We are launching our Sales Community

Steve Trang: Everybody. Thank you for joining us for today's very special episode of Real Estate Disruptors. Today, we got a very unique episode. As you can see, looking at the background, things are a little bit different today. And the reason why is is that today, we are taking a big step.

As you know, I'm on a mission to create a 100 millionaires, and one of the best ways to become millionaire is through sales. And so that big step that we're talking about is that we are launching our very own sales community. So why are we launching a sales community? Well, we know from experience that it's one thing to learn from a person in front of you, to read it from a book, to take a course, all great ways to learn. I've learned that way myself, but the best way to learn is from your peers, from your network, from your community.

And so, we're gonna be talking about that today, and you wanna listen all the way to the very end if you want founder status. Now I'm not doing this on my own. I'm actually doing this with someone I look up to a lot, and that person is Ian Ross. So if you don't know Ian, he has had a lot of experience in insurance sales and a lot of experience in solar sales. A top performing rep for multiple years multiple years and probably, no, definitely the biggest sales nerd I know out there.

Right? So the reason why we have Ian involved in this is because I don't know anyone who has done it just as well or done it, as well as he has and also has the ability to teach what he knows. So without further ado, let's get Ian up here. Alright. So, again, this is a live show, so please ask, your questions.

Fire away. So we're gonna talk real quick about the community, but but before we do that, Ian, you wanna introduce yourself?

Ian Ross: Hey, Steve. Can you hear me alright?

Steve: Hear you great.

Ian: Awesome. Well, first off, this is awesome. Fantastic to to actually be on the Real Estate Disruptors podcast. It's a fan of it for a long time, so it's a cool thing to, actually be here and, be having this conversation. Fundamentally, I would say I couldn't be more excited for today and what we're doing.

Like, this is a big step forward, I think, in terms of, thinking about, like you said, other ways to create more millionaires. Mhmm. Real estate is an amazing vehicle to get people from point a to point b in terms of financial freedom, in terms of getting everything they want out of their life financially. Another aspect of that is selling, is sales, is having the persuasion techniques and abilities that allow you to have the best possible conversations with people.

Steve: Yeah. Absolutely. That's

Ian: a big push forward. Yeah.

Steve: Yeah. I mean, the best way to create wealth, wealth is real estate. I don't think there's a better vehicle to creating wealth. To acquire that real estate is running a real estate business. A lot of people choose to go that route.

In every business, I don't care what industry you're in, is ultimately a sales and marketing business. Marketing, that's pretty simple as copy and pasting. Right? A lot of people, when they first get into the business, where do I find deals, what list, what source, what dialer, all these other questions. Right?

But that's actually not the hard part. Right? Everyone else is marketing fairly effectively. It's the sales part that really separates, you from your competition. And so sales, again, is something we're really doubling down on.

So the community, right, the purpose of the community is to create a platform for sales professionals and persuasion focused entrepreneurs. So you wanna talk a little bit about the community, Ian?

Ian: Yeah. So this is a a big thing, I mean, in terms of what we're doing. We're we're gonna be launching today, the sales disruptors community. And what we'll be setting up here is a collection of like minded individuals who are much like yourself and I entirely focused on growth and improving their abilities and their skills as a salesperson. Now or if you're a business owner, the your persuasion skills skills, your ability to present, to, talk about yourself, your product, your services, whatever it is you're doing to have a conversation with someone to be able to get them excited or get them to want to spend money in some capacity.

Yep. And we're setting up a situation where people can learn from each other and learn in a organized, supportive way to grow together.

Steve: Yeah. And, you know, again, I mentioned in the very beginning. Right? Like, there's the trainings, there's the courses, there's books and this and that. There are a lot there's a lot of material out there.

Right? There's no shortage of material out there. But even with all that material out there, for the longest time, I always thought it required an it factor. Like, oh, he's got the gift of gab, or he just has it. Right?

Or she's just super charismatic, and so she's a natural salesperson. What I ultimately learned down the road was that's just that person's an extrovert. Like, that's what it really meant. Right? And you see this often.

People's like, oh, you know, you're a talker. You should get into sales. What we know about sales now is, like, that's actually an inaccurate assessment, but I didn't learn how to do sales the right way until I found two things. I found a trainer and my own little community. Right?

I used to go to an office up in Scottsdale, and I would meet with my trainer as well as everyone in that room. And it was us learning the principles and concepts from the instructor, which is super important for the foundation of what we were learning, but it was us actively troubleshooting each other's challenges. Hey. I went on this appointment. Here's what they said.

Right? Hey. How do I overcome this objection? And then there was role playing and this and that. And that was what really hammered in the the principles and the tools, the ability to recall.

Because if you look at sales, another way to potentially look at sales is like you're learning a whole different language. Right? Like, you know, I took Spanish in high school, I think, like everyone else. Right? I can't possibly have a conversation with a person, right, that starts speaking Spanish to me in a market here.

But they'll say some things like, oh, I know what that is. I know that what that word means. And with sales, if you don't work on it actively and have someone to work with other peers in your community, your ability to recall it when you need it won't be there because you haven't been able to exercise that muscle with your peers.

Ian: Absolutely. Yeah. I would say that, it's having those types of conversations, having conversations where money you make as a professional is on the line fundamentally. Like, that's a a a big key in terms of what it is that makes a salesperson versus someone that isn't. It's someone who their conversations with customers, prospects, however that their setup is for their their conversations, that they will be rewarded financially if those conversations go well.

Yep. That's like a big fundamental principle there, and I would say that having the understanding of of how to have those conversations with other people who are similar, who are also having the same types of, interactions and where their money is on the line and and how much they improve at their own conversations is is is absolutely fundamental.

Steve: Yeah. And if you are in sales, there's no there's not a lot of bet a lot of industries are better in sales and to make a lot of active income. Right? Like, you can't necessarily make, you know, NFL starter money, but you could reasonably make NFL kicker money. Right?

