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.

And if you’re ready to take your life to 11, join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

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

The critical role of effective communication in both business success and personal relationships comes under Matt and Garrett’s scrutiny in this latest installment of Life at Ten Tenths as they demonstrate how setting clear expectations and maintaining consistent communication can prevent many common issues. Our hosts also note that over-reliance on past relationships without proper communication can lead to misunderstandings and conflicts, especially in high-stakes environments like real estate. Together, they recommend adapting to changing markets and having a structured communication strategy that can generate client referrals and build long-term trust.

Moreover, Matt and Garrett discuss the importance of shared clarity and comprehensive communication, including the use of visual aids and regular updates to streamline operations and reduce confusion. They address the challenges of remote communication and the pitfalls of misinterpreting written communication, emphasizing the need for ongoing learning to strengthen communication skills. From setting expectations to adapting in dynamic markets, this episode underscores the power of effective communication, and invites listeners to join the Life at Ten Tenths Community for further insights and opportunities to enhance these vital skills, ultimately paving the way for greater success and stronger relationships.

Join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

0:00:00 Introduction

0:01:23 Importance of communication

0:02:17 Setting expectations and clarity

0:03:28 Over-reliance on relationships

0:05:51 Triangle of death

0:06:15 Fear of unfavorable outcomes

0:08:04 Adaptation in changing markets

0:10:44 Referral generation

0:13:33 Structured communication

0:14:23 Personal example of communication

0:18:21 Importance of shared clarity

0:20:27 Comprehensive communication

0:23:22 Remote communication challenges

0:25:44 Misinterpretation of written communication

0:27:24 Communication in personal relationships

0:29:11 Strengthening communication skills

0:29:57 Encouragement to join the Life at Ten Tenths Community

Key Takeaways:

"Nine times out of ten, a breakdown in communication is the root of business and relationship issues."

"In real estate, good communication can turn a challenging market into a team effort against the marketplace."

"When communication breaks down, it often turns into a 'triangle of death' where everyone is against each other."

"Clear communication might lead to not working together, and that's totally okay."

"A good communication strategy can help avoid unexpected issues and build trust with clients."

"You can't over-communicate with your clients; it's better to overdo it than leave them in the dark."

"Shared clarity is essential; make sure everyone understands the goals and expectations."

"Strengthening your communication skills can improve your relationships, business, and overall success."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube:

Matt and Garrett are back once again, and this time they’re tackling the essence of facing challenging times and taking personal responsibility for one's path. Beginning with insights from Matthew Ferrara's recent Success Lab Workshop, they go on to emphasize the importance of overcoming obstacles, avoiding self-pity, and harnessing internal energy. Their discussion highlights such key themes as personal growth, self-reflection, and the value of surrounding oneself with a supportive community - crucial elements for thriving in tough times and achieving one's full potential.

Delving deeper, our hosts discuss practical strategies for positively channeling energy and making conscious decisions to drive success, and introduce the concept of "switching trains," a metaphor for changing one's approach and perspective to achieve desired outcomes. Drawing inspiration from Viktor Frankl’s Man’s Search for Meaning, they underscore the power of internal change and the significant impact of the people one associates with. As you will hear, this inspiring conversation motivates us all to take control of our journeys, improve both business and personal life, and operate at our highest potential.

Ready to take control and take your life to 11? Join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

00:00 Start

00:23 Podcast introduction and community growth

01:20 Community support and elimination of excuses

02:11 Success Lab workshops and thought leaders

03:27 Focus on internal solutions

04:09 Letting go of baggage

05:49 Managing external influences

07:30 Thriving in a challenging market

09:56 Breaking patterns and seeking new perspectives

11:06 Differentiating marketing strategies

13:25 Surrounding yourself with positive influences

16:13 Internal energy and personal responsibility

20:03 Creating desired results

22:07 Viktor Frankl's perspective on internal energy

25:05 Relationship-based market opportunities

25:43 Consistent personal growth

26:38 Interpretation of external influences

Key Takeaways:

"Maybe there's a different train I need to get on. Maybe I've been on the wrong train. Let's get on the right train headed to a different location."

"Surround yourself with people who ask more of you than you do."

"It's very easy to look at the market and go, 'This is why I'm not successful.' But step outside and ask, 'Is this reality?'"

"When things get challenging, we look at the outside environment first. But what's going on with me?"

"We have way more power than we think, but we put the blame on everything so fast."

"The business is flowing to relationships, trust, and professionalism."

"The only person who can change your life is you."

Links:

Life at Ten Tenths Website: lifeattentenths.com

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

Man’s Search for Meaning: