How to Make More Sales… Right Now!

All right, guys, welcome. Another episode of Coffee is Foreclosers. Today it's me and James, and today we are going to go over how.

To get better at sales immediately or how to make more sales immediately.

Yeah, they're not the same thing. Jimothy. James. Jim. Can I call you Jimothy?

You can call me whatever. The same role that I have for your mother. So why don't you explain the difference between the chair.

Well, first of all, let's. Let's just do a little recap. So what we're talking about today is how to get more sales now, how to be better at sales, because there are different things and you can get more sales without getting any better. You can also get better at sales without getting more sales. So that's. We're going to go over.

If you listen to this podcast, you will make your first million within three years. I'm going to repeat that. You will make a million dollars within three years of the first episode. You listen. We don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this? You listen and review.

Put that coffee down.

Yeah, sweet. So today what we're talking about is how to get more sales pretty much immediately. And there's a couple things that you can do in order to do that, both from a structural standpoint and from a. A self inwardness standpoint.

One from working on yourself and then once you worked on yourself, work on the leads.

Yeah, so I think like a big one just straight away is to, like, you need to show up in the right way. And so what, what that means is that if you're not doing things and doing things towards getting your outcomes that you want, like, how can you reasonably expect other people to do the same thing on a consistent basis? So the first thing is just get an alignment. Make sure that you're being the person that you need to be to show up to the call and the way that you need to show up so you can get the outcome on a consistent basis.

Yeah, And I think that's just congruency because congruency leads to consistency. If you're not congruent in your life with all the areas that you need your people to be when you're on the phone with them, they're not going to be and you're not going to come across as that person that you're working towards when you're in a call.

Yeah. Conviction is key. If you can talk with conviction and certainty, then like Everything you say comes off way better, a hundred percent.

You can say all the wrong things and if you say them well and with confidence, people are going to take them in the right way. Even if you said it wrong.

Absolutely. People underestimate the power of confidence. Like, it's funny. Like, me and my wife back in the day, when we were. Before we were like married and had kids and stuff like that, we used to like resort hop all the time. So we would just like walk into like resort pools and just stay for the day in the resort pool without actually being that we're actually staying at the hotel because we just walked in with confidence. I just walked in. No one, no one's ever questioned me, ever. Because you walk in with confidence. People like, how are you? Like, good champ. You know, like, it's, it's fine. Confidence is like such an important part of like how everything, man. Like, even down to how you just carry yourself, like. So if you know that you're like just being a mad pussy and not taking action on your goals, that's going to come across and like, you're just going to come off as. It just doesn't. Nothing lands as well, you know.

And like, believe it or not, when I was like, you know, let's say from 17 to 20 and going to pubs, I would never get asked for id. Like three foot tall conquerors.

There's no point.

You're there, you're dead. Yeah, it's because I was super confident. It was really funny. Like, one time I went in with my mate and we went and had a couple of Beers and he's 2 foot taller than me, has a proper deep voice, looks significantly older. Right. He got asked for ID and I didn't. I was like. And I looked at the button and I'm like, you're kidding me, right? Are you serious? They're like, yeah. And then he gives them the ID. This. We would have been like 18 at the time. She made him even do a signature test to prove that it wasn't a fake id. And I'm just sitting there going, you can't be serious. Look at me, look at him. Like, why are you asking of him? But it blew my mind. And that was purely out of confidence.

Maybe she thought he was actually two of you stacked on top of each other.

It may have something to do with the fact that I probably went in there all the time. Maybe, I don't know, but she was.

True. It's a tangent, but it is true. If you're not showing up in the way that you need to show up. It's difficult. You can say the right things and not get the sale, you know, and, and so I think like, step number one and in terms of like, just low hanging fruit, things you can do to translate into more sales really, really quickly is figure out what it is you're not doing in terms of like your health or your fitness or like, you're worried that you're not very good at sales, but yet you don't buy a sales coaching program. You're worried that you're getting fat, but you don't get a personal trainer. Like, do you know what I mean? All these things that you can do, like, there's no lack of ways to fix things these days. That guy who told me back when we had the $1 trial for the closing code, which isn't the thing anymore, but he was like, oh, yeah, I just want to get my pipeline full before I pull the trigger. I go like, motherfucker, it's a dollar. That guy still hasn't joined and he never will. I'm sure he might even listen to the podcast. But like, what do I.

