Professional Sales Tips you'll learn today on The Sales Podcast... Author of "The Psychology of Improving From A to Z: The ABC's of Self-Improvement" He gives them away to connect with real estate professionals S.I.T. "Stay In Touch" if you want to succeed in sales Emails monthly Sends a snail mail newsletter His daughter does the real estate side of things He does the loans You must get customers before you even have a database to market to Who has a problem I can solve? Related episodes and posts Tom Hopkins is the legend in real estate sales and sales training. Listen to his interview on The Sales Podcast, #115t. Sales is really just two things: How can I help my customer make money? How do I help my customers save money? Inch by inch it's a sinch. Yard by yard it's hard. He buys lists of high interest borrowers and those with PMI He does snail mail to them and gets 0.4% percent to respond, so 4/10ths of a percent A lot of people say "maybe" and he drips on them New, fresh customers in one part of the database and then the "maybes" FU means "Follow Up" FU to FT (follow through) Work smart and work hard The Big Four Twitter YouTube LinkedIn Facebook Business Page The fifth is TikTok. It's unbelievable over there! He does a lot with senior citizens on reverse mortgages and so he's reaching the kids of those prospects He gets on Groups on LinkedIn and engages Certified financial planners, Elder attorneys, etc. is where he posts and engages Be careful not to oversaturate the groups He posts once per week with fresh content Give, comment, like, and acknowledge others Contribute because givers gain "It is in giving that you receive." St. Francis of Assisi It is in giving that you receive." People don't care about you It's a slowly but surely kind of thing It requires some patience No one thing works. They all work. He eventually gets some DMs and leads happen Even his Facebook personal page gets him traction Uses HootSuite to share onto his Facebook Page "I remember things and I forget things." His son persuaded him to write a book His son wrote a book when he was 22, "How to Get Focused In a Distracted World" when he was at Chapman and he learned how to focus and got straight A's His son challenged him to write a book after attending his seminars because Paul always had an ABC list on how to grow and improve. Paul doesn't want to write another book because it's hard! Took him two years. You gotta be willing to make mistakes...but never make the same mistake twice. S.I.T.: Stay In Touch to succeed in sales." It's best to learn from the mistakes of others Without a goal, good luck! In 1983, interest rates were 13-14%. Now they're in the high 5% range instead of the high 2%. PDR: Practice. Drill. Rehearse. (Tom Hopkins) You have to address the stalls and the "I'll be back." "Come from your heart. Just to clarify for me." The set aside technique..."Let's set that aside for now. What else is causing you to delay this decision?" "If you don't do anything at all, and you won't hurt my feelings, how is your life going to get better?" Then shut up and listen. Silent and listen are the same six letters. A lot of times they don't trust you. Go find the decision makers. Seek progress instead of perfection." Be like Larry King and Oprah. Ask open ended questions. Get them to recognize the problem Give them the tool to scratch the itch. Listen with your eyes, your ears, and your heart. If you wait for the perfect time, it'll never happen. It's okay. Take a step. Sales Growth Tools Mentioned In The Sales Podcast Get his book, "The Psychology of Improving From A to Z: The ABC's of Self-Improvement" Visit ImproveTube.tv

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“What did the council decide on item 42?” — answered with the speaker and the moment.