Sales Metrics, Management & Mindset That Matters! Powered by Energy4Sales Registration for 2023's annual summit is LIVE here (please share with your team as well): https://bit.ly/Energy4SalesSummit2023 - Subscribe to our weekly Podcast: https://podcasts.apple.com/us/podcast/energy4sales/id1529777771 - Follow for events on LinkedIn: https://www.linkedin.com/company/energy4sales/ - Join Facebook Group for daily inspiration and sales accountability: https://www.facebook.com/groups/Energy4Sales - Donate to American Cancer Society (they send a card in someone's honor for you): www.cancer.org/En ..read more

Sales leader and friend of Energy4Sales podcast, Andrew Warf, joins David & Tim to dive into where follow-up in the sales process really begins; and, how to do it effectively. Andrew shares that research ahead of time is necessary, but the visit is NOT a sales pitch, it's an INTERVIEW! Making the connection is key here: discovering what really motivates a person and makes them tick! Also, finding common ground! Curiosity is the #1 tool, or as David calls it, an "art", that you can leverage to build deep relationships! Team selling is critical as you discover ways to add value collectively ..read more

David and Tim believe timing ISN’T everything! Timing is a bit like luck. Remember that quote – “Luck is nothing more than the intersection of preparation and opportunity”? That’s why timing isn’t everything! MAKING the time is everything! Leveraging consistency to show up WITH an understanding of what’s important to your prospective client at that time and asking timely questions of them. Oh, and be on time – that helps! Remember, we often think the “crickets” from our last 3 voicemails mean rejection – they don’t! Like our friend, Jeff Bajorek teaches, we just haven’t gotten their attention ..read more

David & Tim unpack this thought, "without data, you're left with emotion, and emotion can lead to drama"! Are we proactively defining our metrics as a team and having the data pushed to us as sales leaders? If not, we're going off our gut and missing critical coaching moments as ALL activities aren't necessarily the right activities. Sales professional, get vulnerable and lean into the data + the accountability it gives you to grow and get better! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https ..read more

Sales superstars never live at the low end of activity; they’re always far exceeding expectation ... and funny thing — it’s their own expectations that they exceed! Tim & David unpack what believing and exceeding metrics looks like, and share why we should all start hugging maximum instead of minimum! Why hang out at the bottom? Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage ..read more

Julie Turner joins Tim Hooper in this impactful podcast sharing why motivation is key to every Real Estate Agent’s success; she also shares a golden nugget you don’t want to miss! You can connect with Julie here: https://www.linkedin.com/in/julie-turner-7946097 At the core of success is ALWAYS motivation! Why do we do what we do? Ask WHY and REVISIT your WHY often. At every level there's a comfort level; leveling up our WHY takes us to the next level! About whining a national, prestigious award, Julie shares “the drive for me was never an award - an award I never knew anything about by the way ..read more

In this powerful episode, David and Tim share"Closing isn't an event, it's the logical culmination of multiple steps." Listen in and ask yourself these questions: Buying Process - do we have one? Is it clearly defined? Does our sales team own it? Buyer Confidence - have we communicated the buying process and set proper expectations? Buyer Delight - are we gaging along the way? Do we have a team connection process with each new client? David’s caveat: bringing in "The Closer" vs playing to Team Strengths (matching personas). Identify internal introductions needed early on and bringing in the In ..read more

As managers, we often assume our new hires know the ABC’s, so we jump to DE and F. Even if they know the ABC’s of the role, they may not know our culture, vision, mission, etc and how to best apply our ABCs. Do we have a solid onboarding process and ongoing training rhythm? Are we investing the time to train? If we’re in a credential-dependent industry, are we blocking time for our team to accomplish required training? Someone asked, “what happens if we train them and they leave?” Someone else replied, “what happens if we don’t and they stay?!” A great exercise is having our new recruits chron ..read more

David and Tim share a practical exercise that’s been worth their investment of time to complete it together year after year, and they believe it’ll be worth your time to do individually AND as a team activity! They simply ask a few questions in context of their vision: 1. STOP: What do I need to stop doing that’s distracting me or holding me back? 2. START: What do I need to start doing that will help me become who I’m aspiring to be and help me achieve the goals I’ve established? 3. KEEP: What’s been working well and is a high value activity I need to keep doing? The quote by Henry Ford comes ..read more

Happy New Years! Give your sales and business development teams a New Year’s gift by investing SPARK 2022 into them! March 15-16, it all goes down in Orlando! Registration is open: www.wfgspark.com Listen as Justin Stutz https://www.linkedin.com/in/justinstutz and Sam Trimble https://www.linkedin.com/in/samtrimble share the WHY of putting Orlando on your March planner! Register today: www.wfgspark.com WFG exists #BecauseOfYou ... we don’t compete with our agents; we coexist with you and THIS event will generate new ideas, new business, and fresh energy to your sales and marketing — all of whic ..read more