Probably not closing deals either, but it's.

Just like, that's crazy talk, man. Like, oh, my God, I just need to fill my pipeline. Really? And then what? Fuck them up? Because, like, you're not going to close them because you haven't put in the work. That's like saying like, yeah, I want to compete in bodybuilding, but I'm really like, I'm only going to start training once I've registered. I'm like, oh, yeah, great idea, bro. That's a fucking awesome idea. You have three months to get ready for a bodybuilding comp that people have been training three years for. It's a great idea.

But also we don't get onto that call. Full of confidence and conviction. How is the person on the other end going to be confident in the product that you sell them or service?

Exactly, because you need to have that 150% certainty. If you show up at 150% and the person's at 50%, then you can get them up to 100. But if you show up at 80% certainty and they're at 50%, you're never going to get them over the line.

Mm.

Because, like, you know, how you say things is very much affected by the state that you're in. Even like, your posture affects how you say things. If you say things chest up, head up, you know, I mean, one of those, like, power, like power pose, it makes A massive difference in how things are. You can tell that someone, someone's smiling. Like when you're talking on the phone, you can hear a smile.

Yeah, right.

Like it just changes everything. Like it's, it really is different. And so people are. Yeah, people are so good at reading the ineffable qualities of people and they don't even know what it is. Like when you talk to someone, you're like, I don't know what it is about that guy who's a fucking slime ball. You know, like you can just tell when someone's a scam artist.

And like we had this conversation the other day about a new client coming on board and we went through this stuff that like that guy knows what the fuck he's doing and we are going to be incredibly successful because he has that like, never, never met the guy.

He just knew it. I was Brendan Cain. Shout out to Brendan Kane Savage. It's good, man. We should get podcast.

Maybe we should. Anyway, so like how to show up on the call, right?

Yeah.

Let's go through like the routine of how you can show up to the call every day and be consistent and congruent with that.

You have to do it, you have to get after it every day.

So what's your routine like?

I don't have pre call routines. People ask me about that all the time. Like, what do you do before a call to psych yourself up? I'm like, what are you talking about? That doesn't make any sense to me. But it's just like you live your life in a way where you achieve your outcomes. So it's like, start the morning, call James, what do we need to do today to be successful Monday morning? The call is, what are we trying to achieve this week? We have our goals. 150 members in the closing code by X amount of time. We want X amount of coaching clients. We want X amount. We know the goals.

So help us achieve that goal. Link will be in the description Join up.

You don't want me to not achieve my goal. Might be sad. We just, we know the goal posts and then we know the direction and we just, we walk in the direction that gets us to our goals. Like, I think that's why having the endpoint in sight is so important. Like, Elon Musk summed it up perfectly when it's like he has that one metric that he gets every. That the entire SpaceX company is founded on is like, if it gets you one day closer to Mars, you do it.

Yeah. Yeah. And that's it the attitude that we. It's like, will investing in this or will this action get us closer to our goal? Yes or no? The answer is no. Don't do it. The answer is yes. Spend the money. Let's do it. Yeah.

And also, like, people say, oh, but you've got the money to spend. It's like, well, motherfucker didn't always.

Yeah. How do you think we have the money to spend?

Yeah. Because we spent it. We did it. Like, okay. When I did the Ryan Sirhant one, everything was going okay, but it wasn't going as good as it is now. And it was $10,000 US during a time where the US dollar was pretty hefty.

It's like, double surface.

It was 15 grand is what it was. So I was like, fuck. But is it a good optic for us? Yes. Should we do it? Yes. Okay, let's do it. When we got Charlie Valor. Shout out to Charlie. When we upgraded our package to some custom package that nobody had ever heard of before and some obscene money they.

Were paying him, it was funny with that sohunt, too. Just on a side tangent, you call me. It's like, oh, it's 10 grand. Should we do it? 10 grand, us. And my answer to you was, do you think it'll get us closer to where we want to be? You're like, yes. I'm like, okay, do it. And then you turn around and said, good, because I already did. Yeah. I already paid. I was like, okay, sweet.

More of an FYI type conversation.

But I wouldn't have said no. And you knew that.

