Join host Sam Varner on the She Needs Profit podcast, where she unlocks the secrets to thriving businesses. In this episode, Sam delves into the number one challenge facing business owners: sales. With over 15 years of experience and insights from coaching entrepreneurs, Sam reveals why sales feel so daunting and offers actionable strategies to conquer them. Discover how to identify and engage with your sphere of influence, transform leads into sales, and sustainably grow your business. Plus, don't miss out on Sam's upcoming free sales webinar, where she'll equip you with tools to skyrocket your sales in just 30 days. Tune in now and revolutionize your approach to sales!
Takeaways
Welcome to the She Needs Profit podcast.
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I'm your host, Sam Varner.
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You know, in my 15 years of business
experience, I've noticed there are three
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things required to create a thriving
business.
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Sales, visibility, and profit.
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And yet most business owners find
themselves overworked, overwhelmed, and
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underpaid.
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If you own a private practice or are a
service -based business owner, this
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podcast is for you.
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On this show, I give you the tools,
strategy, and coaching,
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to run a profitable business and share
stories and insight from people who are
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right there with you.
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Let's dive into today's episode.
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What is the one thing that most business
owners talk to me about and ask me to help
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them with in their business?
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Yeah, I know you're at the edge of your
seat.
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If you've guessed it, it's sales.
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Now sales is a pretty broad topic when it
comes to business.
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So I've narrowed it down.
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The number one challenge that business
owners face in their business is
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converting leads or people that you have
met.
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through the sales process and actually to
the point of selling them your product or
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your service.
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And I know this to be true because I have
talked with hundreds of entrepreneurs over
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the last five years as I've been profit
coaching and I know this is the number one
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struggle.
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So if you're sitting there and you're
thinking, well, shit, yes, it's my
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struggle too, then you're in the right
place because today,
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We're going to talk all about why sales
feels so hard as a business owner.
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There is an immense amount of pressure
that we start to put on people or on
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ourselves when we're expecting a certain
outcome.
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I consider this to be a very graspy,
desperate feeling.
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And each one of us listening to this
podcast can for sure resonate with this.
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That feeling of like, I
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just need to close the sale.
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I just need to find somebody who says yes
to me today.
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I need to figure out how to bring the next
dollars into my business and to do it
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quickly.
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And while we don't honestly say that to
clients, right?
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We don't say that to potential people.
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That feeling, that desperation within us
is palatable to the people on the external
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world.
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They maybe don't know why they feel
uncomfortable, but they certainly know
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that they're not loving what you're
putting out there.
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And usually it's the energy behind that
ask.
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So the number one thing you have to do is
figure out how to get rid of that.
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And we can't always get rid of the actual
information in the background that says,
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my business needs more sales.
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I'm not bringing in enough revenue.
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I need to grow my business.
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I need to cover payroll.
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I need more cashflow, all of those things
can still be true, but we need to be able
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to separate those needs of the business
from our conversations with potential
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clients.
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And one of the best ways I know as a
business coach to help you with that is to
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help you with low hanging fruit.
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So if you're not familiar with that term,
it is really looking at all of the
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opportunity that you have around you in
the world.
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and capitalizing on the closest to closed
business that's in front of you.
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And no matter where you are in your
business, no matter how much experience
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you have, no matter how long you've been
doing this, there are people that are in
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your sphere that are ready to buy or
really close to being ready to buy that
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you've left hanging, right?
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You've left alone.
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And in order to make these sales, I'm
gonna teach you a couple of tricks.
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to kind of get back in the flow of it,
figure out how to get in front of these
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people and figure out how to actually
close them, okay?
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So first and foremost, you need to
determine when you look at your client
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list and your sphere of influence.
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So sphere of influence, when I reference
that term, I mean everybody in your world
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that you know, right?
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Everybody in your world that knows you
have a business,
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and you have a service or a product that
you offer, those are all those people.
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Now those people come in all different
places.
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They come with direct networking contacts.
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They come with other parents at your kid's
school that know what you do.
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They come by your neighbors.
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They come by past clients or past people
that you've spoken with about buying that
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for whatever reason they didn't.
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They will come from all of those social
media followers that you have that are
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watching and seeing at least some of your
social media posts.
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So they're aware that you have a business.
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They are watching.
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They are looking for that push for them to
make the sale, right?
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To make the purchase.
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So when I talk about sphere of influence,
usually people when pressed consider their
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sphere of influence to be fairly small.
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The reality is you have circle upon circle
upon circle of people that know who you
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are,
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and know what you do at varying degrees.
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One of the best ways as somebody who is
looking to grow their revenue in their
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business as soon as possible is to look at
those spheres of influence and think about
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who has been circling around in there for
a little while and how can you approach
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them?
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What would you need to do to move them
from a casual observer or an interested
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observer into an actual conversation about
purchasing?
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So first you need to figure out who those
people are.
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You need to go through and take the time,
and this is the part, right?
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We can feel very desperate and very quick
and very like, ah, quick, quick, quick.
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Sometimes what you have to do in business
is you have to slow down for a minute to
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speed up.
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So I'm gonna ask you to just believe that
for a minute, borrow my belief in that,
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and realize that if you slow down,
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take a look at your surroundings, evaluate
your audience, really truly evaluate who
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do you think is most likely to purchase
from you, who do you think is ready to
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purchase from you, who do you keep seeing
for whatever reason that you haven't
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actually had that conversation with, and
write them down.
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Now, you're gonna end up with a list of
names.
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There might be a handful of names on that
list or there might be more.
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So, what do you do next?
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You've got these names.
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The next thing that you have to do is you
have to calm down.
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Because now you're excited, right?
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You're like, oh, I found some people.
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I think this is great.
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Blah, blah, blah, blah, blah.
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If you go after those people like that,
you're like a dog with a bone, and you're
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going to drive them off.
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You have to center yourself.
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Take a deep breath.
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This is the woo -woo part of business that
took me forever to learn.
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But what you think, what you're capable
of, what you create is all controllable by
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you.
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So before you reach out to these people, I
want you to sit down and take five minutes
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and write for five minutes why your offer
is amazing, why the results that people
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get that work with you are amazing, what
are the results that they get when they
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work with you, how does it transform their
lives, what is the value that you are
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putting out into the world, and how would
it directly benefit these people?
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All the while thinking about these people
that you've come up with on your list.
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from that space and that space alone, we
come up with an outreach plan.
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We come up with a way to get in front of
those people and engage them in a
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conversation.
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Not a, hey, are you ready to buy a house?
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That is not the way we do it, okay?
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But what we do is create a dialogue.
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So if this is someone, for example, on
your social media and you have seen them
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liking your posts and commenting and that
sort of thing and you're starting to think
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they're in there for a reason.
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I want you to come up with three or four
different questions you could potentially
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ask the client, the potential client, on
the DMs in Instagram that would get them
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to start a dialogue with you.
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This is conversational starting only.
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So what are those?
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We're gonna pretend for a second that
you're a realtor, okay?
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And you see somebody that has posted over
and over again or commented over and over
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again on posts that you've done about a
particular neighborhood.
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Your first inclination is going to be to
ask them something like, hey, can I answer
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any questions you have about Hidden
Valley?
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Think about how that feels, right?
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If you're the client receiving that,
that's aggressive, right?
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I haven't even said hi to you this morning
and you're already like right up in my
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business.
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So alternatively, hey Ted, I noticed
you're liking a lot of the posts that I'm
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putting out there about Hidden Valley.
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Okay, actually I'm gonna correct that and
say like, hey Ted, I noticed that you
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loved the post about the garden on that
house in Hidden Valley.
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Are you guys looking to get some gardening
done or to redo the garden beds in the
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front of your yard?
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Ted's gonna say like, yeah, I've been
looking and just trying to find somewhere
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that's front facing.
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Okay, no problem.
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So then your response is, oh yeah, I get
it, right?
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How many times have I planted things and
they've died because I don't really know
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where they're supposed to go?
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I have a great gardener.
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that would be able to help you with that.
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Would you like me to put you in touch with
him?
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Yeah, that would be great.
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Okay, now here's the kicker.
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So Ted, is there any particular reason
that you're getting the gardens done for
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your house?
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Then wait.
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He may say, yes, we're thinking about
putting our house on the market and we
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wanna make sure it looks great before we
do that.
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He may say, yes, we're having a big
graduation party for my daughter and the
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family's all coming and so we wanna just
spruce up the place.
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He may say, yep, Shelly's been on at me to
actually get some non -dead plants in the
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front yard, and so I'm just trying to do
it properly so I don't have to do it again
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in three months.
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All of those things are going to give you
information.
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Not all of those things are gonna lead to
a sale.
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And here's the thing, just because we have
a conversation with people doesn't
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necessarily lead to the sale.
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But do you see how some of those are
information that you may be interested in
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as a...
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potential realtor?
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First one, we're getting ready to list.
