1% Will Succeed with Most Sales Coaching, and 99% Won't | Episode 130

"Just get on the phone. Just go knock on doors. Just create 3 social posts and 5 stories a week." Anyone in high-level sales, such as real estate or insurance, has heard these things before, and it almost makes someone feel like an idiot if they're not doing these things. Right? Here's the truth, it's completely normal to try a sales/marketing technique, do it for a little bit, and then stop doing it; way more normal than most "experts" will tell you. Maybe you liked it, and maybe you didn't, but that's not the point. In this Bricks & Risk toppy, Sean & Tim level with their audience as to why it's okay to fail, but why it's not okay to give up if you want to succeed. Dig in to hear us preach, haha. 

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** Episode Shout-Outs **
→ Bricks & Risk The Movie, where Shark Tank meets Jackass: https://youtu.be/qI5qbXWAhu0?si=nGbPPH8NK60l6DbX
→ Episode Sponsor, Property Management Redefined: https://gopmr.com/

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→ Tim Garrity, The Tim Garrity Team: www.timgarrityteam.com/

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Transcript

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SPEAKER_00 0:00

Just get on the phone. This is one of the biggest pieces of advice that I get that I personally don't believe in because I don't do it. Is like just get on the phone. Get on the phone. Just get on the phone. Just get on the phone. People you know. Wish someone a happy birthday. Uh, you know, call, call up your phone, go flip through your phone, stop, and then call that person, say, I was just thinking about you. How are you? How are you today? The the problem is 99% of people are not going to be comfortable doing that long term. So why tell them to do it? Welcome to the podcast dedicated to real estate, insurance, and building your business. Join us as we take you along our own business building journeys with additional wisdom from our network of local and national experts. Welcome to Bricks and Risk.

SPEAKER_01 0:57

This episode is brought to you by Property Management Redefined. PMR is not just managing properties, we're creating partnerships that build long-term success for property owners. John and his team can be reached at manage at goPMR.com or by phone 267-753-6005. Tim. Yes, Sean. Who's a good client for PMR?

SPEAKER_00 1:24

Property management redefined is looking for property owners who value three things accountability, reliability, and a results-driven approach. I want to maximize returns, but still provide client and tenant satisfaction. There's a lot of property managers out there. What does PMR do really well? Biggest thing is they're seamless and they're worry-free. So with that approach in mind, it allows the property owner to put their trust in PMR and know that the results will be there. The other thing I think a property owner is really going to value because they do it so well is that they have a local expert team boots on the ground managing your properties and your tenants' expectations every day so that you feel good about your investments.

SPEAKER_01 2:09

We have millions of listeners out there. Tens of millions. If they want more information, how do they find PMR?

SPEAKER_00 2:15

Right here, guys. Reach out to John Sachs and his team at Property Management Redefine. We'll take good care of you. Hey everyone. Welcome to another episode of Bricks and Risk. I'm Tim.

SPEAKER_01 2:33

And I'm Tim's partner in crime, Sean Mooney. M-O-O-N-E-E.

SPEAKER_00 2:40

I've been noticing that you introduce yourself as either Tim's co-host or Tim's partner in crime. Why?

SPEAKER_01 2:48

Just whatever the way the wind is blowing. Okay.

SPEAKER_00 2:51

Makes sense. How you been, by the way?

SPEAKER_01 2:54

Good, good. Uh today was our launch of our 30-minute vlog from Atlantic City. So very excited to get that out and push that out to all of our distribution lists.

SPEAKER_00 3:08

You mean Bricks and Risk, the movie? The world premiere?

SPEAKER_01 3:13

Yeah.

SPEAKER_00 3:14

I told someone the other day, I forget who I was talking to, and they were like, Well, well, what did you guys do in Atlantic City? And I said, It's kind of like a mix between Shark Tank and Jackass.

SPEAKER_01 3:24

That's very appropriate.

SPEAKER_00 3:25

And then whoever I did tell that to started laughing pretty hard, and I said, No, seriously, it is.

SPEAKER_01 3:31

Yeah, it's um it was an adventure for the day. Uh, totally made it up as we went, kind of made the whole thing up, uh, as nobody probably did uh what we did. Um so uh we just kind of had this idea stewing and thought about can we make it work? How would we do this? Kind of put it together. Uh the boys at Panorama. Shout out to Josh Meyer, Shane Foley.

SPEAKER_00 3:57

Thank you, Jess.

SPEAKER_01 3:59

If you're a realtor in the game and you want a plus video for your listings or conventions that you go to, hit up the boys at Panorama. They do an amazing job. And somehow we convinced them that going to Atlantic City with us and taping for the whole day would be a good idea. They went along with it. I don't know why or how or what. But um, yeah, the full videos out. Uh, we met a lot of people, talked to a lot of people.

SPEAKER_00 4:28

Um too many shout-outs for an episode.

SPEAKER_01 4:31

Yeah, and so we've been dripping out. Um, so if you go into our content, YouTube, Instagram, all of that, you'll see kind of bits and pieces of our day um from the vlog. And then today was our full launch of the full-length premiere of the video that you can go and look. And it's uh it's pretty funny.

