Getting Into The Sales State of Mind

Getting Into The Sales State of Mind

A few weeks ago, I was hosting one of our Break Free Academy events in Dallas and the guest speaker was Hoss Pratt. Hoss had a presentation he was putting on for the first time. In one of the segments he talked about how he had a “dialer glove” he would...
Stop Selling What They Don’t Want To Buy [Video]

Stop Selling What They Don’t Want To Buy [Video]

We, salespeople spend the majority of our time doing things other than selling. We prospect, fill pipelines, market; we network and everything else, so we can spend five percent of our time doing the one thing that gets us paid; closing. The problem is that salesfolks...
How To Murder Sales Quotas Without Working Yourself To Death

How To Murder Sales Quotas Without Working Yourself To Death

The only people who deny having quotas are cops. Other than that, we all, especially salespeople, have quotas to meet. The problem with sales quotas is that they can be set very high and bring a lot of stress and pressure to our lives.   In 2007, my roommate was a...
Pre-Existing Conditions of the Sell [VIDEO]

Pre-Existing Conditions of the Sell [VIDEO]

For the life of me, I can’t figure out why salespeople get so emotional over objections, NOs and indecision. It’s never about us, the salespeople; it’s about communication and the prospect’s ability to process information in order to make a...
Who Is the Perfect Referral Partner for Loan Officers?

Who Is the Perfect Referral Partner for Loan Officers?

Tired of chasing realtors around, trying to buy them coffee in exchange for shitty leads? I feel ya. I don’t miss that at all. When a rookie LO starts on the job, the first thing the manager says is, “Go find some realtors to get loans from,” and...