321 Biz Development: Recent Episodes
Clarence Nappier
321 Biz Dev LLC is the number one company in the world offering sales systems and business development services for attorneys, CPAs, plastic surgeons, dentists, insurance brokers, real estate brokers, and helping any small business owner with a sales function wanting to increase sales productivity and performance using superior business development and sales training tools. Episodes focus on the four main sales functions: contacting, prospecting, appointment setting, closing and zero-cost referrals.
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My consulting firm is moving to higher heights to help small business owners. I listened to this info in corporate America. Social media is not helping business owners succeed. The tried and true information always works.
Interested beneficiaries can call me at (866) 901-9876. Clarence never spams consumers nor uses robo-call technology.
Annual Enrollment conversations start October 1 with enrollment starting October 15. But I work with anyone needing Medicare turning 65 within the next three months.
I worked in the mortgage loan/real estate industry for 9 years in California.
With everything going on right in the American economy, now might be the time to get exposed to more ways to make money.
The IUL has become very popular with financially savvy consumers who want fair gains with minimal risk.
Why pay thousands of dollars when a hospital indemnity plan can pay some of the charges?
These policies offer benefits where the policyholder can use benefits while living. Plus, the IUL is an excellent financial and tax planning strategy.
Please keep your eye on this. Supposedly, this cryptocurrency situation will not lead to CBDC (Central Bank Digital Currency).
I had just posted the 321 Biz Dev professional networking schedule video starting July 2 on YouTube. Then I sent the video to a business colleague and immediately my colleague called me to give feedback on a recent networking event that was just horrible.
Clarence is probably the only insurance broker willing and able to help small business owners learn how to add new clients. The online networking session is absolutely free.
There are now long-term care services for the rest of us.
Please visit this episode's sponsor at: www.sasservba.com
Our consulting firm helps white-collar small business owners minimize the effects of rejection to more confident in contacting and prospecting.
Clarence 8669019876
This episode is about a DC area real estate attorney who went for the sale without knowing anything about me or establishing rapport.
Adding new clients does not have to be difficult. The brokerage/consulting firm gives expert advice.
This multi-state insurance broker highlights a recommended plan, the 321 Biz Dev Sales System, to ask for the business and the money with great results.
The content comes from my experience selling in corporate America. Includes topic on getting through the sales learning curve.
This is the information business owners want and need to know. Text Rick at (239) 748-1400.
321 Biz Development is the leader in help white collar small business owners become more successful.
Medi-Gap plans for Medicare plans have unique benefits and features. When I become Medicare eligible, I will purchase a Medi-Gap plan.
Employers regularly talk about healthcare costs increasing. Using the 321 sales system and business development strategies, business owners grow company revenues to outpace employee benefit rising costs.
California and Florida homeowners: looking to buy in Georgia?
nappiereste.georgiamls.com
Getting this information is a major breakthrough for my consulting firm.
This content does not provide a clear solution to increase sales, but Learned Helplessness and Learned Optimism do offer a fundamental understanding why business owners and salespeople stumble.
https://youtu.be/q8pQf1YTf9I?si=RvmGCY4X73Vg11DZ
It's okay to say you need help.
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www.thenationalcanvas.com
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The National Canvas and County Canvas publish quarterly.
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www.sasservba.com
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Our company is the busiest in the last quarter of the month. Please reach out to discuss your current sales situation.
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It's July 31. Medicare Annual Enrollment Period is coming Oct 1 through Oct 14. We can accept applications starting October 15.
Intrinsic and true value.
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Success has never been easy. It has always required either lots of physical effort and/or mental toughness.
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Clarence can assist new Medicare enrollees in 10 states.
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Never stop fighting for how you earn your money.
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Call Clarence, aka Mr. Action.
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Call Clarence, aka Mr. Action.
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www.vernillowellness.com
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Old information is new to someone.
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She's quite an entrepreneur. Click HERE for website.
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Make your marketing count with 321 Biz Development and Insurance For Sure Agency.
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Make your marketing count with 321 Biz Development and Insurance For Sure Agency.
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Get on the insurance brokerage B2B network.
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Get on the insurance brokerage B2B network.
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We call 5. You call 5.
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We call 5. You call 5.
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Shamekia provides a clear, concise explanation why using your beauty, especially in sales, is not good for the short- or long-term.
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Shamekia of Columbus GA provides a clear, concise explanation why using your beauty, especially in sales, is not good for the short- or long-term.
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I found two clips: one from a person starting a real estate career and a clip from Patrick Bet David, nationally known CEO.
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I found two clips: one from a person starting a real estate career and a clip from Patrick Bet David, nationally known CEO.
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Your goals can be bigger than the boundaries surrounding you.
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It's not all about your products and services.
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Numbers do not lie.
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Numbers do not lie.
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Put your product first.
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This will continue.
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Sellers only want to maximize their net settlement. Building value is no longer a priority.
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Business owners were blindsided.
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The awakening is here.
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Everything I said in 2019 was correct about real estate agents flaunting their lifestyles while 9-5 workers had to grind it out for money. Social media is the reason why real estate agent commissions are under attack. I was a CA real estate and soon will be a GA agent. So, I'm talking from experience.
Music is in the background so people cannot alter my content. I was a former SF club DJ.
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It's about to go down.
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Article link:
https://people.com/halle-berry-doctor-mistook-herpes-was-actually-perimenopause-8620534
www.vernillowellness.com
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We understand the complexities and new challenges of running a small business in America.
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This episode will give small business owners hope regardless where your business is located.
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Here's an example of a poor sales experience. The sales experience starts at the beginning, not in the middle, nor at the end.
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Economics does not lie.
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Dental practice fraud does not need to happen.
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We got all the bases covered.
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Motivational training without skill building coming first only provides temporary results which quickly fade away a few days after the motivational event.
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You can tell your business story on our podcast and get heard on up to 22 podcast platforms.
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Most people have already mastered at least one thing. Learning how to better convert prospects to clients is another one of those things.
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Total Accounting Services Inc bookkeeping, payroll, and audit services are available nationwide.
Instagram: www.instagram.com/totalaccountservices.
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Our sales system helps business owners convert more prospects into clients.
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This episode is about remembering that you have succeeded in the past in many areas of your live. Just continue the process.
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Daniela knows all.
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Charlotte knows all.
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Jacob knows all.
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Desmond knows all.
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Give your prospects a great sales experience and you will always win, whether you close or not.
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321 Biz Development thrives on delivering ROI.
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Episode 837: Upload Your Video & Audio to 22 Podcast Platforms & Build Digital Business Network
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Looks can be deceiving. You can succeed in selling based on skills, not looks.
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Contacting is the least costly and the most predictable way to add new clients. Mastering how to contact requires some professional maturity.
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Coming from corporate America as a C-level executive, businesses look forward 2-3 years to keep their companies open. Plan accordingly. Make good decisions. Let's us know if you need help.
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Now is the time to improve your company revenue.
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Only 7% of appointments result in sales using push marketing. That's hundreds of thousands or millions of dollars lost using push marketing.
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Our sales system is not for everyone. The system is mostly old school. www.321bizdev.com.
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Make good decisions in 2024.
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The content explains why.
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Clarence Nappier, Multi-State, Insurance Broker, (866) 901-9876. www.ifsagency.net
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Tina is an awesome bookkeeper. Click HERE to learn more.
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Business owners: during uncertain economic times, it's time to fortify your business.
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IFSA brings the best and practical insurance information to consumers. ifsagency.net
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www.sitemarkit.com, www.321bizdev.com
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FFA identifies datapoints to improve sales and business performance.
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Cutting costs is the fastest way to shut down a business in an uncertainty economy.
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Sales systems and business development services are quietly in high demand.
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Our brokerage discusses Medicare activities that we can or cannot do. Email: broker@afsagency.net
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www.ifsagency.net
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www.ifsagency.net
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Get expert level cybersecurity services at: www.valuedtechnologyservices.com/security-assessment
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Get expert level cybersecurity services at: www.valuedtechnologyservices.com/security-assessment
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Insurance For Sure Agency speaks with hundreds of business owners every month.IFSA.
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Insurance For Sure Agency speaks with hundreds of business owners every month. IFSA.
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Upload your 2-3 minute video per month and get added to our digital newsletter.
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Upload your 2-3 minute video per month and get added to our digital newsletter.
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Our insurance brokerage helps business owners with employee benefits and provides free sales and marketing support because we understand the big picture.
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Create tax-free income cash flow for your children.
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Clarence helps people understand their options.
www.insforsure.com
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The numbers make sense to ask rather than wait.
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https://www.atlantanewsfirst.com/2023/07/24/devastating-eviction-court-backlogs-impact-metro-landlords-renters/
https://centerpointsecurities.com/day-trading-vs-investing/
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Hard work always win.
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Hard work always wins.
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Industry-driven, long lasting.
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Industry-driven, long lasting.
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But white-collar small business owners expect consumers to purchase big-ticket items from social media. What a disconnect!
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Small business owners need to make smart decisions in this current economy.
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It took 5 years to combine these two services.
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It took 5 years to combine these two services.
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The question is: "what is pull marketing?"
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www.321bizdev.com
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321bizdev.com/podcast
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Joe found some time out of his busy schedule to talk about starting the electric solar business and how much he values customers.
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We connect informed consumers with true business consumers. www.321bizdev.com
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www.321bizdev.com/networking. By the way, the "numbers game" is a reality, not a game.
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321 Biz Dev was right all along. 321bizdev.com/networking
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321bizdev.com/networking
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321bizdev.com/networking
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www.321bizdev.com/networking
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321bizdev.com/networking
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321bizdev.com/networking
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www.321bizdev.com/networking
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The goal is to get better as you learn more about your business.
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ValuedTechnologyServices.com
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www.prestigeLNC.net
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Current economic conditions demand white-collar small business owners make strong connections. www.321bizdev.com/networking
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This episode is sponsored by Jessica Matcho, R.N., President, Prestige Legal Nurse Consultant.
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Jessica's website: www.prestigelnc.net
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She's the best!
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The Denver CPA is an active listener. I told him I would do this podcast episode about our conversation. Denver CPA has no problem with me telling his story. 321bizdev.com/networking
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Jessica is now getting calls from consumers which, in turn, she is finding attorneys for people who contact her. www.321bizdev.com/networking
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My client supports business owners with ticket prices averaging $35,000 per transaction. Content creation and social media matter when customers make important decisions about how and where to spend their money.
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321BizDev.com/networking
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www.321bizdev.com/networking
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321bizdev.com/networking
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321bizdev.com/networking
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Click HERE to learn more about Prestige Legal Nurse Consulting.
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Jessica Matcho is the Founder, www.prestigelegalnurseconsulting.com
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It's that simple.
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Business Owners Can Learn Sales Skills From theHomeless
Developing Your 20-Second Elevator-Pitch
Business Owners Know Their TASKS But Need Helpwith EFFORTS
Contact Rick at 415-413-0900 or Yeilyn at 754-600-9997 to become a Member or Attendee on the Digital Network Session
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321 Digital Networking is a better alternative to traditional networking and chamber of commerce sessions.
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Pennsylvania represented on this session.
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Statistics is used for growing your business.
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Nicole Custer, PhD can be found using Nursing Student Success on Instagram, Facebook and TikTok. Greg Marshall, Insurance licensed in seven states, 916-203-9151 and Cherry Frame, Insurance licensed in Oklahoma, (918) 710-7070.
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The 321 Digital Networking Session is the answer.
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We discussed Yeilyn overcoming the fear of prospecting a Miami CPA. Greg highlighted the benefits and features of a unique term insurance plan. To wrap it up the session, I spoke on reverse engineering a sales system to increase sales new client outcomes.
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Business owners fearing other business owners should be the case.
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Contact Jessica at PrestigeLegalNurseConsulting.com
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Kevin Tacher, Independence Title, was an excellent guest...a true professional! Every Florida resident and business professional advising clients need to have a connection with Kevin.
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The consultant credo: the more you know, the more money your clients make. Permission-marketing definition: https://www.fool.com/the-ascent/small-business/email-marketing/articles/permission-based-email-marketing/
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From CaliforniaGlobe.com, February 13, 2023.
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We hit the top points for select industries.
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Small business owners from Western PA, Miami, Seattle, and Dallas, Houston and Las Vegas in attendance.
Jessica Matcho, RN, Prestige Legal Nurse Consulting, LLC, prestigelegalnurseconsulting.com
Greg Marshall (916) 203-9151, Insurance Broker, Las Vegas, Houston, Dallas
Rashad Washington, Rain City Notary Services, raincitynotaryservices.com, (425) 310-7373
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321 Biz Dev LLC compares traditional networking groups with 321's Digital Networking Session.
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The blog version. https://www.321bizdev.com/post/the-321-digital-networking-session-is-here
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Jessica works with attorneys and consumers nationwide on legal cases involving medical records review. prestigelegalnurseconsulting.com
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Lisette will talk about how she treats clients. She will not spend time talking about days-on-market and home price changes.
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This California-Atlanta independent movie producer has a knack for quality urban content movie production.
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If viewing this content causes anxiety, it is normal. It is mentally challenging to even think about contacting people for your business. 321 Biz Dev can help.
https://stanfordreview.org/how-stanford-profits-tech-addiction-social-media/
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Jessica graduated with a Bachelor of Science in Nursing and is active Registered Nurse with 12 years experience in critical care and trauma center medical situations. Jessica works with attorneys nationwide to review medical records to support attorneys' legal cases.
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he powerful Anchor Project replaces ineffective networking and chamber of commerce, business owner sessions.
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You all know I am right.
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Recently, I identified a metric within the business owner community which correlates with massive success or performing just satisfactory. The relationship bandwidth is real.
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This is an excerpt from a local radio talk show.
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This is from a local radio talk show.
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This is an excerpt from a radio talk show.
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This is a clip from an information session at the company I worked for.
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www.nebolaw.com, Tanya Nebo can help any person in the U.S. with franchising concerns.
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Make 2023 your best year yet!
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Tanya Nebo offers legal services to small businesses such as acquisitions, franchisee buyers and commercial real estate clients.
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Consumers are demanding better sales experiences.
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https://anxietynetwork.com/content/least-understood-anxiety-disorder
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There are many direct and indirect benefits to add podcasting to your marketing efforts.
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It's the professional and mature thing to do.
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Financial Advisors are in the middle.
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Disclaimer: it's a waste of time if no action is taken.
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It was very interesting how this came about.
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Billions of dollars are invested in marketing without prospect engagements.
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There's no other way white-collar small business owners can do it.
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Yes and no. It depends if your practice has a strong brand.
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Using 321 Biz Dev, SWAS System and Prospect Interview Form, business owners can add POWER.
Solidifying these three questions puts business owners in position to grow their businesses with POWER.
Will your product or service do everything you, as the business owner, claim?
Will your client be in a better position with your product or service than without your product or service?
As the business owner, are you able to communicate the above two concepts in a sales system to achieve a higher closing ratio?
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Every business has a different new client acquisition characteristic and not every business development design works across the board.
321 Biz Dev has worked hard to provide unique new client acquisition solutions based on actions businesses must perform to connect with prospects and successfully close deals.
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The boogeyman is not real, but is wreaking havoc on small business owners.
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Yeilyn is from Miami Florida and we have worked together on various occasions to support white-collar small business owners
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Psychologists experienced helping small business owners with CHANGE are needed now.
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Business Owners Call 321 Biz Dev for the Last Two Stages. https://www.alexgpr.com/what-is-passive-marketing-and-how-could-it-help-your-business/
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Small business owners: please greater emphasis on making contacts. You can't close if you there are no contacts to close.
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Forget about Traditional Networking. The traditional networking model is based one person doing the work for another person without consistent reciprocity.
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Mark and his team are very professional. www.lakegrowth.com
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There Are Many Uses For Today’s Life Insurance
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Lots of Work is Involved to Set Appointments
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Clarence knows several estate planning attorneys throughout California.
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California state, county and city employees have only group life insurance. Employees come to me to apply for private life insurance.
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A New Way to Receive 321 Biz Dev Training
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The timing is perfect.
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This topic may sound insignificant, but so many white-collar small business owners loose lots of potential clients without this knowledge. #cpa #attorney #plasticsurgeon #realestatebroker #insurancebroker
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Please visit nextgenmidwifery.com
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Please visit 16personalities.com
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Helping Small Business Owners Shift to Profitability and Stay Ahead of Economic and InflationaryConditions
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Motivation before skills or forced motivation does not lead to successful prospecting.
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https://www.fastcapital360.com/blog/small-business-advertising-budget/
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http://www.aecmanagementsolutions.com/public/166.cfm
https://www.clio.com/blog/lawyer-statistics/
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There is a huge difference between owning a business and working a business.
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The article communicates the final stages of the 321 Biz Dev Sales System and Business Development programs.
The last question has always been: how much effort is required by a business owner and 321 Biz Dev to add new clients to companies?
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Rashad is a likeable small business owner who has developed a growing client base in Metro Seattle. www.raincitynotaryservices.com. On social media: raincitynotaryservices
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Small business owners can no longer dismiss Let's Go Brandon's corrosive politics and intentional schemes to destroy capitalism.
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Please visit the blog article to click the links and read the information referenced in this podcast episode.
The good news about the just announced recessionary economy? It is man-made...forced upon Americans by Let's Go Brandon and his supporting cast. The current financials-all across the board-are not driven by historical, supply and demand economics.
Like I said, that's the good news.
The bad news is Let's Go Brandon appears to want to continue with non-market forces to reduce productivity and handcuff supply side economics.
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White-collar business contacts and clients can expect a more-efficient, music-less podcast format. This is the last topic-based podcast episode. Future episodes will feature white-collar small business owners clients. 321 Biz Dev will have more direct B2B contact and prospect engagement.
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Carolyn's law firm practice areas include: family law, immigration, criminal defense, and personal injury. coandcolaw.org
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White-collar business owners cannot add more clients if there are enough contacts.
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Small business owners need to sharpen their business growth skills more than ever before.
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You can also watch or listen 321 Biz Dev podcast episodes on 22 platforms like Spotify, iTunes, Google Podcasts, etc.
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Today's show features three nurses (in Oklahoma, Pennsylvania and California) who have started businesses. Jessica. Thelma.
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White-collar small business owners can call-in for 5 minutes to talk about their businesses.
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Every attorney in the U.S. who have personal injury/accident cases where complex medical situations exist should contact Jessica Matcho. https://prestigelegalnurseconsulting.com
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The crazy thing about social media is some small business owners need to understand that business requires skin in the game.
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March 16 topic is rational white-collar small business owners can use to price their products and services to generate the desired profit.
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321 Biz Dev is offering free advice to white-collar small business owners using social media to grow their businesses.
