Sales Metrics, Management & Mindset That Matters!
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Registration for 2023's annual summit is LIVE here (please share with your team as well): https://bit.ly/Energy4SalesSummit2023

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Connect with the Gang on LinkedIn:
Janelle: https://www.linkedin.com/in/janelle-rosenbaum-79b4a34/
Mark: https://www.linkedin.com/in/markstileslaw/
David: https://www.linkedin.com/in/sdavidoliphant/
Jeff: https://www.linkedin.com/in/jeffbajorek/
Andrew: https://www.linkedin.com/in/andrew-hooper-24064286/
Tswana: https://www.linkedin.com/in/tswana-sewell-7956979/
Suzanne: https://www.linkedin.com/in/suzanne-tinsley-wfg-88697070/
Talie: https://www.linkedin.com/in/talie-davis-weir-37a154109/
Parvathy: https://www.linkedin.com/in/pnh72/
Tim: https://www.linkedin.com/in/timehooper/

Sales professionals, are you looking to take your career to the next level? The Energy4Sales Summit is back! Please join us on the morning of September 17 from 8:30-11:00 am EST (Don’t worry. This event will wrap up before college football begins). Grow as a sales professional while also helping out a great cause!

Whether you're new in sales or an experienced pro, expand and grow your skillset and have some fun as well! Meet top sales leaders who are in the trenches doing it, and learn their secrets to success. We will be unpacking the importance of sales metrics, management, and mindset, and how they are the keys to growth and success.

Register today, and feel free to invite a friend!

Event Details:

- Coffee and Sales Roundtable with 9 Sales Leaders at 8:30 am EST.
- 3 Power Packed Sessions on Metrics, Management, and Mindset
- Takeaways and Exclusive Content on How to Lead and Win at Sales
- Event Wraps Up at 11:00 am EST

Registration for this event is FREE (a $225 value). We ask each registrant to consider donating to our partner, the American Cancer Society: www.cancer.org/Energy4Sales

Thank You to our Sponsors: Energy4Sales & WFG National Title!

About Energy4Sales: We believe that if you’re not having fun in sales, you may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of human connection. Making every connection count is imperative and it starts with our energy - how we show up. Either we’re distracted by all of the noise and not showing up, or we’re procrastinating due to a lack of confidence. We’re the premier sales professional accelerator that increases consistency, proactivity, and accountability in your sales process!

#Energy4Sales #DAFTSalesMethod #FunInSales #Sales #Salesforce #SalesTeam #SalesManagement #SalesTraining #SalesCoaching #SalesDevelopment #SalesLeadership #SalesTips