It's not outside the realm of possibility to make what an NFL kicker makes, and you can make significantly more than what a physician makes if you're if you're skilled in sales.

Ian: Yeah. I would say that in in terms of, thinking about the income, you can probably make more than anyone else you know in your life just by being a sales professional for some other company. Not even not having your own business, not having a real estate portfolio. Fundamentally, you could probably make more than anyone else you know if you were just really good at selling one thing to someone else. Right?

It's absolutely true.

Steve: And that's, again, what what what I was saying during the introduction. Right? Like, we've been talking about how to we wanna create a 100 millionaires, and a lot of it was how to build a real estate business. Again, I believe, fundamentally, every business comes down to sales and marketing business. And so that we're you guys have known you know, if you guys have been listening, you know that we are we are in, we we are one of the names, the brands in real estate sales training.

But the sales community is for the general sales training. So if you've been watching our, comments or our our what we're posting on Facebook, on Instagram, and our on our emails, like, we're saying we're launching something big. We're launching a general sales community. This is what we're talking about. So it doesn't matter what industry you're in.

Right? Like, you know, for me, I've got a lot of experience on the realtor side. I got a lot of experience on the house buying side. And, you know, some of you guys know my story. I got a lot on the cold calling side as well.

Right? I used to work at call centers, one of my first jobs. But, Ian, what what industries again are you bringing to the table here?

Ian: Yeah. So I've, had success in selling life insurance, and those were done virtually. Those those consultations, they were done over Zoom. It was a pandemic era life insurance selling, in New York state, which is a tough commission only gig if you can get it. But, especially selling mostly to union members, which is the majority of my conversation.

So getting a, Teamster truck driver to sit down and, interrupting his, dinner and and, getting him to think what it would be like for his family if he didn't come home tomorrow is a tough conversation to have. But if you can cut your teeth on that, you can do pretty well. And then from there, I went on to selling, residential solar. So that was going into homes, not too far off, going into someone's home to acquire their property in terms of wholesaling and, having the conversation about what it would look like if they had solar panels on their home, how would that function for their bill in terms of locking their rate, figuring that out. But, fundamentally, a excitement sale on saving money, and then potentially helping the environment depending on, on a how I wanted to position it based on the, what the homeowner said was important to them.

Steve: Depending on their disposition. What their what what was what was the outcome they were seeking? Why did they reach out to you and selling to that need?

Ian: Yeah. Exactly. So there's a it it's funny because you you hit this sort of, like, this wall at a certain point when you start to have certain aspects of getting good at sales conversations, which is that you go from understanding that it's like, you're first told, like, this is how we pitch this product when you're working at a company. This is how we talk about x, especially if we're talking to this type of person. And that is all well and good, and you can also, just doing that process, add enough volume, still make more money than everyone else you know in your life.

Mhmm. That's what's so incredible about sales. But once you start actually getting into the weeds and understanding that my conversation should be adjusted to the person I'm talking to and that what matters to them is not what matters on this slide deck, not what matters that I've been told I should always emphasize. It actually is about their circumstance. You have that consultative approach.

Yeah. It changes everything, and your job gets way easier. Because it's much less like projecting outwards. Here's everything we can do for you. Here's everything that that our product or service provides, and it starts becoming what's important to you.

How can we solve the problems you're going through? Here, I happen to have a perfect solution for whatever it is you're going through.

Steve: Yeah. And I think you look at you look at the evolution, right, of sales. So I think if you look to the the the industry, there's a chart, right, out there, right, of, like, trusted industries. And at top is always a nurse. Right?

Nurses, hands down trusted. There's no one more trusted than a nurse. We're always competing on the bottom in sales. Right? And, like, we're always doing better than the attorneys, right, and the politicians.

But, like, we're in that conversation. Right? So we wanna Yeah. We wanna change this culture. Right?

We wanna move away from the, you know, the Grant Cardone pushy sales, personality, the, you know, some you someone has my money. I gotta go get it. Press hard. There's four copies. Right?

Like, we gotta move away from that. And then you get into, like, these big corporations. You got Xerox, IBM, and these major companies that have their their training, which it works for them. Like you said, even if you do it wrong, you do it the corporate way, it still works. You can still get paid very, very well.

But what's the corporate way? Features and benefits. Right? Ian, let me tell you about this copy machine. Right?

It's got it can make this many copies per minute. It can, it doesn't matter what size. It could do black, white, color. You can change it midstream. You can have logins, this and that.

Like, there's all these features and benefits. And so we learned, right, about the effective way to sell, which we're gonna teach a lot of spend a lot of time going through this inside the community. But if you look at, like, the best example I could think of is like a drill. Right? If you go into a Home Depot and you buy a drill, right, there's a few different ways that people will sell you the drill.

First guy is features and benefits. Doesn't ask you a single question. Not a single question. Alright, Ian. Thanks for coming in.

You wanna buy a drill? Let me let me show you this drill. Right? It's cordless. It's this many horsepower.

It's this many hours between charges. Right? It it it can do, wood screws. It could you could do, you can drill on the concrete, like, all these features and benefits. Right?

And you got the second guy, the more seasoned guy. And the seasoned guy says, hey. What are you looking for in a drill? Right? What are you trying to do?

Why I need to drill a hole about this big. Right? Oh, perfect. I got the drill for you. He listened.

He asked questions, and he picked a drill based off how you answer those questions, technically. And then you got the best guy who's not gonna stay at Home Depot for much longer because how good he is. He's like, Ian, why are you buying a drill? Well, I'm building a tree house for my family. Oh, okay.

You know, I know that I've got six more summers with my family, and we wanna create memories. And we're gonna be reading books under the starlight. Right? All these things. Alright.

