Episode 4: How to Build a Million Dollar Sales Team
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Oct 23, 2024
Dive into the secrets of building a million-dollar sales team! Explore the importance of an effective structure for optimal efficiency. Discover how to qualify leads, ensuring only the best make it to acquisition. Learn about the fine art of asking the right questions to uncover seller motivations. Get insights on navigating pricing conversations with ease. Plus, find out why persistent follow-up is crucial for closing deals and how metrics can elevate your sales process to new heights.
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Scalable Sales Needs Scalable Processes
Building a scalable sales team demands a scalable and consistent sales process framework.
Individualizing the approach matters, but the core process must produce reliable outcomes for growth.
volunteer_activism ADVICE
Split Roles for Efficiency
Separate your sales team into lead qualification and acquisition management roles.
Let lead qualifiers handle initial vetting, so acquisition managers focus on comping, negotiating, and closing.
volunteer_activism ADVICE
Leverage Property Data in Calls
Use property data during cold calls to ask specific questions and demonstrate legitimacy.
This approach both improves quality of answers and builds seller trust early.
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🎙️ Welcome back to The Ground Game Podcast! 🎙️
In Episode 4, hosts Clay Hepler and Justin Piche dive into the essential topic of building a million-dollar sales team. They discuss the lead intake and sales process, sharing insights on how to effectively close deals and qualify leads, especially when scaling your operations.
In this episode, Clay and Justin cover:
Sales Team Structure: Learn how to organize your sales team for maximum efficiency. Justin shares his team's structure, focusing on lead qualification and acquisition management.
Lead Qualification Process: Discover the importance of a well-defined lead qualification process. Clay and Justin discuss how to ensure that only the most promising leads make it to the acquisition stage.
Effective Communication: Understand the nuances of asking the right questions to sellers. The hosts emphasize the importance of framing questions to uncover true motivation and property characteristics.
Pricing Strategies: Gain insights into how to navigate pricing conversations with sellers. Clay and Justin share their techniques for getting sellers to reveal their price expectations without compromising your position.
Follow-Up Techniques: Explore the critical role of follow-up in closing deals. The hosts discuss their strategies for maintaining contact with leads and ensuring no opportunity slips through the cracks.
Metrics and KPIs: Learn about the key performance indicators that matter in your sales process. Clay and Justin break down how to measure the effectiveness of your lead managers and acquisition team.
Scaling Your Sales Team: Understand the complexities of scaling a sales team and the importance of maintaining quality while increasing lead flow.
This episode is packed with actionable advice and real-world examples that can help you elevate your land investing business. Whether you're just starting out or looking to refine your existing processes, this conversation is a must-listen!
Hosts:
Clay Hepler: A seasoned real estate entrepreneur driven to build an eight-figure land flipping and development business.
Justin Piche: A former US Navy submarine officer turned real estate entrepreneur, passionate about building high-performing teams.
Listen now on Apple Podcasts, Spotify, and wherever you
The Ground Game Podcast