90-Day Sales Plan in 90-Minutes

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*This is the first part of a three part series!

It’s the start of a new year where everything is shiny, new, and polished. However, there will come a time during the course of 2018 when the inspiration wears off and internal motivation will need to take over.

Today, we will make the case for why doing things in 90-day cycles rather than annually is the more productive way to plan and execute. I can confidently say in today’s fast-paced world I don’t know where I’ll be a year from now, but I can realistically attack the next three months. Now let’s kickoff your first quarter in style by setting a dominant sales focus tied to weekly benchmarks!

The largest gap in the world is the “execution gap” of turning ideas into action. While helping you establish a 90-day sales plan we will focus on deadlines and benchmarks. Deadlines create a sense of urgency. Benchmarks hold you accountable to your actions.

Part I: Dominant Sales Focus

I don’t believe in setting “goals.” We all start out with good intentions when it comes to achieving something new. But when it comes to goals we lower them and lower them until they don’t resemble anything we set out to achieve.

The first exercise I want you to work on is setting a dominant sales focus number for the first quarter. This should be a tangible number as measured monthly. I believe everyone competes harder when there’s a scoreboard. Having a dominant sales focus that you revisit weekly will create a sense of urgency. The tangible number could be by volume or number of transactions.

Exercise: Set you dominate sales focus production number for the year and cut it into a fourth for your 90-day sales plan.

Are You Asking for Enough Business?

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We often get what we want in life by doing one simple thing—ASKING for it. Asking for more responsibility. Asking for more expansion. Asking for something bigger in life.

In sales, we should always be asking for more business. We ask our training participants to make these four asks every single day to consistently double production.

  1. Ask for referrals or connector meetings from our Top-25 Advocates
  2. Ask for referrals or connector meetings from our new and current clients
  3. Ask for meetings with those on our help list (new leads)
  4. Ask for the “close” from those in our fight club (follow-up process)

Those who buy into this formula are consistently growing their business during and immediately following graduation from the program. Many sales managers focus too much on quantity of activities vs. the quality of activities. Salespeople should be intentional in their daily activities by asking “what is the highest use of your time right now to generate a new customer?” We call this the high value activity (HVA) mindset. Unfortunately, most salespeople are very reactionary to their daily activities.


4-Daily High Value Activities

Activity #1: Advocate Conversations

We believe in cultivating a Top-25 advocacy with those who have our backs, and, in turn, we have their backs. Advocates fight battles for us we don’t even know they’re fighting.  The first step is to educate your top advocates on the exact “filter” of people you want to do business with by clearly defining your ideal client. If you don’t know what your filter is then how will your advocates? Many coaching programs say you should have 40-50 advocates, but we believe you can’t be involved with that many people on a deep, meaningful personal level. We have different definitions for advocates than promoters.

Weekly Benchmark: Five meaningful conversations with advocates where you ask for referrals. If you deposit more into your advocate relationships than you withdraw then you shouldn’t be afraid to make this ask.


Activity #2: New and Current Clients

We teach a 90-day on-boarding process that turns new clients into promoters into advocates who feed us three referrals during those 90-days. People should be most on-fire for you and your services in the first couple weeks assuming you delivered on your promise to them. This is the time to leverage their networks and to educate them on the exact people you look to do business with (just like them). If they are influencers then they should be able to refer business. 

Weekly Benchmark: Five conversations per day with past and current clients where you add value and ask for business.


Activity #3: New Leads

The number one challenge salespeople have (especially new ones) is how to prospect and generate new, qualified leads. We teach a 90-Day Sales CRM with over a dozen strategies to attack every week with actual names of new leads. We call this category our help list because we suspect we can help them with our services. We never qualify a new lead until we share our explanation of services with them to see if they fit our filter of someone we want to do business with.

Weekly Benchmark: Start every week with 10 new self-generated leads and ask them for a face-to-face meeting. We believe in the 10X mindset when it comes to growing business and that starts with weekly sales targets of new people to get in front of. Too many are limited by their own belief-in-self. 10X your sales activities.


