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hey it's Matt Easton founder of Eastern University if you haven't already subscribed to this Channel please consider doing so I'm going to be dropping tips on you every single day to help you get better both in business and life and if this tip right here right now if you like it please give the video a like and leave a comment I want to hear from you I'm lonely hey where are you leave a comment I want to read it let's jump in let's go live shall we we shall let's go live how's everybody doing we're doing great Matt we got Chad in the house got everybody in the house all right so here's the deal I just told you a second ago grab a sword and shield AKA a pen and a piece of paper you're going to want to take some notes because we're gonna basically unravel where everybody gets sales screwed up and I'm gonna put you on the path yes I'm gonna put you on the path to things being so much easier and as I tell you about these path this path by the way it's a six step path as we talk about the six different steps to your success I want you guys to participate and I want you to give me your ideas on how you would approach these six steps and we can collaborate we can get them better let's get into it right now all right here's the problem I want to talk about sales processes and what people think sales is because for the most part they're wrong people think sales is a one step process I only got to do this one thing and I'll get sales who wants to take a guess at what I believe most people 90 plus percent of sales people out there think that is the one thing they have to do for their job clothes I like that even before the close what what do they have to do anyone else want to take a guess at it show up I like that kind of in between showing up and closing here's what they think sales is most people think sales is I'm going to make a bunch of statements and I'm going to present and I'm going to get business I'm going to tell you some stuff I'm gonna I'm gonna say some really great things and then I'm going to show you some really cool things and then I'm going to get the clothes okay it doesn't work that way this is why people hate sales people this is why people don't answer calls this is why we hate those really long emails because the people that write you know the emails I've got seven of them today right hey hope your day is going great want to share with you some things that we're doing in your industry and all of a sudden you got to read this book report because they think if they make a bunch of statements seven paragraphs worth and you don't even have a relationship with this person you're going to be like oh my God this is amazing the seven paragraph email email I want to buy your stuff it doesn't work that way all right so grab your pen and a piece of paper I'm going to give you a six step process and I know you're like oh my gosh there's steps yeah to everything in life that's valuable everything in life that you want you got to take steps but fortunately when you master these six steps they'll go very very quickly and it'll be a lot easier for you to get sales all right so here are the six steps I'm going to walk through them real fast and then we're going to talk through each ones you ready here's the six steps action allows you to give insights insights allow you to ask questions questions create conversations imagine that conversations create relationships relationships create opportunities and opportunities create sales okay we got to get their attention I've got to deliver an Insight once I've earned the right to talk to them by getting their attention then once I give that Insight I can ask questions those questions are going to lead to conversations those conversations are going to build trust in relationships and relationships are going to create opportunities and opportunities are going to create sales okay everybody screws this up and it drives me nuts they either think it's all about making statements doing presentations and getting sales or some garbage you know it's all about Rapport how's it going today Jason oh come on do you do you think the home team's got a shot this year how about this weather okay is it hot enough for you is it cold enough for you is it humid enough for you it's so dry I need water that's not a relationship okay we gotta be professional so step number one attention who wants to give me an idea some pretty simple ways how can we get somebody's attention besides yelling yo hey look at me how what could we say to get a prospect's attention yeah no we got to get their attention before we can provide insights if we just lead with the Insight they're going to ignore us that you think that industry uh that would be kind of an Insight here's an easier way to get the question introduce yourself ask questions well we're going to ask questions after we deliver insights all right hey Chad Chad it's Matt Easton you and I are connected on LinkedIn yes I I remember that Matt yeah hey I I've got an idea I'd love to get your opinion on Chad are you sure got your attention don't I yep right so how we're going to get somebody's attention we're going to let them know who we are how we're connected and we're going to let them know we can keep it as simple as I've got an idea I want to get your opinion on hey John Fitzgerald you there hey it's Matt Easton founder of Eastern University you and I were both in San Diego at the NADA