Closing big deals for hospitality

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um oh wait a minute yes what is happening um okay so welcome everybody I hope you all are here to learn how to create a million dollar sales pitch and this is specifically for the real estate group but it will work no matter what your business is so I'm going to share my screen Okay so the secret to closing big deals craft your million dollar real estate sales pitch what does that mean well there's a lot of elements to this but before we begin I want you to think about like why you would even want to listen to this what what sales you're looking to make what issues you're facing with sales and how this might be able to help you so why would you even want to learn this in the first place so and even before that well who am I to present this to you so my name is Mark Siegel and I started many years ago in a business making Holograms and using lasers and all kinds of like really cool stuff um and then I was doing that mostly for trade show displays and uh point-of-purchase sales and stuff like that and I had a trade show display company uh doing all the cabinets and everything that went along with that that evolved into a sign shop and then eventually into a cabinet shop so unfortunately at one point I took on a bad partnership but then I split with my partner and went to work at a new shop um and not the best of situations you know when you're working on heavy equipment you should keep from being distracted but I got bad news about my partner not paying the money that he was supposed to pay and I wound up being distracted on table saw and cut my finger so bad news and yet good news because up to that point everything that I did to make money involved working with my hands so fortunately a friend of a friend had a marketing business and he prompted me to work with my mind so he hands me a stack of books all the classic positive motivation attitude books Think and Grow Rich How to Win Friends and Influence People the power of positive thinking how I raised myself from failure to success and selling and so on so I I not only read these books I devoured them I had never even thought that these books existed and they opened up a whole new world for me of having my attitude adjusted so that I could be a more positive person uh look at possibilities in life and actually grow my business so chiropractor that I was seeing at the time told me about a course called photo reading and he said don't take the one in New York City take the one down in Toms River New Jersey and I'm like why he says well there you get not only photo reading but you also get neuro-linguistic programming and hypnosis and I kind of knew what hypnosis was or at least I thought I did but I had no idea what NLP was so I went down there I took his advice I was curious and that actually led to me taking a course in NLP for marketing and sales and then that led me to become certified multiple certifications as a practitioner practitioner and ultimately a trainer of NLP and hypnosis so all that was preparing me to do business coaching and I was doing that since 1995 as a business coach and a friend of mine says you know what you do and I'm like yeah and he goes no it's called coaching so I'm like okay cool and then I started getting some some emails from a business company called business Made Simple with short little business tips little videos like three to four minute videos and that led me to be curious about it they had a company called story brand which was a great and wonderful book and I read the book I became like amazingly positive about everything that was in this book and I just like wanted to become certified as a coach so I recently completed that certification and now I'm a certified business Made Simple coach and the presentation I'm going to share with you is actually by the sister company story brand so we all know what it's like to be sold to and it doesn't feel good we can't see your screen right now on my share stopped okay I thought something happened with that okay sorry that was my fault okay we can be flexible here right okay so if I set a door-to-door sales person is here to talk to you how would that make you feel that's how most customers feel when they hear that they are going to have a sales call so the reality is we all know how it feels to be sold to and it doesn't feel good we feel like there's a hidden agenda we feel like this person is only wanting to take from us rather than give we feel somebody isn't giving us the space we need to make up our own minds about what we want everyone has a story of bad sales experience what what was it about that experience that left you feeling gross right so this is why so many people hate the idea of selling here's what hating to sell says about you it says you're a good person who doesn't want to have a secret agenda who doesn't want to use people who wants to give people the space they need to make up their own minds about what they want this is why so many people just want to be a better salesperson and do the right thing and not have a secret agenda so the problem is if we want if we want to own our own small business and have Financial Freedom we have to sell or if you want to be a professional sales person obviously you have to sell or pretty much any aspect of being in business or you know as my friend used to say are you married you're a professional salesman okay or at least we used to have to sell so the answer is almost certainly that salespeople has that the sales people we don't like wait the answer is almost certainly that the sales people we don't like actually sell what they do instead is invite us into a story of buying products that make our lives better the sales people were not really interested in selling a product they're interested in making this is reverse sorry my notes messed up okay so the sales people that we actually like are interested in selling us a product and they're interested in making our lives better they are helpers and act more like guides that in different pedal that are in different Peddlers of different products you're going to go from an adversarial relationship with customers in which you feel like you're in a tug of war with them to a relationship in which