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I will never assume again. An attorney called my office this past Friday to ask what a sales funnel is.
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I explore why white-collar small business owners (attorneys, CPAs, dentists, plastic surgeons, insurance agents and real estate professionals) fear getting NO from prospects.
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The Prospect Interview Form is 321 Biz Dev's workhorse in helping white-collar small business owners add new clients.
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These are the initial questions 321 Biz Dev asks small business owner prospect to see if our company can help businesses add more clients.
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Maryjane founded her company from work she did to help a friend and discovered a niche market to help attorneys and their consumer clients with personal injury and medical malpractice discovery in the medical records.
Maryjane tells her remarkable story. Click HERE to visit her website, mjdlegalnurseconsulting.com.
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It's 2022. Now is the time for small business owners get support in finding new clients. The risk is very low and the reward is very high. Small business owners have nothing to lose and much to gain by working with 321 Biz Dev.
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Many things happened in 2021 for small business owners. Let 321 Biz Dev LLC be a part of your 2022 business planning. Click HERE to visit our website.
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This is an advanced topic for attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers with transaction prices at $1,000 and higher.
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This podcast episode was produced about 3 years ago, in 2018.
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Sales professionals and Republican political candidates will be more effective after listening to this info.
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Before I started the conversations, I observed what people were doing on their laptops while sipping coffee. The three people I observed worked in the legal, real estate and construction industries.
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Talking to strangers has always put me in an advantageous position. You would be surprised at the new friends, business opportunities, and right-place, right-time situations that have come my way from simply saying "hello".
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Confrontation is not the typical expectation on neither side of the transaction. It's only natural if left unmanaged. And, guess what? The business owner has the responsibility to control the appointment (321 calls appointments, interviews) with the prospect.
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But the best news of building this deck is I had little experience in building decks, but I attempted it even though I was so fearful.
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"Who's Your Daddy?" is a slang expression used to show that something or someone has dominance over someone else.
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Aggressive is not what blog article readers and podcast episodes listeners think the word means.
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What if marketing companies had to deliver a minimum amount of sales revenue in order to get paid?
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Marv Levy was the NFL Buffalo Bills coach from 1986 to 19997. Levy is credited with the phrase, “If It’s too Hard for Them, It’s Just Right for Us”. My military commander must have heard Coach Levy use the phrase because my commanding officer modified it and told the following to us: ““If It’s too Tough for Them, It’s Just Right for Us”.
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Effective June 1, 2021.
321 Biz Dev LLC is available to fill the new client gaps when small business owners occasionally have the following business conditions.
1. Short-term revenue gaps when a few need clients are needed within a 30-day period.
2. Longer-term agreements are available for up to 90 days if up to 10 new clients are needed.
3. Territorial agreements are available after 321 Biz Dev LLC have served your new client needs for at least 90 days. A territory is defined as zip-code ranges or street boundaries.
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A big reason why we stopped providing sales system, business development detailed materials has a lot to do with two guys from Texas. Two guys from Austin found some detailed materials about the 321 Biz Dev system online and tried to use it. They failed miserably because all of the information was not available online. I believe they found me on Twitter and began to download 321 Biz Dev content. By the way, I am no longer a Twitter, Instagram nor Facebook subscriber.
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The stories I can tell you about what 321 Biz Dev LLC experiences on a daily basis will make you both laugh and cry.
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It's no secret that highly skilled trade business owners have the least amount of sales and business development training and experience. I'm speaking plumbers, HVAC installers and home renovation personnel.
Imagine the possibilities if trades business owners could capitalize on the relationships they could build as they come in contact with hundreds of consumers and other business owner per week.
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It's very common for small businesses to copy big corporate marketing and adThe vertising strategies. One strategy which works for big corporations but miserably fails for small businesses is offering price discounts.
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Yes, this is the worst thing a prospect can do to a small business owner when the prospect really needs the product or service.
I am talking about low-balling small business owner proposals. And I am emphasizing proposals when prospects really need the products or services.
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Certain arrangements and combinations just make perfect sense. Combinations-like a hamburger with fries, a hotdog and Pepsi at a baseball game, a shot of tequila, lemon, and salt combinations, a new pair of shoes with that new suit or dress, and tortilla chips with guacamole-all make sense.
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There is anecdotal evidence suggesting that consumers are more likely to buy from small business owners who put themselves ahead of impersonal, marketing campaigns.
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Toni Y. Long is the Managing Partner and the founder of The Long Law Group, PC, with a practice focused on entertainment and business transactions. Her business and corporate practice focuses on corporate governance, maintenance and formation, asset / stock purchases and sales, securities, and other corporate issues, as well as serving as general corporate counsel to many of her clients. Toni’s entertainment practice focuses on several areas, including production, talent representation, motion picture, television and new media development, distribution, licensing, and private equity investment.
Toni graduated with a BA from Stanford University and received a JD from UCLA School of Law. She was recognized as a “Top Attorney” for Corporate Law by Pasadena Magazine, from 2012 to 2019 and as a “Rising Star” by Los Angeles Magazine, July 2007.
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Mr. Altawil brings 25+ years experience working with private sector and non-profit organizations to strengthen human resources platforms.
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The truth is it takes effort and leadership to be number one in anything. The motivation for this article and podcast episode comes from a recent article from California Globe.
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Interviewed while in Rio Piedras, Puerto Rico, artist and producer Edje talks about how he got started writing music from learning music theory at a young age. Based in Atlanta, Edje does not use profanity in his lyrics and draws his musical inspiration from all genres. Check out Edje on Instagram.
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Please don’t miss this sure to be exciting and informative podcast interview with recording artist and producer, EdJe. I was fortunate to get EdJe to be a guest while he is working on some projects in Rio Piedras, Puerto Rico.
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When conducting your market analysis, you will often hear the term “fragmented market,” and the fragmented industry meaning refers to a market that lacks major players that dominate the industry.
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It would have been nice if dental, medical, law degrees came with clients ready to buy. And, add to the above statement, dental, medical and law schools and CPA certification classes do not offer business development courses in their curricula. I can also add insurance brokers, real estate brokers, hair stylists, plumbers, HVAC companies, medical group CEOS, and homebuilders to industries where business development education is not taught. It's opening day for your business. Or, maybe, opening day was 5, 10, or 15 years ago. The industry you chose as your business is not producing the level of income you want, need or expected.
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I finally met a CPA who works with small business owners as a trusted advisor. Karla Sasser, CPA offers comprehensive consulting and management advisory services.
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Little did I know that the corporate job I had in the early 2000's would be my professional and income producing salvation twelve years later.
So what happened on November 10, one week after I started my company on November 3?
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The marketing proposal starts as an investment and, at the end, the marketing dollars were an expense.
The "investment" presumed revenue dollars would exceed the investment by twice or higher the marketing investment.
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This is the fifth and final episode where Karla talks about outside IT consultants collaborating with company IT staff.
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Karla defines KPI's as measurements of observed company performance vs expected company performance. KPI's have broad industry usage from customer service to staffing to sales.
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Karla says that the business topic of internal control is quite boring. Although boring, internal control procedures save money, reduce financial theft, and give business owners peace of mind that their companies are operating at optimum levels.
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In Episode 2 of 5, Karla Sasser highlights drafting IT security policies and vendor risk assessments procedures to meet business owner needs.
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In Episode 1 of 5, Karla Sasser introduces listeners to her practice and extensive background in accounting, operations management and information technology.
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This episode highlights the fifth and final of the front-end sales activities. Getting zero-cost referrals to your business is possible by providing your newest clients great sales experiences.
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The Closing activity is the fourth, and the final, of the five front-end sales activities. Your potential client has showed up to the appointment to meet with you about your product or service. The Closing activity decides whether you make a sale or lose a sale.
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My company saw the dental industry calamity coming in 2017, but dental practice owners were not ready for our company's business development solutions. Hopefully, there is still time to help a few dental practices get back on track.
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Setting Appointments is the third of five front-end sales activities. Listeners will get an introduction to 321 Biz Dev's proprietary sales system called SWAS (Selling Without Appearing to Sell).
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The prospecting phase follows the contacting phase. The prospecting phase identifies who may want your product or service and who can afford your product or service. Most people believe prospecting is a mechanical activity.
However, prospecting over the phone or in person is a psychological activity. The reason the majority of small business owners do not want to prospect is because their brains refuse to allow prospect to take place.
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Greg Marshall is licensed as a financial advisor in Nevada, Texas, Virginia, Florida, Minnesota and California. Greg brings a people-centric approach to help consumers with their financial planning needs. His website is allivantage.com
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Contacting is the front-sales activity most shunned by small business owners. There are many reasons for contacting to be least liked function of sales growth. This show will highlight some interesting areas about contacting.
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Broadcasting live Monday through Saturday to save small business owners anywhere in the world. Be careful about marketing pitches.
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Here's our first show on from a live radio show on Blog Talk Radio. Biz Owners Caller Prep Board. Visit blogtalkradio.com/callerprepboard. The 30-minute show is live at 8am (ET).
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This information is effective March 31, 2021.
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There is something about the human mind, especially in the area of business development, where business owners push back on new information to improve sales productivity and sales performance.
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A sales system is a visible, logical and repeatable set of steps to move a product or service from a business to a consumer with predictable, favorable results. By definition, a sales system works. And, for this reason, a sales system is rarely changed.
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Consumers are telling 321 Biz Dev that credentialed providers are leading conversations with their education and experience at appointments instead of, first, getting to know consumers.
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The business owner saw her ads on television, heard her company's name on the radio, and saw her posts on social media platforms. The business owner even received the marketing mailer at her address...and it look great...and it felt great getting the advertising piece in the mail just like the other 1,000 recipients.
This post and related podcast episode will look at how, why and when money spent to grow the business seen initially as an investment sours into a marketing expense.
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Call is also a noun where people are forced into dialogue. You cannot call someone and expect the other person not to say anything.
Combining the words "cold" and "call", you have a recipe for total call reluctance, at least on the side of the salesperson. It will be very difficult for salespeople to make outbound calls if the above is on salespeople's minds.
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321 Biz Dev is not a marketing company. Our content is about helping business grow their businesses using tried and proven sales systems. When there is hype, you will find overpromises.
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I'm hanging out in Metro Atlanta this week and finally had time to complete the formal podcast interview programs to help small business owners connect with more prospects.
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Part of the reluctance for white-collar small business owners not to talk about their businesses comes from feeling their products and services are superior. Please listen to the episode to hear my definition of superior. The other part of the reluctance is due to white-collar small business owners feeling that their prices are so high only few people can afford to buy the products and services.
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I hope listeners find this interview with Ms. Giro, who is progressing well in her recovery program, interesting. She has skills that are a perfect match as a 321 Biz Dev business development specialist. To work as a business development specialist with 321 Biz Dev requires a level of mental maturity that is often not found in candidates with cookie cutter work experience and backgrounds. Demi brings a skill set where listening and believing the sky is the limit.
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Through April 30, Hair Stylists, Estheticians and Tattoo Artists received 10% off on 25-minute podcast interviews IF you call us or we call you, Mondays. Ten-percent off reduces the $145 fee for the podcast interview to $130 if you call us or we call you.
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East Oakland native and California real estate broker discusses wealth distribution opportunities created by supercharged San Francisco Bay Area real estate. Californians need to consider making good financial decisions, or, in some cases, remaining in potential chaos.
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Business Development is increasing sales revenue by building an active, healthy sales pipeline. An active, healthy sales pipeline is defined as contacts being made on a regular basis, entering the sales pipeline, and prospects at the appointment stage are being converted to new clients, and zero cost referrals are generated throughout various stages of the sales pipeline.
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Both white collar and traditional small business owners are liking the 25-minute interviews to help them generate more business contacts and client. This episode details how to professionally use the 25-minute interviews.
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This episode using a fishing analogy and is about salespeople leaving the safety of calm waters along the shore or fishing from a nice bridge to drop their lines into water…with hundreds of other fishermen. This analogy will look at the more riskier, deep-sea fishing done by salespeople who put out the effort to reap the big rewards.
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This is the episode white-collar and traditional business owners want to listen to.
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This is truly awesome. Congratulations Ms. Rodriguez.
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I have to admit that it's tough sometimes for my company to clearly and indisputably differentiate itself from marketing companies. I have to tell WCSBOs that marketing is about exposure, images, and perception. Often, buyers discover that the true product or service offering or promised result is much different than what the marketing claimed.
Consulting, on the other hand, is about providing solutions that typically involved modifying existing systems, behaviors or activities. Consulting also requires direct participation by the client.
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But here is what I know as a son and nephew of a family owned barbershop-hair salon combo chain in Tampa, Florida. There are more stylists than people wanting hair services on a regular basis.
Plus, this is something hair stylists already know. It's hard to get new hair customers and it's easy to lose your current hair customers. On one hand, hair customers are loyal to their stylists-customers swear their stylists are the best. Then, on the other hand, one bad hair situation or an expected personality clash situation may flare up and dissolve the bond between the hair stylist and customer.
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Finally, 321 Biz Dev LLC has found a competent Northern California real estate broker willing to work with probate attorneys to help California sellers move through the sometimes awkward process of selling homes of loved ones who have passed away. Valencia Burton is a 20-year California real estate veteran who wants to work with more probate attorneys, sellers and buyers. This is what true, proactive business development looks like
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321 Biz Dev has added traditional small business owners to its client base through General Smabo. Smabo is an acronym for "small business owner". Covid-19 government lockdowns and shutdowns have crushed small business owners. As businesses begin to limp back to reopen status, small business owners have to do more to promote their businesses. Facebook, Instagram and Twitter are not reliable methods to find more customers.
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It's taken my company years to find a real estate broker like California real estate broker, Valencia Burton, who understands that real estate agents need help learning how to transition from the 9-5 to hourly or salary world to independent small business environment.
Realtors in California and across the United States can now get the caring, mentorship and true business development so they can make money.
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Bryant's business has been open for three days as of the date of this interview. What a tremendous Patriot who decided to elevate Life, Liberty and the Pursuit of Happiness by bringing an American product to the marketplace with a great message.
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Every agent has the right to generate enough money to make their real estate careers successful. Although there are typically more agents than escrows that can be closed every month, agents need to make efforts to be the agents who consistently make money.
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My CPA client in Florida sealed the deal for me to leave social media for business...and leave social media for everything else. Plus, check out how General Smabo helps small business owners get their messages to the public through podcasts.
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Business owners suffer financially and lower their business stature by keeping their mouths shut instead of facing rejection and making themselves vulnerable.
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Valencia Burton, Broker/Owner of Buddha International Realty, is an East Oakland California native and has been a California real estate broker for over 10 years. She has a unique perspective about the real estate industry and the interactions between brokers/agents and buyers/sellers.
Valencia believes real estate agents need to look at real estate's human experience more than the money. Valencia believes brokers should help agents through sharing and ensuring every agent in the brokerage can put food on their tables.
Valencia can be reached for buying/selling needs and broker/agent consultation activities at buddharealty@gmail.com. Or, interested parties can call Rick Nappier at (726) 999-0999.
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Wait until real estate agents and consumers hear what Val has to say.
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The episode title explains everything.
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This is an advanced topic covered by 321 Biz Dev LLC. Ninety-five percent of white-collar business owners lose business because they push instead of pull.
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Now, we have an evolving situation with businesses struggling to stay open and erratic shutdown orders, after being open for 20, 30 or more years.
This reshuffling of who is in business and not in business has elevated the concept of "business musical chairs".
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A true titan in the California real estate industry, Kenny Session is the real deal. After restructuring from the mid 2000's real estate and mortgage crisis, Kenny is connecting buyers and seller with agents throughout California...but this time in a virtual environment.
Kenny has the recipe for real estate success and is starting where he left off. Kenny is hiring agents across California to serve middle income real estate markets in Greater Los Angeles, the High Desert communities of Palmdale, Lancaster and Bakersfield, and the Sacramento Valley (from Sacramento to Modesto).
The best way to reach Kenny for real estate sales or career questions is to send an email to support@sessionrealestate.com
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Social media is for social issues. Finding clients for your white-collar small business is not social.
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This is a red alert episode. Please do not listen if hearing truth is a challenge.
If the business owner is not making an effort to increase revenue more than the competition, then he or she is not really a business owner. This person in charge of the company...the CEO, the president, the principal, the sole proprietor...is really an order taker.
An order taker just waits for a potential customer to call and stop by the office. The order taker hardly ever thinks he or she should proactively find more customers or clients.
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What our consulting firm sees is many white-collar small business owners are deficient in finding new clients. Yes, business owners think about needing more clients day and night. The mental energy is focused on finding new clients but the action plan is missing.
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Can you imagine a situation where a Los Angeles CPA is the most talented in the city, but interviews with prospects are adversarial? The CPA knows his or her industry well, but is unable to connect with the prospect to add the new client to his or her practice. I have seen this outcome over the last six years. Again, this is not good for the CPA nor 321 Biz Dev. And, the prospect is given a less than desirable experience at the appointment. Click HERE to visit the website discussing 16 Personalities.
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This episode is sponsored by future Life Insurance Broker Yeilyn Rodriguez who should be licensed in January 2021.
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This episode highlights intermediate to advanced small business owner material for attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers. Each industry has an advantage component superior to the opportunity component.
This episode is sponsored by Moraima Lescay, Miami, Insurance Broker.
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321 Biz Dev advises agents and their brokers to take a different path than the training programs most real estate trainers use. 321 Biz Dev believes new agents should contact as many people as quickly as possible in their first few weeks.
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A graduate of University of California, Santa Barbara with a Bachelor’s degree in Mathematical Science, Joseph also earned his MBA from San Francisco State University. Joseph wrote his MBA thesis on the housing crash and financial crisis, a crisis which significantly changed the California real estate market. Joseph takes great interest in analyzing stocks, bonds, taxes, new loan policies and local economic issues affecting the San Francisco Bay Area housing market.
To my current and new listeners, it is rare that I interview a small business owner with an MBA.
Without further delay, I want to welcome to the 321 Biz Development podcast, Joseph Gwynn, MBA and Real Estate Broker at Bay Area Realty Brokers.
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It has come to my attention that white collar professionals assume 321 Biz Dev sales system training, business development experience and our ability to find clients do not match the technical knowledge and education of attorneys, CPAs, dentists, plastic surgery, insurance brokers and real estate brokers.
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Are you a consumer looking to connect with a business professional such as attorney, a CPA, a dentist, a plastic surgeon, an insurance broker, or a real estate broker?
Are you a business professional looking for a better way to add new customers and clients?
321 Biz Dev is the number one source for consumers looking for true industry professionals. What we mean by professional is not only is the attorney, cpa, dentist, plastic surgeon, insurance broker or real estate an expert in their field, but they bring desire to listen to concerns, past and current experiences and answer your questions.
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As a consulting firm CEO, I've studied this situation for the last six years. Now, in 2020, most white-collar professionals (attorneys, CPAs, dentists, plastic surgeons, insurance brokers, and real estate brokers).
It's official through observations and discussions with white-collar professionals that social media is not an effective method to market and add new clients.
Podcasting or inserting your company promotional information on a podcast episode provides companies more visibility to potential clients.
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There are more franchise agencies selling life insurance but these are the most popular names. Many agents selling at franchise, brand name insurance agencies tell our company that they would love to sell more life insurance.
The biggest hurdle is the majority of insurance agents do not know how to sell life insurance. Most agents sell homeowner and auto insurance policies because these two type of property casualty products are mandatory for most Americans.
Life insurance commissions are at least five times more than homeowner and auto insurance commissions. Agents could benefit from more commissions as homeowner and auto policies pay about $80 to $120 in annual commissions.
More agencies would experience less turnover if their agents could make enough money to stay in the business.
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321 Biz Dev offers 60 second slots for $35 to small business owners, upon acceptance of your business products and services.
321 Biz Dev will 60 second slots for $60 to small business owners who wish to record their own promotion and to be inserted into an episode upon acceptance of your business products and services.
321 Biz Dev offer full 30-minute segment for $200 to small business owners who want to be featured guests to promote their business products and services.
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This is an episode from a Blog Talk Radio show.
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This is a past show from Blog Talk Radio.
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This episode is from a Blog Talk Radio show.
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This is an excerpt from a Blog Talk Radio show.
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This episode is from a Blog Talk Radio show.
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You might want to drink some coffee on this episode. I completely nerded out. But, personally, I loved this episode.
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There's always a reason for something.
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We are excited to announce that after two months of waiting for our application to be reviewed by iHeart Podcast, 321 Biz Dev LLC is now on the platform.
Our content is unique in discussing sales topics typically heard at the corporate level but formatted for white-collar small business owners generating $500K up to a few million dollars in annual revenue.
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Nothing is clearer with these Covid-19 lockdowns than understanding you can only focus on today. Tomorrow never comes. Meaning, prior to Covid-19 lockdowns, white collar small business owners used to say “business will get better” or “I think business is improving” or “when the economy gets better” or “I’m doing okay now”.
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In B2B selling, this one of the biggest problems stopping independent salespeople from selling to other business owners.
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Ever heard of the cliché, it's not who you know but what you know?
The meaning of this saying is people get ahead in life based on their connections, not so much on their skills or knowledge. It is a saying that people often advance based on nepotism or on friendship, not on whether they actually know what they are doing in their jobs.
Our podcast is now available on iHeartRadio Podcast under "321 Biz Development".
Please contribute to the 321 Biz Development podcast at: https://paypal.me/321setappt/5.00
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Marketing companies perform a specific service. Consulting firms help companies improve existing sales system or install sales systems where none exist.
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Ever have one of those moments when self-doubt creeps in your life?
Being a business owner is never an easy venture. It was never meant to be easy, otherwise everyone would own a business.
And, especially now, when the lockdown/shutdown component of Covid-19 impacting the private sector economy, small business owners, and U.S. citizens IS far, far greater than the Covid-19, health risk component.
Okay. That's enough crying tears in my cereal bowl of Wheaties...the "Breakfast of Champions". Lol
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The first challenge to succeed in business is our past beliefs. As children, we were told never to talk to strangers because people we do not know are out to hurt us. Unknown people are boogeymen.
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Because white collar small business owners do not want or do not have the time to prospect for my potential clients, 321 Biz Dev LLC takes the lead in setting appointments for our clients with small business owners and company employees.
As changing economic conditions continue, white collar small business owners need to have strategies to offer their products and services to a possible shrinking number of potential clients.
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Business Development is one of the most obscure industries that I've come across in my 20+ years of working in the corporate and independent business worlds.
Some say business development is selling. Others say it's the behind the scenes pre-planned, strategic and tactical actions to add more clients. While others say business development is similar to marketing.
The answer is all three explanations are correct! Business development is like an amoeba. It's shapeless, or like the little kid product, Silly-Putty, where you can form something out of a malleable, rubbery substance.
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This interview was uploaded from a 2017 interview from another podcast platform.
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This episode was found on another platform. Just transferring to this platform.
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This is upload from a February 2017 interview.
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I estimate 95% of insurance agencies, brokerages and agents have not been trained to succeed. 321 can fix that.
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Cuban American Yeilyn Rodriguez was recently added as a VP at 321 Biz Dev LLC as we expand our consulting services to the English and Spanish language business communities. Ms. Rodriguez is an entrpreneur looking for a project matching her critical thinking skills.
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I hope people find interest in this episode.
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Ms. Rodriguez is almost ready to talk business in Spanish.
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Introducing Yeilyn Rodriguez, VP, 321 Biz Dev LLC.
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After you remove all the fluff, all the excuses and fake obstacles, 60 seconds per contact is all it takes to grow your business.
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How will small business owners respond to Covid-19 creating havoc for millions of US companies? Looking back, were US small business owners really serious about being successful? Or were small business owners just going for the ride and decided to abandon ship when things got tough?
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The biggest challenge white-collar small business owners and salespeople selling products and services at $1,000 and higher IS how to close a sale.
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We dive into the reasons white collar small business owners, now more than ever because of this Covid situation, need to be proactive in finding new clients.
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Many white-collar small business owners have struggled for years to establish their practices. When all the marketing gimmicks have been tried and money wasted, now might be the right time for business owners to take charge of finding new customers and clients.
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Is learning a sales system difficulty? No. Everyone is capable of learning new things. The first challenge is people are humans do not easily accept change. The other challenge is white collar business professionals cling to their degrees, licenses and certifications believing degrees, licenses and certifications fill voids for not have sales system experience and training.
The truth is law, accounting, dental and medical schools do not offer sales system and business development training. Only a handful of companies offer professional sales system training to major corporations at a staggering cost of $25,000 per person.
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Small business owners cannot hope and expect new clients will come to them without any external effort.
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Whether it's losing weight, stopping to using tobacco, growing your church, finding confidence in talking to that girl, winning that political office or growing your business, building your WILLINGNESS power is more important than what you know or can communicate.
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It's almost like the saying: "he who laughs last, laughs best".
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Regardless of your status, to improve yourself, you must discover who you really are. Then, you can make changes.
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All white-collar small business owners can develop productive behaviors, habits, actions and outcomes for success.
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Consumers, business owners, marketers and even some consultants have challenges understanding how marketing and consulting differ.
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This is an episode I found in my archives from the year 2015, one year after I started my consulting firm.
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Covid-19 is presenting great opportunities for people to transition to sales jobs. There are hundreds of thousands of sales positions open across the U.S.
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It's a great combination. Prospecting for new clients scares the hell out of most people thinking about beginning sales careers. I would say 99% of companies do not teach new salespeople how to prospect. Even people who have sales jobs really don't know how to prospect...so they "fake it until they make it" and hope they can make enough money through referrals.
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Selling is not hard. The problem is companies do not give salespeople a good platform to learn how to sell.
Please click HERE to read the blog version of this episode.
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Please excuse my raspy voice in this episode. It's allergy season in Northern California.
This is very important episode highlighting the three players in a marketing transaction: the consumer, the marketer and the small business owner.
The challenge comes when all three players have three separate and extreme motivations in the transaction. This is why a good sales system is needed. The small business owner is responsible for his or her transactions going smoothly in the consumer's best interest.
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Regardless of your business or project, saying hello and introducing yourself is the most powerful tool you have. In fact, much of your business or project success is dependent upon saying hello and introducing yourself to people in public or on the phone.
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I cover several significant points in this episode that people may have never heard before.
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Jason Wilson CEO and I are teaming up to help new and struggling veteran insurance agents chart a career path to success in the financial services industry.
We hope you enjoy our first episode.
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Everyone wants the money if they thought they could be successful.
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The six letter word, effort, is underestimated in its role in helping people become successful. There is no one-to-one substitute for effort; not social media, not paid advertising, nor any other medium to persuade or influence others.
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With the push of social justice warriors tearing down statues, removing pictures and "canceling" people's careers who do not share the same opinion, many people earning average to above average incomes are putting paychecks above the belief systems. And this is fine as long as you feel you can compromise your values for a paycheck. Prostitutes do it all the time.
This episode recommends people, looking to break the chains of corporate and social justice slavery, start a part-time or full-time business.
When a person owns and controls the method of creating his or her livelihood, you are less likely to surrender your beliefs.
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If you have never owned a business, I want to make the concept of buying from your business simple.
If you currently own a retail establishment like a hair salon, gas station, a catering business or a bakery, you already understand.
Owning a business and purchasing from your own business in addition to having the majority of transactions coming from retail customers is the backbone of small business ownership.
The majority of small business owners do not manufacture their own products from raw materials. The baker must buy ingredients like flour, sugar, ovens, etc. The hair stylist buys his perm and hair color materials from a supplier.
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Ronda Kennedy is general practice attorney in Ventura County who brings years of experience helping Californians navigate the legal system. Ronda is also a Ventura County, California District 26 Congressional Candidate. I hope listeners enjoy this interview.
Ronda's practice areas include: personal injury, Chapter 7 bankruptcy, criminal defense, discrimination cases, business law, family law and landlord/tenant disputes.
Click HERE to visit The Law Offices of Ronda Kennedy.
Click HERE to visit Ronda Kennedy for Congress.
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This episode discusses the background on how to consistently add new retail customers and new business partners every month. An important training piece is intentionally omitted because I can only share this training with Winning Team Biz business partners.
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There are many advantages and features in owning an online shopping business. You can enjoy the same advantages as popular online shopping portals.
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Are you open to other ways of making money? Of course you are or you would not have agreed to listen to short podcast episode.
If you found this podcast episode on the Winning Team BIZ podcast, then you can tell me what you think afterwards.
My name is Rick Nappier, Team Leader, Winning Team Biz. And if you received this podcast link from me or a Winning Team Biz member, then you already know this episode is about the Amway business.
I’m returning to the Amway business after 20 because I’ve learned a lot since the year 2000. Plus, I feel the timing is perfect for every person to own a distributorship. But I will talk about that later.
I hope you thanked the person who shared this link with you because he or she obviously likes because in the direct sales industry, it easier to work with people you like.
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Hi my name is Rick Nappier. I’m the team leader for Winning Team Biz, a team I started to help people succeed in the Amway business using the 8 Steps System.
I just restarted the Amway business around May 9, 2020 because it is now common for people to shop online. Twenty years ago, the majority of people did not want to purchase products and services online.
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Small business owners incorrectly believe they can achieve the same branding results as large companies.
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Value Proposition is validated by prospects.
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Currently, the word value is often used as a cliche.
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The power of using your phone to contact people and meeting people in public places with a handshake are very underrated. Don't let COVID-19 stop you from doing the same things you have always been doing.
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If there is no sales onboarding for sales reps or even white collar small business owners, sales performance is almost guaranteed to have problems right from the beginning.
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This episode highlights the difference ways attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers sell.
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Just 10 years ago, the split used to be 20/80.
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We look at some reasons why this challenge exist.
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This episode was produced in 2017 to help insurance agents and real estate agents improve performance using weekly accountability sessions.
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This episode was produced in 2017 to help new 321 clients start sales systems training.
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This episode was originally produced in 2016. I found 80 episodes archived from a past podcast platform.
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This is 2016 podcast episode I found in my archives.
Our consulting firm has seen hundreds of attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers get to a stage where prospects are ready to become clients...and then the business owners talk prospects out of becoming clients. The 321 Corridor of Agreement is a training topic directing business owners how to use wind down conversations and close deals.
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This is a 2016 episode found in our archives. 321 was talking about sales mastery being more important than skills mastery for over 7 years. With the Covid-19 situation, it is imperative for white collar small business owners to become proficient in contact, prospecting and closing.
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Back in 2016, I interviewed Roberta Lucas. Roberta was born in Brazil, spent her early adult life in Philadelphia and now sells luxury properties in the South Florida market.
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This short episode highlights how 321 Biz Dev LLC can help CPAs, Accountants and Chartered Public Accountants in Canada. Business performance was already an issue for most CPAs before the Chinese Wuhan flu situation. Now, post COVID-19, CPAs are finding it even harder to keep their clients, add new clients and keep their practices liquid.
Click HERE to read AccountingToday.com, May 18, 2020 article.
If you are a small business owners and love capitalism, please vote to reelect Donald Trump for President.
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In the mid 1990's, I started the Amway business. Amway was my first to entrepreneurial experience as I was also beginning a management career in corporate America. Even though the corporate world had some amazing, very expensive training ($10,000), the best people and relationship training I ever had came from the Amway business.
Now in the late 1990's and around 2000, the Amway business went to digital online ordering. It was not successful because the public in the year 2000 was not fully onboard with online shopping. Now, online shopping is en vogue.
Another reason why I am restarting with Amway is the need for more Americans, Canadians and people from around the world to start businesses. There are some legal tax advantages (check with your CPA or tax professional). Aside from having access to high quality products, Amway gives distributors a great Plan B method to generate income without the risk associated with spending $50,000 or more to be in business.
Amway has great mentoring systems and coaching tools. In addition to Amway's time-tested personal development training, I will use 321 sales system training to help our team achieve their personal and financial goals.
If you want to speak with me, please call me at 415-515-6760. If you want to become a new Amway IBO or simply shop, click HERE to visit my website.
Make it a great day!
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This episode was extracted from a 110-minute episode produced the week of 04/19/2020.
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This episode was extracted from a 110-minute episode produced the week of 04/19/2020.
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Interviewing Rochelle was a pleasure and treat and it will be for people watching and listening to this content. Rochelle is a very professional, highly talented Trinidad aesthetician.
Click HERE to visit Rochelle on Instagram.
Click HERE to visit Ooh La La Spa.
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Today’s podcast episode is titled: Marketers, Consultants and Business Developers: Which is Best for Small Business Owners
Marketers are Promoters, Sign Waivers, Business Postcards, TV ads, newspaper ads, door hangers, paid telemarketers, doorknockers, social media, website marketing, etc. Their job is to make the public aware of products and services, often without guaranteeing the business owner great results. Marketers are not legally or ethically obligated to deliver specific results…that’s not the job of the marketer.
Consultants typically work with businesses who have specific challenges. These challenges could include upgrading information technology infrastructure, installing more effective HR guidelines, worker ergonomics to improve productivity, factory worker motion studies to eliminate redundant or useless work routines, motivational speakers to help sales teams focus, and companies like 321 Biz Dev LLC which help salespeople improve sales productivity and sales performance. These are men and women who have specific skills and experience in the industries they support.
Business development companies perform sales functions on behalf of companies. Developing a pipeline is the overall function of a business development company. For white-collar small business not familiar with the word pipeline, a pipeline serves as the conduit to identify potential prospects and move these potential prospects through a sales system to convert prospects into clients. Developing a pipeline has four activities: contacting, prospecting, appointment setting and closing. functions are primarily identifying potential clients.
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Here are five topics related to how white-collar small business owners and hard working Americans should look at the corona virus situation and who Americans should vote for President in November 2020.
If you are a small business owner or hard working American worker, please reelect Donald J. Trump.
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If white-collar small business owners were not performing at good performance levels before COVID-19, the performance situation got worse as COVID-19 is identifying some interesting challenges in finding new clients.
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Our company is excited and ready to return to traditional consulting and selling. We discuss how social media is not suitable for white-collar small business owners such as attorneys, CPAs, dentists, insurance brokers and real estate brokers.
Then, we discuss how the Covid-19 situation has been used to destroy the American and world economies. We conclude that all American small business owners need to reelect President Donald Trump.
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These topics provide some background on the Covid-19 impacts and what white collar business owners need to do to save their businesses.
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I want to introduce every Realtor in North America to Ray Yenkana. After working in the real estate industry, I can tell viewers that it's rare to find a broker who actually helps Realtors succeed in the industry.
Ray was kind enough to spend a few minutes to share his journey and what he has learned to support Realtors.
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This podcast episode is produced during the perfect time COVID-19 is in the news. I felt it was important to let small business owners and concerned individuals know what communism, socialism, and capitalism.
Economics is more than just about financial education. Economics also has psychological, emotional and political components.
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Often without strong sales fundamentals, the “Get Up and Go” never gets up. What do I mean by this statement? People’s perceived get up and go never was there to begin with. You see. If salespeople are closing occasional deals, without using a sales system, deals were not predictable in nature. Meaning, if the salesperson does not use the pipeline approach to methodically move potential clients through the contacting, prospecting and appointment setting and closing phases, then transactions were by referral or luck. When the salesperson believes he or she is productive and is not using a sales system, an occasional transaction is misleading. Being misled about productivity creates a false sense of reality. This false sense of reality over time limits salesperson growth and maturity. What does it mean when a salesperson’s spirit “Gets Up and Leaves”? When does it take for the “Get Up and Leave” to kick it?
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With the current panic and fear mongering, many white-collar small business owners (attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers) may be seeking solutions to still connect with potential clients.
The 321 Virtual Account Executive service keeps small business owners in the game while this health situation is resolved.
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This is an episode I recorded 18 months ago, but just found the recording.
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The more things change, the more things remain the same. 321 Biz Dev LLC saw the impacts of the 2009 real estate debacle where millions of Americans got laid off and thousands of business shut down.
The coronavirus panic, whether you believe in it or not, may result in the same economic disaster.
321 Biz Dev LLC started as a result of the 2009 economic challenge. This video will discuss what happened between 2009-2014 and what white-collar small business owners can do in 2020 to stay in business.
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From Kenya to London to the Middle East to Metro Vancouver, Amrit is the consummate real estate professional, serving British Columbia's Fraser Valley.
Amrit has a very diverse international business and work background.
Interviewing Amrit and learning about how Canadian real estate is sold were definitely a treat. Any British Columbia buyer or seller will be great served by using Amrit's services.
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White-collar small business owners are confusing the benefits and advantages of marketing with the benefits and advantages received big companies like Apple, Disney, and Royal Caribbean.
White-collar small business owners will never get results anywhere close to results received by big corporations.
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The show is in four parts:
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The first part will identify challenges independent law firms have in finding client cases. By independent law firms, I mean law firms which do not have contracts with federal, state or local municipalities. These independent law firms handle accident/injury, criminal defense, business, bankruptcy and estate planning,
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The second part describes the existing landscape in which attorneys function.
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The third part has two sections: a) 321 provides a solution where the attorney has complete control in finding new client cases, and b) 321 outlines other methods for attorneys to find more clients cases with 321 helps.
