December 6, 2024 • 14 mins
Ever wondered if emphasizing simplicity could actually cost you sales? Discover the hidden pitfalls in your sales process with Chad Trease and Lacey Moores on the Secret Sauce podcast. We promise you'll learn how to transform the way you present your professional services in the real estate and mortgage industries by showcasing the intricate value you deliver. We reveal tactical advice on how to move beyond the oversimplification trap and effectively outline responsibilities and timelines for clients, ensuring they see the full scope of your expertise.
Our strategic three-step sales process is designed to shift perceptions and build trust, setting you apart from cheaper alternatives. By addressing overlooked challenges and potential pitfalls, we teach you how to establish credibility and highlight how your services seamlessly mitigate risks. Learn how to make your work visible, taking to the 'show your work' concept from school, and ensure your clients feel confident in the partnership. Chad and Lacey bring you actionable insights to stand out in a competitive market, proving you're more than a mere commodity.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:11):
Hey, welcome back everybody to the Secret Sauce
podcast.
I'm Chad Treese, this is LaceyMorris and we are talking about
what today?
Lacey.
Speaker 2 (00:22):
Well, we can't give it away right at the beginning.
Speaker 1 (00:24):
Okay, set us up.
Speaker 2 (00:26):
What we are going to talk about today, as salespeople
, is how we unintentionallysabotage the sales process.
Realtors, lenders, anybody insales the supplies yeah anybody,
anybody that provides a service, how we unintentionally
sabotage by the order in whichwe do things, how we sabotage
(00:48):
the sales.
So that's what we're going togo through today and let's just
start like this when we startedtalking about this and talking
about how we're going to do this, we had a bunch of ahas and I'm
going to pick on the mortgageside first.
We can talk about.
There's got to be some on thereal estate side too.
But you know, on the mortgageside you could go and get gas
(01:09):
and at the pump says like Istill remember getting gas and
seeing a little ad at the pumpthat says push button, get
mortgage.
Speaker 1 (01:17):
Yeah.
Speaker 2 (01:18):
And I've seen things like home loans made simple.
Speaker 1 (01:22):
That one, yeah, we both know that one right.
I think that, like, tons ofindustries are famous for this
and just talking about how easythings are going to be and, at
its core, right, if things arethat easy, then what the heck do
they need us for what?
Speaker 2 (01:41):
do.
Speaker 1 (01:41):
They need us for why do they need a commissioned
salesperson if it's going to beso easy, if it's going to be so
simple?
Speaker 2 (01:47):
Sure, but let's be honest.
Can anybody really push abutton and get a mortgage?
Speaker 1 (01:53):
No, I mean, it is a lengthy process.
There's a whole lot that can gowrong.
There's a whole lot of workdone and we don't showcase that
and we are all guilty of it,Like I've been guilty of this so
many times that I will tellI'll sit down with somebody, not
show everything that we'regoing to do and just talk about.
Don't worry, we got it.
Speaker 2 (02:12):
Yeah, such a simple sentence that we've said so many
times.
We got this, we're going totake care of it, we're going to
make this easy for you.
Speaker 1 (02:19):
Yeah, big, big mistake.
This was eyeopopening for me.
When I heard about this, I waslike man, I do this.
I'm very, very guilty of it.
So the framework, like reallywhat we're talking about is like
yes, we do need to tell themthat we're going to deliver and
make things simple, maybe, butthat has to be like systematic
(02:42):
and process-based, that they cansee our value.
Yep, right.
Speaker 2 (02:46):
So we intentionally usually lead with that, or it's
the only thing we deliver?
Would you agree?
Speaker 1 (02:51):
Right.
Speaker 2 (02:51):
We lead with.
It's our number one thing is wesay how easy we're going to
make it or we just start there.
Speaker 1 (02:59):
We just don't show them all the work that's
involved to get them to theclosing table.
Yep, stress-free, seamlessly, Iuse that.
All the work that's involved toget them to the closing table?
Um, stress-free, seamlessly, Iuse that all the time seamlessly
, stress-free.
Uh, I mean, and you think thosekey words or those tag lines
are helping your sale, but inreality they can definitely
sabotage the sale because ourvalue is lessened because of it.
