Send us a text

Ever wondered what it really takes to turn a great idea into a profitable business—all while keeping your day job? This week on "The Selling Podcast," Mike and Scott are thrilled to host Justin Kress from Justinhomecare! Justin is here to share the blueprint for building a thriving business from absolutely nothing.

Justin dives into his compelling personal story, detailing the journey from having a brilliant idea to successfully transforming his side hustle into a full-fledged, growing business. He reveals the practical strategies he uses to keep pushing his dream forward without sacrificing the stability of his current job.

The core of this conversation centers on two essential steps for any entrepreneur: finding your niche and then providing the perfect solution. Justin breaks down his process for identifying an underserved market within home health, creating a specialized service, and delivering value that sets him apart.

Tune in for an inspiring and actionable episode that proves you don't need to quit your job or secure massive funding to start building your business success today.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text

We've all been there: staring at the phone, dreading the next cold email, and suddenly the urge to organize your sock drawer is overwhelming. This week on "The Selling Podcast," Mike and Scott tackle the universal sales struggle: how to reach out when you really don't want to.

They dive straight into the psychology of sales avoidance, breaking down the seven major traps to avoid. Stop waiting for motivation, quit apologizing, and delete that novel-length message! Mike and Scott explain why overthinking and letting fear of rejection dictate silence are the real quota killers.

Then, they flip the script with seven powerful, actionable strategies to build outreach momentum:

• Start Small: Forget the huge task list and commit to just one outreach a day.
• Be Curious, Not Perfect: Use simple templates and focus on asking a genuine question about them, not pitching yourself.
• Shift Focus Outward: Learn how framing your outreach as giving value or opportunity melts away the fear of rejection.

Finally, they share the ultimate mindset shift: celebrate the attempt, not the outcome. Success is simply hitting "send." Tune in for the funny banter and practical advice that will help you conquer procrastination and consistently fuel your pipeline.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text

Are your conversations in networking events and client meetings leading straight to dead ends? This week on "The Selling Podcast," Mike and Scott tackle a critical skill that separates master networkers from awkward noodlers: the difference between "Nothing" and "Great" conversation starters.

Mike and Scott break down the safe, lazy phrases that kill rapport (yes, we’re looking at you, "How's the weather?" and "Busy day?"). They reveal why these are just statements about facts that give your prospect nothing to build on, wasting valuable time.

Then, they pivot to the powerful framework of Great Conversation Starters. Learn to swap boring small talk for open-ended questions that spark genuine connection, interest, and depth, such as:

• Personal & Relational: "What’s keeping you excited lately?"
• Situational: "How did you get into what you do?"
• Deeper & Engaging: "What’s a project or goal you’re working on right now?"

The golden rule is simple: Nothing starters are statements; Great starters are questions about stories, emotions, or choices. Tune in to get the exact cheat sheet for transforming your introductions into meaningful dialogue that builds trust and ultimately drives your sales pipeline.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text

It’s the conversation every sales professional avoids, but the one you desperately need to hear. This week on "The Selling Podcast," Mike and Scott pull no punches on a critical question: when is it time to fire a client? They reveal that holding on to a bad customer can be more damaging than letting them go, costing you not just revenue, but your time, your team's morale, and your business's future.

In this episode, we break down 12 unmistakable red flags that signal a toxic relationship. We’re not talking about minor annoyances; we’re talking about a client who:

• Costs more than they make, draining your support and time.
• Constantly disrespects you or your team, making every interaction a source of dread.
• Demands unrealistic expectations and causes endless scope creep without paying for it.
• Chronically pays late, wreaking havoc on your cash flow.

Mike and Scott provide a simple but powerful rule of thumb: if a client consistently ticks three or more of these boxes, they are a bad fit. This episode is your playbook for identifying unprofitable relationships and having the confidence to cut them loose, freeing up your pipeline for better, more aligned opportunities.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text

Ever feel like a sales call was a total waste of time? This week on "The Selling Podcast," Mike and Scott reveal the antidote: a powerful framework built on just four essential questions that turn every conversation into a strategic advantage.

They introduce the "Strategic Flight Plan," a simple yet powerful methodology that ensures every sales call is intentional and directly tied to your quota. You'll learn to ask:

1. "Why are we stopping here?" to avoid the easy but pointless meetings and focus on genuine opportunities.
2. "Who are we going to see here?" and "What questions are we going to ask them?" to stop flying blind and start planning for a truly impactful conversation.
3. And the most critical question of all: "Why is that information you are after important?"—the secret to tying every detail back to a bigger business outcome.

This isn't just about asking questions; it's about building a feedback loop where your daily actions directly feed into your overall sales success. Tune in to transform your calls from busywork into purposeful, revenue-driving conversations.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text

Are your "just checking in" emails getting you ghosted? This week, Mike and Scott get straight to the point on one of the biggest deal-killing mistakes in sales. They reveal why this common phrase is a total waste of time and introduce the Golden Rule of Follow-Up—a framework that transforms your outreach from an annoyance into a valuable part of the sales process.

In this episode, you’ll learn how to:

• Add Value, Not Just Nudges: Discover how to share industry insights, client success stories, or helpful resources that make your prospect smarter, not just annoyed.
• Move the Process Forward, Relentlessly: Get the exact questions to ask and next steps to set that keep the momentum going, even when they're busy.
• Make Every Touchpoint Personal: Learn how to use company wins, promotions, or their specific needs to create a genuine connection that makes you impossible to ignore.

Mike and Scott provide concrete, ready-to-use phone call openers and email templates that are designed to teach something new, remind them of their goals, or simply make their decision easier. Tune in to ditch the check-in and start building a follow-up process that closes deals.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text

Is cold calling dead? It's the most controversial question in sales, and this week on "The Selling Podcast," Mike and Scott tackle the debate head-on. In a classic showdown of old-school grit versus new-school tech, they lay out the powerful case for and against the cold call.

On one side, they argue that cold calling is far from dead, serving as a direct, fast path to decision-makers and a powerful way to build genuine human connection in a digital world. They even explain why, in industries like medical and B2B services, the phone still reigns supreme and is an essential "boot camp" for building a new rep's pipeline and resilience.

On the other side, they don't shy away from the harsh realities. They dissect the frustrations of navigating gatekeepers and voicemail graveyards, the low ROI compared to highly targeted social selling, and how the modern buyer's behavior has made cold calls feel like an interruption. They also confront the real issue of burnout and morale that constant rejection can cause.

This episode is a balanced, no-BS look at both sides of the argument. Mike and Scott's signature banter will have you laughing as you re-evaluate your own prospecting strategy and decide for yourself if cold calling is a vital tool or a relic of the past.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text

Is the elusive "work/life balance" a myth? This week on "The Selling Podcast," Mike and I get real about a topic that plagues every ambitious professional. We argue that true balance is impossible and that the real key to success lies in a radical reframe: work/life is a trade-off, not a balance.

Mike lays out a powerful truth: work is an obligation, but family is a non-negotiable responsibility. With this perspective, we explore the concept of work/life integration, a more realistic and effective approach. We challenge you to stop trying to fit your family life into your work schedule and, instead, strategically find how to fit your career into your family life—the second most important thing into the first.

This episode is packed with candid insights and practical advice on how to navigate this trade-off with intentionality. We share our own struggles and successes in creating a life where you can be a top-performing professional without sacrificing what truly matters.

Tune in to learn how to change your mindset, make the right choices, and create a sustainable model for success in every area of your life.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach