Emma Larson’s Post

💰 PSA: SALES PEOPLE DO NOT SAY YOU ARE MOTIVATED BY MONEY! 💰 I speak with a lot of sales people, around around 20-30 a week. I also speak with and interview a plenty of recruitment consultants. A standard question I ask is "What motivates you?" The most common response is.....yep.......you guessed it.......MONEY. This answer is okay, as long as you can back it up. Why are you motivated by money? What do you need or want money for? If you simply tell me it's because "I like nice things.", that isn't going to wash. Nice things are just nice to haves. If you don't ever get the nice things, nothing really changes. So when the going gets tough in sales, which it does, that motivation isn't going to be enough to help carry you forward. On the other hand, if you tell me that you are motivated by money to: 1. Provide a better life for you family 2. Buy your first house or additional assets 3. To prove something to someone i.e Parents, Siblings, Doubters. 4. Pay for education or pay off student loans 5. Pay for hobbies 6. To travel the world 7. To pay for a wedding These are all much more tangible reasons as to why you are motivated by money, and will help people truly understand you and what drives you. So, the next time you are asked what is your motivation it's okay to answer with money, but add context for the person asking. Picture of my motivation for engagement.. 😀

Sales is not that hard. You have something people want. You find the people that want it. You explain it to them in a way that makes them understand it's what they're looking for. Mistake 1: Not having something people want. Lots of people start with practicing selling things that nobody wants, thinking that it's easier when they have something better to sell. But this gets you good at selling things that nobody wants, aka scamming. You end becoming good at selling bad products, often by selling something other than the product, appealing to FOMO, etc. Great salespeople try to find a winning product, they wouldn't be caught selling junk. In job interviews, they'll be asking plenty of questions on product. If you don't believe in the product, nobody will. Mistake 2: Trying to make a generic product seem unique. If your product isn't unique, then there's a huge market for it. Find that market. Give them a reasonable price and promise them that it does what they want it to do. The key is reaching the markets that your competitors don't. Don't use niche strategy for non-niche. Mistake 3: Not getting to the point. The longer you take to explain it, the more you sound like the scammer who's trying to push junk. Get good at explaining it in one paragraph. Sometimes the product is hard to explain. That's a symptom that it 1) hasn't been properly engineered to sell, 2) the product actually sucks, or 3) it's the wrong target market. An example might be you have a tool that's great at managing loans and lenders, but it looks like a CRM instead of a LMS. CRMs are hard to sell because they do everything -- scope it down to what this person wants from it. Mistake 4: "Contact Sales" If you're doing say, price of $X for 1000 users, $Y for 200k users, and "contact sales" for more than 200k, that's a hint that your product isn't built to scale past 200k users... or that the pricing becomes worse, not better with lock-in. That doesn't mean it's to be avoided! You do have to be transparent about the flaws in the product. But contacting sales should be reserved for when the pricing is variable because it needs customization, and not variable based on the customer's negotiation skill or depth of pockets.

We all have those fence-sitters in our sales dms. They love your offer. They are a good fit. But are neither here nor there in making a commitment. Don't blame them (or your offer). The problem might lie in your approach. Well here is what I would do to change that. Basically, I would follow 3 principles: • Pricing Mechanism • Clear path of achievement • Easier commitment Here's how to transform hesitant customers into raving clients: ● First, Pricing Mechanism: People are comfortable taking on massive student loans because they see the long-term benefit. Break down your offer into smaller, bite-sized chunks with a clever pricing mechanism. This could be a series of affordable mini-courses instead of a giant, expensive one. It's like offering "pay-as-you-go" access to your expertise, making it easier for customers to invest and see the value before diving deeper. ● Secondly, Clear path of achievement: Be their guide, mot just a salesperson. Imagine you're lost in a beautiful national park. One ranger just points you in the right direction, the other offers a map and walks beside you. Who would you trust more? Be the second ranger! Don't just sell a product, sell a clear path to success. Show your customers exactly how your product helps them reach their goals. Combine this with the "try before you buy" offer at a friendly price, and you've got a recipe for customer satisfaction. But wait, there's the final one to seal the deal... ● Thirdly, Easier Commitment: Think about that fancy gym membership. How likely are you to commit if you haven't even tried the equipment? People are hesitant to jump into expensive things. The key? Lower the initial investment. Offer a "mini-version" of your service at a pocket-friendly price. This could be a discounted trial period (think $7 one-week gym pass), a one-time coaching session at a reduced rate, or a limited-access membership with a lower monthly fee. It's like giving them a "try before you buy" ticket, removing the fear the fear of a big commitment and opening the door to a long-term relationship. And there you have it! Now go back and make a better deal to close those hesitant customers still sitting on the fence. Got value? Kindly share in the comments how this could work out for you.

Sales is the art of taking a person from where they are to where they want to be, getting the client to pay the price you ask, and helping them be happy to pay it. 6 months ago I started working with a firm that had just agreed to pay me $120,000 for the year for consulting services. Many people think that is an insane amount of money for essentially 4 hours of work per month. (Consulting services are provided by an experienced professional. Please don't try this at home 😂 ). The client was a bit hesitant but I had sold them on the idea of doubling their take home pay in just one year. The reason I was able to make this commitment was because in my discovery call I had found out where they were and I had seen an easy fix that could take them where they wanted to be. 30 days after hiring me, the solution to a major pain point had been solved and the client was going to save $360,000 in expenses in their business and earn almost $1 million more in personal income. Problem solved in 30 days!!!! $1.36 million in benefit to the client with a $120,000 investment. The client tells me its the best investment they have ever made. When I sell, I sell hard. I know what I can do for people and it is my job to get them to see the possibilities. When you sell, sell hard. Forget about the negativity or what people may think or say. Whether you are selling yourself for a job or selling a product or service, if you believe in it, sell hard. When you do, the world will have no choice but to reward you.

If you are in to any kind of Sales role than you can learn a lot of Sales Skills from Real Estate Property Agents/ Brokers.As Real Estate is my 2nd most passion with first been always IT , let me share some of my learning while dealing with Property agents by putting myself as a different type of customer in different time :- Real Estate Customers: Important Questions, Problems, and Skills Agents Need It’s really important for real estate agents to understand their customers. Let’s look at the different kinds of customers, what questions to ask them, the problems they might have, and what skills agents need to be great at their job. Different Kinds of Real Estate Customers: 1.) People buying for the first time: They want something they can afford and need help. 2.) Young couples: They care a lot about the location and easy living. 3.) Big families: They need lots of room and a place that’s good for kids. 4.) People who want smaller homes: They want a place that’s easy to take care of. 5.) Investors: They’re looking for properties that will make money. 6.) Landlords: They want properties that they can rent out. 7.) People who want a better home: They need a bigger or nicer place because their needs have changed. Top 5 Questions Real Estate Agents Should Ask their Customers - Why do you want to buy a property? - Can you afford the kind of property you want? - What must you have in a property? - Do you want a house that’s ready to live in or one you can fix up? - When do you want to finish buying the property? Problems Real Estate Agents Face: - First-time buyers: It’s hard to understand all the loan options. - Young couples: They need to find the right place that fits their budget. - Big families: They have to find a place that meets all their different needs. - People who want smaller homes: It’s tough to move to a smaller place. - Investors: They need to be sure about how much money a property can make. - Landlords: They need to keep making money from renting out properties. - People who want a better home: They have to sell their old place and buy a new one without problems. Skills Needed to Sell Houses: 1.) Knowing the local area: Understand what’s happening in the market and how much properties are worth. 2.) Talking to people: Be clear about what clients want and make good deals. 3.) Being honest: Always tell the truth and be clear with clients. 4.) Advertising: Make good ads for properties and use the internet to sell them. 5.) Being flexible: Be ready to change as the market changes. Asking the right questions can help you find out what customers really want. Knowing the problems and having the right skills can help agents make good deals. From last 4-5 years , I have gone through lots of property of different Developer here in Dubai. I can share my honest feedback if you are looking to buy here in Dubai. DM me directly for more informations. #TipsForRealEstate #AgentAdvice

Sales can be a truly rewarding career path for individuals who possess strong skills in communication and persuasion. Those who excel in these areas often find that they not only enjoy their work but also achieve high levels of success. The dynamic nature of sales allows for continuous personal and professional growth, providing opportunities to develop valuable skills, expand networks, and build lasting relationships with clients. Additionally, the earning potential in sales can be significant, enabling professionals to achieve financial independence and stability. For those looking to enhance their offerings and stand out in a competitive market, consider the value that our mortgage protection solutions can bring to your portfolio. By incorporating these services into your offerings, you not only provide clients with essential security for their homes but also create new avenues for revenue generation. Our state-approved plans are designed to cover mortgages in the event of disability, critical illness, or death, ensuring peace of mind for families during challenging times. Explore how partnering with Joseph and Young can elevate your business and help you better serve your clients. Visit us at josephandyoung.com to learn more about our comprehensive solutions and discover how we can work together to create a more secure future for homeowners. Together, we can make a meaningful impact on the lives of families while achieving your professional goals.

Let’s talk about philosophy on “sales” positions for a minute. When working in a “sales” based position, it is not your job to sell products to people. Rather, it is your job to serve the people that receive the products you offer. This is why we have “clients”, rather than “customers”. Being of service is the job and is what should always be at the front of thought. When a product is placed, it is placed because there is a belief that it will serve the client, that it will do good things for them and enhance their quality of life in some capacity. A medical device rep believes that their devices will serve a surgeon to perform better. A financial rep believes that their solutions will serve to optimize the financial well being of an individual or business. A freight broker believes that their expertise will serve to streamline logistical operations for a company. The product is just a tool that we use as a component to the process. Our job is to serve, not to sell. It’s about doing good things for people, truly doing things that enhances people’s lives. For us, it may be reviewing someone’s budget, their credit, helping them plan for a major purchase, or to open a business. Maybe it’s student loan payment or debt restructure. These are examples of things that are not products; these are examples of our servitude towards our clients. Serve, don’t sell. Move with purpose in mind, not profitably.

Here are the 3 most valuable sales lessons I have learned in my career (and the people who I learned them from!): 1. Create and Maintain Your Own Market Data - Bob Knakal. In today's world, almost all publicly available information can be found online (especially in NYC). As a salesperson, what is your value to your clients and potential clients if you have NO knowledge that all of your competitors have? Whatever your market is, learn the intangible measurables that drive value and sales velocity. And keep a record of them! You can then analyze that data for trends, cycles, etc. When you do that, you have something that nobody else does, and it empowers you to give BETTER advice and guidance to your clients. 2. Effective Time Management is Key to Success - Ryan Serhant. This probably seems obvious. But most people do not manage time very effectively. All successful people are busy. And you may hit a point where it feels like you have no time left in the day. How do you grow from there? Buy your time back. When my schedule maxed out, I bought a car and hired a driver for work. Is it a luxury? Sure. But I don't invest 6 figures into that expense every year for fun. I do it because it buys me back time - roughly 2 hours and 25 minutes each day for phone calls, emails, zoom meetings, etc. No more subway or train rides or waiting for Uber on the corner. Just a mobile office with my laptop, a phone charger, and a new team member who gets me everywhere on time. Based on the value of my time (revenue produced divided by hours worked), the car is the best investment I've ever made. Maybe you don't need a driver, but you can find ways to delegate tasks and cut down wasted time. 3. Love What You Sell or Nobody Will Buy It From You - Paul Scherpf. Paul is my father-in-law and a very successful insurance broker. When I was a lawyer working long hours with a MOUNTAIN of student loan debt (~$320,000), I started thinking about a career switch. People told me "you should be in sales!" I had NO idea what that meant. But I had no finance background and I really liked historic architecture and real estate. Plus, I'd seen million dollar listing and thought, "that seems easy."🙄 I spoke to Paul about a career in sales. He told me the luckiest salespeople in his office were also the hardest working. But when we talked about a career as a lawyer, and becoming a law firm partner and having to generate business (AKA SELL!), he said to me "if you don't love what you're selling and really believe in it, nobody is going to buy it from you." Those words changed my life. I knew I had to make the move to real estate. Flash forward - I love NYC real estate and I love selling it. It's one of the most unique assets in the world and it's a complex and fascinating market. A client told me yesterday that they originally took a meeting with me off a cold call because I just seemed so upbeat and positive. Easy to sound that way when you love making that call!

The Dynamics of a Credit Card Sales Job Credit card sales positions are pivotal in the financial industry, involving promoting and selling credit cards through direct sales, telemarketing, or retail partnerships. These roles require strong communication skills, sales acumen, deep product knowledge, and customer service orientation. Representatives must be resilient and persistent due to the high rejection rate and pressure to meet sales target Pressure of Targets One of the most significant challenges in a credit card sales job is the pressure to meet sales targets. These targets are set by the organization and are often ambitious, designed to push representatives to maximize their efforts and performance. Missing targets can lead to consequences such as reduced earnings, job insecurity, and increased stress. This pressure necessitates a high level of motivation and time management skills to stay on track and achieve goals consistently. People Behavior Understanding and navigating customer behavior is crucial in credit card sales. Customers often have preconceived notions about credit cards, ranging from skepticism to enthusiasm. Sales representatives must adeptly read these cues and tailor their approach accordingly. Building rapport, addressing concerns, and demonstrating empathy are key strategies to influence customer decisions positively. Additionally, handling rejection gracefully and maintaining a positive attitude despite frequent setbacks are essential for long-term success in this role. Career Path and Opportunities Despite the challenges, credit card sales jobs offer significant career opportunities. High performers can advance to senior sales roles or transition into other financial services positions like loan officers or financial advisors. Additionally, the skills developed—such as negotiation, customer service, and financial understanding—are valuable in various entrepreneurial and business ventures. Commission-based earnings and performance bonuses further enhance the financial rewards of this career path. Ultimately, while demanding, a credit card sales job can serve as a robust foundation for a dynamic and lucrative career in finance.

"If they really want it, they would find a way to get the money" This is misleading advice ❌. Sure, people take out mortgages or student loans all the time. But I don't want my customers to go into debt to work with me. In sales, our goal should be to create win-win scenarios. Forcing a prospect into a financial commitment they can’t sustain isn’t just unethical; it’s bad business. It leads to + Buyer’s remorse + High churn rates + Damaged relationships. So what do you do when the prospect says “you are too expensive” then? + Break down the cost into flexible payment plans. -> Makes it easier for your clients to afford your services. + Be upfront about costs from the beginning. -> Sets clear expectations and builds credibility. + Gauge financial fit early. -> Saves time and headaches for both you and your prospect. And lastly, if they can’t truly afford or aren't a fit, Respect their situation and walk away. This leaves the door open for future business or referrals. Remember, the goal is to provide value and build relationships. And sales will naturally follow.