Previously, we’ve talked about how sales as a process that anyone can learn. John Martinez, the owner of the REI Sales Academy, can attest to that. But in business, you can’t wait forever for your team members to be decent performers (if not the perfect sales machine of your dreams)! If enough time is wasted, then imagine how much you could have trained the next person by the time you let them go. But how soon is “too soon”? Let’s see what the expert John Martinez has to say.

The points below are from the eighth episode of the Real Estate JAM. There, John Martinez talks about training people in sales, tips in talking to homeowners, getting around your prospects’ excuses. If that sounds interesting, and developing your pitch. You can listen on YouTube, Spotify, or Apple Podcasts.

How Soon is “Too Soon”?
So how do you know if your sales person is a good, coachable, and trainable fit for your business versus a lost cause? Is there ever a lost cause in the first place?

One of the elements that can help you identify a good fit versus a not-so-good one is through their attitude, particularly in how they take responsibility. Do they take responsibility, or do they blame others? For example, if you ask them about a lost deal, are they going to point their fingers at external factors, or are they going to look at themselves?

Take a look at the statements below:
It wasn’t my fault.
This person did this.
The company didn’t provide me the support I need.

Now take a look at these next few lines:
I think I went a little too fast.
I was rushing things.
I could have done it if I was more careful.

See the difference? Obviously, mistakes in the business could most likely be caused by a combination of multiple factors, and this person could have done nothing wrong. In some cases, it could also be true that you haven’t been giving the right kind of support to them. However, as an individual, the desire for growth must always be there. Sure, others could do you wrong, but we should always be ready to improve so we can do it better next time – even if worse things come up! People who think they’re perfect will never improve, because for the same reason that they think they’re perfect. You don’t have to keep them in the business.

All My Employees Aren’t Problematic, Now What?
Even if your team members don’t have issues with behavior, they might still be problematic in the skill department. As mentioned earlier, some have “sales DNA” in them, but others have some form of resistance to figuring out the sales process. So how do you know if you’ve been waiting too long? John suggests keeping things simple. If you’re already asking yourself that question, then you already know the answer. More often than not, you already know they’re not the right person. You just don’t want to start over and invest all that time and money once again.

But if you want a set amount of time, John suggests giving them a week to a month. Give them a process to follow. Have them shadow someone to see how it’s done. Once they start to get the hang of things, have yourself (or an experienced team member) shadow them so you can watch them in action, ensure that they’re on the right track, and give them good tips to use. If things don’t work out so well, as John says, you already know the answer.

Outline of the Episode:
[01:27] Why is JD, a man who isn’t so easily excited, elated about John Martinez being on the show?
[02:36] John’s 20 years compressed into a quick minute.
[03:29] Is a salesperson made or born?
[04:34] Developing a program that ensures consistent growth among your people.
[08:41] How do you know if someone’s trainable and if someone’s a lost cause?
[12:38] The secrets to getting down to the root of your prospect’s problems. Get your notebooks ready!
[15:00] While it’s not as good as the real thing, how can roleplaying prepare your team for the real deal?
[19:18] The universal fact that people want to be heard and understood.
[20:35] Deal killers and how you can go past these doubts during conversations.
[25:36] Picking apart “excuses” from a homeowner the same way you would have if you were in their situation.
[31:28] Developing your pitch the way you want it to be. Don’t say what others want you to say, but attract the right people.
[36:14] Selling doesn’t have to be a dirty word.
[38:18] Working with a spouse or getting a spouse on board in the real estate journey.

Resources Mentioned in the Episode:
John Martinez Website
John Martinez LinkedIn
John Martinez Instagram
John Martinez Facebook
The REI Sales Academy
The REI Sales Academy YouTube
Don Costa

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Email: jd@shorefront-investments.com or info@shorefront-investments.com