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The fourth part identifies why some attorneys experience droughts in providing legal services and find it difficult to find new clients without paying high marketing fees.
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I’ve hesitated doing a show like this for almost 5 years since I started 321 Biz Dev LLC. It’s a very sensitive subject for most people…people who are minorities in the sales industry and prospects who may be clients of minority salespeople.
This show may surprise many of you too because my definition may be a little different than what most people expect.
The sales industry is not for everyone, but as a contradiction, anyone can learn how to sell. Selling is a way of earning a living that is totally different than showing up on a 9-5 job to perform tasks for a paycheck.
As a former F500 employee sales manager, the way I’ve always looked at selling as the activity generating paychecks for everyone in the company. That’s right. If you work at any private sector job (not a government job) getting a paycheck, it’s the sales revenue (new business, keeping current clients) that allows non-sales employees to take home a paycheck.
For independent white-collar small business owners like attorneys, cpas, dentists, plastic surgeons, insurance brokers and real estate brokers, another hurdle comes into play besides the obstacles preventing most white-collar small business owners for maximizing productivity and maximizing performance.
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In more detail, how does the WCSBO beat the competition? The WCSBO:
- Contacts and prospects when competitors will not.
- Is friendlier when the competition is not friendly at all.
- Smiles when in public places when the competition does not smile in public places.
- Introduces himself or herself in public places when the competition does not want to be noticed.
- Converts strangers into new friends when the competition avoids people.
- Gives out his/her business card and asks for the new friend’s contact info when the competition does not.
- Has a professional prospect interview approach at the appointment when the competition stumbles and looks disorganized.
- Started the relationship when he or she first made contact with the prospect when the competition is starting the relationship cold, meeting the prospect for the first time.
- Does not product pitch when the competition makes product pitching a priority.
- Does not necessarily need to ask for the business because the prospect is more than willing to become a new client…but the competition has beg for the business and may not add the prospect as a new client.
- Is showered with referrals from the now, new client when the competition not only did not add the new client…the prospect who said No has no intention of referral friends, family or colleagues to the competition.
If you want to be a white-collar small business owner guest, click HERE.
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Salespeople are stressed out when they are unable to see themselves being successful selling high priced products and services. Think about it for a moment. As a salesperson with the potential to earn $5,000-$25,000 per transaction, the salesperson is unable to make it happen because everytime the salesperson meets with potential clients, the saleperson cannot close.
Today's show is sponsored by Karla Sasser, CPA, in Metro Los Angeles.
Podcast listeners can also listen to the content on Blog Talk Radio by clicking HERE:
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Selling Without Appearing to Sell (SWAS) is the ultimate benefit of the 321 sales system. SWAS for designed and launched in 2015 and serves as the foundation for all 321 sales system and business development practices. One of the biggest challenges in selling is consumers' negative opinions of salespeople. And rightfully so...the focus has always been on the salesperson's best interests instead of the consumer's best interest. At appointments, consumers are ready to say No to salespeople using tricks and gimmicks. SWAS works in favor of consumers. Today's episode is sponsored by Richa Gupta, Yoga Teacher, A Richa Life, New Delhi India (Noida District). Want to be live guest? Click HERE to follow us on BlogTalkRadio.
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I was an active Realtor for about 8 years and am getting back in the industry in 60 days. Since the time I started selling real estate, I've never found a real estate company which actually helped agents improve performance until about six months ago. However, the real estate company and CEO are not in the United States of America.
Look. I have no issue with stating the truth. I don't care what American city it is. Unless the agent has perfected or discovered his or her own system to make money real estate, 99% of the real estate brokers are not helping their agents. Mainly, I'm speaking about training agents how to find their own clients. There are no agent onboarding systems to help agents who never sold anything in their lives.
What I am excited about is finally my company's sales system and training have been validated. This CEO in another country does offer agent onboarding to help agents move through the sales learning curve.
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Starting February 25, 2020, 321 Biz Dev LLC is in full production mode with the a 2020 goal of adding two attorneys, two CPAs, two dentists, and two plastic surgeons in 36 cities in the United States. This is a total of 288 white collar small business owners.
As white-collar small business owners are added, they will be included on our website preferred business owners. Then, 321 will turn on our version of digital marketing using the professional services of SiteMarket, owned by Genie, President of SiteMarkit.com.
This move effective February 25, 2020 is a triple win for white-collar small business owners, consumers/business owners and 321 Biz Dev LLC.
Click HERE to view the YouTube version.
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Pride, with regard to business performance, is defined as the fear of doing the things to grow the business is greater than the need to grow the business. This pride thing is not new, but pride is becoming more of a factor today. Why is this? It is our opinion at 321 Biz Dev LLC that white-collar small business owners are less engaged than they were 15 years ago and earlier.
There are several reasons based on our research.
Part of the reason might be that today’s business owners are less competitive than 2005 and earlier. My professional opinion is social media and digital marketing are root causes. For some reason, white-collar small business owners bought into the simplicity of posting and uploading. Business owners had their warrior wings plucked by the allure of forgoing making genuine business contacts to be replaced with choosing the path of least resistance using social media.
Social media and digital marketing have had devastating impacts on white-collar small business owners’ desire to earnestly put effort into finding new customers.
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Office managers: this is an important trend to spot. If your office is not getting any new clients, the practice is failing.
The role of the office manager up to 2009, in our humble opinion, is dead as a dinosaur. As the old cliché goes, that was then…this is now.
Moving forward in 2020 and beyond, 321 Biz Dev LLC sees the office manager role as one which supports the white-collar small business owner’s revenue generation goals more than the administrative needs. The new dawn of the Office Manager transitioning to Business Development Manager is here to stay.
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Just about every day, 321 Biz Dev LLC encounters situations with white-collar small business owners that present opportunities to offer better training. Of course, I do not mean training about performing legal, accounting, dentistry, plastic surgery, insurance or real estate duties. All white-collar business owners have already received that training. The training I’m speaking about is the type where business owners take actions to acquire new clients.
Do you know that insurance agents and Realtors have the most time to identify new sales opportunities? About 70% of the total time to find and close a client is available for contacting and prospecting. The remaining 30% is the time spent completing life insurance applications for insurance agents or driving buyers around the community looking at properties, or doing open house for people selling homes.
As tasks become more complex such as is for attorneys, CPAs, dentists and plastic surgeons, time to find new clients drops to as low as 30% with 70% of the remaining spent performing legal, accounting, dentistry and surgery tasks.
So, it may be clear already how the sales experience gap exists. What are white-collar small business owners doing if they are not performing tasks related to fulfilling client orders?
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This is the second interview with Richa who was invited to talk about personal growth and overcoming challenges. Now, this 42 year old former garment industry executive knows a lot of overcoming challenges. She has had a career change, loss of a sibling, and has begun a period of self-introspection.
Richa is a beast in the gym and operates an online yoga teaching business to help people anywhere in the world with Internet access begin their journey to better health. You can find Richa on Instagram under the handle: a_richa_life.
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Did you know that there is no formal business development training in the public domain for white collar small business owners? I believe 321 Biz Dev LLC dominates the market for this niche group of attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers.
Yes, there are thousands of marketing programs for white-collar small business owners. Remember what 321 said about marketing programs? When you hear the phrase marketing program, replace the word “marketing” with “chance”. When you hear “marketing program”, also think of big businesses like Disney World, Samsung, Apple, Tesla, Coca-Cola, etc. These big companies have no choice but to create marketing programs to stimulate millions of people to buy.
In contrast, business development is far more detailed than a marketing program. When you hear the phrase business development, think “solution”.
What is the 321 Biz Dev business development plan for our company? Yes, it started with working first with insurance agents, then Realtors. Over the last two years, we added attorneys, CPAs, dentists and plastic surgeons. But this is not 321 Biz Dev plan in its entirety.
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Most panic attacks stem from people not being comfortable with other people in general. Even when people are out in public and they do not know one another, you can feel the invisible barriers people put between themselves. Some people may go out of there way to avoid walking next to someone or looking them in the eyes. Have you ever stood in a crowded elevator or an escalator and everyone is looking into space or have their eyes fixated on insignificant objects?
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It was truly a pleasure to interview Liz Serna, J.D., LL.M, Senior Manager at Tofer and Associates, A Professional Law Corporation in California with offices in Upland, Woodland Hills, Hawthorne, headquartered in Beverly Hills.
Liz is a seasoned veteran in the legal industry as she prepares for the California State Bar Exam. She talks about how Tofer, the law firm, gave her a start to work for a people-friendly law practice; a law firm where clients feel like family.
Please listen to what Liz says as she provides an overview of what Southern Californians should consider in the event of a car accident, slip and fall, or dog bite.
Please click HERE to visit Tofer and Associates on the Internet.
Please contact Liz at (909) 222-7488 and you can follow Liz on Instagram.
We hope you enjoy this episode.
Rick Nappier, CEO, 321 Biz Dev LLC
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Today’s podcast episode is titled: Behaviors, Habits, Actions and Outcomes Determine How You Perform in the Sales Industry.
I really do not like these type of podcast topics because I am not a psychologist and I don’t play the role as a psychologist on TV. The brain is a very complex body part. It can start or stop men and women from taking action.
Although I cannot speak on the vast subject of psychology, I can retrace my path to becoming a salesperson.
I want to look back about 20 years and identify how behaviors, habits, actions (or lack thereof) decided how I evolved as a salesperson.
But before I start, I want everyone to try to block the words “selling”, “sales”, and “salesperson”. Frankly speaking the majority of is done is not selling and sales…and we are not salespeople. I prefer the word “consultant” and you will hear why in this episode. Now, I’m still going to use the words selling, sales and salesperson…but I will end the podcast episode with hopefully everyone seeing themselves as consultants.
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I did a podcast episode similar to this one over year ago. This episode is an update to the previous one because there are even more reasons for white-collar small business owners to utilize their conference rooms to generate more potential customers and earn passive income.
Before we provide the benefits and features for white-collar small business owners to visualize their conference rooms being used as marketing opportunities and to increase cash flow, we have to make the following statement to define what a business is.
The definition of business is to move a product or services from a vendor to a customer or client for a profit. Unfortunately, owning a business creates many ways to move a product or service from a vendor to a customer or client without making a profit.
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These four items are both important for 321 Biz Dev LLC and our clients’ businesses.
For 321 Biz Dev, the four factors drive who we select to offer our consulting services. 321 promotes our consulting services to high populated city with white-collar small business owners selling high price products and services. We know if one industry white-collar small business owner does not use our services, it is likely another business owner in the same industry will. And of course, 321 has verified all business owners have some type of productivity challenge. The productivity challenge is either or are both related to contacting and prospecting and/or closing deals.
This podcast episode marks the first time we have identified how the four factors impact white collar small business owners.
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I’m telling all listeners on this podcast episode that I’m not a motivational speaker. This episode may sound like a motivational speech, but it is not. My personal thought on motivational speakers is the motivational speech should come during/after salespeople skill and practice development.
Motivational speeches before sales skills are developed, in my opinion, are a waste of money because there is no foundation to link motivational speeches.
This episode is being produced after five long and hard years developing sales systems and business development services for white collar small business owners.
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Sales Hell could have different meanings to different people. This podcast episode will define sales hell as situations where there is money to be made but the white collar small business struggles with putting together a plan for success.
People may know that 321 Biz Dev LLC defines white-collar small business owners as: independent attorneys, independent CPAs, private practice dentists (not franchised), independent plastic surgeons, independent financial advisors and insurance agents and real estate brokers (not real estate agents). 321 stopped supporting individual real estate agents in 2019 because many real estate agents just didn’t have the minimum business experience to understand how 321 could help them.
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I did a podcast episode similar to today’s episode about 5 years ago when I compared two cost-benefit analyses: the first being white-collar small businesses interviewing a full-time sales rep to set appointments and the second option of using 321 business development services.
What has changed since 2015? Well, 321 has gotten a lot better in delivering more powerful sales systems and our experience has grown since 2015. 321 Biz Dev LLC is the number one choice for white collar small business owners looking for affordable, sales performance solutions.
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Just to name a few certifications, Mr. Marsocci is a Certified Medicaid Planner™, a certification granted by the CMP™ Governing Board and Mr. Marsocci is an accredited attorney with the Dept. of Veterans Affairs
Mr. Marsocci is the author of numerous book, including The Plain English Attorney series Estate Planning Basics, The Long Term Care Solution and other books on Amazon.com. Mr. Marsocci holds seminars and webinars for clients, financial advisors and other attorneys on topics related to life and estate planning and develops and presents continuing legal education courses for attorneys and life insurance agents.
Click HERE for The Law Office of Jeffrey G. Marsocci
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Ilya describes his company's services at a level where CEOs across multiple industries can understand. Listening to the podcast interview, Ilya talks the what, who and why clients select Cider for their web and app development services. Even the tough question about SEO/PPC return on investment Ilya's response was thorough. I now have a better understanding how SEO/PPC work.
But the even tougher question about what can Cider clients expect, i.e., ROI, from web/app development, Ilya thoroughly explained web/app client expectations in the big picture of moving products and services to market.
I loved every minute of this podcast interview and hope listeners will, too.
Thanks for listening!
Click HERE to visit Cider.
Click HERE to connect with Ilya Lipovich on LinkedIn.
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The first one is the conclusion that the majority of small business owners are probably not maximizing their sales revenue potential. Yes, small business owners are probably making enough to support themselves and keep the business open. If performing at a level for the sake of keeping the doors open and not seeking to elevate a business where a company is grabbing significant market share is satisfactory, then there is no need for small business owners to seek any counsel to do better…which is probably the environment in the small business community.
The second conclusion is the minority of small business owners are probably maximizing their sales revenue efforts, or are at least open to further increasing sales revenue and market share.
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When men and women start CPA practices, law firms, dental clinics, surgery centers, real estate brokerages and insurance agencies, they people think that they will be successful because millions of people in America need accounting services, legal services, dental treatment, elective and medically necessary plastic surgery, need to live in a home or apartment, and have at least some type of insurance product.
So, is there a glass ceiling in the small business arena? Is some sociological barrier or ceiling stopping a man or woman from hitting their financial goals? I mean the business owner is at the top of the ladder. There is no higher person above the business owner.
Do small business owners wake up and say “someone is stopping me from achieving my goals”? Who is that someone? The glass ceiling implies that someone is stopping minorities and women from succeeding on a level playing field. Again, who is this person or persons stopping any person, regardless of gender and/or race, from hitting their financial goals?
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321 is working for the business owner by contacting, prospecting and setting appointments and assisting with the closing. Most small business owners do not want to contact and prospect. Most small business owners do not have time to contact and prospect, and or Most small business owners do not know how to contact and prospect.
321 is working with the business owner because mastering a sales system and business development are tough. When I worked as a corporate sales manager, after new sales executives were hired, it took them 30-60 days to learn the process. And these newly hired sales managers WANTED to work in sales. They passed the sales psychology assessment tests.
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I would say that approximately 60% of the business owners we contact have no websites or do not have a functional websites appealing to potential clients. The old saying “beauty is in the eye of the beholder” might be factual, but as a consulting firms referring prospects to white-collar business owners, I can tell you that first impressions are important.
When I use the phrase “functional website”, I’m not referring to a website with many bells and whistles. Small business owners should not need to spend $2,000 or more for a functional website. In my professional opinion, a website should include the following:
- A home page giving a product or service summary and how the product or service helps potential clients or customers.
- A short bio of the owner(s).
- A link to provide detailed product, service benefits and features.
- A call-to-action box where interested people can leave their contact information.
- An instant chat box for the office to engage prospects with strong interests.
- A business email address. This is the big one. I would estimate that 70% of business owners use Gmail, Yahoo or Hotmail domains as business email addresses.
Over the 2019 Christmas and New Year holidays, I was contemplating this life coaching void to help 321 business owner clients. Luckily or by fate, I met the best life coach I could have met that can help my clients move forward in their personal lives.
The owner, Cid Lough, is a professional life coach based in Monterey, California. Cid has the credentials to help people move forward in their lives. I can’t explain her services better than she can, but I will tell you this. After Cid and spoke for a couple of hours, in person, and over the phone, she is the right person and the perfect addition to help small business owners achieve their business and personal goals.
Click HERE to contact Genie, Website Developer and Digital Marketing professional, Site Markit. Click HERE to Site Markit on Instagram.
Click HERE to contact Cid Lough, Joyful Wellness Life Coach. Click HERE for Cid Lough on Instagram.
Click HERE to visit 321 Biz Dev LLC.
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321 Biz Development kicks off the year 2020 with our first podcast guest of the year: Cid Lough, Life Coach from Monterey California. Cid brings a wealth of experience to individuals and business professionals, helping them push through the "dirty pain".
Over the years, I have met a lot of life coaches-all who know how to help people-but I must say that Cid brings out the best in people.
I hope everyone enjoys our first podcast episode for 2020.
We hope you enjoy this episode.
Make it a great day!
Please click HERE to visit Cid on the Internet.
Please click HERE to visit Cid on Instagram.
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From the West African nation of Sierra Leone to Baltimore, Andrena Sawyer, Owner of P.E.R.K. Consulting is the go-to business owner to establish your legal entity, strategic planning and business development to start your business the right way.
It was quite a pleasure listening to Andrena talk about her own journey after working with social services agencies for a number of years. All of Andrena's comments are time-tested...and listeners will definitely agree.
I hope you enjoy the interview.
Click HERE to visit Andrena on the Internet.
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We will run the same introduction in 2020 saving us hundreds of hours in production time.
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2019 was a fantastic year for our company and clients. As 2019 nears to closing, I want to recognize 321 Biz Development podcast, small business owner guests.
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Karla is a 321 client and is one of the few CPAs in America that has a tremendous financial/technical background combined with a great personality.
Karla, a 20-year accounting industry veteran speaks on the advantages business owners, of any size, gain by transitioning accounting operations to the cloud.
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This is our company's last topic based podcast episode for 2020. Instead of uploading almost 400 minutes and 19 separate episodes, we produced ONE MEGA episode and provided the most important information from each of the 19 episodes.
We will still do podcast interviews until December 31, 2019,
Happy Holidays from 321 Biz Dev LLC!
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I stopped attending chambers of commerce meetings and joining popular networking groups about ten years ago. I had no problem with mingling with and meeting people and enjoy being around people. I would not work in the sales industry if I had issues with people.
This podcast episode is from a productivity perspective. For white-collar small business owners, their time is worth $1,000-$3,000 per hour or more. Attending a networking event typically uses most of the morning driving to and from the event including plus the hour or two at the event. So these 3-4 hours could be worth up to $12,000 or more in lost revenue attending the networking event.
Every attendees’ ultimate reasons for attending network events is to get referrals. And are referrals provided to others? Absolutely…but not enough to justify 3-4 hours and losing $12,000 or more in revenue.
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I learned about VLR about 20 years ago when I worked in corporate America. Then when the U.S. economy crashed in California, Arizona, Las Vegas and South Florida, I found VLR very applicable when I started 321 Biz Dev LLC.
- A sales system is not a technique in the sense where prospects are tricked into doing business.
- A sales system is very consumer friendly with the goal of providing prospects great sales experiences.
- If you ask prospects want they ultimately want when they spend their monies, prospects converting to clients say they had no problems saying YES when they enjoyed interactions with salespeople.
- It is not uncommon for prospects to premium prices if they feel the sales experience is equivalent to the premium price.
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If you are listening to the podcast episode in India, London, Canada, Australia, New York, Los Angeles, Miami, San Francisco Bay Area...or wherever you live, you must contact Richa to learn more about her yoga and fitness services.
Did you know that India is the birthplace of yoga?
Richa left a blooming career in the garment trade to working on her health as millions of Indian people suffer from chronic diseases like diabetes. Did you know India has the greatest number of diabetes cases in the world?
Kick back and put on your headphones or listen to this interview with Richa while you are driving.
Richa's on Instagram.
Richa's mobile number is +91-9891908476
Richa's email: Richa.Zerlina@gmail.com
We hope you enjoy this podcast episode.
Rick Nappier, CEO
321 Biz Dev LLC
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Vidal has an amazing story growing up in Tijuana, Mexico as a kid, keeping his eyes on his father who worked as an accountant. So, Vidal became an accountant like his father.
Vidal Espinosa is the Founder and Principal Partner at Invictus Advisors, a bi-national consulting firm whose mission is to be a strategic partner for business owners to make better financial decisions. Managing a portfolio of over 100 clients, with total assets over $10,000,000, Vidal has lead the organization to open multiple offices throughout the United States and Mexico while increasing the annual budget from $25,000 to a $1M dollars in just three years.
As a self-made author, entrepreneur and business owner he understands what it takes to start and run a business effectively. With over more than 20 years of accounting and taxation experience he has worked for large accounting firms such as KPMG and Deloitte. With a critical eye for substance and quality, strong in budgets, cash forecasts, business, IRS, and Internal Audits he provided tax advice to various corporations including being an external CFO for various multinational companies like Sushi ITTO and Sanyo.
He is Certified Public Accountant in Mexico from the Universidad Panamericana in Mexico City and Cetys Universidad in Tijuana in addition to holding a Masters Degree in International Business by Universidad Iberoamericana and Business Management by IPADE Business School in Mexico. As a former professor at Loyola University, he focused on resolving and analyze competitive problems related to the International Markets for Small and Medium Companies.
Visit Invictus Advisors on the Internet.
Vidal Espinosa can be reached at (619) 677-6512
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If you are listening to the podcast episode in India, London, Canada, Australia, New York, Los Angeles, Miami, San Francisco Bay Area...or wherever you live, you must contact Richa to learn more about her yoga and fitness services.
Did you know that India is the birthplace of yoga?
Richa left a blooming career in the garment trade to working on her health as millions of Indian people suffer from chronic diseases like diabetes. Did you know India has the greatest number of diabetes cases in the world?
Kick back and put on your headphones or listen to this interview with Richa while you are driving.
Richa's on Instagram.
Richa's mobile number is +91-9891908476
Richa's email: Richa.Zerlina@gmail.com
We hope you enjoy this podcast episode.
Rick Nappier, CEO
321 Biz Dev LLC
Send in a voice message: https://anchor.fm/321bizdevelopment/message
Here’s my question to listeners. Have you ever had a gut feeling that a marketing investment was going to be either good or bad? You crossed your fingers, hoping you would gain new clients.
The marketing company laid out a plan to expose your business to the masses in your community or maybe even to a larger population like your city or even your state. You paid the $5,000 or maybe even more money to the marketing company.
Now 321 Biz Dev LLC is not throwing shade at, dissing, or tearing down marketing companies because everyone is grown and makes their decisions, hopefully using the best information available at the moment.
But what if you had a way to measure how good or bad a marketing investment is before you make the investment? What if you good make the decision to invest your hard-earned money with confidence using business calculation giving your clear evidence that the investment is either worthwhile or a waste of money?
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Located in Southern California, GWCAS has evolved into a national network of campus administrators including, but not limited to, university/college athletic directors, coaches, athletic trainers, educators and academic advisors. GWCAS has matched and placed over 171 student athletes with scholarships and universities/community colleges across the U.S., ultimately alleviating financial burdens on their families. A non-profit organization founded by Coach Wesley Green in 2009, Golden West College Athletic Services works to match minority student athletes with suitable colleges and universities. GWCAS assists students and parents with college placement, scholarships and academic services.
GWCAS is not a recruiting agency and we're more than a placement agency. We offer student support services such as guidance, advice, recommendations and college life skills to assist athletes in successfully transitioning and balancing their academic and athletic careers. Our strategy is based on preparing students for the next phase of their lives.
Who are GWCAS Students & Alumni?
GWCAS student athletes have been placed in universities across the nation and as college graduates many have advanced to pursue higher degrees and on to successful careers in fields such as engineering, medicine, sports, education, communications, entertainment and law. Other GWCAS students have been successfully drafted and play on professional U.S. and international sports teams.
Golden West College Athletic Services
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At best, social media is an inexpensive way to advertise products and services. Top social media challenges: The name is wrong because selling is never social, people do not make big ticket, high price item purchases based on social interactions. People who make big ticket, high price item purchases are not searching for legal, accounting, dental, plastic surgery, insurance or real estate purchases on social media. Most people on social media are people trying to selling to others who are trying to sell their products and services on social media. It’s like going to a convention and trying to sell your great book to other authors in attendance trying to sell their great books. At worst, and this statement borders conspiracy theory, social media was created to slow down productivity.
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This podcast episode is a perplexing one because it deals with the superiority-inferiority complex among business owners and prospects.
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The first goal is to help both men and women mix two selling characteristic which, on the surface, appear contradictory to 99.9% of salespeople.
The second goal is to help women understand that the sales industry is wide open to establish income parity with men.
We merge the two goals into this one episode.
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Listen to Alex speak about the tax challenges individuals and small business owners face.
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321 Biz Dev LLC has actually met people who are afraid to use a sales system because it may expose some deeper fears. Imagine this. Your brain says you are a great business owner. Your educational credentials say you have the skill, talent and expertise to perform tasks in the legal, accounting, dental, plastic surgery, real estate or the insurance professions. Your bank account says you really need to improve your sales skills, not technical skills, to connect with people to grow your business. And then finally, you find 321 Biz Dev LLC. Then, this inner-voice inside your brain says I know I’m good at what I do, I need the business, I need the money…but the brain says “not so fast…I don’t think we are ready to mentally solve this problem yet…let’s take it slow until we (you and that inner voice are talking) have fully thought this thing through.
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The conversation about socialist economic policies is not hard to understand but socialism has many moving parts. With the parts, isolated by themselves, socialism appears harmless. But when all parts are assembled, socialism is very harmful to businesses and individuals who want to be successful and carve out a plan to be wealthy. When you hear the word socialism, think of the concept everyone’s goals being pushed to the middle for everyone to be average. If a person or business wants success above average, socialism will not let you unless you know someone in government to give you a pass to behave outside of the set social norms.
A socialist economic policy would cause significant harm to the U.S. private sector, small businesses across every industry.
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One of the 321 sales system modules talks about the three components white-collar business owners need to maximize selling their products and services. The three components are capacity, capability and willingness.
Let’s learn about each component attorneys, CPAs, dentists, plastic surgeons, real estate brokers and insurance brokers must possess to convert prospects to clients.
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Today’s podcast episode is more like a public service announcement to small business owners and CPAs across the United States. Some listeners might call this episode a marketing campaign and listeners know how I much dislike using the phrase “marketing campaign”. I’m laughing right now…sort of…because it’s not a marketing campaign because 321 Biz Dev LLC calls 99.9% of the white-collar small business owners we support and call prospects for our 321 white collar small business clients. 321 Biz Dev LLC will find small business owners who want to improve business performance and 321 Biz Dev LLC will find CPAs wanting to help small business owners improve performance.
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321 Biz Dev LLC or 321 offers two separate services, which if combined, give white-collar small business owners the power to add more clients to their practices.
The first service 321 offers is sales system training for business owners. The 321 sales system is a visible, logical and repeatable approach to add new clients.
The second service 321 offers to small business is business development. 321 defines business development as appointment setting for attorneys, CPAs, dentists, plastic surgeons, insurance brokers, and real estate brokers.
The 321 sales system platform was written for the life insurance industry…which is the hardest product to sell. 321 designed the insurance sales system in 2013.
The 321 business development system was written for CPAs because accounting professionals interact the most with other small business owners.
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I asked the million-dollar question just now. Thanks to Katina Person, CEO, Allegiance Biz LLC, in Washington DC for giving the inspiration to produce this podcast episode. Katina is a client, a friend and a regular listener to the 321 Biz Development podcast.
We talked yesterday about the “value” podcast episode I just uploaded November 13 and we started talking about how 99% of white-collar business owners like attorneys, CPAs, dentist, plastic surgeons, insurance brokers and real estate brokers are well-trained in the industries. Of course they are well-trained. They have law licenses, medical certifications, dental certifications, accounting certifications, real estate licenses and insurance licenses.
Second, the majority of salespeople believe in investing in some type of personal development training. Salespeople pay thousands of dollars to attend weekend seminars with big-name speakers.
But we have discovered at our company is product training and motivational training alone, do very little to build rapport with prospects at appointments. It’s almost as if the professional sales industry has forgotten about the people with sit in front of in offices meeting with business prospects or at kitchen tables meeting with consumer prospects. Listeners may think I’m overestimating this building rapport gap the sales industry has with prospects.
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If you have worked in the sales industry for at least 5 years, you have heard of the phrase or have used the phrase “I want to provide value to my prospects and clients.” Many sales organizations tell their reps in training that the company’s products and services provide value. So sales reps repeat this word “value” or use the word “value” in some kind of way to increase their hopes prospects will buy and become clients. And the majority of sales reps use the word “value” indiscriminately. Meaning, sales reps mostly use the word becomes it sounds great…or they think prospects will be more likely to do business than not do business.
Listeners will gain a little insight of the level of detail we at 321 Biz Dev LLC put into developing a sales system that leaves no stone unturned. It’s communicating topics such as understanding words and phrases using like value that gives white collar small business owners a competitive advantage to be first, not last.
The overuse of the word “value” is similar to the cliché “taking your business to next level”. I know listeners have heard this phrase “taking your business to the next level” used a million times in training sessions or at motivational speaker seminars.
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In business, I see a similar situation where small business owners want to cut expenses to earn a profit instead of finding solutions to increase revenues.
It’s almost as if business owners are saying “I own the business but I have no ideas how to increase sales so I will take the easy route by cutting expenses”. The profit equation is: Revenue – Expenses = Profit.
Yes. There are two ways to generate profits. You can cut expenses to make a profit. Or, you can increase revenue to earn a profit. Guess which method to earn a profit is more difficult? You guessed correctly. Cutting expenses is the easy way to earn a profit. But cutting expenses has some damaging effects.
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This is the first official capitalism podcast episode and I wanted to get the party started by talking about how white-collar small business owners should evaluate their sales functions using SWOT.
For business owners not familiar with SWOT, SWOT is acronym for Strengths, Weaknesses Opportunities and Threats. SWOT is typically taught in upper division management and MBA levels. At my former Fortune 500 employer in Los Angeles, we used SWOT many times to prioritize how we could improve sales performance.
I strongly believe small business owners can get a bigger bang out of SWOT than large corporations because changes are more visible and happen quicker than impacts realized by large corporations.
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After producing over 200 podcast episodes about 321 sales systems and business development services, it's now time to shift to our first love: the subject of capitalism.
Capitalism drives the private sector but benefits everyone!
From professional athletes, movie stars, technology workers, real estate tycoons, and stock traders who earn millions or billions of dollars per year to the attorney law firm, CPA practice, dental clinic, plastic surgery center, insurance agency and real estate broker who earn $1M per year to man who just got laid off from work and needs government assistance until he returns to full-time employment, capitalism is 100% responsible for paying and/or funding all of America's lifestyles, activities and situations.
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About the same time, Facebook was luring white collar sales people like CPAs, attorneys, dentists, plastic surgeons, insurance agents and realtors to its social media platform.
The attraction with Facebook is that it gave white collar small business owners the appearance they were advertising like they would using mailers, running ads in a newspaper, paying for commercials on the radio or doing television spots.
And the method to upload marketing images and videos, at no cost, was too good to be true. But it was true. White collar small business owners could upload pictures and videos and…just like that…see these uploads…and think everyone in their local area, across the country or even around the world would see their posts.
Click HERE to listen to podcast featuring White-Collar Small Business Owners and Salespersons
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Starting our sixth year in business on November 1, 2019, new business insights never stop coming. But isn’t that true for most businesses after they survive the first 2-5 years?
During the month of October 2019, our company did sales system consultations with a variety of business owners across the US and in another country. And this is when these insights were revealed.
Have you ever been to a big-name motivational speaking event and the speaker spends hours or the entire weekend talking about how you need to improve confidence, goal setting, and your mindset?
And as small business owners and salespeople, this focus on self-improvement is very important. I would not be where I am today without the 10-20 motivational speakers I’ve heard speak on critical, thought-provoking personal development topics.
But as small business owners and salespeople, have you ever attended training where the focus is on prospects, and how prospects look at you, the salesperson during the sales cycle?
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These following definitions are provided to describe how your dollars spent for marketing can be characterized in two ways:
- Dollars spent for marketing your products or services is an investment if you make enough sales.
- Dollars spent for marketing your products or services is an expense if you do not make enough or no sales.
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Every business always something it has to deal with and 321 Biz Dev LLC is no exception.
Just to give white-collar small business owners who may become 321 Biz Dev LLC clients some insight into our new client acquisition operations, our company trains white-collar business owners how to maximize productivity, performance and profitability using a proven sales system.
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This episode and its content about feedback from sales system training sessions, prospect conversations and words from the streets. Something interesting happens when speak with lots of people: you begin to form an understanding about how people think.
321 has spoken with hundreds of white-collar small business owners and salespersons across the US, Canada and other countries.
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The four reasons why estate planning and business law attorneys should work with 321 are:
- White-collar business owners have levels of higher education in their areas of expertise closely matching the experience 321 has in sales.
- White-collar small business owner transaction prices are a good fit for 321 services.
- Since most of 321’s experience is working with small business owners, we are very comfortable in contacting, prospecting, setting appointments and helping business owners learn how to professionally close. 321 does not call consumers at their homes.
- The reasons people need white-collar small business owner services are necessity-based.
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I want to say this right now on my own podcast that using a sales system and working your business consistently will separate a white-collar small business from his or her competition. What I see and hear when speaking with business owners is both astonishing and shocking. But most importantly, it’s the relief I see on the white-collar small business owners’ faces when they now have a predictable way to work their businesses.
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This is one of those podcast episodes where every person working in sales or thinking about working in sales needs to hear…and at the same time, this is the podcast episode no one wants to hear. Therefore, this podcast episode represents a dichotomy of what needs to happen contrasted with what no salesperson wants to do, at first…or, as the reason why I started 321 Biz Dev LLC, I knew getting people to learn how to sell better would initially be tough.
So what are we talking about here in this episode? Yes, that’s right. The most feared and misunderstood word in our society today. That feared, misunderstood word is Indoctrination.
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I know the title seem ridiculous. And, no the title is not a professional attack on white-collar business owners like CPAs, attorneys, dentists, plastic surgeons, real estate brokers and insurance brokers. 321 is looking for people who want to learn how to train white-collar business owners how to increase sales productivity and sales performance. Literally, there is distinct and totally separate training to find clients. Own a law firm, CPA practice, dental practice, or a plastic surgery center does require training that may last 12 years. As the owner of sales systems and business development, I can't advise consumers on legal, accounting, dental or medical matters but I can help white-collar business connect with prospects and add more clients. If you want to learn a skill at a same level and proficiency you have riding a bike, then give us a call at 833-321-3212 for an interview. CPAs, insurance professionals and real estate professionals are encouraged as well as anyone who wants to be good at something. Make it a great day!
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321 Biz Dev LLC only reports on and create podcast episodes about actual encounters with small business owners and salesperson when we speak with or train them.
There is a big challenge experienced by the majority of independent real estate agents and life insurance agents. The percentage of agents who fail or never make enough money could be as high as 90%. A 2014 life insurance trade website put the number of agents who quit the financial services at 87%. A real estate report in 2015 put the average real estate income at $32,000. And, it’s no secret in the real estate industry that real estate agents broker-hop to find brokers offering the easiest way to sell homes without doing a lot work…a way which does not exist.
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Dentists were one of the first white-collar business owners we supported back in 2010 when 321 Biz Dev LLC was getting started under our previous business name.
If you own a private practice dental practice, this episode may appeal to you.
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Many small business owners are asking if it's a good idea and easy to work with 321 Biz Dev LLC.
The answers are yes and yes!
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Don is one of our company's newest real estate sales system trainees. Before Don gets his Georgia license, I told him to introduce himself to at least 5 people per day, so when he has the Georgia real estate license, Don will have about 100 contacts to call.
Boom!
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Maybe if sales managers used the word, ATTEMPTS, 99.9% of salespeople would not have extreme fear about contacting and prospecting.
Here are a few situations to acknowledge about the ATTEMPT sales activity:
- Not everyone wants to buy now (but you won’t know, unless you ask).
- Not everyone has the money to buy now (but you won’t know, unless you ask).
- But someone wants to buy now or in the future (but you won’t know, unless you ask).
- But someone has the money to buy now (but you won’t know, unless you ask).
- If your sales system is good, most people will buy (but you must ask). I
- If your sales system is bad or nonexistent, most people will not buy (even if you ask).
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After hearing these employer sentiments over and over again, for almost one year, 321 Biz Dev LLC worked to assemble a team of consultants to provide solutions to meet the needs of small business owners. Specifically, the following are what small business owners want:
· Small business owners want CPAs who can do more than just produce financial reports.
· Small business owners want health insurance brokers who can more than just provide employer benefits quotes.
· Small business owners want website developers and digital marketing specialist who can do more than just throw up websites and post to social media sites without any logic.
· Small business owners want business development solutions that deliver with good ROI and not marketing campaigns where, 99.9% of the time, small business owners never make a profit.
