How Ian Is Helping His People Close More Sales In Record Time

Ian Ross: I love sales. As you know, I am obsessed with it. I mean, genuinely obsessed. Sales is the most incredible vehicle for self improvement and self development. Whether it's at your business, at your marriage, being a parent, any aspect of getting better.

To me, sales is a noble profession. You can read a book on how to invest like Warren Buffett. But if at the end of the book, you just close it and go, wow, that was a great book. That was really insightful.

Steve Trang: And I love that.

Ian: It was just entertainment. And you can get stuck in an improvement. So you might be getting better in theory, but if you're not increasing your activity at the same time, it means nothing.

Steve: Hey, everybody. Thanks for joining us for today's episode of real estate disruptors. Today, we have Ian Ross with the Close More Sales podcast. And today, he's gonna be talking about how he's helping his people close the gap from where they're at to where they wanna go. Guys, I'm on a mission to create a 100 millionaires.

The information on the show alone is enough to help you become a millionaire in the next five to seven years. If you'll take consistent action, you will become one. And, guys, if you get value out of this show, please hit that subscribe button. That way we can all grow together. You ready?

I am. Alright. So it was about a year ago since you were on the show, and we're talking about the top five objections and how to overcome them. A lot has happened since then. So we started you started the Close More Sales podcast.

Yeah. So let's talk about what is the Close More Sales podcast.

Ian: Sure. Well, the Close More Sales podcast, Steve, is filmed in this studio for those of you who don't know. And the goal of it I mean, what you've done with real estate disruptors is getting people oriented around the idea of, like, if I get access to really great information around real estate investing strategies and listening to how people are, you know, taking action on things they're doing in business and limiting beliefs, and this is how I got started. It's really inspirational and gives also a lot of actionable advice about real estate in particular. I wanted to take that concept, that idea of having a resource that people can go to for knowledge as well as inspiration the way you did for real estate for the last, you know, five, six years kinda thing and make that specifically around getting into sales or performing well at sales.

So it's focused on sales professionals or entrepreneurs to improve and get better.

Steve: Yeah. And is any specific niche?

Ian: It's not a specific niche. I would say it's probably around, business to consumer

Steve: Mhmm.

Ian: Salespeople only because we don't talk too much around the challenges that are unique to b to b salespeople. Mhmm. So there's not a lot of, like, here's how to get a hold of a decision maker who's way up the chain and getting past the gatekeeper here, and here's how to send this email setup. It's not as actionable around some of the longer term b two b cycles. So by that nature, it's probably will appeal more to people in a direct to decision maker setup, but it's not highly focused on that.

It's really about actionable strategies around how to have the conversation, how to get people to decide to wanna take action, and stuff for the individual to get, like, motivated and make sure they wanna keep doing their job and they're excited about their job. Because I love sales. As you know, I am obsessed with it.

Steve: I mean,

Ian: genuinely obsessed, like, kind of a weirdo about it. And so to me, this is, like, the perfect opportunity to have it almost be my my church, my temple to talk about the religion of sales for me and how enthusiastic I am about it and how it's just the perfect vehicle to choose to change your life. Yeah. It's just your results are directly tied to your effort in this profession, and there are not that many professions where you can measure your improvement in dollars that clearly. I mean, you know in entrepreneurship, you can as soon as you start making more money and hiring more people, well, suddenly, your results are tougher because you're scaling.

There's all these other issues with entrepreneurship around measuring results directly. When you're measuring your direct activity

Steve: Mhmm.

Ian: To your commission check, it's just it's a perfect metric regarding your improvement, and I love, focusing on that idea and using it as a vehicle for self improvement in the same sense of, like, I also wanna make more money as I do it. Alright.

Steve: You're a sales evangelist.

Ian: I am. I know there's a because act I've there's an actual podcast or podcast already called Sales Evangelist, so I couldn't go by that name. Oh, thank you. I know. It's it was I definitely looked it up.

Definitely on my mind. That's more focused to b to b people.

Steve: But yeah. Gotcha. So if anyone wants to find out more about the Closer My Sales podcast, they can, iTunes, Spotify, YouTube.

Ian: Yep. That's where it's at.

Steve: Perfect. So, we launched this, sales community May. And when we launched it, it was really just one or two calls a week. Let's see what happens. Yeah.

It since then has blown up quite a bit, and there's multiple calls on it now. Yeah. Right? So what are all the different calls on the in the sales disruptors community today?

Ian: Yeah. I mean, you're exactly right. When we started, it was kinda like, let's see if this works. We'll have two calls a week and see if anything happens. And as a result of it growing, of getting feedback from the people who are utilizing it, for people who are making more money with it, we started to make sure we could respond to that feedback and give them basically what they were asking for.

Mhmm. So we're up right now currently, and I say currently because it's always evolving and always improving to make sure it adjusts to the feedback that people are giving. We're up to three sales training calls a week, four calls total currently. Mhmm. So Tuesday is like a curriculum call.

We're going through, specific aspect around tonality, a certain question, how to go for the close, how to, use a labeling statement to rebut an objection. Like, we get really specific around certain concepts of how to get better and how to actually utilize it. On Wednesday, we tend to do call review. So a community member is submitting some call. I talked to this person here, or can I get some feedback on this?

And And then we break that down as a community, and I'll try and learn from the mistakes they made and the things they did right. And the people who get the call feedback are like, this is crazy. I mean, I have one person who told me, like, this call is gonna make me $20,000 just alone of going through that, his exact call. And then Friday is a role playing call. So it's like role playing with me and role playing with each other sometimes around, I'm struggling with this type of objection.

I'm struggling with this part of the process. I don't know how to set expectations at the start of the call. Can we role play that?

Steve: Mhmm.

Ian: And that's to me, that's the real live practice of starting to put this, you know, into use so that when they're actually having conversations where revenue is on the line, they're more prepared. And then lastly, we've added a, private money call on there. So for people who are in real estate and think there would be any value to them in learning how to raise private capital, they're getting guidance there from our private money coach, Mark, who's also, like, making sure they're they're doing everything correctly as they get started. So we've added that as well. We also add just various just like sales q and a's that just pop up.

Just like what questions do you have? What do you have? What question do you have about your CRM? What do you have about your marketing, about your process? We've turned aspects of it almost to, like, a mini mastermind.

Mhmm. Especially if I'm unfamiliar with the topic, we definitely we open it up. So I'll give an example. I try and be very careful not to give direct advice about something if I'm not confident in that advice. If I haven't done it myself or seen it work in a way where I'm just talking in theory, I wanna make sure I'm clear there.

So someone was asking questions around cold door knocking. So door knocking people who are in preforeclosure to then move the move them to, like, an appointment or something. I have never done that. I've done warm knocking for solar. I've knocked neighbors.

