Podcasts about Prospecting

- Gary and Jason Share the highlights of the recent Shipshewana Show.  - The boys breakdown of show etiquette that can help dealers improve their   business and customer interactions. - Brad Beeman discusses what its like to process and plan for the next big show after completing Shipshewana.  @bee_sports on IG- Keith answers viewer questions on Shop Talk. @theneuhartcards IG & TTConnect HERE.     https://linktr.ee/theballcardshowThe Ballcard Show: Jason Otero & Gary LeMasterBusiness Inquiries: ballcardshow@gmail.com 

Do you find it difficult to set new business appointments? Most agents struggle with this as well. Usually it has a lot to do with what you're saying (or not saying) to your prospects. Is your script focused on "Price" or is it focused on "Service" or even something else? Because it matters.  In this episode, host Charles Specht will explain which script variation tends to work better for which types of prospects. Frankly, the answer may surprise you. And, if you can make the necessary adjustments it should result in more set appointments with your prospects! For more information on the insurance sales training services or even the Fractional Chief Sales Officer offerings by Charles Specht, visit: www.permissiongroup.com. Key Topics: Price and service are two sides of the same coin - prospect with both, not one or the other Insurance buyers understand price instinctively but not coverage nuances - speak to their level Nearly every pricing problem traces back to a missing or inadequate service from the wrong agent Most agents skip renegotiating with underwriters, leaving prospects paying 5 to 15% more than necessary Attaching price pain to a specific missing service is what earns the prospect's agreement to meet A sample renegotiation strategy script that ties premium savings to a unique underwriter approach Scripting and messaging must target problems the prospect already feels - not gaps only you can see Avoid leading with EPLI or cyber liability - prospects don't feel the pain of those coverage gaps Price plus service prospecting sets more first appointments and ultimately wins more signed broker of record letters Reach out to  Charles Specht Visit: Permission Network Produced by PodSquad.fm

Do you find it difficult to set new business appointments? Most agents struggle with this as well. Usually it has a lot to do with what you're saying (or not saying) to your prospects. Is your script focused on "Price" or is it focused on "Service" or even something else? Because it matters.  In this episode, host Charles Specht will explain which script variation tends to work better for which types of prospects. Frankly, the answer may surprise you. And, if you can make the necessary adjustments it should result in more set appointments with your prospects! For more information on the insurance sales training services or even the Fractional Chief Sales Officer offerings by Charles Specht, visit: www.permissiongroup.com. Key Topics: Price and service are two sides of the same coin - prospect with both, not one or the other Insurance buyers understand price instinctively but not coverage nuances - speak to their level Nearly every pricing problem traces back to a missing or inadequate service from the wrong agent Most agents skip renegotiating with underwriters, leaving prospects paying 5 to 15% more than necessary Attaching price pain to a specific missing service is what earns the prospect's agreement to meet A sample renegotiation strategy script that ties premium savings to a unique underwriter approach Scripting and messaging must target problems the prospect already feels - not gaps only you can see Avoid leading with EPLI or cyber liability - prospects don't feel the pain of those coverage gaps Price plus service prospecting sets more first appointments and ultimately wins more signed broker of record letters Reach out to  Charles Specht Visit: Permission Network Produced by PodSquad.fm

How to Get Your Prospect's Attention and Keep It!  book and audioFree Magic Words for Prospecting audios Master the Four Core Skills MasterClass +All the MasterClassesMonthly Q&A group coachingStreaming audio coursesJoin us at: https://bigalbooks.com/masterclass/

In this episode, Sam explains the playbook he's seen work a cross B2B SaaS, B2B hardware, services, and countless other models: Account Based Prospecting.In this episode, you'll learn:How to escape the feast or famine cycle so many firms find themselves inHow to stop relying on the 5% of companies hiring right now for revenue growth How to build and nurture client relationships long before you need them And so much more!P.S: if you want to learn more about ABP, grab a copy of our ABP playbook. No opt in required. Absolutely free.

From a moped-riding, script-reading agent working expired listings to the owner of the fastest-growing brokerage in Hawaii. From a prospecting-first team on the phones together four hours a day to a media-driven brokerage creating 200+ pieces of content a month.Talk Realty CEO Devin Tryan shares lessons learned through big transitions over the past dozen years or so, including the five-step, three-bucket system for content creation, tips for hiring staff members, and key concepts behind the design of his agent-first, independent brokerage.Watch or listen for Devin's insights into:0:00 Intro and welcome1:16 The willingness to improve and places for new agents to improve6:35 How an early-stage team structure can be confusing to your clients10:39 The growth from an 18-agent real estate team to a 50-person teamerage15:40 One big question, two big ideas, and two hard rules that drove his business model22:21 The benefits of cross-training as a business owner25:53 Tips for interviewing and hiring staff (including taking two years for one role)34:55 Why your idea is the most important part of content creation (download the Creator's Compass below)37:06 The five-step process driving 200+ pieces of content per month39:12 How to balance entertainment, education, and sales content45:03 At the end, learn about a turbo-charged two-seater with nowhere to run, a part-time professor, and the relaxing power of rock climbing, diving, and chess.Download the Creator's Compass:→ https://vid.us/v9vi8hConnect with Devin Tryan:→ https://www.instagram.com/devintryan→ https://www.youtube.com/@DevinTryanHi→ https://www.zillow.com/profile/DevinTryan→ https://www.talkrealty.co/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

In this episode, Micah and Trey talk with top producer Dave Slocum. Dave shares his journey from grinding it out for the first twelve years, to his rapid growth in the last 4 years.Dave shares his strategies for prospecting, client meetings, risk selling, and scaling his book.Keywords:insurance sales, agency growth, prospecting, client meetings, risk management, insurance brokerage, sales strategies, agency building, niche marketing, insurance industry insightsKey TopicsProspecting and cold calling strategiesEffective client meeting frameworksRisk selling and underwriter relationshipsBuilding a niche and going up marketAgency growth and team buildingTimestamps00:00 Introduction to the Max Revenue Show05:51 Dave Slocum's Journey in Insurance10:39 Growth and Partnership with Superior15:52 Transitioning to Larger Accounts20:22 Prospecting and Cold Calling Strategies25:28 Meeting Preparation and Client Engagement30:21 Closing Deals and Building Relationships36:41 Effective Communication in Client Meetings40:09 Navigating the Middleman Role41:12 Building Trust with Carriers43:55 The Importance of Reputation in Insurance46:06 Creating Ideal Submissions49:45 Learning from Failures55:07 Structuring Productive First Meetings01:01:23 Rebuilding from Scratch: Strategies for SuccessResources:

In this solo mini-episode of Electric People, host Ty Williams pulls back the curtain on the fundamental skill that drives the energy industry: prospecting. Drawing on his deep experience in the direct-to-home market, Ty breaks down the tactical precision and mental resilience required to turn a cold door into a warm opportunity. He explores the habits that separate top-tier performers from the rest, focusing on the psychology of outreach and the discipline needed to maintain a consistent pipeline. Whether you are a newcomer to sales or a seasoned veteran, this episode provides a masterclass on mastering the initial contact and setting the standard for high-level performance in the field.

