In this coaching session, Raphael Djine emphasizes that successful selling starts with effective prospecting and a positive mindset. He introduces the "law of 10" (calling 10 prospects to get one meaningful response) and stresses the need for massive repetition of training material until it becomes internalized. Djine outlines a multi‑channel outreach system called SMIT (call, voicemail, text, email, repeat) and recommends contacting each prospect at least seven times before pausing, then re‑engaging after two weeks. He also argues that salespeople must enjoy the process, treating each interaction as a joyful part of life rather than a chore, and shares personal habits that keep his energy high. The session ends with a teaser about the next topic—building trust with prospects.
Chapters
Hey, my friend. Hey, good to see you again today. Today we will dive into point number four. Hey, listen. When it comes to sale, you have to prospect effectively, and not only that, you must enjoy the process. If you think sale is like, you know, if you think sale is hard, it's going to be hard. If you think sales Man, it's horrible. It's going to be horrible. If you think selling is fun, it's going to be fun. I want to make sure you prompt your mind. You have your mind really before you approach the client. You have to prospect effectively. I would share something very funny with you. I have some people that, you know, sometimes, you know, some of the people I coach, they told me, hey, Coach Raf, I've been doing this so much. I've been doing this training for so long and I can't. I haven't got anything out of it. And I asked them, okay, what do you mean by you've been doing for so long and you haven't got anything out of it? How long have you put in practice? They would say twice. I would say, really? So you tried 2 times? You called a prospect 2 times? Or you called 2 clients and you think, man, it's not working? That's not effective prospecting. You cannot prosper effectively by trying with 2 people. I always say there's a law of 10 out of 1. So if you call 10 people, 1 may get on the phone with you and 1 may say yes. 1 may listen to you. 1 may give you attention. 1 may say— may give you the money. That means you need to literally call 100 people to get 10 out of the 100. Just like this course, if you listen to this once, maybe you're not going to really have it. I would ask you to listen, to listen to over and over and over until it becomes yours. Sometimes when I get up in the morning, I'm listening the same week, I'm going over the same thing, the same thing almost 10 times, the same program. I know you have one video every day, every day, but I don't want you to just finish the video and that's it. If I were you, I would be doing this like the way doctor give us medicine. I'll do one in the morning, the same video by noon, and the same video in the evening, and then it's gonna start to become like part of you. If it's a client, you send the text message out once. You can't say, hey, Man, I already sent a text message out. That's not enough. You have to hit each client like 10 times in a different way. Make a phone call. If you can't get them, send a text message. If you can't get them, send an email. If you can't get them, inbox them on Facebook. If you can't get them, call their mom or call their husband. Hey, you're in sales. You're in business. You can't just give up easily. You have to try different techniques. In our call center, we have what we call the technique SMIT. That means call— you call first, you send— you leave the voicemail, you send a text message, you send an email, and then you send a text message and you send an email. And we was doing that with every customer the whole week. So we tried to reach a customer 7 times, times 7 for each customer before we leave the customer a little bit alone and we reattack the customer after 2 weeks again. You have to prospect effectively. If you're trying to reach out to a customer Or you are, you have followed up with the customer. Don't do once and be like, man, it's too much. Not only that, please enjoy the process. This is you. This is part of your life. Don't see that as something hard to do it. See it as something you want to do it. Jump on the phone and call and pick up the phone, call another one and pick up the phone, call another one. If you have a shop, when the clients are coming in, Unless if you are so tired, close the shop and go home. But while you are in a shop, welcome client, give the big smile, enjoy. That's your life. If you spend 10 hours do sale, after that what do you do next? Maybe you probably going to go home and go to sleep. If you are not enjoy the process, what else are you going to enjoy? I was talking to a sister this morning, she said, Coach Raf, I don't know How you do with this energy? You always, you know, act effortless. And not only that, you don't feel stressed out. I'm saying, are you serious? This is what I do. Why would I be stressed out with what I do? Enjoy the process. When it comes to sell, be that person who want to sell. Be that person that— be that person who want to talk to customer. Matter of fact, I have a technique that I even tell customers sometimes. When they call me, I talk to them. When I end the phone call, I say, hey, Johnny, man, I love— it was a pleasure talking to you. Hey, I love to talk. Call me back anytime. That's what I love to do. And this even helps me. It helps my brain. I don't want to see my technique or my sale or when I'm talking to my prospect. as something that, you know, like I'm in jail, or like, you know, somebody's put pressure, or somebody's dragging me, or somebody's forcing something on me. A great salespeople enjoy what they are doing. Enjoy it. Find joy in it. Whatever you do, make sure you find joy in it. Enjoy the process. Okay, go ahead and enjoy that, and tomorrow we will talk about something Very, very, very important, which is build trust. Build trust. People buy the heart of everything before somebody say, here's my money. It's because they trust you. And I'll teach you how to build that trust. All right, see you tomorrow. Thank you.
