The Fortune is in the Follow Up Because…

By Coach Roger

It’s a saying that’s well known in the Internet marketing space and the sales industry. “The fortune is in the follow up” has been called an overly used phrase and even a cliche but why is that? Because it’s true.

A couple of years ago a real estate broker who had 70 agents working under him called me about a marketing solution for his brokerage. We (the company I partnered with) had a real solution for him. Only thing is after our initial chat, he disappeared off the face of the Earth.

I was thinking, “wait, he contacted me. He wanted a solution to his problem and we provided that, where the hell did he disappear to?” I called him and left a voice mail. No reply. A few days later I emailed him, still, no reply.

This was a $20,000 deal so it was worth the pursuit. A month had past, still didn’t hear anything. Over the next couple of weeks, I sent a couple of more emails and left another voice mail. Nothing. Another month had gone by.

Then.

It happened. Sort of.

He replied to my last email saying thanks for my email and ‘we’ll talk soon’. That was better than nothing I thought but another few weeks went by without hearing from him again. I didn’t want to hound him too much but I sent the odd ‘just checking in’ emails.

Then out of the blue, he calls me. “Hey Roger, tell me again what you can do for us?”. I was like, WTF but ok, and went into how we can help him.

In total, it was about 4 months of radio silence before we closed the deal. The whole time I followed up with him with occasional emails and left messages. To be honest, I kind of wrote him off but knowing it doesn’t take much effort to send an email, I did that. If you’re in a similar situation you must remind yourself that it’s TOTALLY worth doing. How long does a 1-2 sentence email take to write and send? Seriously, don’t give up, it IS worth it because, as they say, the fortune is in the follow up – because it’s true : )

Hope this helps.

Want More Sales? Give Love First

By Coach Roger

Ok hold on here, what the hell did this guy just say in his headline? Give what now? Love? Are you kidding me, is this some kind of a joke?

Actually it isn’t but it also isn’t what you might be thinking either.

When I trained under the legendary Chet Holmes, he told us (a small group of top producers on his team) that in sales you should never lie but you should be clever. Initially I didn’t know what he meant by that because there seems to be a fine line between lying to your customer and being clever about it.

However, he explained that if you want to succeed in sales you must be honest, authentic and creative all rolled into one, which was his definition of being clever. No one likes a fast-talking sales guy or gal waffling on about how great their product or service is. As the potential end user, I must know first what’s in it for me before I hear about how great your product is.

While I know that sounds rudimentary and it is in fact sales 101, let me address the headline in this post which has single-handedly made me more money than I would have ever expected to earn if I didn’t apply this method. It’s also something I learned from one of my other mentors at the Chet Holmes organization. If you apply and believe in it, it will work for you I promise. A bold statement to be sure.

This will work if you’re in outside sales or inside. It’s a little more difficult if you’re an outside rep but it works either way. Here’s what I mean:

Write the word ‘Love’ on a piece of paper and tape it to your desk or whatever surface you have around you where you can see the word. Highlight it. Look at it and absorb the true meaning of the word in the context of humanity (ok, that’s deep I know but stay with me). Think about the potential client you are about to speak to and deliberately imagine how they are benefiting right now from using your product or service, coming from a place of love. Not need but from love.

Although it’s not always easy, you have to take yourself out of the equation. Serving yourself in sales is a lose-lose scenario. This is a topic I could write an actual book on (although if you sign up for my e-book you’ll get some other pointers) and maybe I will down the road.

If you’re in a sales slump or you want to improve your results – and btw, this method can be applied to life in general – try this, you have nothing to lose but again, you must believe in what you’re doing and be authentic about it otherwise it won’t work. Hope this helps and GO RAPTORS!!!



Everyone Needs a Mentor

By Coach Roger

It’s been a real blessing having worked under the tutelage of New York Times best selling author, the late Chet Holmes, who billionaire Charlie Munger – Warren Buffet’s business partner – called ‘America’s Greatest Sales Executive’.

I learned so much from Chet that it’s hard to pick out one gem. His mantra of pig-headed determination always getting you what you want is something I’ll always remember, not to mention the incredible sales skills he taught me.

The three years I was with his and Tony Robbins organization was very successful but unfortunately Chet suddenly became ill and, within a few months, he lost his battle with leukemia. Needless to say, that was a low point not only for everyone who worked for Chet but also for the world, he was a consummate professional and inspiring leader. As sad as that was, I had to move on.

Through a connection with a friend, it wasn’t much later when I met Tony Award nominee Dan Levine who is a creative and marketing genius. I’ve told him that too and spent the next (almost) six years with Dan’s voice over training organization, it was a tremendous experience.