I've knocked, recommendations, but I've never knocked someone who was, like, just got a letter in the mail from the bank.

Steve: Mhmm.

Ian: So we talked in theory about it, but we also opened it up to the group to other people who had experience with that. Like, hey. Does anyone else have experience doing this and what they've had? What have they had work and what have they had that just totally fell flat? So I can reinforce some things in theory, but I don't know everything, and I'm very direct if I'm like, I've never done this exact thing, and that's where the community aspect comes into play.

It's not just like, oh, there's a there's coaching with Ian, and then there's a community. We try and make sure there's the coaching is a huge part of it. It's how most people get the benefit because how much feedback they're able to get for the cost is kind of insane. But they also make sure they can they're networking with other people, and we can seek other people out for advice about whatever they're going through if I can't, you know, fill that void.

Steve: Yeah. And then one of my favorite things, having Mark run the private money calls, is that we're not gonna say we're the end all be all for for private money. Right? There's there's plenty plenty of resources out there. What Mark's done is take all these principles that we believe, right, to be, the first principles.

Right? Fundamental truths of sales. Yeah. And he's applying it as part of the process for raising capital. Right?

So everything we talk about how to have a conversation with a homeowner or how to have a a conversation, when you're selling a product. You know, we have other people in there that have done high ticket sales, insurance sales, whatever. He has raised a lot of money through your coaching. Yeah. Raise a lot of money, and he's just teaching, like, how to have a conversation with someone with money applying all these different principles.

Ian: It floored me, to be entirely honest with you. He told me that he's raised over at the time of recording this, I'm sure it will be higher sooner. He's raised over, 3 quarters of $1,000,000. He's, like, using your sales training. Like, asking questions around where they wanna be and how impactful it's been.

Just the way I would sell sales training, the way I would sell a high ticket item or insurance or anything like that, he just started going, oh, yeah. I wasn't I was selling them on me. I was selling them on, like, how great I am to get them the return. And then he started applying some of the coaching texts about selling what's important to them, about their vision, and the impact of not reaching their goals in a way where he just applied it to what he was already doing.

Steve: Mhmm.

Ian: And he's like, you have made me I mean, the the amount I I won't guess how much has made him, but he's raised over $750,000 using my approach to sales training. And so what he's been able to do with that money, I can only imagine how much money that made him.

Steve: Everyone that's inside the community gets access to his calls once a week.

Ian: Yeah. Once a week, they're getting I mean, he gives them guidance on that, on those conversations as well as, like, way more detailed stuff around stuff that I way out of my realm of expertise because I don't raise money that way.

Steve: Right. So, you know, it's it's fascinating because this was something that, when we launched this, we're like, well, let's see where this goes. Yeah. Matter of fact, you know, at pace, more we come in. It's like, look.

You built a community. Right? I would say tongue in cheek. Pun intended. I don't know.

Right? But I was like, look. You know how to build a cult. Right? Come in here.

Tell us how to build a cult. And he's he did it. He came in and kinda like, here's how I built my community. Right? And when I say cult, the root word of culture is cult.

So this is offensive to you. Like, I don't know what to tell you because, like, that's what culture is.

Ian: Right?

Steve: So you gotta have a a a really, really strong culture. But he, he came in and gave us some ideas, and we've, implemented to the best of our abilities. Yeah. But you are continuing to improve your training. Yeah.

Most business owners waste their time and money on solutions that never fix the root problems. They'll address all the symptoms due to slow revenue. And because they're only fixing the consequences, the real problem stays hidden and the cycle of wasting time and money continues. It's like having a lingering headache that won't go away despite trying every over the counter medicine, when in reality, should have just gone to the doctor and had them figure out exactly what was causing the headache. And that's what's so difficult about business.

You can see and feel the symptoms and yet struggle to find it. Now imagine you can find a prescription that doesn't just mask the symptoms but actually addresses the root cause. Where would your business be if you address that right now? That's what our sales event is about. Your marketing doesn't suck.

Your leads aren't bad, and your operations aren't terrible. It's that you haven't addressed what actually makes you money in wholesale, which is the conversations you have with homeowners. It's critical that you build trust with sellers, demonstrate that you fully understand their situation, know exactly what's keeping them up at night, and paint the ideal outcome that leads them to a better future by working with you. That's what it takes to get signed contracts and keep your business going. Simply put, at our event, you'll walk away with the framework, phrases, questions, documents, and process to close more sales and buy more houses.

Join the hundreds of others who have come to our live event and dramatically grown their business. Our event is happening soon and is available for you to join only if you're willing to take the pill. Right? So, like, what are you doing differently intentionally to improve the, the the stick the stick rate, the the retention of the knowledge?

Ian: The biggest thing that came up for me with community and doing it, like, three calls a week for over a year now, it's quite a few calls, is noticing that one of the challenges that comes up for just applying broad sales training advice to this group is that there are people in there from all different industries, different levels of experience in particular, and different, like, abilities to retain and use that information. And so we've got people in there who have five to 10 employees under them, and they're just using that training to then train their own team and utilize things there. We've got other people who are employees at companies. We've got people who are solopreneurs, people who are just getting started, people who have been doing this for ten years. We've got a lot of variety.

And so as a result, just doing a broad message, I found did not it did not work the way I would want it to work because the most important thing for me is that I'm not just, like, throwing information out there and hoping that it sticks. To me, that defeats the whole purpose of doing a live call.

Steve: Yeah. If I was

Ian: doing that, they might as well just be watching a recording, watching a YouTube video, watching a course. That's what courses are for.

Steve: Mhmm.

Ian: If you're gonna be on a actual training call, the goal is to make sure that it sticks for you right now. So the big adjustment for me was instead of just focusing on the information itself is making sure I understood for who was on that call, who was asking questions, who was engaging, and wanting to be active. And not everyone's on every call, and not everyone's on camera or wants to participate in every call. Sometimes they're driving, and they just wanna hear the knowledge. But for the people who are, like, on camera wanting to engage, wanting to have their questions answered, I wanna make sure I also reward those people who have shown up and turned their camera on and been like, I'm ready to learn.

I'm ready to apply this so that now my focus is on not the information. I mean, it is, but it's that's the goal is not to simply convey the information. It's to close the gap from where that individual is and what they need to start utilizing that information. And I think this is lost on so many sales training programs. I mean, you watch anyone on social media, you watch recordings on YouTube, you go in other training programs, you go to other seminars, there's a lot of emphasis on here's how we do things, here's our process, and now conform and learn how to do this.

