How To Take Your Sales To The Next Level

Hey, it's Mark Podolski, the land geek with your favorite niche real estate website, www.thelandgeek.com. and before we talk to today's guest who I'm really excited about, I would be remiss if I did not mention my co host, Six Sigma, currently caffeine deprived, Scott Todd from scotttot.net, landmodo.com and most importantly, if you are not automating your Craigslist postings, why, why, why? Go to postingdomination.com thelangeeks Scott Todd. How are you, Mark?

I'm great.

How are you?

I'm great. And I have not had a lot of caffeine, by the way, today. Only four espresso shots this morning, so I'm due two more espresso shots.

You've had more caffeine than me today. I've barely had any caffeine. I didn't get to make it out today for lunch. And that's where I get my big caffeine shot. That and my afternoon break. And both of those were like Nick's today because I had some stuff going on, but I feel it now.

Okay, I'm going to raise your energy right away. I'm going to close your eyes.

That's going to put me asleep.

Hold on.

Don't fall asleep. Close your eyes. I want you to imagine, imagine your best friend from college ringing the doorbell right now and be like, scott, let's go out anywhere except Panera bread. Let's go party, my man. How do you feel now? You're energized. You're ready. You're like, yes, let's go.

I'm like the dog who's all excited because they haven't seen their owner all day long. Right.

So excited. All right, well, before we introduce today, it was like, I can't believe I'm on this.

He's thinking twice about this.

I am calling my agent for sure and he's fired.

Wow. You actually have an agent.

No, no, I don't. He's fired. Oh, yeah.

I think we need an agent, man.

I know. We'll take, we'll take Wes's agent.

Yeah, I mean, obviously he'll pick up two clients from Wes's.

One. There you go.

Yeah, yeah. So I do want to remind everybody that lonegeek IO is ready and able to automate you getting paid. ACH credit card, a full back end accounting system. Don't spend your Sundays like I used to, manually putting in your payments, contacting the people that are late on their Payment automate it.

Alright.

There's no geekier way to getting paid than Loan Geek IO. Alright, let's talk about today's guests.

And you know what? Getting paid is not geeky at all. So.

It's not. I'm just saying, let's talk about the Sales whisperer.

Hey, I whisper. I'm the only one that can whisper.

The Sales Whisperer.com Wes Schaefer, Pragmatic sales trainer. I don't even know what that means. Man. Ruthlessly pragmatic, ruthless marketing consultant, keynote speaker, copywriter, infusion expert, a doer. Nothing happens until a sale is made. A sale cannot be made till prospect has been identified. A prospect cannot be identified until business owner informs the marketplace that they are in business with a valuable offering such as, oh, I don't know, some raw land you might have. Each step must be carefully crafted and integrated and then automated by my favorite word in order to create a business that sustains you versus a service that drains you. I help you build all of that. Okay, let's do it. Wes. I love it.

That's awesome. Did you write that?

Well, I can tell a really good copywriter did.

That was fantastic. I'm gonna have to go back and listen to this.

And more importantly, you know, Wes has seven kids from the same wife, which is amazing.

Amazing.

And he's like, and he's got a sense of humor.

So hey, I'm on this podcast, so I mean, there you go.

How do you think you get a sense of humor?

Seven kids?

You know, like we do.

Right? Right. All right. Crazy.

Wes Schaefer, what makes you the sales Whisperer?

I sent $800 to the government and filled out some forms and they gave me a little R circle thingy after my name 10 years ago. So there you go. That's literally what made me sales whisperer. Although that was probably eight years ago. Ten years ago, I bought the domain name 9-1-2006. I was watching the Dog Whisperer laptop on my lap and I saw how he said that he, he trains the owners and he rehabilitates the dogs. I was like, you know what, I do that with sales managers and salespeople. You know, most sales managers have never had training and most salespeople have had bad training. You know, so I have to, I got, have to rehabilitate the beat down salespeople. Some of them have never had good sales training either. They've had product training, so I have to train them on that and the managers, you know, so it was, it literally just had that light Bulb moment, I bought the domain name. Ten days later, somebody emailed me asking if I would sell it. And I was like, hey, I just bought it. You know, I said, maybe I'll partner, but. But I can't sell it. I just got it. And so I built it up from there.