Being mentored by two of the best sales and marketing minds in America will do a lot for one’s skill set and that’s the point of this post – not to brag how great some of my mentors have been – but the fact that YOU, my dear reader, should seek a mentor if you don’t have one. It will be a key to your success, whatever business you’re in.

Cue Dan Lok.

I discovered Dan Lok recently and delved into his YouTube channel. Holy cow, if you are in business, want to start a business or you are in sales or want to get into sales, Dan is the man. He teaches real world concepts and how to tackle specific sales situations. You can check him out here.

The Power of Ringless Voice Mails in 2019

By Coach Roger

Ringless voice mail technology has been around for a few years now but I still get calls from people wondering if it actually works.

The short answer is yes. The longer answer is yesssssss. Ok bad joke.

If you are in any type of business, it can be a powerful tool to get your message across whether that be a call back or for your prospects to visit your website. It’s that simple.

Think about it this way: if you saw there was a voice mail on your smartphone, would you listen to it? Of course you would. We all would.

It’s also unobtrusive. One of the best things I love about this marketing tool – and I’ve been using it for three years – is it allows your prospects to decide when to listen to your voice mail and, make no mistake, they WILL listen to your message. But it does give them control of just when to do that; it’s two-way marketing brilliance!

The million dollar question, however, is, is ringless voice mail technology legal? The short answer is yes. The longer answer is it depends. If you’re using it for calling the consumer market who may or may not have requested being on the Do Not Call list (DNC), you could be in a lot of trouble. The FCC could come after you and levy heavy fines. Be careful!

That said, ringless voice mail in of itself IS FCC compliant. It’s best to use it for the business market; that can include network marketers or people who are business opportunity seekers.

I posted this video last year and it should round out your knowledge on how this amazing system works. I’ll even provide Exclusive Content that gives you the key on how to actually use this software – it’s a separate ‘How To’ video tutorial for anyone who buys the product from me. I hope this helps!


2019: The Year of…YOU

By Coach Roger

One of the best things about starting a new year is being able to look in the rear view mirror and see what goals you hit or missed in 2018 then going for a higher bar or, if necessary, pivoting where applicable.

What if you didn’t quite hit your goals last year? It happens to everyone but what separates successful people from the rest is their relentless push in moving forward, despite hitting obstacles.

I tell my daughters this – I picked this up from Sara Blakely, billionaire creator of Spanx – Sara’s story of her dad ‘high fiving’ her and asking her how many times she failed today. The point being as long as she kept getting up, she was going to win. Obstacles are part of the journey to success, once you get that in your mind you can do anything!

Continue reading “2019: The Year of…YOU”

Your Habits Correlate with Your Success

By Coach Roger

 

Habits.

We all have them but they serve us in both good and evil ways. The good news is you can literally change a habit in an instant, my thing was to wake up two hours earlier than I normally did, it takes discipline but it’s worth it and allows you to create a ‘things to do list’ and then execute. Here’s a tip, only put 6 of the most important tasks you need done, it helps you come out with a victory at the end of each day.

Changing your habits in an instant is a mantra Tony Robbins preached when I was a client services director in his organization many moons ago. He preaches this in his seminars today. It’s not easy but it isn’t hard either, just depends on what your goals are and how motivated you are to achieve them. If you want it you can do it, you just have to decide.

Business Insider magazine published habits of self-made millionaires. There’s a common theme shared by successful people so take note, here they are: Continue reading “Your Habits Correlate with Your Success”

Having Patience Can Have Big Rewards

By Coach Roger

While it’s a good idea to subscribe to a few lists to get the 411 on what’s going on in the Internet marketing and business world, if you’re on too many lists you can easily get bombarded with emails that it all becomes noise and you end up reading nothing. If that’s you, maybe it’s time to scale back a little?

Some of my favorite entrepreneurs include Lewis Howes, Tony Robbins, Ramit Sethi and Jack Canfield but I do my best not to overdo it because I value what they say and also value my time. When I subscribed to a litany of lists and got showered in daily emails, I started to get time-sucked into Youtube and blog wormholes (says a blogger) and in the end, I stopped reading and watching a lot of them.

So I scaled back and probably subscribe to 8-10 lists now. One of them, consulting guru Sam Ovens, sent an email today that bears repeating. In its essence, it talks about having patience in business and that’s good advice. If you’re just starting out or you’re in a venture that’s not panning out as well as you first thought, before you bail and move on to the next thing take a step back and look at things from 30,000 feet, so to speak.

Continue reading “Having Patience Can Have Big Rewards”