Mhmm. And that can work for the people who are ready for that to work in that moment. But when you have a community of people who are there, you know, three times a week, month after month for a year trying to get value out of this, I wanna make sure it's impactful for them. And so I've made adjustments to make sure that the information is the point, but the real point is utilizing that information. I've given the example before of you can read a book on how to invest like Warren Buffett.

But if at the end of the book, you just close and go, wow. That was a great book. That was really insightful.

Steve: Mhmm.

Ian: Love that. It was just entertainment. Yeah. It wasn't real education. And so many people consume sales training that way.

Steve: Sadly.

Ian: It's really sad. And you've probably experienced this many, many times over that, like, you can convey this information. People go, thank you so much. That was really impactful. But then a week later, forget a year later, you ask them, what are you using?

I mean, we even

Steve: see it sometimes, unfortunately, within our own internal organizations.

Ian: It's not uncommon. Right? And I think the reason that's happening is because we're focusing on the information rather than what the individual needs to make sure they can utilize it. Yeah. So I've made a lot of adjustments over time training the same concept or training in the same direction.

If it's sometimes it's as broad as here's how to ask an amazing question. Mhmm. And other times, it's as specific as here's a specific tonality to use when asking a question about pain. Correct. But whatever the the goal of the training is, I wanna focus on what that individual needs to do to start utilizing it and utilizing it consistently.

Mhmm. So it's not just let me snap my fingers, and now you can use it all perfectly. It's what is progression from here.

Steve: Like Right.

Ian: If you do anything from this and you do it consistently, it's one of the things I love about the start of this podcast is that you don't say this point of, like, take massive action that so many gurus talk about. I know for a lot of people that massive any action is massive action. But the most important thing is consistent action.

Steve: Right.

Ian: Because consistent action leads to changes in behaviors and habits. If you change your behaviors and habits, you change your results. It's not just that I do a lot one week and then burn out and not do anything else again. I talk about burn out a lot in the Close More Sales podcast because it's a real problem in sales. So if I can make sure you just implement what you need to to start initiating some type of change and you do that consistently for a week, we're talking again next Tuesday, and you've actually consistently made change over that week, that is forward momentum.

That's progress towards utilizing all of the information, and that can build from there rather than just going, no. Do this entirely now forever.

Steve: Yeah. How do you ensure, you know, someone that's newer? Right? They've been in the community for two, three months, and you got a guy who's, you know, been in community for a year. Like, how do you ensure that they're both getting something from it?

Ian: It has to come through interacting on the calls. Mhmm. There's no there's no way to do it without doing that because, otherwise, the I'm just sort of guessing Mhmm. That it's impacting. I'm hoping it is.

Yeah. I'm crossing my fingers. Please let this impact rather than asking questions or, like, what in this is actionable for you? So I've just started, interrupting some of my training a little bit more, having parts of it that are more back and forth, more free flowy. I've started creating documents for the community on a concept as we go through it.

I go over time if my calendar allows it to make sure the people on it are having it be impactful. The real answer is it just has to come from interaction.

Steve: Alright. And so you're talking about the this document. Right? So I've I've witnessed you kinda evolved your training. Right?

Where before, it was, like, a not necessarily a slide deck, but, like, bullet points, right, and, like, go over it. And that is style of instruction that we've all become accustomed to over time.

Ian: Sure.

Steve: But you've taken a step further with, like, kinda like this Google Doc and, like, let me just let's talk through this together as a as a it's a conversation. Yeah. Talk about, like, the that evolution and the challenges with that evolution.

Ian: So it's not that I've abandoned slides. Like, I still use slides for certain points where if I think the slides are designed well enough, it'll make the point. But the adjustment of creating a document for this call that now everyone on it can review as much as they want does a few things. Because one of the things that happens if you have slides is that and you've I'm sure you've seen this for other people. There's tend to be there's two main categories of people reading like, using slides.

One is far better than the other in terms of using the information. People either just, like, read the information on the slide Mhmm. Which I think is just, like, what's why are you even there for?

Steve: Might as

Ian: well have AI replace you and have the slides there. Yeah. And there's the slide which one of the things I love about your training is that you'll have, like, a picture of your family or a picture of a car or a picture of a video game Yeah. And you use this image and tell a story or explain a concept while the image is up to make sure it hits. And that is great, but it still runs the risk, in my opinion, compared to this other option of not having everyone start to incorporate it and feel like it's personalized to them.

So one of the things if I start I did a call the other day on sales resistance. And where does this sales sales resistance come from? How does it, like, apply going forward? How can what can we do to make sure we never encounter it or we never encounter in a way that prevents us from getting the sale theoretically? And I just started to, like, type the points out.

And two main things happen when you do this. One is it looks kinda like you're doing a magic trick because you're creating a document for them from scratch in the moment and you as you're explaining these concepts. And so it seems even more impressive as you do it Mhmm. Because you're to write something from scratch as you do it. Because I I am not copy and pasting yet.

I'll sure. I'll do that eventually. Right now, I'm typing everything by hand. That seems more impressive. So it, in a way, makes the content feel more valuable because it doesn't feel like, oh, well, he's just reciting a thing that he always recites when his slide is up.

This feels like it's being made in the moment because it kinda is.

Steve: Right.

Ian: There's that aspect. And the second thing is that I would have some, training sessions where I wouldn't even use slides at all. I would just we would just be doing back and forth and riff on a topic and answering people's questions. And I realized as if I was going deeper into something, like, say, where does sales resistance come from and how to avoid it, is that for people who don't learn just by audio, I'm doing them a disservice. I'm not filling the gap appropriately.

So I'm actually a pretty visual learner despite how many audiobooks I'm listening to now and that I learn things from podcasts. Like, when I was playing chess when I was younger, I would learn more from reading a chess book than watching a chess video, which seems crazy.

Steve: Yeah.

Ian: But because I had to take time to read the visuals and then think in my head, I felt like the information came to me more. So all I'm doing by this is also giving people a chance to go well, first off, I don't need to take notes. So I get distracted when I take notes. I feel like I'm not learning when I'm writing.

Steve: Mhmm.

Ian: I'm distracted. I'm focusing on writing, and now I'm distracted from learning. Well, don't worry about notes. There will be notes later, and it'll be the right type of note. People are like you'll see speakers be like, write this down, and, like, half the room maybe writes it down.

But instead, I actually control what the notes are. Mhmm. So I make sure that this is the point you wanna review, and you are able to read as you listen as it's created. And so they're able to internalize the information visually as well as through audio and then have a thing to review that they also reviewed before that they can review much quicker than having to watch the whole call.

Steve: Because a

Ian: lot of people in the community can't make calls, so they're always watching the recording. And so this way, you also have a document to review in addition to watching the call. So it just allows them to close that gap Mhmm. More effectively across the most amount of people.

