846: SUCCESS and service in sales (and how to manage it ALL!) w/ Tiffany Dearman

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Hey, what is up?

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Welcome to this episode of the Wantrepreneur to Entrepreneur podcast.

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As always, I'm your host, brian Lofermento, and today we are joined by someone that I feel like she epitomizes what it means to be an entrepreneur who's making moves, doing things and helping people.

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Let me tell you about today's guest.

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Her name is Tiffany Dierman.

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Tiffany is fueled by an unwavering commitment to transforming the real estate landscape, one client and agent at a time, epitomizing entrepreneurial drive and innovation, really, while doing all of that in a very competitive market.

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Others, she's not only an entrepreneur as a devoted wife, mom and stepmom, she rallies her blended family of six kids with the same passion that she brings to her business venture.

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So she's got a lot on her plate.

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We're going to learn so much about her and how she operates here in today's episode.

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With a steadfast focus on faith, family and the foundational principles of sales, tiffany's journey as the proprietor of two six-figure enterprises alongside her nonprofit I told you she was busy reflects her commitment to mentorship, education and challenging industry norms.

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With over two decades of experience in coaching sales professionals, she's energized by the prospect of empowering others to exceed their potential and revels in the opportunity to witness their success firsthand.

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Now, in 2021, tiffany took all of these great experiences in life and in business to extend her influence further by founding X Factor Coaching, a platform dedicated to elevating the performance of high-producing real estate agents and builder sales teams nationwide.

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By imparting her expertise in six-figure selling, she enables these professionals to maximize revenue and achieve unparalleled success.

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And finally, as if her plate wasn't already full enough, already she's set to make waves in the media landscape as the host of an Emmy-nominated real estate TV show showcasing the intersection of community culture and lifestyle.

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I could say so much good stuff about Tiffany, but I'm not going to because I'd rather dive straight into my interview here today with Tiffany Dearman.

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All right, tiffany, I am so very excited that you're here with us today.

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Welcome to the show.

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Thank you so much, Brian.

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I'm excited to be here.

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Heck, yeah, I didn't even mention you know, there's still things I left on that I could brag about you.

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You've been a board member, you've been part of executive committees so much good stuff but kick things off by taking us beyond that bio.

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Who the heck is Tiffany?

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How did you start and how do you continue to do all these amazing things that you get to do?

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It's so crazy to hear things like that.

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You don't quantify what you do in life, you just do it, you know.

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So thank you for all the kind words.

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Let's see, I'm from Oklahoma, so that you know the heart of the country.

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That's what we call that Graduated college did what everybody does in Oklahoma, moved to Dallas right First job was in business to business sales with Kraft General Foods.

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That's the other thing you do.

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You try to get into corporate America so you can, you know, move up the ladder.

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So that is what I did.

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And then I would say from there my resume I did get to cheer in Oklahoma, so that was fun.

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I've always been a cheerleader, so I'm a sooner born and bred, and so I got to do that for two years and then, like, like I said, the resume after that was pretty much fortune, like 500, 100, you know type organizations, cable and wireless, pitney Bowes, copiers, all the business to business stuff which was great in learning the foundation of you know sales.

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And then basically later in my career, moved to Indiana and I would say that is where really my passion and my love for real estate and sales in general really started to take shape.

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So funny story we were about to build a home, or he's.

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We were looking for a new home and had nothing, knew nothing about new construction, and this sticks in my mind just because I think of this salesperson in me.

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So we're meeting with this sales counselor at the Builder that I would end up working for and he's telling us all the great things about building a new home and he says do you want a rough end in your garage?

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And I said, sure, of course we do.

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And then about 10 minutes later I was like Mitch, I have no idea what a rough end is.

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Can you explain that to me?

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And he thought it was so funny.

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And then he was like you know, you should apply for a job here.

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And I was like you know, you guys, you know, stand still all day, like you don't even have to go out and get the business.

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Like, how much can you make?

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And he was like, if you're not making six figures, you don't want to work here.

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I was like, okay, where do I sign up?

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So that was my first introduction really to high dollar sales and revenue and it was an awesome ride, an excellent organization.

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I literally got to job share because raising my kids was really important to me at that point.

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So I worked 10 days on, 10 days off, made six figures, broke most of our sales goals, and it was just really, really fun.

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And then the market tanked in 2009.

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So I've been around for a while.

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So I got to see that happen.

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I got to see us, as a builder, start with dropping lumber on one house a day, going all the way up to 13, learning all the systems, the processes, operations, land development, customer service, construction.

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We were considered franchise owners when I was in sales so we had to learn the whole business, which would be so, so valuable to me later in my career.

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So fast forward to us going out of business and it's like what am I going to do?