Perfect. I got the drill for you to build a treehouse so that you can create memories for your family. Right? That's the third level. That's the kind of stuff that Ian and I are gonna be talking about, how to effectively sell to people what they actually want.

Ian: Yeah. That and that that's such a good example because the guy who sells the features and benefits of the drill at Home Depot, sometimes that person still wants to buy a drill and is gonna buy it anyway. Yeah. And then they can give themselves the talk of, like, I did such a good job talking about that drill. That guy got that, and he bought it, and it's exactly what he wanted.

It's like, yeah. But you just you just sort of locked your way into that. You went about it the the not the optimal way to give you the best

Steve: possible solution.

Ian: You're an order taker. And the big switch, the big change comes from when the conversation is, oh, you wanna have you know, why are you getting this drill? Like, what do you want out of it? Oh, it's for my family. That sounds like it's gonna be really important to you that it will have deliver consistent results every single time no matter what so that your family's safe because they're gonna be elevated in a tree.

So that's right. Well, tell me more about this treehouse. Tell me more about what you wanna do with your family. Tell me more about this, how many summers you have left and how important this is.

Steve: Yeah.

Ian: At the end of that process, this is the perfect drill for you. And not only will that person probably buy the drill, but the reality of the time when we're going through a process like this, we're selling a more expensive product than a drill at Home Depot. And that usually requires, usually means fundamentally they're gonna be having more competition than this drill or that drill are not buying. You're having actually other salespeople pitching different drills next to you. Right?

You're actually competing with other salespeople. In that instance, the person will always, like, almost without fail, go with the person who figured out the reason why and how this is important to them and and that being relevant than the person who's doing the baseline, the stroking drill through concrete. Yeah. That every single time. And that's, like, a big thing I'm gonna be pushing in the community.

Steve: Yeah. Right. And this guy's gonna be sold on you. And on top of that, you think, hey. Not only do you wanna buy this drill, but I think if you're gonna build a treehouse, let me show you the wood I would pick to build a tree house.

Let me show you what else you might be wanting to look at. They're gonna wanna buy whatever you prescribe because you understand them better than anybody else. And, again, I wanna highlight here. We're talking about the sales process that we're gonna be getting here giving you here, but it's not about us. Right?

It's about the community. So we're gonna be super committed to ensuring that everyone in our community is gonna be learning, on sales. And so we're gonna do that through a few different, a few different ways. Right? Again, there's the there's the training.

There's the material that we're gonna give in here, but there's also gonna be regular, calls by Ian. Right? Talking about, like, hey. What are you running into right now? What are some issues that are preventing you from getting sales?

Right? So we're gonna be doing two, two group calls a week, and we're really gonna push hard to promote and highlight the members within our community that have the go giver mindset. So, anything else you wanna, hit hit on that, Ian?

Ian: Yeah. So I wanna make sure we're we're getting I mean, having at least two group calls per week, every single week, and we'll be going over aspects of, like, what are the converse what are the struggles you dealt with this past week, what's coming up next week, figuring out to actually make sure that if if you're a sales professional, whether it's in real estate, you're selling to, you know, a big company, you're selling to Amazon, or you're selling a watch to Jeff Bezos, whatever that situation is that your circumstances and what is unique to you is brought up and dealt with in that community. And we can deal with the challenges and situations that you were going through, and you will have me as a sales trainer and the other community members who are also in similar industries or in similar situations and having similar conversations, talk you through how they might deal with it and give you their perspective. We're gonna be setting up people to be able to, connect to other like minded people to be able to grow together, to ultimately, like, get to that next level by collaborating.

Steve: Yeah. And I think that's such a key part key part there. He just said collaborating. Like, you guys know I'm friends at Pace Morby and friends at Chris Jefferson. Why am I bringing their names up?

They've both built they've both built amazing, amazing communities. Right? Watching PACE build a substitute community in the last few years is an incredible sight to behold. It's, I don't I can't name a person that's done it better. Chris Jefferson, what he's done in the last year and a half with the charge up community.

Right? It's amazing to watch this community grow as well. We intend to do the same thing for salespeople. Right? So we're looking to see not only for for members to join and get better at sales.

That's great, but that's just one part. What we love to see is when you have success, it's this pay for mentality where we're impacting the community. Right? So we would love to see at some point, sooner rather than rather than later, a solar community within the sales community. Right?

We already have those channels available. So a solar community, an insurance community, a car sales, realtor, house buyers, whatever whatever industry. We wanna see that, there and watch that grow and do everything we can, Ian and myself, to support and facilitate that growth within it. So the the other thing too, you know, when you guys sign up, we didn't just like, hey. Let's do this.

And then, like, let's see what happens. My team has been working really hard behind the scenes to ensure a smooth rollout. Right? And so what they've done is we already have every course I've ever created and sold is already inside the community. So our sales master class, which we've sold for $5,000, all my live events, which we charge anywhere from 3 to $5,000 are already inside the community.

Right? It's already there. So our sales master class, if you already if you haven't if you've been on the fence this whole time, if you sign up today, you get access to that right now. Right? So if you struggle in sales in any way, you're you're gonna have all that material.

But it's not just me. Again, Ian is someone that we brought in because he is a master in sales as well. So, Ian, what what are the courses that you already have in there, and what are the courses that are on the road map for the immediate future?

Ian: Yeah. So right now, we're the first thing we're we're pushing forward is, to make sure everyone's on the the same page is building out, a sales process fundamentals. So it's like that five essential building blocks of what makes a good sales process in terms of, like, starting at, you know, the initial prospecting and outreach, discovery questions, the consultation slash presentation, depending on how your your industry, talks about, the product that you're selling, handling those objections, and then finally, you know, making the, asking for the sale is the one way to think about it, but actually closing the deal and then the sort of post sale referral process and and and building that out. That's the first thing that we're we're making sure everyone's on the same page that we've got, like, a a baseline understanding of what a good sales process looks like because people gonna come from all different backgrounds in this community and different experiences, so in different products and different price points, I wanna make sure that we have a a baseline understanding of where everyone is coming from. We're also gonna include we've got upcoming stuff on, like, the fundamental mindset of a top performing sales rep, cold call techniques, whether you're setting an appointment, whether you're dealing you're in an industry where you're having to do one call closes, like something with insurance.