Steve: Yeah. And you you you've personalized it. Right? Like, there is, like, you know, you have these people, like, I'll just watch the replay later. Almost nobody watches the replay later.

Yeah. Right? And so, like, if you watch a replay and it's just a slide, it's like, okay. Whatever. But, like, if you're in the call and it's being typed out, it feels like, the chef made something special for you.

Right.

Ian: Yeah. Right. True.

Steve: It's not like, alright. Here's this thing, and we're gonna talk about it. Like, it's actually like this you made this for me.

Ian: And everyone is different. Like, I have certain things if I'm talking about a concept that I know to type certain things. But because of my focus is making sure there's audience interaction and participation Mhmm. If someone asks a question, I will then type out the answer to them. Or if I have a little sort of side thought on that call Mhmm.

Based on something that got brought up earlier, I will also type that out. See, I might have multiple Google documents about the same sort of concept done through three different calls. They all look different

Steve: Mhmm.

Ian: Because they are customized to that exact experience. So it helps them it helps them feel that, like, this is important right now. Mhmm. I get to pay more attention. And we've got an event coming up, here at the offices in June, and one of the great things about having an in person event is that people intentionally go like, well, okay.

I've flown to be here or I've traveled to be here. And so since I'm in person, I'm not also checking my Facebook. I'm not also texting someone. I'm present in the moment, so they absorb the information more powerfully than the other ways. This is another version of being like, oh, there's a reason to be paying attention right now because this is being crafted uniquely for me.

So, like you said, it feels so almost like magic. It feels more personalized. That means they're gonna pay more attention because it's more unique so that they can close the gap more efficiently.

Steve: Yeah. Are you giving them, access to the Word doc, right, or the Google doc right then and there?

Ian: As soon as the call's over, I share in the community.

Steve: Yeah. Because I think, you know, if they have the ability to just kinda, like, go in there and, like, poke around, like, it just it just feels even more personalized.

Ian: Yeah. They they get it right afterwards.

Steve: Yeah. And so, you know, like, we're talking about here for all you guys that are listening. You know, you guys are running teams. You guys are training your teams, hopefully. Hopefully, you guys train your teams.

Alright? These are things that, you know, we're incorporating to drive more engagement, to drive to personalize the training further to improve knowledge retention. Because that's one of the greatest challenges. It's like, yeah. Well, I mean, this is like a blanket for everybody.

It's not for me. It's not you didn't make this for me. So, like, whatever.

Ian: Right. You've gotten I mean, what part of the reason you got so well known in real estate investing circles is how customized your sales training is for real estate acquisitions. Yeah. Right? It's so good for that.

So once we start having people on the call who are acquiring properties different ways or not in real estate at all, it becomes people going, yeah. Well, now when we talk about this, this doesn't feel personalized. It eliminates that concern if I'm creating a document in the moment for this call.

Steve: Exactly. And then you add something else as far as the recap components. You have them recite.

Ian: Oh, yeah. So to me, the most I mean, I I mentioned at the start of almost every training I do that the reason to be on this call like, this is prime dialing time. You could if you're in sales, if you're having sales conversations, we're having this call during the day when people are answering their phone, when businesses are open, when people are awake. So if you're choosing to be on this call, it means you're actively not doing activity that makes actively makes you money in this moment. You're choosing to improve your skills.

You're choosing to sharpen your ax to cut the wood. You're not actively cutting wood. So if you're choosing to spend this time sharpening your ax, you should make the best use of this time. Otherwise, you might as well be watching a YouTube video at the end of the night. Mhmm.

Steve: So

Ian: the way to bay make the best use of it is to also do more more work to figure out what applies to you. So I make people like, hey. Type your takeaways. Like, try and figure out two, not just one. At least two.

And sometimes people will list, like, eight, which is incredible and very flattering to me regarding what they got out of the call they were just on. And they all share it within the community being, like, alright. Here's what's takeaway for me. I have been doing this tone all wrong, and, here's a concept that's really gonna stick with me. And, like, there's everyone's always recapping what they got out of it, which then helps them.

It's not for everyone else. It's not just to as I always say, it's not just for my vanity as a sales trainer. It's so that if you internalize it and then put it down into a written form and then put it out there so you didn't just, like, put it in a journal, you actually tried to make sure it made enough sense that someone else reading it would understand what you were saying

Steve: Mhmm.

Ian: It helps your brain also internalize that information so much more. You know this from when you teach things, like or as you learn things rather, you often start wanna try and teach it right away so that you can start to learn it. This is a mini version of that. Like, you can learn it better if you think I'm putting it down via text for other people to read. It helps me internalize that concept that much more.

So I'm trying to make sure these people actually apply the concept rather than just letting it be entertainment.

Steve: Yeah. This part of processing it and then sharing it. Yeah. Like, that for me has been the best way for me to learn, is to learn something and then teach it. I mean, I'm going through my own coaching program right now.

Right? I have my I have my own coach. I still pay for personal development. Yeah. And you see how excited I am to share with you what I'm learning.

Ian: Yeah. We're we're texting over the weekend about what you're learning.

Steve: Yeah. Right? And it's that sharing what you're learning is so impactful. Right? So, again, just to close the gap, we're talking about, like, to close the gap on on on how you're adding value is you're having them beginning the call remember, like, hey.

This is for you. You need to write down your takeaways. You're you're you're interacting with them

Ian: through the

Steve: conversation. You're typing out the training live like a magic show. Yeah. And then you're having them go into Discord and share it. Yeah.

Right? So for, like, you guys that are running Teams. Right? This is either Google Chat or Slack or Microsoft Teams if everyone if anyone uses Microsoft Teams. Someone does.

Right? Somewhere. Someone somewhere, obviously. Right? But whichever it is, like, having someone go and share your takeaways is how you can get proof that your team is learning.

You know, Gapology was a really impactful book that I I I read, I wanna say, about a year ago. And, like, the one thing that I had failed, in in leading my own organization was, like, I thought if I taught this to them, they received it. Right. Right. Like, I handed you the keys.

Why don't you have them? Right. Right? And then you listen to the calls, and you're mortified. And so there was two different things was one, I failed to test that they got the information.

Right? And then the second thing was I was failing to get commitment from them Yeah. That they were going to do it. Like, hey. Now that you understand it, will you promise me you'll do it?

And by not asking for that, then when I wasn't getting it, like, why weren't you doing it? I was like, ah, you know, I felt like in the moment or my mood or this or that. It's like,

Ian: none of that really matters.

Steve: This is the process. These are the best practices. Right? So I love that you're, you got people that are in our program, in the sales community that are recapping back to you how they're receiving it and how they're going to apply it.

