Podcasts about Prospecting

One of the keys to maintaining value is to be able to differentiate your product or service from the competition. While this can be difficult to do, it is necessary to keep from becoming commoditized. Be ready for some critical thinking as Scott and I investigate The Power of Product Differentiation and other flippant philosophies on Episode 673 of the Winning at Selling podcast. Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Top 90 Sales Management Podcast - We're #3! https://www.millionpodcasts.com/sales-management-podcasts/ 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

Feel like an Account-Based Prospecting expert yet? If not, you'll get there in no time.In this Tactical Tuesday episode, Sam and Vivien are back to dive a bit deeper on ABP — this time getting into advanced strategies like job-based prospecting tactics, tapping into niche markets, and leveraging CRM systems effectively in your bizdev efforts. Like in most things recruitment-wise, the conversation really comes back to just how important it is to build — and maintain — a warm approach. Building relationships > pitch-slapping, every time. Chapters:00:00 - Becoming an expert in account-based prospecting for recruitment02:50 - A practical guide to job-based business development06:08 - How to dominate your recruiting niche for better candidate sourcing09:10 - How account-based prospecting transforms your client pipelineExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Episode Info After a series of conferences where I saw some sales tactics that were having the opposite effect from what the person employing them would have wanted, I thought I'd use an episode to share some of the advice I give to companies I've advised over the years. It's informed by my direct experience having been an executive at insurance companies who got sold to, and running the sales function for a B2B SaaS insurtech solution provider. Hopefully this is valuable to anyone trying to sell into the insurance industry (and to those of us on the receiving end of those sales efforts!). Episode Summary This episode provides insights into effective sales and networking strategies for those selling to insurance companies. It challenges conventional sales tactics and emphasizes the importance of personalized and informed approaches. Key Points: Personalized Outreach: Avoid blanket approaches like mass emails or messages. Instead, invest time in understanding if the recipient is a genuine prospect. Tailor your messages to address specific needs and demonstrate genuine interest. Challenges with Conventional Tactics: Many sales playbooks advocate for reaching out to everyone, but this often leads to brand damage and wasted efforts. The video argues that the insurance industry requires a different approach due to its unique nature. Effective Networking: Utilize platforms like LinkedIn for meaningful connections rather than relying solely on event apps, which are often underutilized. Be mindful of social etiquette, such as not interrupting ongoing conversations or meetings. Building Relationships: Focus on being informed and culturally aware to foster genuine relationships. The goal is to reach a point where the prospect feels understood and sees you as a potential solution to their challenges. Practical Advice: Spend a few moments researching potential clients to ensure they are the right fit. Be upfront about your intentions to avoid wasting time on both sides. This episode is brought to you by The Future of Insurance book series (future-of-insurance.com) from Bryan Falchuk. Follow the podcast at future-of-insurance.com/podcast for more details and other episodes. Music courtesy of Hyperbeat Music, available to stream or download on Spotify, Apple Music, and Amazon Music and more.

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!

Guest: Mike Kochenderfer   Guest Bio: Michael Kochenderfer is a seasoned sales leader with a proven track record of driving growth and building high-performing teams. As Regional Sales Manager at RECO Equipment, Inc., he is recognized not only for increasing revenue but also for his mentorship and coaching skills. Michael is dedicated to fostering professional development within his team, creating a positive and supportive work environment. His leadership has been instrumental in managing complex projects, including overseeing the most intricate commercial installations in DIRECTV's history. Michael's commitment to excellence and his ability to build strong relationships make him a respected figure in sales management.   Key Points: Backstory & Entry into Sales Michael didn't originally see himself in sales due to negative stereotypes. Started as a part-time employee and unknowingly excelled in sales by simply helping people. Realized that sales is just helping people achieve what they want. Created a personal sales model based on fishing: F + L + P = Success o Fish = Prospect o Location = Where you find them o Presentation = How you engage them   Career Growth Held various sales and sales management roles, growing from retail to B2B and outside sales. Learned cold calling, refined targeting, became top salesperson, and began training others. Gained confidence through servant leadership and authenticity from mentor Evan.   Leadership Style Key philosophy: He supports, removes roadblocks, and leads by doing. Authenticity: This means being the best version of yourself and not pretending to be someone you're not. Team integration: Prioritizes relationships and alignment rather than authority.   Hiring Philosophy Core values come first. Look for loyalty, professionalism, and hard work. Uses tools like LinkedIn, Indeed, and ZipRecruiter. Prefers candidates with equipment-adjacent experience and a stable job history. Wants long-term team members who see the company as a place to retire from.   Managing Existing Teams Challenges of managing people already in place when you're new. Focuses on building trust through authenticity and helpfulness rather than authority. Believes in empowering the team, not controlling it.   Performance Management Performance Improvement Plans (PIPs): Custom, supportive, and hands-on. Rooted in detailed effort and results analysis. Requires a heavy coaching commitment from him. Goal: fix performance issues collaboratively before considering termination. Terminations: The most difficult part of leadership, handled with empathy and responsibility.   Training & Onboarding Critical to success: structured, immersive, and cross-functional. Includes vendor trainings, internal team shadowing, and real-time coaching. Believes great onboarding sets the foundation for long-term success.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Air Date - 11 June 2025Join Inspired Living Host Marc Lainhart – The Intuitive Prospector™ this “Wisdom Wednesday” as we welcome to the show for the first time, international psychic-medium teacher and mentor, Ms. Karen Docherty. “The loss of a loved one brings questions, heartache, and a longing for connection. But love doesn't end when life does — it only changes form. Through the gift of Spirit, I am blessed to bring you messages of comfort, healing, and hope, reminding you that those you love still walk beside you, guiding and supporting you from the other side. When you hear their words, you begin to live with peace, knowing that love truly never dies.”JOIN US for another inspiring, educational, healing, and transformative show! Let us go “PROSPECTING!”#KarenDocherty #InspiredLiving #MarcLainhart #InterviewsAbout the GuestSince the discovery of her abilities, Karen has worked tirelessly to bring the word of Spirit to those who need it most. From the UK to the USA, from Asia to Australia, clients from all over the world meet with Karen to receive readings, enrol in mentorships and share a space for discussions on the power of Spirit. A woman with spirit and a breath of fresh air, Karen offers a contemporary approach to psychic work and mediumship based on traditional principles. Filled with love and compassion, she stands as one of the most reputable and skilled mediums in modern times. Karen offers 1-2-1 sessions as well as mentorship. She also gives public demonstrations of mediumship.Website: https://www.karendocherty.comVisit 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/

Do you ever catch yourself living a moment that feels like a story in the making?Do you pause long enough to notice it… or better yet, document it?Because here's the truth: the everyday moments you experience—if captured as they happen—can become the most powerful prospecting tool you'll ever have. Not in an obvious way, but in the most authentic, subliminal way possible.In this episode I get to interview the mortgage industry's favorite storyteller, and one of the speakers who I met WAY back in 2020 at the very first event I ever spoke at! Talk about a full circle moment. Alan Christian is an incredible human, a wildly successful mortgage professional, and more importantly he shares some simple, yet profound, ways to quickly monetize your socials without spending a dollar on it. Connect with Alan:Instagram: https://www.instagram.com/alanchristianmortgageteam/Facebook: https://www.facebook.com/alan.christian.372Website: https://alanchristian.com/ Connect with Michelle:Website: https://bermanmediapd.com/Instagram @BermanMediaSocialYouTube: https://www.youtube.com/channel/UCTgG-BvwWOQ_jEYDZ-gKVxQ Need a Dynamic Speaker for an Event or Group? Duh...Me!Email: Michelle@bermanmediapd.com

Spending hours on lead research, but still missing the mark?Caspian Lewke, AE at Numeric, showed his strategies on finding actionable intel on real prospects. See exactly how top performers verify contact data, uncover relevant triggers, and craft personalized messages that land.No theory, no fluff — just what works right now. From pre-research steps that save hours to AI prompts that uncover hidden insights about both companies and decision-makers.Leave with a faster, smarter way to write cold emails that land.You'll Learn:How to verify prospect data in minutes, not hoursWays to personalize your first touch fastAI prompts that surface key insightsThe Speakers: James Buckley and Caspian LewkeIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Gong

Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. If you're avoiding prospecting, it's not a time issue—it's a belief issue.  In this episode, your hosts, Steve Kyles share a personal story about how a mindset shift around prospecting transformed his business—and how it can change yours too. Whether you're stuck in survival mode or struggling to make the calls, this episode will help you reframe your resistance and find your why.  You'll learn:  • Why your thoughts about prospecting are holding you back  • How to rewrite your belief so calls become energizing, not exhausting  • A simple exercise to flip the script from “I hate it” to “I love it”  • How this mindset shift leads to more freedom, better relationships, and a stronger pipeline  Want help putting it into action? Start with a free coaching call at FreedomPlanningCall.com.  Don't forget to subscribe to the Loan Officer Leadership Podcast so you'll never miss an episode!