We'll have things on discovery questions entirely focused on specific industries. Like, how should those questions really work depending on what industry you're working within, how to mirror back, the information you're getting, labeling, how to get hired for your dream sales job. There's a bunch of stuff coming up that we're all gonna, have included and and be released there.

Steve: Yeah. And then, the last one I didn't see here, objection handling. Right? Like, that is, like, the keyword. Right?

If there's one keyword you wanna target, if you're looking to hire, or not hire, if you wanna sell sales education. Right? Because we've done the research years ago. Right? Objection handling is number one.

How do I overcome this objection? Not only are we gonna have the the course in there, right, the creating the right framework for overcoming objections, But we're gonna have regular calls where Ian can support you guys on how to overcome those objections. And then, again, you know, like, talking about all the different products I've I've created and sold throughout the years, there's over $10,000 of value there. Everything that Ian's adding right now and for all that, it's only $97 a month. It's kinda ridiculous what we're charging.

The feedback I keep getting when I've told a handful of people I trust is you're stupid or charging so little for it. I was like, well, you know, this is the vision. And hey. Look. If we're selling thousands of these after a month, we will revisit the price conversation.

But until then, our our targeted audience is a person that works in sales, but is probably not self employed. Right? If you're working as an insurance rep, if you're going and selling solar, you're not self employed. You're fairly independent. Salespeople are fairly independent, but you're not self employed.

And what we found is that people that are not self employed are less likely to invest in themselves. And so we would put it at a price point where it'd be obscene to not sign

Ian: up. Yeah. We wanted to pick a a a price where it's like, wait. Am I missing a number? Like, it's 97?

It's not 997? No. It's 97. Yeah. It's we want we want to provide so much value and to provide so much support for this community that you would be silly to not visit the site and actually see what's gonna be available and then join and actually start getting reaping the benefits and and building that community and that network.

Steve: Yeah. Not just that you'd be willing to sign it right away, but you'd be excited to tell your friends and family about it. So, we've talked about, you know, what's gonna be on there. We haven't talked about your your selling framework, Vivid.

Ian: Yeah. So the the Vivid selling is a a a framework that's it's just a way to think about framing a consultative sales process. So, VI VID, is is vivid, and it's it's pretty simple to think about in terms of it's people are gonna be familiar with the the general idea of making the conversation about the prospect if that's, you got an experience with consultant or selling. So the first thing the first v, we're gonna be figuring out the vision from where the customer wants to go. What is their goal?

What are their desire? What are they trying to get done? What are the problems that they have, and where do they wanna go? The first I is identifying the gap, the space, the challenges that are in between where they are right now and the vision for where they see their business, where they see their career, whatever they wanna have happen. What's the gap between that that those, two outcomes?

And then, the middle v, right smack in the middle, is a big thing I believe in, which is that we validate what they go through through the entire process. So this is a big differentiating thing, I think, between some of those, other, sort of old style, sales guru stuff you'll see. Sometimes you see clips on YouTube and stuff, which is the idea of, like, always agree with everything the prospect says, which is the most ridiculous thing I've ever heard. If someone says, like, I love this Mercedes, you go, I agree with you. It's amazing.

If someone says, I hate this Mercedes, you say, I agree with you. It's terrible. I mean, it's it's it's it's silly. Right? As if you're trying to sell them a Mercedes.

But we validate that sentimentally. We validate their opinions, their hesitations, their objections as a fundamental that's like the the peanut butter in the middle of the sandwich going through throughout this process. It's the it's the main thing going through it. The second I is we figure out the impact of not making the changes they could, AKA not buying the product or service. And finally, that's what we do to guide them to figure out what they would like to decide to do.

It is their decision. And they never feel pressured. People never feel like I got forced to buy this, and now I've got sales remorse or buyer's remorse rather, and then I'm gonna I'm gonna back up. Like, if you do the vivid selling process appropriately, your cancellation rate should only be equal to the person's financial problems. It's not a matter of, like, oh, I felt queasy.

I shouldn't have done that. We wanna eliminate that idea. Go through the framework appropriately and actually consult with your prospect before you actually get them to commit to buy or real estate sell their house. They don't want to back out because it was their decision.

Steve: Right. It's that difference of the consultative selling, which we kinda talked about with the drill. Right? The one that asked them why they're buying a drill versus what do you need the drill to do. Yeah.

Ian: That guy's not taking the drill back to Home Depot after he builds that house. House. He's not like, don't do the drill. I'm gonna take it back now. I got a thirty day policy.

That's not gonna come up. This is exactly what he needed to create those memories with his family.

Steve: And the other thing too, we're gonna be facilitating role playing. So how's that gonna work?

Ian: Yeah. So that's a big thing, because I I've been on a bunch of different sales teams in a bunch of different industries now, and I can tell you that the teams that role play, who actually talk through the types of conversations you're gonna have, that when they come up with a tough part of the conversation, when when they wanna handle certain types of objections, they drill through it. They go through that experience, and and work on it together. So there will be, set up to have role play conversations based on, like, what's the conversation you had earlier this week that didn't go the way you want? And we'll be role playing with me on the call.

We'll set it up so that other community members will role play with other people. So every single salesperson I've ever met fundamentally loves role playing with another good salesperson because it is such hyper accelerated growth to be able to do that. So we're gonna be setting up lots of ways to facilitate the community role playing together, role playing with me, with other people watching, giving their feedback, getting guidance, making sure that whatever is unique to your circumstance is being brought up and being dealt with.