Activity #4: Follow-Up-To-Close

Once we choose who goes into our pipeline (be the buyer vs. the seller) then have a fight club mindset that it’s your obligation to close that business, because you are just as good or better than anyone else at what you do. If you know the prospect is going to buy and believe in your services then you better fight to earn that business. We teach a disciplined 10-touch follow-up process.

Weekly Benchmark: Statistics show it takes 7-15 “touches with value” to close business 80 percent of the time. Most salespeople follow-up with 2-3 weak attempts, because they don’t have a consistent follow-up system or anything of value to say. Start each week with 15 people in your fight club to ask for the close.


Make these four asks on a daily basis and you’ll drastically increase probability of sale which will increase sales production. Period.

About Bruce Lund, PhD

For over a decade, Dr. Bruce Lund has trained thousands of professionals all over the country as a business professor, career author/speaker, and sales trainer. Bruce has one basic belief that trained people consistently outperform untrained people. Because of this belief, he founded one of the fastest growing sales training programs in the country. 90-Day Sales Manager™ is often referred to as the P90X of sales on-boarding and entrepreneur training through daily accountability, weekly benchmarks, and monthly evaluations.

Learn how producers in real estate, mortgage, financial services, insurance, and title are consistently doubling their production over 90-days of accountability. It’s not uncommon for graduates to have their “best months ever” during and immediately following 90-Day Sales Manager.

Learn more at www.90daysales.com or email info@90daysales.com.


Why Challengers Produce More

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There’s a misconception in sales that the “relationship-builder” is king. However, there’s sales research that shows that it’s actually the challenger style of selling that consistently produces more than all types of sales professionals. That’s because challengers know they are experts and aren’t afraid to call people on their fluff (challenger). They not only welcome crucial conversations, but actually welcome them because they are true students of their craft.

The book “The Challenger Sale” performed the largest sales study on this topic interviewing over 6,000 salespeople across multiple industries. Here are the distinct traits that challengers have that separates them from the other groups of producers.

Six Traits of the Challenger:

  1. Offers a unique perspective
  2. Has strong two-way communication skills
  3. Knows the customer’s value drivers
  4. Can identify economic drivers of the customer’s business
  5. Is comfortable discussing money
  6. Can apply pressure to the customer when needed

Three-T’s of the Challenger:

  1. Teaches customers something new and valuable about their business or market
  2. Tailors their sales pitch to resonate with the decision-makers hot-button issues
  3. Takes control of the discussions around pricing and challenges the way the customer thinks centered around the problem.

Other Sales Profiles:

  • The Hard Worker: Is a true grinder and isn’t afraid to make the 100-calls to chase business. See sales as a numbers game but isn’t positioned as the expert
  • The Lone Wolf: Goes at the sales game alone. Isn’t a go-giver but rather a go-taker where they are out for themselves. Very much transactional and a nightmare to manage.
  • The Problem Solver: When problems arise, they are called. Reactive to the situation, detail-oriented, and reliable. Order-takers not deal-makers.
  • The Relationship Builder: Creates relationships by being a “yes” person. Go along to get along. Classic consultative rep who builds referrals based on being liked. 

Summary: The relationship builder wins, but not as much as we have been scripted to believe. We believe in combining the challenger with the relationship builder based on what the situation calls for.

  • 40% of high sales performers primarily used a challenger style
  • High performers are more than 2X likely to use a challenger approach
  • More than 50% of all star performers fit the challenger profile
  • Only 7% of top performers took a relationship builder approach (lowest profile)

We empower our trainees to challenge their prospect clients or current clients in a way that makes them think much differently about the process of who they use or why they are making the decision they are making. Moving forward will you challenge people (when needed) or just go along to get along? Remember, the challenger seller wins more often than any other category of salespeople

Why Challenge?

