Podcast appearances and mentions of randy illig

The following episode is also available on YouTube: https://youtu.be/U4rQb2ug058 This week we take ideas and insights from Roberta De Girolamo, Director of Sales at Dropbox about change management.   Change is going to happen, that's inevitable. But it's critically important to set your expectations along the way.  We take a look at the role of the change champion, the value of pilots and hypotheses in implementing change, as well as the need to understand individual motivations and team culture. What you'll learn: Why the majority of people do not like change. Why intentional communication about a change's positives and negatives will benefit your team. What are the different groups of people, and how do they each react differently to change. How a pilot failure might not be a failure at all.   -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- AI is here.  Is your sales team ready? Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals. Download this guide to learn how to use technology as a weapon. Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer. This guide will discuss: Using AI to Profile the buyer Identify Behavioral Data Target Buyers and Influencers Get your free whitepaper at Fullfunnelfreedom.com/ai -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- Resources: Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity - by Kim Scott Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship - by Mahan Khalsa, Randy Illig, Stephen R. Covey, et all. The Dip - By Seth Godin Change: The Sandler Way - By Hamish Knox Roberta De Girolamo on LinkedIn Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com

Back on the show for his 4th round, I'm talking to Jason O'Neill with the luxury boutique brokerage in Carmel, Indiana, Circle Realty. Jason, a top luxury real estate agents for a couple of decades and  also a former CEO of a national brokerage franchise with over 400 agents has insights from in the weeds details that get deals done to how to turn visions into reality.Former episodes on the show with Jason are Episode 52, Selling vs Marketing; It's All About Relationships.Episode 99, Success: It's Not How, But WhoEpisode 227, The 3 C's to Build Your Business & Your BrandToday, on episode 302, Jason and I talk about How to Get Clarity, Get Real and Get It Done.⚡️Powered by BreakthroughLuxury Coaching & Membership https://BreakthroughLuxury.com ================Chapter Notes:00:00 Introduction 02:00 Jason's first 3 Episodes on Jere Metcalf Podcast03:26 The Power of fcusing on the ‘who'07:23 What makes the  difference in a listing presentation11:30 Real Estate Broker Power Question17:07 The Essential ingredient, clarity19:05 Time, Money & the Real Estate Agent20:33 Three things that drive the seller 28:08 2 real life stories on ‘the three things'35:36 The power of being real41:02 The shortcut to winning in luxury real estate 45:42 Drama vs Value48:35 Next level alliances in luxury 54:21 The Walmart vs the Nordstrom effect 59:36 Brand is essential01:03:15 Client relationships01:03:57 Life/career changing booksPeople/ Resources Mentioned:Sotheby's international realtyGlobal Networking Event Malcolm GladwellBooks:Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship by Randy Illig & Mahan KhalsaOutliers: The Story of Success by Malcolm GladwellThe Tipping Point: How Little Things Can Make a Big Difference by Malcolm GladwellThe Pursuit of Wow! Every Person's Guide to Topsy-Turvy Times by Tom PetersStillness Is the Key by Ryan HolidayDesigning Your Life: How to Build a Well-Lived, Joyful Life by Bill Burnett & Dave EvansBuilding a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller Quotes:“Being a good practitioner is better than being a good prospector.”“The strength is being able to ask the questions, and find out the answer and build rapport in a relationship.”Jason O'Neil' Previous Episode:Episode 52 - https://youtu.be/kq_sv-oxJU8Episode 99 - https://youtu.be/YRRbmiF_yFgEpisode 227 - https://youtube.com/live/FVIQpWQ_Zjc================ ================About the Jere Metcalf Podcast:Jere, current coach and consultant, former top luxury real estate agent of Sotheby's International Realty, interviews the world's most renowned and best real estate agents around the country. These Agents tell their stories, how they got into the business and what has made them successful from their biggest mistakes to their biggest breakthroughs in one of the oldest and most competitive industries.All shownotes, videos and more at JereMetcalfpodcast.comPowered by BreakthroughLuxuryCoaching & Consulting for the Luxury Real Estate AgentBreakthroughLuxury.com .More on Jere Metcalf Podcast:► Visit our Website: https://www.jeremetcalfpodcast.com/► Find us on Facebook: https://www.facebook.com/JereMetcalfPartners► Follow us on Instagram: https://www.instagram.com/jmpartnersio #JereMetcalfPodcastSUBSCRIBE NOW and don't miss a show – new episodes every week

You are competing with the top salespeople in your industry for the same customers. For each sales opportunity, there is only one winner. What really works to stand out and sell more? In their book 'Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More', Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. In the new, hybrid live-online and in-person world, the classic techniques of selling are much less effective, sales pipelines are languishing, and buyer-seller interactions look and feel very different. Buyers can't tell the differences between one salesperson's offerings and another's because everyone looks and sounds the same and competition is intense. Many salespeople aren't getting first meetings or they're conducting plenty of additional meetings that go nowhere, and they aren't winning enough business. My guest Dale Merrill is a highly sought-after international speaker and trusted advisor to sales and business leaders at many of the world's most admired companies. He is a global managing director in FranklinCovey's sales performance practice where he helps clients dramatically grow revenues and profitability. For more than 30 years, Dale has led businesses and helped a wide range of clients solve challenges and win more business in virtually every region of the world. He helps clients drive top and bottom-line growth by innovating new ways of thinking and executing to get different and better results. Website | Amazon | LinkedIn

Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More by Dale Merrill, Scott Savage, Jennifer Colosimo and Randy Illig About the Book: You are competing with the top salespeople in your industry for the same customers. For each sales opportunity, there is only one winner. What separates a “winner” from the rest of the very best and makes them “strikingly different”? Six years of intensely focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner! What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the “Strikingly Different” sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results. Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills. The 6 vital skills to stand out and sell more: Capture Attention with Verbal Billboards Create Excitement with Movie Trailers Build Confidence with Flashbacks and Flashforwards Become Essential with “Why Us!” Differentiators Get Curious and Find the Gaps Navigate Traffic Lights and Close the Gaps If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling. About the Author: Dale Merrill is a Global Managing Director in FranklinCovey's Sales Performance Practice where he helps clients dramatically grow revenues and profitability. For more than 30 years, Dale has led businesses and helped a wide range of clients solve challenges and win more business around the world including North and South America, Europe, the Middle East, Asia, Africa, and Australia. Prior to joining Franklin Covey, Dale served in senior executive leadership roles at several different companies, including as President of a 1,500-employee digital services company, as CEO of a private investment company, and as a Partner with a global consulting company. He is a proud graduate of Brigham Young University and, interesting fact - he is also a Certified Public Accountant. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/strikingly-different-selling-dale-merrill

Randy Illig writes in Forbes about how to keep your sales people in the midst of the "Great Resignation." What you do to keep people now is good practice for always keeping good people. There are a couple of consistent practices that will help you as a sales leader or sales professional have continual success. Join the conversation by following us on LinkedIn 

The first quarter is closed and you either made quota or not. Whether you did or didn't the second quarter is on and you are left to figure out how to keep yourself or the team motivated. What is your will to continue? What is your team's will to continue? Having genuine authentic conversations to asses the will/skill of each person on your team is this podcasts conversation. Enjoy! Click here to read Randy Illig's Article in Forbes on Skill / Will Join the conversation by following us on LinkedIn.

A quick check for you..are you starting the year self oriented or buyer oriented? One way will win out over time according to Mahan Khasla and Randy Illig in their book Let's Get Real or Let's Not PlaySupport the show (http://www.unstoppable.do)

Have you ever felt uncomfortable asking your prospect a deeper question? But wish you had? In Let's Get Real or Let's Not Play, Mahan Khasla and Randy Illig address this issueSupport the show (http://www.unstoppable.do)

So you have to make a concession, what does the research say about how you should do that? Mahan Khasla and Randy Illig give a golden nugget in their book Let's get real or lets not playSupport the show (http://www.unstoppable.do)

Bonni Stachowiak: Teaching in Higher Ed Bonni Stachowiak is the host of the Teaching in Higher Ed podcast, a professor of business and management at Vanguard University, and my life partner. Prior to her academic career, Bonni was a human resources consultant and executive officer for a publicly-traded company. She joins me monthly to respond to listener questions. Listener Questions Samantha asks about how to confront an employee who is not willing to take direction for her. Cathy is wondering how she can lead on a team where she does not have formal authority. Amir is seeking advice on how to step into a director role with confidence and managing former peers. Kelly asks about responding to stakeholders who give suggestions when it doesn’t align with organizational strategy. Resources Mentioned Let's Get Real or Let's Not Play* by Mahan Khalsa, Randy Illig, and Stephen R. Covey Working Wardrobes* Related Episodes How to Manage Former Peers, with Tom Henschel (episode 257) How to Actually Move Numbers, with Chris McChesney (episode 294) The Path to Start Leading Your Team, with John Piñeiro (episode 349) Finding Joy Though Intentional Choices, with Bonni Stachowiak (episode 417) Discover More Activate your free membership for full access to the entire library of interviews since 2011, searchable by topic.

Bonni Stachowiak: Teaching in Higher Ed Bonni Stachowiak is the host of the Teaching in Higher Ed podcast, a professor of business and management at Vanguard University, and my life partner. Prior to her academic career, Bonni was a human resources consultant and executive officer for a publicly-traded company. She joins me monthly to respond to listener questions. Listener Questions Samantha asks about how to confront an employee who is not willing to take direction for her. Cathy is wondering how she can lead on a team where she does not have formal authority. Amir is seeking advice on how to step into a director role with confidence and managing former peers. Kelly asks about responding to stakeholders who give suggestions when it doesn’t align with organizational strategy. Resources Mentioned Let's Get Real or Let's Not Play* by Mahan Khalsa, Randy Illig, and Stephen R. Covey Working Wardrobes* Related Episodes How to Manage Former Peers, with Tom Henschel (episode 257) How to Actually Move Numbers, with Chris McChesney (episode 294) The Path to Start Leading Your Team, with John Piñeiro (episode 349) Finding Joy Though Intentional Choices, with Bonni Stachowiak (episode 417) Discover More Activate your free membership for full access to the entire library of interviews since 2011, searchable by topic.

Boosting Sales Performance | Join sales expert Randy Illig as he shares the common traps that sales organizations fall into and how to avoid them. Subscribe to the FranklinCovey On Leadership email newsletter and receive weekly videos, tools, articles, and podcasts to help you become a better leader. ow.ly/tH5E30kAxfj

Sustainable Sales Performance Join sales expert and Forbes columnist Randy Illig as he outlines how leaders can consistently hit their targets, while creating a distinctive buying experience for their customers. Subscribe to FranklinCovey On Leadership and receive weekly videos, tools, articles, and podcasts to help you become a better leader. ow.ly/tH5E30kAxfj

Authors Randy Illig (Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship) and Geoff Colvin (Talent Is Overrated)