All right, so what is the typical salesperson's big challenges? Like, they come to you and they're struggling. Why are they struggling? How are they improperly trained? And how do you turn them around?

Well, most salespeople, they don't understand what their number one job is. And the number one job is to prospect. And the number one component of prospecting is disqualifying. So they don't know what their number one job is, and they don't know how to do it. They think their job is to qualify a prospect. And it sounds like semantics, but it's not. I mean, very few people that you speak to right now today can reach into their wallet and hand you their credit card unless it's, you know, a very low dollar kind of sale. But for any. Anything of any significance that requires a salesperson to actually interact with the. It takes time. They have to consider it. Maybe they have to talk with somebody, kick it over. So you're disqualifying. And so when you go in with that approach, when you understand that not everybody is ready, then you won't come across as hungry or desperate, right? Because if you come across that way, you won't be able to give it away. If they think that you need that sale, they. They can detect it. Just like the dog whisperer, right? I mean, they, you know, they say that dogs can sense fear, but I mean, human beings are a thousand percent better at detecting fear, uncertainty, doubt, you know, and they'll say it all the time like, nah, I just don't feel right. I'm gonna go think it over. And what they're saying is you gave them. You didn't give them enough confidence to finish the sale. And you, you know, nine times out of 10, it's the salesperson's fault. They just, they went in the wrong way. And so that's, that's what I help people master. How to. How to straighten it out, how to understand their job, how to understand their activity, and how to have the right. Right approach, you know, to disqualify versus qualify.

I mean, that's pretty. That's pretty important because, you know, like, we. We deal with a lot of people who are not necessarily trained in sales. I mean, not, I mean, you know, in what we do, Wes. You know, we help people with their land investing businesses, and part of that is sales. And, you know, so we touch on a lot of people that don't have training with sales. And I think that one of the misconceptions that people have about sales is that every person that's calling you is ready to buy right then and there. And I think you point that, look, there's a lot of tire kickers out there in the world, and it doesn't mean that they're bad. And to your point, you have to figure out, well, how do you qualify somebody? Are they even qualified to buy? Because you might have to talk to a lot of the tire kickers, but that doesn't mean that they're bad. And you hear a lot of people say, salespeople say, like, ah, dang, tire kickers. Well, it's the tire kickers that become tomorrow's customers, foster those relationships correctly. But it doesn't that relationship, if you spend all your time fostering the relationship, then you'll never sell and you'll go hungry.

Right.

So you have to balance it too. We got to solve today's problem, which is I got to eat. And then you've got to also figure out, like, how do I harvest this relationship into a future. Future sale.

Yep, exactly. I equate it to the dating. I've got a whole presentation that I give. I show the sales pipeline, and on the top is dating, and on the bottom is, you know, traditional prospect qualify, you know, blah, blah, blah. And you know, and it's, it's, you know, you go to the bar and you make eye contact, you ask her to dance, you ask me, buy her a drink. Hey, can I get your number? Would you like to meet for coffee? Would you like to go to dinner? You know, then dates 1 through 22, then go meet the family. And it's the exact same thing. You know, you're warming them up, you're making eye contact. Is there chemistry? And you know, you. You may find the man or woman of your dreams, but if you come on too strong, you know you're gonna scare them away. And it's the same thing in selling. So, yeah, just because somebody said they want to dance or they'll meet you for a coffee, doesn't mean they want to take you home, meet the family, and get married.

So you, I'm sorry. So you, you and I, you know, like, you're. You're making me sweat a little bit because either we think alike or you. My posting domination video. I do This. I do a very similar thing.