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The definition of onboarding is: the action or process of integrating a new employee into an organization or familiarizing a new customer or client with one's products or services.
If you have worked in any job, you have probably had some introduction to the company philosophy, company owners, the products and services, and how you will do your job.
In corporate sales, every sales rep is sent to the company’s vendor for sales training, regardless of the salesperson’s past experience listed on his or her resume. Here’s a shocker for my listeners: sales onboarding has very little to do with a company’s products or services. Sales onboarding usually introduces account executives to the company’s sales system. Then, after sales onboarding, introduction to the company’s products or services follows.
Unfortunately, independent white-collar business owners have no sales onboarding in opening their law practices, dental practices, CPA practices, plastic surgery centers, real estate business or insurance agencies.
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Connie Correia is the most informed California Health Insurance Broker I've met since I left a Los Angeles-based, Fortune 500 health insurance company, selling large group health insurance. What puts Connie's health insurance expertise in a class by itself is her diligent pursuit to assure small business owners have the most current information to make the best decisions for their company and employees. Connie also works with the California legislature to stay up-to-date with the many legislative health insurance changes by having a seat at the political tables in Washington D.C. and Sacramento as health insurance policy is drafted. All California small business owners, trade organizations and associations with health insurance and benefits concerns should contact Connie Correia at (916) 764-6458
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Maybe it does not matter. But I can’t believe white collar business owners want to experience slow sales, low revenues, and discontent in their industries.
321 believes a few business owners are looking for business development solutions to stay on top by grabbing market share.
321 Biz Dev LLC partner with CPAs and health insurance brokers across the U.S. with the goal to help our business clients maximize sales productivity, sales performance and sales profitability.
This episode is about:
- What two small business owners communicated to me this week.
- A 48-minute phone conversation I had with a white-collar business owner with 20+ years industry experience.
- A two-hour mini sales training session with a Realtor
- And other real-world interactions with small business owners across the US and Canada.
- What specifically am I seeing and why does it matter?
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We at 321 are offering a business solution; a first of its kind for small business owners battling rising health insurance expenses.
RHIPs, Revenues and Health Insurance Premiums, is a two-fold business solution.
As a former health insurance sales executive in Los Angeles I saw small business owners being challenged with rising health insurance premiums. Since the late 1990’s, there were rarely any times health insurance premiums dropped for small business owners.
The bad news is health insurance premiums have always increased and will continue to do so. Any person telling you health insurance premiums can be reduced year over year and make health insurance benefits practical for employees, and offered to employees by employers as hiring and retention incentives is not being honest.
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This episode was produced at the tail end of 7-day Mediterranean cruise in Southern Europe.
There are three ways salespeople win when they publicly prospect face-to-face or make B2B outbound calls.
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I lay this situation squarely at the feet of the social media movement which convinces salespeople to shift sales performance responsibility to digital marketing.
It was just 12 years ago where salespeople found business by contacting and prospecting for business.
This entire social media era is about reducing sales performance in the small business community.
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The first way to tell you have made a true business connection:
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The prospect has a real business concern, business need.
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Adding more clients should be a top concern for every business
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The prospect wants to succeed and but has difficulty identify a plan or implementing a plan.
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The prospect is humble enough to acknowledge sales performance needs help.
The second way to tell you have made a true business connection:
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The prospect recognizes your business can fill the void.
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The prospect acknowledges your sales system will work for their business.
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The prospect is an active partner in the sales system. Meaning, the prospect understands he or she will need to improve team members’ sales performance.
The third way to tell you have made a true business connection:
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The prospect values your services and pays with the understanding he or she will receive favorable ROI. No business development specialist would offer a marketing solution where the marketing investment is equal to or higher than sales revenue.
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The prospect understands the difference between a marketing campaign and marketing solution.
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The nicer way of saying "shut the hell up" is "please let consumers talk some at appointments."
For the last 45 years, psychologists who study consumer behavior have extensive studies proving consumers are least likely to buy when salespeople dominate conversations at appointments.
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This is a challenge for every salesperson…even me…but I know how to manage the anxiety and awkwardness of connecting with people on a B2B call, but especially face-to-face where people experience the most uneasiness.
So what specifically is the awkwardness in the prospecting stage where you want to see if the person may be a good fit for your product or service? The challenge most salespeople have is thinking too much. I mean thinking what the person will say if you approach him or her.
Will the person yell at you for trying to start a conversation with them?
Will the person run from you, shouting that “someone just tried to sell me something?”
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In contrast, if the salesperson owns the marketing system, he or she can leverage ownership for many, many years and control how fast or slow the business grows. So what does it mean “to own a marketing system?”
Owning a marketing system means the salesperson does not pay continuous high marketing expenses to add new clients.
The salesperson can leverage marketing ownership privileges in several ways. 1) the owner can hire new people and use their own system to get new people up to good performance. 2) the owner can modify the marketing system he or she owns to meet new consumer needs or demands. 3) the owner can sell the business to a new owner, transferring the marketing system along with the book of business.
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We are excited to produce this episode about CPAs and my company working together to support small business owners.
- The easiest thing to do is what CPAs and 321 are already doing. It’s easier to just do the work along side CPAs and help small business owners.
- The hardest thing to do is to produce this episode and describe the background of why small business owners greatly benefit from working CPAs and my company.
As a former club DJ, I would like to start with an interesting anecdote, an example why selling hasn’t really changed even though social media and digital marketing claim to be the best methods to grow businesses.
Think about this for a moment with regard to how sales gurus tell business owners and salespeople to use gimmicks and slick marketing strategies.
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This is a short podcast episode from Las Vegas, Nevada. It's about 107 degrees, so I had time to do this podcast before going to hang out.
When new clients enjoy great sales experiences, business owners and salespersons have receive referrals. New clients can't help but tell their friends, families and colleagues about the nice time they had buying from professional salespeople.
Text (925) 272-7499 to receive the Small Business-321 Biz Dev LLC, Sales Training-Business Development Agreement.
Or copy and paste the following link in your brower:
https://drive.google.com/open?id=1IArbVKtns_178iVa0KdLVL3lIN7pTzn4
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Speaking with a Tampa business owner today, I got this sincere question asked.
This Tampa business owner was not embarrassed to ask me my definitions of sales training and business development. She had a good idea what business development was but admitted she had no idea what sales training is after owning a company for 20 years.
I’m so ashamed of myself because this upcoming podcast episode to define sales training and business development should have been one of the first episode I produced.
I assumed too much thinking every business owner knows what sales training and business development definitions are.
The two definitions are not what most business people, even those with MBAs, think they are.
We apologize for not producing this episode sooner.
Text (925) 272-7499 to receive the Small Business-321 Biz Dev LLC, Sales Training-Business Development Agreement.
Or copy and paste the following link in your brower:
https://drive.google.com/open?id=1IArbVKtns_178iVa0KdLVL3lIN7pTzn4
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After leaving corporate America in 2000, I began selling in the independent sales industry (insurance, mortgages, and real estate). It wasn't long before I realized something was dreadfully missing in how insurance, mortgage and real estate brokers trained their agents.
It was a series of sales incidents and exposure to different people which led to understand exactly what I was missing in my independent sales journey.
Since this discovery, my company helps white-collar business owners and salespeople put their sales careers back on track.
Text (925) 272-7499 to receive the Small Business-321 Biz Dev LLC, Sales Training-Business Development Agreement.
Or copy and paste the following link in your brower:
https://drive.google.com/open?id=1IArbVKtns_178iVa0KdLVL3lIN7pTzn4
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Here’s a topic no one wants to discuss or, or that can’t provide a solution for salespeople looking to overcome fear of rejection and fear of failure challenges. These two fears stop salespeople in their tracks and are the number one reasons people quit the sales industry or never see careers take off. Whose fault is it 90% of salespeople struggle and are overcome by fears of rejection and failure? I will tell you. It’s the independent sales industry’s fault. In the rush to recruit people to sell insurance, real estate, independent sales presidents and managers think training is learning about products and services and they neglect ever mentioning the people side of selling. Samantha Brookes’ book is titled “Cash is Queen” and is available for pre-order.
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The main advantage of using your phone to contact people or businesses is your can call to set appointments faster than any other methods. While on the phone, you will usually reach the decision maker or the office manager or the secretary or get voicemail. All of these are good outcomes. Don’t worry about not connecting with the individual or business owner on the first call. Particularly for calls to business owners, and 99% of 321 sales training is written for B2B marketing, you will put your business in the strongest position to potentially do business when calling the owner. There are three areas where you need to be 100% confident about: 1. Do you believe in your product or service? 2. Will your product or service do exactly what you claim it will do? 3. Will the business owner or individual you are calling be in a better position with your product or service than without your product or service?
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Potential customers are seeking the marketing specialist’s expertise because business owners are looking for solutions. Marketing specialists often have college degrees and years of experience helping other business owners.
What 321 Biz Developers listeners need to understand is business, in general, has a high failure rate. Stats say that most business fail in 2 to 5 years. There is always a risk to starting a business. Nothing is guaranteed.
So this podcast episode is not intended to blast any particular company. Business owners are grownups and make their own decisions about how to grow their companies.
The intent of this podcast episode is to help small business owners identify as much as possible if a marketing strategy has the potential to help owners find more clients.
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Today’s topic is probably the least talked about in public but the most thought about subject my company hears when we individually meet with small business owners and salespeople.
No. Sales professionals do not start consultations with “my looks are stopping me from being successful”. But when consultative sessions go deeper into how salespeople think about being in sales, the subject of looks indirectly are discussed.
I say indirectly because all intense conversations about sales are about finding new clients. In fact, selling is mostly about finding new clients. If sales did not have the prospecting variable most salespeople struggle with, everyone would want to work in the sales industry.
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Social Media has never proven itself as a winning marketing strategy. In fact, the only people making money with social media are Facebook, Instagram and Twitter.
This podcast episode explains how salespeople were misled (not lied to) about the social media's marketing effectiveness. My company has been saying this for the last 8 years. Now that Facebook and Instagram have modified their algorithms to influence more people to pay for their posts to be seen, now is the right time for sales professionals to finally break-free from social media.
People should have always been in the front of their businesses. But social media's allure and slickness put people in a trance by making it easy to post videos and images thinking consumers would be in droves.
321 promotes its Professional Media services which puts owners in front. Consumers want to meet owners. Consumers want to hear from owners on the phone. Consumers want to hear owners talk about themselves and how they started their businesses. In other words, consumers want to know sales professionals are human.
Sales professionals should put their faces/voices first, followed by good podcast episodes, then supported by awesome websites and social media management by SiteMarkit. At 321, we are saying social media posts should be destinations for consumers to see or hear what salespeople are like in short digital bursts.
We hope you enjoy this podcast episode.
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Crappy 2 Happy Homes is a real estate investment firm which does three things:
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Help home sellers looking for practical selling solutions when other options are limited or nonexistent.
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Support general contractors by hiring them to renovate homes to bring properties back to “for sale” standards. And
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Identify people and funding sources looking to diversify their portfolios by earning favorable rates of return on short-term real estate projects.
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My oh my have things changed so quickly. According to my business partner and technology confidant, Genie, President at SiteMarkit, that’s (spell it out), Instagram now has updated its algorithm to match the algorithm change Facebook made about one year ago.
I’m not a tech genius. I’m a professional sales trainer and business development specialist. What I can share with 321 Biz Development podcast listeners is: days before July 1, 2019, I posted something on Instagram and would receive immediately 5-15 likes and maybe a total of 30-40 likes over a 24-hour period.
But I will admit that receiving LIKES is an infatuation. Every business person is enamored by knowing someone LIKED their posts. Getting LIKES is an addiction I believe social media companies are counting people attach themselves too. However, LIKES don’t money in business owners’ bank accounts. So, it’s time for small business owners to put on their big boy and big girl pants again.
Did I care much about receiving 30-40 likes? Not really. 321’s business growth is not driven by social media or the number of likes we receive. In fact, it will be a cold day in hell when a person calls 321 asking for sales training and business development support. 321’s digital presence does not attract contacts and prospects for us to convert to clients.
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Before the fee, the majority of small business owners and salespersons I’ve spoken with were not making money posting their ads to social media sites when there was no fee. Now that the free option is no longer available, it is expected that business owners and salespersons, who decide to pay fees to get their content seen, will still make little to no money. Again, not Facebook’s, Instagram’s nor Twitter’s fault. These social media companies cannot be held responsible for providing a service people want to pay for.
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What I’m getting it, as I said earlier, is selling is an entrepreneurial activity to escape the need to be heavily dependent on external inputs to be successful. Buying leads is a major external input that removes the entrepreneurial component from being in business for yourself.
Finding the customer or client IS THE entrepreneurial component. Just look at the many motivational speakers, sales gurus, empowerment clichés, and self help books. There would be no need for personal development if salespeople could be successful just buying leads. The old saying: “if it’s too good to be true, it’s probably not true” applies here.
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I've known Samantha, a Toronto business owner, for almost 18 months and I am thrilled she's doing one of her first interviews with me to talk about her new book, "Cash is Queen". Samantha also talks about using past business skills to reaffirm what she has always known about creating multiple income streams. Samantha is advocate of business owners protecting their businesses from legal issues and good planning to offset negative business cycles. This fall and early 2020, Samantha will appear on Canadian TV and major market, U.S. radio stations to promote her book, "Cash Is Queen". Samantha is always in high-energy mode. I hope you enjoy this podcast episode. Click HERE to visit Mortgages of Canada
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This is a podcast from 2015 uploaded to this new platform.
Realtors, Loan Officers and Insurance Agents can work together to build strong networks to generate new business, refer business to one another and get referrals from recently closed clients.
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This Friday, July 5, 321 will conduct a free sales training session on Part 3 of a five-part insurance sales system.
As if prospecting for insurance business was tough enough for agents, meeting with insurance prospects at their homes or at their businesses is a sales hurdle agents find themselves unable to cross. This is why the insurance industry has an 87% agent failure rate where agents either quit or never make enough money. And this failure rate is avoidable with the right training.
Insurance sales, specifically life insurance, is one of the hardest products to sell for insurance agents not having access to a good sales system. Selling life insurance is hard because the product has no glamour nor excitement. Conversations about life insurance involve the unavoidable subject of serious illness and/or death. So immediately, you see selling life insurance requires some agent maturity or, for younger agents, using a good sales system to have focused discussions with insurance prospects.
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Today’s podcast segment features our guest, Catherine Smart, Manager, Blue Mountain Village Foundation, in the great nation of Canada.
Catherine comes on the 321 Biz Development show to provide some details about the Damon Allen Celebrity Golf Tournament to be held on September 26-27 at the beautiful Blue Mountain Village Resort on southern Georgian Bay, about 2 hours northwest of downtown Toronto.
I made a connection with Blue Mountain Village Foundation through colleague, Samantha Brookes, CEO, Mortgages of Canada located in Toronto. I want to thank Catherine, Damon and Samantha for allowing me to support this celebration and worthy cause.
Let me give our listeners a brief bio on Damon Allen. And Damon is graciously invited as a VIP guest to do a pre-event podcast segment.
Damon Allen, a native of San Diego, and brother of the NFL’s Marcus Allen, has been mentioned as one of the greatest CFL quarterbacks of all time after winning four Grey Cups with three different teams. He also was a three-time Grey Cup MVP. In 2005, he was the CFL Most Outstanding Player at 42 yrs. old, becoming the oldest MVP of any North American sports franchise. He was a formidable passer and rusher, as he retired only 323 yards behind his brother Marcus. In 2012, he was elected into the Canadian Football Hall of Fame.
In May 2010, Allen launched the Damon Allen Quarterback Academy, in which he personally teaches the skills and strategies of quarterbacking to students of all ages and skill levels.
Damon still has a competitive spirit as he has transitioned his energies off the gridiron to a bigger stage of performance coaching, mentoring and philanthropy.
Damon Allen is a world class speaker, speaking professionally around the globe on “Leadership Success from the Field to the Boardroom” with his award-winning speech, “Quarterbacking Your Way to Success: Lessons from the Gridiron.” Damon is also finishing his first book titled “The Whole Nine Yard” which he expects to be published by end of 2019.
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AJ Smith was gracious enough to be a guest to give listeners a peak into the Jive Communications audio/video/conferencing communication platform.
My company has been a Jive customer for almost 5 months and we have had nothing but a great experience. Since 2004, I've used multiple vendors and experienced communication challenges that I just had to live with. If there is no other service provider that can do better, you stay with the vendor.
As soon as my company used Jive Communications, the audio became clearer, the latency issues went away and my company had a lot more practical tools, features and enhancements than it ever had since 2004.
Again, I want to thank AJ Smith for taking time out of his busy schedule to share good information with my listening audience.
If anyone has questions or want to schedule a consultation with AJ, his direct phone number in Utah is: (385) 205-5861.
Click HERE to visit Jive Communications on the Internet.
Make it a great day.
Click HERE to visit 321 on the Internet.
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Working your business as a technician is earning money but being close to the job you didn’t like. Operating your business as an entrepreneur has a lot more benefits. But developing and achieving the entrepreneurial experience has several distinctions and challenges. I will talk about three:
- Receiving mailbox income or earning money while you sleep. Real estate, insurance brokers and real estate investors have this luxury.
- Growing your market share. Even if you can’t identify your current market impact, you can still measure it if you are taking customers from the competition.
- Designing and using a sales and marketing plan, a sales system, where sales reps are successful because consumers like their sales experiences.
Click HERE to visit us on the Internet
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The definitions of these two words, productivity and performance, are mysteries to white collar salespeople based on our conversations with hundreds of business owners and salespersons.
I think part of the explanation why productivity and performance are mysterious is the definitions have probably never been clarified. Selling for independent salespeople originate primarily from passing state exams or by completing professional attorney, medical or CPA certifications to conduct business. For these reasons, no one has raised the questions what productivity and performance truly mean.
I would like to recognize a good friend on this podcast. Her name is Teresa Nuno. She and I coached youth soccer together for about 7 years when our two sons played on the same teams.
I’m including Teresa’s name in this podcast because, as a person close to beginning her real estate journey, Teresa is a big 321 fan! She’s a fan not just because she knows me and my selling background.
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I really mean Kawhi Leonard's basketball skills combined with his quiet calmness whether he is winning or losing.
No doubt, Kawhi Leonard, a native of Compton California played an instrumental part of Toronto’s darling season. The whole team contributed to Toronto’s powerhouse play. But it is Kawhi who got most of the attention, not just because of his consistent play that won him a 2nd NBA Finals MVP award (the first with the San Antonio Spurs), but it is his demeanor during and after games earning Kawhi the nickname Cyborg.