(03:23):
So that, like, the actualmindset shift is that we need to
showcase the complexity andthen deliver the simplicity.
Speaker 2 (03:32):
Yep, right, absolutely, let's go through.
So let's tactically like how dowe do that?
You want to start tactically?
Speaker 1 (03:37):
Yeah, I think maybe just let's just bullet point it
three things Right Right off thebat.
It takes me back to like gradeschool, and my kids are in grade
school now and I know that likeI'm helping them with math and
I used to be notorious for thistoo is I would be able to, in my
head, come up with the answerfor something, and my teacher
would always say you've got toshow your work right.
(03:59):
You got to be able to show whatgot you there, or I didn't get
the answer right, and so I hadto write it all out.
And so I think, show your work.
I think is where we need tostart.
We've got to show all of thework that's involved for them to
truly understand how valuable,why they need us.
Okay, right.
Speaker 2 (04:16):
So let's talk about that.
Let's take it from a realtorstandpoint.
Sure, so realtor has a clientand they sit down, and what does
show your work mean?
What is this, instead of makingit just simple to begin with,
what does step one mean to showyour work?
I love really, where we gotthis idea of putting on a piece
(04:40):
of paper or, when you're meetingwith your client, what my job
is as your professional let'ssay, I'm a realtor in this
scenario today and then whatyour job is as a client.
Um, and let's go through whatthis timeline looks like.
So if I'm a realtor and you'rewanting to buy a home, you know
the first thing that we're goingto do is we're going to meet
together and we're going todiscuss your needs.
(05:01):
Then the next thing we're goingto do is I'm going to have you
meet my lender.
So what I'm going to do is I'mgoing to introduce you to my
lender, but what you need to dois actually meet with the lender
and go through the process.
And then number three that I'mgoing to do and start going
through all the things, and thatlist is long.
Like I laugh all the time whenpeople are like, what does a
(05:22):
realtor really do, and I'm likeyou have no idea.
Speaker 1 (05:25):
Right.
Speaker 2 (05:26):
Like the list is long and so you got to explain and
have to have the ability toexplain all the things and it's
this is what I'm going to do.
Here's where I'm going to needyou client to do your job.
You got to do one, you got todo number two, you got to do
number three inside thistimeline.
So now we're showing the clienthey, these are the three or
(05:46):
four things that you got to do.
Here's the 70.
Like I don't think you need togo into 70, right, like people
are gonna tune out at that point, but you really have to
showcase all of the things thatyou're gonna do in this process.
So now they see they do a lot.
Speaker 1 (06:02):
Would you list?
Speaker 2 (06:03):
all of those.
It isn't so simple.
Speaker 1 (06:04):
Would you just list all of those things out?
Or in my mind it would makemore sense.
Let's turn the piece of papersideways and show the timeline
Like.
Let's go landscape mode andwrite out this is what the
timeline looks like, from todayto you moving into your house or
to you getting your house sold.
Here's the timeline.
Above the line is everythingI'm going to do.
(06:25):
Below the line is everythingI'm going to do.
Below the line is everything Ineed you to do".
And they leave with a fullunderstanding of just how much
work is involved.
It's not going to be simple,but we're on this journey
together and you're going towalk them through it and guide
them through it.
Speaker 2 (06:37):
Yes, so that is a step one.
They have to know what thatwork's going to be.
We got to show them the work.
We got to tell them what thattimeline is going to be.
We got to show them the work wegot is?
We got a simple look.
We got to tell them what thattimeline is going to be.
Speaker 1 (06:46):
The next do not skip that step.
Yes, very much, most importantstep do not skip that step and
how I mean we do we we all do,we all do, yeah, we all do we
assume the sale, or so manydifferent reasons, why just make
this process based every time?
Speaker 2 (07:03):
start there, all right people think that if I
don't do this, like I'm gonnascare him if I tell him all this
stuff you know and it and itdoesn't scare him.
They need to know that you knowwhat you're doing, you know the
whole process, you know all ofthis stuff.
And this part of this meetingis when they're like I never
thought about that, oh, I didn'tknow that, right.
So they start having thosemoments as they're going through
(07:26):
and realizing your value.
Speaker 1 (07:28):
It starts to get them thinking I can't go this alone.