Ian: Yeah. It's huge. I mean, like you said, the for people who are training teams or have employees or do anything where you talk to multiple people and you're trying to get them to, like, incorporate a new concept or commit to it, we often make the mistake of thinking that if I simply show you this information, you're now like, oh, you're bought in, and you're, like, not only internalize it, they're gonna use it. And it's part of that comes from the common assumption, which I know, I know you have been guilty of also in the past, which is that, like, not realizing that not everyone thinks like me. Right?

Like, it's it's the most human thing ever is that we're we're so much in our own head that we think, oh, if if I heard that information, because maybe all I had to do is hear that information, now I can take action on it. And sometimes people need to hear it 15 times. Sometimes people need to hear it and re and rearticulate. Sometimes people need to read it in addition to hearing it. Sometimes people need to, write it down themselves or try and teach it themselves.

And so I'm trying to make sure I cover the broadest possible amount of spec like, spectrums regarding learning and utilizing the information without distracting from the people who maybe only need one. Mhmm. That's the real balance. Because, theoretically, yeah, I could do okay. Well, now we're gonna cover it for people who learn visually, and now we're gonna do it via audio.

Now someone else is gonna teach it. It's like yeah. But it would take so long. It would be distracting for the concept. So the real art is the balance of making sure it doesn't deter from the lesson while also touching on the most amount of people close in that gap at the same time.

Steve: Yeah. So I think I think that's awesome. And so some of the things that we've seen, right, in the in the community, there's been lots of lots of wins. And it's it's always awesome to see, in the Discord where, like, hey. I just said this.

I just said that. Right? Like, the it's it's, not to say that we're not in the business to make money. Right? Like, not to say that we're we we're not we are not a nonprofit organization.

Right? Sure. But, like, watching these people share their wins over and over again is still incredibly fulfilling. And so, like, you know, one of the coolest things is just to see people share, like, hey. I just did this call with Ian, and as a result, I locked this up.

I just just called Ian. I I I applied to tonality, and now I got this contract. Right. Right? You wanna speak about some of, like, the the the feelings, the the victories you've gotten from all this?

Ian: Oh, man. I mean, the main point is that we cut partly because we have so many calls, and then I'm in there every day. I'm in I'm in there on weekends too. It's just it's it's not as active on weekends, so I'm there. Is that people are like, they'll go through a training or they'll ask a question.

And oftentimes, for them to, like, bring a call or say, hey. I have this question about this lead or to type a question is because it's top of mind for them. The reason it's top of mind is because they might have a lead they can't close right now because of that, or they just had an appointment. They know they have one coming up. And so we've had, I mean, at this point, literally dozens of times where I either review a call with someone or answer a question on a call or talk about, a concept, like, regarding this tonality or regarding this takeaway technique or how to fall on your sword appropriately when you're trying to renegotiate price where people then go and immediately, same day, apply that concept.

Yeah. I mean, on a call today, someone's like, yeah. I'm talking to this guy tonight about this thing. What should I be doing? Mhmm.

And we brainstorm. I hope to hear, like, later tonight, like, I got that locked up or sold that deal. Like, we see that all the time. Mhmm. And it's it you're right.

Like, yeah, of course, we're not on a profit. Like, we're we're we're we're trying to make money doing this, of course. But, I mean, my I can point to my own personal life about this. My wife has told me, like, yeah. Like, you've made money selling things before, but you come home and say, like, people told you you changed their lives today.

Steve: Mhmm.

Ian: That is a really it's and it sounds so corny if you haven't had someone tell you that yet because you're like, yeah. But money's better. Like, money's great. Money's amazing. But it's true that, like, having someone be, like, no.

You helped change my life because now I locked this deal up that got me out of this debt that would have me nervous, and I feel more empowered going forward. That feeling is unbelievable. We just get it all the time with the community.

Steve: There are two types of salespeople out there. They're the convincers, and they're the sales professionals. For the first nine years of my career, I was the convincer. Convincers are always out there trying to convince people to meet with them and buy from them. Their strategy is to try to push hard and never take no for an answer.

And by focusing on this strategy, they spend a lot of time on cold calling, the next marketing gimmick, features and benefits, how they and their company are the best, following up until the prospect buys or dies. All this requires time and energy. The problem isn't the model itself. It's that their approach pushes prospects away. And this is the same exact thing that happened to me before I figured out the close more sales formula.

The solution? Sell customers exactly what they want to buy. That's right. I said it. We sell customers exactly what they want to buy because I would rather get an easy sell with a happy customer instead of a difficult sell from a customer who felt sold.

No. Thanks. I did that before, and it sucks. So here's the deal. I explain everything in the closed mortgage sales course.

It's an 11 module course that shows you everything you need to know to close more sales. The best part, you can use this in any industry, not just real estate. So no matter what you're selling and to who you're selling to, this formula will lead to easier sales. Go to closemoresales.com/salesmasterclass, one word, closemoresales.com/salesmasterclass. And then I I wrote down a few, some of my favorite ones.

Right? We got Brian who was, like, listening and role playing with you on the way to the appointment. Yeah.

Ian: He was driving there.

Steve: Locked up a contract right then and there. Ben who locked up a 9 plus million dollar property for 6 something, I believe.

Ian: Yeah. It was 6 point something.

Steve: Right. 6. So using the sales process to lock up an apartment complex, at at 60 some percent of market value. Pretty insane.

Ian: We guided him through that, by the way. We were I was literally, he was on the call, like, talking to me, and I just was like, keep going. Calm down. Be comfortable. And he locked it up.

It was awesome.

Steve: Yeah. But my personal favorite is Jonathan. Yeah. Talk to me about Jonathan.

Ian: Jonathan's has been I've seen some of the most profound growth with Jonathan in other aspects besides even just sales. So he's a solopreneur at the same time of of while he's going through this training. And he told me that, like, learning some of these concepts, some of the stuff we've gone over, he told me it's, like, it's made him a better husband. It's helped other aspects of his life. He he was having a he was getting, like, frustrated all the time because he's like, oh, like, the money's not quite here yet, and this isn't happening.

And then he's like, wait. No. Wait. Ian Ian talked about this on a call. We talked about this and reframed his mind.

Mhmm. And his wife, like, said, like, oh, well, I'm glad you're doing this because, like, you're in a better mood now. It's made him a better husband. Mhmm. The skills we're doing, he's told me.

So that to me, that is just, like, it's not the goal. The goal is so that you can close more deals, make more money.

Steve: Right.

Ian: But seeing the people who are applying this in a way where it's rippling out into other aspects, other lives

Steve: Mhmm.