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So we me and a girlfriend of mine who was just like a sister we started putting flyers on all the spec model doors that the builder had owned is saying, hey, if you need to earn this money back or you need a home, call me.

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And, by the grace of god, I had gotten my real estate managing broker license uh, just literally two months before that happened.

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So the timing was impeccable.

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Was my best?

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My best year ever in real estate up to that point was going into business for myself and starting my own brokerage with real results.

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But I knew I still had a real passion for coaching and training.

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At that point everyone had cut their coaching and training budgets because people were just trying to survive the market.

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So thankfully, I was able to start real results, have a fantastic year, keep that going, but in the back of my mind always knowing that at some point I want to be able to share with the industry at large all of the amazing things that I had learned and was able to accomplish and be successful and have fun doing it.

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I think that's hugely important, and so, after doing real estate of my brokerage for 16 years but after about 10, I was completely paralyzed with, just you know, the fear of failure and paralyzed with perfectionism, and so I finally decided to invest in myself and hire a business coach, and that was one of the best things I had ever done and I'm all about coaching, but it's sometimes hard to take that leap and invest in yourself, and that is the first step.

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So I did that.

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This person gave me phenomenal information, turned me on to a great course about how to create a six-figure course online and in person, went through that and after 10 years of kind of being paralyzed with perfectionism, within two years I had launched X Factor and was a six-figure sales organization and and so much fun.

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Um, so that's kind of the short, you know, story of how I ended up there.

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Um, I will say one thing that really stuck with me because I want to encourage people who are thinking of becoming entrepreneurs or who are entrepreneurs is to let people who know you speak into your life, people who know you and care about you.

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I probably would not have been as passionate if it hadn't been for the day we went out of business, which would seem like you know, the darkest day ever.

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We're all at lunch licking our wounds, all you know, sad, you know, the end of an era, and I probably had about three or four, maybe even five salespeople come up to me at that point who, literally while we were at lunch, because the word had gotten out that our builder had gone out of business, they had gotten phone calls from other builders and had already had jobs, they didn't even have to interview and they came over and they were like thank you so much for pouring into me.

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I just got a phone call and I already have a job.

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And I was just almost in tears by the time.

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That happened multiple times, cause I'm like you know, everybody's in this place Like where am I going to go next?

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What am I going to do?

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How am I going to feed my family?

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And when that happened, that's when I really knew what we had was something special and I was in a unique position to take it to.

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You know the industry, and so that has been on my heart for years and finally, finally, I took the leap.

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Yes, I love that overview, tiffany, especially since I obviously can see you.

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Our listeners may not necessarily be watching us on video right now, but you have such a big smile when you talk about these things because you use the words fun and passion and you have those in absolute abundance, which is also why it's a good thing you do, because you have so much energy to do all these amazing things that you do.

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But, at the root of it, the one thing that permeates all of the things you've talked about is, of course, your love and passion for sales.

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This is something that most people are afraid of, but it's something that fuels you.

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It's something you really enjoy and I'll actually point out I think you have two unique skill sets.

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One is you're obviously amazing at sales, but two, you're really great at helping others be amazing at sales, and those are two different skill sets that I think are a rare combination.

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So, with that in mind, what is it about sales?

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When we start talking about sales, what is it that you love?

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Obviously, hearing the way that we can measure our success in sales, we can be guided by those metrics and the impact that we get to make on the world through sales, but what is it that you love about it?

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And two, what is it that you think makes people so scared of it?

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Why are people so hesitant to share your love and passion for it?

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Oh, thank you so much for asking.

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So what I love about sales is, for me, it's about serving.

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So, literally, the acronym for my sales process is service.

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It's all action words, seek, educate, review, visualize, identify, close and execute, because it's all about the things you do for the client.

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I believe the reason people are so intimidated by sales is because we have, you know, been taught that there's these tricks that you do, or one hit wonders, or you have to be like super aggressive when you sell.

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And I believe it's all about earning the right to guide people around their mental roadblocks.

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And most of the time when people come to us, it's because they want to, it's because they actually want to invest or purchase what we have.

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They just want us to earn the right to sell them on it, but they don't want to feel sold.

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So it is a balance and I think it can be very specific.

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So I love it because I love watching people feel confident about making a purchase that they really do want to make.

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That is so much fun and real estate is awesome because it's usually the largest purchase really do want to make.

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That is so much fun and real estate is awesome because it's usually, you know, the largest purchase people are going to make in their lives, and it's such a wonderful home ownership is such a wonderful thing to share with people.

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So and I just think it's energizing and it's fun and I'm competitive and so those are all the things I love about it.

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And who doesn't love getting like immediate, you know return on the investment they make with people?

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It's so fun because you know when you've closed the deal and you get that feeling of gratification and you know satisfaction in helping someone.

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So that's what I love about it and that's also what I think sometimes intimidates people.

