Warum du immer noch der einzige Verkäufer bist

0:00I sell um services to real estate agents. We help them uh scale, be more profitable. We're similar to an acquisitions.com, but specifically in the world of real estate. Um we'll do about 17-18 million this year in revenue. Uh we'd like to be at 100 million in revenue. And what's stopping me is I am I, along with my COO, are the best closers for external growth right now, bringing more clients into the organization. >> Mhm.

0:25>> Um the leads are not the issue. It's It's really a It seems like regardless of what I do and how far I try to get out of the process, the people teeing up the appointments still want me to come in and close. >> Yeah. >> So, I looked at my week last week. I had about 20 hours of the week in closing meetings. >> Yeah. >> And it's, you know, me and my COO can probably, between the two of us, bring in about 5 million a year in external revenue.

0:55>> Mhm. >> So, that's the issue. Uh what I've gotten from this yesterday and today is that I need to find more of me, and the whole thing works really well. Um but just trying to find more of me. >> I think um Well, what How can I help? >> [laughter] >> Um I mean, I can I can answer what I think the question you didn't ask is. >> Yeah. >> Um so, the question I think you didn't ask is like, "How do I go about systematizing the sales process so that somebody can come in and have increased likelihood of success?"

1:22>> Yeah. >> Cool. Um So, right now, I'd say like a big shift in identity that you will have to have with your COO is going from sales god to sales training god. Um and having, basically, seeing every time you close a sales a failure rather than success. Um that's thing one. Thing two, I would consider not paying commissions on sales where that you help close. Um so, that'll probably get them to real quick stop asking you to close.

1:47Um The next issue is that right now, um you say things, so I'll I'll say it differently. I will bet, cuz I've only done this a lot of times when it comes to sales. I will bet that you have what I call a founder-driven sales process. Meaning, the way that you script uh and the way the sale works is probably more consultative in nature, which relies on heavy industry knowledge and expertise, which is typically not a scalable sales process. You can do it, it just requires a shitload more work and it's not my preference. So, if I come in and I talk to a business owner, it's very likely that I can sell them on doing stuff with us.

2:31If I have a 22-year-old who's going to talk to a $18 million per year business owner, he cannot rely on using the same process that I do because it's based on authority. A sales process that scales is based on the prospect, not the salesman. And so, fundamentally, um all the knowledge has to be about the questions that have to get asked in the correct order to have them like the salesman should not provide any answers.

3:06That's not what they're there for. They're there to ask questions to lead the prospect to make their own decision that this makes sense. And so, if they have to demonstrate expertise, you will not find those people. Or it will be way too expensive to find those people. So, we just have to have a good intro frame, the discovery process is where they just have to say their their pain points and we have to match those to the solutions that we have. And then, when we get to our pitch moment, we're going to say, "Here's how we solve these problems. Thing one, thing two, thing three." And then we match that problem you said earlier to the solution set, which we set the stage before we transition to the pitch. And so, if we follow that process, if the scripting is correct, the salesman should close the closeable accounts.

3:50And so, fundamentally, like for us, the way that we do things, um and I think that like 90 honestly like 97% of businesses do not know how to train sales. What they do is they just have they hire a bunch of sales guys and just see who sticks, and that's the process. If you really know how to train sales, you can take anyone, and if you know the script is successful, then it's really a reinforcement loop of getting someone to say the right thing at the right time, which is 100% trainable. It's just that most people don't train nearly enough.

4:20And so, right now, I would imagine that your training cadences, do you guys train daily? >> It's So, that's the issue. We're very good at training realtors. I'm very bad at training >> Yeah. >> people on growth. >> So, like the the simple answer is that it requires a shitload more work, number one. Number two is the scripting is probably wrong the way it currently stands. It's probably too long, I'd bet you. Um so, if we were to look through the script, I would bet you that we'd cut half or more of the script out because we need to give someone just the absolute minimum amount of information in order to make a purchasing decision.

4:50That is the only objective. And then fundamentally after that, it's answering the questions related to the sale, not related to the product. And so, what I mean by that is like if you say if you were on the phone for today, some of you guys probably asked this on the phone like, "So, what is Alex or what is acquisition.com specifically going to help me with in my business?" The guys are not going to say, "Oh, what they're going to do is we're going to you know, we're going to figure out your paid ad strategy for uh for health for your meta ads webinar, uh and this is the hooks and angles that we're going to run cuz that wouldn't be reasonable for them to know. What they would say is, "Hey, right now, you're talking to the secretary and you have a heart surgeon question. And so, I'm just want to make sure that you have a heart that needs a surgery. That's my only job right now.

5:32And so, you're saying that you have these pains, we solve that stuff. And the people who can help you solve it, they're really good. Do you want to do it or not? That's like that's what we All the rest of this is the consultative closing, you're coming with authority, and you're undermining the sales guys because the process isn't make it makes you the hero rather than the prospect the hero. Got it. That's the issue. >> Cool. >> All right. Easy peasy. >> Thank you.

5:57>> Yeah, you bet. If you are a business owner and you are not growing as fast as you like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page you can just book a call with my team and we will look at your business, see if we can help and if we can, we'll invite you out to Vegas and we'll do this in person live.