Ian: Is so rewarding. I

Steve: mean, it's Yeah. Unbelievable. Yeah. And it's like, one thing that I wish I learned much, much earlier in my career is sales. Yeah.

Right? Because it translates everywhere. What was it? Someone was telling me, Ed Mylett, I believe it they were quoting him that persuasion is the most valuable skill because you look at leading people, parenting, sales, being a husband. Like, it's all elements of persuading another person.

Right. Right? And so I know for sure I'm a better father, and we're trying to change his general leg generational legacy. Right? Or, like, the way I was so parented, as an immigrant family and oldest of six sons versus raising three girls.

Ian: Wasn't a lot of tactical empathy used on you. There was

Steve: not a lot of tactical empathy. Right? Well, the tactics and require physical objects.

Ian: Of course. Yeah.

Steve: Right? And so, like, this made me a better, father. I like to believe as well a better husband. I I imagine my wife and maybe your wife wishes they had you coaching us to be a better husband.

Ian: I I I think that's probably true. Yeah. I it's probably true. I've I've I it sounds this might sound conceited. I do wish sometimes I I'm aware of how this sounds.

I do sometimes I wish I had myself as a coach Mhmm. Who could because I hear some of the, the impact we've had for some people. I'm like, that sounds great. I'd love that. You know?

So it's part of that is because people still have to do the work. Right? So that my whole job is I can't make you do the work, but if I can help you close that gap

Steve: Mhmm.

Ian: So that you incorporate this however you best learn, and then you start doing it incrementally over time so you build new habits. That's the win. And so that people are actually doing the work Mhmm. In the community that they're seeing change and they're seeing growth is is such an incredible testament. Like, it's just it's super, super exciting to see.

Steve: Yeah. And so and and that's to take, you know, all the credit. Right? Like, he is doing Right. The work.

Right? He's showing up. He's taking the coaching. He's taking to the coaching and receiving it and implementing.

Ian: One of the things Jonathan told me when we first started working together is and I hope this isn't I think he'd be okay with me sharing this. As he told me, he's like, I'm I'm not, like, super smart and that I can hear something one time and just immediately do it. He told me, he's like, I need to, like, hear this over and over again. I need to take notes. I need to, like, focus at this for me to implement it.

And he's done that. Mhmm. He has not showed any hesitation to do the work Mhmm. To add to, like, alright. Let me hunker down and apply this.

And you're see I'm seeing the results. Like, he's he's seeing those results from making sure, like, he's got sort of, like, you know, you got a hand on your shoulder, like, guiding you when you if you have questions or something's not working.

Steve: Mhmm.

Ian: And so he's still doing the work, but it's great to be able to help him and give him guidance as he iterates and improves on that work. Yeah.

Steve: I've said this before, and I'll say it again. My favorite people to coach are people that do the work.

Ian: If someone tells me, like, I'm really smart. I can I can learn anything? I'm like, boy, you're gonna be hard to coach. Right? Because by the very nature of thinking you can apply everything quickly, it makes me skeptical of your coachability.

But for someone who's like, no. I need

Steve: to

Ian: go through this multiple times, and then I'll start but I will do the work and learn it. Like, that's the sign of someone who is coachable, which means they're gonna have an easier job because they're willing to do the work to close that gap.

Steve: Yeah. They're humble. Yeah. When I was at Intel, I was involved in interviewing candidates. And one of the things that I was told there are a lot of things that I was told.

Some of them, you know, not really appropriate. But one of them, I remember specifically, was we don't like four point o students.

Ian: Right.

Steve: Right? If they're four point o, they're four point o, they know everything.

Ian: Right.

Steve: If they know everything, they're not workable. They're just not useful talent here. Interesting. Yeah. Right?

Which I'm not a four point o student.

Ian: Right? Neither am I.

Steve: I like to think I'm pretty sharp. Yeah. I was not a four point o, in in school.

Ian: My my my dad, before he retired, taught a pretty serious prep school in Philadelphia, and he had a quote that he was teaching seniors. So they were all, like, amped up about getting into college. And he had a quote he would tell him at the start of every year that I loved Mhmm. Which was school is a b experience. It's not worth an a effort.

He's this is at a prep school where people are trying to get into, like, Ivy Leagues Mhmm. And the teacher senior years and they didn't believe it. They don't understand what he was saying. They were so focused on trying to perform. He's like, it's not worth it's not worth any effort.

Like, it's not worth it.

Steve: Yeah. So

Ian: I I've I love that idea. So I will repeat that till the day I die.

Steve: Yeah. The other thing that, I was told was, like, yeah. If they're a female candidate, you know, just put them a lot up higher in a pile. And I would I'm very meritocracy

Ian: based.

Steve: And I was like, but, you know, if they're if they don't interview us, all they're like, shut up, Steve. So I was like, okay. Alright. So I was not the hiring manager. I was just the first layer of the fence Sure.

In recruiting. I was like, okay. Well, I guess we'll just pass up more for these other candidates. Whatever. So the other thing too, I I I missed this point earlier.

One of the really cool things about running a community is I gotta see guys like Martin, right, and Dion and and so on who are, like, lifting up other people. Right? Isaiah. Yeah. Right?

Like, you see them, like, someone has a question, and they're coming in, charging in to help them. Yeah. So so I wanna highlight that there as well. So that's where we're at today, but you're working on a few other things to improve it further, to improve the the growth, the learning, the value inside the community. Yeah.

What are some of the things you're working on?

Ian: There's a few things. The two big things really, there's three things that we're implementing probably in the next couple months.

Steve: Mhmm.

Ian: And I'm not sure which one will come out first because we're working on a bunch what we do at this rep is we're working on a bunch of things at once, and what comes out first comes out first often. But what we're, implementing I mean, we've got multiple courses in the community for anyone who joins just to to to go through covering a range of different topics.

Steve: Mhmm.

Ian: And some of these courses we've sold for $5,000 in the past are just included for free in community. But one of the challenges with that comes from people feeling like, okay. But where should I start? And I can definitely make broad recommendations regarding where you should start, but my goal is making sure it feels customized and personalized considering to where your level is right now. So we're working on to launch out pretty soon is basically a path to mastery.

So it's idea it's not just how to go through the courses. There's more stuff involved in it that will be, the members of the community will be really excited when it comes out. But it's making sure that there's more of a clear path forward on what to work on first depending on where you're at.

Steve: Mhmm.

Ian: So let's say you're a new member. You see this podcast. You're like, alright. This sounds good. I wanna be surrounded by these people.

I wanna be a part of this. And you join assuming that this is implemented. It's not implemented today, but working on it really soon. You could take an assessment to figure out, like, what are your skill levels right now? Like, what do you need to work on in particular?