Hey, Mompreneurs! Join us for a powerful conversation on clarity, confidence, and creating the life you desire!   Charity Brown is a passionate CEO, author, and coach dedicated to empowering women entrepreneurs. She shares her inspiring journey from a young mom with a dream to a successful business owner who now helps others unlock their full potential.   In this episode, we discuss: How to identify and overcome limiting beliefs The importance of mentorship and support in entrepreneurship Prioritizing self-care and breaking free from the cycle of people-pleasing Charity's Four Ps framework: Power, Planning, Prospecting, and Profits   Charity also shares her personal experiences with burnout and how she navigated through challenging times to emerge stronger and more resilient.   If you're a mompreneur looking to find balance and thrive in both your personal and professional life, this episode is for you!   Connect with Charity: Website | Instagram | FaceBook | YouTube   ✨ Join my Mompreneur Glow Up email list. It's your go-to source for all things life, leadHERship, and mindset.  

Are you leading with purpose — or just going through the motions? What's the difference between intentional leadership and reactive management.  How can you create a collaborative culture by design and not by default.  Whose fault is that? Stay tuned for an engaging conversation about “leading the way” to your personal and professional goals as Bill and I welcome speaker and author Dave Herpy to discuss Leading with Purpose and other suggestive snippets on Episode 672 of the Winning at Selling Podcast. AMAZON: Leading with Purpose Dave Herpy website 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

Zoom trainings Story Mastering Package audios Small consistent habits lead to huge changes in your wealth episode Free Magic Words for Prospecting audios Master the Four Core Skills 

Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. If you're avoiding prospecting, it's not a time issue—it's a belief issue.  In this episode, your hosts, Steve Kyles share a personal story about how a mindset shift around prospecting transformed his business—and how it can change yours too. Whether you're stuck in survival mode or struggling to make the calls, this episode will help you reframe your resistance and find your why.  You'll learn:  • Why your thoughts about prospecting are holding you back  • How to rewrite your belief so calls become energizing, not exhausting  • A simple exercise to flip the script from “I hate it” to “I love it”  • How this mindset shift leads to more freedom, better relationships, and a stronger pipeline  Want help putting it into action? Start with a free coaching call at FreedomPlanningCall.com.  Don't forget to subscribe to the Loan Officer Leadership Podcast so you'll never miss an episode!

In this switch-up episode, Lex interviews Sam re: the topic on everyone's mind: Account-Based Prospecting. Proactive business development is the name of the game — but why should recruiters really care? And how can they actually get started? As VP of Marketing at Loxo, Sam knows a lot about Account-Based Marketing, Sales, and Prospecting. He walks us through:How recruiters can leverage this approach to systematically win more clientsDefining an ideal client profile (ICP)The role of AI in this processEffective outreach strategiesMeasuring successAnd more!It's your practical guide to getting started with ABP — and a must-listen for modern recruiters. Want to learn more about business development as a recruiter? Check out our playbook here. And be sure to listen to our Tactical Tuesday episodes on the topic (which bookend this episode) for even more tips. Chapters:00:00 - The ultimate account-based prospecting guide for recruiters03:48 - Why account-based prospecting is a game-changer for recruiters09:30 - How to define your ideal client profile (ICP) in recruitment15:50 - The recruiter's guide to effective client outreach strategies20:26 - The best outreach channels for connecting with new clients20:10 - Getting started with account-based marketing (ABM) for your agency29:50 - Measuring what matters: Recruitment KPIs for ABM success39:40 - Continuing your business development journeyExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

"One mistake a lot of companies make is they try to hit every single platform and they never develop any roots and any depth on one platform. They're too scattered." - Adam Packard In this episode of the People Dividend, host Mike Horne talks with Adam Packard from Ninja Prospecting to discuss the importance of building relationships on LinkedIn, evolving strategies for effective networking, and the role of content and video in enhancing engagement.  Adam shares insights on how to differentiate oneself in a crowded market and emphasizes the value of adding value first in networking efforts. The conversation also touches on the challenges faced by HR professionals in navigating LinkedIn and the importance of creating meaningful connections. Key Points: The importance of adding value first in networking Adapting strategies to align with LinkedIn's evolving platform Networking as a means of creating future opportunities   Links:  Learn more about Mike Horne on Linkedin Email Mike at mike@mike-horne.com Learn More About Executive and Organization Development with Mike Horne Twitter: https://twitter.com/mikehorneauthor  Instagram: https://www.instagram.com/mikehorneauthor/,  LinkedIn Mike's Newsletter: https://www.linkedin.com/newsletters/6867258581922799617/,  Schedule a Discovery Call with Mike: https://calendly.com/mikehorne/15-minute-discovery-call-with-mike     Learn More about Adam Packard https://www.linkedin.com/in/adampackard/  

In this Tactical Tuesday episode, Sam and Vivien discuss the importance of proactive business development in recruitment, focusing on Account-Based Prospecting and how to effectively leverage Most Placeable Candidates (MPCs).Throughout the conversation, they explore strategies for identifying suitable companies for candidates — and emphasize the significance of tailored outreach to enhance engagement and build relationships. Are you currently doing any proactive bizdev? If not, this episode will give you a great overview of the basics and a good idea of where to start! Chapters:00:00 - The proactive playbook for recruitment business development03:10 - Marketing your MPCs: How to find the perfect companies for your top candidates06;00 - How to build your recruitment business development engine08:04 - The hidden goldmine: Building a talent pipeline from rejected candidatesExplore all our episodes and catch the full video experience at loxo.co/podcastBecoming a Hiring Machine is brought to you by Loxo. To discover more about us, just visit loxo.co