SPEAKER_00 4:51

Awesome. All right, what do we get into today?

SPEAKER_01 4:53

Today's topic, we're gonna be talking about coaching and sales and how most people that are advising people in the industries, insurance, real estate, and others, are really talking on a level that speaks to 1% of what actual producers are doing. And what I mean by that is the list of things that they're giving, here's the blueprint of how you be successful. Yeah. And really, it's only that list is only for like the top 1% being capable of actually fulfilling that list. So what we're gonna dive into is like why? Why are the people that are advising and coaching telling people to go this way and do this? Because you'll be such a smash hit if you follow this blueprint. When in reality, 99% of the people that are gonna like sign up and do it are not gonna follow through with it. So it's just kind of talking around the idea of is there a better way? Is there a better way to coach? Is there a better way to consult? We've kind of touched upon this in different aspects previous episodes that we've done, but today we're gonna really kind of nail down that specifically.

SPEAKER_00 6:14

Yeah, the way I actually titled this one is stop teaching 99% of salespeople what only 1% of salespeople will actually accomplish. And this was a shower thought. Yep. I have shower thoughts from time to time, you know, getting clean, getting ready for my day, and I'm like, ooh, I need to write that one down. I don't know what I think I was listening to this song. I think I was listening to a podcast, and we'll go, we'll start with this example first, because I know you and I were just talking about this today. We have an example actually from the triple play uh invasion, bricks and wrists, the movie. Let's start with door knocking. Yeah. Okay. So I'm gonna lay this one out for everyone so that you understand what we're talking about and where we want to go with it. So door knocking. I'm gonna ask you does door knocking work to meet people and get sales?

SPEAKER_01 7:13

So shout out Troy Thompson out of Minnesota.

SPEAKER_00 7:17

Shout out to Troy Thompson.

SPEAKER_01 7:19

Pinnacle insurance. I can't say the name, it's like Lahasca, Minnesota, or Chaska or somewhere out there. Anyway, he just posted on Facebook his license, because uh if you go door knocking, you have to get licensed.

SPEAKER_00 7:36

Like the municipality requires some kind of licensure in order to even door knock.

SPEAKER_01 7:40

Yeah, so his whole thing for a while has been like, I don't know if he started door knocking, but he was like, I'm the door knocking insurance guy. All right, well, yes or no? Does door knocking work to get sales? I'm I'm getting there. Okay, okay. So anyway, he just posted up, it's relevant. He just posted up, so he's like in this little niche of like, this is how I get business. So to answer your question, yeah, can it get business? Yes, absolutely can get business. You will get clients if you devote time during your week to go door knock on prospects' doors.

SPEAKER_00 8:12

Yes. And if you did, let's just put it this way if you did a lot of door knocking. So let's talk about there are methods. There are methods to generate conversations to figure out if you can meet good people and do they like you and can you build trust? Door knocking is a method. Now, the reason we said stop teaching 99% of salespeople what only 1% can accomplish, there'll probably be, without quoting me on the numbers, only one out of a hundred who will actually stick with door knocking and do it for long enough and consistent enough to actually get a fair amount of business out of it.

SPEAKER_01 8:56

Noah, can you go to Wikipedia and check that uh number to make sure it's one out of a hundred? Correct.

SPEAKER_00 9:02

Wanna make want to fact check that. All right, continue. So the whole premise of this theme, of this episode, is we're kind of challenging the status quo. You can go to YouTube right now, it'd be in any kind of sales. You could be in real estate, you'd be in insurance, you could be in financial planning, sell refrigerators, sell fax machines. Exactly. Sell pizzas. I love saying that. You could do all of it, you could door knock in your, you just open up a pizza shop, you can go to 500 doors in your neighborhood, knock on each door, say, here's a menu, or here's 10% off your first order. We're right down the street, we're making Neapolitan style pizza and bring the kids. It's great. We just have free pizza.

SPEAKER_01 9:44

If I were door knocking, I would make it a free. Your free, your first pizza from our shop is free.

SPEAKER_00 9:50

It's a great idea. I would do that. And I bet you if you were starting a pizza shop, let's say in like a city neighborhood or a suburban town, that you could literally knock on 500 doors and probably land yourself maybe 50 to 100 new clients. 50 to 100 people, if you actually talk to them and said, look, I'm so passionate about pizza, I just opened a pizza shop. It's delicious. One pizza for free, I guarantee 20% of those doors would stop by to get their free pizza.

SPEAKER_01 10:17

What's your customer acquisition cost for a pizza goer?

SPEAKER_00 10:21

I don't know.

SPEAKER_01 10:22

Five bucks. I'd say more. Okay.

SPEAKER_00 10:24

I'd say probably in the 10 to 11. Oh, you're talking about like if you're doing it another way, you're talking about your door knocking. No, I'm talking about your your customer acquisition cost. The cack of a general getting someone to order your pizza. Yep. Okay, I'm good with that.

SPEAKER_01 10:36

What's your cost to out the door for a pizza?

SPEAKER_00 10:41

Yeah. 10 bucks, 15 bucks? I don't know. No, no. Oh, the cost of the pizza itself. Yeah, yeah. Yeah. The cost of pizza, I'd say, is five bucks. There you go. Just make it nice and easy.

SPEAKER_01 10:49

There you go. Plus the cost of your time. So five. No, I'd say pizza's probably like three bucks. Okay. Maybe we'll have to call Alex's and get them to verify.

SPEAKER_00 10:58

So let's say you had to give away Alex's and let's say you had to give away a hundred free pizzas. Yeah. All right. So you give away a hundred free pizzas. It's three dollars cost. We'll go with three bucks. So it's three hundred dollars to give away a hundred free pizzas. Yep. And guess what? You met eye to eye, belly to belly, a hundred people because you knocked on their door. They answered the door. You handed them something that said, come get your free pizza. So what's gonna happen? Probably a bunch of those people, unless you make god-awful pizza, are gonna come to your shop, they're gonna take you up on your free pizza, they're gonna identify with you because you hustled, you knocked. Who's knocking on doors to sell pizza? We may have just created something here. Well, here's the thing. So it goes back to this theme: door knocking works. You can meet people, you can see if you like each other, and you can build trust and you can get sales and you can make money. But the problem is when you're telling people just knock on doors to start building your business. Only one out of a hundred is actually going to be able to do it long enough, consistent enough, and successfully enough to actually realize this is a lead generation method. The other 99 will knock on three doors, 50, I don't know, 500, and will give up. They're like, this sucks. It's raining out, or I'm sick of getting doors slammed in my face. These people are rude, like I'm not getting anywhere. No one wants to work with me for my pizza business, and I'm and I've knocked on 500 doors. I'm not doing that anymore.

SPEAKER_01 12:38

Plus, you could videotape it and then you would get social media content out of the door knocking. So another layer. And then if you look at the uh lifetime value of that client who's the pizza goer, who's gonna buy the pizza from you, you're probably talking about a $5,000 lifetime value. So like it'd be it'd be stupid not to door knock. Yeah. If you're a pizza shop owner.

SPEAKER_00 12:58

Here's another one. So door knocking's a little extreme, okay? But let let's let's do another one and let's let's stick with pizza shop. Right. Doesn't have anything to do with you, it doesn't have anything to do with me, but it's relevant, okay? We'll stick with pizza shop. Sean, if you just have uh 15 conversations a day, you will be successful as a pizza shop owner. Agree or disagree.

SPEAKER_01 13:25

It would be uh 15 conversations would be a successful way to go about getting new business.

SPEAKER_00 13:33

Yes. Yes. Okay, let's talk about 15 conversations a day because that actually sounds more manageable. If you're having 15 conversations a day, guess what? You're not out there in the cold. It's not raining. No one's slamming a door in your face. And if anything, maybe you're talking to people in your phone already. These are people you know, these are family, friends, coworkers, neighbors, people you play softball with, uh, people you went out to happy hour with a month ago. If you just do 15 conversations a day, you're gonna make a lot of money as a pizza shop owner.

SPEAKER_01 14:07

Yeah.

SPEAKER_00 14:08

So let's talk about that one. I'll take this one first. The answer is yes. Have 15 conversations a day. You will realize success as a pizza shop owner. Because you're like, hey, I have a I have a thousand contacts in my phone. I'm gonna start with all them. Let's say that takes you, I don't know, two months. You get through the 15 conversations a day, every single person on your phone, a thousand people. Now your pizza business is moving. Then you're like, you know what? I'm gonna get a phone list for my area, and that has five thousand people on it. Now I'm gonna do those five thousand. Okay, now that takes you another year. So you've talked to a thousand people in your phone. Now you've talked to an additional five thousand people you don't know, or at least attempted that, and you're gonna have a really successful pizza business because you did all that, right? Well, if your pizza stinks, it's something to do with it. Because again, pizza's subjective. So you're gonna meet enough people that even if the pizza's average, they're like, Oh, I like that Sean's making pizzas. I will keep giving Sean my business because I know, I like, and I trust Sean.

SPEAKER_01 15:14

It's funny you say that. There's a pizza shop around me that is um Ambler Pizza.

unknown 15:21

Yeah.

SPEAKER_00 15:22

And I never I never had it, but I get the menus. So at least they're hustling.

SPEAKER_01 15:26

They uh they have a phone system, CRM system. Okay, so that when you call, it's like hey, Paul. Hello.

SPEAKER_00 15:37

Welcome to Ambler Pizza.

SPEAKER_01 15:39

No, no, no, it's it's a guy, it's a person. A gal. Okay. And they answer the phone, hey Paul, what hey, thanks for calling. What can we get you? So Oh, so they already got. I know I see. I know people that like deliver or order pizza from Ambler Pizza because they know they know who they are.

SPEAKER_00 16:00

So they've pre-populated their CRM system with all these people's phone numbers, right? Yeah. And then, or they've just got caller ID, whatever they're doing.

SPEAKER_01 16:07

Well, no, if you order from there, you take your name.

