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don't be a salesperson that doesn't understand the rules this is the rules to the game [Music] all right so i've been selling real estate at the time i'm you're watching this video uh for about 17 years now and the one thing that i've seen a lot is failure i've seen a lot of salespeople come and go like a revolving door in the industry and i think one of the reasons why that is is they don't understand the rules of the game how can you play a game when you don't understand the rules of the game it just makes no sense so before you get into a game if you will you want to get the rule book you want to understand say okay if it was basketball all right i can't take three steps that's a travel okay i gotta shoot if i shoot beyond this arc that's three points if i get fouled i go to the foul line and i gotta shoot two shots in certain examples every shot is worth one point you get the drift you have to understand the rules of the game now sales people come into the process uh of selling and they don't understand the rules so today i'm gonna go over the sales cycle and i think if you can understand the sales cycle you can understand the broad spectrum of what a sales person is trying to do your risk of failure will go down okay so uh watch this video if you like it let me know please subscribe if you get some value share it with somebody what i got on the board here is english i promise you that it's just short form okay so let's go over it so the l in the sales process simply stands for leads okay so let me define it all for you uh before we move on into the entire cycle leads to prospect that's what the p is prospect to client your client becomes a referral source and then your referrals become social sneezers it's right there write it down if you're watching this if you're in sales this might be the most important thing that you need to know you understand the rules you need leads the leads converts into prospects prospect converts into clients clients convert into referrals referrals convert into social sneezers discover them one by one now number one let's start with leads so in order to have an abundance of business we need to communicate our business to many people these are your leads now the way that you're going to get your leads is systems let me write that down for you guys systems what's going to be okay so you have different systems that are going to bring different potential clients into your pipeline now once you qualify these leads through a script that's the main thing that you should be using if you're in sales guys hate to break it to you you gotta get on the phone you have to prospect some of us think that social media is gonna bring us all this business that's just another lead source because even if somebody hits you on social media you're eventually going to have a conversation with them preferably over the phone and not on text the dms only work for so long one of your dm should say hey when can you hop on a call learn to use the phone now once you get on the phone your goal is to get that lead into a prospect a prospect is somebody that is looking to do business they haven't committed to you yet but they give you an idea that they're looking to do some business that's a prospect now the next level from prospect to client you need presentations all right when a prospect says that they might want to do business your only thing that you're doing is you're trying to get a face-to-face appointment you can't close people on the phone you just close people for a face-to-face appointment these days that they could be zoomed nothing beats a handshake nothing beats that face to face you can feel the energy okay now in your face-to-face appointment you need presentations whatever that is in your field the presentation should be the easy part because you know your product you know what to say if you say things in a certain way the presentations if done correctly will lead to a client so the lead turned into a prospect now turns into a client now many sales people they fail at the outset they don't even know this exists and they're not having any systems to get them leads they're just fluking things i've been selling real estate most real estate agents don't even have systems to get them consistent lead flow how are they going to make anybody a prospect they're at the gym and maybe their aunt calls them and they said hey i'm thinking of buying another condo and i might as well call you because you're my nephew and now the agent goes hey i have a great referral marketing system no you don't those are referrals by accident i'm gonna go on a tangent let's get back to the sales cycle so now that you made um these prospects into clients your next goal is to go from c to r which is from client to referrals now we need to slow down in the long run of becoming a successful sales person you want to make sure that you create a book of business so now your clients those are your book of business now we're not going into getting strangers into clients okay we're getting friends and family because that's what our uh our clients become and now we're creating a culture we say that again it's no longer strangers and to clients it's friends and family who are your clients you're creating a culture so you are getting more referrals this is where the culture part of your business comes in okay so from here to here it's all about culture creating a culture okay that's very important create a culture so not only do you get the repeat business but now they are becoming social sneezers that's what the sn stands for social sneezers is when your referrals love you so much because of the culture you created now they're telling everybody about you if you want to buy and sell a house or if you want you know new shoes or if you are looking for a new computer or medical devices you need to go to this person if you're looking for a car go call so and so that was my sneeze sorry that was a bad sneeze achoo would be the thing they are sneezing you and they're just telling everybody use this person once your business goes to this level multi-millionaire status you can't stop it even if you wanted to now as time goes on your business shifts now you might not want to do this part again getting leads and to prosper you might have enough social sneezers that's keeping you busy so you have to do the hard part in the beginning well depending on your personal traits some people are better at converting strangers into clients than keeping a culture of continuous clients so i don't want to say what's harder easier depending on your skill set however the point is there comes a time in your business where you just want to be doing repeat and referral business now in the beginning who are your leads people you know people you don't know you gotta convert them into prospects but the referral part you want to get the people that they know write that down people that they know are your most important target that's what's gonna boom explode your business because your clients know people that's what the social sneezer part is get your business so good get your culture so strong that you are going for people that they know they respect you and trust you so much that is your biggest gift to them is to take care of their people and your biggest reward is those referrals now this is the sales cycle don't be a salesperson that doesn't understand the rules this is the rules to the game people come in all cloudy you know in my business of selling homes people will come in they'll get the real estate license to start knocking on doors or start cold calling they won't even do that if you start doing that you're ahead of the game but they don't understand the whole process so hopefully i shed some light to you guys if you like this video let me know subscribe to the channel so i can hit you up with more value last but not least give me a shout we'll sort it out [Music]