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what is up what is up my sales superstars my elite performers my top producers you want to know how to prioritize your prospect list and why wouldn't you you want to be able to get more done in less time you want to be able to close more deals you got stuff you've probably already spent your commissions right comment below if you've already spent your commissions before you've earned them i'm with you and by the way if you're the type of person that spends your commissions before you earn them like connect with me because you're the type of person i want to hang out with you're the type of person we want to hire i'd love to have you be a part of my team but i digress i love you people that spend it before you earn it let's talk a little bit about prioritizing your prospects list so i'm going to break it down for you i'm going to drop some knowledge on you it's going to sound kind of complicated at first but it's really simple you want to prioritize in the way of first off you want to look at the profile you want to have the right profile okay then you want to look for connection and connection is actually more important than the profile and i'm going to show you how to manufacture connection all right so if all of that was like well that's really confusing and you haven't already clicked off the video smash the like button because you deserve it because that was a mouthful it was really really confusing for all the people that have hung out and have not clicked off the video let me explain it to you in plain english that people like us who spend our commissions before we make them can understand profile what am i talking about there let's say you got kids okay if you don't have kids pretend you have kids if you that kind of freaks you out right you're like dude i don't want any kids i'm 22 years old i'm making commissions and spending them before i make them think about your babysitting or think about you got a little brother or sister all right whatever it is you're in target with a kid your kid you love this kid right you're like man i gotta find this i gotta find this and uh you find what you're looking for and then you look over your shoulder ah my kids are gone i can't find my kids right your kids are lost how would you be able to describe to that you know the security guard the one that cruises around on the segway and target what your kids would you be like oh i lost some kids or would you be like i'm looking for my son anderson he's 10. he was wearing a aviator nation shirt it was gray with a lightning bolt he had a green adidas ultra boost shoes on and he's carrying a hockey stick because we were buying a hockey stick he's got brown hair it's curly a lot more hair than me it's actually long about down here you'd be able to describe your kid perfectly that's what i'm talking about with ideal profile i want you to take a minute and i just want you to think about i want you to put all the garbage aside of like what your regional wants um what your manager wants uh who would i want you to actually just think of what's the ideal prospect for me they're in new jersey they're the vice president of um manufacturing and it is they are a food producer on the northern side and they're currently doing business with uh ronco my competitor i hate ronco right kind of think about what that i who's the person that's gonna buy from you the most okay so that's the correct profile and then work your way down from there a lot of times we don't think about that profile and we just start stuffing a bunch of garbage into the pipeline and you end up reaching out you end up prospecting to a people that can even buy your thing and be people that even if they could if they had the authority to buy that they're not interested so i need you to kind of zone in on what that perfect buyer looks like the best way to figure that out is who's bought from you in the past right my guess is there's gonna be some things they have in common okay so we're gonna go with ideal profile you can describe them like you describe your own kid okay and then we're gonna work our way out from there that's vital that's important to figure that out now the next thing i talked about was connection and this is actually more important than that profile you could have somebody that fits the ideal profile but if you don't have a connection it's going to be really really tough for you to sell to them what do i mean by connection we're related somehow we're not related like we're hey remember family reunion remember how drunk uncle randy got crazy couldn't believe it it ended up on cops right not that type of related i mean related like hey we both attended the elite executive summit uh three weeks ago back in dallas i was wearing a mask you didn't recognize me right that type of related okay if you're related your prospecting becomes very very easy for example let's say tim is that vice president of that food manufacturing company and his name's tim meadows hey tim it's matt easton you and i are connected on linkedin i've got an idea i want to share with you i think it may be a game changer but i'm not sure can you give me a call on my mobile that's not your typical type of sales call right that's whoa this is obviously never met this person before this is my boy we're connected on linkedin this is my boy hey travis you and i were both at the elite executive summit last week you know i was thinking about you i've got an idea might be a game changer for you but i'm not sure can you can you give me a buzz i'm on my mobile this afternoon right when you've got that connection you're prospecting your ability to reach out to them it's like turbo charged it's like you're calling friends versus a hi this is matt easton i am calling from easton university we work with companies just like you on helping them increase their sales click right they're gonna hang up on you you have to have that connection okay it's vital it trumps everything else i would rather call prospects that were not necessarily my ideal profile but that i have a connection with because it's like talking to two friends now i promise you how can we manufacture that connection here's how you manufacture it all right and be honest with nobody's hey guys don't tell anybody i told them this here's the secret are you ready by the way if i'm gonna tell you the secret you have to agree to smash the like button and subscribe to this channel for more sales tips because i want you to be able to hit your goals and make that money right i want you to be able to not only spend the money before you make it but i want you to actually make it because i don't want american express looking for you with a hitman because you ran up a huge credit card bill that you can't pay so i'm going to tell you the secret here's the secret all right i'm gonna tell you the secret is linkedin okay everybody assumes if i say hey you and i are connected on linkedin you assume that in order for me to say that to you that we have to be first degree connections not so right i don't have to literally send you an invite and you and i are first degree connections and we like like each other's cat videos on linkedin in order for me to say we're connected there's also second degree connections third degree connections and by the way there's no easy way of anybody quickly like let me audit this and make sure hold on while i go to my linkedin machine and see if we're actually connections in what degree we are nobody even checks it right one out of and by the way i make thousands of calls myself right i don't make my sales team do all of our calls for us i actually make i actually make 80 a day i sit down because if i'm going to ask them to do it i do it myself i've used this hey it's matt easton founder of easton university you and i are connected on linkedin i maybe over the course of 300 000 different phone calls in my sales career have had one person be like yeah i don't think we are and that one person was like because i'm not on linkedin you know what i said immediately after oh you know what my bad we must have met in san diego right and they're like okay cool yeah what's up what can i do for you right and that's only if they answer the phone most of the time you're leaving a voicemail so you can manufacture that connection if you don't have one if you have a list of everybody that was at the elite summit in san antonio last week by all means you want to call that list okay all of your first degree connections on linkedin that fit your profile don't be calling todd in the mail room if you got to sell to the vp of ops of course you want to call them but if you have a bunch of vp of ops that you're just not sure about you can't figure out how you have a connection just go ahead and make linkedin your default right hey randy it's matt easton founder of easton university you and i are connected on linkedin and then jump right in and don't jump right in and start to try and sell them something just say hey i've got an idea on that voicemail say hey i've got an idea i think it may be a game changer for you but i'm not sure i'm on my mobile right that's what an elite professional does that's what a mover and shaker a shot caller does they're on their mobile right i'm getting ready to board my jet right that's the kind of vibe you want to throw i was thinking about you we're connected on linkedin i got an idea i want to i want to run by you i think it might be a game changer but i'm not sure give me a call on my mobile all right so that's how you prioritize your prospects list if you liked the video if you liked hanging out with me please show me some love baby give me a like on the video and more importantly hit subscribe let's be pals let's be friends let's help you make that money so you don't have a hitman from american express looking for you all right so subscribe you've done that right let's hit like together we did that i'll see you on the next video everybody