SPEAKER_00 16:10

Oh, you're talking about after you order once, then they're I don't know if you're like new, but once you're in, yes, they got you. And they, or here's another good one. I love that we're talking, I love that we're talking about pizza shops, one of my favorite topics because it's so relevant. I order from a place right around the corner from me, Mr. P's Pizza in Flowertown. Shout out, they're also my neighbors. And when I call and order something, not only do they typically know what I order, sometimes it'd be like, Do you want another like medium plain pizza? Let's call it. Right. But they'll say, uh, pickup or delivery. And I'll say delivery. They're like 7038, blah, blah, blah. They'll just give my address.

SPEAKER_01 16:49

Yeah.

SPEAKER_00 16:50

And then I'm like, They say, Are you at D15 Labs? And you're like, darn it, I like that. I am. But like, even that, to your point, like that example, it makes you feel good. So, so then you're like, oh man, I kind of like these people. Yeah. They either save me a step, or I like that they kind of like know who I am. I've ordered pizza. So even if the pizza's average, which Mr. P's is not, it's great pizza. Even if this new pizza shop opens, they're they're serving average or like below average pizza, but they're out there hustling. Like a certain portion of people are just gonna appreciate the hustle.

SPEAKER_01 17:22

Right. Or or or it's a little different. Oh, I wasn't expecting that. Oh, that's nice. That's a nice little touch.

SPEAKER_00 17:29

They're like, you know what? I don't like your plain cheese pizza. I like your white pizza.

SPEAKER_01 17:36

Uh Vino. Vino pizza, Lafayette Hill. Shout out across from the alehouse. Um decent pizza, decent pie. Uh, Portnoy was actually there. Uh, and he scored it horribly. But he had the wrong pizza. Yep. If you go there, you gotta get the grandma.

SPEAKER_00 17:52

The grandma's awesome. I've had that.

SPEAKER_01 17:54

Her grandma lights out the best grandmom around.

SPEAKER_00 17:57

Yep. And we're talking about pizza. Pizza. Yes. I'm sure the grandmom's lovely, but okay. So I'm gonna give you another example. You ready? Just post five social media posts or reels a week. One every day, Monday through Friday. If you do that, you're gonna get a lot of business out of your social media account or accounts. Okay. Yes or no?

SPEAKER_01 18:26

No.

SPEAKER_00 18:26

Okay.

SPEAKER_01 18:27

Posting five times a week will not get you business.

SPEAKER_00 18:31

No, but that's let's just call that the minimum. But they're telling someone to kind of go all in on social media. Let's stick with that theme. Just give me the yes or no. Yes. Okay. Why yes that if someone teaches me to post reels or photos with, let's say, a good description, lots of tags. Yeah. You know, you're collaborating with people, it's it's strategic, it's high quality content. Why yes?

SPEAKER_01 19:00

Um, you're you're gaining visibility. Yeah, more people will see you, more people will know what you do for a living, more people will get to know what neighborhoods you're doing business in, what types of clients you're working with. It tells a story. It turns a cold lead into a warm lead. So it gets you halfway there by way of business relationship. And then by doing that cumulatively over time, that's going to compound. And eventually, by way of that, you're going to get more calls, more licks, more appointments, more deals. Exactly.

SPEAKER_00 19:40

So, all right, so we just gave three examples here. We gave 500 door knocks, we gave 15 conversations a day, and we gave five social media posts, reels, whatever, a week. Yep. Technically, all three of them work. But here's the problem, and here's why we're talking about this. As much as they all work, 99% of people are not going to do that either consistently enough, or they're not going to be passionate about it enough, even if the content is not that great, or even if your door knocks are not that successful, or even if your conversations, you're awful on the phone. It doesn't matter. 99% of people will not do that enough for a long enough period of time, consistently, over and over and over again, to realize success in whatever sales you're doing pizza, real estate, insurance, whatever, to keep going in business. So the reason we're I wanted to talk about this, and the reason it hit me is just I feel like there's so much advice out there. Now, again, we give advice too. But I feel like a lot of the times when we give advice, we're trying to like help people understand what it takes, not give the shiny object or the silver bullet, as people call it, to being successful in sales.

SPEAKER_01 21:04

With real estate, you've been doing it a long time. Yep. What do you when you see people attempt to like take one of these um actions and implement that in? Number one, why do you think they try it and stop it? Like, what do you see with people in terms of not being able to like get a footing with doing some of these specific tactical teaching methods?

SPEAKER_00 21:38

Hey everyone, this is Tim, your favorite bricks and risk co host. But don't tell Sean. I hope you're enjoying this episode, and I'll get right back to it in a moment. Our audience grows through word of mouth. So if you would please take a moment of your time and give us a review on the platform you're on, that would be fantastic. Please also help spread the B and R word. By sharing your favorite episode with a friend. We greatly appreciate your time and trust. Now, back to the show. I'm gonna give, I'm gonna give two reasons why. This is again my personal belief. This is what I think. Number one is it's hard work. And a lot of people don't want to do hard work just because it's just not I don't even want to call it laziness. I just want to call it like once they get grinding, they're just like, this is too much. I don't have enough time for this. Or maybe you're a full-time parent and you just don't have enough time for it. Or you got a W-2 job and you're easing into your pizza business or real estate or insurance or whatever, financial planning, and you're just like, I don't have enough time for this. So, first, hard work. It takes a lot of hard work for any of these methods and sales to work. Yeah. That's number one. The second reason why I think people give up on these things is rejection. Because one, it's hard work. So let's say we'll go with the door knocks. You're doing the door knocks, you're doing it for a month, you're like, man, I have knocked on 500 doors in a month. And I have had four 450 doors slammed in my face. Right. One, you're gonna be like, that was a whole month. The 50 people that opened their door, not one of them reached out to me. Not one of them called me, not one of them emailed me, not one of them text me, not one of them followed me on social media. What am I doing? So then it's the rejection as well. You're gonna look at all the work, all the time you put in there, you're like, this guy or girl's full of shit. Why the hell did I listen to them about doing? I don't even like knocking on doors. Hint number one. Don't assume people want to knock on doors if they don't like knocking on doors.