your primary interest is to help them resolve a problem so how do we invite a customer into a story two of the most important characters in the story are the hero and the guide the hero is trying to establish something and overcome a challenge and the guide is the one who's trying to help them win so think about those two characters in a movie that you just saw you know I always think back to like Star Wars you know Luke Skywalker and Obi-Wan Kenobi or or Yoda or um you know uh Frodo and Gandalf and uh Lord of the Rings so who are some of the heroes and guides in a movie that you've watched the hero is struggling with a problem that the guide has already overcome the guide has faced the same Challenge and overcome it themselves so that they can that they can be the guide they can help be the guide so the hero's journey to success does not start with a hero the hero is Created from within the journey so the reality is victims are the only character weaker than the hero customers are subconsciously looking for a guide customers are not looking for another hero they're not they're not looking for another hero they want someone who understands them who has a who has proven that they are competent to help them win when you position yourself as a guide you position yourself as the the person who helps them win right and that's what you want you want them to look up to you you want to have two main qualities so what do you want you want to play the guide and invite them into a story and in your story that's who you are so every story is trying to solve a problem everything that you've ever bought everything that anyone has ever bought from you was to solve a problem if you're hungry then eating solves that problem right if you if you're bored then going to a movie solves that problem or listening to some music or calling a friend solves that problem so every problem you've ever had um is why you bought something and everything you've ever bought is because you had some problem that you needed to solve so two main qualities that you want are empathy so I understand your pain and competency I can solve your problem and you want to say that with confidence to your client because you've been through it before you know what their problem is and you can help them overcome it so empathy says I have a heart I care about you I care about your situation and competency says I'm strong and I can help you get through this and make it happen so they work together as like a one-two punch so can you really grow your business and also build a healthy relationship with the people who buy your products yes you can I'm going to introduce you to the five steps that will help you to stop selling and start inviting your customers into a story their story where they become the hero on the journey so you start with the problem right and this is not just randomly deciding oh this customer probably has this problem like someone's looking to buy a house oh so they probably hate where they live or they probably just want to move or they don't like the neighborhood or they have more money and they want a bigger house no you don't know if that's their problem or not so what you want to do is a little bit of investigating like maybe you want to go to their house and you know see it and take a look around and then just ask them a question and listen they'll give you all of the reasons that they want a new house and I can assure you that the first thing they're going to express is what the problem is with the house they're in and you can even ask them straight out what's the problem with the house you're in and they'll tell you well you know the wife will take you into the master bedroom and then go into the bathroom and show you look at this master vanity it only has one sink in it look at the size of my husband can you imagine us trying to get ready in the morning with just one sink it's a disaster and then the husband will say yeah well we don't like that it's about 45 minutes from where we work and that's an hour and a half of our day that's wasted just commuting and then he'll take in the backyard and show you look at this yard and you look at the yard and go okay what's up with that and he goes there's no fence and three times this week alone I had to chase the dog around the neighborhood because we don't have a fence so now you know their problem they they don't have a fence they don't have a second sink in the master bathroom and they're too far from their work so position your product as a solution so I'm gonna I'm gonna give a quick example of something that I kind of crafted uh just for this this session so let's look at let's look at the problem is the real estate market is Shifting and the small to mid-sized homes are down small to mid-sized home sales are down most sales professionals are not confidently prepared to sell multi-million dollar homes which those sales are actually doing okay right now so what this does is it leaves the market saturated with brokers who have no homes to sell because they're used to selling the average to lower um priced homes so now position the the product as a solution so what I would tell you is when you use our simple yet powerful formula create your sales script you will position yourself as the guide and your client as the hero and this will give you the confidence to step up your game and join the elite that work with multi-million dollar homes now you're not only coming up with a solution to the problem but you're actually growing your business as a result of the problem itself so what's better than that you not only went from zero to to normal but you took it up two notches right so what's next what you want to do is bridge the gap between the problem and the solution that you have by giving the customer a plan right so this plan can be crafted very simply with three steps and so the problem you're not going to know beforehand what the customer's problem is you might have ideas you know being in the market for a long time being in your business for a while you might have common ideas of what the customer's problem is but what I want you to do is pay attention to what the actual customer who you're with their problem is going to be unique to them it's their story and the solution that you have you have