Episode Details

I was catching up with a former client recently, a professional in the real estate space and I noticed something that a lot of you are probably struggling with right now. He was spending all his energy trying to convince people why they should buy property. He was running from pillar to post, trying to explain the benefits of real estate as a hedge against inflation to people who hadn't even expressed an interest.

Here is the cold, hard truth: If there is no need, there is no sale.

When your entire strategy is based on convincing people to do something they dont already want to do, you are making your life miserable. Your sales cycles become incredibly long, people start ghosting you because you've become a nuisance, and your self-confidence takes a hit because your closing ratio stays in the gutter.

I've been recording this podcast for seven years, over 1,500 episodes directly into my phone. People still try to sell me audio production services. They haven't realized that I don't have a need, so there will never be a sale.

The proper way to sell is to stop looking for who to convince and start looking for the convinced.

Find the people who are already using their own two lips to say, "I need a house," or "My audio quality is terrible." When you talk to people who already have a need and a sense of urgency, the conversation changes. You aren't begging for a sale anymore; you are helping them decide that you are the best person to help them. 

Selling is hard enough. Don't make it harder by chasing people who aren't in the market. Stop trying to "convince" and start looking for the people who are already ready to take action.