

What would change in your business if you treated time as your most valuable commodity and priced every hour accordingly? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with luxury agent and team leader Gail DeMarco. Gail drops the polite filter and lays out how she built a near billion in lifetime sales by staying lean, obsessing over data, and designing a brand that shows up everywhere. From four open houses every weekend to hyper-focused farming and YouTube consistency, she explains exactly how she creates momentum in new markets and turns listings into market share. The conversation digs into hiring for coachability, running a tight listing operation, delegating fast, and engineering deals with assumable loans and lender-powered rate buydowns. It is an unvarnished masterclass on standards, time discipline, and creative structure in a tough market, capped with faith-driven leadership and straight talk on saying no to bad fits. If this episode pushed you to tighten your standards and reclaim your calendar, share it with one agent who needs a wake-up call and DM us the one change you will make this week.   Highlights: 0:00-5:59 Numbers that make you sit up Why she is in the business of real estate not just a realtor Team goal: everyone should out-earn the leader 2023 production 389M team, 80M personal Lean teams beat big teams, people get lost Expect scar tissue and weekly tears on the climb 10:00-13:00 Branding that actually moves property Name recognition as the north star, top of mind wins listings Premium signage and consistent open house experience Compliance first, even with team branding Treat 450k and multi-million the same, remove ego Hospitality touches: Fiji water, booklets, consistency 15:51-19:59 Mailers metrics and momentum Four-page data-driven mailers co-op with lender Pull the plug when the farm does not pencil, like a stock Proof of everywhere affects community recognition Give to the community and spend to make money YouTube surge from 400 to 67k with consistency 20:20-22:20 Hyper-focus and the price of time Farm a few micro-markets deeply Co-list luxury so you can be everywhere the listing needs Signs concentrate perception: you sell everything here Time is the most valuable commodity, price your hours If it is not on calendar, it is a no, including Pilates conflicts 52:20-1:00:37 Delegate to elevate and operational excellence If it is not income producing, do not do it Pay a premium TC to keep you out of real estate jail Contact sport: get off the modules and host more opens Role play Breakfast Club for objections When to spend three hundred monthly or get a part-time job 1:01:48-1:07:14 Creative deals, lenders, and the close Advertise payment, not price: buydowns beat reductions Assumable loans open doors with patience on closing Competing with builders: incentives and differentiation Say no to listings that cannot appraise or perform Closeout lender love and episode wrap   Quotes: “I am not a realtor I am in the business of real estate.” – Gail DeMarco “I want everyone on my team to make more money than me that is my goal.” – Gail DeMarco “Your most valuable commodity is your time.” – Gail DeMarco “You have to delegate to elevate.” – Gail DeMarco   To contact Gail DeMarco, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Instagram, Facebook, Youtube, and LinkedIn.   Connect with Gail DeMarco! Website: https://www.movetostjohnsfl.com/ Instagram: https://www.instagram.com/relentlessrealtor/ Facebook: https://www.facebook.com/gail.d.demarco/ YouTube: https://www.youtube.com/@LivinginStJohnsStJohnsCountyFL LinkedIn: https://www.linkedin.com/in/gaildemarco/   Connect with me! Website: toprealtorjacksonville.com   Website: toprealtorstaugustine.com    SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best.   #RealEstateExcellence #GailDeMarco #LuxuryRealEstate #ListingAgent #RealEstateBranding #OpenHouses #YouTubeForAgents #RealEstateCoach #TimeManagement #DelegateToElevate #AssumableLoans #RateBuydown #LenderPartner #FarmingStrategy #MailersThatWork #PonteVedra #Rivertown #Over55Communities #eXpRealty #RealEstateMindset

If your board asks “Why is pipeline down?” and your opportunity dashboards only say marketing-sourced vs. SDR-sourced (AKA the four-funnel model), you're stuck with surface-level data and left guessing at fixes instead of diagnosing the problem. The real story lives between engagement and opportunity, the unmeasured factory floor where prospecting happens (or dies). In this episode, Carolyn and Amber show how to rip the lid off that black box, swap vanity volume for "causal" metrics, and find the repeatable patterns that actually manufacture pipeline.Expect blunt takes, practical questions to bring to RevOps tomorrow, and real outcomes from teams who've made the shift (e.g., win rates jumping from ~13% to ~24% and easier budget approvals once the black box is illuminated).What You'll Learn:[02:20] Why “source” reporting hides the truth (and fuels misalignment)[08:00] The Pipeline Black Box: measuring the in-between (triggers → first meeting → opp)[15:00] Pattern-spotting: sequences that create pipeline vs. waste[17:30] Visual walkthrough: opening the black box[20:55] Prospecting as its own lifecycle: timing, activity load, DQs, velocity[26:10] From more leads to more lift (conversion, speed, win rate 13%→24%)[36:00] Turning visibility into stronger board stories & budget wins[38:25] 3 questions to expose your black box this weekWho This Episode ForCROs, CMOs, Demand leaders, and RevOps owners ready to graduate from MQLs/last-touch to a factory-style measurement system.