Episode 097: This week, Kyle Van Pelt talks with Jason Early, Founder and CEO of RISR, a wealthtech platform helping financial advisors better serve business owners. With a background in financial services, leadership, and fintech, Jason is passionate about solving complex problems and empowering advisors through data, technology, and behavioral insight. Kyle and Jason explore why business owners are often an underserved yet high-potential client segment. Jason shares how RISR equips advisors with the tools and technology needed to navigate the complex needs of these clients—and why now is the time to tap into this fast-growing market. In this episode: (00:00) - Intro (02:40) - Jason's money moment (04:45) - What RISR is all about (06:28) - Key tools and features RISR offers advisors (08:23) - Why so many business owners go without financial advisors  (10:32) - What makes business owners ideal long-term clients (12:44) - How AI powers the RISR platform (16:49) - Prospecting strategies for engaging business owners (18:54) - The growing industry focus on business owners (21:50) - Future trends in financial advising (24:35) - Jason's Milemarker Minute Key Takeaways A large portion of high-net-worth individuals are business owners, yet many don't work with financial advisors—representing a major growth opportunity. Business owners face unique and often complex financial situations that require more than traditional wealth management—advisors who understand this can deliver outsized value. While business owners may not always have immediate liquidity, their long-term potential makes them ideal clients for strategic, relationship-driven advisors. RISR helps advisors serve this segment by providing smarter data, personalized insights, and tools designed specifically for the challenges business owners face. Quotes "Business owners need better advice, and the advisors that serve them need better tools and technology." ~ Jason Early "Business owners make the best clients for advisors. We need to position advisors with the tools and the technology to be able to serve." ~ Jason Early "68% of millionaires own businesses, and 89% of people worth $30 million or more own businesses. And so, if you are in the advice business, you get paid for the size of the problems you sell. And nobody has bigger problems than business owners." ~ Jason Early Links  Jason Early on LinkedIn RISR McKinsey & Company Be Where Your Feet Are Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Guest: Tom Wardach   Guest Bio: ​After serving for a few years as an officer in the US Army, I ventured into the business world, and that wasn't even my original plan! After almost 35 years in my current industry, I never thought that I would be in it for that long. And yet after more than 3 decades, here I still am. I have had the capacity to work for some great companies and wonderful teams in sales, personnel, customer service, product, and information management.   Key Points: Background and Career Path · Tom attended a military college in South Carolina and served in the Army. Leadership and discipline learned there laid the groundwork for his career. · Transitioned to sales through a connection his wife had with Georgia-Pacific, where he began as an inside salesperson. · Emphasizes the importance of connections, not burning bridges, and seizing opportunities.   Military Lessons Applied to Sales · Experience in leading teams in the military helped him lead sales teams. · Military discipline translates well to self-motivation and accountability in sales roles, especially in remote work settings.   Egger Wood Products Role · Initially hired for a key account manager role, was later promoted to lead the U.S. sales team as part of a succession plan. · Tasked with building the U.S. sales team essentially from scratch.   Building a Sales Team · Before hiring, he and the company identified what traits they were looking for in candidates. · Uses a collaborative approach to hiring, incorporating feedback from other team members and HR. · Emphasizes collaboration, input from colleagues, and a structured onboarding process.   Hiring Philosophy · Candidates must have a proven sales background. · Prefers candidates with a short learning curve on the product side due to immediate business needs. · Ideal hires have both sales and some industry familiarity (e.g., OEM experience). · Doesn't hesitate to make quick decisions when it's clear a hire isn't a good fit, unlike companies that wait too long. · Acknowledges the emotional difficulty of letting people go, even when necessary.   Sales Team Expectations · Key account managers are expected to both acquire new business and grow existing accounts. · Sales at Egger involve long sales cycles and complex conversions (e.g., product switching or manufacturing changes). · A key priority is expanding Egger's brand presence in the U.S. since its local manufacturing started in 2020.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Network marketing compliance is not optional—it's critical. In this episode, Todd Falcone breaks down the compliance mistakes that are putting companies and reps at risk—and how you can avoid becoming the reason your company gets investigated. You'll learn: What the FTC and FDA say about income and product claims Why “lifestyle marketing” can violate compliance even without words How to use income disclosures correctly The dangers of making disease or medical claims about products What to do if someone on your team is making exaggerated or illegal claims If you're in network marketing and you care about protecting your business and income, this training is essential. Watch the full episode here: https://ToddFalcone.com/episode325 The #1 Selling Script Book in Network Marketing: https://ToddFalcone.com/guide Additional Resources for you:  Todd's Blog:     |  http://www.toddfalcone.com/blog Facebook:    |   https://facebook.com/thefearlessnetworker  Instagram:    |   https://www.instagram.com/toddfalcone/  LinkedIn:       |   https://www.linkedin.com/in/toddfalcone/  ————————— ABOUT TODD FALCONE ————————— Not at all afraid to tell-it-like-it-is, Todd Falcone is an entertaining speaker, with a bold approach to teaching people the real truth about what it takes to succeed in network marketing. Todd has first-hand experience having previously developed massive organizations during a 20+ year career as a distributor in the field. He has presented to audiences both big and small across the globe and his how-to approach is as real as it gets. As a speaker and trainer, Todd's training is considered an invaluable resource applicable to any organization's success. He focuses on everything from the fundamentals of beginning a home business in network marketing to very advanced offline and online strategies, as well as leadership development, team building and accountability for entrepreneurs.   Todd's speaking style is both refreshing and highly entertaining. His approach to teaching is direct, raw, real and funny as it gets. Todd will have your audience both laughing and learning at the same time.  His clients describe him as “intense”, “fun”, “honest” and “authentic.” If you're looking for a speaker that knows how to build a network marketing business, Todd Falcone is the best choice. He is one of an extremely small group of trainers on the circuit today that not only train on the subject, but who has actually BUILT several large organizations. To Book Todd for an event, webinar or conference call, visit:  https://ToddFalcone.com/hire-todd-to-speak/   

Fearless Agent Coach & Founder Bob Loeffler shares his insights on Prospecting for Expired Listings 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.

Has it ever happened to you that you go into an appointment expecting to meet with a single person, but when you get to the conference room there are already 3 other people seated around the table? Although this can cause your stomach to turn over, it isn't really a bad thing. However, it can go south quickly if you don't adapt your strategy. Hey kids, gather your whole team around the radio as Scott and I investigate Selling to a Group and other transcendent truths on Episode 671 of the Winning at Selling podcast. 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

Gary breaks down the terms and systems used for ranking mlb prospects and reveals key prospects to be on the lookout for as they may be on the verge of a call up. Watch full episodes on youtube @theballcardshow 

This episode dives into the question I get more than any other: How do you grow a 401(k) business? If you're entering the space or trying to get better at it, you've probably heard a lot of noise. Scripts, shortcuts, and promises that sound too good to be true. I'm not here for that. I'm sharing what actually works, where most advisors go wrong, and what you need to have in place before you worry about sales strategy. If you want to build a business that lasts, this episode is for you. Connect with me on LinkedIn if you want to talk more. And if you enjoy the show, a quick review goes a long way.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Lydia Hutchison for a powerful conversation on what works in modern B2B prospecting. Lydia explains why typical AI-personalized messages fail to cut through and how relevance, rooted in deep customer understanding, wins every time.She unpacks her triple-touch framework, the value of tone and timing, and the human psychology that underpins effective outreach. Lydia also reveals her favorite high-converting tactic that combines manual research with real-time relevance. If you're struggling with connect rates, sequence performance, or objection handling, this episode offers a fresh, actionable perspective.Key TakeawaysRelevance Trumps Personalization: Generic personalization wastes the prospect's time. Relevance speaks directly to their daily pain and success metrics—and that's what drives replies.Triple-Touch Strategy Works: Lydia advocates a three-channel approach—phone, LinkedIn, email—for testing message resonance and adjusting in real-time based on feedback.Lead with Psychology, Not Scripts: Authentic, thoughtful outreach begins with understanding how people accomplish their tasks—and how you can help them do it more effectively.Objections Aren't Always Real: Recognize the difference between a true objection and simple disinterest. Learn to use tone, timing, and multichannel follow-up to stay human and helpful.AI is a Research Assistant, Not a Salesperson: When used well, AI can support better outreach by helping reps research personas and challenges, but it shouldn't write your messages for you.Quotes“Everybody is getting their job done without you. So your job is to show them how to do it better—not tell them they're doing it wrong.”Best Moments (0:56) Lydia Hutchison's Journey into Sales (2:59)Developing Expertise in Sales Execution and Prospecting  (8:00) Differentiating Relevance and Personalization in Prospecting(12:09) Key Factors to Make a Sales Message Stand Out (14:19) Example of Focusing on Relevance Over Personalization (16:27) Process for Ensuring Consistent and Compelling Messaging Across Sales Teams(18:34) Approaching Objection Handling (20:33) Actionable Advice for Struggling Prospecting Teams Shout-outsJason Bay – Lydia recommends Jason for practical advice on sales openers and messaging, especially for go-to-market teams. His content helps reps connect more effectively with prospects.Jen Allen-Knuth- Jen's focus on the psychology of sales resonates with Lydia. She recommends Jen's insightful LinkedIn posts on buyer behavior and objection handling.About the GuestLydia Hutchison is the Head of Business Development at DataHub. She is a data-obsessed sales leader, builder of outbound sales motions, from early-stage startups to global enterprises. Lydia is passionate about coaching for success and empowering sales development orgs to crush their revenue and career goals.Website: datahub.comConnect with Lydia.