a bunch of tools and products and processes and services that you offer so you're going to pick the best one you're going to craft the best combination that works for them so those are unique to the situation but this third step the bridge right this is going to be the same pretty much for every client that you deal with so this part you can have memorized and it'll make it easier when you're dealing with clients so what I would say to you is just follow these three simple steps to create your million dollar sales script number one go to my flight plan page and enter your info for free access and I'm going to give you the link to that at the end of this presentation so don't worry about that now um number two click on sales and then sales scripts and that will bring it to a form and number three fill in the form and print it out and then after that I'm going to offer your bonus where you'll be able to reach out to me if you need any additional coaching so what's next in the journey paint the stakes so what is this create a sense of urgency okay so there's two types of stakes right and what you want to do is create a propulsion system so if you imagine an old you know an old-fashioned horse and buggy right where they have this long they have two sticks they have one long stack with a carrot dangling on the end of that in front of the horse right and then the driver also has another stick um if the horse slows down he can smack it in the butt and get it moving right so you see the horse you know chasing this carrot right and what that does is it gives the horse a direction to go and if he moves the carrot left to right the horse turns left to right to keep following the carrot but after a while the horse is starting to slow down because it's like hey I've been driving all day I haven't chased it I haven't gotten any closer to this carrot so what am I doing all this for so he starts to slow down he starts to get tired but then the driver hits the horse in the butt and the horse runs away from that because it doesn't like the pain right so there's two types of motivations that people have in any situation pain which creates a sense of urgency and pleasure which creates a sense of direction that you're going into so when you paint the stakes first you start with the the negative or the Pain part right so you're gonna you already have their pain statement and you're just gonna give them like a little bit of a a gentle dig not not too bad you don't want to piss them off but you want to you want to motivate them a little bit so you know it's a shame to have such a great service and be such a great help in the real estate market um to offer the marketplace you have such a great service to offer the marketplace that seems to have dried up hasn't it right so you got a great product a great service but no Market right that feels kind of yucky so sorry about that but what you can then do is follow up with the Positive Stakes so imagine when you full-on address the client's real problems and position yourself as the empathetic and trusted guide then you'll be confident and prepared to earn big money in real estate not only will you be making more money it will probably take even less effort sales will close quicker and you'll be more aligned with a better class of clientele clients will be loving you because you made them the hero in their story right so that gives you something to work towards and something to avoid so the next and the final step is to call the customer to action invite them to place an order and what you want to do is you want to be as direct as possible with this so and the other thing is this there's two aspects to this you want to give them a call to action invite them into a very specific or offer but you also want to give them permission to say yes to themselves so you're ready and you're fully qualified and you owe it to yourself to make this happen so just click on this link and get started today and you can fill out your sales script and you can be a million dollar sales person so and then you get to enjoy the party right all you have to do is grow your small business is make the customer the hero and let's take a closer look at each of these steps I'm going to go through them real quick and at the end of the session I'll give you access to some free software and a plan that you can put into action today to start closing sales by tomorrow so how do we invite customers into a story first you start with the problem like I said when you're inviting the customer to a store you want to start by simply talking about whatever problem they have that your proc that your product solves the only reason people are interested in buying anything especially your product is because they're trying to solve a problem and when you talk about it you trigger them on the buying Journey so until the customer hears you articulate the problem you're dealing with and then who knows and who understands what the problem is they won't be interested in making a purchase so remember the problem is the hook it creates the Curiosity for the customer and they will start to pay attention so they can learn how to solve the problem if you start with the problem you have already invited the customer into a story if you really want to sell more product here's another simple tip that the most seasoned sales people even the most seasoned sales people fail to do position your product as the solution to their problem all human behavior is motivated by two part formula simple two-part formula problem Plus Solution so how do we pick people's interest in the products and services we talk about the problem those products and solutions solve and then position our products as the solution to those problems if you only start with the problem and position your product as a solution we've effectively made the custom of the hero and that's probably about 80. the problem alone is it is 75 of the the process and the solution is another 10 so you're already 85 percent there and that's probably about a hundred percent better than most sales people out there so the next thing you want to do is create a bridge to the customers to walk across to get from their problem to your solution so the customers is ready to make the purchase but they aren't going to for