What happens when you stop chasing commissions and start obsessing over service, systems, and solving problems before they explode? In this episode of the Real Estate Excellence Podcast, Tracy Hayes sits down with Megan Jernigan shares how she built a high performing real estate business in Nashville by committing to service, discipline, and relentless follow through. She explains that strong vendor relationships are not about perks or kickbacks, but about responsiveness, trust, and doing what is best for the client every single time. She also opens up about leaving the security of a corporate path, betting on herself in real estate, and working with a failure is not an option mindset until the business gained momentum. The conversation goes deep into the systems behind her success. Megan talks about why year three is a make or break point for many agents, how her assistant became a true accountability partner, and why a team only works when the right people are on the bus. She also breaks down what she looks for in agents, why organization matters, how thoughtful prospecting beats box checking, and why the real payoff in this business comes from serving people so well that referrals become inevitable. If this episode challenged the way you think about growth, leadership, and client service, share it with another agent who needs to hear it, follow the show, and connect with Megan Jernigan through the show notes to keep the conversation going.   Highlights 00:00 - 08:20 Client First Vendor Relationships Why Megan avoids gifts and personal perks Passing savings directly to clients Choosing vendors based on trust and speed Why response time matters in a transaction Making sure everyone involved truly cares 08:21 - 27:20 From Corporate Work To Real Estate Her early career path before real estate Feeling boxed in by traditional roles Why she wanted more ownership and freedom Taking the risk to bet on herself Building confidence through hard work 27:21 - 40:59 The Year Three Breakthrough Why year three is a key test for agents Moving from survival mode to stability Building momentum through consistency Hiring help earlier than expected Creating accountability that drives growth 41:00 - 49:39 Building The Right Team Why adding people needs real purpose Creating systems that support service Finding people who can adapt and grow Protecting culture as the business expands Getting the right people on the bus 49:40 - 01:11:46 Prospecting And Market Strategy Using broker opens with intention Hosting open houses in target areas Building local knowledge and credibility Prospecting with purpose instead of habit Using marketing to attract more listings 01:11:47 - 01:15:34 Service As The Real Advantage Solving problems before they get bigger Looking ahead for clients at every step Reducing stress during the transaction Hiring people who care about service Why strong service creates long term success   Quotes: "I know I'm a great problem solver and I just thought if I can just work eight days a week. For 26 hours a day for long enough. And that's exactly what I did." – Megan Jernigan "Everybody has to care." – Megan Jernigan "If you can get to year three, you will quickly see if you are going to launch or you need to go find another job." – Megan Jernigan "I love fixing problems before their problems and having the right people and solution and making this like really stressful time looking ahead six steps to where it is no longer stressful." – Megan Jernigan   To contact Megan Jernigan, learn more about her business, and make her a part of your network, make sure to follow her Website, Podcast, X, Instagram, Facebook, YouTube, and LinkedIn.   Connect with Megan Jernigan! Website: https://thejernigangroup.com/ Instagram: https://www.instagram.com/thejernigangroupatcompass/ Facebook: https://www.facebook.com/TheJerniganGroup YouTube: https://www.youtube.com/@thejernigangroupatcompass   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 #MindsetInMotion #RealEstateExcellence #RealEstatePodcast #DebbiDiMaggio #MindsetMatters #Momentum #TakeAction #PeakPerformance #GoalSetting #HighPerformanceHabits #RealEstateAgentLife #RealtorMindset #AuthenticBrand #Networking #OneOnOnes #Accountability #BNI #MarathonMindset #Resilience #PersonalGrowth

WrestleMania season changes everything.On this episode of Booked to Last, Adam and Ryan break down the full impact of Elimination Chamber and the release of 2025 WWE Universe.They dig into:Why Randy Orton and Rhea Ripley winning matters for collectorsThe real hobby impact of WrestleMania storylinesWhether WWE Universe is a true win or just hypeWhy event-worn relics change the long-term value conversationWhat rising wax prices mean for youThis is not surface-level talk.It is a real conversation about how moments on TV turn into momentum in the market.If you collect wrestling cards, this episode will sharpen how you think about:Prospecting young talentChasing event-worn gearNavigating breakers vs ripping waxIdentifying what actually holds valueUniverse is not perfect.But it might be one of the most important wrestling releases in years.Let's talk about why.Check out RbiCru7 for all your wrestling and sports card needs!Join Adam's Main Event Wrestling Cards group for freeGet exclusive content, promote your cards, and connect with other collectors who listen to the pod today by joining the Patreon: Join Stacking Slabs Podcast PatreonFollow Ryan: | Instagram | Website | YouTubeFollow Adam: | X | InstagramFollow Stacking Slabs: | Twitter | Instagram | Facebook | Tiktok ★ Support this podcast on Patreon ★

Episode 264 - Special Guest David Wachs of Hanywrytten - Why Handwritten Notes Still Win in an AI World What if you could automate the personal touch? In a world of inbox overload and AI everything, this episode shows you how to stand out with a simple, high-impact strategy: real handwritten notes—at scale. ✉️ Ian Cantle and the Marketing Guides team sit down with David Wachs, CEO and founder of Handwrytten, to unpack a practical system for cutting through digital noise, boosting follow-up, and building loyalty. From when to use handwritten notes (and when not to) to smart ways to automate without losing authenticity, this conversation delivers field-tested tactics you can put to work this week.

Nick Loise - Your Prospecting Playbook

In this episode of the Real Estate Pros podcast, host Michelle Kesil interviews Alex Shartsis, the creator of Skyp Platform, which leverages AI to enhance email outreach and sales processes. Alex discusses the challenges of email outreach in today's digital landscape, the unique functionalities of Skyp, and its applications in real estate and other industries. He emphasizes the importance of personalization in communication and the potential of AI to improve productivity without replacing the human element in sales. The conversation also touches on Skyp's global reach and growth strategy, as well as the diverse range of users benefiting from the platform.   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   —--------------------

Former chiropractor turned top-producing real estate professional, Christina Palermo, shares how mastering the fundamentals, not chasing shiny objects, has fueled her consistent success in the Scottsdale and Phoenix Metro markets. After beginning her real estate career in 2012 with multifamily sales and transitioning into residential, Christina built a powerful solo business driven by disciplined lead generation, database management, and relentless follow-up.In this pre-recorded episode, Christina breaks down the daily habits, systems, and mindset shifts that help her stay productive even when motivation dips. From circle prospecting and open house strategy to working expired listings and farming, she explains how simple, repeatable actions create predictable income year after year. If you're looking to eliminate inconsistency and build a business that works in any market, this conversation delivers a practical, back-to-basics roadmap.Here's what you will discover in this episode…Why the fundamentals still outperform new trends in today's marketHow Christina structures her daily prospecting for maximum consistencyThe open house and geo-lead strategy that creates additional opportunitiesWhat most agents get wrong about lead follow-upHow to manage call reluctance and build real prospecting momentumWhy improving your own systems beats constantly adopting new onesJUMP TO THESE TOPICS00:00 –

From Bankrupt to Better Living paperback bookFree Magic Words for Prospecting audios Master the Four Core Skills MasterClass +All the MasterClassesMonthly Q&A group coachingStreaming audio coursesJoin us at: https://bigalbooks.com/masterclass/

When market activity slows, commercial real estate agents cannot rely on volume any longer. Increasing your conversion rate becomes the fastest path to protecting revenue and building momentum. In this episode of Commercial Real Estate Leadership, Darren Krakowiak shares five tactical strategies to help commercial real estate agents win more listings in today's uncertain market. As the final part of the Pipeline, Prospecting and Production Power series, this conversation focuses on the conversion side of your pipeline. Listeners will discover how to personalise listing presentations, reduce client uncertainty, strengthen credibility, and confidently lead prospects toward signed authorities. The episode also highlights practical ways to lock in next steps, avoid chasing, and position yourself as the trusted expert in competitive environments. If you want to win more listings, close more deals, and grow your production levels during a slow market, this episode delivers purposeful action you can implement immediately. What You'll Learn: •        How to personalise listing presentations to increase win rates •        How to reduce market uncertainty with authority and information •        How to summarise and lead prospects toward decisive next steps •        Why scheduling the next meeting builds momentum and control •        How client references can accelerate trust and conversion --- Email hello@cresuccess.co and put the word "GROW" in the subject line to take the first step towards accelerating revenue growth in your commercial real estate agency with the right people on your team, serving ideal clients inside a business that just works. Visit the CRE Success website: cresuccess.co Read the episode anecdote, get the transcript and watch the video recording of the podcast here: cresuccess.co/blog/259 To share this episode or your thoughts on it, tag us on socials: @cresuccess or use our hashtag: #cresuccess If you enjoy the show, leave us a rating or review on Apple Podcasts or Spotify. Connect with Darren Krakowiak on LinkedIn Podcast music sourced from audioblocks.com