conference last week in San Diego yeah yeah yeah hey John I've got an idea I'd love to get your opinion on my opinion okay he's mirroring me now but do you see I do John do I have your attention 100 I'm sorry Matt I shouldn't have done that I apologize no it's all right we're I have your attention right you do so you know okay so now I have somebody's attention how you're going to get their attention Vu Matt Easton you and I are connected on LinkedIn Chad Matt Easton you and I were both at this conference Mike Matt Easton I manage all small markets for Dallas whatever it is who we are and how we're connected notice that third one I can just tell them what I do and that's our connection and then I'm gonna say something as simple as hey I've got an idea I want to get your opinion on okay now I have your attention by the way if we're sending out emails for sales that should be the nuts and bolts of the email knock it off with the two-pager with the PDFs attached okay hey the email could read as simple as this title of the email Matt Easton slash 720-660-320 mobile right my name my mobile Chad's gonna open that he's gonna like what somebody's sending me their mobile right Chad Matt Easton founder of Easton University you and I are both connected on LinkedIn I've got an idea I'd love to get your opinion on give me a call on my mobile when you have a second 720-660-3202 you're going to get 7 000 times more people responding than if you're just trying to like beat the hell out of them with insights and what we do and how we can help your business that is not the place to get somebody's attention Okay hey man yeah go ahead hey Matt what about this what about uh asking them for some insights I mean hey we connected on this I see that you spoke at this conference here would you would you have some time to just share a little bit more about you know that thought yes but I want to do that later because we're not in the business of just asking people for free Consulting right we got to give and then we're gonna get so I'm going to show you how to get that that's going to come in in number three the questions who else had a question there I thought it was Peggy maybe yes I my question is what you said for the header to put in the email in your name and your phone number do you also put the company name or not put the company name I I don't think you have to put the company name the the header would start getting really long at that point right like just your name and your phone number and that's a more personal email okay yeah you could play around with it but I don't hate either way Peggy I'm just here's the number you want to keep in mind and the number is seven just so everybody knows that once you have more than seven words in an email header it's gonna get truncated okay so I've got your attention now I'm gonna deliver an Insight it sounds like this uh hey John thanks uh so here's one thing that we're seeing uh with Automotive software providers uh dealers right now they're under a ton of pressure with uh oems kind of you know little small kind of cold Wars going on Ford and the dealerships and everything and the last thing that dealers want is yet another uh piece of software but here's where they're having difficulty is customers are coming into the stores and they're either not qualified or the terms are just insane 84 months to finance a vehicle nobody even knows if they're going to live that long much less Drive the same car are is that anything that you guys are seeing with your stores and we we are a man boom so now I've done I've gotten John's attention I've delivered an insight to John and notice how right there step three I've asked John a question right and look at how now that rolls me right into conversations who said uh should I ask them for insights was that vu somebody asked that yeah yeah so do you hear how we're gonna just I want you just to lead with something first right what industry are you in energy energy give me an ins give me a short little insight that you could give for energy something that you're seeing in the industry that's not salesy just literally like a news bite of something that's going on in the industry are you aware of the global Demand on natural gas yeah so now I'm gonna what's going by the way what's going on with the global Demand on natural gas hi it's high yes okay so instead of saying are you aware I'm going to lead with man you know so great Matt uh it's Vue we're connected on LinkedIn I've got an idea I'd love to get your opinion on yeah yeah sure what is it so we're seeing Global demand for natural gas is spiked north of 39 just in the last two quarters and a lot of our clients are having trouble keeping up with the demand is that something that you're seeing okay now see how I'm not asking the question right out I'm going to make the statement then I'm asking like I asked John is that something that you're seeing with your stores John said yes what if John said no I could say got it got it just out of curiosity what are you seeing with your stores oh my problem with our stores is we don't have inventory that's the big problem it's not the finance terms it's the inventory now we're having a conversation right Chad could open that up talking to a real estate brokerage hey Matt it's it's it's Chad here with Chad bleeds you and I are connected on LinkedIn I've got an idea I wanted to get your opinion on bringing we're going to call Chad back hey Chad what's going on yeah so something that we're seeing with our top tier real estate clients is their cost per lead has now actually nearly doubled it went from nine dollars per click to 17 per click just in the last 10 months and as the real estate market is cooling the price of leads is actually going up so there's a pretty big gap there in terms of top line revenue for the brokerages going down yet expenses are going up is that is that something that you guys are seeing Oh my God yeah Chad where were you in our meeting yesterday we're getting our butt kicked when you say butt kicked give me a specific example is Google literally coming and putting you in a Kimura on her arm bar well pretty much I paid him forty five thousand dollars last month now we're having a conversation notice what I didn't lead with hey Matt it's Chad Chad leads we can lower your cost of leads by blah blah blah percent attention lead to insights the Insight is Chad saying the market is going down the cost per lead is going up and you guys in your head you probably visualize that that Gap is bad right that Gap is bad are you seeing that now we're having a conversation right conversations lead to relationships I can give you some examples of relationship right Chad you'd be a real estate broker for me okay I'll mute yourself yeah so Chad you're seeing your cost of leads go up yes yeah we we sure have especially since covid okay can you kind of walk me through because a couple little things there you know kovid we did see a spike with the market and now most of our top tier brokerages are seeing things cool off is that something that you're seeing yeah I mean my team be covers Seaport Back Bay in Boston uh and Charlestown it's you know we were paying about a hundred dollars per call live connection and now we've noticed that it's about 300. so wait you went from 100 to 300 so 300 percent increase correct how is that affecting the business how are where are you coming up just out of curiosity I'm not asking to get into your Finance but how are you guys coming up with that additional 200 per lead it's tough right now especially now Matt because uh there's not a lot of sales going on the buyers that we're working with I mean the average combo price is about a million true yeah a lot of buyers are getting they're on the fence because the rates are like 6.3 now and they're getting priced out yeah they're not getting priced out and they just want to wait and see what's 2023 going to bring yeah I mean I've got I've got a couple ideas uh where I think I I might be able to help you guys with this in in a few things that you could possibly start doing just in terms of the leads you are capturing now I could give you I work with probably 30 of the the top brokers in in Boston just some tips on kind of how to answer the phone and respond to those so even if you didn't go with us for leads and you continue to pay that astronomical 300 per lead we might see some conversions going up would it make sense possibly to have me come into the office on a day when you've got the team there and I I can walk through a few ideas on how they could respond to leads and then possibly look at getting you leads for I mean I'm not I'm not sure what your exact price would be I'd have to look at it but we're talking probably 30 to 70 dollars a lead as opposed to 300. so correct me you're going to help me with Legion and you're going to help coach my team well I'm happy to help coach your team it's not a service that we offer but I do work with uh you know McKinney and the top tier Remax there and um Mike cross's team I'd love to share some insights about what they're doing when they get leads from us that would work and I'll total transparency chat your team's going to walk out of that meeting with some new ideas whether you do business with me or not I'm happy to help I mean I want to help you guys get through this phase that would be very helpful in that yeah when's the next time you're having a meeting with all your Brokers I'd love to come by and hang out run through some tips and then possibly after that you and I could strategize on how we can maybe either kick up the volume of leads with your current spend or keep the same amount of leads and get you paying a lot less we meet every Monday at 10 in the morning okay can you guys do next Monday absolutely yeah I'll see you next Monday listen to what that didn't sound like a sales pitch a sales presentation I reached out to Chad got his attention hey Chad you and I were both at the real estate conference in Boston I've got an idea I want to get your opinion on right Chad give me a call on my mobile Chad calls me back hey Chad here's what we're seeing especially in downtown Boston the market has cooled condos are now down to 1.2 a low from the 2.1 they were in July yet the cost of leads has gone up is that something that you're seeing yeah man we're now paying 300 per lead as opposed to 100 per lead I showed the patience and the restraint to not go well hey oh great I could get you 70 leads huh that's interesting because that's what a lot of our clients are seeing right have you have you noticed that what are your plans for attacking that how are you planning on dealing with it well I don't know we're trying to figure that out well I'd be more than happy to come down and talk to your team I can give them some pointers right that will help them whether you do business with me or not that's a relationship not what do you