"I don't have leads"

Another one of the biggest fucking excuses I've heard is, bro, I don't have that many leads. Shut the fuck up. Oh, I didn't get leads today. My sales manager didn't give me leads. Dude, everyone from outside your office is a prospect who can buy from you. You don't have the balls to go and check. I don't care what is happening in your life. If you come in and you haven't hit 240 minutes in a day of talk time, you don't deserve to be in sales. If you don't have needs, go hunt for them. Reach out to old follow ups. You if, if you don't have follow ups, reach out to your friends. If you don't have friends, do cold calling. If you can't cold call door knocking. You have time to breathe, you have time to sell.

Vail. Veil. Veil. I think this gets at a really, really fundamental point of the people who do the best in sales, they treat it like it's an actual profession. They take it seriously. And a mentality that I try to drill into everyone that like I work with is you need to have the thought process of who has my money. Like somebody out there has my money. Because if we're constantly just relying on inbound calls, like marketing fluxes up and down all the time. Some weeks we're going to have good weeks, other weeks we're not going to have good weeks. So I cannot as a salesperson be solely reliant on the marketing apparatus. I need to create a ecosystem around myself to no matter what, I am able to get more sales. The three main levers you need to pull is follow ups, referrals and upsells. And what you need to be thinking every single week is who has my money? And really create a strategy for follow ups, upsells and referrals on how are you going to get more sales? They don't all have to come from your pipeline. If you have other salespeople. Most salespeople are lazy as can you follow up with their old leads. Okay, when does a lead actually become free? Have you asked every single person who's given a testimonial for a referral? Have you asked every single person who bought like a couple months ago? And what you need to do is after you think through this, create a strategy. And then you want to have what I called unscheduled scheduled activities. Because let's just say, for example, you're taking 10 sales calls per day, 70% show rate, you have three hours free for unscheduled scheduled activities. If I'm just a jerk off, I'm going to go I have a no show, let me go watch YouTube or go for a walk or some dumb. If I'm a professional, I'm going to use those three hours for money making activity. I'm going to hit my follow ups, I'm going to hit my referrals, I'm going to hit my upsells and if I do this I will make a lot more money. Always adopt a mindset who has my money? If you do this, you can double your sales just by working harder. It's simple, not easy.