I didn't realize all of thework that went into this thing.
So, yeah, they're immediatelyshutting down that possibility
of I'm going to first sale byowner.
In this post-NAR settlementworld, I don't need an agent, I
don't need to try to negotiatein to have my buyer's agency be
paid right as a lender.
(07:49):
You know, maybe I can just jumponline and get this done and
just do it through AI or youknow, a robot or somebody just
picks up the phone.
So you have to differentiateyourself.
Speaker 2 (08:01):
Yep, that's such a good piece where you know we've
talked a lot about value andproposition, so this allows them
to see that.
Speaker 1 (08:08):
Step two.
Speaker 2 (08:09):
Step two, yeah.
So step two is what could gowrong, and I think sometimes we
avoid this.
Speaker 1 (08:16):
Yeah, I think we do.
We don't want to scare Again,we don't want to scare people,
but we need to paint the pictureof all of the things.
Potentially that could go wrong.
And I think still, if you'vegot that paper turned sideways
and you're building out thattimeline that now you're just
showing, did you ever play thegame Pitfall?
You're not a gamer and this isgoing to date me because this is
real old but there was a gamecalled Pitfall and it was
(08:39):
landscape mode, just like theoriginal Mario Brothers.
You can only run side like leftto right, but it's called
Pitfall and it's basically thisguy running through the jungle
and all this stuff that could gowrong Crocodiles mouths and
you've got to swing over theirheads and you're avoiding all
these pitfalls.
And that's what I like to thinkof.
I don't know what.
I did not prepare that for this, but when I heard the word
pitfall it just made me think ofthat.
(09:00):
So shout out to any schoolgamers pitfall.
Speaker 2 (09:09):
Uh, but we've got to show on that timeline all the
crocodiles, all of the you knowum quicksand pits that they
could fall into and and more so,like if you're using an average
agent, if you're using a budgetagent, right, somebody who's
going to do this a lot cheaperthey these are the things that
could happen if you use anaverage agent.
If they don't know this pitfall, if they don't know this
pitfall, if they don't know whatcould happen here and how to
(09:29):
get through that.
Speaker 1 (09:30):
I think that's an interesting point, because
whether they use you I thinkthat I wasn't even thinking
along those lines, but I likethat mentality too, showing all
the things that could go wrongif they tried to go it alone, or
if they use a discount agent,or just if they use somebody
else.
Really, at the end of the day,these are all things that could
go wrong, even if I'm involved.
This could go wrong and theyneed to understand that there's
(09:52):
things outside of your control.
As a realtor.
You don't have any control overthat appraisal coming in low.
Well, maybe If you sent thedeals to us, we would make sure
very low risk that an appraisalcomes in low, make sure very low
risk that they go, that anappraisal comes in low.
But aside from that, there'sthings outside of your control.
These are things that could gowrong and they need to
understand that.
So, yeah, I I think wedefinitely, and all sales people
(10:15):
try to avoid that conflictpiece of it.
Um, they just want to talkabout all the rainbows and
butterflies and everything, butnot all the stuff that could go
wrong, and it's a real key piece, piece that we miss a lot of
times that self sabotage is thesale.
Speaker 2 (10:28):
It definitely is missed.
So what's fun with this andwe'll wrap it all together now
is step number three is actuallythe fun stuff.
It is all of the good things,but step three is where we all
go first and we don't wait toput it in step three.
We don't make it that part ofthat process.
And so step three is what isthe fun part now?
(10:49):
How are you and your servicesgoing to make it easier for them
?
How is it going to make themmore enjoyable?
Because they're not having todo those things, or they're on
their own or they're not tryingto.
You know, for instance, had afriend who said I don't even
know why my realtor is gettingpaid, because I'm the one that
(11:09):
found the house, I'm the onethat was looking for all the
houses.
Speaker 1 (11:13):
And I think that that's all that they do.
Speaker 2 (11:14):
Yeah, and I'm like, well, shame on your realtor.
First of all, that's not whatit's supposed to look like, but
see how that can play into that,how that can be seen.
But we work on step three, atthe end, and this is where we
make it, where what you're goingto get from us, or our service
(11:35):
and our team, is all of this andwe're really good at making it
and wrapping it all in andcovering you from the pitfalls
and making sure we know thatthose things are going to be
coming and what we're doing toprevent those and all this stuff
.