I know. I know that. Yeah. And it's just like, I just don't. I see so many guys like, oh, I just gotta wait. So many sales guys in particular, like, yeah, man, I know this is the best thing for me. I just gotta wait until it's like, whoa, whoa, whoa. That is fucking crazy, Towns. Do you accept that from your prospects? If you're sitting here and you're listening to this right now, and you're like, somebody offered you It's 20 grand to train with me or Jeremy or whoever it is, right? And you're like, yeah, man, sounds amazing. I know it's going to be the thing that gets me to my goal. I just have to wait until. You're the fucking problem. Yeah, you're the problem. Not your leads, not your prospects. It's you, champ. I hate to break it to you. And I'm not telling you to give me money. That's fine. You can give other people money. I don't really give a shit. But you're the problem.

You can literally implement everything that we said off this list that we go through today and you'll get there ironically, the last one being hard join the closing code.

There's nothing cheaper in terms of like, there's nothing even close to it, to be honest. In terms of like, value that you get. Is there like, faster ways to get better at sales? Yeah, yeah, for sure. Like, you could do one on one, you could do Jeremy's inner circle, whatever, right? In terms of like, bang for buck though, it blows it out of the fucking water. If you haven't joined, if you like our content and you haven't joined that, you're taking a small bus.

Okay?

Yeah, yeah. Like, it's just like, you're the problem. Like, if you're accepting these things and then you're not showing up in the way that you need to and you're saying yes to things and backing out if you're like, man, it's crazy towns, like selling salespeople for a living. Like, they're the worst prospects and. But the people who are the really easy prospects or people who are super successful, the ones who are nightmare prospects are always fucking super mediocre salespeople. The people who put stuff off, like, it's, it's a guaranteed. Like all the guys that just pull the trigger, they just get shit done. They come at the calls from a totally different angle. Cause they're actually the guy they need to be or the girl they need to be. You know, I got a chick today. She signed up for one on one coaching with, with me. And it's the way we do. It's a combination of people. But she was like, yeah, I've got a massive surgery in December, so I'm going to pay for the first month now and then I'm going to start on this date. I was like, yeah, awesome. She's not like, okay, that sounds good. Let me get back to you. It's like, no, no, no. She's like, no, no, no, I'm good to go. This is the best way to do it. I've listened to your podcast. I know you're legit. I want to do it.

This was the major thing that I come up with when we had this, you know, quick two minute conversation before we decided to do an episode on. This was the implementation of feedback, right? And when you're coming up, coming, signing up, going in with that attitude, you actually implement the feedback that you're given. And what that means Is like, if you get onto a role play and you're told, hey, work on this part, you go the fuck away. You actually work on it. You know, if it was you got feedback from someone better than you, and they say, you need to work on your tonality. Get in front of the mirror, practice your tonality. Practice different ways to get good at tonality. If you've sent someone a call, review, you've got them to review it. They say, hey, you probably should be working on scripting here. Work on the flow. This doesn't make much sense. Go back, rewrite your scripts, Practice it, practice it, practice it, and actually implement on the things that people are telling you to implement. I'm sure you can go on a rant about this topic because that's what, that's how you get better. You don't get better by someone giving you advice. You get better by someone when you act on the advice that people have given you.

Yeah, exactly.

It's huge.

And like, you can, like, for example, like, we looked at the numbers. We did. Not the exact numbers, but there was a whole bunch of people that downloaded our objection matrix. Didn't click the videos in it.

Yeah.

It was like, what's the point of downloading that thing if you don't look at the videos? Like, the videos are literally, like, you can get a lot of information out of the PDF, but the videos, like, literally have me explaining exactly how to do it.

Yeah.

So it's like, how much more in a fucking silver platter do you want it? You know, and it's that type of stuff that it's just. It's so funny. And I guess I'm kind of glad in a way because, like, you know, you look at like Marco, for example, and man, like, how much development does that guy do? It's fucking bonkers.

Yeah, he reviews, like, everyone. It's cool. If you have a call on our system, he's listen to it 100%. Because even like the guys that don't close that well, he'll listen to it because there can be something that he can take out of that and improve on, you know, and it's. That's attitude of implementation. And when you're implementing and doing that much stuff because you've got the reps on the board, you come across with more confidence, you come across with more intention, with more conviction.

Attitude of implementation is a good 100%.

Yeah. So like, that's my views on how to make more sales. Good is do whatever you're paying to tell you to do you know?

Yeah, exactly. And if you're not paying anybody, like, and you're struggling, like, first of all, why are you not paying someone to help you? That doesn't make any sense whatsoever.

