Hi, this week TURBOMIND´s book summary is “Sell it Like Serhant, How to sell More, earn more and become the ultimate sales machine” by Ryan Serhant. This is an exceptional book, fun to read and very practical by one of the world´s top Real Estate broker. This book is about developing your mindset so you can be the best salesperson you can be. The best salespeople are the ones who are better as human beings.
Sales is a volume business. If you want to be successful in selling, you must sell more, exposed yourself more to the market, talk to more people, and just being out there more.
Being the ultimate sales machine is not as simple as having some sales tricks, it´s about constant reinvention to improve and become better, which, sometimes means eliminating the old you with the old ideas and building a new and improved version of yourself. The only constant is change. Champions are always focusing on improving and getting better. Same goes for a professional salesperson. THE JOB IS NEVER FINISHED! You can make great sales, but YOU as a person cannot ever stop growing and getting better.
Becoming this ultimate sales machine won’t happen overnight, is a long process to become the best you can become at selling. You have to take it step by step. Don´t forget the magnitude that small actions can have, especially over the long term. One action can’t transform your career and your life.
Most people who are in sales are not very successful because they don´t make the commitment to be exceptional at it, they just sale. If you want to be a really good salesperson, you will have to make a deep commitment with yourself to become that person. If you want to be better than most people, you will have to work harder and be more disciplined than they are. You should get up before they do, work later and dedicate yourself fully to the art of acting. Make yourself have to talk and meet people all the time.
Main points from the book:
The importance of TAKING INITIATIVE. Initiative is like a magical cure-all elixir. Pick up the phone and make a call, write an email, follow up a lead. TAKE ACTION. Taking initiative is like breathing, you will not survive without it. As Ryan says, “Take initiative with everything that is put in front of you, and you will experience success every single day”. That is a great advice. You should make yourself talk and introduce yourself to every person that is near you.
2- ENDURANCE, REJECTION and CRITICISM:
Sales success is not about making one extraordinary sales, but more about endurance. It´s about having many balls in the air and not focusing in one single one. Having many deals at the same time. It´s about enduring unlimited amount of no´s and keep on going NO Matter what. Some sales take years to make, be confident, be persistent. Some prospects can remain a prospect for years before they buy but if you keep following up with them, most likely, eventually they will buy from you. Remember to build relationships, and not just sales.
It´s also about your ability to endure rejection, sales that don’t happen, about receiving lots of no’s and things that don’t happen the way you want. Be ready to receive lots of rejection if you want to be a successful at sales. Get your rejection muscle in shape by putting yourself out there. There will be a rejection with almost every single sale. The goal is to turn them around into a Positive.
Also, be ready to have lost of criticism. There has never been easier to criticize someone these days. All you have to do is to post a destructive comment on someone. It’s easy. Be ready to receive lots of rejection and criticism regardless of what you do. Be Ok with that. It’s part of the game.
Being the Ultimate Sales Machine is also about maintaining your stamina, survive the race and cross the finish line. And this happens with many sales. It’s a fight to survive and make it happen. Make endurance your middle name, by outselling and outlasting your competition.
What´s the worst that can happen, that people close their door in your face? It´s fine, get used to it.
3- FEAR, COURAGE AND CONFIDENCE: “I AM THE BEST BROKER IN THE WORLD”.
I AM A SALES ANIMAL.
Let FEAR BE YOUR DRIVER. If you are not feeling a little afraid it’s because you are living in your comfort zone. You are too comfortable. And most likely, if you are too comfortable, you are not growing. Make fear the most powerful source of fuel. It can drive you forward like nothing else can.
Connect to with that one thing that motivates you from deep inside yourself. Think about what pushes you to work harder and become better. Don´t let the thing that scares you keep you from taking action, on the contrary, USE IT TO PUSH YOU TO REACH AN EXTRAORDINARY LEVEL OF SUCCESS INSTEAD.
Speak from a place of total confidence. This happens when you are dedicated to being the best salesperson you can be. The more you know about your market, the soundings, the information of what you are selling, the more confident you will be. Learn and study what you are selling, the history of the property you are selling. Confidence is contagious, same as fear. Use confidence in your favor. Say things like “This is a great property; I think you should snap it up”.
Think and act as if you are the Best broker in the world. No joke. Tell yourself; “I am the best broker in the world, or in New York, I am the Best”. Tell that to people.
Keep building your confidence every single day by doing the hard things and taking the hard actions you don’t want to take. You confidence will build with every risk you take.
Also, a great way to increase or improve your self-confidence is to work on your body posture, your presence. Walk taller, with your shoulders back, chest outside a little and with a smile on your face. Perform some easily done face exercise to strengthen your face muscles, your eyes and your tongue. Practicing deep breathing exercises will dramatically increase your body posture and self-confidence.
4- MEETING PEOPLE FACE TO FACE:
Never underestimate in the power of a face to face meeting. Especially when things get complicated, if you can, meet people in person better. As a salesperson you must be a careful listener, listening to what people are saying. You have to also pay attention to their body language, it’s the language of the subconscious. PRACTICE LISTENING TO PEOPLE, TRULY LISTENING BEFORE YOU TALK!