Oh, yeah.

On the marketing side, because I see people that write ads and they want to this ad, and they want to spill everything about this particular property, you know, even down to the address, GPS coordinates, every minute detail of it. And then they're like, well, wait a minute. No one's calling me. There's not calling you, because you've given them everything they need to know, Right? So let's, let's. Let's leave some mystique to it. Let's be, you know, a little romantic. Let's not ask him to marry us on the first date. You know, let's.

Let's get there.

Let's get their digits, their Snapchat, whatever.

We want to do.

We don't. And then, then we'll ask them, will you marry me? Which is the equivalent of buying this piece of property. If they say no. Okay, can I have another first date?

Which is.

I'll put you on my email list.

Right. That's it.

Great minds think alike, Mark.

It's kind of scary.

And, Wes, I, you know, tell me if you disagree with this statement. The secret of making money online. The phone.

The secret to making money online is the phone. Guess it depends on what you're selling. I mean, that all the ads that we see online are all about how to make money in your pajamas while you sleep, working 36 seconds a month. And so. But very few people live in that world, so most people use the Internet to either get a visitor to their place of business or, yes, to pick up the phone and call them. So the long answer is, yep, Mark might be right. That's kind of scary, isn't it? Is that scary, Scott? No.

Mark's often right.

Okay. All right. So you and I are the crazy ones. So is it crazy that I agree with them? And I kind of do agree with them, I guess in a roundabout way, in a way.

I mean, you know, like, if you, if you, if you take what he's saying and, you know, like, if you want to separate yourself from all of the other email noise that's out there, well, then pick up the phone and call somebody. They won't know what to do. Like, hey, this thing that you receive all these emails on.

Yeah.

Does ring.

If you put it in.

Your ear, you know, surprisingly, yes.

It can transmit voice. It's kind of crazy. And, yeah, direct mail cuts through the clutter. A voice phone call cuts through the clutter. But, yeah, people are afraid of engaging. And while the goal, you know, the ideal world is yes, you got things cooking, things are online. They're so strong, so powerful that people do literally just buy without ever speaking to you. And money just gets deposited. But that's, that's so hard and so rare. And especially in the real estate space, you're going to have to meet with somebody to get that transaction to close. So. Yeah, pick up the phone.

Okay, so now we pick up the phone. And now what do we do, Wes?

Well, we making an outbound call. We make or we receiving an inbound call?

Well, let's say we're using posting domination and we're just getting overwhelmed now with inbound calls. Hey, I'm interested in that 40 acre lot you have in New Mexico. Tell me more now.

Yeah, ideally you have, you have them jump through a couple of hoops because if you are getting overwhelmed, then either the offers too good, right. Or maybe it's not discerning enough because you do, you have a couple of goals in your marketing, right? One is to just to generate a ton of leads and hopefully you have some type of automation system to nurture those. Or the other is you're trying to sell this one particular piece of property and you can waste time dealing with tire kickers and miss the real people with money. So it depends on how you handle it. I caution people against picking up the phone every single time on the first ring because whoever's making the call is typically going to be in control of the conversation, at least in the beginning. And so. And if you're not ready, you know, I'm running around, right? I got my headset on, I got, I'm walking out the door and the phone rings. Yeah, yeah, yeah. And you're not ready. So that person, they're sitting still, they got all the info up there. They may have two or three or four different things they're looking at and they're, they're determining, they're making a judgment. Don't want to do business with this person. Right. Does, does the way they conduct themselves over the phone match what I'm seeing online? And so that, and they're subconsciously, a lot of times subconsciously trying to build that congruency.

Right?