You've seen the picture of a bridge being constructed where the two side are supposed to meet and they don't! Well, that is what misalignment looks like. In most firms, the sales function is the largest lever for executing strategy—yet it's often misaligned with the choices leaders say they've made. Fixing that gap is crucial for organizational success. So, get yourself straight as Scott and I welcome author and lecturer Frank Cespedes to discuss his book Aligning Strategy and Sales on Episode 687 of the Winning at Selling podcast. Keystone Club Class - https://mnsales.com/keystone/ Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

On this episode of The YM Show, I sit down with my good buddy Michael Kleinfeld, a top performer in B2B sales. We get super practical about how he actually wins contracts—from the first cold call, to follow-ups, to proposals—and how you can apply the same frameworks in any industry.If you're in sales (or you're a founder doing sales yourself), this episode is a cheat-sheet: the ins & outs, do's & don'ts, misconceptions, and yes—the occasional “scheme” to watch for—so you can close more cleanly and build long-term relationships.

Air Date - 24 September 2025Join Inspired Living Host Marc Lainhart – The Intuitive Prospector™ this Wisdom Wednesday as we welcome to the show for the first time, international speaker, mental health expert, author, and speaker coach who has spent nearly 20 years inspiring audiences, Dr. Kristen Guillory. The Dr. Kristen Guillory Signature Speaker Coaching Certification Program is rooted in authenticity, healing, freedom, and financial empowerment. The program equips coaches to help speakers unmute powerful voices, reject code-switching, and craft talks that truly transform! Dr. Guillory is deeply committed to creating legacy, amplifying diverse voices, and fostering a new generation of speakers who lead with authenticity and impact. “Keep Shining! If your light is too bright, tell them to put their shades on.” -Dr. Kristen GuilloryJOIN US for another inspiring, educational, healing, and transformative show! Let us go “PROSPECTING!”#KristenGuillory #InspiredLiving #MarcLainhart #InterviewsAbout the GuestDr. Kristen Guillory, as featured on NBC, Fox, CBS affiliates, and Forbes, is an international speaker, two-time author, mental health professional, and transformational speaker coach. For over 20 years, she has inspired nearly one million people through her keynotes, books, coaching, and signature events. In 2018, she expanded her impact as a speaker coach, equipping thousands of voices worldwide through boot camps, retreats, and her signature programs. She is the creator of the Dr. Kristen Guillory Signature Speaker Coaching Certification Program, making history as the first Black woman to launch a licensed speaker coaching certification program of its kind.Known for her engaging style—blending storytelling, humor, music, and vulnerability—Dr. Guillory has spoken more than 1,500 times at leading organizations, including Walmart, AT&T, Harvard, Ford, TCU, The Urban League, and numerous schools, churches, and nonprofits. With 85% of her engagements coming through referrals and a 90% rebooking rate, she believes authentic storytelling is the key to creating impact and opportunity.Beyond her professional achievements, Dr. Guillory is a proud aunt, a believer in rest and self-care, and a lover of the ocean and dance. She continues to break barriers, normalize joy, and champion freedom—reminding audiences everywhere that authenticity is power.WEBSITE: https://www.kristenguillory.com/Visit the Inspired Living show page https://omtimes.com/iom/shows/inspired-living-radio/Connect with Marc Lainhart at http://www.marclainhart.com/Subscribe to our Newsletter https://omtimes.com/subscribe-omtimes-magazineConnect with OMTimes on Facebook https://www.facebook.com/Omtimes.Magazine/ and OMTimes Radio https://www.facebook.com/ConsciousRadiowebtv.OMTimes/Twitter: https://twitter.com/OmTimes/Instagram: https://www.instagram.com/omtimes/LinkedIn: https://www.linkedin.com/company/2798417/Pinterest: https://www.pinterest.com/omtimes/

In this episode, I sit down with my good friend Mike Dillard, the man many call “The Godfather of Attraction Marketing.” I first met Mike over 20 years ago when he was in my downline. As an introvert, Mike didn't want to spend his days cold calling or chasing prospects. Instead, he sought a better way—and he found it. Mike began studying direct response legends like Dan Kennedy, running Google AdWords before most people even knew what they were, and building capture pages that would eventually evolve into the online funnels we use today. His groundbreaking work led to the creation of Magnetic Sponsoring, one of the most iconic movements in network marketing and online entrepreneurship. In our conversation, we cover: Mike's entrepreneurial journey from introvert to industry pioneer How attraction marketing was born The resistance he faced from traditionalists in network marketing What every entrepreneur can learn from his success today If you've ever wondered where attraction marketing started—or how to apply it in your own business—this is a must-watch.

Lightning Round: Top 10 Mistakes that Are Killing Your Pipeline Question: Mike from San Diego asks, “Our company is growing fast, both organically and through acquisitions. We're great at landing new business, but I'm worried our customer retention is slipping. How do I get my team to focus on both?” Book: Never Lose a Customer Again by Joey Coleman