SPEAKER_01 23:45

Good point. Could you add in a third where it's people don't have realistic expectations about how quickly that action will convert into a sale? Yeah, I think patience is a huge part. Well, think about it. If you have if you go out and hit um 50 doors tomorrow, how many of those people are going to buy a house in the next 90 days? Right. Yes. Yes, citizen know it.

SPEAKER_00 24:16

Door knocking, it says here, usually gives you two percent to seven percent conversion rate. Okay, conversion rate. Right. So conversion rate's one thing, it's also the the amount of how many people out of a hundred would actually keep going with it. That's where the one percent. But two to seven percent is a good number, Noah. Thanks for sharing that. That gives you perspective that 93 to 98 percent of people will not convert when you door knock.

SPEAKER_01 24:42

But here's why I say that is I always have the marathoners mindset. Correct. I should trademark that. The marathoners mindset. Because if I were to go in to do that, one of those steps or all three of those steps, my mindset would not be, oh, if I do these um 50 door knocks today, I'm going to get a sale. When I go into that, I'm thinking, like, all right, I'm gonna meet 50 people. If I can get their information and bring them into my spider web, eventually over the next two or three years, that spider web is going to grow. Correct. And then by way of that, that will convert to new business. Correct. So I think having the right mindset going in with the realistic expectations about how you're going to if because if you go in like I'm gonna go in and fit knock on 50 doors, and you go in and you talk to 20 people, have 20 good conversations, but no one is buying a house or selling a house, you may walk away with like that was a total failure. But I'm going in like, man, I just had 20 conversations with 20 people, I got their information, phone number, email. Like, this is this is amazing. Yep. Um, so I think going in and having the right mindset of what an actual victory is, is much better than thinking you're going to go in and convert and get a sale. And that probably leads to part of the problem where people are like, this doesn't work.

SPEAKER_00 26:26

Yeah, most people are short-term thinking, they're not long-term thinking. Yep. So it plays in the marathoners mindset. Also, like, let's go to like the fifth, even like the 15 conversations a day. You're like, how long would it take me to have 15 conversations a day with people already in my phone? It probably wouldn't take that long.

SPEAKER_01 26:42

20 minutes.

SPEAKER_00 26:43

I'm gonna say if you're having 15 con 15 decent conversations a day with people you know, it probably wouldn't take you longer than two hours between calling them, being on the phone with someone for like five minutes, 15 minutes, taking a break, you know, like it's gonna be a lot of work. Okay, and then you're doing that five days a week. So that's 10 hours worth of work. That's a lot. And again, the problem with all of this is most people who are consuming this content: YouTube, Instagram, Facebook, books, or hiring coaches, TV shows, coaches, they're saying just do this. A lot of times you don't even understand whether you like doing that or not. There's so many people in my industry, in real estate specific. This is one of the biggest pieces of advice that I get that I personally don't believe in because I don't do it, is like just get on the phone. Get on the phone. Just get on the phone. Just get on the phone. People you know. Wish someone a happy birthday. Uh, you know, call, call up your phone, go flip through your phone, stop, and then call that person and say, I was just thinking about you. How are you? How are you today? The the problem is 99% of people are not gonna be comfortable doing that long term. So why tell them to do it? Maybe there's 10 or 20% who are open to it. Uh I'll get on the phone. I don't know whether I like it. I don't know whether or not I like it or not. Okay, so one or two out of 10 are open to it. But then you tell those people, just letting you know, you're part of the 10, 20% that's open to this, but 99% of you will not keep doing this. Yeah. So what's option B? What else do you like? Do you like uh shaking hands? Do you like uh blogging? Do you like uh, you know, um postcards? Do you like graphic design? You want to just send mailers? Like, what feels good to you? Do you like client events? Like, do you like just driving to people's houses, dropping off a Popeye gift, and then not even saying hi and just texting them and saying, hey, I just dropped this off where just thinking about you? Like, what's your vibe? What's your style? And this is the problem because there's so much advice out there. People just go get the advice, they're like, I'll just do this. And then they do it and they do it for a month, and they're like, This sucks. I'm not doing that anymore. So they find someone else. Oh, this person's doing Popeye gifts. Let me try that. I'll order the gift boxes, I'll pack them up, they're beautiful. I do that for a month. This sucks. I don't like doing that either. Okay, this person's telling me social media is the answer. This only takes an hour a week to do. So I do that for an hour a week, and you do that for three months. You're like, this sucks. Uh-uh. So here, the reason I'm going over this, and you're laughing because this is so accurate. This sucks. People just think there's some kind of silver bullet with sales, and it's not. It really comes back to what you just said the marathoners mindset and also being open to trying things. So all these things we're talking about, be open to them. But you have to understand if you don't like it after a week or a month or six months, you're probably gonna have to have a plan B or a plan C or a plan G. You, if you have the marathoners mindset, then you should have ideas written down of different things you can do to grow your business. And you have to give all of them the amount of time and effort and possibly money that they deserve to figure out is it a good fit or not good fit for your personality or your schedule or where you want to go in life and how you want to get there.