Yes, I’m jumping on the Kawhi Leonard bandwagon. I’m thoroughly impressed with his communication style. Soon, people may be selling Kawhi designer shades, Kawhi caps, Kawhi cologne, etc. Right now, consumers would buy just about anything with Kawhi’s name on it to show they are down with Kawhi.
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This podcast focuses on my walk with sales performance and how I got to get this point. An epiphany can happen in any aspect in your life. What’s important about an epiphany is will you recognize it and will you take action when you identify possibly the only thing in your life that might have the most meaning ever!
Here’s the definition of epiphany from Wikipedia, which I think is a good definition:
An epiphany (from the ancient Greek ἐπιφάνεια, epiphaneia, "manifestation, striking appearance") is an experience of a sudden and striking realization. Generally the term is used to describe scientific breakthrough, religious or philosophical discoveries, but it can apply in any situation in which an enlightening realization allows a problem or situation to be understood from a new and deeper perspective. Epiphanies are studied by psychologists[1][2] and other scholars, particularly those attempting to study the process of innovation.
Epiphanies are relatively rare occurrences and generally follow a process of significant thought about a problem. Often they are triggered by a new and key piece of information, but importantly, a depth of prior knowledge is required to allow the leap of understanding.[3][4][6][7] Famous epiphanies include Archimedes’ discovery of a method to determine the density of an object ("Eureka!") and Isaac Newton's realization that a falling apple and the orbiting moon are both pulled by the same force.[6][7][8]
Over the next 60 minutes, let me walk you through some exciting and some not so exciting times in my life.
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Items 1-5 are the following five selling styles. Item 6 is the selling style created by 321 Biz Dev LLC.
- Aggressive selling
- Need-Oriented selling
- Product-Oriented selling
- Competition-Oriented selling
- Consultative selling
- 321’s Meaningful-Dialogue selling (Plus 1)
Our company got a huge response from announcing this podcast topic. I know why, too. Marketing and selling products and services is not easy to begin with. And, if marketers and salespeople are not sure how to effectively communicate with potential prospects, sales results can be disastrous, especially for white collar business owners selling products or services starting $5,000 and higher or if the commissions are $5,000 or higher.
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This podcast is not intended to belittle any other company’s services. But we do at 321 Biz Dev LLC want to put some competitive distance between what we claim our consulting services offer white collar business owners and what other companies offer. There is a stark difference between what 321 Biz Dev LLC offers and what other companies offers, in our professional opinion.
Please click HERE to visit us on the Internet.
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This video advertises 321 Biz Dev LLC’s service to help Real Estate Brokers, Insurance Brokers and Mortgage Brokers recruit and maximize sales performance using 321’s 5-Star sales training and business development support.
We use the words and phrases “service”, “service industry” and “service provider” as fillers in place of real estate, insurance and mortgage.
321 Biz Dev LLC can be reached at (833) 321-3212 or on the web at 321bizdev.com
Please click HERE to watch the YouTube video.
Please click HERE to visit 321 on the Internet.
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Jamaica-born, England-raised, Lorraine Santirosa brings 15+ years real estate experience, serving U.S. military veterans and families in the San Diego Area.
Lorraine recalls her first real estate transaction with a Carmel, California Naval Officer. Not bad for your first real estate transaction!
Lorraine details how she helps incoming, outgoing and permanent resident military members and civilians with their buying and selling needs.
What a great interview with Lorraine! She can be reached at (619) 248-5484 or your can visit Lorraine's website by clicking HERE.
Click HERE to visit 321 on the Internet.
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For real estate, the trend is shifting towards gimmicks. By gimmicks, I mean the approach to generate real estate sales is moving away from long-term career development and moving to short-term methods to drive sales activity not too beneficial to man or woman actually looking to learn how to sell real estate.
Buying leads is probably the biggest gimmick in the real estate industry. Is this bad in the short-term? No. Some real estate agents are paying exorbitant amounts of money for lead subscription packages to make money. It’s a gimmick because buying leads does not meet the definition of selling. Again, 321 just wants to put things in the correct boxes.
Selling involves contacting and prospecting.
Click HERE to visit us on the Internet.
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Over the last three years, 321 has never detailed how we can work with Insurance Brokers. This podcast is produced after 321 has helped hundreds of insurance brokers and agents improve sales productivity, performance and profitability. Let’s do a quick overview of 321 sales and business development services for Insurance Agents. 321 supports Insurance Agents in three ways:
321 provides sales training for Insurance Agents to contact, prospect, set appointments and close insurance prospects. 321 provides business development services to Insurance Agents where 321 contacts, prospects, and sets appointments for Insurance Agents. To enhance closing, 321 designed an “Insurance Prospect Interview Form” to give Insurance Agents a minimum 80% closing probability.
Click HERE to visit us on the Internet.
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Over the last 6 months, 321 has never detailed how we can work with CPAs and accounting firms. This podcast is produced after we have signed agreements to support two CPAs in California.
Let’s do a quick overview of 321 sales and business development services for CPAs and accounting firms. 321 supports CPAs and accounting firms three ways:
- Provides sales training for CPAs to contact, prospect, set appointments and close business clients.
- Provides business development services to CPAs where 321 contacts, prospects, and sets appointments for CPAs.
- To enhance closing, 321 designed a “CPA Prospect Interview Form” to give CPAs a minimum 80% closing probability.
Thanks for listening to this podcast. Make it a great day!
Click HERE to visit us on the Internet.
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Mark, a San Francisco CEO, and Harley, a Boston Elder Law Attorney, helped me understand what independent selling is all about.
I owe them both a huge debt of gratitude.
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What a great story by Ella Rivkin. She owns a accounting firm and financial planning company in Brooklyn, NY.
Ella details how she accelerated her drive to become versed in the English language at the age of 14.
Ella also is knowledge in helping her business clients with their accounting, financial planning, and life circumstances.
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Every salesperson, especially in real estate, insurance or other industries where sales volume is measured annually, has heard of the phrase “top producer”.
Top Producer can be individual production for an insurance agents or Realtor. Top Producer can be agency or brokerage sales volume where managers or brokers are recognized for taking their sales organizations to the top in sales productivity. Also, Top Producer can be a team effort where lead Realtor has team members assigned to different functions in real estate sales.
I love it when people say sales is a numbers game. Usually, salespeople say it in frustration because they didn’t close a few deals and maybe the next one will close. So, it’s possible that salespeople are playing the numbers game incorrectly or using a sales system stopping from succeeding at the numbers game.
321’ definition of the numbers game takes a high road analysis where the salesperson knows how to effectively contact and prospect. The numbers I just described above is the 321 version of the numbers game. Guess what? To play in the 321 numbers game, you need 321 numbers.
Click HERE to visit us on the Internet.
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This podcast is about two subjects: the commission split controversy and how to be in business on the first day you are license.
Commission split controversies started around 2006 before the real estate and mortgage crises hit the US, especially in California, Las Vegas, Phoenix and most of South Florida. But commission split frustrations between brokers and Realtors were not related to real estate but independent insurance agents began to make decisions where they sold insurance based on insurance commission splits.
To successfully execute this strategy to be in business on the first day you are licensed requires 321 training.
First, let’s define what being in business means. You guessed it. Being in business means you are contacting and prospecting. Being in business does not only mean you are meeting with prospects or you are writing a real estate, insurance or CPA contract or starting a dental procedure or receiving a retainer fee to accept a legal case.
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This podcast is going to one of the easiest one we’ve ever done because this podcast titled “The Sales Fog” is a culmination of many podcasts on the subject of sales performance produced over the last two years.
What is sales fog in the context of sales training in white collar, big ticket, high priced product and service industries?
Sales fog, as 321 defines it, is the area where something is missing to help salespeople increase revenues and commissions. It’s a fog because salespeople are somewhat at a lost in figuring out what’s missing.
Click HERE to visit us on the Internet.
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Andrea Esse is a Metro Detroit real estate and mortgage broker with 4+ offices.
321 is grateful to have Andrea Esse as our most recent podcast guest.
Ms. Esse really cares about her agents' success.
Please click HERE to visit Andrea Esse's company on the Internet.
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There’s a saying that goes like this: “The first person who talks loses
We always said, "Whoever talks first loses" but it isn't quite as simple as that. People will tell you things (if you just shut up!) when given the chance. Silence is the best way to handle it.
Thanks for checking out the 321 Biz Development podcast!
If you liked the content, please donate to our cause to help the sales industry improve productivity, performance and profitability.
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I was under some sinus and allergy medication while recording this podcast. So I apologize in advance.
On October 31, 2014, I fired myself as "Rick the Salesperson" and hired on November 1, 2014, "Rick the CEO".
This podcast talks about different issues with looking at your business run two very diverse perspectives.
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I admit that this podcast flies in the face of what most business owners are doing to find customers. The truth is that face to face and telephone prospecting is not easy.
I mean…it’s technically easy. Each prospecting situation with a potential customer or business may take 1-2 minutes. So, the script and words you say in F2F and B2B prospecting can easily mastered by a 5th grader.
What’s difficult is getting people to F2F and B2B prospect. F2F and B2B prospecting worked yesterday, works today and will work tomorrow because these two marketing methods are the basis of relationships. Relationships are based on two or more parties effectively communicating.
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I hope this podcast helps salespeople or anyone who might have this feeling about himself or herself.
If you are a salesperson, whether you are new or a veteran salesperson, the belief that you are inferior to another or the other person is superior to you IS THE NUMBER ONE killer of success. I’m not lying. Underestimating yourself and overestimating the other person is a business show-stopper.
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I’ve been struggling with releasing information for free about how small business owners can improve their companies’ sales profitability. Okay, 321 uses words for a specific purpose. Profitability is defined as revenue greatly exceeding expenses by 5:1 ratio or higher, depending on your product or service.
What is reverse engineering? As a former engineering student at Cal Berkeley who had to change his major to business management with a minor in economics because my wife and I had a kid in college and had to choose less demanding majors, reverse engineering means taking a finished product…or tearing something apart…to see how it was designed. Often, products and services are made better by identifying key parts or processes that really make products inferior or deliver low quality to consumers.
Forward engineering is designing a product from scratch to completion.
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321 STCs will discuss strong business topics with local business owners which include the four main sales functions: contacting, prospecting, appointment setting and closing. Each of these four functions has at 10 hours of sales training content. 321 STCs will never run out of sales training information.
321 STCs helps local salespeople add more clients to STC member practices by delivering practical sales training and executing business development strategies.
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We explore the nuts and bolts of traditional contacting and prospecting to find new clients.
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We discuss several sales topics about how people develop belief system, product or service value and the sales system.
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I want to thank Karla for the testimonial about 321 sales training helping to improve her sales skills.
Karla Sasser, CPA can be reached at (805) 328-4523 or you can visit her website by clicking HERE.
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What an amazing, revealing week of discoveries for the week April 22-April 26!
If I were able to detail the events my company’s experiences, you would shake your head up and down in approval.
First, we reached out to more small business owners this past week than any other week in a long time…and with productive results and major validation.
Our company has the benefit of being outside sales production and sales performance bubbles. What is a bubble?
A bubble means, for this podcast, how one looks at his or her business within the walls of the daily routines. The small business owner comes to the office looks at the day’s activities. Maybe it will be a busy day…maybe not. Maybe it has not been a busy day for months, or years.
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Last week, I had a very serious and informative interview with two titans in the real estate industry, Kim and Rob Campbell, two Tennessee area brokers who owned 15 ReMax offices, managing 400 agents. I want to thank them for their candid conversation on the 321 Biz Development podcast. It’s rare that you can get million dollar real estate producers to bear their souls about what really happened to put the real estate industry in its current disarray. To make a long story, in my opinion, agents got the short end of the deal with technology advances acting against them, less than ideal treatment by organizations supposedly on agents’ sides, and the real estate workforce having their production weaknesses being exposed by technology.
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This is a groundbreaking interview with national real estate professionals who have found the best way for real estate agents to succeed!
Kim and Robb did an excellent job recapping what the real estate industry was like just 10 years ago to how it has transformed...and not so much beneficial for traditional brokers and agents.
My favorite saying as a former Fortune 500 operations and sales manager is: "If you search long and hard enough, you will what you are looking for".
I believe Kim's and Robb's real estate business expansion support helps real estate professionals regain a sense of control and comfort.
I hope everyone enjoys this podcast.
Reach out to me at 321 if you want to book a consultation session with Kim and Robb. Or, you can HERE to visit Kim and Robb's website. Tell them 321 you heard this podcast on the 321 Biz Development podcast.
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What a great interview with Laureen Bennett, Owner of Laureen K Insurance Group.
Laureen brings many years of hands-on, property and casualty experience from working as a claims examiner at a national insurance company.
Laureen's experience gives her a major competitive advantage to serve her clients as an independent insurance broker. Laureen also provides the same great service to consumers in Virginia, Maryland and the District of Columbia.
We hope you enjoy the podcast.
Click HERE to visit Laureen K Insurance Group.
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This is a long overdue podcast which discussing why I love the sales training and business development business.
The four reasons are:
- I believe 321 services can help small business owners improve sales productivity and sales performance.
- I have a Mr. Fixit mentality.
- The small business community needs an injection of hope and a return to controlling their destiny.
- The last reason I like doing what I do is I believe in the spirit of entrepreneurship and capitalism.
So, I just wanted to communicate this to the general public. Plus, more importantly, I want to leave a message to my sons and future grandchildren, if applicable. I want them to know what dad thinks or thought while he was alive.
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Greg Marshall has a story to tell.
321 helped Greg install a structured sales system. And, guess what happened within one year? Greg closed a mega insurance transaction.
Greg talks about how the lack of sales training hurt his performance to the extent he probably lost a lot of business.
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Starting April 22, 321 is starting this accountability sessions for existing clients in the cities you see in the image. The accountability sessions will cover the most important sales and business development content white collar sales professionals need to know to maximize sales productivity and sales performance.
Our company’s goal is to offer sales and business development training to white collar business owners who did not have access to professional sales training in college or through certification programs. We want all salespeople to be successful and not have their businesses fail, under-perform or be at risk to being taken over by billion-dollar digital marketing companies.
Click HERE to visit us on the Internet.
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Listeners will definitely enjoy this in-depth interview with a Top Producer Realtor, an agent in the Entertainment Capital of the World, Las Vegas.
Linda talks about her humble beginnings, growing in the ghetto section in Las Vegas, to single mother with four siblings. A homeowner at the age of 21 years old, Linda jumped into full time real estate sales after experiencing a very significant pay cut ($400 to $8 per night) as a Las Vegas cocktail waitress!
During Linda's top producing years, she generated $250,000 to $499,000 in commissions.
Today, Linda works primarily from her referral network and helping real estate investors from California buy Las Vegas rental income properties.
Please listen to what Linda thinks about the Las Vegas Raiders coming to the area and her opinion of the Las Vegas real estate market.
You can visit Linda's website by clicking HERE.
Click HERE to visit Linda on Instagram.
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I enjoyed interviewing K.Shawn Singletary, a native of the City of Brotherly Love, has a lot to say on this podcast.
K.Shawn makes a strong case to support why buyers and sellers in addition to people looking for a real estate prelicensing source should use his skills, talents and expertise.
K.Shawn has a strong business foundation to design individualized strategies to help his students make the the most of their careers. What I like the most about K.Shawn is he believes salespeople need connect more with real people, offline.
Please visit Mr. Singletary on Instagram.
You can book a 15-minute discovery call with K.Shawn Singletary.
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This is important podcast because selling is both a logical and emotional for the salesperson and the prospect. Selling is never irrational with regard to how white collar salespeople should behave.
The combination of the logic and emotion is easy to explain from a consumer perspective. The consumer uses logic to say: “I want this product”. The consumer then uses emotion to choose the vendor from whom to buy the product or service.
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The note to self is a reminder to always be empathetic to business owners we call. The olive branch is a way of saying 321 wants to partner with you.
Offering sales training to white collar business owners is almost like saying I’m better you, or I can run your business better than you. It’s similar to a man telling another man that I can be a better husband than you are to your wife. Or a woman telling another woman that she can love another woman’s man better than the woman.
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This is the short version of life insurance agent who went from being non-productive to being a consistent producer.
Her name is Cherry, a life insurance agent in California. She is also a registered nurse but inactive at this time. Cherry gives me her permission to tell her story about how our company helped her.
Click HERE to visit us on the Internet.
Make it a great day!
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The podcast is about people wanting to know how to call small business owners to see if the company has a need for your product or service. There is nothing more challenging in sales than B2B phone calls and appointments, not even B2C telemarketing calls to people’s homes. B2B calls are a lot more acceptable when salespeople have the right mindset.
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Make it a great day!
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In the United States as well with other parts of the world, and unfortunately not in every nation, men and women can make decisions to start a business.
But what is the drive to own a business? I’m not talking about any specific product or service. Here are the three components to put people on the path to business ownership: core beliefs, personal development and sales systems.
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This podcast is targeted to white collar sales pros mainly because they market big ticket, high price items.
This podcast is giving just about all the info white collar business owners will need to convert LIKES to prospects. This information is specifically geared towards Instagram activity.
The Call To Action is for White-Collar Sales Pros using social media to get your social media person to resolve these LIKES. White-Collar Sales Pros can use the same social media specialists they are using now or they can hire 321 to do the work. But there is work required to convert LIKES to prospects.
If your social media person cannot do it or does not want to do it, 321 will do it.
Click HERE to visit us on the Internet.
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When it comes to Face-to-Face and B2B phone prospecting, white collar sales pros have to believe in four things:
- You must believe in your product.
- Your product must provide unquestionable value.
- You want to leave your client in a better position than he or she was before you met him or her.
- You must have a good marketing plan and a great sales system.
Click HERE to visit us on the Internet.
Make it a great day!
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If you learn how to find your own clients, you will not need to buy leads.
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You’re at the appointment. The prospect has agreed to meet with you at their home or their business. So, you’re 50% there.
What you do at this point, moving forward will determine if you leave the appointment empty handed, with no deal, because you decided to use the old 1950’s ABC-Always Be Closing and Objection Handling techniques.
And, you beat yourself up with a self-destructive, self-analysis of your sales skills, thinking you need more, and more product training because, for some reason, the prospect just didn’t buy.
I mean you told the prospect how great you are, how many awards you won, the prestigious college you attended and spent 30-60 minutes explaining why your product or service is the best!
Or,
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The Frenchman, Louis Pasteur, a world-famous biologist responsible for pasteurization, which bears his name, was a process person. He coined the phrase: “Chance only favors the prepared mind..and sudden flashes of insight just don’t happen.”
When you meet with prospects at appointments, you should have sales system for closing. In professional sales, closing does not mean the same as old 1950’s cliché: “ABC or always be closing”. Closing means the prospect and salesperson agree the product or service is or is not a good fit. This is the major difference between using a sales system and just winging it at appointments.
