Stop Running Leads… Start Making REAL Money (Home Improvement Sales)
Prefer To Watch: Here’s The Video
Sales Closing Training: Stop Running Leads and Start Making Real Money
If you sell windows, hvac, roofs, kitchens, bathrooms or any other home improvement sales on commission than this video will help you make more money. Either as a wake up call or a reminder. There’s a big difference between running leads and making money. This job is not for everyone and to get things that most people don’t have you have to be willing to do things that most people won’t do.
The reason doing home improvement sales pays so well is because it’s hard. I like that fact that’s its hard because in life you get paid on the difficulty of replacing you. Do something that anyone can do and you get paid minimum wage. Do something that only a few people can do and you get paid a lot.
Where else can you make $200,000 a year without a college degree or experience? I always tell people that if they can find a job where you can make more money with less b.s to tell me and I’ll be there with them. After staying in this business for 35 years I think you know the answer to that one.
Sales Closing Training: Make the Decision and Refuse to Quit
The biggest change in your career and life happens when you decide. Decide you are going to be successful and are willing to do whatever it takes to get there and that you won’t quit until you do. Until you do that you are just running leads, hoping it will get better and complaining (either externally or internally) about how life sucks. Stop playing around and make a clear cut decision that you will be successful and that you won’t’ stop until you are. Some people make that decision at 20 and others wait until they are 60. But until you make that decision it won’t happen.
Unfortunately, the thing that finally pushes people to make that decision is when life is so brutal and they are so sick of living paycheck to paycheck that they decide to change. Change is hard. The pain of being the same finally outweighs the pain of changing. Do yourself a favor and make the decision on your own before you reach that point. Trust me… waiting to change because the pain is too great is horrible. Once you make the decision to get what you want you can’t quit until you get it. You need to decide that you will never quit. You’ve heard me say that my favorite saying is “It’s not over until I win”. Unless you are committed to that you will never make it.
The opposite and worst example of never quitting is when I see reps where I know they are thinking (I know because I’ve been there when I was new and weak) is well let me try this for another month and if it doesn’t work out I’ll do something else. Do yourself a favor if you ever find yourself in that position and can’t change it quit now because you’ll never make it anywhere where it’s hard with that mindset. Your mindset should that they are going to have to drag me out of here and if I don’t have the money for gas then I’ll take a bus to my lead but I will do this and be successful. That’s the mindset you need.
Once you make the decision to finally become successful and live the live you deserve there are four other decisions that you need to make to help you get that. Remember if you aren’t getting enough out you have to put more in. These decisions are the more fore this business. Do these things and I guarantee that you will never worry about money again. If you don’t nothing can help you. Please listen to the end so you don’t miss anything and if I am helping you please subscribe to help me.
Sales Closing Training: The Four Decisions That Make You Unstoppable
The first decision you have to make is take 100% responsibility for your results. It’s not that the leads suck, your prices are too high and everyone wants to get 3 estimates it’s because you aren’t good enough. ….Yet. Until you accept the fact there is no other reason other than you;.. your life and results won’t change. Look around your own company.. if there are other people doing it then that means it can be done. There are no other excuses other then that it’s you. Remember all the leads suck equally. That’s why when I take a new job the first thing I do is look around to see if anyone else there is making the money I want to make. That’s all I need to know not everyone doing it… just one. Because I know that if one person can do it then I can. The main reason you want to take responsibility is because if it’s not your fault why would you do anything to change. It’s not your fault. You also will be frustrated because it seems like you are a victim. The sad part is that whether you take responsibility or not you your life is still in your hands. One way you end up with nothing and the other way you get everything. Just taking responsibility alone will liberate you because you will go from being a victim of life to being in control of your life.
The second decision to make is that you have to commit to getting better everyday. You can do that two ways through experience commonly known as trial error which takes forever and you have to endure a lot of brutality. Which by the way most people can’t handle and quit. Which is why the turnover rate is so high in this business. Or to learn from someone else who has already paid the dues for you. The best quote I ever heard on this is from Jim Rohn where he says the secret is to work harder on yourself than the job. Of all the things I have learned from being in this business for 35 years and personally being in over 16,000 homes this is the one thing that I attribute more than anything else to my success and financial freedom.