SPEAKER_01 30:13

Um the uh you should have core activities. You need to find three things that you're comfortable with. And I don't actually don't care what they are. No, it doesn't matter what they are, it doesn't matter.

SPEAKER_00 30:26

It could be cold calling, door knocking, and postcards. Three things that I don't do personally that I'd be like, cool, you're gonna commit to those? That sounds great.

SPEAKER_01 30:32

So so you have those core activities that you would like religiously commit to them non-negotiable every month or every week, however you want to do it. Yeah, whatever your timeline is. And it's and you do it for they say a habit or something turns into a habit. Yeah, 90 days.

SPEAKER_00 30:53

90 days 90 days to start, it doesn't feel like you're really even it's hard to do anymore because you're just so used to it.

SPEAKER_01 30:58

So I would say like six months if it's business trend or activity you're doing. Yep. Where if you can get to these three core activities and you do them for six months and you commit to doing them for six months, it will be a business practice for you for however long you want to do it. So that that would be my recommendation for anyone out there that it doesn't matter what you're doing, it could be calls, it could be postcards, it could be text, it could be Popeyes, whatever. Pick three, do three, and grow three. So you have your core, three activities, and start with 20 people. Get it in place, refine it however you want to do it, and then build it and build it and build it and build it. And that will compound over a year or two into an amazing business asset for you that will generate business, and you will be like, wow, thank God I did this. Thank God I decided to do this and make this a part of my business. That's number one. Number two is you should also have ancillary activities that you're trying to do on top of your core fundamental activities. Like testing, beta testing tests. Yes. And that may be hosting event. You might host an event twice a year, right? So roll that in. Try it out. Get 20 people in a room, 30 people in a room. Oh, I did it. I invited 50, 15, K. How could you make it better? Where can you have add in those ancillary activities and try some things? Try it out. Do you like it? Was it effective? Kind of test and see, and then you're gonna find one or two that will work and that you like, and then that becomes a core activity and a core thing that you're going to be doing throughout the year. Yeah. And and those two, the core and the ancillary, will build your business.

SPEAKER_00 33:09

That's that's those are some great actionable steps, great advice. I would say for me too, and I said this on an episode recently, are are you more the hunter type or are you more the farmer type? So rather than have someone do like a personality test or whatever, if you just level with someone and just say, here's what a hunter is. A hunter is short-term thinking. Door knocking is more hunting style. Aggressive phone calls is more hunting style. I disagree.

SPEAKER_01 33:39

If you're like I said before, is if you're door knocking, you can just be planting seeds, getting names, getting numbers, and then it's it, it's if you have the right mindset, it can be that situation where you're not going out to hunt the deal. It's like you're sowing seeds with prospects to get their information, to get them in your CRM, and then you drip on them. So you're right.

SPEAKER_00 34:04

So now we're doing that's two separate things. The hunting would be the actual knocking on the door. Knocking on the door means you're just like, just I'm gonna put like nothing but grinding work energy into this. And if I meet 20 great people, I'm gonna throw them all into my contacts. Then I can farm. So I think a great way is to understand what kind of personality type are you to get started. Getting started is the number one thing to understand about yourself, to know what kind of personality style are you for sales. And chances are you're not 100 one or the other. You guaranteed you're not 100 one or the other. You're probably gonna be 75, 25, 80, 20, 90, 10, one versus the other. If you're like, I'll totally knock on doors in the rain, I'll totally get on the phone, I'll totally throw postcards out into oblivion. Yeah, I'll do all that, then you're probably 75% more the hunting type. You're just like, that's what makes you go. You get adrenaline, serotonin, you get a rush out of doing that, and you're willing to spend the time, money, and effort to do it. If you're more like that, then you are a hunter. Now, you're probably a Leo too, if we're talking if we're talking signs.

SPEAKER_01 35:15

Signs.

SPEAKER_00 35:15

Okay. Now, if I said to you, do you like going out meeting people, collecting contact information, and then emailing or texting them or friending them on social media, do you like that form of lead gen? And they say yes, then you're gonna be more the farmer type. And the reason you're more of a farmer, you're less aggressive. You're a little bit more strategic, you're a little bit more long-term thinking for your food, not short-term thinking for your food. And if you're a long-term thinker, what if you're more of a no-like trust business model up front? You know that about yourself up front. Yeah, so if you know that about yourself up front, I would not invest the majority of your time in door knocking. Now, I don't, I would say try door knocking if you're curious. You're like, hey, that's not my thing, but I'll try it. Okay, go try it. You might find out that you really don't know yourself that well now, and you're like, damn, I really liked that. Or try phone calls or try postcards. I have tried I haven't tried door knocking. Well, actually, technically I have. I did, I did little hand handle, uh, little flyers, door handle flyers. I did that a little bit when I was with Copper Hill. I absolutely hated it, and I was just like, cool. But I did try it. I have done cold lead generation.