Steve: I wanna make sure we say that correctly because I might have misheard you, so I just wanna say it again. Good salespeople want to role play with other good salespeople. Not all salespeople. I know plenty of salespeople that don't wanna role play.

Ian: Yeah.

Steve: And those are not the good role salespeople. Right?

Ian: No.

Steve: Great salespeople wanna role play with other great salespeople. I mean, you see this. We use so many analogies between business and sport. You guys watch part of the disruption. You guys see us do that a lot.

Well, it's the same thing with sales and athletes. Right? You don't just show up on game day and just nail a 10 yard slant. Right? You don't just show up on game day and just crush a homer or, you know, you're you're you're shooting, you know, Devin Booker type numbers.

Right? Like, that doesn't just happen. You've gotta put in the reps. You've gotta put in the work, and that's what's required, to to to excel in in your business, and that's what we're talking about here with, role playing within the community. And the other thing too is feedback.

Again, like, the biggest win and by the way, when I was doing my own sales training, I wasn't paying $97 a month. I was paying my coach thousands of dollars a year, right, to be in his presence. Right? So we're talking quite a bit cheaper. But the best way to grow on top of the role playing was the feedback.

Him listening to what I'm doing or here's what we said on the appointment. And it was always like, we didn't say it like that. It's like, yeah. We did. He's like, I'm sorry.

Right? Like, we're not gonna be that harsh, but, you know, feedback. We just did a call today. Right? Earlier today, we had Andre, on our on our call, and, you know, he knew the words.

Right? He's working on his craft. He knew the words, and we really helped him out on the role play with the tone. Right? Hey.

The words you said were great. The way you said it inserted uncertainty and doubt into the conversation, and that's the reason why this conversation went down, off the rails and why the objection you're getting are more difficult. You got difficult objections because of the way you said what you said, and the what you said was totally fine. One of my great, things I heard from Chris Voss was, you can rescue bad words with good tonality, but you cannot rescue bad tonality with good words. And that is, like, the perfect display there, and that's what we get to, do, inside this community.

Ian: Yeah. Absolutely. I wanna come back to that that idea of the salesperson as an athlete is a great example because people like to think when you see, like, for instance, some crazy, paycheck for that for that athlete, let's say, like, a Devin Booker or something. Mhmm. And someone thinks, like, I can't believe he's getting paid this much.

He's only working this many minutes a night. Right? Like, there's a how many minutes he plays off the bench. That's how much he gets paid. If I got that's this much per hour.

Mhmm. No. No. No. They're they're not paying for the performance when they're on or they're not only paid that well for simply how well they perform on the court.

Or at least not just paid for that court time. They're paid for all of the aspects that go into getting them that great that they can perform in court time. So a lot of those guys, they have, like, separate shooting coaches. Like, they've got coaches that help them with their conditioning, strength coaches. They invest in themselves, and they are rewarded handsomely for being the type of, all star athlete who has a team around them to grow up their skills so that when it is game day, when it's playoff time, when it is actually time to have the sales consultation, the conversation with someone who's gonna wanna potentially buy your product.

You've put the work in, and then now it's easy mode. You've done all the hard work and preparation beforehand. That's what you were paid so well for. That's why you get paid so well in sales. It's not necessarily simply how what you get paid per hour.

Because what I I remember doing the talking to a manager I have when I was finally doing well at solar and him telling me, you're making this much per hour. But he was just he was acting as if I was only I mean, I know what he was trying to do. He was trying to make me feel good about how I was getting paid Mhmm. Acting like I was only working the time I was doing the consultation. It's like, no.

This is a this is a, like, a lifestyle. It took me, you know, half an hour or sometimes an hour and a half to drive to this house to begin with, let alone the fact that I was, like, role playing with myself in the car. I was doing the work. Worth taking that principle of investing in yourself and having a community around you that wants to grow together. And we're putting that in the package to make sure that we are gonna beef up your 100 millionaire numbers, Steve, with people who are in this community and get their skills levels up and get their abilities up and network.

Yeah. It's gonna be huge.

Steve: I'm excited we're gonna destroy that 100. We're gonna do we're gonna do way more than a 100. Yeah. I mean, for me, I hope we do at least a thousand alone with within just a community. We had, Dean Rogers on the podcast, right, on real estate disruptors, a few months back.

And one of the things he said, right, he played, for the, San Diego chargers. And he said game day was significantly easier than practice. Right? Just think about that. Right?

To play during game day at full speed, high contact. Right? Because he played tight end and fullback. There's nothing but contact in those positions. Right?

He felt game day was easier than practice. And so we're talking about creating an environment within the community so that you guys can actually practice your craft before you get out there into the field. So, something else we're gonna be doing is, you know, we're we're gonna be doing all the calls inside the the Discord. Right? It's gonna be localized within the community.

We're not we're gonna be providing, training that's not gonna be available outside the community. Right? So you want this extra training to be inside the community. And then, you know, there's also gonna be some exciting income opportunities inside the community as well. But, you know, that one, you just have to join us to find out what that is.

And then what we're also doing is, for the first thirty days or first a hundred, we're gonna cap it. We can't give this away to everybody. We're gonna be offering founder status. Right? So for the first five hundred or the first thirty days, we're gonna be offering founder status.

And should you sign up as one of our founders, you're gonna get a thousand dollars off to any of our live events as well as 500 off any one on one coaching calls with Ian specifically. So, again, first thirty days or first five hundred, we have to cap it. We can't offer this forever. Right? So, just something that we wanted to add to, add there.

Anything you wanna add to that, Ian?