Sales leader and friend of Energy4Sales podcast, Andrew Warf, joins David & Tim to dive into where follow-up in the sales process really begins; and, how to do it effectively. Andrew shares that research ahead of time is necessary, but the visit is NOT a sales pitch, it's an INTERVIEW! Making the connection is key here: discovering what really motivates a person and makes them tick! Also, finding common ground! Curiosity is the #1 tool, or as David calls it, an "art", that you can leverage to build deep relationships! Team selling is critical as you discover ways to add value collectively — and tee-ing up internal introductions when there’s a better personality fit. Andrew challenges us to ask questions that get them to open up about something you didn't know or plan on. Know your subject matter well enough, do your research, and go in confidently! Identify with them what would be the best time to follow-up, and how? Then, the next step is as simple as, “Hey, during our last conversation, you mentioned ABC ... here's what I found out for you.” Pro Tip: use your CRM! In fact, email them a recap what was discussed and how and when you'll follow-up. Andrew states, “Confidence is knowing you have the RESOURCES as well as the ability to connect people with those resources - and being humble enough to say, ‘I don't know, but I know who does’!" Connect with Andrew: https://www.linkedin.com/in/andrew-warf-037a6244 Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David and Tim believe timing ISN’T everything! Timing is a bit like luck. Remember that quote – “Luck is nothing more than the intersection of preparation and opportunity”? That’s why timing isn’t everything! MAKING the time is everything! Leveraging consistency to show up WITH an understanding of what’s important to your prospective client at that time and asking timely questions of them. Oh, and be on time – that helps! Remember, we often think the “crickets” from our last 3 voicemails mean rejection – they don’t! Like our friend, Jeff Bajorek teaches, we just haven’t gotten their attention yet! This time, you may just get their attention! Make the time, be on time, and SHOW UP! Persevere – you got this! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Ben Rogers, founder of TBL Coaching, joins David and Tim to unpack the distractions of failure and success, and give 2 keys to staying consistent: #NextPlay and #HeroicMinute You can connect with Ben here: https://www.linkedin.com/in/brogers53 Ben shares the difference between sales and sports is we often look at sales as “game day” while in sports the emphasis is on practice days. Why can’t we shift our focus here as well, Ben challenges. The Bottom Line: the practice is more important than the game. Where’s my focus? The trophy, or the next fundamental habit!! Ben’s FOTG pledge: “I respect my time as much as I respect everyone else’s. My first appointment of the day begins when my heat feet hit the ground. I will be early or on time to my first appointment and this will set the tone for my actions of the future. My greatest challenge of the day is getting my feet on the ground at or before ____ a.m. and I will defeat my greatest challenge today!” No more “ish” ... why would anyone want to lose their battle of the day? Ben quotes author Saint Josemaría Escrivá: The heroic minute: here you have a mortification that strengthens your will and does no harm to your body. If, with God’s help, you conquer yourself, you will be well ahead for the rest of the day. It’s so discouraging to find oneself beaten at the first skirmish.” Golden Nugget: go for the small habits and focus on consistency. When you fail or succeed, take a breath, then look for the next play ... Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David & Tim unpack this thought, "without data, you're left with emotion, and emotion can lead to drama"! Are we proactively defining our metrics as a team and having the data pushed to us as sales leaders? If not, we're going off our gut and missing critical coaching moments as ALL activities aren't necessarily the right activities. Sales professional, get vulnerable and lean into the data + the accountability it gives you to grow and get better! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Sales superstars never live at the low end of activity; they’re always far exceeding expectation ... and funny thing — it’s their own expectations that they exceed! Tim & David unpack what believing and exceeding metrics looks like, and share why we should all start hugging maximum instead of minimum! Why hang out at the bottom? Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Julie Turner joins Tim Hooper in this impactful podcast sharing why motivation is key to every Real Estate Agent’s success; she also shares a golden nugget you don’t want to miss! You can connect with Julie here: https://www.linkedin.com/in/julie-turner-7946097 At the core of success is ALWAYS motivation! Why do we do what we do? Ask WHY and REVISIT your WHY often. At every level there's a comfort level; leveling up our WHY takes us to the next level! About whining a national, prestigious award, Julie shares “the drive for me was never an award - an award I never knew anything about by the way - I LOVE my family and want to know that taking care of them WELL is in my power.” She LOVES helping people and shares you MUST have passion!!! The ingredient for passion is CARING about their motivations, not a transaction. "You can be transactional and just get the deal done, or you can be relational and win deal after deal after deal!" She shares, “Being competitive is ok as long as it's with yourself and the version of who you were yesterday!" … BOOOM! Golden Nugget: it's not that you're inadequate, or stupid, or can't figure out; it's only HARD because it's NEW … and supposed to be! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

In this powerful episode, David and Tim share"Closing isn't an event, it's the logical culmination of multiple steps." Listen in and ask yourself these questions: Buying Process - do we have one? Is it clearly defined? Does our sales team own it? Buyer Confidence - have we communicated the buying process and set proper expectations? Buyer Delight - are we gaging along the way? Do we have a team connection process with each new client? David’s caveat: bringing in "The Closer" vs playing to Team Strengths (matching personas). Identify internal introductions needed early on and bringing in the Intellectual Property. Managers, coach your team to be closers. Then empower them to try, fail and grow. No super heroes, just super teams! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

