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/Energy4Sales Connect with the Gang on LinkedIn: Janelle: https://www.linkedin.com/in/janelle-rosenbaum-79b4a34/ Mark: https://www.linkedin.com/in/markstileslaw/ David: https://www.linkedin.com/in/sdavidoliphant/ Jeff: https://www.linkedin.com/in/jeffbajorek/ Andrew: https://www.linkedin.com/in/andrew-hooper-24064286/ Tswana: https://www.linkedin.com/in/tswana-sewell-7956979/ Suzanne: https://www.linkedin.com/in/suzanne-tinsley-wfg-88697070/ Talie: https://www.linkedin.com/in/talie-davis-weir-37a154109/ Parvathy: https://www.linkedin.com/in/pnh72/ Tim: https://www.linkedin.com/in/timehooper/ Sales professionals, are you looking to take your career to the next level? The Energy4Sales Summit is back! Please join us on the morning of September 17 from 8:30-11:00 am EST (Don’t worry. This event will wrap up before college football begins). Grow as a sales professional while also helping out a great cause! Whether you're new in sales or an experienced pro, expand and grow your skillset and have some fun as well! Meet top sales leaders who are in the trenches doing it, and learn their secrets to success. We will be unpacking the importance of sales metrics, management, and mindset, and how they are the keys to growth and success. Register today, and feel free to invite a friend! Event Details: - Coffee and Sales Roundtable with 9 Sales Leaders at 8:30 am EST. - 3 Power Packed Sessions on Metrics, Management, and Mindset - Takeaways and Exclusive Content on How to Lead and Win at Sales - Event Wraps Up at 11:00 am EST Registration for this event is FREE (a $225 value). We ask each registrant to consider donating to our partner, the American Cancer Society: www.cancer.org/Energy4Sales Thank You to our Sponsors: Energy4Sales & WFG National Title! About Energy4Sales: We believe that if you’re not having fun in sales, you may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of human connection. Making every connection count is imperative and it starts with our energy - how we show up. Either we’re distracted by all of the noise and not showing up, or we’re procrastinating due to a lack of confidence. We’re the premier sales professional accelerator that increases consistency, proactivity, and accountability in your sales process! #Energy4Sales #DAFTSalesMethod #FunInSales #Sales #Salesforce #SalesTeam #SalesManagement #SalesTraining #SalesCoaching #SalesDevelopment #SalesLeadership #SalesTips

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 — and tee-ing up internal introductions when there’s a better personality fit. Andrew challenges us to ask questions that get them to open up about something you didn't know or plan on. Know your subject matter well enough, do your research, and go in confidently! Identify with them what would be the best time to follow-up, and how? Then, the next step is as simple as, “Hey, during our last conversation, you mentioned ABC ... here's what I found out for you.” Pro Tip: use your CRM! In fact, email them a recap what was discussed and how and when you'll follow-up. Andrew states, “Confidence is knowing you have the RESOURCES as well as the ability to connect people with those resources - and being humble enough to say, ‘I don't know, but I know who does’!" Connect with Andrew: https://www.linkedin.com/in/andrew-warf-037a6244 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

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 yet! This time, you may just get their attention! Make the time, be on time, and SHOW UP! Persevere – you got this! 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

Ben Rogers, founder of TBL Coaching, joins David and Tim to unpack the distractions of failure and success, and give 2 keys to staying consistent: #NextPlay and #HeroicMinute You can connect with Ben here: https://www.linkedin.com/in/brogers53 Ben shares the difference between sales and sports is we often look at sales as “game day” while in sports the emphasis is on practice days. Why can’t we shift our focus here as well, Ben challenges. The Bottom Line: the practice is more important than the game. Where’s my focus? The trophy, or the next fundamental habit!! Ben’s FOTG pledge: “I respect my time as much as I respect everyone else’s. My first appointment of the day begins when my heat feet hit the ground. I will be early or on time to my first appointment and this will set the tone for my actions of the future. My greatest challenge of the day is getting my feet on the ground at or before ____ a.m. and I will defeat my greatest challenge today!” No more “ish” ... why would anyone want to lose their battle of the day? Ben quotes author Saint Josemaría Escrivá: The heroic minute: here you have a mortification that strengthens your will and does no harm to your body. If, with God’s help, you conquer yourself, you will be well ahead for the rest of the day. It’s so discouraging to find oneself beaten at the first skirmish.” Golden Nugget: go for the small habits and focus on consistency. When you fail or succeed, take a breath, then look for the next play ... 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

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://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

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

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 - I LOVE my family and want to know that taking care of them WELL is in my power.” She LOVES helping people and shares you MUST have passion!!! The ingredient for passion is CARING about their motivations, not a transaction. "You can be transactional and just get the deal done, or you can be relational and win deal after deal after deal!" She shares, “Being competitive is ok as long as it's with yourself and the version of who you were yesterday!" … BOOOM! Golden Nugget: it's not that you're inadequate, or stupid, or can't figure out; it's only HARD because it's NEW … and supposed to be! 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

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 Intellectual Property. Managers, coach your team to be closers. Then empower them to try, fail and grow. No super heroes, just super teams! 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

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 chronicle their 30-60-90 day journey. How connected and equipped are they feeling? Less is more! Keep it simple, and ask for feedback from newer hires to continually improve. Playbooks are used to win in sports, why not in our businesses? Putting a playbook together can be a team-building activity and should always remain a living, breathing document that’s well-reviewed and practiced. It’s never too late to get back to the basics — our cultures depend on it! Our reputations in the industry and talent attraction depend on it. Trust with your team members skyrockets when you’re truly helping them grow and succeed! You can connect with Andrew here: https://www.linkedin.com/in/andrew-hooper-24064286 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

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 to mind when he said, “If you always do what you’ve always done, you’ll always get what you always got”! By conducting an honest self-assessment and taking inventory, we get a true 360 and can light-weight our minds and lives to become more effective leaders personally and professionally as we move toward our vision. 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