Ian: Yeah. Yeah. If you've ever even considered if you've ever watched real estate disruptors and considered what would it look like to actually invest in myself and not just be, you know, get education and or entertainment from this podcast, which, again, I'm a big believer in the line of sale of time. Like, the informational podcast can help you become a millionaire alone. That is a 100% true.

If you wanna get there quicker, you do it by investing in yourself. You've ever considered anything that would ever involve even cracking open your wallet, just a tiny little bit to invest in yourself in terms of getting better with having conversations with people when revenue is on the line. Just the discounts alone make this an absolute no brainer for founder status.

Steve: Yep. So and, again, our mission, we're gonna create our intent is to create leader leaders within the group. Doesn't matter what industry you're in, and we wanna change the culture of sales. We talked about in the very beginning. There is a reason why everyone hates going to car dealerships.

There is a reason for that, and we want to disrupt sales. We're calling it sales disruptors for a very specific reason. We want to change the way sales is done. This bullying somebody, pushing them hard, the hard close, I just don't think that's the right way to do it. I think if you fully understand the other person's position, have their best interest at heart, and you have the ability to help them, then at that point, you have qualified and and earned the right to do business with them.

Anything you wanna add to that before we go into the questions?

Ian: Yeah. Not only that. I would say it's actually the path to making more money. You're you are capping yourself at thinking you have to persuade. So I call it, like, you know, this is good for salespeople and persuasion focused entrepreneurs.

But, fundamentally, persuasion is kind of a a confusing word because it sounds like I'm going to persuade you to do something. It's really just an all encompassing phrase for our approach, which is that this was your idea. I consulted you on the process, and that is absolutely a way to make more money. When I change the ideas behind, like, how should I be running this process? What should this actually look like?

That's when suddenly I was like, oh, a a 5 figure check. I didn't I never thought I would see that coming coming from what I was doing beforehand. And then suddenly, like, things start steamrolling, and it's it's unbelievable what happens when you actually make it about consulting with the prospect to make it their decision rather than forcing something down their throats. You will make so much more money as a sales professional.

Steve: Absolutely. So we're gonna go to the questions, in a moment. So, just real quick. If you guys find value, you guys want to join Ian, and join us on this, go to salesdisruptors.com. That's disruptors with an o.

The salesdisruptors.com for $97 a month. Oh, and real quick, for the first 10 people that do sign up and leave a five star review on WAP, I know it sounds ridiculous, w h o p. For the first 10 people that leave a five star review, I will do a one on one call with you about your business. Right? So I think that's a no brainer, but, you know, you guys decide what you guys wanna do.

I'll just go to a quick video, I believe, and then we'll do the q and a. Okay. So looking, right here on Instagram, we got, j l seven. I hope I'm not butchering your name. Every time I listen to Steve, I get something I end up using in my everyday approach, Greece from New York City.

That's awesome. I appreciate. You know, there's two things I appreciate. A, that you're listening, and b, that you're giving feedback. Right?

I always enjoy hearing the success from people that we're impacting. You know? We started this. I cannot believe it. It's five years ago.

Right? Like, May 1 was officially five years. Having done this for five years, it never gets tiring hearing from people. It's like, hey. I got success learning from your show.

Right? Just listening to it, taking one nugget, executing it. My favorite thing by far. So Ideal Consulting, how do I sign up, and is it virtual? Yes.

It is virtual. And you just go to salesdisruptors.com. Right? Salesdisruptors.com. You go there, and there should be a link, for you to sign up.

Are there coaching class during the week or modules? Both. There are both. Right? We have the trainings.

We already have uploaded there. I think the team was saying over thirty hours of stuff I've produced over the years, which is kinda mind boggling, stuff we created out there. But between everything I've ever recorded, which is our our sales master class, right, we've charged 5,000 for it. Our disruptors our dispositions training, that's 500 we charge for. Our lead gen, product, we charge 500 for that.

And then there was, data handling and, and then, there's something else there. Right? But we charge a thousand for like, we've had so many events that we've held during the years and products we've created. It's already in there right now. It's it's kinda crazy to me.

So, we've got the courses and then the regular trainings. Ian is committed to doing two a week. And if we get to 300, we'll do three. If we We get to 400 people in there, we'll do four. If we get to 500 people in there, Ian's committed to doing at least five calls a week.

And those are the ones we're committed to, not to mention any bonus ones we'll do in the future. So, yes, you get the answer to your question is modules and, training.

Ian: Yeah. And, also, I will be, like we'll be in the Discord. It's not just, like, I just hop on once a week. I will be in the Discord actually answering questions in the chat, like, talking through stuff as if you were, like, texting me or Steve in the middle of the night. I will be on the Discord to answer the question as they're coming up with anyway.

In terms of just the actual going through the live calls, though, yeah, you could be it could be up to five a week depending on, the setup and and how fast this takes up.

Steve: Another reason why we like Ian. He's insane, and he's obsessed. Alright? So if you ask questions in there, at least for the foreseeable future, right, because he just has a newborn. He's been up at all random hours of the day.

You post in there, he will he will, respond. But, look, these are great qualities. And the reason why, if you look at our real estate disruptors, you look everyone that's been successful, they're obsessed. Right? The things they have in common, obsessed, grit, you could not keep them down.

You could not knock them over, and they pay for coaching. Like, if you look at the three people the three characteristics of every single person that's been a real estate disruptors. Right? Grit, obsessed, and coached. So, you know, food, some some things to think about.

How often the calls and what day. So right now, it's two calls a week. Don't hold us to this. Right now, we're looking at Tuesdays and Fridays, but absolutely two calls a week. Anything you wanna add to that, Ian?

Ian: Yeah. So the what would change in terms of those dates would be if we're finding out that the majority of community members for some reason are busy on Friday or something like that. Right? That that would be the only reason that would change it, but two a week.

Steve: Yeah. And then, you know, when we're talking about eventually getting the five, here are the things we wanna talk about. Right? How to implement the sales process, which it sounds crazy, but we've reverse engineered sales. Right?