SPEAKER_01 36:34

Wait, is that technically door knocking if you're just leaving a hanger?

SPEAKER_00 36:38

I mean, technically it is because you're going to people's doors, you're just doing it a little bit different. So I was like farmer style door knocking. You didn't knock the door though. No, I didn't. Okay. So maybe I'm not. But trying different things, as we said, is good, but I'm gonna go back to the hunter versus the farmer. If some of these things are more up your alley, like you already know that about yourself, these are the these are the three pillars, these are the ABC that you have to start committing to, have a strategy for, have it laid out to be like, I'm gonna do this X amount of hours per week. One great piece of advice that I completely agree with, and this is given across all channels, doesn't matter what kind of sales you're in, doesn't matter if you're a hunter or a farmer, um, doesn't matter if you have a marathon mindset or not. Most people say you have to have time in your day for prospecting. And that I feel like is a very overlooked thing about sales in general. Because again, like let's say you're uh the hunter type, you're prospecting, let's call it nine to twelve, Monday through Friday, is gonna be knocking on doors, making phone calls, sending postcards, like ads, ads on Facebook, meta ads, whatever it is. You're just throwing things out there wide, wide net, just to see like what happens. Like you're just crossing your fingers. Yeah. But if you're like, hey, I'm a little bit more of the pharma type, like I'm gonna do the blog posts, the video posts, the social media, the YouTube channel, the website, the content, the networking, like strategic networking, things like that, because you're a little bit more like low and slow, you're a more relationship-minded. You want to figure out if you even like, if you even like each other. Like if you put something out there on social media and it gets 50 likes, you're like, damn, that was pretty good. Like, I usually only get like three on the stuff that I do, but that was 50. It means you're onto something. There's people in your network that are digging what you're saying.

SPEAKER_01 38:30

Yeah.

SPEAKER_00 38:31

And if that's your strategy, then that's your prospecting. Yeah. Monday through Friday. You should be focusing on the social media, on the networking, on the no-like trust model. So it really comes down to, I think, stop teaching 99% of salespeople what only 1% of salespeople can accomplish. Instead of assuming, this is going this goes out to all the coaches, the mentors, and the influencers out there. Instead of assuming that people are going to like what it is you're talking about, you should figure out a little bit more about what different people are doing and say, while I do this, there are some people that do that. And sometimes I feel like that messaging gets lost in a lot of the stuff you find on YouTube or social media because they're so adamant about their method of growing their business that they just this is the method. Like, go do it.

SPEAKER_01 39:23

I think the best coaches out there, and I don't really know any. I've never had a coach. So I've had a coach. This is speaking from a place of um that I'm not too familiar with. But uh what I would say is I think the best coach is going to be like a 50-50 coach. 50% of finding what that person enjoys and is good at, and developing a sales strategy around that. And then the other 50% is almost challenging that salesperson to do something out of their comfort zone. Yep. Like I like social media, I'm really good at social media. Perfect. Have you ever tried door knocking? No. Do you like door knocking? No. Well, let's try this and see. So I I think that instead of a coach or a mentor telling you you need to do X, Y, and Z, because if you do X, Y, and Z, you're going to be successful. Yep. That approach isn't built for like long-term gains.

SPEAKER_00 40:37

Or even probably 99% of the people who were just who won't like it.

SPEAKER_01 40:41

Right. It's not over time. It's not tailored to this particular person. It's like I have this sales program, and you're coming to me because you want to learn my program of how I became successful. Correct. Right. You almost need to reverse engineer the program to fit the person. And by having it 50% what they're good at, what they're comfortable at, and like maximizing that and marrying that with, hey, let's try a couple things that you might not have ever done or been exposed to or comfortable with. And let's see if we can find some of those things and tie the two together. And I think that if a coach did that, you're going to find gains that are way more valuable than the coach that's telling you you need to do X, Y, and Z.

SPEAKER_00 41:35

So I love that. That's great advice. So I do do mentoring and coaching. I did it at Copper Hill. I do it now with my network at Real. I also do with agents who are not at Real. Yeah. I do it with business people who aren't in real estate. I have friends that just ask me for advice and say, can you help me with this? Yeah. So I do mentor and coach. Here's another thing.

SPEAKER_01 41:54

How do they get past your deadbolt?