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I think people think you have to be naturally a sales talent.

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I disagree with that.

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I think we underestimate greatly our ability to influence.

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We underestimate the importance of structure, strategy and focused on the fundamentals.

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That is what I believe oftentimes makes people think that they can't do it or that they're going to come across pushy.

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And I believe that if we take what's been proven to work and we embrace it in terms of a process and make it our own and make it all about getting to know our client better, so that truly, at the end of what should sound like just a conversation, the next reasonable thing for them to do is to say okay, how do I make this purchase?

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That's what should happen in sales and that is what I love about it.

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Yeah, really well said, tiffany, and I'm going to call this out because a lot of people might be listening to this and I'm sure anyone who encounters you immediately sees your passion and joy, not just for business, tiffany, but really for life.

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And I feel like a lot of people, you already called it out and I think it's such an important takeaway.

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I love when guests emphasize this is that concept of things being natural.

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When people listen to podcast episodes or watch YouTube videos, they think all of this stuff is natural for the hosts, for the guests, that everybody is just this fine tune machine.

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But course it's not true.

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It's all reps, it's all experience, it's all putting that work in, and so I think it's really important that if someone looks at you and they say well, tiffany, you have a bundle of energy, you are extroverted, you love sales, of course it's easy for you, but you called something out that I want to go deeper into, which is the fundamentals, and I think that it's important to draw that distinction between stylistic selling like Tiffany sells, the way that Tiffany sells, with her energy, with her personality, with all of those things.

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But other people don't have to sell stylistically the same way that you sell, and vice versa.

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You don't have to sell the same way that others sell.

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However, those fundamentals are ever present.

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Talk to us about what the fundamentals of selling look like, whether you're extroverted, introverted, whether you're direct, whether you are a more passive person.

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What do the fundamentals look like versus those stylistic elements of sales?

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Okay, great, I'm so glad you asked that because you know, style is somewhat about personality.

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The fundamentals, first of all, are about researching your client, figuring out what are the major decisions that they have to make to be put in a position to make a purchase, and then understanding the system or the process that you need to go through to deliver the right information, ask good questions, go deep and get to know them.

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One of the things I often tell salespeople and I liken sales a lot to you know, high paid professional like athletes or even movie stars, and I say listen, the highest paid professionals in our industry.

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They get paid to execute.

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They don't necessarily get paid to create and, as salespeople sometimes think, we think we have to be creative rather than execute on the fundamentals.

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And I'll give you an example.

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I have the desire to write a book and I'm going to title it feet on the tile.

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Okay, sounds really silly, but there's so many times that you will go and visit maybe a new home builder community and no one gets up to greet you immediately.

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They don't see the huge impact and importance in having their feet on the tile when you walk in the door to make you feel important.

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Sometimes that's one of the biggest fundamentals that we miss.

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I find that also with phone answering answering it on the first two rings that automatically sets a stage that gives you a better opportunity to make a great first impression.

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So we have to have those critical habits in place that we execute over and over and over so that we can be consistent with our client.

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And so those fundamentals are asking good questions, going three questions deep, having edge, being able to be honest.

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I mean straight up front.

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If someone asks you something and it's not something you do, hey, we are not custom.

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Here's what we do, though that makes what we offer affordable and you can actually personalize it.

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So you have to be able to do those things, those basic things that make people feel important, before you can ever earn the right to actually lead them through a sales process, and I think that's just.

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It's huge.

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So those are some of the basic fundamentals.

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Yeah, and I think that shows so much of your attitude towards sales.

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You already said it.

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It's just like having a conversation.

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You've already stressed a few times the importance of questions.

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People always feel like if I'm selling something, I have to be speaking, I have to have the answers.

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But you're talking about questions, not answers.

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Walk us through some of those questions, Cause it's a question that we get from listeners all the time is they're just like oh, can you ask some guests about you know sales scripts or what should I say in sales conversations, Tiffany, take us down that road and answer that directly for our listeners.

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Okay, awesome.

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So what I would say is some of those questions are going to be specific to your industry, and I do write sales systems, complete selling systems, for different industries.

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So not just real estate, but it's about researching your client once again, finding out you know what are the important, you know decisions they have to make, and then you need to not just share information because it may not be important to them.

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So if someone's looking for a home, first of all you need to do a really good job of asking questions when they walk in the door that make them see, first of all, because the internet gives us all just enough information to be dangerous, but to make them see that they need you.

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That's how you establish your value.

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So if I have someone who's trying to decide what area they want to live in, I'm first going to say, well, what's most important to you in an area?

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And then, when I say area, well, what's most important to you in an area?

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And then, when I say area, is that around town, is that within five minutes of your neighborhood, like there's access to all the fun things you like to do.