In this episode, Sam dives deep into Account-Based Prospecting (ABP) to help recruitment agencies move beyond the reactive "feast or famine" business cycle.Sam argues that by shifting focus from the 5% of companies actively hiring to the 95% who are playing the long game, recruiters can build lasting trust and become the go-to partner for future hiring needs. Throughout the episode, he outlines the core philosophy of ABP and breaks down the guiding principles of ABP — including: providing proactive value, earning the call, and focusing on business outcomes.You'll walk away with a practical guide for building your own Ideal Client Profile (ICP) and a SPINE framework for crafting specific and insightful market intelligence. That's a LOT for a 17-minute episode, if you ask us. Sam wouldn't say this, because he's humble, but it's a MASTERCLASS — and it's just part one of a series, so stay tuned. Chapters:00:00 - The account-based prospecting masterclass for recruiters04:17 - The mindset shift that ends the feast or famine cycle07:10 - Building your agency's ideal client profile (ICP)09:30 - The SPINE framework for attracting your ideal clients13:10 - Building your ABP playbook for consistent revenueExplore all our episodes and catch the full video experience at loxo.co/podcastsBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Lightning Round: Top 10 Mistakes that Are Killing Your Pipeline Question: Mike from San Diego asks, “Our company is growing fast, both organically and through acquisitions. We're great at landing new business, but I'm worried our customer retention is slipping. How do I get my team to focus on both?” Book: Never Lose a Customer Again by Joey Coleman

In this powerful repost of Uncommon Real Estate, Chris sits down with Anna Kilinski—CEO of The Anna K Intown Real Estate Team and Bravo TV's realtor expert on Buying It Blind. Anna shares how she accidentally became a real estate investor, scaled a $140M+ team, and built long-term wealth by mastering the basics with consistency, grit, and a refusal to quit.Whether you're just getting started or ready to scale, this conversation is a masterclass in doing simple things with excellence, over and over again.What You'll Learn:How Anna “accidentally” bought her first cash-flowing duplexWhy she's never sold a single investment property in 20 yearsThe power of consistency in building a $140M+ sales team with just six agentsHow to leverage your “insider access” as an agent to build long-term wealthWhy you must master the basics before earning the right to be creativeHow to make lead gen feel authentic to youWhy consistency often feels like failure—and how to push throughWhat Anna would tell her younger self or any agent feeling stuckConnect with AnnaEmail: anna.k@kw.com Instagram: @anna.k.sells.atlConnect with ChrisInstagram: @craddrockFacebook: Chris CraddockResources

In this encore episode, Jamie discusses what happens when prospect meetings go wrong and provides insights on avoiding these situations. She emphasizes the importance of having a properly built prospect process and using a CRM as a brain trust for the organization. Jamie explains the concepts of blueprints, processes, and tasks and highlights the need for clear and consistent documentation. She also discusses the consequences of breaking the process and provides strategies for avoiding unwanted clients. Encore Episode: When Prospecting Goes Wrong

Julia C. Patrick and Tony Beall turn board jitters into momentum with a simple, generous framework: four board roles that make fundraising feel natural, human, and actually fun. Julia sets the tone with a zinger that boards will remember: “This is not a no situation. This is a KNOW situation.” From there, Tony maps the path: “Prospector, cultivator, solicitor, and steward—four very simple roles that are really impactful.”Prospectors spark the pipeline by looking at real relationships—LinkedIn, circles of influence, workplace connections—to spot people who might love your mission. Julia notes this is the one job every board member can do without sweaty palms. Cultivators then step in as brand ambassadors, sharing stories, hosting small gatherings, and learning what lights a supporter up—without making the ask. Think hype team with heart!Next up: solicitors. Some board members truly enjoy asking (yes, unicorns exist). Tony clarifies that “strength in numbers” doesn't mean bringing a stranger to the ask; the right voice in the room is the one with an authentic relationship. Finally, stewards keep the glow going—handwritten notes, quick calls, social shout-outs, tours—feeding the feedback loop so staff and board hear what donors feel and see. Introverts rejoice: stewardship offers tons of low-pressure ways to shine.Julia and Tony keep it real about energy, fit, and growth. Not everyone will love every role, but everyone can contribute somewhere—and many will stretch into new skills with a little structure and encouragement. The pair celebrate their new book, The Architecture of Fundraising (artwork by Tony, applause from Julia), and salute Executive Producer Kevin Pace for nudging the dream into reality.Bottom line: pick your lane, keep the lanes moving, and talk about them at every board meeting with intention. When board members match their temperament to the right role, confidence rises, the process hums, and your mission gets the fuel it deserves.Find us Live daily on YouTube!Find us Live daily on LinkedIn!Find us Live daily on X: @Nonprofit_ShowOur national co-hosts and amazing guests discuss management, money and missions of nonprofits! 12:30pm ET 11:30am CT 10:30am MT 9:30am PTSend us your ideas for Show Guests or Topics: HelpDesk@AmericanNonprofitAcademy.comVisit us on the web:The Nonprofit Show

In the 173rd episode of Kitces and Carl, Michael Kitces and client communication expert Carl Richards discuss how to handle receiving the "soft no" after meeting with a client who seems like a great fit. For full show notes, see kitces.com and thesocietyofadvice.com.