SPEAKER_00 41:56

I don't have a deadbolt. Oh. I have a screen door, remember? Come on in for a cup of coffee. Yeah. So here's one thing that I instead of like hunter farmers, one thing I'd like to figure out right away. What kind of what kind of person are you? What kind of salesperson are you? Inbound, outbound. Another, here's another great question I ask. Because I think if you're a good coach, you're very good at asking questions. You're trying to understand the person. Rather than you do this, you do that. That's a little bit more mentoring. You ask them, what's your main goal here? Like, what is there an income goal? Is there a lifestyle goal? Is there a family goal? Is there just like a sense of accomplishment? You just don't want to work for anyone anymore. And you want to feel free. What's the main goal here? Once you understand what their goal is, a lot of times you're going to find most of it is not money. Most people say, I want to be rich. Like if I've asked so many people in real estate, what's your main goal here with here with this? Most people will not say, I want to make a lot of money. That's what most people don't say. A lot of people say, I don't want to work for anyone anymore. I want to work for myself and I want to have freedom and flexibility. I probably hear that a lot more. And here's the reality with that. If you want to get good at real estate, let's say, or even making pieces, you're not going to have a whole lot of freedom and flexibility early on. You might not even have freedom and flexibility 10 years into it. Depends what you want to do, depends where you want to go once you get going. But I will tell you that if you understand how to get the freedom and flexibility that works for you, whether you're single or you with your family with eight kids, once you understand how to make ends meet and get whatever you're trying to get out of this thing, if you understand that early on, then you will have a better sense of when you will feel free, when you will feel like no one's going to tell you how you're going to run the rest of your career because you did it the right way. You understood what you wanted, someone gave you good advice, and now you're executing on it. That and maybe you need an accountability partner, maybe you need a coach, someone's gonna check in with you for the first five years. There's nothing wrong with that. Yeah, you're like, I need you to call me once a week, and I need you to pin me down for an hour and tell me what I'm doing wrong, or that I'm not doing enough, or that I suck. Some people need that to motivate them. Other people are like, hey, I need you once a month to tell me that I'm doing a great job. Yeah, I told you what I did the last four weeks, and I'm just like, great job. That's exactly what you're supposed to be doing. Yeah. What else can I help you with? I need some more ideas. Okay, I've done these three pillars. Tim, give me a fourth, give me an eighth pillar. What am I not doing that I could try or that I could, you know, pile on top, compound it on top of my sales techniques, that I can grow this thing even more. Yeah. I already feel free. Get me more of them. And again, that happens too. So the lesson here is whether you're the person learning, the person who's looking for information, or whether you're the person teaching, telling people how to grow their business, keep in mind that a certain thing that you believe in or a certain thing that you think you might want to do is not for everyone. So it's better to ask questions, understand who they are, what they want, and it'll go better from there.

SPEAKER_01 45:13

It's never a one size fits all. Never.

SPEAKER_00 45:17

All right, shut this one down.

SPEAKER_01 45:19

Hey folks, thanks for sticking with us. I forgot the stickers. Uh yeah. Um AC video came out today. Go check it out. We want uh we want feedback on our vlog, our day in the life of Atlantic City, triple play, realtors convention. We had a blast. Check it out. I think you'll enjoy it.

SPEAKER_00 45:43

Shark Tank Meets Jackass.

SPEAKER_01 45:45

Shark Tank Meets Jackass. We should have Kevin O'Leary on as a guest, and we should have Johnny Knoxville and we'll sit at a table or Steve or chop it up. Steve O. Yeah. Um, but anyway, hit us up if you want to get in touch with the show. Email bricks and risk at gmail.com, YouTube, Facebook, Instagram, LinkedIn, all the channels you can get us. Oh, a new happening this week. We interviewed um uh an insurance guy this week, and this was our first week on Apple as video. So the future is now, which I said was going to happen.

SPEAKER_00 46:33

Moon Stradamus.

SPEAKER_01 46:35

And I have another uh prediction that I will release next week to let people know out there. We gotta get you the hat, like the Johnny Carson.

SPEAKER_00 46:46

Yeah, what was what was his name again?

SPEAKER_01 46:48

Karnak the magnificent, Moonak, the outrageous, um we'll make a prediction next week. But if you're on Apple and Apple is your go-to streaming service, you now have access to our video from the show.

SPEAKER_00 47:11

Which again, most of our downloads actually for our podcast are Apple people, which means when you open on Apple Podcasts now, we'll be right there. Yeah, the default is video. The default. Not an option you choose, it's there. You can't get away from it.

SPEAKER_01 47:27

So all the interviews going forward will be a video option for you on the Apple platform.

SPEAKER_00 47:34

And then last thing, if you're not on our email address already, please ask to be on our email address because we have a community event coming up on June 2nd. This will probably come out after June 2nd, so you won't know exactly. But we do usually two main events a year: masterminding, networking, small business, panel, breakfast, lunch, just really good events where you're learning, networking, and enjoying time with Moonak, the Outrageous.

SPEAKER_01 48:01

Cosmes Deli. Yeah, shout out to Mike, Cosme's Deli. Mike, we love you. Uh, a great supporter of the show. Yep. And food provided by Mike at Cosmes. So if you like food, you might want to come to one of these events.

SPEAKER_00 48:20

That's all we have for this one, folks. Thank you for tuning in again to another episode of Bricks and Risk. See you next week. Thank you for joining us on another episode of Bricks and Risk. Our goal is that you walk away with one or two valuable nuggets, and we greatly appreciate you sharing your time with us today. You can find all BR episodes on Spotify, Apple Music, YouTube, and anywhere else you get your podcast content. Until next time, keep learning and keep growing.