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Then there's convenience to the things that you have to do, like grocery store, gas station, and it's really important to ask the questions about what are what's most important to you about the area?

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Then I'm going to ask you about schools are schools important to you?

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About the area?

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Then I'm going to ask you about schools Are schools important to you?

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I'm not just going to do this litany on how great our schools are, because I have the opportunity to hit on the age group, the activities, the extracurriculars or the academics that are specifically important to you and your family.

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And so why would I not ask the question first?

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So that then I not ask the question first?

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So that then I can share the information that actually once again puts you in a position to want to move forward.

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And that is the critical key with really every stage of the process.

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When we talk about your yard size, I need to ask those questions and not just trying to push on you what I have.

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I need to know what it is that is important to you, and in every industry some of those major decisions vary, but I would say, in a big picture, a lot of those questions or the art of questioning is the same.

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To lead with that instead of leading with information, because I would say, like 90% of consumers say that salespeople talk too much.

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Yeah, and it's fun for me to have these conversations with you because our listeners know that there are no pre-planned questions here.

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So, tiffany, hearing the way you handle these questions, you aren't phased by any of them because you're very confident in your ability to think as you go.

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And that's really what you're talking about with regards to sales is that there are some things you know you're going to ask, but, at the end of the day, curiosity is.

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One ingredient that I'm hearing from you is that you're genuinely curious to understand the people that you're in front of and the people that you're serving, which is why, coming back to that concept of selling being a natural skill of course it's not.

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You weren't born that way you can rattle these questions off because you've done it, you've lived it, you've got a ton of reps here, and so when we talk about selling skills which is, I know, something you talk about with an X Factor coaching what do those skills look like and how the heck can we work on them?

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For people who are listening saying, tiffany, I'm not great at sales.

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Okay.

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So one of the good ones big ones is three questions deep.

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Just because you ask a question doesn't mean you have the answer.

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You need to keep going Once again.

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So someone says I want a large lot Okay, great, what does that mean?

00:20:10.777 --> 00:20:17.430
Does that mean you want a big front yard, you want a big backyard, you want a nice setback, you want more space between homes, or you just want privacy?

00:20:17.430 --> 00:20:19.996
And is it really not about the lot size?

00:20:19.996 --> 00:20:25.555
So three questions deep is a fantastic skill that you can put into play.

00:20:25.555 --> 00:20:31.275
Today, when you're talking to someone, you just keep asking okay, tell me a little bit more about that.

00:20:31.275 --> 00:20:34.211
Okay, now tell me a little bit more what you want to do with that.

00:20:34.211 --> 00:20:37.839
We need a basement, okay, is that going to be for safety?

00:20:37.839 --> 00:20:40.273
Because you're, you know, nervous about tornadoes.

00:20:40.354 --> 00:20:41.356
Or is that going to be like the?

00:20:41.376 --> 00:20:41.919
man cave.

00:20:41.919 --> 00:20:43.395
What are you going to do with the basement?

00:20:43.395 --> 00:20:50.193
Because it really may not be a basement, which can be a considerable additional cost to purchasing a home.

00:20:50.193 --> 00:20:55.277
It may just be an extra space that we need and we just assume a basement, is it?

00:20:55.277 --> 00:20:55.750
So?

00:20:55.750 --> 00:20:57.557
Three questions deep is fantastic.

00:20:58.309 --> 00:21:02.622
I did mention edge, the ability to be direct.

00:21:02.622 --> 00:21:05.619
People want the truth about what they can and can't do.

00:21:05.619 --> 00:21:14.018
We'll talk about financing and being able to say hey, you know what, here's what you qualify for, here's what could happen in six months if you wait.

00:21:14.018 --> 00:21:22.650
But being able to do that and make people feel good about it, you always need to tie down and you need to transition.

00:21:22.650 --> 00:21:31.983
Letting people know where you're going and then taking them there is so much easier for them, makes it easier for them to follow you.

00:21:31.983 --> 00:21:50.732
So I would say transition from one thing that you're going to talk about to the next thing that you're going to talk about, and then you always have to ask after you talk about it does that sound like the type of place, product or thing that you want?

00:21:50.752 --> 00:21:51.555
Did I miss anything?

00:21:51.555 --> 00:21:55.784
Those broad questions that just kind of give your client the ability to fill in the blanks?

00:21:55.784 --> 00:21:57.393
You can't think of everything.

00:21:57.393 --> 00:21:59.599
So asking what did I miss?

00:21:59.599 --> 00:22:04.253
What would you change about this house If you had to make a decision today?

00:22:04.253 --> 00:22:05.037
What would it be?

00:22:05.037 --> 00:22:13.703
Those are fantastic questions that let your client know that you really want to hear from them and you have no idea what they're going to say.

00:22:13.703 --> 00:22:19.916
But half the battle is making sure that they know that you care enough to ask if that makes sense.