Here is a question that should keep every sales leader up at night: What do you do when your team has gotten so comfortable managing their existing accounts that they have stopped prospecting for new ones? That is the challenge Jeff Velez brought to a recent episode of Ask Jeb. Jeff works in the real estate services industry, where referrals from agents, brokers, and affiliates drive most of the business. Retention matters. Relationships matter. But because there is always natural attrition, his team has drifted into full farmer mode. If you are shaking your head right now, you are not alone. This is one of the most common and most dangerous patterns I see in sales organizations today. The Farmer Mentality Is Killing Your Pipeline Your book of business is shrinking a little bit every single day. Accounts churn. Contacts leave. Referral partners move on. If your team is not consistently bringing in new logos, you are not standing still. You are moving backward. The reason salespeople drift into pure farming mode is just pure human nature. The bigger a rep’s book gets, the more comfortable they become. They are making money. Things are fine. Why grind through cold calls and new outreach when warm conversations with happy clients feel so much easier? And here is the other thing: calling invisible strangers is hard. The people in your existing accounts are happy to hear from you. The people you are prospecting to are not. That gap in friction is exactly why reps gravitate toward the path of least resistance every single time. The solution is not to yell at your salespeople. This is a leadership problem, not a salesperson problem. If you want your team to prospect, you have to build a system and a culture that makes prospecting non-negotiable. That starts with you. Leaders Are Repeaters If you want your team to prospect, you have to talk about it constantly. Every team meeting. Every one-on-one. Every morning huddle. Leaders are repeaters. You set the tone by what you say, what you measure, what you celebrate, and how you show up. That means when someone brings in a new logo, you ring the bell louder for that than you do for an account renewal. Renewals matter. High margin, great for the business. But if you want prospecting behavior, you have to reward and celebrate prospecting outcomes. Make sure you are not accidentally incentivizing people to farm existing account growth rather than hunt new business. That is a trap I have walked into with more organizations than I can count. You also need to take the guesswork out of who your team should be calling. Sales leaders who expect their reps to build their own prospecting lists and figure out their own targeting are setting their people up to fail. Build the list. Point them in the right direction. Get them in position to win. Then run prospecting blocks together. And I mean together. Do not send your team to the phones and retreat to your office. Lead from the front. Split the Job When You Can One of the hardest things about managing a referral-driven or relationship-heavy business is that you need people who can both hunt and farm. And the honest truth is that most people are not equally gifted at both. Hunters tend to get new business but sometimes burn relationships. Farmers build and maintain accounts beautifully but stop hunting the moment their book is comfortable. If your business can afford it, split the role. Have dedicated hunters focused on new logo creation. Have dedicated farmers or account managers focused on retention and expansion. Most small and mid-size organizations cannot do this fully, which means your leaders have to work twice as hard to build systems that force both behaviors. When you cannot split the job, you have to build structure into the day. Block time every morning specifically for new logo prospecting. It does not have to be a huge window. An hour. Two hours. But it has to be protected, consistent, and non-negotiable. And the leaders have to be visibly engaged in it, not hiding behind their screens while their people make calls. That single behavior sends more of a message than any speech ever will. This Is a Long Game Here is what I told Jeff, and what I will tell you: do not expect this to change overnight. Cultural shifts in sales organizations are slow and painful. You will have reps who resist. You will have leaders who get uncomfortable holding people accountable because they do not want the friction. Push through it anyway. Stake it in the ground. If you stay consistent in your messaging, your structure, and your expectations, you will start to see movement in twelve to eighteen months. New business will start coming in. Your team will start to feel the momentum. And that momentum builds on itself. I am dealing with this in my own organization right now. We got comfortable with our existing customers and pulled back on new outreach. The book feels fine until the day it does not, and by then you have already lost ground you cannot easily recover. A shrinking book is not sustainable. Full stop. Your Action Plan If you are a sales leader: Reset the expectation now. Make it clear that prospecting for new logos is part of the job description, not optional. Put it in writing. Talk about it constantly. Fix your compensation structure. If you are paying higher on renewals than on new business, fix that. You are paying for the behavior you are getting. Run prospecting blocks with your team. Not near your team. With your team. Lead from the front. Give them the list. Stop expecting reps to research, target, and build their own outreach pipeline. That is a leadership function. Celebrate new logos loudly. Ring the bell. Make it a bigger deal than anything else you celebrate. If you are a sales rep: Do not wait for your leader to force you. The reps who prospect consistently, even when their book is comfortable, are the ones who build the most durable careers. Treat your book like a leaky bucket. Something is always draining out. Your job is to fill it back up, every single day. Pick up the phone. Calling strangers is uncomfortable. Do it anyway. That discomfort is exactly what separates average reps from elite ones. The message is simple. A book of business that is not growing is a book of business that is dying. This is who we are. This is what we do. We prospect, every day, without exception. Want to take this to the next level in person? Join Sales Gravy at one of our live events, where we work with sales professionals and leaders to build the skills, mindset, and habits that drive elite performance. See all upcoming events at salesgravy.com/live.

Ian sits down with Trinity Nguyen, CMO at UserGems, to unpack how modern B2B teams balance AI-powered demand capture with measurable brand building. Trinity shares how signal-based ABM drives pipeline, why SDRs report to marketing, how owned events outperform conference booths, and what it really takes to move fast without losing alignment in an AI-driven go-to-market world. Key Takeaways:  Signal-based outbound wins. Prioritizing who to target, when to engage, and why drives higher conversion than volume alone. · Brand can't stay a black box. Marketing leaders must map awareness to buying stages and find breadcrumbs to revenue. · AI should scale capacity, not replace thinking. Used well, it gives teams air cover when resources are tight. · Owned events create real lift. Even registration alone can significantly increase downstream win rates. · Prospecting is one of the hardest jobs in GTM. SDR roles build resilience — but closing requires a different muscle. · Alignment matters more than speed alone. Moving fast is powerful, but only if marketing and sales stay in lockstep. Episode Timestamps:(02:23) Trust Tree: Demand capture and building brand (18:48) The Playbook: When you depend on your own product Sponsor: Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more. Links: · Connect with Ian on LinkedIn:  https://www.linkedin.com/in/ianfaison/   · Connect with Trinity on LinkedIn:  https://www.linkedin.com/in/trinitynguyen/   · Learn more about UserGems:  https://www.linkedin.com/in/trinitynguyen/   · Learn more about Caspian Studios:  https://www.linkedin.com/company/caspian-studios/about/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode, Houston Harris shares his 20+ years of insights, including his personal transformation from transactional to a value-driven consultative approach.Key Topics:-Houston's origin story from East Texas to helping lead a $60M agency- The importance of maintaining independence for long-term growth- Mindset shifts: from transactional to consultative insurance selling- Strategies for prospecting and building a targeted, high-quality book- The value of relationships, niche expertise, and resource gatekeeping- Leveraging technology and AI to provide advanced client services- How to develop a team that executes a proactive stewardship plan- The significance of safety culture and risk management in reducing claims- Practical advice for early-stage producers seeking to grow their booksTimestamps:00:00 - Introduction and episode overview02:45 - Houston's background and early career shift09:06 - Maintaining a 20+ year tenure at the same agency12:37 - The long-term mindset in agency growth20:21 - Transition to a more strategic, value-driven approach31:22 - Building a consultative, risk management-focused business42:50 - How to approach prospects with no immediate pain55:55 - Prospecting strategies for new producers and agents64:07 - Resources for implementing pre-hire, post-hire, and claims processes66:10 - Final thoughts and Houston's advice for aspiring insurance professionalsResources:

James and John discuss eBay finds: 1989 Macintosh brochure, Macintosh SE, and Macintosh LCIII. They look at an Apple Certification Training binder from 1985, and news includes CHM and the largest Mac Plus, bringing back the iPod, and retro Mac inspired Spigen cases.  Join our Facebook page, follow us on X (Twitter), watch us on YouTube, and visit us at RetroMacCast.  

