What I learned from the #1 Real Estate Agent in New York

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What I learned from the #1 Real Estate Agent in New York

I was recently at an air conditioning conference and met a nice woman who was looking for customers for a product she was selling. Unfortunately for her, I was not the right person to talk to at my company. She asked me to help get her in touch with the right person, which I half-heartedly agreed to do (mainly due to the amount of sales people already trying to meet with our CEO and COO). We exchanged business cards and then I moved on.

It’s been a week since that meeting and I still haven’t heard from her.

If this woman would have sent me a follow up email minutes after we parted ways, or even immediately after the booth program that evening, I would have been impressed and would have made the connection immediately. And her chances of an appointment would have been likely. But now? Probably not.

Ryan Serhant, the #1 real estate agent in New York, discusses his follow up strategies in his new book, “Sell it Like Serhant”. (First of all, go buy this book if you are in sales. It’s a killer book. Link at the bottom of this article for quick ordering!)

After meeting with prospects, Ryan sends them a follow up email from his phone, thanking them for their time etc, all before he gets to his car! Wow, that is fast, and it leaves a one-of-a kind impression.

So, how fast are you following up? Are you emailing prospects and customers from your car? Are you sending them hand written notes the same day??

What is your follow up strategy?


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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.


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You’re asking the wrong question in your sales meetings

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You’re asking the wrong question in your sales meetings

You’re asking the wrong question in your sales meetings.

Most sales meetings go like this:

Manager: “We need to sell more of this product. What should we do?”

Other managers or sales team:

-“More sales calls!”
-“More marketing!”
-“Better pricing!"

No one ever yells out, “Add more value!”

Part of the reason we don’t hear that answer is we are asking the wrong question.

The question we should be asking is:

"What can we do to help our customers sell more of what they want to sell?”

Other good questions to ask:

-“What can we do to help our customers be more profitable?”
-“How can we make doing business with us 10 times easier?”
-“How can we save our customers time?"

Your sales process should be built around how to get the best ROI for your customers, not for your business.

Help your customers grow their business, and they will help you grow yours.


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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.


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Best (and worst) Business Books of 2019

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Best (and worst) Business Books of 2019

It’s early Monday morning and I’m sitting in a Starbucks, chomping on a breakfast sandwich, sipping an ice water, and pounding away on my mac. This is where I work on my weekly sales articles when my week ahead is too jam-packed to block out time to write.

I often have 3 or 4 articles in progress from the weeks before, and then I spend time throughout the week editing and tweaking.

Not this week. This week I have nothing. So I look to where I find inspiration - books.

Looking at my reading list, I see that I recently finished book #35 for the year. I’m not sure how I’ve read that many because I’m such a slow reader.

At any rate, I wanted to share which books I thought are worth your time to read, and which ones you might want to stay away from. At the end of this article you can check out my full reading list for the year.

Let me know what you think in the comments!

6 Runaway Favorites

  1. Principles by Ray Dalio

Not only is this a favorite for 2019, this is one of my favorite books of all time. Principles is divided up into 3 sections; the first section covers Dalio’s personal life and his business and investing strategies. This might be a slow start for some, but I enjoyed it. The second section is all about Dalio’s "Life Principles" followed by section 3, "Work Principles”. This book has short, digestible chapters, each focused on a single principle that you can immediately implement in your life or your business. This is a must read for CEOs, COOs, or anyone leading a team.

2. The Subtle Art of Not Giving A F*ck, by Mark Manson

I’m not sure if this is really considered a business book or not. Regardless, I believe to be successful in business you have to have a strong mindset. And this book helps strengthen the mindset muscle. It is an easy read and will apply to your life, guaranteed.

3. Digital Minimalism, by Cal Newport

If you haven’t read my review on this book, you can check it out here. This is a great book for anyone that feels like they are spending too much time on social media. Heck, even if you don’t think you are, this book is worth picking up. It might just completely upgrade your productivity AND your happiness!

4. Gap Selling, by Keenan

I’ve read dozens of sales books over the past couple of years, and this is easily one of the best. Keenan preaches a sales style that focuses on solving your customer’s problems, not selling features and benefits of your product. If you haven’t read my short review of this book, check it out here.

5. Bitcoin Billionaires, by Ben Mezrich

This book is more about entrepreneurship and business than it is about Bitcoin. This is the story about how the Winklevoss Twins became the first Bitcoin Billionaires. If I had to describe the is book in three words, those words would be 'suspenseful', 'thrilling', 'dramatic'. This book reads like a novel, very similar to Richard Branson’s Losing my Virginity.

6. Trillion Dollar Coach, by Eric Schmidt, Jonathan Rosenberg & Alan Eagle

I don’t know why, but I had low expectations of this book. Maybe it was the “Trillion Dollar” in the title. Or maybe it was because of the lack of publicity. But it was a killer book. Trillion Dollar Coach is about the legendary coach, Bill Campbell, who went from high school football coach to THE Silicon Valley coach, working with the most successful leaders of this generation- from the likes of Steve Jobs, Eric Schmidt, Larry Page and more. If you haven’t heard of Bill Campbell, it’s probably because he didn’t want any publicity or fame. This is an absolutely a must read of you are a coach or lead a team.

Least Favorite Books

  1. Eat Their Lunch, by Anthony Iannarino

As you can see in my book list below, this is the one book that I couldn’t even finish. I’m not sure if it was the content (focusing on beating competition) or the lack of stories. Either way, this book felt flat to me, contrary to what I saw on social media.