And then based on that assessment, it will give you a clear path forward on what to work on. And then we'll talk about that on the calls. We will focus on that going forward. You can know, like, okay. I'm great at, asking questions.

I figured out how to phrase my own questions, or I'm great at following a process, but my tonality is lacking. How can I work on tonality consistently over the next month or the next week depending on what you need? And we're working on a customized path forward so that whatever the individual needs to work on as well as things that the whole community will be working on at once Mhmm. There can be, a clear path forward towards mastery, which we're all in pursuit of getting better all the time so that they know exactly what to work on next. So I'm really, really excited about that.

Because some of these people are trying to go, like, I was all these courses, and then they kinda get analysis paralysis. Mhmm. Because you can have this thing of, like, well, there's these five things. Well, I started ten ten minutes of this one and twenty minutes of this. They all seem great.

It's like, but Right. I don't know what to do. So giving them that direction should help them close that gap more efficiently.

Steve: Yeah.

Ian: The next thing Oh,

Steve: before you can take it to the right like, the other thing too is, like, you had, you know, pulled me aside And, like, I have done this coaching thing for some time. Yeah. And every coaching call I've ever done has been recorded.

Ian: Right.

Steve: And you're like, Steve, like, we need to give this to our people, to the community, which I said, well, I mean, people paid me, like, tens of thousands of dollars for this. Yeah. Right? Like, well, we're offering people a path mastery. Right?

We gotta give them, like, everything. So we are going back and Mon poor Mon. Right? These are one of our amazingly talented people in The Philippines Yeah. Is going through and, like, taking every previous call and chopping it up and documenting it so that it's a resource where someone goes like, oh, I need to get better at leadership.

I need to get better at, time management. I need to get better at whatever. Right? Like, everything that we've ever talked about in the library is part of the path to mastery. Like, if these are things you need, it's available right here.

Ian: Exactly. Like, I mean, you think about you mentioned before peep not enough people are watching the replays, and part of that is because it just says March 13. Right? It's like 2019. Great.

What's involved in that?

Steve: But if

Ian: we can make it clear, like, hey. How do I get better at, managing my employees' time? And we can point to fifteen minutes where that exact topic is talked about. That is so valuable because you you've been doing this for quite some time, and it made pretty big impact on many businesses and many individuals in that time. And if we can use that as a resource in that path to mastery, it's like, why waste it?

Steve: Right. Yeah. Okay. The other thing you were talking about.

Ian: The other thing I'm talking about is, this is still in preliminary stages.

Steve: Mhmm.

Ian: But one of the things that I think is an opportunity to include, and I bring this up with some trepidation because different people have different hesitations around this idea, but I think there's really only three things, three activities, like, focuses that any salesperson could be having at any individual time. That's either just like the activity that they're doing on a daily and weekly basis. So what are they the calls they're making, the texts they're sending, the appointments they're going on, what are they actually doing, their income generating activity. The second thing is their skills, which is usually what most training is focused on, getting better at those things. If having a sales call is chopping wood, it's sharpening the ax

Steve: Mhmm.

Ian: To to use that example. And that is super valuable and what most of the time will be spent on. And the third thing is I've sort of dubbed fuel. And I do that because I don't wanna use the word motivation, and it's deeper than just discipline or deeper than just, like, their why or their purpose. It's realistically, like, their mindset to make sure they can either be doing as much activity as is humanly possible or putting enough energy towards sharpening their ax so that they can chop more wood.

Steve: Mhmm.

Ian: And because we we came from sales from different places is that I was naturally better at sales when I started. The harder thing for me getting going was doing enough activity. Mhmm. That was a thing for me. It's like, oh, man.

I gotta cold call these people. I have to call these people about insurance. Like, I don't wanna I've already had I already made 20 calls. Like, yeah, I got one sale. I could get more.

Mhmm.

Steve: And it's

Ian: just because I just I had a block. I just didn't wanna do the activity. And so if you can switch your mind like I've done, it took time for me, so I wanted to try and condense this into something that people in the community could go through into a course that would make sense for them to make sure that you're not drained by your work like I used to be, but you're in the state I am in right now, which is enthused by it, that you don't making that cold call, having the appointment doesn't tire you out that you wanna break from. It instead enthuses you. Instead, gives you energy so that you don't need to watch Netflix to re like, to unwind, that that's actually the distraction from what you wanna do.

If you could switch your mind like that so that you wanna do the work, how much money could you make?

Steve: Right.

Ian: So I'm trying to incorporate, for lack of a better term, like a mindset course Mhmm. Around at least how I was able to do that because I am living proof of that. You already had the resolve to do that. You just had to get better at sales.

Steve: Right.

Ian: I was naturally I got much better at sales over time, but I was one of the people who sort of was naturally, inclined to starting to do this. And that can be sometimes a challenge in getting those people to wanna do sales training, as you know,

Steve: because they're

Ian: like, well, I'm pretty I'm good at sales anyway even though their numbers don't align because they they didn't have to work at it. Or they didn't have to work at it to get okay. And so they're not doing the work to get amazing. So if I could simply just make sure I give them the tools to wanna do as much work as possible and then also include the part that got getting better at the same time, how many lives we would change from that, I think, is pretty profound. So that's a a course we'll be releasing pretty soon.

Steve: Yeah. So You spent countless weeks going back and forth with the homeowner only to lose a deal because the seller changed their mind, another wholesaler made an unreasonable offer, or what the seller needs from the sale, you just can't pay. Now imagine you've got the ultimate control on a property that you just locked up, meaning you're on title and every decision has to go through you, eliminating virtually every external threat. That's why the installment method was created. Through installment payments, you have full control of the property as your name is now on the installment payments, you have full control of the property as your name is now on the title.

Any decision the seller wants to make now has to be approved by you. No longer can they pull out equity, go with another buyer, or change their mind. Imagine combining the best creative finance with the flexibility of marketing the property on the MLS to collect the financing with the flexibility of marketing the property on the MLS to collect the most amount of revenue possible, all while having total control of the property. This is just a tip of the iceberg. The concept here is simple, but implementing is challenging.

So visit wholesale2024.com to learn more so that you'll never have another deal blow up. A, they're gonna get better at sales, and b, they're gonna be more, they're they're gonna want to do the activities

Ian: Yeah.

Steve: So that they can get the sales, so they can make the money to change their lives and achieve whatever purpose. Right? And we all have different internal drives. Whatever their internal drive is, we can help them accomplish that.

Ian: Yeah. People get stuck. Like, they get stuck, and you can get stuck in an improvement loop. So you might be getting better in theory, but if you're not increasing your activity at the same time, it means nothing. You just got a sharp ax, but you're only hitting two pieces of wood a day.