  Wow, did you know that the secret to Nooks' sales success is a surprising ratio of BDRs to AEs? They're breaking the mold and it's paying off big time. But how are they doing it? Find out in this podcast episode and prepare to be amazed. Stay tuned for the unexpected twist that's revolutionizing their sales strategy. Want to transform your outbound sales game and see genuine connections with prospects? Discover the solution that will boost your productivity and help you achieve these results. Let's dive in and revolutionize your outbound sales strategies. AI and Human Touch: The New Sales Edge Hannah Willson, CRO at Nooks, reveals how blending advanced AI tools with genuine human engagement is transforming outbound sales. By leveraging intent signals and AI-driven prospecting while maintaining authentic connections, sales teams can build stronger pipelines and accelerate growth. This is Hannah Willson's story, this week's special guest: Hannah Willson's introduction to the world of leveraging AI in outbound sales strategies stemmed from her role as the CRO at Nooks. It was her hands-on experience in coaching sales teams and her deep understanding of the challenges in pipeline development that propelled her towards exploring modern shifts in sales tactics. Witnessing the evolution of intent signals and the potential of AI-driven approaches, Hannah recognized the immense impact of integrating advanced technology with human-to-human engagement in sales. This realization kindled her commitment to embracing innovative sales techniques, positioning her as a trailblazer in navigating the dynamic sales landscape. Hannah's journey serves as an inspiring example for sales leaders, encouraging them to adapt and thrive in the ever-evolving sales domain through strategic utilization of AI and cutting-edge sales methodologies. Sales is changing so much right now. We have technology that we never had before. It's the organizations that are really leveraging that technology and still leveraging the human element that are the ones that are really accelerating over others. - Hannah Willson About Hannah Willson Hannah Willson, the Chief Revenue Officer at Nooks, boasts an impressive 20-year sales career, with a decade at a major publicly traded company and another decade at startups in the Bay Area. Her current role sees her driving outbound sales strategies using Nooks' comprehensive AI platform, including parallel dialers, AI bots for sales coaching, and AI prospector tools for automated list building and research. With her transition from being a long-time customer to now leading Nooks' sales team, Hannah brings a unique blend of firsthand experience and strategic leadership to the table. Her expertise in modern pipeline development and the fusion of technology and human touch in sales makes her a sought-after voice in the outbound sales landscape. In this episode, you will be able to: Master AI for outbound sales in order to revolutionize your approach and skyrocket your results. Cultivate a thriving calling culture that can transform your sales team's performance and boost morale. Embrace the human element in modern sales, a key to forming genuine connections and closing more deals. Harness intent signals for pipeline development that can supercharge your lead generation efforts and drive conversions. Unveil social selling best practices for B2B sales that can unlock new opportunities and expand your client base.   The key moments in this episode are: 00:00:00 - Challenges in Pipeline Development 00:03:16 - Hannah's Background and Nooks 00:05:10 - Hannah's Athletic Experience 00:07:21 - Shifts in Modern Pipeline Development 00:12:29 - Building a Calling Culture 00:13:34 - Importance of Building a Calling Culture in Sales Teams 00:15:34 - Importance of Sales Channels and BDRs 00:17:22 - Human-to-Human Engagement in Sales 00:18:22 - The Future of Sales and AI 00:21:55 - Evolution of Intent Signals and AI-Driven Approach 00:26:05 - Importance of Preparation for Sales Calls 00:26:56 - Addressing Pipeline Development Issues 00:28:53 - Leveraging LinkedIn for Pipeline Development 00:32:33 - Social Engagement Challenges and Solutions 00:38:12 - Reimagining SDR-to-AE Ratio 00:39:02 - Importance of Hiring the Right Model 00:39:53 - Connecting with Hannah 00:41:03 - Favorite Movie and Personal Insight 00:41:44 - Podcast Closing and Call to Action Timestamped summary of this episode: 00:00:00 - Challenges in Pipeline Development Hannah discusses the difficulties in modern pipeline development, emphasizing the changing landscape and the need for organizations to leverage technology and the human element to accelerate their pipeline building efforts. 00:03:16 - Hannah's Background and Nooks Hannah shares her sales background and her recent role as CRO at Nooks, a comprehensive AI platform for outbound sales. She highlights Nooks' capabilities and her personal experience as a customer before joining the company. 00:05:10 - Hannah's Athletic Experience Hannah reveals her collegiate swimming experience and draws parallels between swimming and sales, emphasizing the importance of repetition, practice, and continuous improvement in both disciplines. 00:07:21 - Shifts in Modern Pipeline Development Hannah discusses the evolving strategies in modern pipeline development, highlighting the ineffectiveness of traditional methods and the increasing reliance on technology. She emphasizes the importance of leveraging technology while still maintaining the human element in sales efforts. 00:12:29 - Building a Calling Culture Hannah addresses the challenges of building a calling culture within sales organizations, emphasizing the time-consuming nature of cold calling and the reluctance of reps. She highlights the benefits of technology in simplifying the cold calling process and the importance of setting a productive and efficient calling culture. 00:13:34 - Importance of Building a Calling Culture in Sales Teams Hannah reflects on the fun and camaraderie of sales teams in the past and emphasizes the need to continue fostering a positive and engaging work environment, especially with remote teams. 00:15:34 - Importance of Sales Channels and BDRs Hannah discusses the importance of utilizing multiple sales channels and the role of BDRs in self-sourcing deals. She emphasizes the need for a combination of different channels based on the organization and buyer preferences. 00:17:22 - Human-to-Human Engagement in Sales The discussion delves into the significance of real human-to-human engagement in sales, particularly at events, through cold calls, and on social media. The emphasis is on genuine connections and meaningful interactions. 00:18:22 - The Future of Sales and AI Hannah highlights the importance of human-assisted AI in the sales process, where technology assists in gathering data and providing suggestions, but the human touch remains essential for meaningful engagement. 00:21:55 - Evolution of Intent Signals and AI-Driven Approach The conversation delves into the shift from old-school intent models to modern AI-driven approaches, emphasizing the depth and richness of intent signals and their impact on generating high-quality pipeline for sales teams. 00:26:05 - Importance of Preparation for Sales Calls Preparation is key before a discovery call or cold call to prevent hang-ups. Having all information in one place helps customize emails and improve engagement. 00:26:56 - Addressing Pipeline Development Issues New CROs should prioritize pipeline assessment. Looking at inbound and outbound segments helps identify and fix pipeline issues. 00:28:53 - Leveraging LinkedIn for Pipeline Development Consistent LinkedIn engagement and authentic, personalized posts from SDRs and customers can drive inbound leads and improve sales engagement. 00:32:33 - Social Engagement Challenges and Solutions Many reps struggle with posting and commenting on social media. AI tools like Flypost help streamline content creation and humanize engagement with prospects. 00:38:12 - Reimagining SDR-to-AE Ratio Nooks has a unique SDR-to-AE ratio based on pipeline generation and conversion rates, challenging traditional ratio-based structures. Tailoring team size to pipeline economics has been successful for Nooks. 00:39:02 - Importance of Hiring the Right Model Hannah discusses the importance of hiring the right model for their organization and how they constantly monitor and replicate successful models. They focus on investing in SDR organization to make them more productive using technology. 00:39:53 - Connecting with Hannah Mario asks Hannah the best way to connect with her. She suggests reaching out to her on LinkedIn and emphasizes the importance of a personalized connection request referencing the podcast. 00:41:03 - Favorite Movie and Personal Insight Hannah shares her all-time favorite movie, Elf, and how it always makes her laugh. Mario highlights the importance of mentioning Elf when reaching out to Hannah, providing a personal touch in sales interactions. 00:41:44 - Podcast Closing and Call to Action Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast. He also promotes the use of FlyMSG to increase productivity. Reimagining Team Structure for Results Nooks challenges traditional sales models with a unique SDR-to-AE ratio, tailoring team size based on pipeline generation and conversion rates. This innovative approach, combined with a focus on hiring the right talent and investing in productivity tools, has fueled their sales success. Building a Winning Sales Culture The episode emphasizes the importance of cultivating a vibrant calling culture and using multiple sales channels. Consistent preparation, personalized outreach, and embracing technology like AI-driven coaching and content tools empower teams to create genuine connections and drive better results. The resources mentioned in this episode are: Connect with Hannah Willson on LinkedIn and mention specific insights from the Modern Selling podcast to start a meaningful conversation. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help others discover the valuable content. Reach out to Nooks for more information on their comprehensive AI platform for outbound-related activities, such as parallel dialer, AI bots for coaching, and AI prospector tool for automated list building and research. Watch the movie Elf for a good laugh and a fun time. Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th  