In this episode of Shoptalk, David Carothers continued his exploration of total cost of risk, focusing on how producers can integrate it into their sales cadence without overhauling existing approaches. He explained that introducing total cost of risk doesn't mean abandoning transactional sales calls but supplementing them with deeper, long-term risk assessments. David emphasized how asking the right discovery questions and sharing stories of past success can demonstrate value and build trust. This episode also touched on a key shift: moving from being just another vendor to becoming a trusted advisor who proactively identifies risks and delivers solutions. Key points: Total Cost of Risk and Sales Cadence David stresses that integrating total cost of risk into your sales process doesn't mean overhauling everything. It means supplementing your cadence with conversations that consider the full scope of risk, allowing you to prospect year-round instead of focusing only on renewal periods. It's okay to make transactional calls, but be ready to pivot into more consultative discussions when the opportunity arises. Building Trust Without Saying "What Makes You Different" David advocates for asking open-ended questions like, “What claims frustrate you?” or “What unexpected expenses have you encountered?” He explains that the stories you tell, not the “I'm different because…” statements, are what truly set you apart. Sharing specific examples from past experiences builds credibility and positions you as a valuable partner in their business operations. Creating a Holistic Service Team for Your Clients David discussed how he rebranded Florida Risk's value proposition with a team approach that brings together wealth management, cybersecurity, and business coaching to protect margins and ensure long-term financial health for clients. He explained how this multidisciplinary team addresses total cost of risk by covering areas outside of traditional insurance, giving clients comprehensive protection. How Operational Efficiency Translates to Cost Savings David shared a real-world example of how a service contractor client saved over $100,000 by addressing issues in their experience mod and shifting to a total cost of risk approach. By understanding the client's operations deeply, David was able to identify inefficiencies and help reduce operational risk, showcasing how comprehensive risk management directly impacts profitability. Shifting the Mindset from Transactional to Advisory David emphasized the importance of thinking beyond price and focusing on the value you bring as a trusted advisor. By consistently asking the right questions and identifying hidden risks, producers can differentiate themselves, retain clients longer, and position themselves as integral to the client's success—not just their insurance provider. The Power of Proactive Communication David urges producers to be proactive in communicating with clients, especially when it comes to identifying and mitigating risks that can affect the client's bottom line. He encourages producers to book time with experts to troubleshoot roadblocks and deepen their understanding of total cost of risk, positioning themselves as go-to advisors. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes  

Gary and Jason talk through the Nashville Show, and the different needs for different size shows. How can dealers make the most of the opportunity whether there are 20 tables or 1200?The Ballcard Show:Jason OteroGary LeMasterJoin Our DiscordA new segment! - Out Of The Box With JT From  ⁨@TripleCrown24⁩ Shop Talk with Keith Neuhart of Neuhart Cards- @theneuhartcards on IG Business Inquiries: ballcardshow ⁨@gmail.com⁩  

Air Date - 25 February 20256Join Host Marc Lainhart – The Intuitive Prospector™ this Wisdom Wednesday as he welcomes back to the show, Author Mr. John Purkiss. What do I want, why don't I have it, and how can I make it happen? ‘The Power of Moving On,' the highly anticipated follow-up to ‘The Power of Letting Go!' The Power of Letting Go has sold over 250,000 copies in the English language to date. It has taught us how to let go of anything from the past that was holding us back, to be fully present and surrender.“I help people to fulfil their potential.” -John PurkissPlease join us for another inspiring, encouraging, educational, healing, motivational, and transformational show! “Prospecting to discover the diamond within and the many hidden gems all around us!”#JohnPurkiss #InspiredLiving #MarcLainhart #InterviewsAbout the GuestJohn Purkiss studied economics at Cambridge University and has an MBA (Master of Business Administration) from INSEAD. He began his career in banking and management consultancy in London and Chicago, and worked in sales and marketing in the UK and Continental Europe. John then learned to meditate, which strengthened his intuition and enabled him to move into executive search. Since 201,4 he's explored the Vedic tradition in depth.https://www.johnpurkiss.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/X/Twitter: https://twitter.com/OmTimes/Instagram: https://www.instagram.com/omtimes/LinkedIn: https://www.linkedin.com/company/2798417/Pinterest: https://www.pinterest.com/omtimes/

MasterClass+ program Three-Book Network Marketing Leadership Series audios Free Magic Words for Prospecting audios Master the Four Core Skills MasterClass +All the MasterClassesMonthly Q&A group coachingStreaming audio coursesJoin us at: https://bigalbooks.com/masterclass/

After the grind of Annual Enrollment, the reality of lock-in can be a little defeating, even for the most seasoned agents. If you've been feeling that way, listen to learn more about Special Needs Plans and their place in your post-AEP strategy.   Read the text version  

Prospecting Is Not Cold Calling (And Most Entrepreneurs Get It Wrong) Opening Remarks: The Big Misunderstanding Most entrepreneurs avoid prospecting because they misunderstand it. When people hear “prospecting,” they think: Cold calling Interrupting strangers Being ... Read More The post Ep.56: Prospecting Is Not Cold Calling appeared first on The Solopreneur Movement.

Host Jen Barkan and DYC Online Sales Coach Amanda Martin dig into the 2025 year end benchmarks on this episode! Jen and Amanda discuss how steady conversion rates and strong online sales performances that prioritize personalization, disciplined prospecting, and strong relationships with onsite teams will drive success in 2026.HousekeepingOnline Sales Academy – April 1-3, 2026: Registration is open! Ideal for new OSCs or anyone ready to sharpen foundational skillsTITO SHOUTOUTKelly Rushin at Berks Homes - Coming in HOT in 2026 with the highest number of appointments and sales than any month in 2025, a 66% contribution, and a 22% aged lead-to-appointment prospecting number. Key TakeawaysYear End Benchmarks: Overall leads were down but conversions stayed steady2026 Focus Points for Excellence: Personalization, Prospecting, and PartnershipsQualification > Convenience: Self-scheduling tools remove the human touch and hurt conversion qualitySkills CheckYou should be tracking your lag time from your lead create date to the appointment date, and track lag time from the appointment date to the sale.