But we go for the delight atthe end, where it is easier
working with us, and it shouldbe easier working with us.
(11:56):
We should make the processeasier, easier working with us
and it should be easier workingwith us.
We should make the processeasier by working with us
because of our experience,because of our knowledge,
because of our value.
But we can't just go therewithout them knowing the things
that could potentially happen.
Speaker 1 (12:12):
Yeah, exactly, I mean I think it's a quote that we
just heard, you know this lastweek.
That kind of ties that upseparately, right.
But whatever it is that you areselling, the person you are
selling that service to needs toknow, needs to believe in their
mind without a shadow of adoubt, that they are better off
(12:34):
using you, working with you forthat thing, than anybody else,
or than going it alone right Atthe end of that process.
That's how they need to comeaway from it, or you're not
going to close as many sales ifthey don't truly, in their core,
believe and you havedemonstrated that they're going
to have a higher level ofsuccess, more fun, more joy,
(12:54):
less time, make more money,higher sales price, get a house
for a better price.
Whatever it is, they need tobelieve that and that's how you
do it.
Like going through those threesteps is how you demonstrate
that, showcase it, and that'show they walk away feeling that
way and then they feel greatabout what you're going to
(13:15):
deliver, because you've shownthem all of the ways that you're
going to do that.
Speaker 2 (13:18):
No longer sabotaging.
Speaker 1 (13:20):
Right.
I don't think we need to likeprobably even go any really
further into that.
I think this can be a short andsweet episode that, hey, go
execute this thing right now.
You get one thing from thisepisode it's a three-step
process.
Just get more intentional aboutsteps one and two.
You're probably already doingstep three, right, because
you're talking about how you'regoing to make it simple.
(13:42):
It's going to be push button,get mortgage, all of those
things.
You cannot do number threeuntil you do numbers one and
number two.
Speaker 2 (13:50):
Yep, I think it's easy and I do think you are
right.
When I listen to this, I'm likeI can do that.
I can be way more intentionalabout it.
I am definitely the one whowanted to make everybody just
feel like I got you.
I'm going to make this easy.
No big deal.
It does make sense.
(14:10):
In our sales retreat, we weretalking about how do we become
less of a commodity.
This is it.
It all wraps around it.
So I love it.
I think it's great.
I hope you guys got somethinggreat out of it.
We really appreciate you guysjoining us.
If you know anybody that canuse this, please like share,
help us out.
Speaker 1 (14:29):
Thanks, guys, we'll see you next time you.
Hey, welcome back everybody to the Secret Sauce
podcast.
I'm Chad Treese, this is LaceyMorris and we are talking about
what today?
Lacey.
Speaker 2 (00:22):
Well, we can't give it away right at the beginning.
Speaker 1 (00:24):
Okay, set us up.
Speaker 2 (00:26):
What we are going to talk about today, as salespeople
, is how we unintentionallysabotage the sales process.
Realtors, lenders, anybody insales the supplies yeah anybody,
anybody that provides a service, how we unintentionally
sabotage by the order in whichwe do things, how we sabotage
(00:48):
the sales.
So that's what we're going togo through today and let's just
start like this when we startedtalking about this and talking
about how we're going to do this, we had a bunch of ahas and I'm
going to pick on the mortgageside first.
We can talk about.
There's got to be some on thereal estate side too.
But you know, on the mortgageside you could go and get gas
(01:09):
and at the pump says like Istill remember getting gas and
seeing a little ad at the pumpthat says push button, get
mortgage.
Speaker 1 (01:17):
Yeah.
Speaker 2 (01:18):
And I've seen things like home loans made simple.
Speaker 1 (01:22):
That one, yeah, we both know that one right.
I think that, like, tons ofindustries are famous for this
and just talking about how easythings are going to be and, at
its core, right, if things arethat easy, then what the heck do
they need us for what?
Speaker 2 (01:41):
do.
Speaker 1 (01:41):
They need us for why do they need a commissioned
salesperson if it's going to beso easy, if it's going to be so
simple?
Speaker 2 (01:47):
Sure, but let's be honest.
Can anybody really push abutton and get a mortgage?