So how to actually implement the process. Are we talking about, mindset? Are we talking about overcoming objections? Are we talking about role playing? Are we talking about, scenario specific situations?

Right? Here's a situation I get I bump into on a regular basis. And look. I would venture to guess. I've had the great fortune

Ian: of

Steve: training the best house buyers across the country. Right? I I'm in collective genius, by the grace of, you know, of amazing things. I get to work with the top 50 house buyers, organizations in the country. There are very few objections that have come up that we don't have an answer for.

Right? And then you get Ian with his solar experience, with his, insurance experience. I think you'd be pretty hard pressed to have an objection or scenario that we can't talk through. Oh, and another thing too. We can also bring dead deals back to life.

Remember we had Matthew, on our coaching call a few months back, and he's like, hey. I've got a scenario. I'd love to hear what you would do, Steve. And we were talking through. He's like, the guy, can't stand still, is is being tricked or lied to by another person, and he believes that other person is lying to him is his savior to help him out of a bad situation.

He's like, can we role play this? He's like, sure. We can role play. It. And we role played it.

Right? So they they were the the the unstable, right, like, unfocused seller. And I was like, okay. Here's how I would approach it. We role played the whole thing.

We recorded it on one of our coaching calls. And then he went he sent his guy back out there, and they recorded that too. And it was so mind boggling to me. They used, like, 80% of what I said on that call, on that follow-up appointment to not only get the contract or get the seller to undo whatever verbal agreement he made with the other lady, but to sell his house to them. And they've got, this guy, Tyrone, set for the next few years.

You won't have to worry about anything for the next five years. And on top of all that, they're making, I wanna say, like, $60,000 in profit after they're able to flip that house. Right? Those are the kinds of things we're talking about on these training calls.

Ian: Yeah. I would say it's it's so funny. It's like, that was one of those instances where, to us, we thought we were just sort of, like, role playing a throwaway situation that's like, I wish I could have done this a little bit differently. Yeah. We ended up basically giving them the exact, like, step by step process to make $60,000 and get this guy out of this tough situation.

Like, that was a a perfect example of something where they, you know and they've been on the training before. Like, they've had sales experience. This is a successful company. They knew like, they've they have a pretty good grasp of the sales process. But by actually getting to go back and role play and go through an experience that was absolutely unique to exactly what they just dealt with.

Steve: Mhmm.

Ian: And then take that experience, what we did, and just deliver it out in the world. They ended up making all this money doing this great deal. That is a big aspect of the type of things we'd be focusing on trying to get done is making sure that your unique circumstances as a salesperson, that you're getting the feedback and the responses to be prepared for future situations and to revive dead deals.

Steve: Yep. And then you had similar experience as well. You had someone that you were, consulting with, who had a scenario where he's like, well, I don't know what's gonna happen with this deal, and you're able to help him, fix that. You wanna talk about that?

Ian: Yeah. A guy I'm coaching, Lance. Lance was having a a situation where he had to come back on it to a deal that he was, acquiring a property in that in that sense. And he was, needed to have a pretty tough conversation, with a motivated seller about what it would start to look like for him if, the price went away. And we we role played it out multiple times, went through it over and over again.

I got to be him. He got to be him. We stopped. We literally just gave him the game plan to be able to have that conversation, and he ended up saving or negotiating down $40,000 on that deal. It was it was an unbelievable experience to get him to do, like, go through that process and and and make that type of money by just practicing that one conversation.

Steve: Yeah. So, again, super exciting. Right? Within a community, within people we work with, we're already able to do this. Now we're opening this outside of real estate and into the general public.

Anyone else, that's whatever they're running into. You can join this sales community and just really watch your watch your, revenue increase. And, again, right, Tom, I'm creating a 100 millionaires. What better way to actively increase your net worth and to get better at sales? I see here, Hudson.

They said that they just joined a left review. Thank you so much. Send me a, send me an email, Steve@Disruptors.com, and we will connect, and we'll do a one on one call. And IDL Consulting says, well, awesome. Yeah.

Thank thank you for that. And, again, I am super, super excited to see where this goes. I I think this is gonna be I mean, you hear this phrase thrown thrown around a lot. Right? Game changer.

I genuinely believe this is gonna be a game changer. I genuinely believe that we are going to, again, pun intended or intentionally, right, disrupt the sales industry. I want to, for Ian, for myself, for everyone here to leave a legacy where sales is done differently, and we don't have to have that feeling like going to a car dealership. Right? Like, a dread oh, I have to talk to a salesperson.

Right? We wanna change that across the industry.

Ian: Exactly. And I would say that the key to getting that is not just the only way we can actually do that at scale is to provide such unbelievable value for the money that it's you're gonna be silly to not join. That's literally the idea here. So, fundamentally, if someone's hesitant at the price point, like, it's it's usually not someone who invests themselves because the amount they're gonna get for this is gonna be is gonna be mind blowing.

Steve: Yep. And, Hudson, the question, how do I sign up my team members too? So right now, the way it's set up, it is per team member. Right? Again, we price it so it's individual.

So, like, the idea is if you work at a State Farm, Allstate, or some other, you know, what other industries. Right? Like, this is individual specific. Right? So the way it would work right now is if they get value, they would if you see value for your team members to get it, they can sign up too.

And then we are incentivizing everyone after they join a way to, you know, get compensated, for referring other people to as well. Like I said, the price we have at there is where people should should be ecstatic to refer their friends and family. I wish I had this. Right? Like, talking about my journey, getting licensed in 2007 and then finally getting official sales training in 2018, for eleven years, I left millions of dollars on the table.

The reason why I was able to survive those many years is because I was good at marketing. Right? And I even, like, great at marketing. It was just that no one else is doing pay per click marketing. Right?

