Todd Falcone's Sailboat Lesson At No Excuses Summit 3
One of the anticipated speakers at No Excuses Summit 3 was Todd Falcone.
Todd bore the brunt of more than one joke, but gave as good as he got from the state, including throwing up a picture of a guest passed out in the hallway of the hotel that he suggested was Tim Erway that was so convincing that even Tim wasn't sure...
Todd gave a masterful presentation, including a cliffhanger that got his breakout room filled to standing only capacity...
That's what inspired this post...a picture of a sailboat and the explanation he offered during the breakout session...
Todd told the story of a guy he had known, who he admired, who intimidated Todd a bit, in fact.
The guy was successful and prominent in the community.
That's why Todd was surprised when the guy called him and offered to sell him his sailboat for $5 grand...about ten cents on the dollar of what it was worth.
Despite appearances, the guy had cash flow problems...
Todd's lesson was this:
- Don't judge by appearances
- Don't psyche yourself out because of what you think about someone's circumstances.
In sales we called it the "odds are" factor...as in the odds are that a prospect thinks like we do.
It's something you have to avoid for effective selling and effective recruiting.
I know a guy in my primary who had a friend with all the stuff...house...cars...boats...his own business...
His coach told him to approach his circle of influence and this guy almost scratched his friend off the list because he knew he was 'set'.
But he didn't...he offered to show the guy his business opportunity and the guy agreed to look. He ended up joining and becoming a million-dollar producer within a year.
And, as it turned out, was all the brink of financial ruin when he had been offered the business opportunity. In his quiet moments alone at night in his beautiful house with his beautiful wife he was pondering how he'd turn the ship around...
In our selling and recruiting efforts we can't let ourselves be psyched out by what we think is going on in the lives of those we prospect.
Can you think of anyone you've passed on because you suppose they wouldn't need or appreciate what you are offering?
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