They're testing for that congruency. So you got to be careful. Maybe you do need to answer the phone. Okay. And so you got to do it right away or the lead will drop. I get it. So you answer the phone. Hey, I'm calling about that property in New Mexico. You know, I would say fantastic. May I get your name and number, you know, or may I Get your name. I see the number. Is this your best line? Okay, would you give me just, you know, give me 30 seconds. I need to wrap something up real quick. And I'd put them on hold, you know, and kind of. Kind of warm myself up, right? Just like in sports, right? You know, athletes shooting the free throw, they got to stop. They can dribble, dribble, dribble. You know, making a putt. They're going to have their routine. Get yourself in the mode, maybe pull up the property, because maybe you had several others get in the zone. But you're also making them kind of cool their jets, right? Just like on the date. Right. Hey, stay out here. I'll go slip into something more comfortable. Right. Build up the anticipation. So being fashionably late to the. To the dinner, right? So it's the same thing, but so you want to be able to make sure you got your ducks in a row and that you're now ready to engage that prospect. So that's how it handle an inbound call.

I love this. Scott, go ahead.

Yeah. What's phenomenal is, like, when you get that call, you're like, hey, hold on. Hold on a second. I gotta finish wrapping up this sale. I'll be right back with you.

Yeah, but make sure and get their info before you do that.

Yeah, yeah, yeah, yeah.

What's your name and phone number in.

Case I lose you?

But hold on. I gotta finish wrapping up this up. Just give me two minutes.

Yep. And then.

Hey, how can I help you? Yeah, I'm calling out that property in Nevada. Oh, man, I think that's the one that just sold. Wait, which one is it? Oh, I have that one still available. I mean, look.

That'S it. Because, man, abs, you want to. You got to be in control, right? Ultimately, all people are buying is confidence. That's what they're buying. You know, and so there's a bazillion pieces of property out there, right? There's a bazillion computers out there, a bazillion cars out there. So they're buying your confidence. You know, are you helping them get that warm and fuzzy about investing with you?

And.

And regardless of what you're selling, you're selling a car. They're still investing their money in that car through you. So it's. You just got to help them be confident that they're making the right decision and going with you.

Wes, what do they say? What do you say when they say, hey, this sounds great, and, you know, you've already qualified them? They're qualified. And, you know, you're exchanging value, right? They're going to get a lot of value from it. They say, hey, got to talk to my spouse. Or, you know what? This sounds great. Let me. Let me get back to you in five days. Do you say.

I like to structure the call so that I can eliminate objections from ever coming up rather than trying to overcome them. Okay, well, in this case, it may be tough. Okay. Now, if I were setting an appointment and I'm coming over to meet, right? So I'm call. I call you, Mark, you know, say, does this sound like a meeting you'd like to have? Yes, it does. Fantastic. You have your calendar in front of you? Yes, I do. You know, tomorrow at 10. Great. Blah, blah, blah. Hey, you know, in the interest of time and to make sure that we cover everything, would it be okay? Would it make sense if we set a quick agenda for our meeting tomorrow? And Mark's gonna say, yeah, okay, I don't have a problem with an agenda, you know, so. Well, I'm gonna. You know, I'm coming over to see, obviously, is there chemistry? Right. Is there a fit for us to do business? You know, I have two simple rules that we're open and honest with each other, and either of us can end the conversation at any time for any reason. Just if things just don't feel right, don't feel obligated to stick through it, and I won't either. Okay. But I'm gonna have a lot of questions for you about your investment background and history. What has worked, what hasn't worked, blah, blah, blah. You know, so along those lines, you know, do you have a partner, a spouse, a tax advisor, a tax attorney, Anybody you bounce ideas off of when you make an investment like this? Okay, you're gonna say one of two things. Either you're gonna BS me. Oh, no. I make all the decisions. I wear the pants in this family. So if you tell me that, then when I show up and you tell me you want to think about it or run it by your spouse, then I can say, I'm kind of confused. You know, when we set the agenda, I asked you specifically, do you bounce anything off me by. And you said you make the decision. You said, quote, I wear the pants in this relationship. So now that you want to go talk to somebody, that tells me one of a couple things, but ultimately it sounds like this just isn't a fit. Are you just trying to be nice to me? Like, this just isn't a fit? And should we just say no? So I'll take it away now if you say yes. You know, as a matter of fact, I work with Scott. Scott and I are partners, and we bounce everything off of him. You know, in fact, I'm the. I'm the crazy dreamer. He's the analytical. He holds me down. You know, he's the roots, you know, and I'm the big picture guy, so. Well, would it make sense that we have Scott in that meeting? Because here's what's going to happen. You're going to fall in love with what we talk about. You're going to take notes, and then the telephone game is going to happen, and things are going to get all mixed up, and Scott's going to say, you're crazy. You're a dreamer. We're not doing that deal, even though you love it and it's right. So what would it take to get Scott to be able to attend that meeting with us? Okay, so now I'm closing to get Scott to attend, and I won't go to that meeting until you confirm that Scott can make it. Otherwise, I'm wasting my time. Okay, now if we do this over the phone, that's a little different. You know, you call in off of an ad, I say, hey, give me 30 seconds. Let me wrap up this deal. I come back. How can I help you? Go, man, this deal sounds fantastic. Let me talk to my spouse. You're a little bit. I gotta imagine these investments are not like a $5 deal, right? These are maybe some significant dollars they're investing with you.