We all carry voices from our past into our present—from our parents, the pastor from Sunday, the last prospect who brushed us off, the customer who complained about delivery, even our boss reminding us about our quota. They echo in the back of our minds and distract us from the person sitting right in front of us, now.  The problem is, those voices always seem to show up when we're trying to prospect, sell, lead, or negotiate. With so many invisible passengers riding along, it feels like we need a bus just to carry them all. The real question is this: Are you going to let these pesky little voices - keep driving your future—or is it time to leave them on the bus, including your mother? Pull over, step off, and join Bill and me as we explore Leave Your Mother on the Bus and other meandering meditations on Episode 686 of the Winning at Selling Podcast. BLOG: https://mnsales.com/leave-your-mother-on-the-bus/ Keystone Club Class - https://mnsales.com/keystone/ Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

In this conversation, Dylan Silver interviews Aaron Chand, the founder of Moonify AI, about the innovative integration of AI in direct mail marketing, particularly for real estate. They discuss the power of personalization, the efficiency of AI in crafting unique letters, and the potential for scaling marketing efforts. Aaron shares insights on targeting specific demographics, the importance of human oversight in AI-generated content, and the future of marketing in the real estate sector. The discussion highlights how AI can enhance engagement and improve response rates in direct mail campaigns.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true ‘white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a “mini-mastermind” with Mike and his private clients on an upcoming “Retreat”, either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas “Big H Ranch”? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

Your why will keep you motivatedJoined because of the productRelease statementsLearn and earn as you goPick and choose who you follow on social mediaEngage in other posts Envisioning your goalsHow to be consistentFree Magic Words for Prospecting audios Master the Four Core Skills 

Send us a textAre your "just checking in" emails getting you ghosted? This week, Mike and Scott get straight to the point on one of the biggest deal-killing mistakes in sales. They reveal why this common phrase is a total waste of time and introduce the Golden Rule of Follow-Up—a framework that transforms your outreach from an annoyance into a valuable part of the sales process.In this episode, you'll learn how to:Add Value, Not Just Nudges: Discover how to share industry insights, client success stories, or helpful resources that make your prospect smarter, not just annoyed.Move the Process Forward, Relentlessly: Get the exact questions to ask and next steps to set that keep the momentum going, even when they're busy.Make Every Touchpoint Personal: Learn how to use company wins, promotions, or their specific needs to create a genuine connection that makes you impossible to ignore.Mike and Scott provide concrete, ready-to-use phone call openers and email templates that are designed to teach something new, remind them of their goals, or simply make their decision easier. Tune in to ditch the check-in and start building a follow-up process that closes deals.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

The Hobby Chop Live 9/16/2024 This week we talk about the PSA buy back program, What QB's are left to prospect on since the 2020draft not named Hurts, Too many QB injuries hurting the card market SCL HC S7E16

Early in his career, Grant Cardone thought too small, chased the wrong opportunities, and stayed stuck in a business that couldn't scale. Realizing he needed bigger goals and stronger negotiation skills, he adopted the 10X mindset and mastered the art of selling. Today, he is the founder and CEO of multiple businesses, including Cardone Capital, managing over $5 billion in assets. In this episode, Grant shares his billion-dollar sales strategies that entrepreneurs can use to 10X their action, close more deals, and scale their business with confidence. In this episode, Hala and Grant will discuss: (00:00) Introduction (02:25) The 10X Mindset for Goal Setting and Scaling (07:13) The Concept of “Feeding the Beast” (09:15) His Early Business Mistakes and Lessons (13:20) Building Confidence Through Massive Action (18:43) The Power of Quick Decision-Making in Sales (22:14) Value Selling Strategies for Sales Success (31:58) How to Sell with Confidence and Close More Deals (35:29) Creator Entrepreneurship and Building Trust Online (44:35) Leaving a Legacy Through Hustle and Investing Grant Cardone is a serial entrepreneur, bestselling author, equity fund manager, real estate investor, and the CEO of Cardone Capital. He is the founder of the 10X Movement and leads seven privately held companies that generate $750 million annually. Known for his dynamic sales training and the 10X Growth Conference, Grant has inspired entrepreneurs worldwide to think bigger and achieve massive business growth. He has been recognized by Forbes as a top social media business influencer. Sponsored By: Airbnb - Find yourself a cohost at airbnb.com/host  Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/PROFITING  Shopify - Start your $1/month trial at Shopify.com/profiting.  Mercury - Streamline your banking and finances in one place. Learn more at mercury.com/profiting  Open Phone - Get 20% off your first 6 months at OpenPhone.com/profiting.  DeleteMe - Remove your personal data online. Get 20% off DeleteMe consumer plans at to joindeleteme.com/profiting  SKIMS - Shop SKIMS Fits Everybody collection at SKIMS.com  Policy Genius - Secure your family's future with Policygenius. Head to policygenius.com/profiting  Masterclass - Get an additional 15% off any annual membership at https://masterclass.com/profiting  BitDefender - Save 30% on your subscription at bitdefender.com/profiting  Resources Mentioned: YAP E205 with Grant Cardone: youngandprofiting.co/WealthTransfer  Grant's Book, The 10X Rule: bit.ly/The_10XRule  Grant's Website: grantcardone.com Grant's LinkedIn: linkedin.com/in/grantcardone  Grant's Instagram: instagram.com/grantcardone  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Mental Health, Career, Leadership, Health, Growth Mindset, Online Selling, Persuasion, Economics, E-commerce, Ecommerce, Prospecting, Inbound, Account Management, Sales Podcast

