As part of today’s investigation into the intricate dance of sales, Matt and Garrett explore how a scarcity mindset can undermine even the strongest relationships. Along the way, they discuss the critical balance between marketing and relationship building, the importance of qualifying leads, and the nuances of converting relationships into clients. Through personal anecdotes and expert insights, this episode offers a comprehensive guide on fostering genuine connections that naturally lead to successful sales.

Their discussion revolves around key themes essential for any business owner or salesperson: the impact of a scarcity mindset, the importance of relationship-based sales, and strategies to avoid creating sales walls. Our hosts emphasize the distinction between marketing and sales, highlighting how inappropriate sales tactics can damage relationships, and touch on the significance of understanding client needs, qualifying leads, and approaching sales with a service-oriented mindset. This episode is definitely a must-listen for anyone looking to refine their sales approach and build those all important lasting relationships.

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Episode Highlights:

0:00 Introduction

1:24 The Eleven Circle

2:05 Cautionary tale on sales

2:21 Impact of scarcity mindset

2:54 Relationship-based sales

3:54 Sales wall

5:42 Personal experience

9:05 Marketing vs. relationship building

10:17 Qualifying leads

13:05 Balancing results and relationships

15:31 Handling scarcity and pressure

16:39 Personal reflections

18:24 Converting relationships into clients

20:36 Dance of sales

23:32 Results-oriented sales

25:39 Learning and adapting

29:14 Avoiding common sales traps

32:32 Matchmaking in sales

Key Takeaways:

"A lot of realtors want leads but don't have the relationship process to keep them."

"Do you even know those people in your CRM?”

"When a scarcity sales mindset enters, a strong human relationship can be damaged."

"The harder I push, I'm going to lose the business no matter what."

"When you build incredible relationships, sales naturally come."

"Look at yourself as a broker or matchmaker, trying to find matches, not just make sales."

"Scarcity brain can drive you to take action, but it can also come through as commission breath."

"Sales walls can come down, but it depends on your approach and the client's readiness."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube: https://www.youtube.com/@lifeattentenths