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Category Archives for Mentor

FSMSDC, Small Business, Sales Growth

TSE 1100: Hyper-Growing Small Businesses

 

FSMSDC, Small Business, Sales GrowthGrowing a small business requires you to think like an entrepreneur, and we can avoid reinventing the wheel if we engage with experienced entrepreneurs to learn more about hyper-growing small businesses.

The Florida State Minority Supply Development Council connects us with successful entrepreneurs from a variety of industries, and many of them are using the council to grow their businesses. Every business, regardless of size, struggles with some kind of difficulty.

Today, we’ll hear from Ebony Smith and Abdullah Tharoo about how they’ve overcome the big challenges of entrepreneurship.

Accidental entrepreneur

Ebony started her career in oil and gas until she found herself facing an ultimatum from her management team. She was being moved to an office that she didn’t want to occupy.

She took it as a sign to take time for herself. And because of a non-compete clause built into her contract, she took a year off from work and went to coaching school to improve herself and become a better leader.

She quickly realized that the idea of coaching had some legs when a friend of hers called her in need of a coach. Although she only had a weekend of training under her belt, the friend recognized that Ebony had more coaching experience than she did.

She helped her friend return to the workforce after maternity leave and then moved forward from there.

The transition was difficult but she made the decision to invest in herself. She had great savings and knew how to be frugal. She also sold her house in a hot market, which gave her a cushion and time to learn her new profession.

Next level

She found herself at a business development conference trying to figure out how to get to the next level. Ebony knew that she wouldn’t make the same money she had made in her trading career until she became a great coach.

She focused on becoming a good practitioner rather than scaling the business. She said she needed to know what she didn’t know.

She wanted to become the coach that she needed when she was in corporate America.

She and other women at the conference decided to create a mastermind, and through that relationship, she discovered the value of certifications for coaches. Ebony also discovered that there were corporations out there that wanted to spend more than a billion dollars annually with small business.

Since then, she acquired all the necessary certifications for coaching and she said that people recognize her at events now.

The key is to tell people what you do. And then tell them again and again. Eventually, they’ll hire you for a small contract and then they’ll get bigger.

Community

Ebony points to her mastermind as one of the drivers of her growth and success. She also said that her four years with the NMSDC have helped her learn things she didn’t know she didn’t know.

Change of trade

Abdullah Tharoo operates in the credit card payment processing technology industry and he helps companies protect against the credit card breaches that often occur.

People often assume that companies like his gained their success overnight. He said he doesn’t have a scientific answer to explain his growth, but rather he keeps things simple.

About four years ago, he discovered a need to move into a different trade that would allow him to spend more time with his kids and his wife. He stepped back from the family business operating high-end jewelry stores.

He had previously thought that he wanted to really find a way to make a difference in people’s lives and save them money and help them grow. Abdullah recognized that technology was where everything was headed.

Great support

He knew he wanted to be involved in technology, so he did research and he engaged mentors. His family’s support played a huge role in his move forward, as did the mentors.

You need intelligent people outside your situation who can guide you to where you want to go.

He said that although he has been attending the NMSDC since he launched his business, there are some deals he hasn’t been able to close. Despite that, many of those companies have referred him to other people.

Your network decides your net worth. You must have a strong network because the people you walk with are the ones you’re going to become.

NMSDC

Abdullah said he continually returns to the NMSDC to do community service because he meets people there. He meets people who may not be able to directly give him business but who can guide him to the companies that need his service.

Warm introductions are so much better than cold calls. He said he doesn’t make cold calls anymore because he doesn’t have to.

He consciously makes the decision to give something back to the community that gives so much to him. He said people go out of their way to help each other.

A lot of people don’t want to join the NMSDC because they think they can’t reach these big corporations like Disney, NBA, NFL. But if you don’t aim high, you’ll never get where you’re trying to be. The NMSDC is the perfect instrument to get in front of these companies.

Network

He invests most of his time building relationships. Every day, he sets out to meet 10 new people before he goes to bed. On days when he’s behind in his meetings, he’ll sit on the sidewalk and shake hands with people because he hasn’t yet met the 10.

Then, he decides who he wants to keep in touch with.

Make friends who can help you grow emotionally, spiritually, and financially.

“Hyper-Growing Small Businesses” episode resources

You can connect with Ebony at her website, www.ebenumequationcoaching.com, or on LinkedIn @EbonySmithCoach.

You can connect with Abdullah at tharooa@paykoncept.com.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Aaron Walker, Donald Kelly, The Sales Evangelist Podcast, Mentor

TSE 1018: Where’s My Mentor?

 

Aaron Walker, Mentor,Many of us in sales have jumped into companies without a training process or guidance; we find ourselves winging it and wondering, “Where’s my mentor?”

Aaron Walker started in the business when he was 18 years old. At the age of 27, he sold to a Fortune 500 company and retired.