From 2009 until 2000 about '15, pay per click was just something other people did. Right? We've talked about it. I was spending $2 and change, per click on Google and $12 and change per lead for Google. We just ran numbers last week.

We were spending about $260 per lead right now in Google. Right? I was spending 12. So I was good not because I was a great salesperson. I was the worst salesperson.

I was able to do business because I understood how to do pay per click before everyone else. But, yeah, if I knew then what I know now in sales, again, I probably would be retired by now. But yeah. So eleven years, I read the books, listened to the CDs. Right?

Audible wasn't around. Listen to the CDs. I wasn't doing a cassette, fortunately. Right? It was a CD.

But listened to the CDs, read the books. There weren't a lot of courses available out there, at least, you know, none that seemed relevant. So I never bought any courses. And this just the stuff that we're talking about here wasn't available. All they just said was, hey.

You gotta stop being pushed and be a consultant or salesperson. It's like, k. But, like, what does that mean? Right? And and it wasn't until I signed up for an actual trainer in 2018 that actually got better at sales.

And by the way, that was complete happenstance. I wasn't looking for sales training. I was just looking out looking to hang out with Pace Morbby and all the other HomeBester guys. That's the only reason why I found sales training. So it's not I didn't say anything about all that.

So, I don't see any other questions. Is there anything else you wanted, make sure we we chime on chime in on?

Ian: Yeah. I I'll I'll say I mean, first off, I just wanted to in addition to, like, actually getting the training, getting coaching through role play scenarios, just the amount of time that someone who loves sales that, like, I just spend on, like, the sales Reddit or, like, on different forums just to be just to ask people for advice and just see what types of deals are they closing or, like, just be immersed in that. Like, I I would have killed just getting started out to immediately have access to a network of not just sales professionals, but professionals who are interested in, growing and getting better. That their their the very nature of being in this community means you are trying to improve and become a better salesperson and become better at having conversations. Those are the absolute best people to surround yourself with.

The whole your net worth is your net worth your network is your net worth rather. That principle could not apply any more than being in a community of people who are all trying to get better together. There's, like, there's nothing as valuable as surrounding yourself with those people every single day.

Steve: Yep. And, we are going to be intentionally, enrolling people into the community. Right? We're doing it here, but, you know, I've got my network. The one downside, but the one caveat with my network, pretty real estate heavy, pretty real estate heavy.

So, you know, for those of you guys that are listening, I'm gonna ask you guys for help. And, again, we're gonna compensate you for this. Right? But we're looking for help in growing into other industries. Right?

So, you know, if you have friends in solar, if you have friends in auto, you have friends in financing, any other industry where they have to get clients by having a face to face or over the phone interaction. These are the kind of people we want in our communities. I'm asking you guys to help us grow this community. We cannot do this alone, and I'm really, again, looking forward to see all the success stories, read the success stories just like when we had earlier here. Right?

You know, we had, JLS, EVN in in New York City. Looking forward to seeing all these amazing comments and feedback, that we get, from the community. Oh, the other thing too before I forget. One thing that, he and I have talked about offline, I am so excited to find salespeople from within within this community to hire. Right?

I'm so excited. Like, is there a better person to hire than a person that's gone through our training? Right? I can't think of a better place. Like, hey.

I wanna hire someone in sales. I'm gonna be looking inside this community. There's no one better qualified. So, actually, you know, kind of a side story is how connected with Ian. Right?

Ian: Yeah. Yeah. For I would say, if you're thinking about, as a sales professional, what you sell and who you sell for, of course, matters. Right? That's gonna be the types of conversations you're gonna be having every single day, the types of leads you're gonna have put in front of you, and the amount you can get paid on what product.

And so if you're thinking about, well, I wanna make sure that I can make the most money and enjoy myself the most as a sales professional, I need to make sure that I get hired to the right company. If as as a sales manager myself, if if I'm thinking looking at two more or less identical resumes, because you can also know in sales that resumes don't mean too much. A resume is just a piece of paper fundamentally. It can tell you some things. There's definitely information that'll be gleaned, but it's nothing compared to actually having the conversation.

So if I'm simply thinking in terms of credentials, I know this salesperson is actively investing in themselves and their abilities, and this person is not, and there's no everything else looks more or less the same. Fundamentally, I would always go with the person who's investing themselves. And, principally, the person who's doing that is gonna end up having a much better resume anyway because things open up for you when you do that.

Steve: Yep. So, I want you to leave some last thoughts. Think about some a message you wanna leave everybody with. I'm gonna make a couple quick announcements. You know, again, guys, I'm super excited to see where this goes.

Tune in next week. We got David Leko. He's gonna be coming on here. He is the founder of DealMachine, and we have something planned for him. I'm gonna be excited about as well.

We will share that next week. But, you know, as far as today, I couldn't be more joyful and excited to see what we're gonna do here because I am looking forward again to disrupting the industry, and, I expect this to be, you know, looking in the future, looking back, this will be, you know, one of the best things we've ever done. Go ahead, Ian.

Ian: Sales is I mean, I like, real estate's incredible, but sales is the absolute best thing ever. I love it. I'm obsessed with it. I have been ever since I got started. It's it's all I think about.

It's all I wanna talk about. I'm such an unbelievable sales nerd. I could not be more excited myself as in terms of getting people better at their job, getting people better at commission based roles in some sense where they can make more money than they are right now, make significantly more money than they ever have before just helping people solve problems, consulting people through the process, and getting them to make their own decision that ultimately results in a very happy customer and a very, very wealthy salesperson. This is amazing. I'm, like, very, very I'm I'm I'm giddy excited to be a part of this.

Steve: That's right. So selsusreuptors.com. We'll see you guys inside the community. Again, first time to sign up, we're gonna do a one on one call. We'll see you guys in there.

Bye, everyone.

Ian: Bye, guys.