two reasons one they're afraid and two they're confused so you need to build that bridge at this point we've invited the customers into a heck of a story we've started with the problem positioned our product as a solution and even built the mental bridge that they can cross from their problem power solution there aren't many people who are going to refrain from Crossing that bridge but we can do even more we can create a sense of urgency that help people understand why it's so important to cross that bridge there are two kinds of stakes the positive stakes and the negative Stakes as we've gone through and that creates a propulsion system when they're moving away from the pain and towards the pleasure of the solution so we still need to answer the rest of the question what can be won or lost on whether or not the customer places the order so again the away from stake is going to be what they lose by not placing the order and the towards is going to be what they gain by placing the order so far you've done a great job inviting the customers into a story but there are probably a few holdouts there are probably a few customers who even if they really do have the problem your product solves are not placing an order and I like to add the word yeah so the final thing you need to do to make the customer the hero and invite them into a story may sound obvious but a huge percentage of sales people fail to do this and that is ask the customer to place the order you're not going to make a sale if you don't ask the customer to place the order right people respect products more when they pay for them and respect people more when there's a mutual exchange of value the mutual exchange of value means you give something like money and I give you a product that solves your problem asking for the sale is a natural part of a healthy customer relationship and the customer's Journey so how do you ask for the sale understand it's going to seem a little might it's going to feel a little unnatural memorize your line and practice it until it feels natural for instance I can get you a starter pack for X dollars or think I think this house is for you do you want to make an offer right like maybe you have a customer they looked at two houses that they're debating about and they look at one and you say in actuality that house is more expensive it's further from your work it it doesn't have um as many sinks and as many bathrooms and you know the fence in the yard's a little old so I I think you're better off going with that other house that had a perfect brand new fence and it had bath a bathroom for every bedroom and it had multiple sinks in the master bathroom and it's it's closer to work and it's about 10 percent less money I think you should make an offer on this house would you like me to make an offer on this house for you so you can memorize this line and you won't have to Fumble over your words and create an awkward moment so if the customer is struggling with the problem that you can solve and can afford the solution they will respect you when you ask them for the sale so again start with the problem agitate the problem position the product or service as a solution build a bridge create a three-step plan from Curiosity to Enlightenment to commitment paint the negative Stakes paint the positive Stakes create a propulsion system and call the client to action and affirm that they are making the right decision you can put all this together and get very very good at inviting your customers into a story by using the free online tool that I'm going to share with you my flight plan site and make sure to create an account and start writing sales scripts of your own so create your own Sales Group for free online scan the code that's on the screen right now and um and I'll also post it in chat so I have a special offer for anyone that does this now and by now I mean like right now okay so don't wait till after the presentation um don't wait till till later um don't wait till I'm done do it right now so I paste the link or you can scan the QR code on the screen and that will bring you to um to my flight school or my flight plan sorry um and then enter your information you'll gain free access to that and I'll give you a couple minutes to do that now and for anyone who does this now I have um I have a bonus that I'm going to offer you so the bonus is for being for taking quick action and being what I call an action hero right so you're going to enter enter your info for free access and then you're going to click on sales and then it's going to let you click on sales script and then you have all of the steps color coded like it shows on the screen that you can fill it in and you can do one of these absolutely free and then you can print that out and you can use that for your marketing you can use it just to understand how to close your client so for the quick action so the quick action hero I will do a 45 minute strategy session with you to script your to create your sales script to craft your sales script I will work with you to make that happen this is a 360 value that I have clients readily paying before I will do it for you at no charge and as a secret bonus you'll also get an email with an additional bonus offer to grow a more profitable business so yes or yes right thank you so much Mark for the presentation I really appreciate everything do you want to open up to questions yeah so just the the one last screen very very last screen I'm going to post this uh post my email on here if you if you don't have a way of scanning this but this is my contact information and you can feel free to oh you know what the other I Repose I reposted it directly to one I think yeah well Mitzi I reposted it for you oh okay so that's my email address in the chat or you can scan this and it'll give uh information about my business and I'm gonna end the share screen and anyone who has any questions I would love to answer them for you questions concerns comments well I have a comment a question I'll thank you for the presentation this was very lightly in life insightful and enlightening and and honestly um the value that you're giving us is very rewarding especially for the for Wow guest members and even after they see this show they can follow up and and participate