00:22:19.916 --> 00:22:28.231
So those are some of the selling skills that I would highly encourage salespeople to try to incorporate into their process.

00:22:28.775 --> 00:22:30.804
Yes, which I'm going to throw this disclaimer in there.

00:22:30.804 --> 00:22:37.770
All of you entrepreneurs and entrepreneurs who are listening to us today, we are all salespeople, regardless of which industry you're in.

00:22:37.770 --> 00:22:44.843
So Tiffany is really challenging us and elevating the bar for us all to practice this, which, to that point, tiffany, we're all about action.

00:22:44.843 --> 00:22:53.336
Here on the show, I always tell listeners the only way to learn how to ride a bike is to sit your seat, or sit your butt in that seat, and actually ride a bike.

00:22:53.336 --> 00:22:59.320
You can't read about it, you can't talk about it, you can't just listen to people talk about it is that you have to actually do it.

00:22:59.320 --> 00:23:07.480
So, with that in mind, how can we gracefully and somewhat successfully, I hope at least start practicing these things?

00:23:07.480 --> 00:23:11.416
Because if sales is a skill, how do we start practicing that skill?

00:23:11.416 --> 00:23:13.442
Because ultimately we're going to have to do it.

00:23:13.442 --> 00:23:18.301
But how can we maximize our efforts there and hopefully accelerate our timeline of learning?

00:23:23.549 --> 00:23:25.178
at our timeline of learning.

00:23:25.178 --> 00:23:26.987
Okay, you'll probably think I'm crazy.

00:23:26.987 --> 00:23:27.509
The mirror is fantastic.

00:23:27.509 --> 00:23:30.310
I practice all the time.

00:23:30.310 --> 00:23:33.398
If there's certain things I want to make sure I share with my clients and make sure I make them want to hear it, I'll practice.

00:23:33.398 --> 00:23:37.773
I practice with family members, of course, my colleagues and my friends.

00:23:37.773 --> 00:23:43.984
But you want to practice well, so videotape yourself, audio tape yourself.

00:23:43.984 --> 00:23:46.615
I am bullish on role plays.

00:23:47.777 --> 00:23:50.303
Nothing we do in life is all about just what we know.

00:23:50.303 --> 00:23:56.580
Everything is about what we do and oftentimes we don't do what we think we do.

00:23:56.580 --> 00:24:00.113
Well, we don't come across the way we think we're coming across.

00:24:00.113 --> 00:24:11.726
If I had a dollar for every time, I sat down with a salesperson and showed them their mystery shop about how they engaged with a client and they said oh my gosh, I'm so silent.

00:24:11.726 --> 00:24:23.651
Be just crazy rich.

00:24:23.651 --> 00:24:25.615
Because we think we come across in a different way.

00:24:25.615 --> 00:24:27.337
We do in a different way that we actually do.

00:24:27.337 --> 00:24:28.500
So I would say I have friends, I have family.

00:24:28.520 --> 00:24:30.463
You definitely need to practice.

00:24:30.463 --> 00:24:49.476
It's not going to be natural and, depending on how many opportunities you get to engage with people on a daily basis, that's going to determine a lot of times how sharp you get and how well you're able to what I say like call an audible, because there's always going to determine a lot of times how sharp you get and how well you're able to what I say like call an audible, because there's always going to be those situations that you weren't quite expecting.

00:24:49.476 --> 00:24:56.119
But you'll be able to, like you know, be flexible and dance in that situation if you've got your fundamentals down.

00:24:56.119 --> 00:24:59.150
And so those are the ways that you practice.

00:24:59.150 --> 00:25:00.433
You've got to say it out loud.

00:25:00.433 --> 00:25:02.160
You have to say it out loud.

00:25:02.250 --> 00:25:04.479
You cannot practice by just saying things in your head.

00:25:04.479 --> 00:25:10.002
You have to understand your timing and how things come across when you say them and then watch people.

00:25:10.002 --> 00:25:16.497
The other thing that salespeople always tell me it's always so funny when we do role plays is yeah, but I don't do it like that in person.

00:25:16.497 --> 00:25:40.016
That's not how I do it, and I'm like, yes, I'm afraid you probably do, because even when you role play, if you're doing a great job of being in character, then the person you're role playing with will respond to you in a way that you're kind of leading, and it's amazing how you can point out the minute you lose someone, even when you're practicing.

00:25:40.016 --> 00:25:54.634
So I cannot stress enough the value in practicing out loud and then audio taping or videotaping yourself so you can see how you come across and the things that you want to tweak, which is exactly what high paid professionals do, right Game film.

00:25:54.634 --> 00:25:55.939
That's what I call game film.

00:25:56.622 --> 00:26:01.414
Yes, tiffany, I feel like you're going to expose so many of us here today, because it's something.

