How To Become A Top 1% Sales Rep (Step-by-Step)

You can't win a race if you're driving in a Camry and everyone else is in Supras, no matter how good of a driver you are.

So to create the high performance reps, in my opinion, you have to do two things. There has to be a. You also have to look at how.

Do we create Michael Phelps? He did not take a single day off for like seven years. He was like, I was 150 days ahead by the end of like five or seven years, whatever it was. He was like three years more training than everybody else.

Imagine who you will be once you hit those goals. Feel yourself waking up in that house, you know, Feel yourself driving that car. And it's like, who am I at this time? Write about it. Put it on paper. Who are you at this time? What traits does that person have that I don't have? This higher performance version of me? And then we just all do it together.

All right, guys, welcome to the episode of Coffee Is for Closers. Me and the Dirty Sanchez are. Back it up, baby. Yeah, man. The last one killed it. I think it was my highest performing YouTube video ever.

Yeah, well, gave us a good foundation. We just got to keep growing now.

Yeah, the. The people want the Dirty Sanchez. Who? Who would have thought, right?

Who would have thought?

Who would have thought?

It smells nice.

Yeah, exactly. Alrighty. So we're going to talk about today is the boot camp that Kaden's running right now for our new recruits. And then we're going to be talking about just some of the instability in the high ticket space, um, and what you can do to help, I guess, prevent yourself from being at the strings and arrows of the outrageous fortune. Um, I don't think it's all doom and gloom there, but I think there's definitely some things that are worth talking about because I think people are kind of wallpapering over it at the moment. And I see a lot of offer hopping. I'm getting inundated by people every day going like, hey, I'm looking for a home. I'm looking for a home. And these aren't like bad sales reps. These are just like normal everyday sales reps, you know? Yeah.

Not necessarily the killers, the people that sell wherever they go, but the people that, yeah, they do pretty well if they're on a good offer.

Yeah, exactly. And I think, like, you know, Steph Curry be doing Steph Curry things, you know, and if you're really good at sales, it sort of doesn't matter where you are and what you're doing. You're going to be absolutely fine. You know, sales is one of those things. Like, it's a pure performance driven activity, which is why I like it. But it's also, you know, not everyone's going to be like, rock star at it. And I think if people realize kind of where they're at, it's a little bit helpful for them because then it stops you from going like, oh, well, you know, maybe, like, I need to, you know, like we spoke about last week, that vehicle matters, you know?

Yeah.

You can't win a race if you have a. If you're driving in a Camry and everyone else is in supers. Like, you're not going to win no matter how good of a driver you are. Like, it's. The vehicle just won't get you there. So, like, sometimes you need to be in a. You just need to put yourself in a position where your vehicle is going to be competitive. You might not.

Most people need a vehicle. They need a culture that is.

Yeah, exactly. Yeah. And the culture is a big one because I think, you know, right now there's a lot of either blame the leads or blame the reps. And, you know, it's so funny, right? Like, I've been a part of a lot of organizations and so few actually do anything, you know? Like, I remember having, like, I remember having a conversation once and this guy was like, we need to ramp up sales. And I was like, yeah, that's fine. But like, like, there's the. People don't even know who you are. So it's all just paid ads. And so, like, there's a sales cycle to that because they just have no clue what they're coming in for. I said, which is fine, but we just have to be okay with the close rate being lower and the sales cycle being longer because these people just don't know anything about the offer. So we're trying to, like, cram them through a process. And so it's like, are you open to doing any content of any sort? No. Are you open to doing this? No. Are you open to doing that? No. It's like, well, okay then, like, why don't we go and just recruit a bunch of unicorns? Like, we'll just get the top, top, top, top, top, top reps. I go, but you're gonna have to pay a signing bonus, a base and higher commission. Are you cool with that? No. Okay, well then shut the up. Yeah.

Then what are we talking about? We're talking about a dream that's not based on data. It's Just something that you're opening and, and praying for.

Yeah, it's. It's crazy, man. Like, there's so many like, you know, these mediocre businesses wanting like top tier reps. It's like you're mediocre.

Well, the thing about top tier reps, you know, you and I have talked about this before. There's usually top tier reps are not necessarily looking for a new offer. And you have to have a process to create. If you want top tier reps, in my opinion, you have to create them.

100 and when they come to you, you grab them. Right. But like, it's a bonus. It's a bonus, but you need to make them, you know, and then, and then if your business can't survive with, you know, mid medium good reps, then you don't have a business. Like, it's just, it's just not real.

It's a rocket ship that will eventually come back to earth.

Exactly.

And if it even took off like one.

Yeah. And it comes down pretty hard. So like, you know, making your own rep. So like, run us through the bootcamp. So you're running at the moment. We have about 40 odd people going through the bootcamp right now. And I think, you know, feedback's been great so far. And you know, that that key is like, is building that culture and actually being able to, you know, have people strive to want to be better, to want to do their best and to be in an environment where they feel like they can grow. So like, what are the steps that you're taking at the moment, like, like in the bootcamp to actually kind of help facilitate that?

Yeah, it's really breaking it down. Right. Because most places in sales, at least that I've been in and that I've seen, I'm not saying everywhere is like this, but most places when you first onboard, it's like, here's a couple materials to process payments or whatever, Here's a script. Go get amongst it. And then if you do well, we will give you more time. If you don't do well, then you shit the brick. And I think that's exactly the culture that people are getting sick of.

Right.

And so to create the high performance reps, in my opinion, you have to do two things. There has to be a plan in terms of how to take them and create them into high performance sales reps. But you also have to look at how do we create high performance individuals because they go hand in hand. Like, I don't, I don't know any top producing Sales reps that aren't high performance individuals.

Absolutely.

And I don't really know any high performance individuals that stay at the bottom of the leaderboard no matter where they're at for very. They, they might be at the bottom of the leaderboard for a month or two as they're onboarding or whatever. They're kind of getting the hang of it. But they never stay there.

No.

And so what, what our boot camp kind of looks like is really breaking down those two facets and, and putting a plan and data behind it. And so the first thing that we do in the boot camp when people first come through is we help them plan out their goals that are actually based on numbers.

Right.

Because everybody wants to do these. I get it. Vision boards are great. I'm not saying there's. I, I don't have any beef with vision boards other than the fact that there's not really numbers and data that you can base them off of.

Aiden Sanchez is beef with vision boards. Yeah.

You know, I, I get, you know, if you have a really nice house on your vision board, that's great. But like, how much does it actually cost? And how much is the mortgage actually going to be?

Yeah. And how much you have to make and how much is the taxes and what are the other expenses? And then like, what's the aiming point? Right. Aim small. Miss small.

Yeah, yeah, exactly. That.