Hey Voices from the Bench community! Jessica Love here, sending a shoutout from Utah! If you're passionate about creating natural, beautiful smiles—but want to simplify your workflow without sacrificing aesthetics—this is for you. I'm honored to be part of Ivoclar's development team introducing a powerful new stain and glaze system featuring Structure Paste, IPS e.max Ceram Art. Create stunning depth and lifelike color in as little as one firing. Let's continue to innovate, simplify, and create meaningful change—one smile at a time. Elvis actually made it down to the exhibition halls this year — and hyperDENT from FOLLOW-ME! Technology was everywhere. Booth after booth, people were talking milling strategies, templates, and workflows. It felt like a full-on CAM takeover. Their Milling Roadmap scavenger hunt had attendees bouncing between Axsys, Imagine, D.O.F., and Roland collecting stamps like responsible adults… Responsible adults chasing a bright orange folding electric hyperDENT scooter. That's what we love about the FOLLOW-ME! team — world-class CAM engineers talking microns and validation protocols one minute, then ripping around Lab Day the next. Serious about precision. Not too serious about themselves. Big shoutout for bringing the brains — and the electric horsepower. Come see and talk to Elvis and Barb at all these amazing shows in 2026* Dental Lab Association of Texas Meeting in Dallas Apr 9-11 https://members.dlat.org/ exocad Insights in Mallorca, Spain Apr 30 - May 1 https://exocad.com/insights-2026 This week we finally get Jay Collins to stop dodging Elvis long enough to sit down and share one of the wildest journeys in dental lab history. From a family split between union steamfitters and dental technicians in Philadelphia to surviving “The Great Brotherly Lab War,” Jay's story is packed with grit, loyalty, and a whole lot of Irish Catholic chaos. What started with an uncle drafted into dental technology during Vietnam eventually turned into a multi-generation lab legacy—and Jay swearing he'd never get into teeth… only to build a powerhouse anyway. After the 2008 crash wiped out his construction business, Jay bet everything on selling outsourced restorations door-to-door, sleeping in his car, showering at the gym, and cold-calling hundreds of offices a week. What followed was the development of his unapologetically bold, psychologically savvy sales approach—what he calls being “aggressively calm.” From pushing doctors to “no,” to matching their energy toe-to-toe, to walking into offices as “the lab” and walking out with cases in hand, Jay breaks down the mindset shift most lab owners desperately need: sales isn't optional, and it definitely isn't accidental. Now leading multiple lab locations under the brilliantly simple name thedentallab.net, Jay shares hard truths about growth, mergers, firing abusive clients, and why cutting your sales department in tough times is the worst move you can make. If you've ever struggled with prospecting, scaling, or standing your ground with doctors, this episode is packed with practical strategies, hilarious role-playing, and a reminder that confidence—backed by accountability—wins every time. At Canadian Dental Labs, Icortica has become a cornerstone of how we operate—giving us at-a-glance visibility into performance, helping us focus our efforts, spot opportunities early, and solve problems before they grow. It takes the guesswork out of decision-making and shows us what to do next. Plus, the Icortica team is incredibly responsive and feels like a true partner in our success. If you're serious about growing your business and understanding your customers better, Icortica can get you there. Learn more at icortica.com/voices — Icortica, helping dental labs grow. Join us at exocad Insights 2026, happening April 30–May 1, 2026, on the stunning island of Mallorca, Spain. This two-day event features powerhouse keynotes, hands-on workshops, live software demos, and top-tier industry showcases—all in one unforgettable setting. Barb and Elvis will be on site bringing you exclusive interviews, plus don't miss the Women in Dentistry Lunch, celebrating career growth, wellbeing, and the real stories shaping our profession. And of course, cap it all off with the legendary exoGlam Night under the stars. Tickets are limited. Visit exocad.com/insights-2026 and use code VFTBPalma15 for 15% off.Special Guest: Jay Collins.

In this episode of Shoptalk, David Carothers discussed the concept of "found money" and the importance of auditing experience mods. By identifying claims that were overstated on NCCI worksheets, producers can get insurers to recalculate and issue refunds for overpaid premiums. David also delved into how agencies can add value by asking better, emotionally-driven questions to prospects, focusing on underlying issues like lost productivity, workers' comp claims, and operational risks. He warned against telemarketing agencies that pitch audit work for a 10% revenue share and emphasized that these tasks should be handled internally for maximum benefit. Key points: Found Money and the Power of Mod Audits David explained how auditing experience mods for discrepancies between reported claims and actual closed claims can uncover "found money" for clients. By having NCCI recalculate the mod, agents can help clients recover overpaid premiums, creating a significant opportunity to build trust and add value. Watch Out for Outsourced Auditors David cautioned against agencies that pitch themselves as mod audit specialists and ask for a 10% share of account revenue. These telemarketing agencies often aim to infiltrate your book of business. Instead, he suggests learning how to perform these audits internally, which will benefit both the client and the agency. The Right Questions Can Drive Change David emphasized that asking open-ended questions, especially those that tap into emotional responses, is key to uncovering clients' pain points. Asking about frustrations with claims, such as workers' comp issues, can uncover financial impacts that need to be addressed, which moves the conversation beyond just quoting policies. Total Cost of Risk Focus Leads to Better Conversations Instead of focusing solely on premium and coverage, David encouraged producers to address the total cost of risk. Asking questions about financial impacts, downtime, and claims frustrations helps shift the conversation to a more consultative and strategic role, ultimately positioning the producer as a trusted advisor. Diagnostic Approach to Risk Management Drawing parallels to the medical profession, David shared that producers should act as diagnosticians for their clients. By asking the right questions and understanding the full scope of the client's risks, producers can move beyond transactional sales and develop deeper, long-term relationships with clients. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

Gary and Jason complain about eBay, PSA, and SCR with blatantly racist statements. Keith Breaks Down cash flow dynamics for card shopsShow and Tell for the Nashville ShowJoin our discord!Business Inquiries : ballcardshow@gmail.comThe Ballcard Show:Jason OteroGary LemasterNeuhart Cards:@theneuhartcards

How to Kill Shiny Object Syndrome book MasterClass Dopamine makes your brain feel goodBoring leads to shiny object syndromeMicro rewardsWrite down your accomplishments at the end of the dayFree Magic Words for Prospecting audios Master the Four Core Skills 

Many leaders will happily talk for 45 minutes about their product… and struggle to talk for two about their prospecting engine. In this episode of Why Did It Fail?, Gabe Lullo, CEO of Alleyoop, joins Shivan to unpack why that gap quietly kills startups and stalls growth in mid-market and enterprise sales teams.Gabe shares stories from decades in the trenches: SDRs who couldn't make it past lunch, weeks of zeros on the whiteboard, clients who raised millions and still ran out of runway, and what changes when you treat prospecting with the same seriousness as product. He breaks down how Alleyoop makes over a million dials a month and how his team uses AI as a sparring partner to prepare reps for the only 9-10 objections that really matter.Gabe offers a clear challenge: if you obsess over building the product but take a casual approach to go-to-market, you're betting the company on hope. He explains when it makes sense to outsource SDR, how to instrument your sales engine like an F1 car, and why the founders who win are the ones who own the front end of the funnel.

Lacey Newman is a top 1% luxury listing agent, leader of Elevated Living Advisory at Compass, and host of the Emmy-nominated, Telly Award–winning TV show The American Dream. After burning out early in her career and nearly leaving real estate altogether, Lacey rebuilt her business from the ground up—ultimately growing a multi–seven-figure real estate team. Today, Lacey Newman coaches agents on how to attract high-end clients, create magnetic content, and design businesses that fuel both income and lifestyle. On this episode of Travis Makes Money, Travis and Lacey dive deep into what it really takes to scale in real estate (and entrepreneurship in general)—from running your operation like a true CEO to using social media as your most powerful prospecting tool. On this episode we talk about: Why most agents fail—and the mindset shift that changed everything for Lacey How to stop being reactive and start running your business like a real company Structuring your day around purposeful priorities instead of chaos Why social media beats cold calling (and how to actually use it for leads) The power of niching down and building a brand people remember Top 3 Takeaways Treat your real estate career like a business, not a side hustle—systems beat hustle every time. Prospecting only works if you choose strategies you enjoy and can do consistently. Social media isn't about going viral—it's about staying top of mind with people who already know and trust you. Notable Quotes “You're not going to rise to the level of your ambition—you're going to fall to the level of your systems.” “Fill your calendar with things you're good at and enjoy, and you'll actually do them.” “People do business with people they like and see commonalities with.” Connect with Lacey Newman: Instagram: https://www.instagram.com/alignedwithlacey Other: DM her on Instagram and let her know you heard her on the show Travis Makes Money is made possible by High Level – the All-In-One Sales & Marketing Platform built for agencies, by an agency. Capture leads, nurture them, and close more deals—all from one powerful platform. Get an extended free trial at gohighlevel.com/travis Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Power Producers Shoptalk, David Carothers went deeper on how producers should introduce total cost of risk and experience mod conversations at the point of sale. He explained why many producers freeze when it is time to bring up total cost of risk, and why others lose the room by leading with technical safety language too early. David shared how his early success came from having strong risk services deliverables behind the sales process, and he emphasized that agencies need those deliverables if they want to sell this approach with confidence. He also broke down a practical prospecting sequence that starts with a short appointment setting call, moves into a fast discovery meeting over Zoom, and then transitions into a value focused on person meeting where the producer earns the right to present work product and ask for engagement. Key points: Why Producers Freeze When Total Cost of Risk Comes Up David says the most common failure point is hesitation. Many producers go into meetings with good intentions but revert to familiar quoting talk once the conversation starts. He argues that total cost of risk should be introduced early, especially when prospects naturally mention premium pain, because it is the cleanest transition into what is driving cost. Do Not Lead with Technical Safety Talk The second big mistake is bringing too much heat too soon. David explains that producers overwhelm prospects with jargon like light duty, return to work, and program terms that the prospect does not understand. When you sound overly technical at the appointment setting stage, you also sound expensive, and prospects assume you will add cost instead of solving it. You Need Deliverables Before You Sell the Strategy David ties confidence to capability. He shares that his early success was supported by a built-in risk services team that could deliver on what he promised. He warns that many agencies fail to go all in on total cost of risk because they have not built the worksheets, processes, and service deliverables needed to support the conversation after the sale. Appointment Setting is Not Education David stresses that the goal of the first call is to book the meeting, not to teach the prospect the full framework. Most decision makers will meet with someone every year anyway, because they believe shopping is normal. Producers lose because they try to sell the entire approach in a short call instead of earning the right to have a deeper conversation. A Simple Multi Step Meeting Sequence Wins He outlines a sequence that starts with a short Zoom fact finding call, followed by a longer in person meeting where value and service cadence are explained. After that, the producer does the work product, then returns to present findings and ask the prospect to hire them. This structure reduces friction, keeps the prospect engaged, and shifts the process from quoting to advisory. Found Money Can Fund the Relationship Before Renewal David shares a compensation strategy that helps producers avoid doing months of work with no guarantee of getting paid. If a producer can identify mod errors, claims reporting issues, or refund opportunities, the agency can propose a shared savings approach where recovered money is split. This can compensate the agency before the policy is placed and creates a stronger commitment from the prospect. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