Guest: Karen Barbour   Guest Bio: ​With nearly 40 years of surety experience, Karen Barbour founded The Barbour Group in 2002, a nationally licensed surety agency focused on construction bonding and advocacy, with offices in Maryland and Tennessee. TBG is a certified DBE, WBE, WOSB, and WBENC firm. Her advocacy sparked in the late 1990s when achieving a Federal Acquisition Regulation change permitting annual bond forms to support five-year contracts instead of one bond for five years, giving small and minority 8(a) firms the capability of bonding such projects. Karen serves on the U.S. SBA's National SBDC Advisory Board, MAA (BWI) Small & Minority Business Advisory Council, as Vice Chair for AMAC's Government Affairs Committee, and on boards such as Women Construction Owners & Executives and Girl Scouts of Central MD for over 10 years. Karen co-founded the Alliance for Hispanic Commercial Contractors, Party For A Cure, and the National Small Business Party. She continues to manage an exclusive surety bond program with Hensel Phelps Construction Co. that to date has bonded over $170,000,000 in subcontracts with no losses.   Key Points: Early Career and Challenges as a Woman Started in the insurance and surety industry in the 1980s as one of the few women in a male-dominated field. She faced pay inequality and a lack of mentorship or grooming for leadership. Despite working 80-hour weeks, she wasn't offered ownership opportunities.   Founding the Barbour Group After a successful career as a bond producer, she left to start her firm in 2002. Her motivation included economic independence, work-life flexibility, and family care (as a single mom and caretaker for her father with Alzheimer's).   Passion for Cold Calling Loved the challenge and directness of cold calling. Used it to differentiate herself and prove her value in a field where women were not readily accepted. Emphasized understanding of construction and surety underwriting, which made her uniquely effective.   Advocacy for Minority and Women-Owned Businesses A pivotal moment came in her 20s when she unintentionally walked into a minority contractors' meeting. Shocked by the industry's bias (her company directed underwriters to flat-out decline minority applicants), she left and began actively advocating for diversity. Worked to bond minority and women-owned firms, growing underwriting from $250,000 to $2.5 million in a year without losses.   Personal Motivation and Values Grew up in a polluted, working-class neighborhood in Maryland. Experienced loss and hardship early in life (lost her mother at 11). Driven by empathy, fairness, and a strong sense of justice. Discovered later in life that her biological father was a neurosurgeon, which helped her understand her innate compassion.   Diversity, Inclusion, and Economic Equity Emphasizes the importance of seeing and celebrating cultural differences, not ignoring them. Believes diversity brings better business outcomes and strengthens communities. Argues that systemic exclusion limits contributions from capable individuals and that access to capital and education are key.   Community and Social Impact Initiatives Founded the Alliance for Hispanic Commercial Contractors to support minority businesses with financial assistance, consulting, and sponsorships. Created Party for a Cure, a nonprofit supporting children with neurological diseases. Developed a political platform, the National Small Business Party, to give small businesses a stronger voice in policy.   Core Philosophy Step through fear—growth and purpose lie on the other side. Use business as a vehicle for empowerment, particularly for underrepresented groups. Diversity isn't just a value—it's a strategic imperative for societal and business success.     Guest Links: www.thebarbourgroup.com www.ahcc-midatlantic.org www.nsbpusa.org – National Small Business Party Home | Minority Business RoundTable | Washington, D.C. - Nonprofit for AHCC www.pfac-md.org Party For A Cure – Nonprofit that helps kids with Neuromuscular Diseases       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Alternative business models in mineral exploration and mining can build value for communities, benefit resource companies and influence perceptions in our industry. This episode highlights two innovative companies who are changing the business of mining:  Nations Royalty and VRIFY. Nations Royalty, a TSXV-listed royalty company, is focused on creating royalty diversification for indigenous people. Kody Penner, VP of Corporate Development at Nations Royalty, joined host Halley Keevil to explain the background and the business model.  First, he tells his own story as an indigenous person growing up surrounded by British Columbia's mining industry. The company,  Nations Royalty, is the first indigenous-owned mining royalty company, and their indigenous ownership and management make them unique. He elaborates on how they balance corporate goals with indigenous goals and values, how they are creating wealth for indigenous groups, and what is next for the company in the future. Next, Steve de Jong, CEO of VRIFY, talks about the company's history and how they came to their current business model as an AI-focused mineral exploration and software service provider. Launching at PDAC in 2024 with just 4 clients, VRIFY now has 30 clients and gains 5-7 new clients per month. Steve discusses how their team of geoscientists and machine learning experts utilize every scrap of data from a company in order to build predictive models that deliver targets to their clients. He reviews the many ways in which VRIFY is unique in the industry, including the symbiotic relationship they have with clients, enabling them to use their proprietary software alongside the VRIFY team. He hints at some exciting current and future successes that the listener should stay tuned for. Steve believes we are about to enter into a period where AI will be ubiquitous in the mining industry, and VRIFY will be ahead of the game.   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!

Are you leading… or just managing? In this powerful episode of the No Broke Months Podcast, Dan Rochon breaks down the real difference between managing tasks and leading people to their best. You'll learn the step-by-step path from lead generation to true leadership—and the habits that separate average agents from impact-driven leaders. Plus, Dan shares a personal story about marriage, trust, and the people who shape your life and business. If you're building a team—or thinking about it—this episode could save you years of mistakes.What you'll learn on this episodeLeadership starts with the people you choose to partner with in life and in business.The growth path of a business follows this evolution: 90/10 (business/talent), 50/50, then 10/90.Prospecting isn't just for leads, it's for talent. Building the right team multiplies your results.True leaders teach others how to think, so they can act with clarity and confidence.Trust, communication, and clear expectations are the foundation of high-performance teams.Leadership and management aren't the same leaders inspire, while managers supervise.Great leaders set the direction, provide tools, then get out of the way.Retention of talent is driven by value, challenge, and culture.Accountability and check-ins are the glue that turns high standards into real performance.Your most critical decisions come down to relationships, who you marry and who you hire.If you're ready to stop managing chaos and start leading a business that runs with clarity, purpose, and performance—this is your next step.Teach to Sell isn't just a book about closing more deals. It's a blueprint for leading yourself, your clients, and your team with influence that earns trust and drives results. Whether you're an agent, team leader, or entrepreneur, this book will help you unlock the kind of leadership that creates Consistent and Predictable Income. Preorder your copy of Teach to Sell now and become the kind of leader people want to follow.Preorder here and start building a business that never has another broke month. https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: Dan Rochon's book on leading with influence and clarity.Consistent and Predictable Income Community (CPI): A growth-driven team focused on helping entrepreneurs and agents eliminate broke months. 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

Social media was started to get people addicted to become less productive.

Have you ever thought about how having your own podcast, or being a guest on one, could benefit you and your business? What if I told you, it was one of the most successful business builders I have, and is also the most fun outbound prospecting tool? In this episode I get to interview a new friend who I met through a mutual friend that was a sponsor at her conference. Amanda Bennett is an incredible mom, entrepreneur, and helps moms grow their podcast with aligned collaborations and fresh ideasand brings a really unique perspective to my show. Not something we have talked about before, but got me fired up and excited about how it can help you all! Connect with Amanda:Instagram: https://www.instagram.com/gotchamama/Facebook: https://www.facebook.com/gotchamamaWebsite: https://gotchamama.com/updated-services Connect with Michelle:Website: https://bermanmediapd.com/Instagram @BermanMediaSocialYouTube: https://www.youtube.com/channel/UCTgG-BvwWOQ_jEYDZ-gKVxQ Need a Dynamic Speaker for an Event or Group? Duh...Me!Email: Michelle@bermanmediapd.com Want FREE Social Media Advice? Join our FREE FB Group!

How would increasing your word-of-mouth reputation affect your sales pipeline in the short and long term?  A referral from your network is one of the most credible and cost-effective forms of marketing.  For salespeople, activating and amplifying word-of-mouth can shorten your sales cycles and build trust faster than any website or email.  But is this an effective form of prospecting for immediate sales results?  Let's dust off that prospecting plan from 2007 as Bill and I dive into Increasing Word-of-Mouth and other noteworthy nuggets on Episode 670 of the Winning at Selling Podcast. 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  