00:26:01.414 --> 00:26:17.800
I love the fact that you bring in professional athletes as an analogy here, because in the world of tennis, kind of a big movement that's being led by shout out to Ian Westerman, the CEO of Essential Tennis is that concept of if you want to improve your tennis game or any sport, all sports are transitioning to that video analysis.

00:26:17.800 --> 00:26:27.458
I remember when I started working with a tennis coach, he was like you need to do this with your forehand and I was like I am doing that with my forehand until he showed me a video and I couldn't believe it.

00:26:27.458 --> 00:26:39.457
So it's that awareness and that practice, tiffany, that you're preaching, that listeners are either going to nod their head and be like, yeah, it makes sense conceptually, or they're going to say Tiffany's the one that's sparking me to take action and I'm going to go do it.

00:26:39.457 --> 00:26:49.320
I think it's such a powerful thing and along those lines, I also want to toot your horn, because I feel like you have an unfair advantage in sales because you came from real estate.

00:26:49.390 --> 00:26:52.941
There's something about real estate sales that I think is so powerful.

00:26:52.941 --> 00:26:56.517
Maybe it's the dollar amount that you alluded to, it's people's most expensive purchase.

00:26:56.517 --> 00:27:05.403
Maybe it's the volume, maybe it's a lot of factors, but one area that I always look at real estate salespeople and admire them for is follow-ups.

00:27:05.403 --> 00:27:14.218
You all know how to follow up effectively, and that's something that, even if you have a great initial conversation but you don't follow up, you're not going to make that sale.

00:27:14.218 --> 00:27:21.680
Talk to us about your attitude and maybe some of your systems and processes for follow-ups, because, gosh, I know it's a core part of your success.

00:27:23.131 --> 00:27:24.153
You're absolutely right.

00:27:24.153 --> 00:27:30.548
First of all, it's the number one way to differentiate yourself, even from your colleagues, even within real estate, and from your competitors.

00:27:30.548 --> 00:27:32.255
Because we don't follow up?

00:27:32.255 --> 00:27:40.261
With all this technology and all these ways, different ways at our fingertips to actually follow up, we still don't do it, and a lot of times it's because we're intimidated.

00:27:40.261 --> 00:27:52.910
So the first thing I always do is set that bridging event before I hang up the phone or before that person who I'm talking to leaves me, because if I'm following up, I haven't talked to them at some point before.

00:27:52.910 --> 00:28:03.862
So I'm always going to say, hey, I'm going to probably, you know, reach out in about a week, or you know, I am going to make sure to send you this email and then I'll give you a call.

00:28:03.862 --> 00:28:08.820
When you tell people what you're gonna do, and then you do it, you're simply being honest and following through, and they appreciate it.

00:28:08.820 --> 00:28:15.715
When you don't, you feel like you're inconveniencing them, and so do they, and so I think that is a reason.

00:28:15.715 --> 00:28:26.010
Oftentimes we don't follow, because we don't think people want to hear from us and they say it takes at least ten times, honestly, sometimes before someone is even going to respond or reach out back, because we're busy.

00:28:26.010 --> 00:28:33.310
We're busy and secretly, we do have a lot of respect for those salespeople who are persistent in.

00:28:33.310 --> 00:28:34.432
You know a good way.

00:28:34.432 --> 00:28:38.477
You don't want to be overly aggressive, but you do want to be persistent because People are busy.

00:28:39.240 --> 00:28:46.147
As far as systems and processes, you have to be really good at statusing your clients.

00:28:46.147 --> 00:28:57.821
You can't follow up with everyone the same way and the same amount of time, and so I have what I call A, b, c and D categories for clients.

00:28:57.821 --> 00:29:14.804
And your A clients are ready, willing and able and at any one time, truthfully, across most industries, you have about maybe 10 to 15, maybe 20 people that really fit in that category, that you need to be focused on and you need to continue until they make a decision.

00:29:14.804 --> 00:29:22.021
But it's so important that you understand if one of those things is missing ready, willing or able they're likely a B client.

00:29:22.021 --> 00:29:24.357
In your C client, two of those things is missing ready, willing or able, they're likely a B client.

00:29:24.357 --> 00:29:24.806
Then your C client two of those things is missing.

00:29:25.226 --> 00:29:30.695
Your D client is the person that you haven't gotten to because they left you a message and you need to get back to them.

00:29:30.695 --> 00:29:37.145
So they're golden until you're able to put them in a category, so follow up is absolutely critical.

00:29:37.145 --> 00:29:54.007
It's still a fantastic way to differentiate yourself and, again, it's just something that a lot of salespeople they are on to the next you know lead or up and forget to work with the people that you've already talked to, and that's really the key to conversion.

