You Don’t Need More Leads. You Need Trained People.
A lead is a stranger you have to convince from scratch. A trained person already trusts you. Here’s why the fifty people who already know you matter more than five new leads.
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Archive
Category: Sales Mindset.
Ditch the Script That Never Sounded Like You
Every sales script was written by someone who’s never met your clients. Here’s a quick audit to find out which of your lines are actually yours.
Nobody Remembers the Pushiest Agent
Pushy gets tolerated. Trained gets remembered, and remembered gets referred. Here’s why being useful beats being persuasive, every time.
If Your Pipeline Needs Constant New Leads, You Haven’t Trained Anyone Yet
Chasing new leads every week isn’t a strategy, it’s a symptom. Here’s the difference between hunting for a pipeline and building one that compounds.
The Best Agents Graduate Their Clients. They Don’t Just Close Them.
A closed client goes quiet. A graduated client refers three people before the moving truck shows up. Here’s the difference between the two, and how to build it into every deal.
Selling Convinces. Training Doesn’t Need To.
Convincing has to happen every time, from a standing start. Training only has to happen once. Here’s what twelve years of coaching tennis taught me about the difference.