I mean, they are from a total value proposition, like maybe 19,000, relatively speaking. For real estate, it's really low, but we make it irresistible. Like a car payment.

Right?

Okay, so it's not like Wes Schaefer money, but it's significant.

Right? So if you need to dig in early on and. Because I would want to know. So if it is car payment money, if it's $300, $500, $900 a month, if these are people. If this. If these people are experienced investors, like they're rolling over money or whatever, then they probably don't have to talk to that spouse or that significant other. You know, But I would think most people would. You know, my wife and I, we've been married over 21 years. I've spent 19 grand on things. I've spent 30 grand on things without talking to her. Okay? But that's rare. You know, usually even a small deal, you know, if I want to go buy a new computer for 1,000 or $1,500. Hey, you know, I'm gonna go get one. Just so you know. So you're not surprised. You see it on the credit card. So, you know, it's a fair question for most people to bring up, but I would ask early on, you know, hey, Mark, thanks for calling. It's a fantastic property, you know, let me ask you something. What attracts you to this property? Right? So I'm going to ask that early on. We're going to go through, say, I may ask the same thing. When, you know, when you're looking to make a decision like this, how do you make it? Do you have a team of advisors? Do you have a mastermind group? You have a spouse, do you have an accountant? So before I go too long, I'm going to find that out, right? So again, if you say you make all the decisions, then you should be able to buy with me at the end of that call. If you say it's somebody else, then I have all your contact info. I may just cut that presentation off short, you know, and push. Hey, can I get Scott on the phone? Can we do a three way call? Can you call them right now? You know, or if we get to the end, then you got to push, you know, Say, Mark, are you just, are you just trying not to hurt my feelings? You know, say, look, I don't want to be that pesky salesman. When you see my caller ID come up on your phone and you cringe, I don't want to be that guy, you know, but if you do just need a day or two or three, that's fine, you know. And you're gonna meet with who? Oh, you're meet with Scott. Oh, you're gonna meet with your spouse. Okay, let me ask you something. What are you gonna tell Scott? What are you gonna tell him after our conversation? So I'm gonna make you, if you're serious, you're gonna, you're gonna give it back to me. You took some notes and you probably missed some things, right? You say now, hey, what about this? Are you going to tell them about that feature? You're going to tell them about the higher rate of return? Are you going to tell them about the tax benefits? Oh, yeah, I forgot about that. You know, say, Mark, you know what? This thing is in demand and there's only one of these. Yes, there's other properties, but this is the only one. And you know what? You hear my phone ringing in the background, you know, do you really want to take 5 days? Is this a decision that you really need some help from somebody else to make. Are you just getting kind of cold feet? So I'm gonna bring it back around without being pushy, right? I'm asking honest questions and that'll usually turn things around. If it is an investment like that that they can afford monthly, they should.