00:29:54.007 --> 00:30:06.779
If you don't want to continue to spend thousands and thousands of dollars driving more and more and more new leads, then go deeper and be more effective and more consistent with the people you've already talked to.

00:30:06.779 --> 00:30:10.248
There are some sales in there somewhere, I can assure you.

00:30:11.155 --> 00:30:11.999
Dang Tiffany.

00:30:11.999 --> 00:30:14.067
We've had so many sales experts on.

00:30:14.067 --> 00:30:19.061
I've personally consumed so much sales content over the past 16 years of my entrepreneurial journey.

00:30:19.061 --> 00:30:28.644
Never have I heard something as clear and practical as your ABCD, those categories and those buckets, and also your clear criteria ready, willing and able.

00:30:28.644 --> 00:30:31.785
I love how easy and actionable you make that for us.

00:30:31.785 --> 00:30:34.657
So really incredible insights there that I'm so appreciative of.

00:30:34.657 --> 00:30:35.781
How transparent you are.

00:30:35.781 --> 00:30:36.924
I wanna switch gears.

00:30:36.924 --> 00:30:38.622
I knew time would fly by here today.

00:30:38.622 --> 00:30:55.096
I didn't think it would fly by as quickly as it is, but I wanna talk to you, entrepreneur to entrepreneur, because I so respect and admire all the things that you do on top of being a mom, on top of being a wife, on top of running, all these amazing things that you do In addition to your nonprofit.

00:30:55.096 --> 00:30:59.243
Entrepreneur to entrepreneur Tiffany, how the heck do you manage your time?

00:31:01.366 --> 00:31:11.465
Well, some would say maybe I'm not that great at it, but you know everything is not critically important at the moment.

00:31:11.465 --> 00:31:14.198
You do have to wake up and decide.

00:31:14.198 --> 00:31:15.862
What are the things you know?

00:31:15.862 --> 00:31:18.207
First of all, you know what's really important to you.

00:31:18.207 --> 00:31:23.125
Obviously family, and you know the business is really important.

00:31:23.145 --> 00:31:23.847
I love doing.

00:31:23.847 --> 00:31:28.303
It energizes me, but I also know that I can't do it all.

00:31:28.303 --> 00:31:52.882
I have excellent people around me, have a fantastic assistant, I have a team that is just like I do tend to look for the people who truly are like minded and align with my, you know, desires and things that I want to accomplish, and that just makes it so much easier to all be going in the same direction at the same time, and I think that helps a lot too.

00:31:52.882 --> 00:32:17.260
I time block so that I can say, okay, after this time, I do not do this activity, Before this time, this is when I do this activity and I try to be really, really selfish, I guess I would say, with that um in managing my time and I try to take, you know, vacations here and there so that I can just unplug um, because the work will always be there, and I find that there's the more people you help, the more people there are to help.

00:32:18.684 --> 00:32:20.980
So yeah, yeah, really well said.

00:32:20.980 --> 00:32:25.181
Huge kudos to both you and your team, because you're right, it takes all that to make it happen.

00:32:25.181 --> 00:32:30.002
And, and the one ingredient I'm gonna layer on to all of that you just shared with us is discipline.

00:32:30.002 --> 00:32:33.919
Of course, talking about it is one thing, but being disciplined you talk about time blocking.

00:32:33.919 --> 00:32:39.199
I think that's so important that all of us need to acknowledge it and make it a reality in our own lives and businesses.

00:32:39.199 --> 00:32:46.296
So, huge kudos to you and your team, and I always love asking this question at the end of our conversations because I have no idea which direction you'll take it in.

00:32:46.296 --> 00:32:57.160
And that's what's your one takeaway For listeners who tuned in, tiffany, I feel like you raised the bar for us in so many ways here today with regards to sales and life and entrepreneurship in general.

00:32:57.160 --> 00:33:02.480
What's that one takeaway or one action that you want everyone to walk away from today's session with?

00:33:10.634 --> 00:33:12.861
I want everyone to invest in themselves, and I mean really financially invest in yourself.

00:33:12.861 --> 00:33:16.269
That is the biggest financial investment that you can make that you will never regret doing.

00:33:16.269 --> 00:33:17.896
That was hard for me.

00:33:17.896 --> 00:33:31.421
You kind of attach a lot of your skills and abilities to whoever you're working for if you're not an entrepreneur yet and it's hard to kind of like think, hey, maybe I have these skills and abilities to take to other people.

00:33:31.421 --> 00:33:34.371
So I want people to invest in themselves.

00:33:34.371 --> 00:33:49.067
And as far as sales go, I want you to remember that structure, strategy and the fundamentals can take you so far when it comes to interacting with people and developing a conversation and just earning the right.