You can join us in ⁠https://businesscreator.club/⁠ Ever feel like you're shouting into the void with your content? You're not alone. Today I sit down with Dana Darr, one of our Business Creator Club founding members, to discuss the challenges of monetizing content and finding your footing in the digital landscape. Dana shares his journey, recent negative experiences, and his current quest to leverage his skills in a more entrepreneurial capacity. We dive deep and brainstorm in order to clarify communicating the value proposition and finding the right audience for his services. Key Insights from Our Chat: • How to narrow down and pick the problem you solve. • How to discover key communities with big leads • How to frame your content to help your ideal client • The value of direct outreach and what comes next Whether you're a seasoned content creator or just starting out, this conversation offers valuable insights into the process of turning your skills into a viable business. It's a reminder that the path to success often involves stepping out of your comfort zone and embracing the learning process. Timestamped Overview: [00:00] Intro: Why this is a “very different” episode [02:00] How Dana found the show — the newsletter series that inspired him [04:00] His current transition: job loss → full-time content creation [06:00] Wrestling with burnout and capacity [08:00] The challenge: “How do I explain what I do… and sell it?” [10:00] Breaking down a key lesson: create with your audience, not for them [13:00] Using interviews as a stealth discovery/sales strategy [17:00] Clarity through content: diagnosing the actual ideal customer [20:00] How to qualify your clients before you waste energy [24:00] UX design examples: churn, onboarding, and AI integration [28:00] Who are you really helping — and do they have money? [34:00] Start small: solve one specific problem for one ideal client [40:00] Prospecting strategy: where to find your people, and how to DM them [48:00] The 5-call tactic that landed Luis his first clients [51:00] Outreach reframed: “I'm curious, not pitching” [54:00] What's coming next in Business Creator Club Connect with Fonzi: Facebook Instagram LinkedIn Twitter Connect with LUISDA: Facebook Instagram LinkedIn Twitter Subscribe to the podcast on Youtube, Apple, Spotify, Google, Stitcher, or anywhere you listen to your podcasts. You can find this episode plus all previous episodes here. If this episode was helpful, please don't forget to leave us a review by clicking here, and share it with a friend.

Roll Task Format Be specific for targeted resultsSaving time and moneyBe careful of AI hallucinatingFacts vs conversationsAI Prompts for Profit bookFree Magic Words for Prospecting audios Master the Four Core Skills 

If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta's notorious I-285 parking lot or any other major city's rush hour nightmare, that windshield time is either making you better or making you bitter. Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stuck in traffic. But here's the thing—this advice isn't just for managers to give their reps. It's for YOU, the field rep, to take control of your own success. Let me tell you how to turn those frustrating hours in traffic into your secret weapon. Driving Isn't an Accomplishment First, let's get something straight: driving is not an accomplishment. I don't care if you put 200 miles on your car today—that doesn't mean you accomplished anything meaningful for your business. Too many field reps confuse activity with productivity. They think because they drove all over creation, they had a productive day. Wrong. The goal is to minimize your windshield time and maximize your face-to-face time. But when you ARE stuck in traffic, you better make damn sure you're using that time to get better. Smart Territory Management Saves Windshield Time Before we talk about maximizing windshield time, let's talk about minimizing it through smart territory planning. Map your territory into quadrants: Monday territory, Tuesday territory, Wednesday territory, Thursday territory, and Friday territory. If you're supposed to be in your Monday quadrant but you're driving to your Friday area, you better have a damn good reason. When you're planning your field time: Group your appointments geographically: Don't hopscotch all over your territory in one day Plan your route in advance: Use your CRM to map out the most efficient route Use the T-calling technique: When you arrive somewhere for an appointment, look left, look right, look behind you—can you make additional calls in that immediate area? The tighter your route planning, the more selling time you create and the less windshield time you waste. Prospecting from the Road (Safely) Now, here's where it gets interesting. That windshield time can actually become prospecting time—if you do it safely and legally. There are apps and dialers that let you load phone numbers and dial hands-free while you're stuck in traffic. You can also set up your phone so contact numbers are easily accessible with voice commands. Safety first: Only do this when you're completely stopped in traffic or pulled over. Never compromise safety for a sales call. Hands-free follow-up calls: Use voice-to-text features to send follow-up messages to prospects or customers. Planning calls: Call ahead to confirm appointments or reschedule meetings. Customer check-ins: Those relationship-building calls that keep you top-of-mind with existing customers. The key is preparation. Have your call lists ready, know who you're calling and why, and keep it simple and safe. Voice Technology Is Your Friend Today's smartphones have incredible voice capabilities that field reps should be leveraging: Voice-to-text for quick CRM updates Voice memos to capture important thoughts or follow-up reminders Hands-free scheduling and calendar management Voice-activated research on prospects or companies Learn to use these tools, and you'll be amazed how much more productive your windshield time becomes. Welcome to Automobile University The number one thing you should be doing while stuck in traffic is attending what the great Zig Ziglar called "Automobile University." When you're sitting in your car, staring at brake lights, what's coming through your speakers? Is it the news (which will just make you angry)? Music (which won't make you any money)? Or are you investing in content that makes you better at...

Today, we'll talk about the keys to building strong and long-term client relationships with SPI Logistics' Mike Ghouleh! Learn the crucial role of having a support system and his own formula for success by listening to this episode!   Here's What to Learn From This Episode: Client Transparency: Mike emphasizes open cost sharing, building strong client trust despite not being the cheapest. Highlights support team's role in client care as crucial for success. Sales Strategy: Mike advocates for a quality-focused client base over volume, aligning service delivery with client needs. Resilience and Growth: Overcoming setbacks and maintaining a long-term vision, the importance of personal fitness, support systems, and a clear 'why' to combat burnout and sustain motivation.  

If you're serious about winning more work, building trust with clients, and leading your sales team with confidence, let's talk. I'm offering a free 10-minute call to help you pinpoint exactly where your sales process is breaking down—and what to do about it.

Tired of chasing leads that go nowhere? Ryan Young, CEO of Fello and a top-producing team leader, delivers a no-nonsense blueprint for real estate domination.   Discover his "eat your own dog food" approach to business, the shocking truth about your CRM's hidden potential, and the exact steps to build a powerhouse team right now. Learn the crucial difference between a good database and a goldmine of future business.   Stop wasting money on cold leads and start mining the gold you already own!   Follow this link for the Jeff Turner post mentioned in the show.   Connect with Ryan on - LinkedIn.   Learn more about Fello on - Facebook - LinkedIn - Instagram and online at fello.ai.   You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/   Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.   Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/  

Power is about positively influencing prospects to do business with your company.

Learn how to manage your prospects effectively by categorizing them into A, B, and C levels, ensuring you're only investing your precious time and resources on the most promising leads. With Mark's insights, you'll discover why treating all prospects the same is a missed opportunity and how leveraging a CRM system can streamline your efforts. This episode promises to arm you with strategies that enhance productivity and boost your sales success. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!