Be able to close Scott.

Todd, this is just brilliant. This is like brilliant training. We should. We should actually transcribe this. But my question to you, Scott, because you don't come from a sales background, right? Well, you don't have a formal training background, right?

Well, I did, I did do selling for a while.

Okay.

I can't call myself the sales whisperer, right?

Okay. So neither one of us.

You can, because I trademarked it. But I know what you're saying.

Neither one of us come across as. And you can't see, you know, Wes's face, but he's a good looking guy. You know, Scott and I are like these kind of, you know, geeky guys, right? Not as much confidence emanating from Scott and I. If you're on the phone with us and say a Wes, right, which is why he's a sales whisperer. That being said, right, how important, Wes, is it for a beginner in any kind of sales situation to have a script of those questions to stay on task and not sound like a robot?

You do need a script. And here's. Okay, here's where everybody pushes back on. And I pushed back on this as a salesman early on because I had bad training because I was a victim of the. Of the dog whisperer realm, right? Where people had bad training or no training. And I would ask, you know, how much money does Tom Hanks or Tom Cruise make right now? Either of you have an idea?

20 million a film, 25 million a film.

Yeah, something like that. Who knows what multi million. I mean, they make eight figures a film, right? And what do they do for a living?

They memorize a script.

They memorize a script. They memorize it. They internalize. Do more than memorize it, right? They internalize it. They make it their own. And then they make you believe it, right? And so. And then on the other hand, like how much money does, you know, I know all the old people, right? Letterman and Leno and they don't do anything anymore, right? But Jimmy Kimmel, right? I mean, Ellen, what do they do for a living?

They ask questions.

They ask questions prepared in advance, right? So I'm asking you to kind of blend the world of Jimmy Kimmel and Tom Cruise, right? Internalize the script, but make it be very Question based, and then make it your own. But people are very predictable, right? You know, if I say, you know, Mark, that's a really cool headset you have on. Where did you get it? Right? You instantly like. You like me a little bit more because I have good taste in the stuff that you've purchased, okay? Then conversely, I look at Scott and I go, Scott, those glasses are ridiculous. Where'd you get those frames, man? Where did your other ones get run over by a car? You know, did your dog eat your main glasses? You know, Scott's gonna go, this guy's kind of a jerk. You know, I mean, so we're very predictable. And so we're also predictable in, hey, Scott, you want to buy this thing right now or what? You know, hey, Mark, I mean, an idiot can see that this is an easy deal, right? This is a no brainer, man. I mean, like, you gotta be just stupid if you don't sign right now. Oh, I mean, you're gonna just, you're pushing them back. I mean, you're pushing the buttons that's driving them away, you know, so if you can turn it around and say, you know, Scott, thanks for calling, you know what, what's the number one thing that attracted you to this property? You know, then I'm asking him questions. And whether he's, he's a rookie investor or an experienced investor, I'm gonna find something, some way to give him a sincere compliment. And so the compliment is going to be different each time. You know, maybe I'm like, hey, dude, those are cool glasses. Where'd you get those? I need mine too. Matter of fact, I don't have mine on. I need to get them, you know, but pay a sincere compliment. And then so the compliment is not scripted, but the idea of listening to someone and paying them a compliment is scripted, you know, and so you absolutely have to, you know, you're either working your plan or you're going to be part of their plan. You know, it's just, that's life in the big city. That's any human interaction, right? You go to a restaurant, what do they hand you? You know, they hand you a restaurant script, otherwise known as a menu, you know, because it sets the tone. Yes, you can order off the menu, yes, you can substitute fruit instead of fries, but it's a dollar extra. Or you can haggle and say, Scott, you're not really going to charge me extra. Can I get, I want like the wedge, I want the curly fries, and I don't want to pay extra. Can you make that happen. Yeah, you're a nice guy. You complimented me on my glasses. So yes, I'm going to get that for you. Or you'll say, you know, he'll think, deep down, no, you're a jerk. You, you ridiculed my glasses. And so not only will they, I charge you more. I'll make sure a few fall off as I carry them. So you're going to get less fries and pay more for it. You know, so the restaurant gives you a script in that menu so they can control the environment, so they can control the cost, they can control the time to get the food out, because the quicker you can get in and get out, they can put somebody else there and make more money. So scripts are a must in life.