Right? So it's like making sure that they both aligned at the same time is a thing that's not talked about a lot. I think it's because either mindset stuff hits is, like, really corny and lame and not that and so broad. It's like, whatever. Mhmm.

I I wanna focus on actually sharpening my ax. Let me get better at this. Or, people are already so some people are already so glued to, like, wanting to do the work anyway that they don't need it. Yeah. I wanna make sure that for the people who do need it, they're it's there, and the people that don't even think they do could maybe make sure they can maybe ramp it up even more.

Because if you ever feel like your work tires you out, that's what this is for.

Steve: Yeah. The burnout component of your company.

Ian: Burnout. Yeah.

Steve: And and, you know, some of us will say, like, well, I'm not that kind of person, so it's harder for me. Like like, no. Like, let's figure out how to plug in whether it's your purpose or reframing the mindset or whatever to put yourself in a position where you're learning the skills and want to apply the skills.

Ian: You know who said something like that in the past? Me. Yeah. I don't say that anymore. Mhmm.

And that's trying to convey how I did that is the point of this.

Steve: Yeah. And another thing you're you're gonna be incorporating, at some point in your future is the call of fame, something that was suggested by Corey in our organization. Yeah. Right.

Ian: The goal of the call of fame is I mean, the whole point of the community anyway is when I was starting out and getting going in sales, it's we created what I wanted to have. Like, what anyone would wanna have getting started in sales. And so we're assembling a list of, like, best calls

Steve: Mhmm.

Ian: In terms of dealing with all these different aspects. So when I if you search online, like, best way to handle this objection, live call, not just role play call, which we do plenty of, but really see someone's live call, there's a limited amount of stuff available. And so if you join the community, you also get a library calls of seeing things that have actually worked in real circumstances that we're starting to implement. So we're gonna include that, like, call of fame around, like, here's how to deal with the spouse objection. So when you encounter that, you can search that up right then and there.

So you get more access to more resources around, like, your calls in the past to master even the other things you've done in the past, as well as, like, here's a real call where someone came over, overcame this exact objection or this exact challenge, and you can see it working.

Steve: Yeah. And I think the key here is that we're not gonna be uploading lay down calls.

Ian: No. There's no point in that. Yeah. Lay down. That and that's what I mean, you can understand why people upload that because it makes them look better.

Mhmm. Right? And so someone's choosing to upload a sales call, and they wanna pick one that makes them look good. So they pick people that, like, you look like a genius. Search like Dan Lok closing anyone, by the way, and you'll see exactly what I'm talking about.

Like, it's the same thing. You see it on YouTube. It's like someone just completely lays down for any like, well, I don't know. Is this worth it? And it's like, well, let me ask you a question.

The thing that every all sales trainers all say, let me ask you a question. If this was something you wanna do and it was amazing when you wanna do it, it's, like, so stupid. So these are gonna be real calls where people actually had real challenges and overcame them.

Steve: Yeah. Yeah. I look forward to it. I'm looking forward to maybe putting a couple of my calls inside the call of fame. Yeah.

Yeah. So if someone wants to take advantage of that, you know, be kinda like, you know, Isaiah or Ben or Jonathan and so on, how can they join the the sales community?

Ian: Salesdisruptors.com is the link right now.

Steve: Yep. So yeah. Salesdisruptors.com. Anything you wanna share that we haven't talked about yet?

Ian: I would love to talk about making sure that I mean, one of the things I try and touch on in the the closed more sales community is this aspect of under or sorry. The closed more sales podcast. I try and touch on this idea. I talked about the start of this here is that sales is even though you can get paid Beverly Hills surgeon money for just having conversations all day, it, to me, is the most incredible vehicle for self improvement and self development. So if anyone likes any aspect of getting better Mhmm.

Of trying to improve, whether it's at your business, at your marriage, at being a parent, any aspect of getting better and you like that sensation, I think sales is the perfect representation of that vehicle because of how directly getting better is measurable, because your money goes up at the same time. And I just to to me, there's this terrible rap that salespeople have because of probably bad salespeople and it's probably bad sales training

Steve: Mhmm.

Ian: Because of it. That it they're pushy. They're forceful. They get you to buy something you don't want.

Steve: Mhmm.

Ian: To me, sales is a noble profession. This it to me, it's as it's as noble as the idea of a great doctor. Someone comes in, they have a problem, and they can get prescribed the exact prescription that they need so that they can fix that problem. That is what the best salespeople do

Steve: Mhmm.

Ian: And they get paid like doctors for it.

Steve: And so

Ian: I wanted I'm here on real estate disruptors to change the narrative around sales. It is not a dirty word. Gen z hates that word. They hate sales, the idea of being a professional salesperson. I love sales.

I am a paid consultant to help people. That's all I have to think about. Like, I get to choose to utilize this vehicle to get better, and I help you as we go through that.

Steve: Absolutely. Right? Like, sales is noble in all aspects except for cars.

Ian: Yeah. Car car sales guys are are got a bad rep.

Steve: Right? Except there there's this guy out there. Was it Flip with what is that guy?

Ian: Flip with Rick, I think, is his name.

Steve: Or Russ or something like that.

Ian: Flip with Russ, is it? Okay. Flip with Russ. Okay. Yeah.

Steve: Love that guy. Right?

Ian: He's funny.

Steve: Yeah. He's hysterical. But beyond that, right, like, there's a reason why certain or certain segments, have a bad rep. It's because in real estate, if I convince you to work with me, you have thirty days to wrap this up. Right.

With a car, like, once you drive it off the lot, it's your car. Like, there's no, like, take backs. Right. So, yeah. Like, it is a truly noble profession, and I'm I'm just joking about the car guys.

Right? It's just that that specific niche does have a bad rap because there's more noticeable bad actors there, but there are a lot of good guys. It's because

Ian: pushy tactics work better there. Because if you drive off the lot with it, you felt pushed off.

Steve: So what

Ian: am I gonna turn around and get all my money? But we know that's that can happen.

Steve: Yeah.

Ian: But with real estate, with people putting high ticket sales on a credit card, all these things can just be canceled.

Steve: Mhmm. Right? Right.

Ian: And so I need to make sure it's actually for you. I didn't just force you through sheer hard handshake and force of will that you

Steve: Stare down. Left with

Ian: a a stare down. Like, here's the here's the pen. What do you wanna do, mister prospect? Like, that's garbage. That's not real sales stuff.

Alright? So we're we're not talking about those people. Those people suck.

Steve: Yeah. Outside of those guys, noble profession. Alright. Thank you. Thank you guys for watching, and we'll see you guys next time.

Steve train. Jump on the Steve train. We real estate disrupt us.