Thomas Mangum

Super Simple Sales Conversation Testimonial

If you're anything like me, then you might have gotten into business because you love what you do but didn't have a love affair with sales and marketing.

As a business owner we have options when it comes to sales and marketing. 

We can 

1. Do it ourself
2. Not do it or,
3. Get someone else to do it

One way or another something has to be sold or there won't be a business!

I'm thankful to Michael Port and Booked Solid University for sharing a simple four step dialog that is helping me make more offers and yield more sales.  

The bottom line here is that it's authentic, real and allows for any possibility (a yes OR no) which is really the point of any conversation. 

I've learned that getting a "no" is just as helpful as a "yes" because at least I know where a prospect stands.  A "maybe" or some other vague answer isn't really helpful for either of us and stagnates the process of either of us getting what we want.

I recorded a little video to help share this simple dialog.  

Share your input.  All I know is my results have been dramatic!

Is Joy Worth It? Does It Make A Real Difference To The Bottom Line?

Do you get these flashes of awareness?

I had a flash of awareness this morning born out of the breathing pattern during yoga.  It's happened at other times too though lots of breathing seems to be a key.  

It's that moment of clarity that comes in the middle of something that gets your heart rate up or perhaps during prayer or meditation.  Whatever the trigger, it's that moment that wells up in you and bursts forth in a bolus of pure joy manifesting as tears, goosebumps or flushing because the clarity is so...well...clear.

It reveals the who, the what, the how and most revealing why.  

Whenever someone asks me "Thomas, What's your "Why"?", ultimately traced to it's core, it's about being a happy, joyful man.  To me it's so elementary, yet I get lost at times. 

My actions speak way louder than my words. The flash of awareness this morning revealed a great gift.  "Dude, The Joy Diet Rocks!"

Is Joy Worth It?

Like many men I've talked too, sometimes I want peace, sometimes I want money, sometimes I want excitement, sometimes I want sex, sometimes I want to be loved, and sometimes I want to be left alone...among other things. 

The moment of awareness this morning revealed that anything I desire has come more abundantly when operating from a place of great joy (or happiness if that word works better). Not just kind of happy, or "think positive" happy.  I mean that joy that causes a ripple in time and space that makes that shine radiate just a little more than usual -- people nicer, the sun brighter, the color more vibrant.  

It occurred to me to actually capture my "joy diet" on paper so I can recognize this pattern.  Much like knowing that coffee will make me hyper, I know that certain activities will cause these flashes.  Somehow when I'm cranky, I don't remember what things are on my joy diet.  Well now I do.  

Bonus Insight

My assumption that everyone wants to be happy and live their life to the fullest may be false. And this is a major clue when going about my business as a teacher, coach and consultant.  

A friend reflected to me recently that many people say they want happiness, visualize happiness for themselves, even get overcome with emotion because they want happiness so badly, yet they "command" something different.  D'oh! What a flash of insight! 

It's not about positive thinking and then coming from a sour place inside.  It's about your own individual "diet" of things that catalyzes joy from within you that alters your thoughts, feelings, actions and yields the results you desire!  Ahhhhhhh, now doesn't that feel good?

Are you getting this?

It's not that secret sales system.  It's not that one technique that will literally have them giving you the house, it's not that business opportunity.

It's your joy diet that will elevate you to a place of clarity that reveals that landscape and the path.  

What is your joy diet?

Might want to post this one on the frig so it's easy to access.

Super Simple System That Works

For ninety-three percent of business owners who have used the system, thirty-four percent have experienced an increase in their total number of clients and forty-two percent have experienced an increase in sales in the first year alone.  This system is the Book Yourself Solid system.  

During my research interviewing participants, the overwhelming reason for those that didn't was purely intention.  The didn't put it into use.  They didn't allow for perfection in the imperfection and allow themselves to simply put a piece into use and move on.  They didn't do certain things because it wasn't "perfect"!

The beauty of this system that Michael Port created IS the simplicity.  It works even when implemented POORLY!!  Dude, THAT is so cool for people like me that never read a book cover to cover.  Maybe you're the same--you buy a book, read through a bit of it, put it down, grab another read a bit of it and have loads of books around the house partially read, yet love the book.  

Listen, there are no mistakes in the universe, so maybe we give ourselves some grace that that's all we were supposed to get right now.

Ok, back on track---Simplicity!  

   

Ok, all you analyticals, see the big picture here.  If the system isn't yours, it's soooooo easy to pick it apart and say it works or it doesn't work.  When it's someone else's system, of course you're likely to catch yourself saying "Well, I like this part but I'd do this differently" or "I love that part, but on this piece in John's system is better".

Ok, ladies and gentlemen---get over it!  How about setting an intention of what YOU will do and what you'll make of it, move forward with a tip and create some results!

Absolutely experiment but never at the expense of taking a step.   

And when you see someone succeeding with a system that creates results for them, ask them to help you.  Doesn't it make sense to go directly to the successes?

Book Yourself Solid is a one of a kind, step-by-step system to building a successful service business from the ground up, created by someone that "gets" how perfectionists operate and welcomes those of us that are recovering perfectionists.  I'm so glad that Michael chose me to share and certify me to share this system. 