think of the Patriots is Belichick gonna pull it together again that's not a relationship that's gross and it's disingenuine right a relationship as well you know I know a lot about this I'm happy to help where I can I'd love to help you guys whether you do business with me or not I'd love to help you right how about we get together and talk through it that's how that relationship and I guarantee you if the sale went that way when I met with Chad's team and showed them hey let me give you guys two questions right now I want you to do these two questions whether we're giving you guys leads or not first time somebody calls say what can I get you information on your second question you need to get in there is what research have you done on our brokerage and then third I'll give you a bonus one what's your biggest reason for moving are you guys asking those three questions no no we're not do those with your leads right now because by the way Chad and the executive team I don't know if you guys are know this Chad hopefully it doesn't get me in trouble sharing this every time that phone's ring it's calling it's costing The Brokerage 300 I'm going to try and get that down for you guys but we got to make sure that we're closing these leads fair enough yeah yeah cool Chad I think we got the team on board I think we got morale boosted what do you think makes the most sense should I get you more leads for your current spend or should we let's do more for the current spend perfect what are you spending right now forty five thousand great I'm going to send you over a contract for the forty five thousand uh if you can get that signed for me today uh Rhonda for my team will be in touch with you later this afternoon about implementation fair enough Chad yeah I'm glad glad to be a part of the team six step process attention allows you to give insights right I have to get your attention everybody just leads with an Insight or leads with a question if you've got five minutes I'd like to learn a little bit about your business it's not my job to teach you about my business or we help companies just like yours click hang up delete the email get their attention hey Rhonda you met at Easton with Easton energy you and I are both connected through a LinkedIn group on natural gas I've got an idea that I'd love to get your opinion on start the conversation when you start the conversation give an Insight who's got an example of an Insight that they could give a current client around their industry it now the Insight is not I've got a great product the Insight is you literally showing them you know what the hell you're talking about about your industry who's got an insight hey man yo um you know automobile dealerships are are really concerned right now about what's going on with with the oems what do you mean by that John um well what's been happening is is that the um automobile automobile dealers are being forced to be concerned about the manufacturer coming in and going direct to Consumer Oh you mean like the fact that I have five Ford stores and can't get an F-150 Lightning because for some reason they think I'm the bad guy yeah that's exactly what yeah Sean did you happen to be in our meeting with Mike Thomas our board our chairman of our board this morning because this is exactly what we're talking about I'm guessing since you're coming to me with it I'm not the only one that's feeling this way yeah that's true that's one reason I wanted to have this conversation with you this morning to talk more about that yeah man I am I am all ears from you want me to get involved in a class action with Ford maybe I don't know they might have Mafia Hitman or I would love to talk to you about this because this is something that's near and dear to my heart great thank you yeah so now John's able to have a conversation with me he's able to ask me questions questions are going to lead to that conversation that conversation is going to build a relationship and then what if I tell John right after all of those insights about the war between Ford and dealers and John has this conversation and I say John you know we just can't Implement anything new right now because we're right in the middle of opening eight new locations I completely get it I understand and yeah and and he'll be here when when we need him I'm going to be so much more likely to call John back plus that leaves the door wide open for John to come with some new information for me in a month eight weeks six months now I've got somebody that I trust versus somebody that's trying to Railroad force feed me these garbage emails that are seven paragraphs long about you've got to earn the right to even tell them what you do they don't give a darn what you do they don't care what discounts and promotions you have right now show them that you can deliver an insight about their business because these are people that go home every day and try and talk to their spouse about their business spouse doesn't want to hear it they go to Jujitsu to hang out with their friends their friends don't want to hear about their industry there's really nobody they can talk to about their industry because they can't call their competitor because they don't want to share that information you can instantaneously become your prospect's best friend just by sharing an insight about what the hell is going on in their industry because they don't have anybody to talk to about it right the natural gas thing that I