It's been a couple weeks since the last time that I posted anything. I'd like to hear from the community to see how things have been going for all of you? What is a win that you have had in the last week or two? What kind of struggles do you seem to be running into that have you frustrated or procrastinating? Have you taken the time to reach out to three people lately for no other reason than to say a genuine Thank You for something? Who? Have you been using the True Lead Creation software? How is your experience, good and bad? If you need advice on something, small or large, what is it? Embarrassing even (there is no judgement here).

💥 Here’s the truth: Not everyone who picks up the phone is worth your time. If you’re new to this game, you might feel like every call is an opportunity, but the reality is that most people aren’t ready to act. If you want to move the needle, you’ve got to get brutally efficient at qualifying. Because qualifying isn’t about being nice or making small talk; it’s about figuring out if they’re serious or if they’re just curious. Today, I’m giving you a simple framework with four types of questions that will let you figure out in minutes if this person is worth your time. This isn’t fancy stuff – this is about asking straightforward questions that get to the heart of their motivation. Think of it like cutting through the fat to get to the meat of the deal. 🔥 Why This Matters – The Big Mistake Most Newbies Make Most people on their first few calls fall into a common trap: They try to be liked. They make small talk, they beat around the bush, and they hope the seller will magically bring up the fact that they’re ready to sell. That’s not how it works. If you’re spending 10-15 minutes with every lead, trying to “warm them up,” you’re wasting time. Real Deal Bosses ask the right questions upfront to find out if this lead is real or not. Here’s What You’re Going to Learn I’m breaking down four types of questions you’ll use on every call: 1. Probing Questions – These help you understand their motivation. 2. Problem Awareness Questions – These dig into what’s driving them to sell. 3. Solution Awareness Questions – These get them to visualize a future without the problem. 4. Consequence Questions – These create urgency by making them think about what happens if they don’t sell. This isn’t about being a “salesy” person. It’s about being effective and getting to the point. Let’s dive in. 👉 Step 1: Probing Questions – Find Out Why They’re Selling The first thing you need to know: Why are they even on the phone with you? If they don’t have a strong reason, they’re probably not serious. Here’s how to figure that out fast.

💥 Here’s the deal: Objections are a part of the game. No matter how smooth you sound, no matter how solid your rapport is, sellers will throw objections at you. And that’s a good thing. Why? Because objections mean they’re listening – and if you handle them right, you can turn hesitation into opportunity. Today, we’re diving into a core technique from Sandler Sales training: Stroke, Repeat, and Reverse (SRR). This strategy is all about keeping control of the conversation by addressing the seller’s concerns and redirecting the discussion back to the questions you need answered. By mastering SRR, you’ll learn how to keep calm, show empathy, and keep moving forward – like a true Deal Boss. 🔥 Why This Matters Objections are just resistance. They’re the seller’s way of testing whether you’re the real deal or if you’re just another caller. When you handle objections well, you’re not just removing barriers; you’re showing the seller that you know what you’re doing and that you’re someone they can trust. So instead of trying to bulldoze through objections, use SRR to listen, validate, and redirect. The SRR Technique – Stroke, Repeat, Reverse 1. Stroke: Acknowledge their objection with empathy. This shows respect and lets them know you’re listening. 2. Repeat: Restate their concern in your own words. This clarifies their objection and helps them feel heard. 3. Reverse: Flip the conversation by asking a question that redirects back to the main point. Using SRR not only defuses objections but keeps the conversation moving forward. Let’s look at how SRR can be applied to six of the most common objections. The 6 Core Objections and How to Handle Them with SRR 1️⃣ “I’m Not Interested” Stroke: "Totally understand. A lot of people I speak with aren’t interested at first." Repeat: "You’re saying you’re not really interested in selling right now, right?" Reverse: "If you were going to sell, when would be a good time to follow up with you in the future?" 2️⃣ “Give Me a Price/Offer”

💥 Here’s the truth: rapport isn’t about talking about the weather, your favorite sports team, or if they like dogs. Real rapport comes from understanding the seller’s needs, being able to solve their problems, and showing them you’re the expert they can trust to get it done. This isn’t about chit-chat; it’s about building a business connection. Rapport is what turns you from a stranger into a trusted advisor, and it’s what makes sellers feel confident choosing you over the next guy. But real rapport doesn’t happen by accident – it’s a skill you build intentionally. 🔥 Why This Matters People don’t care about how much you know until they know how much you care… about solving their problem. Sellers want to feel like you “get” them – that you understand their situation and have the expertise to help. So, let’s get rid of the fluff and focus on building rapport that’s based on value, understanding, and credibility. The 30-Second Commercial – Introducing Yourself Like a Deal Boss This is where Sandler Sales training shines. Instead of starting with small talk, you’re going to start with what we call the 30-Second Commercial – a quick, value-packed intro that positions you as the solution to their problem. In 30 seconds, you’ll convey who you are, what you do, and how you can help them. This isn’t a sales pitch; it’s a way to establish credibility from the start. How to Execute: 1️⃣ Know Your Core Buyers Before you even get on the phone, know who your real buyers are. Identify your top five buyers in your market – the ones who know exactly what they want and are ready to act. These are your “Big Buyers,” and they’re the anchor to your credibility. Knowing that you already have solid buyers lined up gives you the confidence to speak with authority. You’re not just calling to “see if they’re interested” – you’re calling because you know exactly how you can solve their problem and make the process smooth. 2️⃣ Create Your 30-Second Commercial This is your opening line that tells them who you are, why you’re calling, and how you can help. Here’s an example:

I thought I would share a win. I am officially retired from the Wisconsin Army National Guard as of today!!!