Kevin Huboda is a real estate professional in the Chicago area. His passion is helping his clients buy, sell and invest in real estate. Since earning his real estate license in 2011, Kevin went from selling 13 homes in his first year to selling 40 homes a single year. The industry average is a mere 6-7 homes per year.

In this interview, Kevin shares how building relationships helped him sell $8.2 million in real estate, and how he plans to accomplish his goal on selling $20 million by improving upon those relationships.

Be Willing to Adapt and Try New Things

• As the market changes, be willing to adapt in your business.
• You need to be proactive about consistently get better at what you do.
• Try new things, find what doesn’t work and focus on what’s working.

Improve What Works

• Evaluate your past sales and where they came from.
• Relationships work more than anything else.
• Ask yourself, “How can I improve my relationships and get more referrals?”

Finding Strategic Partnerships and Mentors

• The best way to start of business is to think about strategic partnerships.
• If you’re selling real estate, find the person you want to work with and join their team. Then figure out what you can do to add the most value to them.
• Find mentors who can get you where you want to go.
• A strategic partner and mentor could be the same person, but having a mentor in a different field can give you a different perspective.

LINKS

• Kevin’s webiste - KevinHuboda.com

Cheri Alguire is a business coach who helps real estate professionals, small business owners, and network marketers become more successful both in business and in life. She is the co-author of the book Agent Revamp and has a company called HoopJumper that provides internet marketing services for Real Estate Agents.

In this interview, Cheri talks about what it’s like to work with a coach, and how it has personally helped her accomplish a record breaking year in her business. We also discuss the importance of putting in the reps, focusing on the positives, and knowing your “why”.

The benefits of having a coach:

• To be a coach means helping people get clear on what their goals are, figuring out position they’re right now, and finding a plan that's going to bridge that gap.
• Coaches see things from a different perspective.
• A lot of people will put self limiting doubts in front of themselves.
• A coach will see your potential and knows that you’re capable of much more than you’ve done, but that you have fear holding you back.
• Having a coach is having somebody on your side, cheering you along, saying “I believe in you”.

The key to a successful coaching relationship:

• The client needs to trust the coach.
• Not every coach is right for every person, and not every person is right for every coach. Do a sample session with a potential coach to see if they click with you.
• Always set goals and always have deadlines.
• Follow a leader on a great path. Get them to push you to be accountable to your goals.
• When you invest in a program, you want to make sure you're getting the most of it

Start believing in yourself:

• Tap into what you’ve accomplished in the past.
• Think about how you were able to accomplish those things. What did you do to reach that goal?
• Figure out what your strengths are and build on that.

“We all have different strengths. It's not about becoming good at everything it's about figuring out what you're good at and doing more of that.”

Focus on the positives first:

• Before you talk about your challenges and shortcomings, start with your wins. Ask yourself, “What has been great so far? What are your wins for the week?”
• When you start out with the positives first, it's much easier to tackle the challenges when you're going in a positive direction.

Why accountability is so effective:

• When you tell someone you’ll have something done by a certain date, you have to do it; otherwise you’ll have to deal with not keeping your word
• If it’s just an agreement you made to yourself, you’re bound to make excuses.
• You can set up accountability with anyone; it doesn’t have to be a coach.

Results don’t happen overnight:

• It takes a while to get the momentum going in your business.
• You will work very hard in the beginning, and you may not see the results till the end, but you will still benefit from the work thereafter.

What it means to “put in the reps”:

• Determine what it takes to accomplish your goal.
• Keep track of your numbers, and know what it takes to get the sales you’re looking for
  • (ie: if it takes ten phones calls to get one sale, and you need four sales; you know you need to make 40 calls).
• Keep in mind that results are not guaranteed, but if you consistently show up and put in the work, it will come to you.

Find your “Why”:

You’re going to have bad days where all you hear is no and you’ll need to remember why you’re doing this.

“Sales is the greatest profession on the planet because your income is unlimited.”

LINKS

• Cheri’s website - com
• Agent Revamp Book, Agent Revamp

Right out of college, Dan got into the automobile industry and began developing his sales skills. When he let go in 2008, he decided to dive down the path of marketing and the internet. Now Dan works with local businesses, teaching them lead generation and email marketing at JobKilling.com.

What are local business owners struggling with the most?

They’re really great at what they do, but they’re not great at utilizing the internet to bring in leads. They feel uneducated so it’s pretty scary for them. It’s that mindset shift for the business owner to think “hey maybe I need to adapt to the times and maybe I can’t be stuck in my ways”.

What is Job Killing?

Job killing is a trade school teaching entrepreneurs and business owners lead generation. We are teaching a new trade to utilize and harness the power of the internet to generate leads day in and out to your business.

On Virtual Real Estate

The model of doing service work for people is not the model. If I really believe in the skills that I have, I should own everything that I do. I decided I was going to start owning businesses virtually.

The game of real estate and the game of virtual real estate very similar. The difference being I could have $500 invested in my virtual properties and $160k invest in real estate properties. I could create a lot of virtual real estate for basically nothing.

The largest taxi company in the world has no taxi cabs now - it’s called Uber.

The largest hospitality company in the world owns no real estate - it’s called AirBnb

The largest retailer in the world owns no merchandise - Alibaba

We’re in a time and space where this model is no joke.

On Building Relationships

Get business owners to want to talk to you by serving them first, by maybe even giving them leads first.

“Hey take the leads for free. Try them out for a week. Let me know how it goes, and if it works maybe we can do something that’s mutually beneficial.”

Send people leads with your referral message attached 10 times a day for a week so when you finally call them up, they’ll want to talk to you.

“Hey it’s [name] I’ve been sending you referrals. Have you been getting them?”

Unlike the cold caller trying to hustle them for their money, you’ve already proven results and sent results in advance. The trust and desire built before even speaking to them is off the charts.

“Hey I’d love to keep doing this for you. Is this something you’re interested in?”

You’ve proven your value before ever asking for anything in exchange. You’ve taken some of the risk without asking the business owner to take any.

Melody Campbell is the founder of the One Sale a Day Sales System, and has been involved in sales for over 30 years. “I liked instigating change. I could influence people and they would make a decision based on my guidance.”

Quick Sales Tips

• Smile while you’re on the phone
• You will close more deals with a follow-up system
• Don't talk like a salesperson, talk like a friend or personal shopper
• Acknowledge that sales is an honorable profession

On Feeling Like a “Poser” (Imposter Syndrome)

You may not know everything about the product you are selling but if you can be honest with your prospect you build huge amounts of respect. You can say “You know what, that’s a good question. I don’t know, but I can find out.”.

On Consistency and Following Up

Consistent posting adds value to you and your business in the eyes of the people who you may like to build strategic partnerships with or potential customers. 

There’s a lot of people who would look at your offer for a while before they take the plunge. Every salesperson needs to understand the buyer’s journey, what they’re going through in their own mindset. So when somebody is saying no to you or ignoring your emails it doesn't mean you shouldn't keep promoting your product or service or continue to come up with great ideas or concepts.

The downfall of a lot of people is that they go out there and they get overwhelmed with sales and they don't get the positive feedback they’re looking for. Then they look for another product to sell. It needs time to germinate. A launch is just to get things going. There are going to be tire kickers that just want to see how things transpire.

On Naysayers

You’re going to go through a process of learning, and you’re going to go through a process of shining. Not everyone is going to like that. Get into the mindset of “I’m a professional, what can I learn from this?” Ask yourself how you can build up other people. Then you’ll have a tribe of people who support your greatness.

On Building a Tribe

When people come up with a product or service, the problem is finding enough people that want it. It is a lot easier when you have a tribe. People will want to be in your presence if you build them up. Take the time to get to know them and understand their pains, and when you do develop a product it’s a solution for that tribe.

If you bring value, you’re going to have an easier exchange; and it starts with helping your tribe understand their own greatness.

Episode Links

One Sale a Day Sales System - onesaleadayprogram.com

Text “INNER GAME” to 503-713-6540 to sign up and receive positive quotes from Melody

If you’ve enjoyed the show, please take a moment to subscribe to us on iTunes, and leave a rating & review for the podcast. Also, head to the Sales Champion website and sign up for our newsletter to receive a 21-video series about how to improve your closing!

Keith Weedman was pursuing a Masters in psychology while working as a leader to transform Indiana’s welfare system. His passion is to affect change in the lives of others. Keith’s company, Level3byDesign, helps unleash potential in organizations through training, coaching and consulting. Their mission is to bring constructive thinking into the world to help leaders become more effective leaders.

On Leaders

• How people perform is a reflection on their leader.

• When you, as a leader, become more effective at leading, everyone around you performs at a higher level.

• Leadership is not simply seeing people for who they already are, it is empowering seeing the possibility of who they are capable of becoming.

On Giving Feedback

• When you give someone honest feedback, it makes it possible to make every time you give honest feedback, an empowering experience for both the giver (the leader) and receiver.

• When you come from the intention of being helpful to your people by giving them constructive feedback, it’s possible for constructive feedback to be empowering each time it’s given.

Parting Words from Keith

• If you are in sales and marketing, and you do not currently have someone who is a personal mentor to you, look for someone who has a lot of knowledge and resourcefulness to mentor you - and then take action.

Episode Links

• Keith’s Leadership Company - Level3byDesign.com
• Email Keith - Keith@Level3byDesign.com

If you’ve enjoyed the show, please take a moment to subscribe to us on iTunes, and leave a rating & review for the podcast. Also, head to the Sales Champion website and sign up for our newsletter to receive a 21-video series about how to improve your closing!

Ben Settle is an email marketing genius and host of The Ben Settle Antipreneur Show.

On Email Marketing

• Email marketing is like a talk show. You talk about one thing and then go to commercial, except with email you ask them to buy something.
• Before you send an email out, ask yourself: is this going to warrant interrupting someone’s day, is it going to be worth their time?
• The key is to always respect people’s time.
• Do your market research. Learn your customers pains, desires, and insecurities.
• You have to care about someone in order to connect with them
• Sell to people you do like; sell to people who you understand their pain
• Ask them questions, and get them to talk about the problem - then sell them the solution.
• If you have an objection or flaw in your product, admitting is an extremely powerful thing to do. Then explain why they should buy anyway.

On Price Objections

• If you expect price objections, address it at the beginning of the conversation
• People who refund always had the intention to refund from the start so don’t appeal to them, repel them.
• Repulsion Marketing - repulse the people you don’t want
• When you tell a customer that the price will be expensive, they will probably expect a higher price than you give them
• People don’t buy on price. They buy on comfort, quality and convenience.

Sample Scripts:

“Yeah my prices are high. I’m thinking of raising them because my clients are making so

much money.”

“I want you to know right before we go anywhere, this is expensive. It can be very expensive. I have to diagnose what the problem is first, but expect this to be expensive. If you’re a price shopper, this isn’t going to work for you. I can’t help you. Our market is value shoppers. There’s a lot more conventional services you can use, and I’m happy to tell you about them, but ours is special.”

Take care of your clients, tell them stories to engage them, and bring in the objections.

Episode Links

Ben’s website - bensettle.com

Ben’s podcast - bensettleshow.com

If you’ve enjoyed the show, please take a moment to subscribe to us on iTunes, and leave a rating & review for the podcast. Also, head to the Sales Champion website and sign up for our newsletter to receive a 21-video series about how to improve your closing!

Audio Editing & Show Notes by Podcast Masters

Patrick is the CEO and Founder of Seminar Systems. He’s Trained over 40,000 people around the world and has over 30 years of experience in Transformational Training.

Patrick is committed to an abundant and compassionate world. He believes every individual and corporation has the obligation to make a strong statement of principle, thereby contributing to the welfare of the world community.

Patrick answers Mike’s question: Why do some people achieve great success and others just get by?

1. Have a desire

Ask yourself, “Am I willing to do this?”

You gotta be hungry to get results, a burning desire.

You get burning desire by connecting what you’re going to do with your purpose.

1. Don’t let naysayers influence what you do

People who are successful don’t base it on their circumstance, they base it on their own commitment and certainty about what they’re doing.

People who are successful don’t let how other people look at them have a huge influence on what they do.

1. Put in the hard work

If you don’t want to be tested, don’t make commitments.

People who are successful put in A LOT OF WORK.

