Immobilienfirma skalieren

0:00Unternehmer/Gast biggest concern right now is sales. Good. Uh uh Sales manager left. Okay. Because he was not a good culture fit. [ __ ] Who's the master? Or you were an [ __ ] and he's the good guy. Who knows? You know, who knows? Yeah, the plot thickens. But he left. Uh top closer became sales manager. Second top closer left, went to another offer. So sales went from you know, 1.5

0:25Alex >> Top closer becomes manager. Yeah. A A song as old as time. Yeah, okay. >> So it's a really a sales problem right now Okay. that we have and uh Leila was just up there telling somebody to like, "Hey, you need to go back into sales." I just don't have the expertise in sales. So my solution is to hire a sales director on top of the sales manager. Hm. I mean, you did wholesaling for a long time. Like you know how to sell.

0:51Yeah. You also believe in the product. Well, how many how many deals are you doing a month? Right now, so what we were doing around 70, now we're doing around 40. Okay. Yeah, that'd be tough for you to say grow the cost. But you're saying you don't have the expertise to be a sales director. Basically. >> I mean, I'm pretty much doing it. >> you're doing it now, right? >> Yeah, I'm doing it now. It's just like, do I let Yeah, how deep do I get into it or do I find somebody else who has Cuz all the other departments I have a director who So is lead flow the same and you went from closing 70 to closing 40, right?

1:24Right. And it's really Now the remaining team is closing at the same percentage and just the two best guys left. Yes, except now that this sales manager this top closer became sales manager, it's almost like a respect thing like he's not a very good coach in my opinion. >> not. He's the best closer, he's a killer. Yeah. And so that's kind of what the issue is. And then those the current You have 100 trying to farm.

1:50Yeah. Yeah. Trying to develop people. He just wants to kill people. Um yeah, it's like also like they were all his competition like a week ago. And now he's like, "Now I'm going to help you. [ __ ] you." Um is he still on the phones? The director? Yeah, right. So um one, I'm sure she probably told you like, "Don't promote the sales directors uh this sales guy." When you did say it, were you like, "Are we going to try this out?" Uh I said there's So that last sales manager was paying him under the table to do like call reviews, do this thing, that.

2:22So then I was like, "Well, why the [ __ ] am I paying this guy when you're doing all the work?" And then he became sales manager and now it's Yeah. I'm so weirded out by this whole thing. Um Okay, but he was So he was closing and doing the stuff and he was closing great. And now that he's no longer closing, he's doing >> just dedicated He was just doing call reviews for that part. Okay. So So just reviewing their calls with them? Yes. Okay. So um All right.

2:50So I'll I'll walk through it. Okay, so I'm going to give you like sales training 101 on this. But um I honestly just think everyone sucks at sales training. So I don't think it's a a you thing or anything like that. I think literally 95% of companies have no idea how to train sales and they just hire sales people and hope for the best. And then they just like talk at them and hope that they get better, but have zero measurable improvement to show that they can actually take someone and make them better.

3:16Um So anyways, that's like a a side side rant on that. But um People get better at sales by watching a ton of game tape of people who who sell well. One, by modeling just like children learn anything. And then two, by corrective, very immediate role play. Like when this happens, what do you say? And so they say, "Great. Say it again like this. Try again. Awesome. Keep going. Try it again. Great. One more time. Again." And that's it. And you just really drill one aspect of the script until they breathe it and they're like, "I get it. I get it. I get it. I know like" and then you're like, "Great.

3:49Now we'll work on the second part of the script." And you just work your way down until they like they breathe [clears throat] it and think it and they can't do anything but that. That way they can actually listen on the call because they're not thinking about what they're going to say next. Uh And so you need somebody who like really really loves sales people and like wants to teach and invest in people, which is not usually the personality of a sales killer. Every once in a while you'll have an absolute savage, but it's usually not that person. It's like the salesman who's like a killer killer is not that guy. And those guys usually crush on sales. There's a different type of closer who's like really attentive and like very caring and those guys can also kill and those sometimes are the ones who can become really good sales managers, but it's a different persona.

4:32>> [snorts] >> Like Jacob, if you've met Jacob. Oh, there you go. It's going all right. Right, like he closes exceptionally well when he was at Gym Launch and like he worked his way up from the call floor to the setting team to the closing team, beat all grown-ass men and he was selling to 42-year-old gym owners. >> [laughter] >> Like male gym owners. Um and then was able to train because it was like, "I just want to help the guys out. You know, like I understand what you're struggling with. Like let's just work on this." And it's more about like I just want to win at whatever I do and not because I am a psychopath, which the one like you know who I'm talking about.

5:10Like the butch the butcher of Blaviken. Um like we've all had those guys. So your problem, sales. Lead flow's the same. So should you hire or should you get in is the question. Correct. I think you should get in. You have a sales-driven business. You're the CEO. You should know how it works. You're going to keep running this issue and whoever runs sales is going to have leverage over you. And so you know how to do it.

5:40Like if if a sales director Could you imagine a sales director coming to you like, "No one can run this team like me. If you don't double my pay, I'm leaving." I'd be like, like I can name 10 people like in this building who can do it better than you. Cuz I trained all of them. You know what I mean? And so um what what happens So what happens from the team you had and then I'll go to Jacob. Um is you basically brought as many people as you could in, saw who could sell, and then just let them sell. That's how most people do it.

6:14Nothing wrong with that. What happens though is that there's no process. And so basically it's just whatever way you know how to sell, sell. It creates difficulty on the CS side because everyone kind of promises a little bit differently. Some people sell hot, they over promise, blah blah blah blah blah. And so even if you do try and train, no one's following the script to begin with. So the training's irrelevant. And so basically like step one if you have to turn on a sales team is like everyone follow the script. The script becomes It's like the script becomes the Bible. It's like, "If this is word of God." Now, that means that if you follow the script perfectly and they don't close, you crushed it.

6:47Because if I get everyone following the script, now we can tweak the script because that actually changes how everyone says it. That makes sense? Yeah. So otherwise, if no one says the script to begin with, why do we even bother having a script? Got you. And so do you think it's going to be more script script making, changing the flow and process, and then training? Yes, and making the script as simple as humanly possible. Okay. Most times when we look at a script, we cut half of it. Got it. Is it me taking sales calls? I think it would I think it would help you.

7:14To better iterate the script to better [clears throat] teach it. Cool. You'll bet I'll bet you there's parts of the script you're like, "We don't even have to have this." I took five calls, you're like, "I can just skip over this whole thing." Why are you here? What's the problem? Got you. Cool. Yeah, no worries. So if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. It's a My team spends two days with you to identify the thing that's holding your business back. And so if that sounds interesting, click, book a call, and if you're a fit, we'd love to potentially see you out here in Vegas.