Sell It Like Serhant

1. Embrace the "Balls Up" Mentality: Juggle Multiple Opportunities

I discovered that it takes just as much time and energy to manage one deal as it does six.

Maximize your potential. The "Balls Up" approach involves keeping multiple opportunities in play simultaneously, rather than focusing on one deal at a time. This strategy allows you to maximize your time and energy, increasing your chances of success.

Diversify your efforts. By juggling multiple prospects, you create a safety net for yourself. If one deal falls through, you have others to fall back on. This approach also helps you maintain momentum and stay motivated, as you're constantly moving forward with various opportunities.

• Benefits of the "Balls Up" mentality:
  • Increased efficiency
  • Higher probability of success
  • Reduced risk of failure
  • Continuous learning and improvement

2. Master the Art of Follow-up to Turn Leads into Sales

Following up is so easy. When you incorporate follow-up into your regular sales practice, jotting off a quick and friendly email is practically effortless—and it's free.

Persistence pays off. Consistent follow-up is crucial in sales, as it keeps you top-of-mind with potential clients and demonstrates your commitment to their needs. Develop a systematic approach to follow-up, incorporating the three F's: Follow-up, Follow-through, and Follow-back.

Tailor your approach. Categorize your leads into hot, warm, and cold prospects, and adjust your follow-up frequency accordingly. Always provide value in your follow-up communications, such as sharing relevant information or addressing specific concerns.

• Key elements of effective follow-up:
  • Consistency
  • Personalization
  • Value-adding content
  • Appropriate timing and frequency

3. Understand and Navigate the Seven Stages of Grief Selling

Good salespeople learn to anticipate what direction a deal will go, and they understand how each stage of the sale will help them get deals done faster.

Recognize emotional patterns. The seven stages of grief selling – excitement, frustration, fear, disappointment, acceptance, happiness, and relief – mirror the emotional journey customers experience during the sales process. By understanding these stages, you can better anticipate and address your clients' needs and concerns.

Adapt your approach. Use different strategies and tools to guide clients through each stage. For example, during the fear stage, provide reassurance and address specific concerns. In the disappointment stage, remind clients of the benefits and value of the product or service.

• Strategies for each stage:
  • Excitement: Build on enthusiasm
  • Frustration: Address concerns promptly
  • Fear: Provide reassurance and facts
  • Disappointment: Reframe perspective
  • Acceptance: Reinforce decision
  • Happiness: Enhance positive emotions
  • Relief: Confirm satisfaction

4. Implement the FKD Method: Finder, Keeper, Doer

Creating a work system for myself kept me from quitting and going to some boring job, and I haven't felt overwhelmed or like jumping off a bridge since I started using FKD.

Organize your workflow. The FKD method divides your work into three distinct roles: Finder (creating new business), Keeper (managing finances and strategy), and Doer (executing daily tasks). This approach helps you balance different aspects of your business and ensures nothing falls through the cracks.

Prioritize effectively. By allocating specific time for each role, you can focus on high-impact activities that drive your business forward. This method also helps prevent burnout by ensuring you're not neglecting important aspects of your work.

• FKD method breakdown:
  • Finder: Networking, prospecting, pitch development
  • Keeper: Financial planning, goal-setting, strategy
  • Doer: Client meetings, presentations, paperwork

5. Cultivate Your Four Tenets: Why, Work, Wall, and Win

Knowing why I get up every morning to work so hard, go to so many appointments, and most days eat lunch in my car to sell real estate is crucial to my success.

Define your purpose. The Four Tenets – Why, Work, Wall, and Win – provide a framework for understanding your motivations and goals. By clearly articulating these tenets, you create a strong foundation for your career and personal growth.

Stay motivated. Regularly revisiting your tenets can help you stay focused and motivated, especially during challenging times. They serve as a reminder of your ultimate goals and the reasons behind your hard work.

• The Four Tenets explained:
  • Why: Your core motivation
  • Work: Daily actions to expand your business
  • Wall: What you're running from or trying to avoid
  • Win: Your ultimate goal or legacy

6. Craft Creative Pitches and Find Your Unique Sales Hook

Every product has a story—you just have to find it.

Stand out from the crowd. Develop creative pitches that highlight the unique aspects of your product or service. By telling a compelling story, you can capture your audience's attention and create an emotional connection that drives sales.

Discover your niche. Identify what makes you unique as a salesperson and leverage that as your "hook." This could be your expertise in a specific area, your approach to customer service, or a unique perspective you bring to the industry.

• Elements of a creative pitch:
  • Compelling narrative
  • Emotional appeal
  • Unique selling proposition
  • Clear value proposition

7. Learn from Failure and Overcome Obstacles

Any sale that doesn't work out is preparing you to close future sales that haven't even happened yet.

Embrace failure as a learning opportunity. Rather than letting setbacks discourage you, use them as valuable lessons to improve your sales approach. Analyze what went wrong and how you can prevent similar issues in the future.

Develop resilience. Recognize that obstacles are an inherent part of the sales process. By viewing them as challenges to overcome rather than insurmountable barriers, you can maintain a positive attitude and continue pushing forward.

• Strategies for overcoming obstacles:
  • Analyze failures objectively
  • Seek feedback from mentors or colleagues
  • Adapt your approach based on lessons learned
  • Maintain a growth mindset

Last updated: September 8, 2024