but but I was looking at the at the framework like the first two it's pretty much the the first one was the the problem and then the second is the the positioning and then the third step is pretty much the planning but it seems like a lot of it has to do with taking a vested interest in your customer and your client because then as you develop it further there's the question and answering you're probing and you're trying to get into their pain points like you said there's pain and pleasure try to get into the pain points and you're really trying to be like like you said a guy a friend and then help them carry them from the start from the start to finish transition of that goal post of hey let's close this together I'm not here to you know win I'm here to guide you so I like that I like that position I've never seen it from that framework I've seen it from like the hero's mentality like the the quick self-ass but instead of like the guide method of hey this is how you do this this is a plan and then I'm here to help you and then yeah you put those what you call markers kind of kind of the Keratin stick yeah that's a good reference point yeah thanks yeah cool so so the cliche that goes along with that that I'm sure you've all heard is you know the customer doesn't care how much you know until they know how much you care right so a lot of sales people position themselves as hey I'm the hero I'm going to save the day I'm gonna save your life right and that's easy to understand you know when you when you're just on the surface think about a hero but in the sales Journey when you position yourself as the guide now you're the authority now you're trusted now they're looking to you for advice right right and the bigger the problem the more value that your advice has right so someone's trying to sell you know a 250 000 home right there they don't need as much of an authority as someone who's trying to sell a 12 million dollar home right they need someone that they trust is going to be able to handle this sale right so you come in and you you really empathetic to them and you find out what their issue is you know right I mean I you know I've worked you know with my cabinet business I've worked in homes of multi-billionaires I've worked in sixty thousand square foot houses on Long Island believe it or not and and these are just like Beyond fantasy they're like beyond the castle even you know full Olympic-sized swimming pools three stories on the ground in a sports complex you know I can imagine the parties yeah yeah so it's just yeah so I mean I can't even imagine you know like the difference between selling that house versus selling a 250 000 house in a not so great neighborhood on Long Island what I do appreciate that because this is like kind of like a real estate group it really touches on all the bases for home inspectors for Builders and even like credit repair so that portal that you gave us we can enter in like the problem positioning situation and we can use some of that script for an email blast could that works yes you'd help out like you know Mike and he'd pitch it up and tweak it and then even for like Steve you could clean it up and I know Marlin has his own plan his own marketing method so you can probably use that as kind of like a way to test the market could that work yeah okay and and there's lots of other Cool Tools through business Made Simple there's one that will help you to create a marketing message that they call one-liner so it's kind of like a it's kind of like an elevator pitch on steroids but this is really like a scaled down version of the story brand model of you know creating that hero's journey to success right so but the thing is he brought up was the plan so how would that work and like let's say for example for a real estate agent you would say like would you pre would you physically create a plan and say this is how this would work for you or would you like mentally verbally kind of like like create that bridge how would you how would you piece that together so so let's work with something real what's a problem that your customer has like a current customer you don't have to share their name or anything but just a problem that they have that your product is the solution for uh tenants and it's hard to show a house so there you go okay so so tenants and it's hard to show a house pretty much yeah how does your product help them solve that problem well pretty much we do a scan and then with that scan you can share that with interesting investors or interested homeowners without disturbing the tenants and you can pretty much capture the existing conditions of the space so just kind of like kind of speeds up the process and eliminates any like annoyances you know and nuisances any any drama with tenants and landlords right so okay so so the problem is they they wanna they wanna show the house but they can't because there's tenants in there pretty much and that's frustrating because it's very hard to get an appointment for a realtor and the potential buyer to show up at the same time yet alone then trying to coordinate that with the tenant right that's right so exaggerating the pain is what I just did there you go so now what you want to do is bridge the gap right so what's a plan of how someone could like how would they do business with you right so they have this house that they want to sell and they have a tenant in the house and they can't show the house with the tenant there so they want to they want to engage you what's what's the first step they would need to take to engage your service gotcha so pretty much figure out the schedules of the tenants coordinated they would well they would give you a call right they would go to your website right and then they would book an appointment with you and then you would come and scan the house right right and then they have the solution right so three steps book a call and make an appointment we show up and scan the house and then you show the virtual house tour to any potential buyers and sell more houses more easily boom so the negative Stakes right if they don't hire you then they're stuck with a scheduling disaster trying to trying to work around the tenant who knows that if the house is sold they have to move out so they're not going to be