The challenger knows they are the expert. They have the confidence to speak up on issues and to “challenge” the other person’s thoughts when needed. They will call people on their BS (excuse) – Have crucial conversations. The challenger doesn’t get caught “in the friend zone” of deals – Sales Flirting. They will ASK for the business. All of which increases probability of sales.

Missing Structures in Your Business

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Over the past decade I’ve had the pleasure of coaching top producers from all walks of life. First as a career/author speaker to young professions. Next as a business professor in the Texas A&M system. Now as an entrepreneur trainer to producers ranging from one deal to $100+ million-dollars in production.

My “job” as a business coach is to help people find and fill missing structures. Most think they have a lot of “problems” when it comes to their business when in reality they just have a couple tweaks that can make a huge impact. We call this 2.2 millimeters of change. No great plastic surgeon will ever make more than 2.2mm of change on someone, and they’ll never make more than seven changes. For many, there are minor missing structures in their business that, when found and filled, can make a huge difference in their production.

I’ve identified five missing structures of most salespeople. These are true whether you’re a brand-new agent or a mega-producer.

The 5-Missing Structures of MOST Salespeople:

(1) Explanation of Services

Having something to say is just as important as having somebody to say it to. People don’t buy what you do, they buy why you do it. You can have all the leads in the world, but if you don’t know how to articulate your value or your differential advantage compared to the market then it’s all for not. A great explanation of services leads with what you believe not what you do. Learn how to be the buyer vs. the seller who attracts business from the very first conversation.

(2) Lead Generation Selling System:

Over 90% of salespeople do not have a consistent, disciplined selling system. What this really means is most salespeople are not proactive but simply reactive. I define a lead generation selling system as a coordinated, calculated attack on the market. We teach over a dozen strategies to help get your phone to ring with qualified leads that you want to do business with.

(3) Follow-Up System

Maybe the least talked about but most important part of the sales process. We define great follow-up as a touch with value that articulates how you solve problems better than anyone else based on your unique past (experiences, mentors, education, struggles) as an agent. Statistics show it takes 7-15 touches to close a deal. Yet most salespeople go one or two weak attempts and say things like, “was just following up with you”, “wanted to see if I could answer any more questions”, “just doing my due diligence”, or “woke up this morning thinking about you.” These are not “touches with value.” We teach a disciplined 10-touch follow-up process.

(4) Unique Customer Experience

Ask most people what makes them different and they’ll use vague phrases such as, “I’m a people person,” or “I’ll work hard for you.” These are differential advantages. These are things I expect as the consumer. If you are trying to secure a million-dollar listing you can bet the seller is going through an intense interview process. Check back in our previous article about how to find, package, and sell your free prize. Not to mention many agents are bad about turning new clients into promoters into advocates who feed their business the 5.7 additional deals or referrals every new deal should be worth. Too many are windshield shoppers who move onto the next instead of leveraging the ones they already have. It’s five times more difficult to get a customer than it is to keep one.

(5) Entrepreneurial Spirit

Ask many agents why they got into the business and they’ll say they like the autonomy and flexibility. The reality is the most successful entrepreneurs in the world are the most disciplined, consistent, and structured. They have a disciplined-focus around daily habits, behaviors, and routines. This probably explains whey close to 10% of agents/teams are doing 90% of the business. In every sales profession, there are amateurs and there are professionals. Entrepreneurs only get paid when they produce results. Too many salespeople think they can get by simply because of their “gift-for-gab” but don’t know how to operate a sustainable, long-term business plan.

What’s Your Missing Structure?

Is there an area from above that could be costing you hundreds of thousands of dollars in your business? I believe everybody needs a coach in life, because a great coach will help us find and fill missing structures. They will help us make that 2.2mm of change that will drastically increase positive change in all areas of our lives.

Sales is a Game of Probability

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Probability in Sales

When you study probability, you learn that anything can happen at any time. However, those who are most successful during long-periods of time have a disciplined focus. Since college football is right around the corner, let’s use them as an example.