White collar business owners who sell big ticket, high price items should have good sales systems allowing them to close the same way all the time.
One way to tell if the business owner has a good sales system is, he or she does well on news TV interviews or podcasts. He or she does well because their sales system is a natural part of their daily conversation with contacts, prospects, and colleagues.
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We will discuss how sales anxiety begins, why sales anxiety exists, and the two stages sales anxiety rears its ugly head.
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Everyone business owner listening to this podcast should get to know Sheneya Wilson. Ms. Wilson is a shining-star of business, money and finance.
I will let the podcast speak for itself.
You can contact Sheneya Wilson the following ways:
Fola Financial LLC
Sheneya on Instagram
You can visit 321 Biz Dev LLC by clicking HERE
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This happened almost 5 years ago when our company started helping chamber members more than the local chamber of commerce.
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Cherry is a California native and resident and is now helping people in Georgia and Florida. Just over the last few weeks, Cherry has helped a South Georgia resident with his insurance needs and before that she helped a grandmother in Florida find great college funding plans for the grandchildren.
Better technology has made long distance insurance transactions seamless whether Cherry is sitting next to the insurance applicant or if the applicant is in Key West FL. Technology has virtually removed the need for wet signatures.
Insurance products, for the most part, are the same, with the exception of insurance plans for high net worth individuals. Most agents have the same products whether they are in San Francisco or Decatur GA. So a good agent with the right products and a friendly approach fulfill people's insurance needs no matter they live.
Click HERE to visit us on the Internet.
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This podcast will define what I call entrepreneurial appropriation. I must admit that I wish I had the millions it takes to have gotten into the game back in 2009. There’s nothing illegal about what I’m about discuss. In fact, entrepreneurial appropriation as I’m about to describe capitalizes on other failures.
EA capitalizes on the small business owner’s inability to find customers for his or her company.
What is entrepreneurial appropriation?
Just about everyone has heard of the social injustice phrase “cultural appropriation”. The latest use was an accusation against the performer and recording artist Bruno Mars last year. The accusation was he was not 100% black (by the way, not many people in this world and especially in America are 100% of their ethnicity. In fact, my great great grandfather was a white German. And yes, I saw his picture at my great grandmother’s house before she died when I was 7 years old).
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I had the great opportunity to briefly chat with an up and coming insurance agency CEO and franchiser. Based on our company's conversations with longstanding, well-established insurance agency owners, I've come to the conclusion that this CEO is on the move, possibly to take top position in the insurance agency industry.
We hope you enjoy the podcast.
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Here’s the short explanation of selling is:
Selling is about finding mutual agreement between prospects and salesperson by seeing a product or service is a good fit.
Here’s how a large majority of salespeople define selling:
Convey to prospects how great products or services are by highlighting benefits and features and displaying salesperson industry knowledge.
Disclaimer: only a few professionals qualify to put industry knowledge above building rapport with potential customers. These include medical specialty providers like oncologists, plumbers, electricians, auto mechanics and other providers whose talent, skill and expertise involve health and public safety.
For everyone else, building rapport is essential, and finding mutual agreement is first and foremost in working people considering buying products and services.
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Insurance Agents, particularly life insurance agents, may find this podcast very valuable as it discusses the top challenges for selling life insurance policies.
At 321 Biz Dev LLC, we have designed a sales system for life insurance agents to help them achieve a minimum 80% closing rate under the following conditions:
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The salesperson initiates the connection with contacts.
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The salesperson sets the appointment with applicants.
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Applicants meet health underwriting guidelines, and
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Applicants can afford to purchase insurance products
With the above conditions satisfied, the applicant will achieve a minimum 80% probability that prospects will submit applications.
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Prospects, say, according to many sales journals and studies conducted by behavioral psychologists, that most interactions with salespeople are horrible. Prospects tense up when salespeople come to their homes or offices because prospects feel their best interests are put in last place. When prospects feel this way, whether it be true or false, prospects take the position that prices/fees are too high and products offered are shoved their throats.
In other words, prospects are tense and have anxiety because salespeople display sales behavior that this is the first time they have met with prospects. Really! Even if the salesperson has 5-10 years in the industry, without having a sales system for closing, the prospect views salesperson’s skills as being new and untested.
The prospect looks at the sales appointment as: “the salesperson wants to get my money in the easiest way possible.
The salesperson looks at the sales appointment as: “I want to get the prospect’s check based on my industry knowledge and I hope the prospect sees that I know my industry well. My knowledge is worth the prospect’s money.”
We hope you enjoy the podcast!
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Talk about socialism among U.S. Democrat politicians is on the rise.
What would a U.S. socialist presidency look like? Let’s pretend it’s January 21, 2021 and the U.S. has a socialist president. This is the new socialist president talking with his or her new administration.
Our company helps small business owners sales systems to succeed in business. If a socialist president ever runs the U.S., small business owners will find it tougher to make money. Democrat Socialists believe in raising taxes to very high levels and controlling the U.S. economy so that, they claim, wealth is redistributing fairly. Hint: socialism has never worked. And the best current example of failure is the once, great nation of Venezuela.
If you are a business owner and still believe socialists are your friend, it is my opinion, being a 2nd generation Haitian American, you are sadly mistaken.
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This broadcast covers economic, math and finance information white-collar business professionals should know.
I wish I had more time to add more to this podcast.
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In my opinion and from my studies and experience working as sales executive in corporate America, there is a significant different on a grand scale in small business vs big business branding.
The process involved in creating a unique name and image for a product in the consumers' mind, mainly through advertising campaigns with a consistent theme. Branding aims to establish a significant and differentiated presence in the market that attracts and retains loyal customers.
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Our company randomly solicited 18 small business owners, mainly from the US and Canada and several from around the world, to find them about their sales concerns and experiences.
Eighty-percent (80%) of the responses dealt with rejection.
Listen and follow 321 Biz Dev on Blog Talk Radio.
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We like podcasting, but we also like live shows. We will post our live shows here in addition to original sales training and business development material.
321 Biz Dev on BlogTalkRadio
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Let’s talk a little economics, math and finance and why every man, woman and child should study these subjects to be informed. I majored in Business Management and minor in Economics at Golden Gate University in San Francisco.
After spending 12 hardcore years in corporate America, working at a Fortune 500 company in Los Angeles, I quit to work on my own as a Realtor, Loan Officer, Financial Services Specialists. The 2008 real estate crash hit me and my family extremely hard.
I was unprepared and experienced near devastation trying to cope with significant economic changes and financial/personal/health challenges in my immediate family. What I’m sharing on this podcast comes from about 20 years of experience, trial and error, and professional reflection.
Click HERE to visit 321 on the Internet
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What puzzles me the most about my question is when did this activity significantly slow down where salespeople STOPPED reaching to contacts? It was almost as if one day, salespeople were professionally and proactively reaching out to contacts to see if they would be qualified prospects…and the next day, it’s as if aliens captured all the traditional marketers and took them to another planet.
The value of picking up the phone doing B2B calls or meeting people F2F is extremely high. Imagine if, as a cosmetic surgeon, dentist, CPA, insurance broker, real estate broker or real estate investor, if you identified a population where you can easily access people who could qualify to be your next client?
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Two articles from AccountingToday.com and the AICPA which is the American Institute of Certified Public Accountants (the national organization…each state has CPA member board) talks about how business clients are requesting lower fees because they feel CPA services are not equal to the fees. The second article was critical of CPAs saying that they would “love to be left alone with their spreadsheets, calculators, pencils and erasers” (these are AICPA’s words, not mine).
Now, I’m not a CPA. I can’t tell you much taxes other than my own personal and business situation. But what I can tell you is that my line of work/past work experience is with speaking with business owners. And business owners around the US and probably Canada, but especially here in California has a major concern.
And their concerns is not so much about preparing their financial statements and keeping up with state and federal payments for operating their businesses. California business owners are more concerned with their companies’ financial and operational health.
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Most of selling is about the psychology of how prospects and salespersons feel in a sales process. Selling is not one-sided in favor of salespeople as many people like to believe. Prospects at appointments have every right to expect great sales experiences for their hard earned money. Conversely, salespeople should expect prospects to buy if they make prospects feel comfortable about buying products and services. Click HERE to visit us on the web.
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This podcast covers a variety of very important topics geared towards white collar professionals.
- Salespeople's lack of desire to be psychologically involved in sales.
- Validating your sales system with your pipeline activity.
- Downloadable sales training coming soon.
- Salespeople are not paid to move products and services.
- Outbound calls to find 321 clients more business.
- Our new San Francisco cannabis compliance client.
Click HERE to visit our website.
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We are excited to announce that 321 sales and business development training sessions will be available for download in a few weeks. There will be four downloadable sessions or one download with all four sessions, both at affordable pricing. 321 is advancing its business plan to do offer more business development support for current and existing clients. The 321 mission has always been, from Day 1, to help sales professionals improving productivity and performance. 321 is a people-centric consulting firm. We believe in people. Click HERE to visit our website.
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Often, white-collar sales professionals believe they are connecting with prospects using relationship sales skills when in reality transactional selling is occurring.
This podcast attempts to give some examples how relationship selling is confused with transactional selling.
Our company believes white-collar sales professionals, selling high-priced, big-ticket products and service, can increase performance with the 321, 8-hour Sales and Business Development QuickStart training.
Click HERE to visit our website.
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This is a short podcast to highlight how some salespeople in some white-collar professions start their sales careers without have a blueprint.
Click Here for the 321 Biz Dev LLC website.
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321 Biz Dev LLC supports white-collar professionals with three options:
- Training your company to find clients,
- Setting B2B appointments for your company and using 321 training to help you close,
- Calling our database business contacts to connect them with random white-collar professionals for a finder’s fee.
Click here to complete a 321 questionnaire.
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This podcast might be one of the most serious podcasts I’ve done in a few months. We at 321 believe all of our podcasts highlight the importance of mastering your skills as a salesperson. But this podcast will do a deep dive into one of the biggest, concealed threats to the U.S. economy. In fact, any economy in the industrial world faces the same threat…and some countries right now are experiencing the threat of low productivity. And, I’m speaking of low sales productivity…the type of low productivity where salespeople do not hit their revenue expectations. 321bizdev.com Instagram.com/321bizdevelopment
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Our company surveyed about twenty people in California about how they felt about seeing luxurious social media posts from service providers who charge $5K, $10K or more for their services. Nineteen out of twenty said they would feel kind of sad that the money they paid contributed to lavish lifestyles posted on social media. The majority of the California surveyed had an average household income of $100,000…which is really not that high for California. A single person could barely live in San Francisco earning $100,000 annually. None of the people surveyed lived in San Francisco. 321bizdev.com
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The phrase “pounding the pavement” was a phrase used up to early 2000’s and is still used in limited conversation today by traditional salespeople. Pounding the Pavement sales and marketing described salespeople who walked into business offices to contact company owners and key people. 321bizdev.com
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Today’s podcast topic is starting a Business Advisory Community (BAC) if you are an attorney, a CPA, a financial planner, a mortgage broker or a real estate broker located in the US or Canada.
A Business Advisory Community is not a networking group. The BAC is for serious business owners looking for smart, reliable methods to sustain or grow their businesses.
321bizdev.com
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Sales training is so obscure...I wish I could change that but I cannot. The millennial business owner with twelve years experience was astonished about her future earnings now that she has been exposed to formal sales training. This Florida business owner completed 321's mini 8-hour course. 321bizdev.com
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The sales systems designs for CPAs, Insurance Brokers, Real Estate Brokers, Dentists, Attorneys and Website Developers are not new designs for our company.
321 has had these sales systems since 2015. But the time is right now as the economic conditions and marketing trends are changing.
321bizdev.com
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This is an updated podcast to one I did a few years ago about how the homeless are better prospectors who need to make $50 per day than people working in sales who can make $500-$2,000 per day.
California easily has several hundred thousand to a million homeless population from Sacramento to San Francisco to Los Angeles to San Diego. This podcast is not about the cause of the California homeless situation which is a complex one.
When I did the first podcast about two years ago, I noticed the precision of how the homeless hit their daily goals to make $50 per day. Since the two years, I’ve personally met a number of homeless people and I do give them money every chance I get.
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This podcast is about our company's 2014 beginnings to help insurance agents, support white collar professionals in 2018 and, for 2019, grow our company in an unconstrained, unrestricted manner while meet the needs of small business owners.
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These four minutes were at the end of a 150-minute sales training session (1st session of 5). This session was conducted December 28, 2018. Yes, our company is busy during the holidays.
This session was with a new client who has 12-years business experience but is uncertain about the essential steps to succeed with B2B prospecting.
321bizdev.com
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Our goal for 2019 is to help white-collar professionals spend no more than 5% of their marketing efforts on social media and assist CPAs, lawyers, dentists, cosmetic surgeons, insurance brokers, and real estate brokers return to the real business world.
The social media love affair is over.
White collar professionals need to start prospecting and asking for business again. Where are the prospects? The prospects are running million dollar companies and earning six figure salaries. These small business owners are not on social media.
Big Digital companies in the San Francisco Bay Area are designing AI and UX methods to engage potential customers before white-collar professionals do. Then, sell these potential customers for much less than private practice rates.
Yes! Rates charged by white-collar professionals for their services pay for their lifestyles.
How many white-collar professionals want to become employees and work for Big Digital companies?
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Karla is a 20-year, professional experienced in corporate audits, red flag fraud and serving as an expert compliance consultant for the cannabis industry.
A native of Michigan, Karla grew up in Central Florida, graduating with a Bachelor of Science Accounting Degree from the University of Central Florida and a Masters of Science Information Technology Management Degree from the Florida Institute of Technical on Florida's Space Coast.
It was truly an honor to have Karla as a guest on the 321 Generation podcast.
321bizdev.com
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This podcast previews the new 3-hour course to help white-collar professionals close deals with clients with at a higher close rate.
The prospect-salesperson appointment seems to be the reoccurring hangnail that appears in the final stages of the sales cycle, causing prospects to say NO.
We are running a training special through December 31, 2018 for small business owners and salespersons who want to close more deals.
321bizdev.com
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321 has a holiday offer for small business owners and salespersons wanting to get a jump on 2019 by learning how to prospect.
Telephone and Face-to-Face prospecting is not the easiest thing to do. It typically requires 6 to 9 months of practicing in the field to get mentally comfortable with it. But mastering this skill is worth it if you plan on working in sales for a long time.
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We are starting our 5th year as a sales and business development company. And boy have we seen some stuff in the independent sales environment.
I have to admit we started 321 Biz Dev looking at just one industry, financial services. But as we dived deeper into more and more independent sales organizations, we learned that selling profession is undeserved in terms of companies able to help increase performance.
We have designed sales systems for CPAs, Insurance Agency, Real Estate Brokers, and Attorneys.
We hope you enjoy the podcast.
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321 covers about six topics on this podcast. We have been busy working with white collar business owners. Topics include: business social media to business social media, first book publishing, progress, Showing sales frustration on social media, White collar business owners ARE salespeople, feedback from recent sales training clients, and live training sessions across North America.
Please be sure to check out upcoming podcasts with CPAs, Attorneys, Insurance Brokers and Real Estate Brokers.
Most definitely, everyone should listen to our podcast with website designer, SiteMarkit (sitemarkit.com).
Thanks for listening to today's podcast.
Rick, CEO www.321bizdev.com, powered by SiteMarkit
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Here's a CPA with her finger on the pulse of business. Ursula has a national and international following of women entrepreneurs who have a burning desire to balance business success and female empowerment.
And, yes guys, Ursula's advice and counsel are good for us too.
Ursula broadens the scope of her CPA practice to include business advisory services to have a more hands-on working relationship with her clients. Plateau to Summit is the platform for her Business Advisory Services where business clients can chose the level of support they need.
Ursula provides business coaching and workshops in California and travels to many countries as a guest speaker.
You can learn more about Ursula Garrett at:
www.ursulaisamazing.com www.cpagarrett.com www.facebook.com/groups/plateatutosummit (closed group)
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CIRA is a sales system for CPAs, Insurance Agencies/Brokers, Real Estate Brokers and Attorney Law Firms.
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This podcast represents our 2nd wave of podcasts to talk about how successful sales performance requires you to dig deep to overcome life's obstacles.
Here's the Pepsi article: https://medium.com/s/buy-yourself/people-dont-buy-products-they-buy-better-versions-of-themselves-d481390bfcee
Here's the article discussing the CPA environment: https://www.accountingtoday.com/news/accountants-embracing-more-technology-in-small-and-midsized-practices
Here's another CPA article: https://www.linkedin.com/pulse/10-common-reasons-why-lawyer-business-development-efforts-bliwas/
Here's an attorney article: https://attorneyatlawmagazine.com/how-the-american-education-system-fails-aspiring-attorneys
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In 2015, our company helped over 100 life insurance agents learn how to use a sales process. Insurance products are the most difficult to sell because the financial services industry, specifically, life insurance plans are seen by consumers as intangible products. Meaning, there is no immediate gratification or benefit until the benefit is triggered by illness, accident or death.
321 has sales systems (processes) for CPAs, Attorneys, Real Estate and Mortgage Brokers.
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This podcast highlights the 321 module "Understanding Business". We cover very important topics to help people who have never owned a business and now are responsible to generating sales, meeting with prospects and communicating effective.
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This podcast provides general information why it is important not to skip sales cycles stages under the pressure to talk about your product or service.
Many salespeople lose business because the meeting with prospects focus on product/service discussions.
This short podcast is a preview to our 30-hour sales training program.
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Without a sales system, salespeople and business owners are prone to trying to close prematurely. The ABC (Always-Be-Closing) mindset, without a sales system usually results in a quick and firm rejection by the prospect.
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This is a closing scenario for an insurance appointment. As you might notice, the closing work is NOT done at the end. The closing process begins long before the agent meets with prospects at the appointment.
Closing actually starts at the contacting and prospecting phases.
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Closing is one of the most important sales functions. Unfortunately, salespersons and business owners miss the mark, leaving consumers feeling mistreated and disrespected and resulting in consumers not buying products and services.
This podcast is 17 minutes of a 4-hour class.
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321's contacting and prospecting training is a 2-hour session. This class is ideally for white-collar professionals like attorneys, cosmetic surgeons, CPAs and financial services specialist. Plus, this class is also suitable for real estate and mortgage broker CEOs.
Over the last 8 years, social media selling has tried to replace traditional contacting and prospecting to the detriment of salespersons and business owners. Social media causes salespersons and business owners to lose control of finding new clients.
Contacting and Prospecting skills stay with salespersons forever and grow as these skills are continuously developed.
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