Don't miss out! Sign up here:https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=trueShadow Hour Updates to get the latest updates and reminders for our Shadow Hour sessions. Stay informed, stay ahead!What you'll learn in this episodeWhy your business is a sales funnel (and what that means for profits)The 3 ways to generate leads: Marketing, Prospecting, and NetworkingThe success recipe: 1–3 hours a day, 5 days a weekWhy it takes 90 days to see results from consistent effortHow to diagnose why your funnel isn't fillingThe golden rule: never leave an appointment without the next scheduledHow to follow up for months—or even years—without losing momentumThe mindset shift: persistence, value, and believing you're the best choice To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episodeWhy the #1 networking question is “How can I help you?”How to identify who's worth a follow-up coffee or lunchThe right time to walk away from non-reciprocal partnershipsWhy networking is about long-term systems, not one-off eventsThe three ways to get business: Marketing, Prospecting, NetworkingHow to decide whether to invest time or money in your growthWhy consistency in helping others leads to consistent incomeHow Dan built his real estate business during the 2007–2008 crash__________________________________________Don't miss out! Sign up here:https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=truehttps://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=trueShadow Hour Updates to get the latest updates and reminders for our Shadow Hour sessions. Stay informed, stay ahead! If you're ready to lead a team where accountability feels empowering, coaching fuels growth, and high standards drive results, this is your next step.Teach to Sell gives you the exact tools to lead with influence, guide clients and teams with clarity, and build a sales business that consistently produces No Broke Months. Whether you're scaling a team or refining your leadership skills, this book will show you how to create trust, alignment, and success through transformational leadership.Preorder Teach to Sell today and start mastering the leadership skills that move people—and results—forward.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeRole modeling: Demonstrating the desired behavior to create awareness.Coaching techniques: Focus on deep probing questions like "What makes that important to you?" to spark growth.Accountability methods: Ensuring your team aligns with their personal goals and actions.To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

In this episode of the Coffee & Questions podcast, Don & Gino share how they're approaching marketing for their upcoming in-person event, highlighting a deliberate shift away from relying on Facebook ads — a first for them. Instead, they emphasize the power of organic prospecting and relationship-driven strategies to fill the room.They discuss the tactical ways they're prospecting, from leveraging their existing networks and past attendees to tapping into referral partners and personal outreach. The conversation underscores the value of consistency, authenticity, and direct connection as alternatives to paid advertising.A big takeaway is that this approach has actually strengthened their event promotion, allowing them to create more meaningful engagement with potential attendees. It's less about broad paid reach and more about targeted, personal conversations that drive higher quality participation.Connect with Don & Gino:Instagram: https://www.instagram.com/dongoettling24/ , https://www.instagram.com/ginofronti/ LinkedIn: https://www.linkedin.com/in/don-goettling-8ba05a50/ , https://www.linkedin.com/in/ginofronti/Sales Mastery Event: https://www.salesmasteryevent.com/ Connect with Michelle:Website: https://bermanmediapd.com/ Instagram @BermanMediaSocialYouTube: https://www.youtube.com/channel/UCTgG-BvwWOQ_jEYDZ-gKVxQNeed a Dynamic Speaker for an Event or Group? Duh...Me!Email: Michelle@bermanmediapd.com

In our last episode we closed with a quote from Bob Nardelli, the former CEO of Home Depot: “I absolutely believe that people, unless coached, never reach their maximum capabilities.” If true, we should be looking for coaching opportunities every day with the hope of finding someone who will work with on a long-term basis. But, if we don't listen and change we might find our coach has better things to do. So, take a lap as Scott and I turn our attention to Are You Coachable? and other phlegmatic philosophies on Episode 685 of the Winning at Selling podcast. Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Join Dave Molenda and his guest Tim Barry from Sandler Training for a deep dive into sales, profit margins, and strategies to fight market erosion. Tim, who launched his first business at just 14, has since founded six companies over the course of his career. Together, Dave and Tim explore the principles of ethical selling and what that really means in today's competitive landscape.

In today's episode, Cameron Pechia is back to talk about succeeding in freight sales and building a customer base from scratch! Cam shares the reality of starting at zero, long hours, side hustles, and the grit it takes to keep pushing forward, why most sales reps fail, from lack of niche focus to missing systems, and how dialing in daily prospecting, clear business plans, and CRM tools can change the game. We also hit on the size of the freight market, the power of niche and regional focus, and why building authority with prospects matters more than chasing everyone.  This episode is packed with strategies for freight brokers, carriers, and sales reps who want to stop winging it and start building sustainable, long-term success in the transportation industry!   About Cameron Pechia Cameron is the founder of Valley Trucking Insurance, a leading Trucking Insurance Agency based in Spokane, Washington. With a deep passion for the trucking industry and a commitment to excellence, Cameron has become a trusted figure in the field. Cameron also is the host of Get A Load Of This Trucking Podcast and brings a ton of value to the Trucking Industry. Cameron is also a dedicated husband and father to his two beautiful girls…His daughters are his “WHY” and what makes him get up in the morning and try to win each and every day.  At Valley Trucking Insurance, Cameron oversees the provision of specialized insurance solutions tailored to the unique needs of trucking companies. The agency serves a diverse clientele, including local trucking companies, long-haul trucking companies, aggregate haulers, tow truck companies, hot shots, freight brokers, and other related risks. Cameron ensures that clients receive the highest level of customer service and comprehensive coverage through the agency's proven process known as the "VTI Difference." Under Cameron's leadership, Valley Trucking Insurance has achieved significant growth and expansion across the county. The agency has built strong partnerships with renowned insurance providers such as Great West Casualty Company, Lancer Insurance Company, Progressive Insurance, Berkshire, and Canal. Additionally, Cameron also focuses on placing fleet-sized trucking companies into captive insurance programs, enhancing their risk management and financial stability. Looking ahead, Cameron is focused on an ambitious goal of expanding the agency's reach by looking to help over 10,000 Trucking Companies and Freight Brokerage operations within the next seven years. Adhering to the principles outlined in the book Traction by Geno Wickman, he is dedicated to creating world-class onboarding and customer service experience for his trucking clients. This initiative aims to foster a culture of excellence and continuous improvement, ensuring Valley Trucking Insurance remains at the forefront of the industry.   Connect with Cameron Website: https://www.valleytruckinginsurance.com/  LinkedIn: https://www.linkedin.com/in/cameron-pechia-49903072/  Email: Cameron@alllinesinsure.com  