The reason the University of Alabama football wins year-after-year is because they consistently have the top recruiting class—combined with one of the best coaches ever who is great at developing that talent. Nick Saban commonly references “the process” every single year. What he’s really saying is he has systems, structures, and standards to hold the entire program accountable to. When you combine all this, the probability of Alabama football being favored to win each week is very high.

Sales is a game of probability. Just like in sports. Teams with the best talent combined with preparation, training, and systems win more often than not. They don’t always win, but they best position themselves to win.

Lead Generation Probability

The purpose of any business is to “create a customer.” The number one challenge sited by new(er) producers is the inability or know-how to self-generate leads.

Let’s look at how we help increase lead generation through consistent sales activities. Every single day we should ask ourselves, “What is the highest use of my time right now to move my ball down the field?” We call these person of influence activities.

Person of Influence (POI) Activities

During our 90-Day Sales Manager™ program we ask participants to do five person of influence activities every single day. 5 per day is 25 per week, 125 per month, and nearly 1,500 activities per year. That’s a lot of progress to be made if measured daily.

The challenge most salespeople have is they get caught-up in too many low-value activities that aren’t focused on customer acquisition, current customers, or personal brand awareness in the market.

3-Types of POI Activities:

  1. High Value Activities (HVAs): There’s a high use of your time and energy and there’s a low use of your time and energy.
  2. Income Producing Activities (IPAs): Any activity that generates new business, more leads, or closes more business.
  3. Person of Interest (POIs) Activities: Any activity that helps drive-up your status in the market through your marketing and branding. 

Sales and Sport

The challenge most salespeople have is they aren’t disciplined enough to track and measure these activities on a daily/weekly/monthly basis. That’s why keeping score and having a scoreboard is so important to driving numbers. Set a sales dominant focus number as measured in 30-days cycles. Have your sales manager or an accountability partner who challenges you each week to hit your numbers. Stay focused on progress rather than perfection.

What’s great about sports is they also use benchmarks each week that serves as a barometer to measure success. We should all have such systems and accountability.

Trained Outperform Untrained

We have one very basic belief as a company that, “Trained people consistently outperform untrained people.” The most successful people on this planet are focused on the process—just like Nick Saban. This comes through daily accountability, weekly benchmarks, and monthly evaluations. Most salespeople roll into the day without any real plan of attack.

Next month we will break down the 10-plus categories and strategies from our lead generation selling system that will drastically increase the probability of you hitting your sales dominant focus numbers. Don’t want to wait? Contact me to learn more about the selling system or for specific examples of POI activities.

The BEST of the NEXT

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NEXTPERT Concepts Anniversary

My entire life I’ve always been attracted to successful people, but at age 25 I became almost fanatical in my professional development. I studied dozens of thought leaders, and decided to write a book about the themes and philosophies learned. A couple years later, the book was finally ready for print. And now, five years later, we celebrate the release of NEXTPERT concepts.

I spent Friday night and Saturday morning re-reading my own materials, and was reminded of the timeless principles from the book. I know we live in an ADHD wolrd so I decided to share the big-takeaways below. However, if you are a young professional looking to stand out as the “BEST of the NEXT” generation of career success then this is a must-read.

It’s still humbling to see your own product on Amazon, and to receive messages from those who the book continues to impact. What I love about human DNA is no two people are the same, and no two pasts are identical. We learn anything, from anyone, at anytime if we are open to it. Here are the timeless lessons from the NEXTPERT book.

Two core values of a NEXTPERT:

1. Every day in your current role is an interview for your NEXT role.

2. In order to be a great #1 we must FIRST be a great #2.

Ten core beliefs I was reminded of while reading:

1. We are the sum total of those we hang around most (spend time w/ talent)

2. Success is extremely inconvenient, most won’t do the heavy-lifting required

3. Never apologize for your desire for success or for actually being successful

4. Some will believe in you. Some won’t. But so what. Believe in yourself.

5. Must be willing to sacrifice short-term pleasures for long-term gains.

6. See things as opportunities rather than obligations.

7. You don’t need a title to be a leader.

8. Despite the most saturated, competitive times ever it’s actually easier to stand out through the right resources, mindset, and work ethic.