From reselling principles to content development as a brand, Cary is an open book in this candid interview. Break out a pen and paper (phone if you are a teenager) and take notes. This is a great episode! The Ballcard Show:Jason OteroGary LeMaster Business Inquiries: ballcardshow@gmail.com  ⁨@TheBallcardShow⁩ Cary: ⁨@americanarbitragecards⁩  ⁨@americanarbitrage⁩  ⁨@NoBangersPodcast⁩  Keith Neuhart:@theneuhartcards

Be the Top 1% in Network Marketing Most popular podcast episode on Ice Breakers Free Magic Words for Prospecting audios Master the Four Core Skills 

If you're in automotive sales, commission-based selling, or any high-performance sales environment… this episode might hit you in the chest.Because the truth is simple:

Topics Discussed:

Brad Chandler crossed the bridge from faith to fact, discovering many (many) real estate opportunities. Since 2003, he has been building momentum. Fast forward to 2023, Brad has now completed about 4,000 real estate flips. In addition to his achievements, he has embraced roles as a husband, father, and personal transformation coach. Brad now guides fellow entrepreneurs to live stress-free, feel worthy, and attain personal (and financial) freedom. Explore his transformative real estate journey and more by clicking the play button! Feeling inspired? Explore greater chances of success through the TTP training program.---------Show notes:(1:16) Beginning of today's episode(8:44) Prospecting is good, but at some point, you need to open it up for marketing(9:47) Using the DISC analysis to find the right people (13:25) When do you decide to flip, and when do you choose to go wholesale?(17:41) What is childhood programming?(27:30) How do you stay sharp as an entrepreneur and still have self-love? ----------Resources:How to Buy Real Estate  With No Money Down by Robert AllenExpress HomebuyersVisit Brad Chandler's Website: www.bradchandler.com/quiz  & www.bradchandler.com/joy How To Be Happier for Entrepreneurs PodcastTo speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule your free discovery call here to learn about our mentorship programs and become part of the TribeGo to Wholesalingincgroup.com to become part of one of the fastest growing Facebook communities in the Wholesaling space. Get all of your burning Wholesaling questions answered, gain access to JV partnerships, and connect with other "success minded" Rhinos in the community.It's 100% free to join. The opportunities in this community are endless, what are you waiting for?

In this session, Mike leads a discussion on phone prospecting, focusing on the three parts of a call: introduction, qualification, and close. They emphasize the importance of practice, active posture, and using scripts effectively. The session also covers the nuances of calling different groups, such as past clients and influential contacts, highlighting the need to avoid sounding salesy or awkward. Mike encourages participants to invest in their real estate careers by attending the next session at 9:00 AM, indicating their commitment to improving and succeeding.

Mike leads a discussion on phone prospecting, highlighting its importance and the need for agents to improve their skills in this area. They note that agents often dislike it due to lack of preparation and practice. Mike emphasizes that phone prospecting is a free and effective tool used by top agents, and encourages participants to engage in practice sessions at the learning center to improve their skills. However, the session is interrupted by technical difficulties with the audio.

AI isn't replacing sales reps—it's turning them into force multipliers. Prabhav Jain, CEO of 11x, breaks down how modern sales teams use AI-driven personalization, signal-based outreach, and smarter sequences to book more meetings while spending less time on manual prospecting. Download the Guide: The Ultimate Three Part Outbound System to accelerate your path to President's Club

Free Magic Words for Prospecting audios Master the Four Core Skills 

In this episode of the Property Profits Podcast, Dave chats with multifamily specialist Nathan Legg, who reveals how he connects with off-market apartment building owners in Alberta and BC. From custom proposals to strategic follow-ups, Nathan breaks down the exact system he uses to win listings and earn trust. A must-listen for any investor thinking about scaling into mid-sized multifamily deals. Get Interviewed on the Show! - ================================== Are you a real estate investor with some 'tales from the trenches' you'd like to share with our audience? Want to get great exposure and be seen as a bonafide real estate pro by your friends? Would you like to inspire other people to take action with real estate investing? Then we'd love to interview you! Find out more and pick the date here: http://daveinterviewsyou.com/ #realestatepodcast #multifamilybroker #canadianrealestate

My guest this week is Orvis-endorsed guide Joe Garza [32:54], a guide from JAG Fly Fishing, who explains the intricacies of still water trout fishing. He discusses common mistakes that anglers make, the importance of understanding food sources, and the need for patience in still water environments. Joe shares insights on matching fly profiles and colors to natural food, as well as effective techniques for using indicators. The conversation emphasizes the unique challenges of still water fishing compared to moving water, providing valuable tips for both novice and experienced anglers. He shares his extensive knowledge on fly fishing in still waters, focusing on techniques such as the hand twist retrieve, effective casting, and the importance of proper hook setting. He emphasizes the significance of maintaining tension in the line and understanding fish behavior, particularly in relation to external factors like weather and water temperature.  In the Fly Box this week we have a lot of questions about tackle and winter reading, including: Is "Sinking Gel" for nymph fishing a waste of money? What is the difference between the 7'1/2 foot 3-weight Superfine Graphite and the 7 ½ foot 3-weight Superfine Glass rods? Is there a book you recommend on trout biology? Are there some books you recommend on learning about hatches? Can you explain the differences between your three books:  Reading Trout Streams, Finding Trout, and Prospecting for Trout? How do manufacturers set the line recommendations for their fly reel models? I am 6-feet, 2 inches tall. Does that mean where most people would recommend a 10-foot rod that I should get a 9-foot rod? What three fly lines would you recommend for a wide variety of fish in fresh and salt water? What fly patterns do I need to imitate the gigantic Cantaria beetle in Chile?