There's one success habit that has fueled my business for over 30 years—and almost nobody does it. It's simple. It's free. And if you want your clients raving about you, this is it. In this episode, I break down the habit that has consistently kept me winning in business, no matter what industry you're in.

show notes

Every summer, Canadian scientists leave their labs and classrooms and fan out across the planet to do research in the field. This week, we're sharing some of their adventures.Camping out on a remote island with thousands of screaming, pooping, barfing birdsAbby Eaton and Flynn O'Dacre spent their summer on Middleton Island, a remote, uninhabited island that lies 130 kilometers off the coast of Alaska. They were there to study seabirds, in particular the rhinoceros auklet and the black-legged kittiwake, as a part of a long-term research project that monitors the health of the birds to help understand the health of the world's oceans. Eaton and O'Dacre are graduate students working under Emily Choy at McMaster University in Hamilton, OntarioDodging lions and mongooses to monitor what wild dogs are eating in MozambiquePhD student Nick Wright spent his summer in Gorongosa National Park in Mozambique. After a brutal civil war wiped out 95 per cent of the large mammals in the park, much work has been done to bring back a healthy wildlife population, to mixed success. Nick was monitoring wild dogs this summer to learn what they're eating, and what effects their recent re-introduction has had on the other animals. Wright is in the Gaynor lab at the University of British Columbia.Saving ancient silk road graffiti from dam-inundationThe legendary silk road is a network of trade routes stretching from Eastern China to Europe and Africa, used by traders from the second century BCE to the fifteenth century CE. Travelers often left their marks, in the form of graffiti and other markings on stone surfaces along the route. Construction of a dam in Pakistan is threatening some of these petroglyphs, and an international team is working to document them online while there is still time. Jason Neelis, of the Religion and Culture Department, and Ali Zaidi, from the Department of Global Studies, both at Wilfrid Laurier University in Waterloo, Ontario, are part of the team.Prospecting for World War II bombs in an Ottawa bogPablo Arzate's tests of sensor-equipped drones developed for mining uncovered 80-year-old relics leftover from World War II bomber pilot training in the Mer Bleue bog southeast of Ottawa. Arzate, the founder of 3XMAG Technologies from Carleton University, says his newly-developed technology revealed a trove of unexploded ordnance lurking beneath the bog's surface. Technology allows examination of Inca mummies without disturbing themAndrew Nelson and his team spent the summer in Peru devising new methods of non-invasively scanning Peruvian mummies dating to the Inca period – so they can study them without unwrapping them. In Peru, ancient human remains were wrapped in large bundles along with other objects. Nelson is a professor and chair of the Department of Anthropology at Western University in London, Ontario. This work is done in conjunction with the Ministry of Culture of Peru.Eavesdropping on chatty snapping turtles in Algonquin ParkSince 1972, scientists have been spending their summers at the Algonquin Park research station to monitor the turtles living in the area. In recent years, the researchers discovered that these turtles vocalise –– both as adults, and as hatchlings still in the egg. So this summer, Njal Rollinson and his students set out to record these vocalisations to try and understand what the turtles are saying. Rollinson is an associate professor in the Department of Ecology and Evolutionary Biology and the School of the Environment at the University of Toronto.

In this episode of Rethink Real Estate, host Ben Brady sits down with top-producing agent Rachael Ashley of Harcourts Prime Properties to unpack how she's evolved her business over nine years—and why she's doubling down on expired listings and non-distressed auctions in today's market.Rachael shares how she built early momentum calling expired listings, then shifted focus to circle prospecting and database building to create a strong referral-based business. But as the market shifted, she returned to expired outreach with renewed focus—using the auction platform as a key point of difference. That pivot led to 27 deals and over $700k GCI last year alone.In this candid conversation, Rachael walks us through her daily prospecting routine, mindset breakthroughs, roleplay and accountability strategies, and how she now combines auction, coaching, and repeat/referral systems to keep listings and income consistent—even when market conditions are anything but.You'll also hear how she prequalifies expired leads before ever walking in the door, and why she believes success lies in being direct, adaptable, and always in service to the client—no matter how the listing came in.Timestamps & Key Topics:[00:00:00] – Rachael Ashley returns: Evolution from last year's episode[00:01:54] – Building with expireds, then shifting to referrals and database[00:02:14] – Why she stopped calling expireds—and what brought her back[00:05:10] – Prospecting schedule: 8–11am daily, five days/week[00:06:18] – Skillset and mindset: how she handles expired sellers[00:07:15] – Managing disappointment: when listings don't sell[00:10:26] – Her secret weapon: a high-accountability cold calling group[00:12:15] – Roleplay every day: sharpening scripts and objection handling[00:17:05] – Full listing process: prequal, listing delivery, and conversion[00:22:00] – How expireds generate momentum, even when listings don't sell[00:26:50] – The future: combining expireds with a growing database strategy