Adjusting Your Lifestyle to Your Commitment

Adjust your time and simplify your life so your energy and focus goes towards accomplishment of your goal.

Constantly adjust your lifestyle for the bigger commitments you have.

Communicate with your love ones about the adjustments you’re committing to accomplish your goal, and explain what’s in it for them so they are incentivised to show their support.

1. Have the persistence, belief, certainty to practice and practice during The Plateau Period

The Plateau

There’s a misconception that as time goes by, results go up.

It’s not a curve, it’s a stairstep. You get great results. Then you go a period of time with no results. Then you get more results, and then another period of no results.

The flat period is called The Plateau.

People who are successful can tolerate The Plateau. People who are not, give up during The Plateau period.

“The difference between success and struggle is the ability to tolerate the plateaus in our life.”

People who are successful have done the personal development work to understand themselves at a very deep level about their motivations, their belief systems, and things that drive them. They are very clear about their limitations, what they’re good at, and they’re very honest with themselves.

To learn more about Patrick’s Transformation System with Eric Lofholm call Patrick at 649-521-3353

If you’ve enjoyed the show, please take a moment to subscribe to us on iTunes, and leave a rating & review for the podcast. Also, head to the Sales Champion website and sign up for our newsletter to receive a 21-video series about how to improve your closing!

Audio Editing & Show Notes by Podcast Masters

Michael Bunga is a serial entrepreneur whose first company was working as a contractor with FedEx Ground. He began to build his sales skills while stocking grocery stores for Pepperidge Farms. Michael started his own restaurant hood cleaning company, Pro Hood Cleaning. After taking Eric Lofholm’s script writing class, he was able to triple his business to $36k in less than 6 months.

“The best time to look for a job is while you’ve got one.”

On Following Up

• Build relationships with the people you’re looking to do sales with, and establish the Know, Like & Trust Factor
• First introduce yourself in person using your script, then follow up with email

On Writing Scripts 

• Develop a simple script that explains to customers 1. What your company is and 2. What your company does
• Started sending branded calendars to current and potential clients.

“Do what you say you’re going to do.”

Episode Links

Websites:

www.ProHoodCleaning.com

www.MrFireSafetyUSA.com 

If you’ve enjoyed the show, please take a moment to subscribe to us on iTunes, and leave a rating & review for the podcast. Also, head to the Sales Champion website and sign up for our newsletter to receive a 21-video series about how to improve your closing!

Audio Editing & Show Notes by Podcast Masters

Patrick Dean talks with us again this week about transforming your sales process, motivating you, and increasing your sales.

If you’ve enjoyed the show, please take a moment to subscribe to us on iTunes, and leave a rating & review for the podcast. Also, head to the Sales Champion website and sign up for our newsletter to receive a 21-video series about how to improve your closing!

Audio Editing & Show Notes by Podcast Masters

Suzi Nelsen is the Founder of Countries and Crossroads, a recognized premiere provider of incentivized travel packages. Suzi has spent more than three decades of expertise in the travel industry, having always been compassionate towards people desiring to create beautiful memories through travel.

Suzi arranges, coordinates and escorts groups of all sizes to numerous national and international destinations, and provides her clients with customized, cost effective and quality travel solutions to meet their needs with no hidden costs.

Lessons Learned from a Lifetime of Travel

Life doesn’t rewind, so live now.

Appreciate everything. Appreciate the people you meet. Sit down. Take your eyes off yourself, and listen to what somebody else is saying to you because everyone has an amazing story.

On Sharing Your Message

Take your eyes off yourself and help somebody.

This is your time. People need you. Whatever your message is, discover the power within you and go do it.

Instead of being a victim, be the victor.

Life is on a set of stairs. You climb a little and then there are plateaus. The plateaus are the learning phases that carry us to the next steps.

Episode Links

Website: countriesandcrossroads.com

Email: suzi@countriesandcrossroads.com

If you’ve enjoyed the show, please take a moment to subscribe to us on iTunes, and leave a rating & review for the podcast. Also, head to the Sales Champion website and sign up for our newsletter to receive a 21-video series about how to improve your closing!

Audio Editing & Show Notes by Podcast Masters