Speaker 1 (01:53):
No, I mean, it is a lengthy process.
There's a whole lot that can gowrong.
There's a whole lot of workdone and we don't showcase that
and we are all guilty of it,Like I've been guilty of this so
many times that I will tellI'll sit down with somebody, not
show everything that we'regoing to do and just talk about.
Don't worry, we got it.
Speaker 2 (02:12):
Yeah, such a simple sentence that we've said so many
times.
We got this, we're going totake care of it, we're going to
make this easy for you.
Speaker 1 (02:19):
Yeah, big, big mistake.
This was eyeopopening for me.
When I heard about this, I waslike man, I do this.
I'm very, very guilty of it.
So the framework, like reallywhat we're talking about is like
yes, we do need to tell themthat we're going to deliver and
make things simple, maybe, butthat has to be like systematic
(02:42):
and process-based, that they cansee our value.
Yep, right.
Speaker 2 (02:46):
So we intentionally usually lead with that, or it's
the only thing we deliver?
Would you agree?
Speaker 1 (02:51):
Right.
Speaker 2 (02:51):
We lead with.
It's our number one thing is wesay how easy we're going to
make it or we just start there.
Speaker 1 (02:59):
We just don't show them all the work that's
involved to get them to theclosing table.
Yep, stress-free, seamlessly, Iuse that.
All the work that's involved toget them to the closing table?
Um, stress-free, seamlessly, Iuse that all the time seamlessly
, stress-free.
Uh, I mean, and you think thosekey words or those tag lines
are helping your sale, but inreality they can definitely
sabotage the sale because ourvalue is lessened because of it.
(03:23):
So that, like, the actualmindset shift is that we need to
showcase the complexity andthen deliver the simplicity.
Speaker 2 (03:32):
Yep, right, absolutely, let's go through.
So let's tactically like how dowe do that?
You want to start tactically?
Speaker 1 (03:37):
Yeah, I think maybe just let's just bullet point it
three things Right Right off thebat.
It takes me back to like gradeschool, and my kids are in grade
school now and I know that likeI'm helping them with math and
I used to be notorious for thistoo is I would be able to, in my
head, come up with the answerfor something, and my teacher
would always say you've got toshow your work right.
(03:59):
You got to be able to show whatgot you there, or I didn't get
the answer right, and so I hadto write it all out.
And so I think, show your work.
I think is where we need tostart.
We've got to show all of thework that's involved for them to
truly understand how valuable,why they need us.
Okay, right.
Speaker 2 (04:16):
So let's talk about that.
Let's take it from a realtorstandpoint.
Sure, so realtor has a clientand they sit down, and what does
show your work mean?
What is this, instead of makingit just simple to begin with,
what does step one mean to showyour work?
I love really, where we gotthis idea of putting on a piece
(04:40):
of paper or, when you're meetingwith your client, what my job
is as your professional let'ssay, I'm a realtor in this
scenario today and then whatyour job is as a client.
Um, and let's go through whatthis timeline looks like.
So if I'm a realtor and you'rewanting to buy a home, you know
the first thing that we're goingto do is we're going to meet
together and we're going todiscuss your needs.
(05:01):
Then the next thing we're goingto do is I'm going to have you
meet my lender.
So what I'm going to do is I'mgoing to introduce you to my
lender, but what you need to dois actually meet with the lender
and go through the process.
And then number three that I'mgoing to do and start going
through all the things, and thatlist is long.
Like I laugh all the time whenpeople are like, what does a
(05:22):
realtor really do, and I'm likeyou have no idea.
Speaker 1 (05:25):
Right.
Speaker 2 (05:26):
Like the list is long and so you got to explain and
have to have the ability toexplain all the things and it's
this is what I'm going to do.
Here's where I'm going to needyou client to do your job.
You got to do one, you got todo number two, you got to do
number three inside thistimeline.
So now we're showing the clienthey, these are the three or
(05:46):
four things that you got to do.
Here's the 70.
Like I don't think you need togo into 70, right, like people
are gonna tune out at that point, but you really have to
showcase all of the things thatyou're gonna do in this process.
So now they see they do a lot.
Speaker 1 (06:02):
Would you list?
Speaker 2 (06:03):
all of those.