Sales isn't just about numbers—it's about sparking curiosity, creating connections, and leaving people amazed. Now, imagine a speaker who blends the precision of a teacher, the creativity of a magician, and the insight of a strategist. This isn't “just talk”—it's an experience that makes your sales message unforgettable, turning ideas into impact and audiences into believers.  Let's see if we can pull a rabbit out of the hat - as Bill and I interview magician and keynote speaker, The Amazing Hondo to discuss Magic with a Message on Episode 684 of the Winning at Selling Podcast. Connect with the Amazing Hondo - CLICK HERE Watch the Magic Trick - https://www.youtube.com/watch?v=SqIyoHFNiHE  Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Sales is moving faster than ever—so how do leaders keep pace without losing the fundamentals that drive real results? In this Industry Spotlight, host Kortney Harmon sits down with sales leadership expert Shad Tidler to explore how AI is transforming strategy, team dynamics, and decision-making while amplifying—not replacing—the human touch. Drawing on more than a decade of experience with Lushin, Shad shares practical insights and “aha moments” from helping organizations rethink how they lead, train, and grow in an AI-driven world.Key insights you can't miss:How AI is reshaping sales leadership, from faster strategic planning to streamlined operationsWhy fundamentals like trust, consultative selling, and decision-making still matter more than everReal-world examples of using AI for role-play training, forecasting, and workflow redesignHow leaders can free up time for high-value work by letting AI handle repetitive tasksWhether you're a recruiting sales leader curious about AI's impact or a professional ready to amplify your results, this episode offers a clear roadmap for thriving in today's fast-changing sales landscape. Press play now to hear Shad's proven insights and discover how to combine human connection with AI-driven tools for long-term success.____________________Follow Shad Tidler on LinkedIn: LinkedIn | ShadFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Want to learn more about Crelate? Book a demo hereSubscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience 

Free pdf download and personality quiz The Colors Complete Audio Package Free Magic Words for Prospecting audios Master the Four Core Skills 

The diamond industry has a rich and complex history, influenced by discoveries, geoscience and marketing.  Join host Halley Keevil as she explores the industry's history from the onset of modern diamond mining in Kimberley, South Africa in the 1800s, to the advent of laboratory grown diamonds and new platforms for marketing.  Featured guest Eira Thomas is complemented by Natasha Oviatt and Reid Mackie, who all have deep knowledge and understanding of the diamond industry. Natasha Oviatt provides her perspective as a previous glacial geology specialist with De Beers Canada, discussing recent changes in the diamond mining industry, consumer preferences and marketing strategies through time, ESG issues, past and present economic downturns, and her opinions on lab-grown diamonds and the future of the natural diamond industry. Next, Reid Mackie, VP Diamond Marketing of Mountain Province Diamonds, discusses the diamond industry from a marketing perspective. He gives his opinions on the biggest trends in the history of the diamond industry and what he thinks are the biggest trends shaping its future. He also discusses market strategies for younger generations and how lab-grown diamonds are affecting the industry, as well as the shifts we are starting to see in the natural diamond mining industry.  Lastly, renowned Canadian geologist Eira Thomas, widely known as the ‘Queen of Diamonds', and previous CEO of Lucara Diamond, gives her opinions on the past, present, and future of the diamond industry. She discusses the reasons the industry is struggling at present and how lack of alignment in the supply chain drives volatility. She talks about the advent of lab-grown diamonds, the intrinsic value of natural diamonds, and the public perception of the industry. She also discusses how advances in technology, including her new rough diamond digital marketplace, Clara, are revolutionizing the diamond mining industry. Theme music is Confluence by Eastwindseastwindsmusic.com Come join us in Brisbane, Australia for SEG 2025, September 26-29th. This will be a dynamic conference with cutting edge science, new discoveries, technology and more. Opportunities for networking and learning include several workshops and field trips before and after the event, relaxed social events and of course the conference itself. See you there!

Most network marketers have no idea what the Direct Selling Association actually does—or why it matters. In this powerful interview, I sit down with DSA CEO Dave Grimaldi to uncover what's really happening behind the scenes in direct selling. Here's what we cover: What the DSA actually does to protect your business The biggest threats facing the direct selling channel right now What you need to know about FTC compliance and income/product claims How technology, AI, and the gig economy are shaping the future of network marketing Why you should be proud to be part of this profession If you're in network marketing, this might be the most important interview you'll watch all year.