Eighteen months later, his wife told him he was becoming fat and lazy; so he went back to work, purchased the company he first started and grew it four times in 10 years.

It was all fun until the unimaginable happened in August 2001.

Aaron accidentally killed a pedestrian with his car. It changed his life.

He sold the business and spent the next five years learning how to deal with the tragedy.

Changing his legacy

In the process, he realized that his financial success lacked significance. He didn’t want his legacy to be “‘enough money to retire at the age of 27.” Nobody cares.

He wanted to make a change. He decided to spend his life encouraging and edifying others.

Aaron changed the way he did business. He started looking outward more than inward and he gathered mentors to help him.

His life began to take a very different path.

With the help of several mentors he has worked with for more than two decades in a Mastermind group, Aaron launched his own coaching company, View From the Top.

He now leads 14 mastermind groups in eight different countries to help people live a life of success and significance.

Isolation is the enemy to excellence

Aaron defines a mentor as somebody who will walk alongside you for an extended period of time, as opposed to a coach who helps you get through a certain point in life.

Aaron has been with some of the same mentors for more than 40 years. They help him realize where he needs to go in life.

Mentors are people who have been there/done that and whose core values coincide with your own. They are the people who want what is best for you rather than what is best for themselves.  

For sales, in particular, mentors are crucial. Aaron believes that it is very difficult to grow and expand alone because we each have only one filter – one life experience that guides how we view things.

The value of mentors

Other people see us differently than we see ourselves. As such, mentors can help realize your superpowers. They also help you understand your weaknesses and to see your blind spots.

Having a mentor to point out what we would otherwise miss ourselves can be the very thing that puts us over the top.

We have many obstacles and upper limit challenges that we need to push through. Trusted and unbiased advisors can point us in the right direction.

Aaron recalls a guy in one of his mastermind groups that was putting together a course that was, in reality, absolutely terrible. Everything about it was terrible, but the group helped him tweak it and shape it into something amazing.  

It’s the same way in our lives. Aaron admits he lacks tact but never realized that many people viewed him as arrogant and condescending until his wife pointed it out to him. It was one of his blind spots.

We need people around us who can help us out.

We all know the overly confident, borderline cocky salespeople. Getting them to accept advice, to realize their blind spots and to be humble is tricky. Confidence is needed in sales but people don’t buy arrogance and cockiness. There has to be a measure of humility. A mentor can help you get there.

Surround yourselves in business, in marriage, in every area of your life with mentors that you trust to help you get where you want to go.

Where’s my mentor?

To find a mentor, look for someone who has been married for a long time if you have questions about marriage. Find someone who has been in business for along time if you have questions about that.

Look for someone who has nothing to lose, or gain, by talking to you. Family members are often biased in that regard because they want you to have what you want to have.

You want someone who will give it to you straight.

You have to be willing to subject yourself to scrutiny. You have to be willing to accept the truth in order to hear the truth. That is why masterminds are so profoundly helpful – you have 8-10 people with completely different life experiences at your disposal.

They can take your great idea, look at it, and point out the things about it that you might not have thought of.  When you work with the same people over months or years, a pattern develops and they see it.

Aaron has worked with the same counselor for decades. They talk when things are going well and when they aren’t. Over that amount of time, the counselor realized that Aaron did something completely radical about once every 36 months. This type of behavior classifies Aaron as a ‘creator developer’, rather than a ‘maintainer manager.’

A creator developer is someone who gets bored easily and who doesn’t like everything to be the same all the time. It explains why Aaron has had 12 businesses. He likes to develop and create.

Because Aaron had a mentor who was able to point it out, Aaron can now plan accordingly.

The ebbs and the flows

Many young people don’t have mentors while many people with experience to share aren’t necessarily interested in reaching out. Aaron is hoping to connect the two.

Mentors have changed Aaron’s life in many ways. He remembers many ebbs and flows throughout his life. One dark time several years ago was particularly difficult. Aaron relied heavily upon his mastermind group at the time and met with them every week. He just could not get motivated but the group was there to listen.

It went on for months.

Then, one Saturday, Aaron got a call from one of the guys in the group. It was alarming at first because the group never spoke on the weekends but Aaron knew by the tone of his voice that it was good news.

“I know you’ve been in a dark spot for a long time and I’ve been praying for you … but you are wearing the hell out of everybody in the group. You just keep on and on every week. Take the chains off from around your neck and move on,” he said.

And then he hung up. Aaron was so mad at the audacity of the call.

But then he started thinking.

Realizing that his friend loved him enough to tell him the truth was the change he needed to get over it and to move forward.

A casual friendship does not give that kind of hard truth.

Put down the facade and be vulnerable. That is where true strength starts. Surround yourself with people who know your good, your bad, and your ugly but who still care about you.

It is the solid foundation that will allow you to become all you were created to be.