As managers, we often assume our new hires know the ABC’s, so we jump to DE and F. Even if they know the ABC’s of the role, they may not know our culture, vision, mission, etc and how to best apply our ABCs. Do we have a solid onboarding process and ongoing training rhythm? Are we investing the time to train? If we’re in a credential-dependent industry, are we blocking time for our team to accomplish required training? Someone asked, “what happens if we train them and they leave?” Someone else replied, “what happens if we don’t and they stay?!” A great exercise is having our new recruits chronicle their 30-60-90 day journey. How connected and equipped are they feeling? Less is more! Keep it simple, and ask for feedback from newer hires to continually improve. Playbooks are used to win in sports, why not in our businesses? Putting a playbook together can be a team-building activity and should always remain a living, breathing document that’s well-reviewed and practiced. It’s never too late to get back to the basics — our cultures depend on it! Our reputations in the industry and talent attraction depend on it. Trust with your team members skyrockets when you’re truly helping them grow and succeed! You can connect with Andrew here: https://www.linkedin.com/in/andrew-hooper-24064286 Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David and Tim share a practical exercise that’s been worth their investment of time to complete it together year after year, and they believe it’ll be worth your time to do individually AND as a team activity! They simply ask a few questions in context of their vision: 1. STOP: What do I need to stop doing that’s distracting me or holding me back? 2. START: What do I need to start doing that will help me become who I’m aspiring to be and help me achieve the goals I’ve established? 3. KEEP: What’s been working well and is a high value activity I need to keep doing? The quote by Henry Ford comes to mind when he said, “If you always do what you’ve always done, you’ll always get what you always got”! By conducting an honest self-assessment and taking inventory, we get a true 360 and can light-weight our minds and lives to become more effective leaders personally and professionally as we move toward our vision. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Happy New Years! Give your sales and business development teams a New Year’s gift by investing SPARK 2022 into them! March 15-16, it all goes down in Orlando! Registration is open: www.wfgspark.com Listen as Justin Stutz https://www.linkedin.com/in/justinstutz and Sam Trimble https://www.linkedin.com/in/samtrimble share the WHY of putting Orlando on your March planner! Register today: www.wfgspark.com WFG exists #BecauseOfYou ... we don’t compete with our agents; we coexist with you and THIS event will generate new ideas, new business, and fresh energy to your sales and marketing — all of which equal more traction in your marketplace and revenue to your bottom line! We guarantee it! Cheers, Tim & Andrew Hooper

Connect with Karen: https://www.linkedin.com/in/karengbowen Karen Bowen, Change Healthcare’s Culture Champion joins us and asks the question, “If you're not having fun, what are you doing?” You don't have to live painfully! Cultivating culture takes commitment! Company, Team, Individual! These must be ALIGNED! Ensure everyone knows your vision & core values! Cultivating culture begins with being passionate about it and realizing what you bring to it! Bad culture? Look in the mirror FIRST! Leaders, are we trying to make a name for ourselves, or seeking to understand what we're walking into, who we're leading, and how to help people find their role (their seat on the bus)? Observe! Speaking of remote workforce and engaging them with culture, Karen created the formula! The Satellite Lounge! What does it do? A satellite COMMUNICATES! Keep culture top of mind: - SWAG, - Video clip out there, - Personal emails, "Come Join Us In The Lounge", - Podcast: "Remotely Interesting" Even though watercoolers don't exist, have you created your "Virtual Watercooler"? Karen’s contribution to culture brought friends together! Their mascot, Lizzie, brought so much joy!! TAKE OWNERSHIP, START SOMETHING, & STICK WITH IT! Does your company allow, encourage and support the people trying to bring color to your culture?! Karen wraps us up with this powerful thought: “Culture isn't a slick slogan on the wall; it always has and always will be about the people!” Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Connect with Mark: https://www.linkedin.com/in/markstileslaw Mark Stiles joins us to share the power question W.A.I.T. Why am I talking? Naturally, we want to interrupt; finish others’ sentences! Listening to UNDERSTAND takes discipline and exercise. When I'm talking, I'm not learning! WAIT starts with our teams; starts in our families! Mark shares it took him some personal acknowledgement … painful in fact; but, you practice and get better. Listen, pause and get comfortable with silence. Ego can cause us to talk - we want to be known as having the answers! In a sales context, we may think “I don't have much time so let me get my pitch out”. Mark shares how insecurity may make us think, “why am I asking a question i should know the answer to”? I ask because I want to hear YOUR response to the question! Why am I talking? If I am, am I delivering VALUE or FILLING time? Resource: Pat Hyman: RE Agent Rocks! Also, Mark does a Title Agent Rocks segment so be sure to connect with him! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Connect with Brad: https://www.linkedin.com/in/bradbald/ Brad Bald joins us to discuss staying proactive in our sales & marketing communication by - finding a piece of value, - talking about it, - sharing it with the world, - creating attraction, and - following up with people connecting with it! Other perspectives he inspires us to think about: Don’t be afraid to INITIATE SOMETHING! Your sales career is what you make of it! Stay proactive in standing out! How do you communicate, what’s the experience you deliver, and are you picking the communication channel that's MOST effective? Stay proactive by targeting - 80/20 rule. Be choosy who you work with. Don't babysit the content. Content is king? Or, properly placed content is king! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David & Tim flip connection on its head with this riveting question, “On a scale of 1 to 10, how would our client or prospective client rate our connection?”. We may think we’re connecting well, but are we REALLY, and what do THEY think. What’s their temperature? Hot? Cold? Warm? If we answer the question with an evidence-based approached and totally unbiased, we can then move from the “overly optimistic” stance many sales professionals take, and really dig into the why. Why haven’t I connected better? Why are they only at a 3? Also, David points out the power in having senior-level leadership ask a prospective client the question of how well the team’s been connecting with them. Further, how well are they connected with your company, solutions, etc? Again, by taking an accurate reading, we can focus less on the noise in our heads caused by the excitement that “this one person loves us”, and more on the reality that there are deeper levels to go within our clients’ organizations. “If we train ourselves to always look for the disconnects, we’ll in turn stay connected”, David shares. Listen in for practical ways to connect better, ask questions, discover how THEY want to be connected with, and in the end, turn the temperature up on connection that counts! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Summit speaker and ACS Executive Director, Tswana Sewell joins us to discuss how people don’t give to organizations who HAVE needs, but rather to organizations who MEET needs! You can donate here: https://energy4sales.biz/ACS If you can meet their need, that’s delightful! See, our quote isn’t THEIR need. Our sales goals aren’t either. How we show up, how we connect, how we smile, how we listen to them, how we resource them, how we followup up and be a consistent partner in THEIR goals — these things are delightful! People want to help, make it easy for them to! Your buying process should be simple, effective and communicated well so that they CAN do business with you and keep you, Ms. or Mr. Delightful around! Sprinkle moments of delight all over your process: in onboarding, first order, following up, or taking the relationship deeper! Seek to delight! Asking “what would it take to be delighted?” elevates the conversation and really ensures we’re getting feedback to improve future interactions! Transaction-driven sales people aren’t unlocking their curiosity like relationship-driven sales people are. Delighting customers starts starts with curiosity and a passion for going the extra mile and enjoying the calling of sales — caring for others and having a ton of fun doing so! Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David & Tim kick the podcast back off post E4S Summit with a riff on Extreme Ownership! Yep, we dusted Jocko and Leif’s book off and discuss what effective leadership looks like! Our lives and the lives of those around us are bettered when we stop making excuses, define what the next step to move us forward is, and then take action. From pipelines we need to dig into, to picking up the phone and making a call. Whether it’s someone we need to stop chasing, or a boundary we need to put on our time, a mindset of extreme ownership will yield massive results for any sales professional disciplines enough to prioritize & execute! David & Tim wrap up by encouraging accountability because it’s the glue that ties commitment to results! Buy #ExtremeOwnership and follow the authors here: https://www.linkedin.com/in/jocko-willink-260b289 https://www.linkedin.com/in/leif-babin-2a43b631 Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

American Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Consistency: Craig (be fanatical about these 4 buckets) • hire the RIGHT sales reps • onboarding & training 30/60/90 days • consistently coaching our team • provide quality of leads Ryan • time blocking - sacred time lead gen and followup • time block - think tank blank slate • diversifying our kinds of touches (be the resources) • Resource touch points! Introduction to vendor, employee connection • Personal touches most important! • Frequency!! Whitney • practice makes perfect • consistently share the why — start with why and remind team of the why! Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

American Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Proactivity: Janelle • set firm expectations • act with intention! • ask leading questions. Help them be realistic. • pay for A! Todd • proactively setting up convos • Elephant in the room • Here’s what we’re going to do, here’s why we’re going to do that! Carnell • anticipating clients need before they come up • think about teams career path and education development • intentional with your culture! • generates trust and credibility! Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

American Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Accountability: Justin • accountability is NOT what you do to people • it’s a combination of great leadership and management. Leadership - questions to ask yourself: • 1 have you cast the vision? • 2 have you equipped them? • 3 are you letting go and delegating • 4 are you acting with the greater good in mind? • 5 are you taking clarity breaks? Management - questions to ask yourself: • 1 are your expectations clear • 2 are you communicating clearly • 3 do you have the right mtg pulse? • 4 convo once per Qtr “how are you doing?” (Empathy!!) • 5 are you rewarding and recognizing wins and Jason: • accountability means teamwork • takes us out of our comfort zone! • no “I” in team!! Tswana: • customer standpoint • 1 it starts with you • how are you accountable to your clients? • 2 followup and follow through • 3 make it more than a sale • really get to know them! You don’t let your friends down! • 4 seek to delight • client wants to feel special! • “you can’t delegate accountability” Sam: • mid-way feedback!!!! • ask during the process!! Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode Join us on LinkedIn: https://energy4sales.biz/LinkedInPage