9. Personality gets our foot in the door. Character is what keeps it there.

10. Learn how to leverage current success (no matter how small) into future opportunity.

What’s Your Free Prize?

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Find, Package, and Sell Your Special

The last ingredient of a “Person of Influence” is the free prize inside. This is a concept made popular by marketing genius Seth Godin over ten years ago.

A free prize inside is something you get “in addition to” the transaction that you were not expecting. When you open up a cracker jack box at the very bottom is a prize. These add-ons are popular in many products. In the service industry, YOU are the free prize. When I have thousands of services to choose from I chose you, because of some kind of unique perspective or superior skill. However, we are never taught these concepts during the schooling process. Today, I want to help you find, package, and sell your free prize to the world.

I’m a big believer in being unique. No two people have the exact same past, experience, or struggles. When I was in my early 20’s the, “What makes me unique?” question was always a hard one to answer. One of the exercises we do in our coaching program is ask agents what their competitive advantage is based on their unique struggles, past, experience, mentors, and education. In essence, why should I do business with you rather than the 2-3 other services I’m currently shopping?

Free Prize Inside Questions:

  • What superior skill have I always had compared to others beginning at an early age?
  • What defining moments have I had in my life that shaped who I am today?
  • What do my friends or family come to me for advice on?
  • What are things I enjoy doing and am really good at doing the comes natural to me?

Another exercise is to write a “unique ability” letter to those who have known you longest, or who are closest to you. Ask them these two questions: (1) What superior skill or talent do I have? (2) Why do you like to have a relationship with me? Before you receive their responses write down your own answers about yourself. You will start to notice themes from their responses and your own. The reason this is so empowering is because your confidence level will soar when it comes from other people, and you will not only believe them but know it to be true.

An example of my own free prize takes me back to when I was 10-years old. Sports was also a release for me. When I was at home I would record athletes like Ray Allen, Greg Maddox, and Alex Rodriguez on VHS tape. I would study them in the living room and mimic what they did. I would then go into the backyard and do what they did with an actual ball. The two unique abilities I cultivated from this at an early age was (1) how to be resourceful with the lack of resources around me; (2) How to study top performers and extract from them what I do well (self-teaching). Once I understood this I could see these themes throughout my life. Like working as the direct assistant to top producers in multiple industries as a young professional, and writing a book at age 25 called “NEXTPERT” for young professionals on being the “next expert.” Now I get to use these same skills and systems every day with my coaching clients to help them accelerate their own growth. All while growing confidence in their unique abilities.

Here are some “intangibles” of the free prize inside concept:

  • When I’m with you I feel better about me
  • You take a complicated process and make it simple
  • You take my low thoughts and convert them to big thoughts

If you study great teams, especially at the professional level, they win because of their intangibles. When dealing with the top one-percenters in industries it’s the intangibles that make that 2.2mm of difference to win championships. Over half of NFL games last year were decided by less than one score. The same can be said of your industry.

Once you have mastered what your free prize is, and combine it with being an expert agent then you’ll drive more referrals. You will educate potential clients on the front-end on “how you do it different” and, in return, they will be able to refer you more business. The average transaction SHOULD be worth 5.7 additional deals.

However, most people get discarded after a transaction (deal) is over. I believe in being in the transformation business where people come to us one way, and they leave us a completely different way. Let’s look at real estate for example. Too many agents give lip service that, “real estate is the biggest transaction of your life” but yet once the deal is over there was no transformation. Isn’t it time you found, packaged, and sold your special to the world to elevate your status in the market?

Becoming a Person of Influence

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10 Ingredients of a Person of Influence

During the last article, we taught why “status sells” and introduced the person of influence assessment. The reason we should all aspire to become a person of interest in our industry, and elevate our status in the market is so we can influence more people through our services. The reality is there are a lot of bad salespeople out there who diminish the value of all the great ones. This leaves a negative perception in the market about our industries. It’s our job to protect clients from those who cannot deliver the quality of service they deserve.