It isn't so simple.
Speaker 1 (06:04):
Would you just list all of those things out?
Or in my mind it would makemore sense.
Let's turn the piece of papersideways and show the timeline
Like.
Let's go landscape mode andwrite out this is what the
timeline looks like, from todayto you moving into your house or
to you getting your house sold.
Here's the timeline.
Above the line is everythingI'm going to do.
(06:25):
Below the line is everythingI'm going to do.
Below the line is everything Ineed you to do".
And they leave with a fullunderstanding of just how much
work is involved.
It's not going to be simple,but we're on this journey
together and you're going towalk them through it and guide
them through it.
Speaker 2 (06:37):
Yes, so that is a step one.
They have to know what thatwork's going to be.
We got to show them the work.
We got to tell them what thattimeline is going to be.
We got to show them the work wegot is?
We got a simple look.
We got to tell them what thattimeline is going to be.
Speaker 1 (06:46):
The next do not skip that step.
Yes, very much, most importantstep do not skip that step and
how I mean we do we we all do,we all do, yeah, we all do we
assume the sale, or so manydifferent reasons, why just make
this process based every time?
Speaker 2 (07:03):
start there, all right people think that if I
don't do this, like I'm gonnascare him if I tell him all this
stuff you know and it and itdoesn't scare him.
They need to know that you knowwhat you're doing, you know the
whole process, you know all ofthis stuff.
And this part of this meetingis when they're like I never
thought about that, oh, I didn'tknow that, right.
So they start having thosemoments as they're going through
(07:26):
and realizing your value.
Speaker 1 (07:28):
It starts to get them thinking I can't go this alone.
I didn't realize all of thework that went into this thing.
So, yeah, they're immediatelyshutting down that possibility
of I'm going to first sale byowner.
In this post-NAR settlementworld, I don't need an agent, I
don't need to try to negotiatein to have my buyer's agency be
paid right as a lender.
(07:49):
You know, maybe I can just jumponline and get this done and
just do it through AI or youknow, a robot or somebody just
picks up the phone.
So you have to differentiateyourself.
Speaker 2 (08:01):
Yep, that's such a good piece where you know we've
talked a lot about value andproposition, so this allows them
to see that.
Speaker 1 (08:08):
Step two.
Speaker 2 (08:09):
Step two, yeah.
So step two is what could gowrong, and I think sometimes we
avoid this.
Speaker 1 (08:16):
Yeah, I think we do.
We don't want to scare Again,we don't want to scare people,
but we need to paint the pictureof all of the things.
Potentially that could go wrong.
And I think still, if you'vegot that paper turned sideways
and you're building out thattimeline that now you're just
showing, did you ever play thegame Pitfall?
You're not a gamer and this isgoing to date me because this is
real old but there was a gamecalled Pitfall and it was
(08:39):
landscape mode, just like theoriginal Mario Brothers.
You can only run side like leftto right, but it's called
Pitfall and it's basically thisguy running through the jungle
and all this stuff that could gowrong Crocodiles mouths and
you've got to swing over theirheads and you're avoiding all
these pitfalls.
And that's what I like to thinkof.
I don't know what.
I did not prepare that for this, but when I heard the word
pitfall it just made me think ofthat.
(09:00):
So shout out to any schoolgamers pitfall.
Speaker 2 (09:09):
Uh, but we've got to show on that timeline all the
crocodiles, all of the you knowum quicksand pits that they
could fall into and and more so,like if you're using an average
agent, if you're using a budgetagent, right, somebody who's
going to do this a lot cheaperthey these are the things that
could happen if you use anaverage agent.
If they don't know this pitfall, if they don't know this
pitfall, if they don't know whatcould happen here and how to
(09:29):
get through that.
Speaker 1 (09:30):
I think that's an interesting point, because
whether they use you I thinkthat I wasn't even thinking
along those lines, but I likethat mentality too, showing all
the things that could go wrongif they tried to go it alone, or
if they use a discount agent,or just if they use somebody
else.
Really, at the end of the day,these are all things that could
go wrong, even if I'm involved.
This could go wrong and theyneed to understand that there's
(09:52):
things outside of your control.
As a realtor.
You don't have any control overthat appraisal coming in low.