In this episode of The Inquisitor podcast, host Marcus Cauchi interviews Edward Ingham about his journey from traditional, product-focused sales to a more customer-centric approach. The conversation delves into the real-life moments that shaped Edward's shift and the practical impact it has had on his career and well-being. Guest: Edward Ingham, Senior Sales professional (biopharm-bd.com) About Edward: Edward is a dual national British-Spanish salesperson based in Madrid, with 10 years of experience selling into enterprise pharma and startups. He has observed recurring sales themes across different company sizes and has learned significant lessons from his experiences. Key Discussion Points: The Epiphany Moment: Edward realised the need for change about five years into his sales career. This shift occurred when he stopped focusing on the technical aspects of the product and the prospect's role (like CBO or CEO) and instead looked inward, considering how his own actions were affecting the other person, viewing them as human beings. He began to think about how he would feel if someone was doing what he was doing to them. The second part of this transition was spending time to truly understand the prospect's world, recognising that they don't make impulse purchases and need to "sell" internally within their own organisation to get things done. Breaking Point: The old way of selling became unbearable, particularly during lockdown, when facing constant rejection alone in an apartment led to self-doubt. This coincided with him starting to listen to The Inquisitor podcast, which offered a new perspective on questioning people to understand their situation. The sense of rejection was the most difficult part of the old approach. Understanding Buyer Behaviour: Marcus highlights that buyers don't reject the salesperson, proposition, or product itself, but rather the uncertainty and lack of safety associated with the decision. Buyers want to make the right decision effectively and know that a purchase will deliver the intended outcome. Creating false urgency creates distrust. Learning and Improvement: Edward learned from ghosting experiences that prospects are not necessarily "mugging you off," but often have internal issues or priorities that take precedence. The key is to probe and ask tough questions (nicely) to understand the prospect's reality and qualify or disqualify opportunities early. This prevents "bulking up" pipelines with uncertainty, which can negatively impact forecasting up to the board and investors. Becoming an Ally: The moment of realisation that his job was to be the customer's ally, not their accomplice or adversary, came from slowly implementing client-centric approaches and seeing immediate positive results. Switching the tone in emails or meetings led to responses from non-responders, positive reactions, and feeling appreciated in the room. The Power of Client-Centricity: Edward found that adopting a client-centric approach, treating prospects as human beings with emotions, helps overcome imposter syndrome, especially for those without a deep scientific background in technical industries like pharma. This approach serves as a unique differentiator against salespeople who product push. Clients appreciate honesty, like direct answers to questions such as "Who is better, you or your competitor?". Improved Results: A major difference seen is that very little unqualified opportunity enters the pipeline. By asking questions and understanding the client's position and internal readiness, opportunities are typically only added at a later stage (like "submit proposal"). This results in a very high close rate for opportunities that do enter the CRM. This certainty is valuable for communicating upwards within the company. Prospecting for Life: Shifting the mentality from transacting or booking meetings to prospecting for a customer for life changes the entire conversation tone. The focus is on genuinely understanding the other human being and their pressures. Client Reaction and Referrals: When this shift occurs, people actually want to spend time with you and become just as invested in the conversation. The feeling of needing to chase disappears. Edward receives messages directly from prospects on their personal phones. He finds he needs to do less work on accounts because internal people know he isn't difficult to work with and will help them internally. People who were historically bombarded may reach out, demonstrating that less work structured differently leads to inbound interest. Activities Eliminated: Edward no longer wastes hours with "tire kickers" or spends time on "just checking in" follow-up emails. This time is reinvested in self-improvement or sales enablement. The customer-centric approach reduces waffle and uncertainty in pipeline discussions. Doing the Right Thing: A principled approach includes the absolute minimum gesture of honesty, such as advising a prospect that a competitor might offer a better, cheaper, or quicker solution if their request is out of scope. This is uncommon but helps differentiate a salesperson and build long-term memory with the prospect. Impact on Self: Being human-centric makes you a lot happier. You go home feeling like you've helped someone, which is often the antithesis of traditional sales. Done well, sales is about facilitating good decisions and empowering people. Engaging Broadly: Edward aims to engage with around 12 or more people within an account over the medium term, having interactions not solely focused on the sales process. It's important to get in touch with key people (like procurement or legal) before you need something from them. Working with Procurement: Edward learned that engaging with procurement with purely their interests at heart is pivotal. They are trying to save the company money and have specific KPIs; understanding these can help make their life easier and create internal advocates. The Power of Mentorship: A critical move was seeking mentorship from people he had previously interacted with, particularly those he might have "pissed off" as a salesperson, or people in roles like procurement. He crafted concise LinkedIn messages asking for 15 minutes a month of mentorship with "no strings attached" and a promise not to abuse the goodwill. The response rate has been incredibly high (above 90%). This provides invaluable insight into the customer's world, their internal pressures, and the emotional factors influencing decisions. No Need to Discount: Edward learned that discounting feels insincere and is effectively "lying to people". It should be avoided at all costs unless value has been clearly delivered and the prospect understands they need the product. Discounting hurts cash flow, forces more prospecting, and procurement remembers suppliers who are quick to discount. Owning Your Development: Edward advises people who are waiting for company training to stop pointing the finger. It is the individual salesperson's responsibility to train themselves. Finding role models (through podcasts, content, reaching out) and making yourself vulnerable by seeking feedback are key. How You Sell Matters More: Both Edward and Marcus agree that how you show up and how you sell matters more than what you sell. The intent behind the interaction will be remembered, not the technical details of the product. The Real Issue: The fundamental issue in sales is often time and relevance for the prospect at a given point in time, not the product itself. Becoming a Board Director: Edward's recent transition to a board director highlights the value of having frontline sales perspectives on boards, providing insights into market dynamics and customer reactions that senior execs might not have due to being removed from daily sales interactions. Final Challenge: Stop product pitching and focus on the prospect's world, their agendas, and their life. Treat them as human beings, understanding their needs and priorities, not just focusing on your own targets. Recommendations for Further Learning: Books: Demand Side Sales by Bob Moesta, Trust-Based Selling by Charlie Green, The Other Side of Sales by Mark Schenkeus, How to Make Friends and Influence People. Podcasts/Content: We Have a Meeting (WAM guys), Benjamin Dennehy, Jerry Hill. Community: Veblen Community (Callum Lang). Networking: Seek mentors through respectful outreach. Consider Sellers Anonymous. How to Connect: Edward Ingham: edward.ingham@biopharm-bd.com or reach out on LinkedIn. Marcus Cauchi: Get in touch regarding Sellers Anonymous or the Career Pathfinder. The conversation highlights the transformative power of shifting to a truly human-centric and principled approach in sales, leading to increased effectiveness, personal fulfillment, and stronger customer relationships.

Often when we are trying to make a sale we get totally focused on the value we can bring to the prospect and their business. Seldom do we consider the ramifications our new product or service will have for the people and their work flow. That's right; our new “whatever” is disrupting the business even as it is providing new value. In short we are talking about change and change management. So, don't get stuck in a rut as Scott and I welcome change strategist, Jenny Niemela to discuss Integrating Change Management into Sales and other fascinating factoids on Episode 669 of the Winning at Selling podcast. Integrating Change Management into Sales - from Special Guest - Jenny Niemela 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  

Tune into our weekly LIVE Mastermind Q+A Podcast for expert advice, peer collaboration, and actionable insights on success in the Probate, Divorce, Late Mortgage/Pre-Foreclosure and Aged Expired niches!Today's episode of the All The Leads Mastermind podcast began with encouragement for attendees to share both challenges and wins. Bruce highlighted agents finding success by consistently building their pipelines—one secured six listing appointments in a week, while another has landed two listings per month for three months through daily prospecting. David shared a standout story about navigating a difficult probate deal involving squatters, back taxes, and an unresponsive attorney. His persistence—plus a creative goodwill gesture (a box of Cuban cigars)—led to a breakthrough, a court-backed eviction, and a profitable rental. Camille discussed her team's success using door knocking to uncover distressed properties, which led to two probate opportunities. The story highlighted the value of combining in-person outreach with skip tracing and consistent follow-up. Sheila shared a long-term win, closing eight of twelve probate properties after nearly two years of effort and weather-related delays—showing the power of patience and repeat contact. Jessica from the marketing team offered tips on boosting mail response rates using brochures, flyers, and door hangers to stand out. The episode closed with a reminder that steady, consistent action—via calls, mail, or door-knocking—is what drives results in probate real estate.Previous episodes: AllTheLeads.com/probate-mastermindInterested in Leads? AllTheLeads.comJoin Future Episodes Live in the All The Leads Facebook Mastermind Group:  https://facebook.com/groups/alltheleadsmastermindBe sure to check out our full Mastermind Q&A Playlist Support the show

Jon Buehler from Jacksonville asks: "How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained periods of time." Jon's question gets to the heart of one of the most significant challenges in sales: maintaining disciplined, consistent, daily prospecting over the long haul. It's a challenge that plagues even experienced sales professionals. In this Ask Jeb article and Sales Gravy Podcast, I dig into why this happens and how to fix it. The Prospecting Paradox Prospecting is the lifeblood of sales success, yet it's the activity most salespeople hate and avoid. This creates a dangerous pattern I call the "desperation rollercoaster"—a cycle that wreaks havoc on your results, your mental health, and ultimately your career. Here's how it works: You prospect hard for a while, fill your pipeline, and start closing deals. Life is good. Then you get busy servicing those new clients and tell yourself you've "earned a break" from prospecting. Your prospecting activity slows down or stops entirely. Fast forward 30-90 days, and suddenly your pipeline is dry. Panic sets in. Your manager is breathing down your neck. Your commission checks shrink. Only then do you rediscover your "motivation" to prospect. And the cycle repeats. Up and down. Feast and famine. This isn't a strategy; it's a recipe for burnout and inconsistent performance. The Hidden Costs of Inconsistent Prospecting The desperation rollercoaster creates damage far beyond just an empty pipeline. When you're desperate for deals, everything about your sales approach deteriorates: You become pushy and pitchy instead of consultative You come across as desperate and insecure You focus exclusively on what YOU need, not what the PROSPECT needs Your discovery questions become shallow You skip crucial steps in your sales process You discount aggressively because you have no leverage Your negotiation and closing skills deteriorate In short, when you're desperate for deals, you sell terribly. Inconsistent prospecting doesn't just hurt your pipeline—it undermines your entire sales approach. The 30-Day Rule: Why Consistency Matters More Than Intensity In Fanatical Prospecting, I discuss the "30-Day Rule": The prospecting you do in this 30-day period will pay off in the next 90 days. This rule explains why inconsistent prospecting is so dangerous. When you take even a single day off from prospecting, it creates a hole in your pipeline 30-90 days from now. Take a week off, and you create a significant gap. Take a month off, and you essentially guarantee a sales crisis in your near future. Understanding this principle makes it crystal clear why consistency trumps intensity every time. I'd rather see you make 20 prospecting calls every day for a month than 100 calls in a single day and nothing for the rest of the month. The Pain and Pull Method for Maintaining Motivation So how do you maintain your prospecting discipline when motivation inevitably fades? I use the "Pain and Pull" method. The Pain: Visualize the Consequences When I don't feel like prospecting (and yes, even after decades in sales, I still have those days), I vividly picture what will happen if I skip it: The stress of an empty pipeline 60 days from now The uncomfortable conversation with my team The hit to my income and reputation The desperation that will undermine my sales approach By focusing on the pain I'll experience in the future if I skip prospecting today, I create immediate motivation to pick up the phone. The Pull: Connect to Your Why My friend Victor Antonio calls this "the big pull," connecting your daily prospecting discipline to your most important goals and aspirations. Nobody wakes up excited to make cold calls. But many people wake up excited about buying their dream home, sending their kids to college,