On this first Monday of the second month of the year, it's time for a gut check. First, we need to check where we are against our new year goals. Next, we need to take stock of our first month's sales performance and make adjustments. We're just a little more than 30 days away from our New Year's intentions, resolutions, and goals. A month ago, we set out into the new year with hope and ambition that this year would be our best ever and that we'd make positive lasting changes in our lives. It's Easy to Slip Off the Track You'll remember that discipline is sacrificing what you want now for what you want most. But as time goes by and sticking with new habits gets more challenging, it's easy to forget what motivated us to make the changes in the first place. It's easy to let down our guard and go back to our comfort zone. The farther away we get from our intentions, the more likely it is that we allow our discipline to slip and get off track. It's just human nature. Small Slips in Discipline Can Add Up Quickly Let's say you kicked off the new year determined to have your best sales year ever, and you knew that meant filling your pipeline daily by getting Fanatical about Prospecting. But upon reflection, you realize that days have passed since you picked up the phone, knocked on a door, or talked with customers. You've been making excuses to avoid the very activities that move you closer to your goals. I'll admit that it happened to me just this past week. This month has been non-stop travel — 12 flights, 10 cities, 8 keynotes, 5 full days delivering training to sales teams. Toward the end of the week, I got tired, made excuses, and let my exercise and nutrition routine slide. This was something I promised myself I wouldn't do when the year started. I know that if I don't stop right now and recommit to my goals, then there is a good chance that I'll continue down this negative path — because it's easy. Revisit Your Goals and Resolutions This is exactly why NOW is a good time for a gut check and a look in the mirror. Pause and carve out time today to revisit your goals, resolutions, and intentions. Sit down and think about what you decided to achieve back in early January. Visualize what it was that motivated you. Picture what you want most and where you want to be at the end of this year. Go back and re-listen to the Money Monday episodes on building a personal business plan, reflection vs. regret, and why personal goals are essential for sales discipline. Then recommit to your goals. Remember the feelings you had when you set them, and make an intentional decision to get back on track. Evaluate Your First Month's Performance Against Your Sales Goals Next, step back and evaluate your first month's sales performance. As you do, you'll likely find one of three scenarios: You Crushed It – You had a killer month and blew your goals out of the water. You Were Average – You hit quota or did “okay,” but you know you're capable of much higher performance. You Bombed – You missed your number and ended the month worse than you hoped. Great Sales Month If You Crushed it, and you're at the top of the ranking report, fantastic, congratulations! But be very careful not to let off the gas. It's likely you worked very hard last month to achieve these results. There will be the temptation to take a breather. Trust me, if you do, this complacency will come back to bite you. Now is the time to recommit to doing the activity that fueled your success last month so you don't end up with a lackluster February and a disastrous March. In other words, you've set the foundation for a huge year, take advantage of what you have accomplished, and keep the pedal to the metal! Average Sales Month If you had an average or just OK month — maybe you hit quota, maybe you came close, but you know you've got more in the tank — then it's time for some honest self-reflection. Ask yourself: What held you back from greatness? What could you have done differently that would have resulted in higher sales productivity? Maybe you needed to prospect harder. Perhaps you could have pushed a little harder to close some of your pipeline opportunities. It could have been that your pipeline wasn't big enough from the start, and you ended up scrambling to make your numbers, but otherwise, you did everything right. It's okay, you haven't hurt yourself. You are still in a good position to have a great year. But you'll need to identify your performance gaps and plan to overcome them in February. This is a good time to sit down with your coach or mentor, break down your performance, and get guidance on where you can make tweaks and get better. If you don't have a coach and you want to talk with someone, go to https://salesgravy.com/coach to get help. Bad Sales Month If you bombed, if your month was downright awful, then you're going to need to move fast to make adjustments. Getting behind the eight ball at the beginning of the year is no fun. You don't want to chase your tail for the rest of the year. The key is taking positive action now. Rather than dwelling on the negatives — which is super easy to do — pull your head up and start breaking down what happened. Empty Pipe Did you have an empty pipeline, so you had nothing to close? That happens to a lot of salespeople in the first month of the year. Go back and listen to the How to Fix an Empty Pipeline Now Money Monday episode from a few weeks ago. Use that lesson to help you fix the problem. Closeable Opportunities that Pushed Were there closeable pipeline opportunities that simply pushed into this month? Make sure you're on top of them so they don't vanish for good. But also make sure you have the pipe to cover this month, so you're not solely depending on last month's leftovers. Shortcutting the Sales Process Is it possible that you might have been skipping steps in the sales process? This will often happen when you are in a desperate and stressed emotional state. This is a big clue that it is time to get back to the basics and fundamentals of selling— and get disciplined about following a proven sales process. This may be a very good time to take some courses on Sales Gravy University and read (or listen) to books like Sales EQ that can help you dial in your sales process. Recommit to Your Sales Goals We all slip. We all make mistakes. Discipline can waver, especially once the initial excitement of a new year fades. But you have the power to step back into your resolutions and do the daily work required to achieve your goals. Whether you crushed it, coasted, or crashed, the key to getting February off to a strong start is to recommit. Make the decision — say it out loud: “I'm going to be better in February than I was in January.” Need help setting winning Sales Goals? Check out our FREE Goal Planning Guide

On this first Monday of the second month of the year, it's time for a gut check. First, we need to check where we are against our new year goals. Next, we need to take stock of our first month’s sales performance and make adjustments. We're just a little more than 30 days away from our New Year’s intentions, resolutions, and goals. A month ago, we set out into the new year with hope and ambition that this year would be our best ever and that we'd make positive lasting changes in our lives. It's Easy to Slip Off the Track You'll remember that discipline is sacrificing what you want now for what you want most. But as time goes by and sticking with new habits gets more challenging, it's easy to forget what motivated us to make the changes in the first place. It's easy to let down our guard and go back to our comfort zone. The farther away we get from our intentions, the more likely it is that we allow our discipline to slip and get off track. It's just human nature. Small Slips in Discipline Can Add Up Quickly Let's say you kicked off the new year determined to have your best sales year ever, and you knew that meant filling your pipeline daily by getting Fanatical about Prospecting. But upon reflection, you realize that days have passed since you picked up the phone, knocked on a door, or talked with customers. You've been making excuses to avoid the very activities that move you closer to your goals. I'll admit that it happened to me just this past week. This month has been non-stop travel — 12 flights, 10 cities, 8 keynotes, 5 full days delivering training to sales teams. Toward the end of the week, I got tired, made excuses, and let my exercise and nutrition routine slide. This was something I promised myself I wouldn't do when the year started. I know that if I don't stop right now and recommit to my goals, then there is a good chance that I'll continue down this negative path — because it's easy. Revisit Your Goals and Resolutions This is exactly why NOW is a good time for a gut check and a look in the mirror. Pause and carve out time today to revisit your goals, resolutions, and intentions. Sit down and think about what you decided to achieve back in early January. Visualize what it was that motivated you. Picture what you want most and where you want to be at the end of this year. Go back and re-listen to the Money Monday episodes on building a personal business plan, reflection vs. regret, and why personal goals are essential for sales discipline. Then recommit to your goals. Remember the feelings you had when you set them, and make an intentional decision to get back on track. Evaluate Your First Month's Performance Against Your Sales Goals Next, step back and evaluate your first month's sales performance. As you do, you'll likely find one of three scenarios: You Crushed It – You had a killer month and blew your goals out of the water. You Were Average – You hit quota or did “okay,” but you know you're capable of much higher performance. You Bombed – You missed your number and ended the month worse than you hoped. Great Sales Month If You Crushed it, and you're at the top of the ranking report, fantastic, congratulations! But be very careful not to let off the gas. It's likely you worked very hard last month to achieve these results. There will be the temptation to take a breather. Trust me, if you do, this complacency will come back to bite you. Now is the time to recommit to doing the activity that fueled your success last month so you don't end up with a lackluster February and a disastrous March. In other words, you've set the foundation for a huge year, take advantage of what you have accomplished, and keep the pedal to the metal! Average Sales Month If you had an average or just OK month — maybe you hit quota, maybe you came close, but you know you've got more in the tank — then it's time for some honest self-reflection. Ask yourself: What held you back from greatness? What could you have done differently that would have resulted in higher sales productivity? Maybe you needed to prospect harder. Perhaps you could have pushed a little harder to close some of your pipeline opportunities. It could have been that your pipeline wasn't big enough from the start, and you ended up scrambling to make your numbers, but otherwise you did everything right. It's okay, you haven't hurt yourself. You are still in a good position to have a great year. But you'll need to identify your performance gaps and plan to overcome them in February. This is a good time to sit down with your coach or mentor, break down your performance, and get guidance on where you can make tweaks and get better. If you don't have a coach and you want to talk with someone, go to https://salesgravy.com/coach to get help. Bad Sales Month If you bombed, if your month was downright awful, then you're going to need to move fast to make adjustments. Getting behind the eight ball at the beginning of the year is no fun. You don't want to chase your tail for the rest of the year. The key is taking positive action now. Rather than dwelling on the negatives — which is super easy to do — pull your head up and start breaking down what happened. Empty Pipe Did you have an empty pipeline, so you had nothing to close? That happens to a lot of salespeople in the first month of the year. Go back and listen to the How to Fix an Empty Pipeline Now Money Monday episode from a few weeks ago. Use that lesson to help you fix the problem. Closeable Opportunities that Pushed Were there closeable pipeline opportunities that simply pushed into this month? Make sure you're on top of them so they don't vanish for good. But also make sure you have the pipe to cover this month, so you're not solely depending on last month's leftovers. Shortcutting the Sales Process Is it possible that you might have been skipping steps in the sales process? This will often happen when you are in a desperate and stressed emotional state. This is a big clue that it is time to get back to the basics and fundamentals of selling— and get disciplined about following a proven sales process. This may be a very good time to take some courses on Sales Gravy University and read (or listen) to books like Sales EQ that can help you dial in your sales process. Recommit to Your Sales Goals We all slip. We all make mistakes. Discipline can waver, especially once the initial excitement of a new year fades. But you have the power to step back into your resolutions and do the daily work required to achieve your goals. Whether you crushed it, coasted, or crashed, the key to getting February off to a strong start is to recommit. Make the decision — say it out loud: “I'm going to be better in February than I was in January.” Need help setting winning Sales Goals? Check out our FREE Goal Planning Guide