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Okay, that's a gold star.
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We're really excited about that, right?
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You can continue the conversation from
there.
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Second one, my daughter is having a
graduation party and we're getting things
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spruced up.
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Okay, as realtors know, life transitions
often then will sometimes be accompanied
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by housing transitions, if not now, in the
future.
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So,
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That is a note to put in the CRM.
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Mary is graduating 2024.
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She's the youngest kid.
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Downsizing?
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Question mark and put them on the maybe
downsizing list for your followup.
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The third one, if the wife is just looking
for him to actually do some gardening out
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front and get their house looking great,
then you can be the resource for that.
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Hey, I got you.
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Let me get you in touch with...
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My gardener, he's fantastic and I know he
works in Hidden Valley all the time.
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Is there any other house projects that I
can help put you in touch with a great
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professional to help you with?
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Anything else she's tasked you with?
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And he may say, you know, it's funny you
mentioned that she did talk about window
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cleaning.
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Okay, you are now a resource.
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Ted, I've got you.
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I've got a great, great company that does
window cleaning.
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They're called Window Genie.
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You just give them a call.
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They'll be able to help you right away.
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These are slow plays, okay?
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This circumstance, answer number three
from him, is not gonna result in a client
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right away.
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But what it is gonna result in is that Ted
remembers that if he needs something
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household related, there's a reasonable
chance he could call you and you'd have an
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answer.
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And that's gonna continue to be your
answer.
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You're gonna have help for him at all
times.
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And when and if he gets to that point, or
hears that somebody else is getting to
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that point of buying or selling a home,
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you become a great resource that he is
very comfortable referring and or using
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himself because you've been so helpful.
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Do you see how it works?
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You have to go through the activity with
each one of these people and not be
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expecting an outcome, not be anticipating
what they're gonna say before they say it,
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but being capable of adding value out into
the world and it will come back to you.
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Okay, so we're gonna go through and we're
gonna figure out who those people are.
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And then following that, of course, we're
going to start conversations and see where
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it goes.
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So even with those two tips, I promise
you, if nothing else changes, you will
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have more conversations that are actively
happening in your business that
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potentially will lead to sales.
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So the reason that this was the topic and
so critical, I think, for business owners
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at any point in their business is...
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If you do not have sales, you have an
expensive hobby.
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And this can feel true whether you're one
year in business or whether you're five or
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six years in business and for whatever
reason, things have slowed down.
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So one of the things that I have taken
upon myself as a profit coach is to make
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sure that this information is out in the
world more actively than it is currently.
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And in that exact vein, I am going to be
hosting a free sales webinar.
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It is the sales sprint, transforming leads
into sales.
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I am hosting this on April 23rd, 2024.
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So if you are listening to this and you
think like, wow, I need to figure out how
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to do this better.
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I need to figure out how to get people
from in my sphere.
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First off, I need to identify my sphere.
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Then I need to figure out how to
communicate with them, come up with a
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strategy and a tactic on how to actually
engage with them.
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And.
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plan on how I'm going to implement this
month in, month out in my business,
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regardless of whether I get busy or
whether I'm slow, I'm going to continue to
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do these things consistently.
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And then you want to figure out from
there, how do you actually engage with
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them?
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This is the webinar for you.
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My goal without a doubt in this webinar is
that I can offer you as much value as
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humanly possible.
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so that you can increase your sales in the
30 days following the webinar.
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This is not gonna be a situation where I'm
just gonna toss a couple of ideas at you
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and then leave you to your own devices.
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Instead, this is going to be a scenario
where you come and you come in the door
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and you sit, well, online, okay, it's
gonna be on Zoom, but you come into that
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Zoom room and by the time you leave that
Zoom room, there are things you can
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immediately implement to grow the sales in
your business.
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This is no joke, you guys.
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I am not gonna let you leave the room and
have nothing to do with this.
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So if you know that the sales in your
business need to be better and you know
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you need help in this area, this is an
absolute no -brainer.
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I cannot wait to see you on the 23rd.
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The link will absolutely without question
be in the show notes.
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You can also find it on Instagram where I
am at Sam the Profit Coach.
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And otherwise, I can't wait to talk to you
more next week.
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And that's this week's episode of the She
Needs Profit podcast.
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If you like what you heard today, connect
with us on Instagram at Sam, the Profit
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Coach, or leave us a review in your
podcast player.
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00:16:22,750 --> 00:16:26,590
Don't forget to sign up for our newsletter
packed with more profit tips.
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The link is in the show notes.
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See you next week.