think it was Vu brought up I am sure there's a million people that would love to talk to boo about natural gas right that are have their finger on the pulse of that issue and whether they agree with his Insight or not that's not the point it's going to start a dialogue and within a dialogue who can then ask questions questions are going to lead to conversations conversations are going to lead to relationships man that guy was sharp as attack he really knows everything when it comes to energy you know I've got a guy hey Lou can I give your number to Mike Thomas over at Anadarko they might want to do some business yeah sure absolutely now you're an expert okay attention insights questions conversations relationships opportunities who's got another example of an Insight they can give about what's going on in their industry medical practices say it again Jason there's a staffing shortage in medical practices okay how can we spice that up let's let's work on spicing this up when did this Staffing shortage occur and you don't have to be Wikipedia right give me a because let's put a Time range around it over the last blank we've seen Staffing shortages increase by you're Jason you live and Breeze this stuff I trust your formulated opinion give me your opinion on when this has happened over the last year there's been a shortage in both clinical and financial Staffing in medical practices I would agree with that now why do you think that is Jason I'm going to tell you why I think it is but why do you think it is uh stress over Colvin uh part of it yep that's the one that popped into my head and I listened to this plausible business emergency hey Matt uh you know so hey Jason so what we've seen what what I'm seeing in the market is is tremendous increase in Staffing shortages in the health care space with with really hockey stick uh increase in levels of shortages since covid one of the things that I think might be contributing to this is a lot of people were out of work misplaced displaced laid off or furloughed during covid and it kind of got in the habit of not being in the office and kind of got out of the practice of skillfully doing their day-to-day especially when it comes to collecting invoices in unpaid accounts are you guys seeing any of that right notice how instead of saying hey I'm seeing an increase in shortages I'm literally painting a picture right and now in their head and some of you on this call were like damn am I literally just pictured somebody sitting on their butt eating cheese puffs during all covet and now they want don't want to go back to work right or now they get back to work and they forgot how to do their job yeah man we're seeing that all the time we've tried to hire three people can you kind of walk me through how that process has been for you it's been ugly Jason we went to job fairs actually hired four people last month one of them showed up to their first day at work oh my goodness I I it's not that bad that 75 but I will tell you with our clients there we call it getting ghosted no showed uh they're they're about 30 to 50 percent so you're not too far off kind of The Benchmark about what we're seeing what Jason just out of curiosity what are kind of some of your plans to deal with this situation wow I don't know what if the situation gets worse what do you mean what if you can't hire anybody in the in the the bills start to collect now do you see how now we're down into conversation and relationship and the more Jason shares with me about his frustrations with his office the more we're going to have a relationship and the more that's going to leave the door wide open for an opportunity great one Jason that particular scenario played out over the past year and a half with a client that I've been working on for two and a half years and we just closed them last week and it's a 340 000 per year client now excellent job Jason and let me ask you this you it's probably one of your accounts for get the money that you feel really good about you feel like man I'm really helping these people and I've made a connection with them yes no 100 100 [Music] now they're in more trouble than they even knew correct now think if you had just called them and said hey it's Jason I've got a great deal for you I'm going to increase your Revenue click buy right you might not have had this process laid out when you started the relationship but I guarantee you you Loosely followed you got their attention you gave them an Insight you asked them questions which led to conversations you probably got together with the executive leadership team they probably opened the kimono a little bit and shared some of their dirty laundry with you right you were respectful of the fact that they were sharing personal things about the practice with you that opened the door for opportunities once you got the opportunity I know you were on our training it was very easy for you to say hey does it make sense to move forward with the program or does it make sense to sign the contract or does it make sense to sign the agreement yes it does congratulations you guys made a great decision the next steps are bump bump bump we think sales is showing up and throwing up and saying do you want it and that's why people hate sales people hey I hope you loved the video if you didn't already subscribe please consider doing so and leave a comment I want to hear from you give the video a like that's all I ask I'll see you on the next one