Remember, Thoughts lead to Feelings.  Feelings lead to ACTION and ACTION creates results.  psst....the action part is key element.  

Take one step and the next will be revealed......

It's Not About The Numbers, It's About The Relationship

Face it, you'd rather be doing what you love rather than filling your pipeline with leads, right?

I mean c'mon, you didn't go into business to go to "networking" meetings, have business cards pushed into your hands and fill your "sales funnel".  "Because ya know Thomas, you'll be wildy successful if you just fill your pipeline.  It's all about the numbers man, it's all about the numbers".

No, Mr. Sleazy, it's NOT about numbers.  It's about people and people have feelings, problems, pain, dreams and desires.  I know, Mr. Sleazy, I wish they were just a robot and a number.  It would be so much easier to part them from their money.  But humans take time.  Relationships are living.   

What is so horrible about cultivating relationships anyway? Is it the belief that they take time? It does take time but what is your definition of time?

 

If you really care about the person in front of you, you'll invest the time....because you care.  If it's all about YOUR time schedule, then let's be honest here....you don't care and it never was about them.  Not a good or bad thing, just bringing transparency to the table.

So yes, relationships do take time.  What about love?  We know it's possible to fall in love in a blink of an eye and that took time.  Even a nanosecond in time is time and guess what? That's a relationship.  

I know you got into business to do what you love (and if you don't love it, we really should chat).  I completely understand you about the sales, networking and all that stuff that perhaps you'd rather ignore.  I was there.  I know.  

 

I also know that I've rewired to LOVE sales.  I mean really profess that I love it.  Because I finally "get" that it's about doing what I always wanted to do in the FIRST PLACE and that is have healthy, supportive, loving, authentic relationships with people that I like, cultivating likability, trust and credibility.  

I'll be radically transparent here, I wouldn't say I'm particularly great at the "closing the deal" part of sales or negotiation, but I'm really good at making a connection and being present for the conversation.  I'd prefer to "always be opening" vs. "always be closing".  The "closing the deal" peice is a muscle I'm exercising regularly.  I guess you can call it being on the path to mastery. 

And guess what, sales happen because I'm committed to the relationship. 

Yes, you too can learn to truly enjoy sales even if you claim to hate it today.  It is not only possible, it's probable, if you a) exercise the muscle and b) take time to build the relationship.  

I'd love to get your input.  Disagree? Agree? Add something?  

Pitch Me & I'll Dump You. Woo me & I'm Yours Forever

Just because I met you at an event, follow you on Twitter or said "hey, I'd be interested in hearing more about you", does NOT mean I want to be pitched, sold and otherwise automatically subscribed to your junk.  

Ok, did I get your attention?

Yes, yes, yes, I know you believe you have something I just HAVE to see, that will transform my life.  I hear ya, I really do.  As one comedian likes to say "Slow your roll playah" (AKA, breathe and take it step by step).

This is not a "Yes" or "No" game on YOUR time line.  If I don't buy on your time line, then it's all about you, so don't kid yourself that you're focused on solving my pain.

Me not buying when YOU want me to buy,

a) does NOT mean I don't like you

b) does NOT mean I don't like what you're offering

I'm just not ready for you.....yet.

I'm very literal about "I'd be interested in hearing more about you".  Not sure what that means?  Then ask. That's called starting a conversation.  

As my friend Michael Port is known for saying, "people buy proportionate to the amount of trust and credibility you've built."  The nice thing about this is that the market will tell you when you're off and when you get it right.

As an example, instead of making it a guessing game for you, I'm willing to be upfront and open about what it takes for me to buy, whether that's a product, service, idea or cause.

1.  I LOVE to buy things from people I like (get to know me) &

2.  I LOVE to buy stuff from people that have something that solves my problem. (get to know me!)

I place a lot of weight on buying from people I like.  The fact is we all have choices and I'd rather do business with people I like.  Likability is a subset of trust and credibility.  

Did you notice this is about RELATIONSHIPS?

RELATIONSHIPS with humans follows a protocol.  RELATIONSHIPS are about building an annuity (something that keeps on giving).  In this case a RELATIONSHIP is NOT a simple one time transaction.  Some of us have a longer time line than others. 

Wouldn't you rather get paid over and over from cultivating a relationship vs. one time deals?

How about we use the dating analogy.  Yes, it's true if you ask enough people at the club to go out with you, odds are you'll get lucky eventually.  At what cost though?  Getting known as a "playah?" No thanks, leisure suit Larry!

But if you're genuinely nice, pay attention, ask permission, build trust, credibility, you'll be magnifying your efforts that will lead to a sale being made, not just with me but with everyone I brag to about how great you are.

So if that's the case, what's your hurry?  Why are you so interested in "closing the deal" when you haven't even "opened" me yet?

Is this resonating?  Can you see how you can use this in your favor?  

Still not sure how this works or why it's better than the same old sales schtick?  Call on me and I'll lend you a hand.  

