How I'd Find One Great Salesperson Fast — Transcript

Full transcript

1. 0:00Hey, my name's Alex. I sell luxury homes
2. 0:02in Texas.
3. 0:04I do uh I do
4. 0:05>> No, not the luxury homes. The Alex part
5. 0:07though.
6. 0:08>> I do 10 million revenue. I'd like to get
7. 0:10to 30 million.
8. 0:11>> Okay, uh 10 million in revenue. So,
9. 0:15that's that's not home that's not home
10. 0:17volume. That's your commission
11. 0:18percentage.
12. 0:19>> No, it's like six homes at 1.5 million
13. 0:22each.
14. 0:22>> Oh, so you're doing 10 million like you
15. 0:23sold 10 million dollars of homes.
16. 0:25>> Correct.
17. 0:25>> So, $600,000 whatever or less than that,
18. 0:28you know, 4 400,000 ish in commissions.
19. 0:33>> Uh net take home is 2 million from the
20. 0:3510.
21. 0:37>> You build. Thank you. Thank you.
22. 0:39>> homes.
23. 0:40>> My bad. I heard sold luxury homes. So, I
24. 0:42was like, okay, understood. Got it. So,
25. 0:4510 top line, two bottom line. Um
26. 0:47and now sorry nothing back to reality.
27. 0:49What was What was the goal?
28. 0:51>> The goal I'm trying to get to 30
29. 0:52million.
30. 0:53My question is
31. 0:55how do you attract the top A players and
32. 0:59bring them on?
33. 1:00>> Mhm.
34. 1:03It's going to still be the It's just
35. 1:06we're getting a lot of a lot of people
36. 1:07questions today.
37. 1:08Um
38. 1:09it's going to like every business is
39. 1:11demand constrained.
40. 1:12You're either demand constrained for
41. 1:13customers or you're demand constrained
42. 1:15for talent. And so, most problems can be
43. 1:17solved with advertising. It's just who
44. 1:18are you advertising to?
45. 1:20And so, once you realize that like all
46. 1:22businesses have advertising constraints,
47. 1:24is it am I doing outreach for customers
48. 1:26or am I doing outreach for talent? Am I
49. 1:27doing running ads for customers or am I
50. 1:29doing ads for uh people, right? And so,
51. 1:32how do you find them? You find them the
52. 1:33exact same way you find customers.
53. 1:36>> The top players?
54. 1:37>> It'll be outreach primarily.
55. 1:40But you can still find A-level talent.
56. 1:42But if you're looking for like leader
57. 1:43leaders, then it's outreach most.
58. 1:45>> looking for a top A player in terms of
59. 1:48sales.
60. 1:49>> Okay, well yeah, I mean sales
61. 1:51what I was mentioning earlier is super
62. 1:53applies. But are you looking for sales
63. 1:55to sell people on
64. 1:57the jobs?
65. 1:58>> Yes, the customer. Correct.
66. 2:00>> So, you did six last year?
67. 2:02>> Mhm.
68. 2:03>> Did you do the sales?
69. 2:05>> Yes, it's I It's just me. In the
70. 2:07company.
71. 2:07>> Got it.
72. 2:08Um
73. 2:10could you do 18 sales in a year?
74. 2:13>> Yes.
75. 2:15>> Okay.
76. 2:16>> The operational side is not a problem.
77. 2:18>> Okay.
78. 2:19>> The building side is not a problem. It's
79. 2:21a problem of
80. 2:22finding just
81. 2:23one good sales person.
82. 2:25>> want to get your time back.
83. 2:26>> Correct.
84. 2:27>> Got it. Okay, heard. Um
85. 2:29you're It's going to be outreach, and I
86. 2:31would literally just reach out to other
87. 2:32construction sales people who sell
88. 2:34luxury.
89. 2:35>> And I've tried that with a nice
90. 2:36professional formal letter because of
91. 2:39from what I understand today.
92. 2:40>> Okay.
93. 2:41>> To bring them on and say, "Hey, would
94. 2:43you like the opportunity?"
95. 2:44And it didn't work. So, I was just
96. 2:46wondering
97. 2:47>> Do you like Sales Navigator LinkedIn
98. 2:48DMs?
99. 2:50>> Uh no. I just looked at, you know, the
100. 2:52top producers in my area and say, "Well,
101. 2:54hey, players are obviously working."
102. 2:56>> I would expand the region. Okay. I would
103. 2:58offer relocation packages um
104. 3:01for people who are really good. I would
105. 3:03use LinkedIn as primary method, though.
106. 3:05>> Okay.
107. 3:06>> For sure.
108. 3:08>> All right.
109. 3:09>> I know that was a very easy one.
110. 3:11>> Thank you.
111. 3:12>> I'll say this before you before you jump
112. 3:14off. Um
113. 3:15most people here suffer from
114. 3:17insufficient volume. It's that you're
115. 3:18not doing nearly enough. It's like I I
116. 3:20don't know how many reached out to, but
117. 3:22it's like I reached out to 15 of them,
118. 3:23and nothing happened. And so, it's like
119. 3:26you just need to add like two zeros to
120. 3:28effort, and you'll get what you want.
121. 3:31I'll be real. That's like what it is.
122. 3:32Yeah.
123. 3:34If you're not getting as many leads as
124. 3:35you want and your business is
125. 3:37demand-constrained, [music] meaning you
126. 3:38could service more customers than you
127. 3:40currently have, then this is for you.
128. 3:42So, marketing is changing, [music] and I
129. 3:44think ACQ tends to be on the bleeding
130. 3:45edge of this stuff. We certainly spend
131. 3:46the money
132. 3:47to do it, but we also build custom
133. 3:49software, and we pay amazing vendors and
134. 3:51very expensive people to figure out the
135. 3:52system that we have right now and I want
136. 3:54to share it with you kind of open kimono
137. 3:55style. If you're not getting as many
138. 3:56leads as you want,
139. 3:57boy, do I have the thing for you. Click
140. 3:59below, book call, and uh
141. 4:01hopefully I'll see you in Vegas.