Over the last five years, I’ve had the pleasure of coaching top producers all over the country. People of influence, in any industry, have certain “ingredients” that make them great at what they do. If we went through the Top-100 producers in your industry I’d be confident in saying they share or possess most of the following person of influence ingredients. This is what we call the WHOLE salesperson through our entrepreneur evaluation.

Person of Influence Ingredients:

  1. Knowledge: Have a strong understanding of your products, services, and industry
  2. Skills: Have superior skill-sets required in your field and in sales such as delivery.
  3. Desire: Do the heavy-lifting required to be successful on a consistent basis
  4. Confidence: An internal knowing that you are an expert and can talk to anyone
  5. Likability: Other people genuinely like you and want to be around you
  6. Authenticity: People know that you are real and want to help yo
  7. Connectivity: Ability to connect with people from all walks of life
  8. Network: Have deep, meaningful relationships with a wide range of influencers
  9. Status: Have a personal brand and status in the market that people recognize
  10. Free Prize: Something that comes “in addition to” your service based on your past

We all have missing structures in our business that could use some extra attention of fine-tuning. We can break the ten ingredients above down into three specific categories.

Part I: Knowledge, Skill, Desire, Confidence = Whole Person Theory

Confidence is the one thing that effects everything. Without knowledge, skill, and desire then it’s awfully challenging to have the confidence to sell our services. Stephen Covey, author of “The 7 Habits of Highly Effective People” made this theory popular back in the 80’s but it still rings true today. The best sales people are confident in their knowledge and skills.

Part II: Likability, Authenticity, Connectivity = Personality/Character

Personality gets our foot in the door, but our character keeps us there. In a world filled with cynicism and skepticism through social media and the many other communication channels there will always be room for those who are likable, authentic, and can connect with people from all walks of life. We all know the expression people do business with those they know, like, and trust.

Part III: Network, Status, Free Prize = Marketing & Branding

In today’s highly saturated, competitive, and commoditized industries it’s not enough to just be really good at what we do—especially early on. You could be the best agent in the world, but if nobody knows it then it doesn’t matter. We all need more attention for our business. We should be both interested in other people but also interesting ourselves. This is done through deep networks, elevating our status, and packaging our unique experience to sell to the world.

Rate yourself or, if you are a sales manager,  have your newer producers rate themselves on a scale of 1-10 from the person of influence categories above. From there you know where to go to work on the missing structures to help accelerate growth. This entrepreneur evaluation is perfect for those in real estate, mortgage, insurance, title, and financial services.

We always welcome your feedback in the comments section. You can also find this article and others on LinkedIn.

Are you ready to become a person of influence? Check out our 90-Day Sales Manager program where we consistently grow production over 40 percent.

Why I Believe Status Sells

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How Attractive is Your Personal Brand?

Most salespeople are taught to chase business vs. attract it. Sales advice, especially early on, is filled with platitudes such as “get your name out there” or “hand out as many business cards as possible.” Neither of which positions you as a must-have expert in your industry. I believe status sells.

In today’s competitive and saturated real estate business, there’s never been a more important time to have a personal brand status. As a former business professor, I’m confident in saying there weren’t many classes that helped you find, package, and sell your special.

Why is this important? Because status sells.

Statistics tell us buyers use the first person they talk to 67 percent of the time. The number one challenge small business owners have is overcoming obscurity meaning not enough people uniquely know who you are or how you can help.

When I moved to Denver six months ago to launch 90-Day Sales Manager™ I knew exactly nobody in my target markets of real estate, mortgage, and financial services. But, I was deeply convicted in my services, and knew it was my responsibility, and nobody else’s, to elevate my status in this market.