cooperative right or you do this virtual scan of the house and now you can show the house anytime anywhere to as many people as you want sell the house quicker get your money in your pocket get out of that situation and move on with your life and live happily ever after in your new home boom I love it right so I think this is what you really want to do to sell this house isn't it so just give us a call book your appointment we'll come to the house and scan it and we'll get you this virtual tour done quickly and you can sell your house I think you want to do that now don't you love it I love it there you go right so boom it works because did you feel sold too right now did anyone here feel sold to by that pitch no we found out what the customer's problem was we addressed the problem we addressed it with a solution that we have and we showed them how they could get that we showed them what would happen if they didn't do it and what would happen if they did do it and then call them to take action it's it's the framework seems very good it's so profound very bad I challenge you to play with this and try it and then reach out to me and let me know holy smokes mark this worked this was great so that that's that's my wish for you all really that that's the whole purpose of doing this thank you and and I think that not only is this for real estate but I think that it's very important and we should you know make it clear because sales is probably one of the hardest things that all of us have to do if all we had to do was our job all day long and just get execute we'd probably be a lot more comfortable so I'm looking forward to making sure that we get this out there um just so that everybody knows it will be recorded to our YouTube channel and we will make this recording as well uh through the newsletter for next week so that you'll all be able to know it I think that the sales sales is something that's all that's easy for some uh and harder for others I'm going to ask you a question Robin sure what about sales is hard for me yeah right well it's sales is I sale that's for me when someone comes to me I'm fine I don't do well prospecting for business I don't do cold calls I don't I don't do I have no problem selling once I have a customer they're either my customer they're not it's it's the pro it's Prospect I choose not to do it most of my business comes from word of mouth because it's not a comfort zone for me and I do better with a referral it's easier um I'm gonna go a little Tony Robbins on you do oh goody so okay what's your product or service Robin I know but I want you to State it a vacation vacation right so are you like a crappy vacation planner no are you like the worst vacation planner that's out there no are you really really good caring considerate vacation planner who wants your clients to have the best vacation ever yes what else do you want for your clients to go away right okay so but let's say they go to some inferior travel agent which is any other travel agent right would be inferior to you and they go away but they have a crappy time okay because they didn't know about you because you never marketed yourself to them because you never told them you exist you never prospected them but I think I think that that um you know a lot of a lot of this I wish I you know 30 years ago would have been a lot easier to have done something like that but I think that the The Pride that we all take in the jobs that we do is the easy part if we know that we do a good job and we we feel secure about selling ourselves and our products to our customers once we're in front of a customer we're representing Us in the best possible way um I think that the biggest challenge that I that I get and I'm not sure what Paul does is very unique you know is that there's a breadth a Monumental amount of information that is available to clients and potential customers now that have never been available before so the biggest challenge I'm finding to all the people I deal with in sales and my my colleagues and what I hear a lot even in WoW meetings is I know I do a great job I'm representing the same product that 17 million other people have access to and you can get it on Costco so and I hear that and so my feeling and my and all I'm saying is that the bigger picture I know I do a good job I know every single person here personally does a great job we can sell ourselves because we believe in what we do and we know we do a good job our problem isn't the sales our problems is the client is is you know is is that right right Diane It's you know Marlon people come to Marlin because they have a very very specific problem and Marlon knows how to how to get them out of that problem so all I'm saying is that that I I really want to spend some time like thinking and percolating about a lot of the things that you said to be able to position what I do in a more logical way and see if that changes my pain point about doing I don't have a problem going to a show and being in front of people that's not the problem but I'm not picking up the phone I'm not doing that and sometimes other people do especially in real estate you know you're calling Shannon's calling she's you know meeting different people Paul has a very unique product Mike you know we all know exactly what Mike does right uh so Steve I'm still learning about what what's your real product Robin what's my real product me you exactly and that's that's an incredibly unique product because you're the only one who can deliver that product so they have to come to you to get that product exactly that's your solution they could go online and get it from Costco but then they don't get you and I don't and I don't give gift cards for toilet paper so you know kind of we kind of all and and you're you're if it doesn't say Robin you never know what you're gonna get right yeah and that you know and I but I I think I think and you've met Marlon you better stop seriously man um no but I but I think that it's important you know in you know and all of what everybody is doing um yeah to to really pay attention to staying relevant because that's you know really incredibly important and understand those pain points and paying attention to how they're shifting based upon what's going on I know Shannon you and I