Scott. Todd, what are you thinking right now?

I'm thinking I love the Sales Whisperer.

You know, I'm thinking I love the Sales whisperer too. And I'll tell you, I, you know, before the podcast, I was a little jerky to Wes about a piece of software. Now I'm feeling kind of guilty about it.

I see why he has seven kids. Everybody loves this guy.

Yeah, I mean, so my question to you, Wes, is on a personal level, does anyone say no to you?

Sure, you bet. You're never going to bet a thousand. And I'm a work in progress as well, right? I mean, there's still some of the analytical types, maybe, or you know, maybe they're just not in a good mood and I'm not in a good mood. So we kind of snipe at each other and we lose it. So, yeah, you're not going to win everything. So you got to make sure you're all, you got to stack the odds in your favor, right? And so maybe on some days when I am tired, right, maybe I didn't get enough sleep, maybe I'm traveling, whatever. Maybe I shouldn't answer the phone that day. You know, give yourself a chance. Go take a 30 minute power nap. Go take a two hour nap. Just shut down and go watch a movie, you know, because I think sometimes we do push too hard and you reach that point of diminishing return, you know, and so, yeah, you're always gonna lose sales. Obviously the goal is to win more than you lose. The goal really is to win them all. I actually have a program called make every Sale. So that's the goal. But the other goal, the other part of that make every sale, you know, part of it is literally bat a thousand. But that's impossible. The other part is understand, kind of like Scott's talking about with the dating scenario, there's 5 or 10 or 15 little sales all along the way, right? The ad is a sale. The headline is a sale. The first sentence is a sale. Getting the read to the end is a sale. Getting them to call or click and visit the landing page is a sale. Getting them to opt in a sale, right? So you got to understand that you have to make every sale, every step along the way to bring it to a conclusion. So yeah, you'll. Nobody bats a thousand.

All right, fantastic. Well, we're at that point now, Wes. We're going to put you on the spot.

Uh oh.

We're going to ask you for your tip of the week. A website, a resource, a book, something actionable. But the art of passive income listeners. But right now, improve their businesses, improve their lives. You already given us tons of tips to increase our sales, but I'm just going to push you for one more.

So what would you like? A website or a book or what? All the above. Tell me, tell me.

I mean, whatever you think is going to provide the most value.

I think it's really just rehashing. Kind of what we talked about is understanding that everybody is in sales, okay? And you're either part of some, either working your own plan or you're being worked by someone else's plan. And so if you are in sales, that's why you're listening to this, then understand you don't have to be hyper, you don't have to be happy. And the whole know like and trust thing, when it comes to sales, knowing and liking is way overrated. People have to trust you though, no matter what. Even if they don't like you, even if they barely know you, they'll give you their money if they trust you, okay? So focus on that and the way you do that. I see too many people, small businesses, trying to build a brand. We're not Goodyear, right? We're not the Snoopy MetLife blimp. We can't build a branding campaign and wait 5, 10, 15 years for somebody to recognize us. So you build a brand through consistency, by over delivering, okay? So strive to serve, to over deliver and you will build a reputation as a trustworthy individual and the sales will truly come to you at that point. But that will take a little while. So embrace the sale. Because like you said in the beginning, nothing happens until a sale is made.

I love it. I love it. Scott, Todd, what's your tip of the week?