Why Status Sells

Here’s how I attacked the Denver market:

  1. Have a clear opportunity filter of who YOU want to do business with.
    Advice: To know who you want to work with you must first define your own beliefs. This comes from your unique past, experience, struggle, mentors, education, and interests. Without a filter, we chase anything with a pulse and a pocket book which often results in the high maintenance customer. I look for people who are hungry, humble, and coachable based on my belief that trained people outperform untrained people.
  2. Identify target markets with those who fit your filter.
    Advice: Sales is a game of probability. We aren’t going to win every customer, but once we know who to go after we can drastically increase our odds. In what groups or environments are you most likely to find people who share your beliefs? Most make the mistake of trying to be all things for all people. My target market when coming here was sales managers in the “FIRM” (Financial Services, Insurance, Real Estate, Mortgage). Along the way, I started to attract producers in the title business, because of the clients I was already associating with. Have a clear target market and you’ll start to attract those from other areas based on shared beliefs and philosophies. And, even better, your target markets will sell you, because they know exactly who you are targeting.
  3. Have a clear position in the market as the expert.
    Advice: Confidence is the one thing that effects everything. Have an unwavering belief that you are as good, or better, than anyone else in the market. Position yourself as the buyer who gets to choose who you want to work with based on being the expert (opportunity filter). I’m only looking for those who are looking for me. This abundant mindset allows us to pick and choose who we want to do business with. Anything that feels chased will run if you position yourself as inferior.

I bet if I asked who currently owns your real estate market 2-3 people would come to mind instantaneous. That’s because Status Sells, and the brain only has room for few people in each category. Are you in that go-to space? If not, how can you better position your personal brand?

The reason we want to become a person of interest and elevate our status is to ultimately become a person of influence who can HELP more people with our services.In the next edition, we’ll walk through the person of influence assessment, and go over the ten “ingredients” people of interest have.

Do you believe Status Sells? We would love to hear your feedback in the comments.

Learn more about Bruce Lund, PhD and his 90-Day Sales Manager™ program at www.90daysales.com where he consistently doubles production within 6-months of graduation. Check this article and others out on LinkedIn.

Tired of Missing Deals?

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When I don’t get a call back during the follow-up process or I lose a deal it tells me one thing—my status isn’t where it needs to be with the buyer to close the deal. I’m not as attractive in the market, right now, as I need to be. Maybe I didn’t articulate well enough how I can help. I didn’t show enough value on the front-end why my services are a must-have. We’re not the “go-to” expert in our space just yet.

When this happens, I could choose to get frustrated. Or, I can simply ask WHY I didn’t close the deal? Below are some areas we can go to work on.


Here’s how we can elevate our status to attract call-backs and close more deals:

  1. Be the Expert (Knowledge) – Put in the work to study your field every single day. Listen to audios. Read books. Make your car a rolling university. Do the heavy-lifting required to be an expert. Have style, but more importantly, have the substance. There are a lot of posers in today’s saturated and commoditized markets.
  2. Social Consensus (Status Sells) – Build engaged followers who talk you up in the market. It’s the, “I see and hear your name everywhere” concept. Be the glue that holds your circles together by hosting big-time events. Include your biggest Advocates in everything you do. Connect them to new business and they will do the same for you.
  3. Get Proximity to Prosper (Networks) – Get around other like-minded people who are obsessed with success. Get on the inside of where deals are happening. Buy into the NEXTPERT concept of spending time with talent as often as possible.
  4. Sell Your Special (Free Prize) – Know what your “free prize” is to the world. Most people can’t answer this question, because the schooling system doesn’t help us find, package, and sell our special. We all have unique pasts, struggles, experiences, mentors, and education that gives us an unfair advantage if we package and sell it.
  5. Bet on You (Skills/Confidence) – Having support groups are important, but nothing’s more important than you taking ownership of your life. Always bet on and invest in yourself.


These questions are straight from our Entrepreneur Evaluation© where we assess ten ingredients persons of influence have to close more business.

The next time you miss a deal instead of looking outward (getting mad at the person), look inward and ask what could I have done better? Did I not follow-up enough? Did I not explain my differentials? Is my business not as attractive as others in the market? Take ownership of your brand.

“Don’t wish it were easier; wish you were better.” – Jim Rohn.