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you feeding your data into AI and assuming the insights it gives you are accurate? What if those confident-sounding answers are quietly steering you in the wrong direction? More agency owners are turning to AI to analyze and interpret performance data, and for good reason. Used correctly, it can save massive amounts of time and move teams beyond using AI to crank out blog posts, ads, or emails faster. But when it comes to attribution, performance analysis, and real decision-making, AI has a dangerous flaw: it's often wrong with absolute confidence. Today's featured guest understands where most agencies go wrong with AI-driven data analysis. He'll break down why large language models frequently misinterpret marketing data, how flawed inputs and assumptions lead to misleading insights, and what it actually takes to get reliable answers from AI without burning budget or making bad strategic calls. Scott Desgrosseilliers is the founder and CEO of Wicked Reports, a marketing attribution platform built specifically for e-commerce brands doing between $5M and $50M in annual revenue. Scott has spent years deep in attribution, analytics, and now AI, figuring out how to separate real signal from noise in an ecosystem where every platform claims the win. He'll talk about how most platforms may be misleading you and the framework he uses to bring sanity back to attribution for serious e-commerce brands. In this episode, we'll discuss: Why AI is sounds smart but gets marketing attribution wrong. Injecting intention into AI. The Five Forces framework to improve your AI data. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Why AI Sounds Smart But Gets Marketing Attribution Wrong One of the biggest myths around AI is that it's inherently "smart." Scott shared that it took eight months for Wicked Reports to release their AI analyst, not because the tech wasn't powerful, but because it was too confident while being wrong. AI models are designed to sound affirmative. Ask them a bad question, and they'll still give you a polished answer. If you ask ChatGPT if you should jump off a bridge, it'll say, "Yes, that's a great idea," unless you explicitly train it to be critical. That's a massive problem when you're dealing with revenue attribution and ad spend decisions. Another major issue is that AI lacks native understanding of time, which is foundational to attribution. Clicks, impressions, tags, and conversions happen in sequence over days or weeks. Without heavy rules, coaching, and sanity checks layered in, AI can't naturally interpret cause and effect. Left alone, it simply fills in gaps, and those hallucinations can cost you real money. Why Intention and Metrics Matter More Than the AI Tool The first thing Scott's team had to "inject" into the AI was intention. Not all campaigns exist to do the same job. Prospecting, retargeting, direct response, and existing customer campaigns each have different goals and therefore require different scoreboards. If you don't tell the AI what the intention is for each row of data, it will make assumptions. And those assumptions are usually wrong. The "North Star" metrics and leading indicators change depending on what you're trying to accomplish. A prospecting campaign shouldn't be judged the same way as an abandoned cart flow. The second big issue is AI's obsession with ROAS. ROAS is easy to latch onto because it gets rewarded with "thumbs up" feedback, but it's often misleading. If two-thirds of your reported revenue comes from repeat customers via email or SMS, AI might tell you your ads are crushing it when they're not. Simply separating new customers from repeat customers already puts you ahead of 95% of advertisers. The Five Forces Framework for Making Better Attribution Decisions To solve these problems, Scott introduced his Five Forces Framework, (intention, expectation, action, outcome, and optimization) a methodology most agencies simply aren't using. The first force is Intention, which defines both the scoreboard and the timeframe. New customer acquisition might need a 30–90 day window to show results, while an abandoned cart campaign can be evaluated in seven days. Without this context, teams panic too early and kill campaigns that haven't had time to work. The second force is Expectation, which is all about alignment. Brand owners often look at Shopify, GA4, Meta, Google, Klaviyo, and SMS dashboards—all showing different numbers. Without agreeing on a single version of truth, clients freak out and shut down top-of-funnel campaigns after five days because the data "doesn't look good yet." Setting expectations isn't a one-time conversation; it has to be reinforced constantly. Reducing Drama: Use "Scale, Chill, and Kill" to Guide Ad Spend The third force is Action, which includes launching the campaign but only after defining clear boundaries. Scott recommends setting "Scale, Chill, and Kill" zones before you spend a dollar. For example, if your acceptable new customer acquisition cost is $50–$70, that's your Chill zone. Below $50? Scale it. Above $70? Kill it. These predefined rules remove emotion, reduce second-guessing, and dramatically lower what Scott calls "psychic stress" inside agencies and brands. Once campaigns run, the fourth force—Outcome—is simply measuring performance against those zones. Did it scale, chill, or die? Optimization Is More Than Creative Tweaks Most agencies obsess over creative, constantly swapping headlines, images, and copy. For Scott, optimization should be more structured. At his agency, they use a decision log to rank potential actions by impact, focusing on whether the problem is the offer, the creative, the traffic, or the budget. But Scott added a fourth optimization factor most teams miss: signaling. If you don't send the right signals back to ad platforms, your optimization efforts don't matter. Meta, in particular, is very good at claiming credit for conversions it didn't truly drive and if it sees quick conversions, it will chase more of those, even if they're just repeat customers. Training Ad Platforms to Optimize for What Actually Matters To fix this, Scott recommends creating separate events in Meta's Events Manager for new customer purchases versus repeat purchases. That way, ad sets can optimize specifically for the outcome you want. If you're closing existing customers through email or SMS, you don't want Meta learning from those conversions. But when a new customer buys, Meta gets a clean signal and starts finding more people like them. Scott noted that when creative and offer are solid, sharpening signals alone can dramatically reduce acquisition costs within a month. You can even go deeper by signaling based on SKU types, allowing platforms to optimize toward higher-quality or more strategic purchases—not just any conversion they can grab credit for. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

This episode is a throwback to our podcast with Mike Brand and his milestone 1000 deals a few years ago. From valuable tips on prospecting areas to new one-liners to use on the doors, this episode is timeless and much needed in today's turbulent market.CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

In this episode of Home Business Profits with Ray Higdon, discover the cold prospecting scripts that have helped entrepreneurs achieve remarkable success. Hear firsthand success stories and practical advice on how these scripts can transform your business and maximize your profits. Learn how a simple, targeted approach can make all the difference in your prospecting efforts. Tune in now! ——