Well, before you get to a stage that people to pay someone, here are the best ways. Follow ups. Get referrals that will immediately get you more sales. And I'll let you harp on about this because I know it's something you love talking about. It's just fucking follow up. Call people forever.

Just follow up, you weirdos. I don't understand it. Like, with follow up, people always go like, hey, what's your, what's your SOP for follow up? And I'm like, well, you can just go on the website and download one of our SOPs for follow up. But like, it's like, I want like all the templates and this. I'm like, bro, it's pretty simple.

Just make a fucking phone call.

Just call them. You know, just call them. Like, how often? I was like, I don't know, once a week. Depends if there's someone, yes, they want to buy. Call them every other day. What's the big deal if there's someone who's like, no, I don't want to buy? Probably don't call them very often. But like, send them something. Send them an email, send them a text, send them a resource, send them something. Like, keep them engaged to where if they haven't bought because of like a logistical thing. Like, if they're just like, hey, this sounds amazing, but I just can't come up with the funds right now. Take them through some loops. Then you can nurture them until the fact that they have money. Like, that's the crazy thing. Like, all these salespeople want more money and they have a pipeline and they've had like 500 sales calls over the last year and they don't touch them, never call them again. Just like, I want more. I want more leads, Daddy, please.

And then complain about no shows, but don't call the people back in that time that they have now free. Instead, they want to fiddle their thumbs up.

Yeah, it's. It's just, it's crazy. It's like, just follow up. And it's like, people ask for my sop. Here's my sop. I want everyone to take out a pen and write it down. Follow up with everyone forever, always. Is that, Is that everyone forever, always. I think that's pretty cool. It's very clear. Like, oh, how do you do that? Well, you know how they have an email. Yeah. And they also have a phone number.

Yeah.

And they're also on Facebook. Yeah, just do that. Ryan Strahan followed up with it with a chick for nine and a half years. Not a single reply. Then sold her a $15 million apartment, made half a million dollars commission. So if you're like, oh, Ryan's got a TV show. He makes loads of money because of a TV show. Have you ever followed up with anyone for nine and a half years? Yeah, every single Tuesday.

She didn't buy off him because of his TV show. She, she bit off him because of the thousands of emails and follow up that he gave her until she was ready.

And Ryan doesn't have a CRM. So I just want everyone to know that's a manual follow up. Does now he doesn't for the brokerage though.

Gotcha. Gotcha.

They don't. Well they sort of do, but they don't use it for their follow ups. They just literally have. It's all based off like email, phone number, stuff like that. Like they just do manual follow ups. And that dude makes more money than you. If you're listening, he definitely makes more money than you. He's definitely busier than you. And he still follows up with all of his leads. So like stop being so lazy.

And, and here's why, and here's what he would do. And I'm putting words in his mouth, but it's probably what we teach our guys to do. Block out time for your follow ups. In that time you can hit them, right? And that the amount of time that you block up is dependent upon how many leads you have. Then you spend the time where people no show on you following up with other people. Right. It's moot time. Use it effectively. Same as then.

Also like gamify it. Like I know that Ryan because he lives in New York, right, He has to walk a lot. So he'll try and follow up with as many people as he can while he's waiting to cross the street. There is one, he got like 19 follow ups done in like the two and a half minutes. Just email.

Just waiting for the, the light to.

Go green, little, little white man to the little green guy to cross. You know what I mean? So it's like, it's just, there's no excuse. Like as salespeople in today's market, we have a distinct advantage and distinct disadvantage. But the advantage is far more than the disadvantage. The disadvantage is that we live in like a post trust era where people don't particularly like salespeople the massive advantage is that we have, like, 16 ways to contact people.

Yeah.

I mean, it's crazy. We have, like, their Facebook, their Messenger. We have their email, their phone number. We can, like, we can stalk voicemail like you can. You can basically stalk people, like, if you want to. Not that I'm advocating that any way, shape, or form, but, like, people can't get away if you don't want them to. And, like, if you can figure out a way where you're not being a creep to follow up with people. And, like, it's not my job to not make you a creep, but, like, if you can just give them some value. I mean, it's not rocket science on how to get people engaged. You know, we've. We send people. Marcos, Pro Marco and Will the best at it. They sign people from, like, six months ago.

And that's why they took us, because they follow up.

Yeah, they.