had a conversation and I think we were in a breakout room about the problem that you were having with the rates going up and down and how that it was a challenge for you because the product that you have is is the product that you have so you know so that has that effect and has that changed a little bit I know they've been going up and down for you still the same no no relief in sight no relief in sight people are still buying though um but and they're having to spend a lot more than they wanted to originally but then you said you said a people are still buying but it's qualified people that are still buying that's the magic word qualified big thing big thing so yes it's Mark had a point it's going after the higher end clients people that are not price sensitive and that's that's the reality that we're in right now you know we're you know not to get into the news and the Hocus Pocus but you know it says but the news is saying that by June 1st we're going to run out of money so we have to raise the debt ceiling so it's it's one of those things that you have to realize who are we marketing to who are we speaking to this about and how is this are we going to be focused on the negative narrow end of the tunnel we're going to look at the positive and just keep going and keep going and keep going because it's easy to get Negative yeah absolutely so I have a question for Shannon so I know that you've been doing a lot of networking and you've been going out there are representing a Big Brand it's a well-known brand you have a product you you're you don't have an ability to shift your products because you don't that's not under your control are you finding it now that you're going out there representing this and speaking to people are you finding that it's changing the way that you're positioning your sale or the way that you're presenting your product yeah I feel like people are being more picky so I'm throwing in there that we can we have a product that we can we can avoid having to pay PMI throwing in everything at the wall we offer a 250 gift card we have a no closing cost loan I'm coming to every angle we have oh Sony may we have a first-time homebuyer programs they'll throw in two percent of the down payment you only have to come out of pocket for one percent um and I'm just throwing everything because now I'm just using all the ammunition I have so if they're our first time home buyer or they're really looking for a giveaway a bonus or their you know whatever they need I I am you know I can't really work with the rate too much too much like very limited um but I can work with other things like trying to give something for free I guess you could say or something included that would give me an advantage over somebody else offering the same thing the same rate so I have a question for you do you have clients that you've helped do I have clients I've helped in the past yeah of course I have I've been doing this for um do you have video testimonials from them are you allowed to get those I don't know the banking industry I'm just compliance is a real pain you know they're yeah privacy he gets privacy issues yeah I can get uh I can get email you know like where for you know I can get email thank you note thank you letters and I could you know well now that the house is closed on and it's years later you're just allowed to reach out to people and say would you give me a testimonial or you're not allowed to do that because that would give you the credibility as the guide that seems like an off-camera conversation yes absolutely and we're getting in the sales process just to answer to the that kind of funnel question is first you build awareness that you exist right and then you create curiosity in the client that they want to come to you and then you get a commitment from them where they engage and say yes right so until they get to that last step you could offer them free lunch whatever you know a million things if they're not aware of you and then curious about your product or service then there's no reason to offer them you know you see these ads in like the penny save or Newsday or whatever all the time you know 10 off you know 10 off is not going to get someone to buy something from a company that they've never used especially if it's like a roofer or like a major construction on a house you know who cares about 10 I just want the house done right and I want to know I can trust this person to do it so first they have to be aware of you then they have to be curious about about you and you have to Enlighten them on on how you can help them with this sales script right and then you can get them to commit and say yes so so the the other thing that I want you to think about is who are the people that deserve to be helped most by what you offer right that's your ideal client who are the people that deserve to be helped most by what you offer it's you know that's a it's a great question I think that we can all percolate on that um I think that that's a great a great way to end uh you know what's a great a terrific presentation mark thank you giving all of us I'm watching everybody's heads bobbing I'm watching Diane I'm watching Diane and um hopefully it'll change the tenor of the way that we all approach the sales the sales process for us and we will definitely I'd be curious let's all make sure that we report that we report back and see whether we've been able to use some of these things Shannon are there any more announcements or anything that you guys need to make I I will just announce the next Real Estate meeting and then we're going to take a break for the summer uh the next Real Estate meeting will we will feature Diane uh who's right there and uh that'll be on Wednesday June 14th okay that's terrific so we definitely look forward to that I thank you guys all for being here I thank you all for being supportive of wow mark thank you I'll see all you I actually I won't see you guys next week I will be traveling but you never you never know where I show up so have a have an amazing Memorial Day everybody and huge amounts of success and you guys all know where to find me and have a great night and thank you again thank you all thank you guys thank you everybody thanks everybody have a good night Robin thank you good night