Well, maybe If you sent thedeals to us, we would make sure
very low risk that an appraisalcomes in low, make sure very low
risk that they go, that anappraisal comes in low.
But aside from that, there'sthings outside of your control.
These are things that could gowrong and they need to
understand that.
So, yeah, I I think wedefinitely, and all sales people
(10:15):
try to avoid that conflictpiece of it.
Um, they just want to talkabout all the rainbows and
butterflies and everything, butnot all the stuff that could go
wrong, and it's a real key piece, piece that we miss a lot of
times that self sabotage is thesale.
Speaker 2 (10:28):
It definitely is missed.
So what's fun with this andwe'll wrap it all together now
is step number three is actuallythe fun stuff.
It is all of the good things,but step three is where we all
go first and we don't wait toput it in step three.
We don't make it that part ofthat process.
And so step three is what isthe fun part now?
(10:49):
How are you and your servicesgoing to make it easier for them
?
How is it going to make themmore enjoyable?
Because they're not having todo those things, or they're on
their own or they're not tryingto.
You know, for instance, had afriend who said I don't even
know why my realtor is gettingpaid, because I'm the one that
(11:09):
found the house, I'm the onethat was looking for all the
houses.
Speaker 1 (11:13):
And I think that that's all that they do.
Speaker 2 (11:14):
Yeah, and I'm like, well, shame on your realtor.
First of all, that's not whatit's supposed to look like, but
see how that can play into that,how that can be seen.
But we work on step three, atthe end, and this is where we
make it, where what you're goingto get from us, or our service
(11:35):
and our team, is all of this andwe're really good at making it
and wrapping it all in andcovering you from the pitfalls
and making sure we know thatthose things are going to be
coming and what we're doing toprevent those and all this stuff
.
But we go for the delight atthe end, where it is easier
working with us, and it shouldbe easier working with us.
(11:56):
We should make the processeasier, easier working with us
and it should be easier workingwith us.
We should make the processeasier by working with us
because of our experience,because of our knowledge,
because of our value.
But we can't just go therewithout them knowing the things
that could potentially happen.
Speaker 1 (12:12):
Yeah, exactly, I mean I think it's a quote that we
just heard, you know this lastweek.
That kind of ties that upseparately, right.
But whatever it is that you areselling, the person you are
selling that service to needs toknow, needs to believe in their
mind without a shadow of adoubt, that they are better off
(12:34):
using you, working with you forthat thing, than anybody else,
or than going it alone right Atthe end of that process.
That's how they need to comeaway from it, or you're not
going to close as many sales ifthey don't truly, in their core,
believe and you havedemonstrated that they're going
to have a higher level ofsuccess, more fun, more joy,
(12:54):
less time, make more money,higher sales price, get a house
for a better price.
Whatever it is, they need tobelieve that and that's how you
do it.
Like going through those threesteps is how you demonstrate
that, showcase it, and that'show they walk away feeling that
way and then they feel greatabout what you're going to
(13:15):
deliver, because you've shownthem all of the ways that you're
going to do that.
Speaker 2 (13:18):
No longer sabotaging.
Speaker 1 (13:20):
Right.
I don't think we need to likeprobably even go any really
further into that.
I think this can be a short andsweet episode that, hey, go
execute this thing right now.
You get one thing from thisepisode it's a three-step
process.
Just get more intentional aboutsteps one and two.
You're probably already doingstep three, right, because
you're talking about how you'regoing to make it simple.
(13:42):
It's going to be push button,get mortgage, all of those
things.
You cannot do number threeuntil you do numbers one and
number two.
Speaker 2 (13:50):
Yep, I think it's easy and I do think you are
right.
When I listen to this, I'm likeI can do that.
I can be way more intentionalabout it.
I am definitely the one whowanted to make everybody just
feel like I got you.
I'm going to make this easy.
No big deal.
It does make sense.
(14:10):
In our sales retreat, we weretalking about how do we become
less of a commodity.
This is it.
It all wraps around it.
So I love it.
I think it's great.
I hope you guys got somethinggreat out of it.
We really appreciate you guysjoining us.
If you know anybody that canuse this, please like share,
help us out.
Speaker 1 (14:29):
Thanks, guys, we'll see you next time you.
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