5- SOCIAL CURRENCY MATTERS: Transform people into clients.
Every person walking down the street is a potential client. This is why you should always make an effort to meet new people. Meeting new people is a top priority if you want to be truly successful in sales. You need to learn and activate new ways to connect with potential clients.
You should talk to every person that is next to you, regardless of the place you are in. Meet new people and make new friends. People don’t like being sold but love with shop with friends, as Ryan says. Develop long term vision and meet people who can benefit in the future, and not the ones that give you instant gratification.
Introduce yourself, “My Name is Miguel, nice to meet you. I am a real estate broker” Make meeting people an addiction, a great one. Do it everywhere, all the time. Connect first, the product second.
The easiest way to meet people is by making a compliment about something they wear, to get the conversation going.
Give yourself a daily quota, make a commitment to meet X number of new people every single day.
if you want to be really productive, give yourself a quota. If you equate meeting people with money, meeting three new people a day is like earning an additional 1,095 people dollars per year.
SAY HELLO TO STRANGERS!!
6-BE A MASTER IN FOLLOW UP:
For most people, follow up is not fun, but if you want to be great at selling you need to force yourself to do it. Follow up is hitting the ball. Follow through sets the direction of where the ball is going.
Your database of customers is not a mailing list, but more like a relationship list. If you want to have repeated customers and sell more you must take care of these relationships. Think of each person you work with as a brand new client. Remember, your clients are your social currency!
Follow up is keep contacting the potential clients with emails, text, phone calls or any other way. Follow through is doing what you said you were going to do. IF YOU SAY YOU ARE GOING TO DO SOMETHING, THIS IS WHAT YOU DO. This is follow through, and it’s one of the hardest things to do in business. Follow through will set you apart from your competitors.
By the way, become a faster “follow up” person. As soon as you meet someone, send a message right away. This will create a great impression on other people. It says you are a professional and you are dedicated. Most people don´t hear from their broker again after they see a house or make a purchase.
1-Never expect people to get in touch with you
2-Foolow up until you hear a yes.
3-Follow up with active clients every single day.
1- BY DOING WHAT YOU SAY YOU ARE GOING TO DO.
2-Reember that you just don’t have clients, you have relationships.
This is a great book, i highly recommend it. You can see Ryan here, https://ryanserhant.com/
Are you interested on making a sale or becoming an exceptional salesperson? there is a big difference between one and the other.
Choose selling as a career, make the commitment to become the best at selling.
MY FAVORITE BOOKS ON WINNING
If you are looking for other exceptional books on mental training as well as mental toughness here are my favorites, the ones I have personally read:
Download Now my TotalSuccess App, Your Daily Medicine against being “average”, for my most important ideas about these exceptional books. This app will help you develop the ultimate vision for your life and steps to get there.
- How Champions think by Dr Bob Rotella, https://www.turbomind.com/how-champions-think-by-dr-bob-rotella/
- An IRON WILL, by Orison Swet Mardin, https://www.turbomind.com/an-iron-will-what-all-great-men-have-in-comon/
- The Champion´s Mind, by Jim Afremov.
- With winning in Mind, by Lanny Bassham, https://www.turbomind.com/with-winning-in-mind-by-lanny-bassham/
- Chasing Excellence, by Ben Bergeron, https://www.turbomind.com/chasing-excellence-by-ben-bergeron/
- Mind Gym, by Gary Mack, https://www.turbomind.com/mind-gym-gary-mack-turbomind-book-club/
- Tom Coughlin, by him, https://www.turbomind.com/tom-coughlin-earn-the-right-to-win-best-ideas/
- No Limits, by Michael Phelps, https://www.turbomind.com/no-limits-by-michael-phelps-the-will-to-succeed-turbomind-com-book-club/
- Relentless by Tim Grover, https://www.turbomind.com/relentless-from-good-to-great-to-unstoppable-by-tim-s-grover-summary-by-miguel-de-la-fuente/
- Unbeatable Mind, by Mark Divine, https://www.turbomind.com/unbeatable-mind-mark-divine-turbomind-com-bookclub/
- Get the Life You Want, by Richard Bandler.
- Can´t Hurt Me, by David Goggins, https://www.turbomind.com/cant-hurt-me-by-david-goggins-turbomind-book-club/
- Make Your Bed, by Admiral William H- McRaven, https://www.turbomind.com/make-your-bed-by-admiral-william-h-mcraven-turbomind-bookclub/
- The 10X Rule by Grant Cardone, https://www.turbomind.com/the-10x-rule-the-difference-between-success-and-failure-book-summary/
- Discipline Equals Freedom. Jocko Willink, https://www.turbomind.com/discipline-equals-freedom-by-jocko-willink/
- RAFA, by Rafael Nadal, https://www.turbomind.com/rafa-by-rafael-nadalbook-summary/
I keep updating this list regularly….
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