3 Not So Secret Secrets to Success

1. Be PRESENT for the conversation -- can be "conversation" with myself or with someone else. If I'm not present and really listening to the whole person that is in front of me, then how will I truly be of best service? The other side of not being present is operating on MY agenda, dilluting myself that I'm there to serve them. Focus on what's coming out of their mouth AND what their body and spirit is saying. [SIDEBAR: The body and what someone does versus what they say, are amazing truth detectors. ---Thanks U.S. Army training] 2. Take ACTION -- In the absence of knowing what to do, where to go, what to say, make a change. Even after being present & listening, don't stand there like a deer in headlights. Take a step and the next will be revealed. There are no mistakes, only opportunities disguised. 3. Cultivate & Nurture Relationships -- Relationships are NOT optional! Everything I have, everything I will have and the answers to any question are the results of relationships. "Tending the fields", "care and feeding" and "cultivation" are priority one. 

What are YOUR top 3?

Inspired by a question on LinkedIn.com

Are You Genuinely Interested or Always Closing The Deal?

I think that saying "Always Be Closing" is so old school sales.  Sure it works but for how long?  It has nothing to do with building relationships that pay dividends over time.  

How about "Always Be Opening".  In other words, always be getting in a prospect's head.  What's really going on?  What's the REAL problem?  Why is that a problem?  Where is the pain?

I work with a lot of real estate investors.  I've been one, am one and have been around the industry for six years.  While each come from every background imaginable, there are common success traits that come through. 

This is targeted to real estate investors, yet like anything, it applies to any professional service provider. 

A common success trait of the real estate investors that have weathered the storm is curiosity and service.  Sure they are ambitious and have acquisition techniques but most importantly they remain genuinely curious about the individual in front of them and they are committed at a core level to being of service, even if that means they are NOT the best solution.  Getting yourself "booked solid" on your terms doesn't have to be as hard as you make it.  When you come with the intention to serve, not sell, a sale is made.  

If there is a better solution for your seller, great! You're a hero and will get credit for solving the problem.  You'll be remembered and most importantly talked about.  One of things real estate author, Peter Conti talks about when he mentors real estate investors, is help guide your motivated seller through all possible options so that you're the last option. This systematically eliminates options, then it's completely obvious you're one to serve them. THEY end up "making the sale" themselves.  I think that is brilliant!  It's perfect for those of us that hate marketing and sales.  

Yup, I said it!  I hate marketing and selling, but I do love solving problems and being rewarded.  Is that just a play on words?  You decide.  It works for me.  And bottom line, call it what you want, I'm in it for the results!  

What works for you? 

What do YOU think about this? 

Do You Have a Millionaire Mind or A Ten Dollar Mind?

I don't tell you about every workshop, seminar and course that comes across my desk.  In fact I'm pretty conservative recommending anything unless it flat out creates a crazy good experience and generates tangible results as you get booked solid and beyond.  My reputation being tied to a recommendation is just too important.  

Will this make a difference in your real estate investing business?  Absolutely!  

Will this make a difference in what's getting in your way? Absolutely!

It would be a disservice not to tell about this event that has been such a dramatic difference in my life and business since 2006.  I'll let you be the judge.  When you register, tell them Thomas sent you and show some love by using promo/reference code 141035.  It doesn't you a dime more.  In fact, you'll get dividends for doing so!

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Steve Pavlina Walks Away from 100K -- Drops Google Adsense

Steve Pavlina, one of the most highly ranked personal development gurus on the web has voluntarily walked away from $100,000 per year in passive revenue from Google Adsense!

Check out the article at WeLikeItRaw.com or connect direct to Steve Pavlina

I thought this was particularly relevant as we establish the harmony between getting booked solid at any cost and getting booked solid on OUR terms.  

Personally, I choose to create wealth and abundance that provides the freedom to enjoy it, the people to share it, the health to fuel it, the meaning and contribution to magnify it, and the peace of mind to sustain it.  

If You Aren't Booked Solid, You Have 4 Choices

If you aren't booked solid, you have four and only four choices.  

So what does "booked solid" mean?  That's YOUR definition.  Is that a certain income level? A certain number of clients?  You choose your definition and we'll make that happen. 

1. Do Nothing & Continue to complain about it in the privacy of your own space.
2. Do It Yourself!  Michael Port has already created a ridiculously easy process in the book Book Yourself Solid.  Click through and buy it NOW!  This is the dude that has rocked my business. In fact Realtor Magazine called it a "must read".  
3. Do It With Others.  If you learn better through a collaborative group experience, join Michael for the group teleprogram--my favorite method.   
4. Do It With Me.  Michael and I work closely together and I'm one of just a few trusted advisors that is certified to coach you one on one through the 15 step process.     

That's it!  And if you choose to do it yourself or join the group teleprogram, I'll make sure you get a laser-focused coaching session with me.  All you have to do is send me a copy of your order and I'll make sure you get results out the gate.    

Have you taken a moment to close your eyes and truly visualize what it would look like to be booked solid on YOUR terms?  

 

Aren't you tired of getting ready?  Well choose "ready" and make a choice now.  You deserve to be booked solid doing what you love and yes, Virginia, it happens when you make a choice right now.

You directive is to do one of those NOW!  Why now?  Because you have a chance to make NOW extraordinary.