Sales isn't about tricks or scripts—it's about understanding people. When you sell with empathy, clarity, and respect, you don't just win deals—you build trust, loyalty, and long-term relationships. The question is, “How do you accomplish that?” Put on your EMPATHY hat as Scott and I discover What Buyers Really Want and other ridiculous ramblings on Episode 683 of the Winning at Selling podcast. Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Fearless Agent Coach & Founder Bob Loeffler sharesMore Prospecting Secrets Only Fearless Agents Know and how it's making his Fearless Agent Coaching Students rich! Fearless Agent Coaching is the Highest Results Producing Real Estate Sales Training and Coaching Program in the Industry and we can prove it will work for you if it's a good fit! Call us today at 480-385-8810 to see if it may be  good fit for you! Telephone Prospecting for Realtors means Cold Calling, Door knocking, Calling for Sale By Owners, Calling Expired Listings, Calling your Sphere of Influence, Farming, Holding Open Houses, but Fearless Agent Coaching Students di all of these completely differently and get massively better results! Find out how! Listen in each week as Bob gives an overview and explains the big ideas behind making big money as a Fearless Agent! If you are earning less selling real estate than you wish you were, and you're open to the idea of having some help, We are here for you! You will never again be in a money making situation with a Buyer, Seller or Investor and not have the right words! You will be very confident! You will be a Fearless Agent! Call Bob anytime for more information about Fearless Agent Coaching for Agents, Fearless Agent Recruiting Training for Broker/Owners, or hiring Bob as a Speaker for your next Event! Call today 480-385-8810 - or go to https://fearlessagent.com Telephone Prospecting for Realtors means Cold Calling, Door knocking, Calling for Sale By Owners, Calling Expired Listings, Calling your Sphere of Influence, Farming, Holding Open Houses, Spin Selling, but Fearless Agent Coaching Students do all of these completely differently and get massively better results! Find out how! Are You an Owner of a Real Estate Company - need help Recruiting Producing Agents - Call today! 480-385-8810 and go to FearlessAgentRecruiting.com and watch our Recruiting Video Real Estate Coaching training Real estate training real estate coaching real estate speaker real estate coach real estate sales sales training realtor realtor training realtor coach realtor coaching realtor sales coaching realtor recruiting real estate agent real estate broker realtor prospecting real estate prospecting prospecting for listings calling expired listings calling for sale by owners realtor success Best Realtor Coach Best Real Estate Coach Spin SellingSupport the show: https://fearlessagent.comSee omnystudio.com/listener for privacy information.

Sales activity is the lifeblood of your career. But for too many salespeople, it's the very thing holding them back. You're generating a ton of activity, your calendar is packed, your inbox is overflowing, and by the end of the day, you're drained.  But your numbers aren't moving. You're not gaining ground; you're just driving in circles. As Ron Karr, author of Velocity Mindset, says, the difference between amateurs and top performers isn't how fast they move, but whether they're moving with a clear, defined direction. The problem isn't laziness. It's that you're mistaking motion for momentum. And that's why you feel stuck. The Problem: Sales Activity Without Purpose Most salespeople today are trapped in a cycle of sales activity that leads nowhere. Instead of pursuing long-term, meaningful outcomes, they chase short-term wins: a quick meeting booked, a proposal sent, a Request for Proposal (RFP) answered. But those wins don't move the needle. They pull you onto a field controlled by competitors. You're responding to bids, filling out forms, and competing on price. That's not selling—it's order-taking. And order-taking will keep you broke no matter how much activity you pile on. The Real Cost of “Busyness” Busyness isn't just about wasted time. It's about emotional avoidance. The reason you bury yourself in low-value sales activity is that it feels safe. These tasks create the illusion of productivity while shielding you from what you're really afraid of: rejection. Instead of calling the prospect who's gone cold, you refresh your CRM. Rather then reaching out to the big account you've been circling, you tidy your inbox. Instead of pushing into a tough conversation, you polish the proposal one more time. You're not lazy. You're working hard. But effort without purpose is like a car spinning its wheels in the mud. Lots of noise, lots of energy, but no forward motion.  The Solution: High-Leverage Sales Activity Not all sales activity is created equal. Some actions produce a 10x return. Others are pure waste. Top performers know the difference—and ruthlessly prioritize the former. Here are three high-leverage sales activities that separate pros from amateurs: Proactive Prospecting Your sales pipeline is the fuel tank for your career. If it's empty, you're not going anywhere. Prospecting isn't a side task you do when you have extra time. It is the job. That means making outbound calls, sending personalized emails, and using LinkedIn to connect with people who aren't already in your orbit. Stop waiting for the phone to ring. Go make it ring. Meaningful Conversations Once you get a prospect's attention, the goal isn't to rattle off product features. It's to have a value-driven conversation. That means asking discovery questions that uncover their goals, their pain points, and their motivations. It means showing up as an expert and positioning yourself as a trusted advisor, not another vendor. When you consistently create conversations that center around the customer's needs, you become indispensable. Prospects should feel like they'd be foolish not to work with you. The Power of “No” Not every opportunity deserves your time. Amateurs say yes to every opportunity and demo request. Top performers say no. Qualify hard; disqualify fast. The hours you spend chasing a dead deal are hours you could invest in finding a stronger one. Being busy with the wrong opportunities makes you broke. Saying no to the wrong leads frees you up to say yes to the right ones. Your Action Plan To Go From “Just Busy” To Productive Breaking the cycle of wasted sales activity requires intention and discipline. Here's how to start: Step 1: The Activity Audit For one week, track everything you do—calls, emails, meetings, busywork. At the end of the week, review your log and ask: Which of these activities directly moved a deal forward or created new pipeline? Most of what you thought was productive won't make the cu...