Get better by talking to people who are doing it and listening to audio books and reading everyday. You always have down time between leads and you are in your car anyway. I always tell people that if that spend just 45 minutes a day learning that their income will increase by 50% and in some cases double within the year. I have never had anyone tell me I was a liar after doing this. Doesn’t it make sense? If two sales people were equal in experience and knowledge and one person studied everyday and the other person didn’t whose going to win that battle? So why aren’t you ? Decide and do it.
If you really want to take your game to the next level, that’s exactly why I built The Art of Selling Home Improvements — a step-by-step training program that teaches you everything from the moment you enter the home to walking out with a signed contract. If you’re serious about leveling up, the link’s below.
The other thing that surprises me about getting better is people who are happy with the money they are making and they are not the best. Why would you want to make 100k a year if you could make more? You work the same amount just work smarter. Even if it’s not the money it’s the time to do more. Someone who makes 70k a year could work for 2 years and the person who makes 140k a year could work for one year and take the other year off and they both would make the same amount. Unless you are the best in your company there is room to grow and get better and you would be silly not wanting to .
The third decision to make is to study and finally learn how to set and use goals and get your whys. Goal setting could an 8 hour video all in itself. This is not about just running as many leads as you can and at the end of the year seeing how you did. It’s about having a clear income goal and lining out how you are going to do it. You have a plan .For example that you run 12 leads a week or 600 leads in a 50 week year. You sit 85% or do 510 demonstrations. Then you sell 33% or create 168 gross sales. You loose 15% due to cancellations and credit rejects giving you 143 net sales. If your average contract price is $17,000 then you have $2,431,000 in net business.
If your average commission is 8% then you make $194,480 in commission. You should know these numbers and then break them down into weekly and monthly targets and make your adjustments as you go. If you don’t know this then you are just running leads and hoping for the best. Or hope you have a good sales manager. Never leave your life in someone else’s hands. Don’t expect anyone to care more about you than you do. The most important thing about setting goals besides knowing the numbers and having a plan then making adjustments is the why behind the goals. $100,000 is just a pile of paper but the why is what it represents. The why..being able to take care of your children the way you want to, never having to say no to someone you love, being able to live life on your terms. Or it could as simple as a new house or car these are the motivators behind the goals and what gives the goals power. Knowing your whys is the real power behind goal setting. If you don’t have your goals written out with a timeline, plan and the whys then you don’t really know how to set goals and are missing out on one of the great powers of the universe.
Goals will give you the power for the fourth and most important decision that you decide to always keep your attitude strong so you don’t quit.
I don’t have to tell you that attitude is everything in this business. That’s why new people always sell when they still know nothing. Because their excited and not bitter and jaded. They don’t know that these type of people never buy. The best definition of attitude is that it is your vision of the future. If you make the other decisions we just talked about taking responsibility, working on self improvement and setting goals you won’t have to worry about your attitude. Taking responsibility will give you a feeling of control and anytime you feel in control of your life you feel better.
It’s when you feel you don’t have control and you are a victim that you get negative. Working on self improvement will keep your attitude strong because even if you aren’t doing it you know you are moving in the right direction. It’s one thing to be failing and see no end compared to failing and seeing a light at the end of the tunnel because you know you are getting better. Then it’s not a matter of whether you succeed it’s just a matter of when you will succeed. And finally having clear cut goals and a plan will reinforce the feeling of control. The why’s of your goals if they are strong enough will give you the power to make you unstoppable and never quit. What would mother do to take care of her child. Now that’s real power.
I know how hard you work from morning to night and driving all over the world. I hope you take what I’ve shared with you to heart and have the self discipline to follow through and actually do these things. It will be worth it. If you got value from this, remember what I mentioned earlier — the key to making more money is getting better. Either check out the playlist on closing listed above or if you want a complete, step-by-step training on closing, creating value, and making homeowners actually want what you’re selling, check out The Art of Selling Home Improvements.
Happy Selling!