Oh man. Okay, Mark, what if, what if evernote I mean, like, I use evernote for my VA's, you know, like, you know, keep my, you know, processes and stuff organized notes. And I give my VA's access to it. But let me ask you a question. What if Evernote and Pinterest came together? Could you imagine that for like, va? So you could put, you know, pictures there. And it's. It's laid out in a nice easy way to find stuff, you know, like processes or, you know, maybe training videos, training steps, action steps. And I found it. It's called Score S K O R E IO Score.

I've heard of Score IO. Why do I know this?

Yeah, it's like, check that out. Interest. And Evernote had a baby.

One single destination for your teams. Excuse me, for your team's knowledge.

So I created an account and I started putting in, you know, stuff that deals with kind of accounting processes, you know, how we account for things. And then I needed to educate a VA on how to do something, so I created a video. But where do you store that video? It's just a link somewhere here. All of the knowledge comes into one spot. And you know what? You can start off for free, but you can also go. And it's very expensive. It's like $2 a month per user. I mean, how expensive?

This is nuts. You know what? You've lost me on this, by the way, and I'll tell you why. Why? Because they're too low. And I've seen time and time again these startups that don't have a good monetization policy and they have tons of value.

Hey, at least there is some. Dropbox was free in the beginning, right? Even Evernote was free in the beginning.

Funding them and their huge burn rate. I want to see these guys and I want to see how much money they have in VC money before I give them my two bucks.

No, no, no, I think you're thinking of it the wrong way. So another website that I love is Trello, right? Trello is free forever. Free forever.

Unlimited.

Then they do have. They do have a way of monetizing it, but the reason that they do it is because they use Trello for their own business operation.

Okay?

So, you know, I'm not saying that's what this company is doing, but I mean, you think about it, $2 per user. You know, you have five users on there. It's 10 bucks a month. It's not that expensive to manage this thing, you know, don't need to. It's a big scam, man. Because what will happen Is they'll get us all using it, and then they'll go to $5 a month, which is still worth every penny if it adds value to your team.

I'd rather them start off at 20 bucks a month.

Well, then they might keep people away.

No, no, I know. I get it. I get it. But I just hope that they have enough.

Check it out. Check it out before you judge.

All right, I won't judge. Yeah. My tip of the week going to be supercharge your sales and learn more@Sales Whisperer.com is that the best site to go to?

Wes, man, I think I'm starting to like you a lot more.

See, we start off rocky. Now Wes has a full 180. He's fully embracing the wisdom of the land geek. Supercharge your sales. There's so much information on Wes's site that, you know, I'm definitely all in because, you know, I mean, we've had a few different types of sales trainers on here.

Scott.

Tom Hopkins, the science of selling. David Hofeld, we had Bob Berg, we had Grant Cardone.

Right.

But I think of all of them, I think Wes was able to articulate from a very high level, even down to the minutia, the best way to get the most sales.

Right?

That I am high. I really appreciate it, Wes, and so do the listeners. So thank you.

Hey, my pleasure. Thank you.

Scott. Todd, are we good?

Mark work? We're great, man.

Wes, are we good?

We're good.

We forget to ask you anything that we should have asked you?

No, I think we're good.

All right. Well, covered all the bases. All right. I want to thank Wes Schaefer from the sales whisperer.com for taking time out of his valuable day to share his wisdom. And I want to thank Scott Todd from scotttodd.net and moto.com and posting domination.com forward/thelandgeek. Today's podcast is sponsored by Lonegeek IO. Get paid, get automated. Take time, make money. Lonegeek IO and learn more about me at thelandgeek.com all right, we're gonna get it. We're gonna get really geeky. Wes is gonna be really embarrassed. You ready, Mark?

One, two, three.

Let freedom ring. Oh.

He gave that look. Like, really? All right, subscribe rate. Review the podcast. Come on, listeners. See everybody next time.