“Where’s My Mentor?” episode resources

You can reach out to Aaron via his website, Viewfromthetop.com. His mastermind group, Iron Sharpens Iron (ISI), meets on a regular basis via video conference all over the world. Check it out!

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Prospect.io is offering three months at half-price.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

 

Josh Cunningham, New Hire, Sales Team, Real Estate, Don't Trick Them

TSE 994: Sales From The Street-“Don’t Trick Them”

Josh Cunningham, New Hire, Sales Team, Real Estate, Don't Trick ThemJosh Cunningham, founder and CEO of rokrbox,  fast-tracked his entrepreneurial career by helping to solve a recurring problem for real estate clients and learning an important lesson along the way: Don’t trick them.

Josh first stumbled upon the ISA, or Inside Sales Agent, role in real estate while attending seminars with Vyral Marketing founder and CEO Frank Klesitz. Vyral Marketing works with top agents to create content and to get referrals and repeat business.

The entrepreneurial spirit

Many top professional teams buy real estates leads online, but their agents don’t always do a good job of following up on them.

Like any good entrepreneur, when Josh heard a lot of people complaining about a common frustration, he decided to solve the problem. [00:39]

He started rokrbox.

A rocker box is a gold mining tool used in the 19th century to separate the sand and gravel from the gold. Likewise, rokrbox takes your real estate leads and separates the tire-kickers and time wasters from the motivated buyers and sellers. [01:26]

Tapping into the student market

Rokrbox is strategically located directly across from the Texas A&M University campus in College Station, Texas. Many sharp and enthusiastic young professionals go there looking to grow their skills.

Josh provides them with the opportunity to develop real-world sales skills, CRM skills, and pipeline management skills. All of his student-employees typically graduate with multiple job offers from some type of sales professional career. [02:21]

Since starting in 2013, rokrbox has worked over a million internet leads, hired over 250 ISAs, and trained them to move forward in their careers.

Looking back, Josh believes that scalability was his biggest sales-related struggle. He knew he could do the job but wasn’t sure if he could train others to do it. When he first started hiring college students, he realized a lot of the same struggles that most people run into when building any sales team.

Set clear expectations

His first mistake was in not clearly setting expectations for the new hires. The job posting on the Texas A&M website was too vague.

It wasn’t clear that a new hire could expect to make a ton of phone calls a day, could expect to be rejected all day, etc.

It was just too ambiguous.

As a result, a new hire might go through the entire interview process and personality assessment only to quit almost immediately after starting the job.

One young man, in particular, spent over 15 minutes learning the types of calls to make, the technology/scripts/dialogue used and the likelihood of repeated rejection.

He excused himself to use the restroom and never came back. [04:28]

Josh blames himself. He had failed to set expectations and to make clear to potential hires what they were getting into.  He felt as if he had tricked people into taking the job which is not how to start a sales organization on the right foot.

Observation

As a result, rokrbox implemented observation into the business. Now, they invite promising applicants back to pair up with a senior rep as part of the interview process. They spend a full hour learning what to expect on a shift – from the technology to the daily team huddle, to the reports and the metrics.

They are encouraged to ask questions. It is their chance to interview the business.

At the conclusion of their observation session, applicants are asked to send an email to explain how they would fit into the rokrbox culture.

It has been amazing to see the persuasive essays they receive.  [05:43]

Essays

Josh enjoys hearing people explain why they want to be a part of the organization more than having them sneak away on a bathroom break, never to return.

He highly recommends showing potential hires exactly what they can expect. Show them what it is like to be on the phone or knocking on doors. Be totally straightforward from the very beginning.

Josh believes that when building a culture worthy of your organization, it is likely that you will strongly attract the right people and strongly repel the wrong ones.  And certainly, not everyone who attends an observation responds. The work and the pace intimidate some people. [07:30]

But he wouldn’t change a thing.

Rockrbox invests a lot of one-on-one training in every new employee before they are ready to do the job. Twenty hours on the new hire combined with 20 hours of the trainer’s time: Forty hours is a huge investment if someone might either bomb or quit.

Transparency

It is definitely better to be transparent and upfront.

Anything less is simply a waste of everyone’s time.

Have a collection of people that are all driven and motivated, in a cohesive unit, and headed in the same direction. A team that supports and enjoys each other becomes a better team because of it. It’s the most harmonious thing you can do with any business.

Know the culture you want to create and then protect it. Invite others to observe whether or not it is right for them. [09:16]

Once you become a leader of others, give them your expectations and the tools to succeed.

Clearly communicate all of it – the good, the bad and the ugly. [11:22]

“Don’t Trick Them” episode resources

To learn more about how rokrbox converts the online leads of top sales professionals in the real estate industry, visit www.rokrbox.com or contact Josh directly at josh@rokrbox.com.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.

You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.