They wouldn't make nearly as much cash as what they do if they were relying on the leads that had hand. Hand delivered to them.

Yeah, it makes no sense. So, yeah, that's it. That's it. And then segueing through into referrals is like, how many. Like, hand on heart. If you're a salesperson listening to this right now, or you're a business owner and you're like, man, I wish I made more money. How many of your current clients or the people that you sold recently have you asked for a referral? Like, hands up. You know what I mean?

Big fat zero.

In most cases, the answer is not everyone. You're not trying very hard. Makes no sense. It's your fault again, like, this is your fault regardless who ends up winning this election. Right now it's Biden, but it might.

Be Trump after the election already became official.

Yeah, but Al Gore became official. He got sworn, and then he lost 30 last two months later. Oh, I mean, they got to do recounts and stuff. So.

I care about US Politics.

I'm pretty sure Biden's going, but who cares? Like, the answer is, who cares? It doesn't matter who's running the world. Doesn't matter what country you live in, who the leader is. Doesn't matter what you. Anything is. Like, you're in control of what's happening here. You're in control of your own destiny. So, like, take it. Take the bull by the fucking horns. Right? Actually have a. I actually have a painting of me taking the bull by the horns. I should put that up behind me. Yeah. Actually happened.

What's it called? It's the, the old Roman painting, right?

What?

The old Roman painting from that story. I forget. I've gone completely mind blank. And you just put your head onto it.

Yeah, I put my head onto it. It's the one from Average Joe's gym. You know that one? Anyway, I can't remember from dodgeball where he's got that big actually happen. He's reading dictionary upside down. Anyway, so like if you're not, like if you're a salesperson and you're struggling, you're not doing all those things, like it's just your fault.

Yeah.

Like you got no one to blame. Oh, my account. This, this.

And it's because you're lazy.

Yeah, just stop being fucking lazy and start looking at all the, like the quote unquote tools of influence that you have in front of you and people who you can leverage and things that you can do, like give people free coaching calls. It's not that hard, you know what I mean? I used to do all the time, if I gave it, if somebody put a deposit down, I would say, all right, cool man. Because you put a deposit down, I'll give you a free coaching call next week. Little things like that cement relationships and they ensure that you're going to get the sale all the way through and the day. Your goal and your job as a salesperson is to get as many deals done as possible. It's not to close at the highest rate. It's not. That's not what it is. It's really nothing. It's just you need to get deals. That's it. So like if you're struggling with sales, that's a process of which you need to get better at. Right? But you can give yourself opportunity and get better at sale and get more sales now while you work on the things that are causing you to drop sales in the calls.

Yeah, yeah.

But opportunity is king.

And the first and foremost thing that we spoke about is just showing up. Because when you're showing up every day, you're doing your follow ups, you're doing your referrals, you're implementing things, you're confident. So it all really comes down to how you decide to show up on a day to day basis. If you're not doing that right, you're not doing anything else, Right?

Preach it, brother.

Yeah. Then the last thing was just get a coach, right? When you get to that level and you've done all these things and then you just need to get better at sales, then you hire a coach and it ticks both boxes first thing I.

Do whenever anyone signs up to sales coaching is just set them up for success. Because, like, I can just double someone's sales output without making them any better. And I'm a fucking rockstar. Like, okay, cool. What do you do for referrals? Okay, nothing. Okay, we'll fix that. What's your pipeline look like? How do we wrap up your pipeline? Okay, I didn't do anything. Okay, well, we'll fix that. How many no shows have you had in the last six months? Okay, sweet. We're going to put those into a dialer and we're going to start dialing.

Sweet.

So then we put in. What do you do when you have a no show? I watch Netflix and jerk off. Okay, well, we're going to change that. You're going to do follow ups.

Yeah.

Exactly. People love it. So yeah, that's how it's done. Pretty simple, really. All the SOPs for our follow up, for our referral, all that kind of stuff is actually in the closing code, which is kind of cool. I mean, that's crazy, right? So, guys, if you're not in there, it's $25 for the first month right? Now if you sit out there, you're not making enough money, right? And you're not in the closing code, it's $25 for the first week. I mean, for God's sakes, it's the price of a few cups of coffee. And you don't even deserve coffee because you're not closing. Coffee is only for closers.

So with that end podcast. See you later, guys. That's a good place to end it. Put that coffee down. Coffee's for closers only.