00:33:49.067 --> 00:34:07.627
I say you learn the most effective way to engage people and earn the right to ask for the sale or to influence them, and we are all in sales, and so learning the skills that increase conversation benefits you in every area of life.

00:34:08.369 --> 00:34:10.141
Yes, amen to all of that.

00:34:10.141 --> 00:34:17.375
I love the way you think about it, I love the way you articulate it, tiffany, and I love the way that you've so generously shared it with us here in today's episode.

00:34:17.375 --> 00:34:24.065
So I know that listeners are going to be keen to go deeper down the Tiffany rabbit hole and get all the goodness that you're putting out into the world.

00:34:24.065 --> 00:34:25.552
So drop those links on us.

00:34:25.552 --> 00:34:29.565
Where should listeners go from here to follow along with all the great things that you're up to?

00:34:30.514 --> 00:34:40.820
Okay, well, listeners for today can go to the XF X as in Xbox, because I have teenagers F as in Fred or X Factor.

00:34:40.820 --> 00:34:56.882
So the Xfcoachcom forward slash want and they can schedule some time with me if they want, or they can just do thexfcoachcom, which is my website, and they can look at several of the things that I'm doing.

00:34:56.882 --> 00:34:59.668
I'm on YouTube, coach Tiffany.

00:34:59.668 --> 00:35:01.802
I'm all over YouTube and LinkedIn Facebook.

00:35:01.802 --> 00:35:03.007
I'm on all the social media sites as Coach Tiffany.

00:35:03.007 --> 00:35:03.951
I'm all over YouTube and LinkedIn Facebook.

00:35:03.951 --> 00:35:17.757
I'm on all the social media sites as Coach Tiffany, and so they can kind of check out what I do there, get some like samples of my course, but my website, I think, is pretty comprehensive and if you go there it'll take you everywhere else.

00:35:18.277 --> 00:35:20.503
Yes, I so appreciate that generous offer.

00:35:20.503 --> 00:35:22.016
Listeners, you already know the drill.

00:35:22.016 --> 00:35:31.922
We are dropping all of those links down below in the show notes, wherever it is that you're tuning into today's session, and including that special link for all of you listeners that Tiffany has so generously created.

00:35:31.922 --> 00:35:37.043
Her business is X Factor Coaching, so her website is thexfcoachcom.

00:35:37.043 --> 00:35:39.402
Throw a forward slash want on there.

00:35:39.402 --> 00:35:48.289
Tiffany, thanks for sparing our listeners figuring out how to spell wantrepreneur I love that you guys shortened that so thexfcoachcom slash want is that special link.

00:35:48.289 --> 00:35:51.081
Or just find her main website at thexfcoachcom.

00:35:51.081 --> 00:35:56.007
We're also linking to all those social links as well as her personal LinkedIn down below if you want to connect with her.

00:35:56.007 --> 00:36:01.585
So, tiffany, on behalf of myself and all the listeners around the world, thanks so much for joining us on the show today.

00:36:01.585 --> 00:36:02.648
Thank you so much for joining us on the show today.

00:36:02.668 --> 00:36:04.253
Thank you so much for having me.

00:36:04.253 --> 00:36:04.954
It was awesome.

00:36:04.954 --> 00:36:06.418
I love it.

00:36:07.019 --> 00:36:12.454
Hey, it's Brian here, and thanks for tuning in to yet another episode of the Wantrepreneur to Entrepreneur podcast.

00:36:12.454 --> 00:36:16.563
If you haven't checked us out online, there's so much good stuff there.

00:36:16.563 --> 00:36:25.784
Check out the show's website and all the show notes that we talked about in today's episode at thewantrepreneurshowcom, and I just want to give a shout out to our amazing guests.

00:36:25.784 --> 00:36:34.563
There's a reason why we are ad-free and have produced so many incredible episodes five days a week for you, and it's because our guests step up to the plate.

00:36:34.675 --> 00:36:36.623
These are not sponsored episodes.

00:36:36.623 --> 00:36:38.201
These are not infomercials.

00:36:38.201 --> 00:36:41.706
Our guests help us cover the costs of our productions.

00:36:41.706 --> 00:36:52.668
They so deeply believe in the power of getting their message out in front of you, awesome wantrepreneurs and entrepreneurs, that they contribute to help us make these productions possible.

00:36:52.668 --> 00:37:01.166
So thank you to not only today's guests, but all of our guests in general, and I just want to invite you check out our website because you can send us a voicemail there.

00:37:01.166 --> 00:37:02.516
We also have live chat.

00:37:02.516 --> 00:37:08.547
If you want to interact directly with me, go to the wantrepreneurshowcom, initiate a live chat.

00:37:08.547 --> 00:37:17.974
It's for real me, and I'm excited because I'll see you, as always, every monday, wednesday, friday, saturday and sunday here on the wantrepreneur to entrepreneur podcast.