In this episode of The Fearless Networker podcast, Todd Falcone sits down with Mary Kennedy Thompson, CEO of BNI® (Business Network International)—the world's largest and most successful referral network. Mary shares powerful insights on the true value of referral-based marketing, how to ask for referrals without sounding salesy, and how to build long-lasting, profitable relationships that drive real results. Whether you're in network marketing, sales, or entrepreneurship—this episode is a masterclass in growing your business the smart way.

In this episode of the No Broke Months Podcast, Dan Rochon breaks down why most virtual assistant relationships fail—and what you can do to prevent it. From real-world examples to live team coaching, Dan shares how to build a scalable business using a clear, role-specific hiring process. Whether you're managing inside sales agents, marketing help, or VAs, this episode teaches you how to create clarity, track results, and lead with intention. This is a masterclass in hiring, expectation setting, and leadership essential listening for anyone growing a real estate business.What you'll learn on this episodeSetting vague expectations is why most VA hires fail.Clear metrics like “1.8 appointments/day” are essential for performance tracking.Prospecting costs time, marketing costs money—know which you're trading.Leadership is teaching people how to think so they can get what they want.Use role-specific benchmarks and evidence from peers to inspire new hires.Assign tasks based on skills and strengths, not convenience.Scaling requires more than delegation—it requires direction.Hiring without clear expectations is a recipe for disappointment.Use trackers and visual dashboards to manage performance.Just like in life, business relationships require clarity and commitment.Resources mentioned in this episodeTeach to Sell: Why Top Performers Never Sell – And What They Do Instead: Preorder Dan Rochon's upcoming book for a proven system to lead without selling. 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

Guest: Josh Blackman   Guest Bio: ​Josh Blackman is a licensed attorney, real estate broker, insurance broker, and general contractor. Mr. Blackman has some 45 years of business experience as a computer programmer, technical writer, practicing attorney, and entrepreneur. He has founded some six varied profitable companies, including a newsletter publisher, an email/postal-list marketer, a property manager, a real estate brokerage, a construction firm, a real estate holding company, and an insurance brokerage. His business experience includes overall managerial and administrative, marketing, people, project, and financial management, public speaking, contract drafting, and negotiation. He is the author of books and magazine articles involving law, the internet, property management, and real estate compliance.   Key Points: Business Overview · Based in Brooklyn, serving Brooklyn, Manhattan, and Queens. · Manages 130 properties with a staff of 25 employees.   What He Loves About the Business · It's never boring and highly detail-oriented. · Enjoys the variety, from client management to running operations. · The business keeps him constantly learning and adapting.   Sales Philosophy & Structure · Everyone is a salesperson — property managers, field staff, and leadership alike. · Josh and his COO focus on high-level sales to condo/co-op boards and rental building owners. · Sales also includes contracting work, managed by the Chief of Construction.   How Sales Culture is Built · Sales mindset is introduced during hiring and reinforced with weekly meetings. · Uses bonuses and metrics to reward those who generate work and retain clients. · Encourages employee idea-sharing to improve the company and drive growth.   Finding and Managing Leads · Generates “zillions of leads” mainly through SEO—a result of strong optimization since the company's founding. · Also gets leads from vehicle branding, signage on properties, and local reputation. · Faces challenges not in finding leads, but in closing them, partly due to pricing and capacity.   Lead Qualification · Has a process to vet prospects based on: o Location o Property condition and size o Willingness to follow legal requirements (e.g., insurance, safety) · Avoids clients who cut corners or ignore regulations.   CRM & Follow-Up Challenges · Only recently began centralizing lead info, moving from spreadsheets to CRM. · A major sales challenge is a lack of follow-up, especially on complex, multi-step jobs. · Emphasizes organization and tracking: writing things down, prioritizing tasks daily.   Leadership Approach · Inspired by insights from his wife, a child psychologist: reward the positive, understand human motivation. · Sees parallels between parenting and management: leading with structure, support, and positive reinforcement.   Guest Links: LinkedIn: https://www.linkedin.com/in/josh-blackman-734b1b5/ Website: brownstonepropertygroup.com       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Optimize your pipeline management and discover the secret formula to maintaining a thriving sales funnel by prioritizing inbound qualified leads and effectively managing prospect engagement. In this episode, Mark explains how by focusing on the top of the funnel, you'll ensure a steady flow of new opportunities, preventing the dreaded dry spell that many salespeople face when they concentrate solely on closing existing deals. By balancing your attention across all stages of the sales process, you'll enhance your ability to sell with confidence. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

Most leaders fail not because of bad hires—but because they never set clear expectations from the start. In this episode of the No Broke Months Podcast, Dan Rochon shares a step-by-step approach to building an organization where people thrive, results are measurable, and leadership becomes legacy. You'll also learn the real job description of a successful real estate agent and why hiring without vision is a recipe for failure.What you'll learn on this episodeThe true definition of leadership: teach someone how to think so they can get what they want.Success starts with belief—specifically, believing you can figure anything out.CPI Time: the 5-step job description of a successful agent.Prospecting costs you time, marketing costs money, and networking costs both—choose your growth vehicle intentionally.Why most people underestimate how much effort success really takes (and how to fix that).Time is a more precious asset than money—learn to trade wisely.The right way to set performance expectations with new hires.How weekly check-ins and clear success metrics reduce turnover and increase confidence.Building an organization means replacing yourself in low-value tasks to free up your time for high-impact work.Teach to Sell is not about manipulation—it's about influence rooted in legacy.Resources mentioned in this episodeCPI Community: Free access and support from top-performing real estate professionalsTeach to Sell: Influence through understanding how others thinkAuthority Attraction Framework: Prospecting, marketing, and networking as lead gen levers 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 powerful episode, Dan Rochon unpacks the foundational truth behind every successful business: belief. He shares the visual framework he uses to teach business growth—starting from mindset and leading all the way to leadership. You'll learn why most agents are stuck, how to escape time traps, and why clarity is power when building a team. Plus, Dan shares a personal breakdown of his most precious assets—and why money comes last.What you'll learn on this episodeThe most important business decision? Who, not what.How Dan teaches business growth using a building analogy: Belief, Lead Generation, Organization, Leadership.You must believe you can figure it out—especially in the age of AI.Prospecting, marketing, and networking are the only 3 ways to lead generate.Most agents don't grow because they're afraid of spending money—but time is the more precious resource.Hiring is about alignment, not just skill.Your job isn't to keep people—it's to attract and retain the right ones.Why you should always ask: is your vision big enough to need help?You don't need infinite money—you need leveraged impact through leadership.Resources mentioned in this episodeCPI Community: Free access and coachingCPI Mastermind Facebook Group: Join the discussion and get live scripts To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

How do you manage conversations, remember your priorities, and accurately forecast sales—all while juggling a packed calendar? You guessed it: your CRM. But most salespeople treat their CRM like a dumping ground instead of the behavior-driving tool it should be. So sharpen your stylus and clear your memory cache as Bill and I dive into Using Your CRM – Part 2: Managing Conversations, Priorities and other perilous projections on Episode 668 of the Winning at Selling Podcast. Part ONE - Why Enter it Into The CRM 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