2. The Science of Likability, P. E King

There was not much substance in this very short read. I would instead suggest picking up a copy of How to Win Friends and Influence People.

3. Originals, by Adam Grant

A lot of people will probably disagree with this one. Adam put a ton of work into this book, and it showed. But there wasn’t anything that dramatically shifted my mindset, nor did I have any major takeaways.

Favorite Non-Business Books

  1. When Breath Becomes Air

  2. Thanks a Thousand

  3. Sapiens

Have you read any of these books? What did you think about them?

_______________________

Here is the full list of books I've read so far from 2019 (thru August 12th):

  1. Predictable Revenue

  2. Eat their lunch (didn’t finish)

  3. Principles, Ray Dalio

  4. This is Marketing, Seth Godin

  5. Can’t Hurt Me, David Goggins

  6. Rework

  7. Subtle Art of not giving a F*ck

  8. Originals by Adam Grant

  9. Thinking Fast and Slow

  10. Thanks a Thousand

  11. You are a Writer

  12. When Breath Becomes Air

  13. Digital Minimalism

  14. Atomic Habits

  15. Top 10 Rules for Success

  16. Gap Selling by Keenan

  17. How successful people think, John C Maxwell

  18. The Alchemist

  19. Sell or Be Sold

  20. 10X Rule

  21. The Power of the Subconscious Mind

  22. Hyper Sales Growth

  23. Double Double

  24. Motivation Manifesto

  25. Sapiens

  26. The Secret of Selling Anything by Harry Browne

  27. Pre-suasion, Robert Cialdini

  28. Think and Grow Rich

  29. Everything is F*cked - A book about hope

  30. Bitcoin Billionaires

  31. The Science of Likability

  32. Magnetic Marketing

  33. Trillion Dollar Coach

  34. To Sell is Human

  35. Culture Code

(Currently in progress: Ogilvy on Marketing and Mindset by Carol Dweck)


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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.


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How to Write Headlines that Work

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How to Write Headlines that Work

I’m currently working through another advertising book, Ogilvy on Advertising by David Ogilvy. It's a pretty dry read, but I’ve learned a ton about getting people’s attention.

In one portion of the book, Ogilvy talks about how to write headlines that get the most attention. And these aren’t just random tips. These are all based on measured results.

And without further ado, here are Ogilvy’s tips on how to write headlines that work:

  • On the average, five times as many people read the headlines as read the body copy. It follows that unless your headline sells your product, you have wasted 90 per cent of your money.

  • Longer headlines sell more than short headlines. If you are lucky enough to have some news to tell, don’t bury it in your body copy, which nine out of ten people will not read. State it loud and clear in your headline. And don’t scorn tried-and-true words like amazing, introducing, now, suddenly.

  • The headlines that work best promise the reader a benefit - like a whiter wash, more miles per gallon, freedom from pimples, fewer cavities.

  • Include the brand name in the headline when possible

  • Headlines which contain news are sure-fire. The news can be the announcement of a new product, an improvement in an old product, or a new way to use an old product–like serving Campbell’s Soup on the rocks. On the average, ads with news are recalled by 22 percent more people than ads without news.

  • Headlines that offer the reader helpful information, like HOW TO WIN FRIENDS AND INFLUENCE PEOPLE, attract above-average readership.

  • Specifics are better than generalities - IE “Sears makes a profit of 5 percent”. This is more persuasive than saying that Sears’ profit was ‘less than you might suppose’ or something equally vague.

  • When you put your headline in quotes, you increase recall by an average of 28 per cent.

  • You get better results if you include the name of each city in your headline. People are most interested in what is happening where they live.

Do you agree with these?

Hit the link below to grab a copy of this book!

 
Ogilvy on Advertising
By David Ogilvy
 

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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family



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Stop checking your email and start growing your sales

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Stop checking your email and start growing your sales

If you haven’t noticed, your email inbox is filled with everyone else’s priorities. Not a single one of your priorities can be found in your email. But for some reason, we all start our day checking email.

Then we keep our email open all day, compulsively checking it, anxiously waiting for someone to tell us what to do. That’s not enough though, so we have email alerts turned on, you know, just in case we get an email while we’re working in another program.

Stop the madness.

But seriously, why do we do this?

I know we get a hit of dopamine every time we receive an email. But honestly I’m not sure why. Ninety percent of the emails we receive aren’t exciting, or rewarding.

I’m not saying to completely abandon your email, but you need to find time in your day to work on YOUR priority list.

Do you have days where you feel like you didn’t accomplish anything? It was probably because you were stuck in your email all day.

So here’s your tip of the week:

Before you start your day, write down 2-3 priorities that you want to get done THAT DAY. Write the MOST important item FIRST. Make sure you’re specific.

Don’t write: “schedule some appointments” or “work on customer training module.”

Instead write: “set up 5 appointments with current customers to determine XYZ.” Or “complete first draft of the XYZ training module.” The more specific you are, the more progress you will make and the more fulfilled you will feel when you finish.

After the important tasks, write down everything else that should get done today. But remember, you do NOT have permission to work on these items until you finish the top priorities.

Living your life checking email is like telling your brain that you don’t know what to work on, so you need someone else to tell you what to do.

Chose how you spend your time wisely!


Head Shot new.jpg

Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.


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