Your brand is designed to set you APART…and set you UP for success by positioning you to attract ideal prospects. But once that happens, what do you DO with those prospects? How can you be sure you’re CONVERTING them into customers on a regular basis? In this episode we’ll hear from Dale Archdekin, a lead conversion expert and founder of Smart Inside Sales. He’s known for creating a lead conversion process that took one stranger off the streets with no real estate experience, and helped them produce 60 transactions in their first 12 months. Tune in and learn how it happened.
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Show Notes
0:00 Intro
2:13 What brought you to what you’re doing today?
I started selling real estate, I went and learned from some other people around the country who were effectively doing it, brought it back home, perfected it, and then built an internal ISA department for that team that could take somebody in and make ISA that could produce 50 to 60 transactions in their first 12 months
I left that business, I left that company and I said “you know what I’m gonna go teach other people how to do this” so 6 years ago when I started my coaching and training company that’s what we did. I said, “ Hey, here’s the magic, here’s the process, here’s the secret sauce, implement this in your company and it’s going to work for you too.”
5:47 Was there a certain event or person in your life that directed you in that direction?
In high school, at a part-time job, working at a call center, where we were selling credit cards insurances. When it was like “How I’m going to get money? How am I going to find people that need a service that I can sell them?” I’m like I’m just going to call them because that’s what I’ve done before
I was on the hunt for how do I make more money with less time, that’s what brought me to real estate, then I discovered how much incredible time and effort, and work it takes in the real estate business to make a lot of money in a little bit of time
10:01 Would you say that there’s been a specific mentor in your life?
I’ve never had one exact mentor but here’s what I have done, whenever I hit a growth point in my life or a struggle, I go and find somebody who has what I need or knows what I need, so it’s hard to pick one out because there has been so many
11:59 What would you say is the number one trait you feel that anybody in sales must have to be successful?
You have to have tenacity. If you win you need to have the tenacity to go and do it again and not be afraid of losing and if you’re losing you have to have the tenacity to keep doing it until you win
The book “How to Win Friends & Influence People” by Dale Carnegie, was one of the books that started me on the path, it just simply helped me understand, if you can put them first authentically then they will like you better, it’s just that simple
When I started selling real estate, I was a “me first” salesperson, even when I tried to pretend that I wasn´t. And now I’m absolutely 100% in my coaching training business: client first.
This is something I realized while doing coaching and training, you can’t learn from somebody that you don’t believe you can learn from. So if you have somebody that doesn’t believe that your material is going to work for them or that it’s going to make an impact, that’s already predetermined, you can’t overcome that usually, so if they already made that decision is better to let go
17:14 What would be a piece of advice that you would give people you know about personal branding?
I always show up, I always give a 120%, and I will do free things for people, and that has opened up lots of doors for myself and my company, I’m talking about from an activity perspective but also consistency, I always show up that way, my company always shows up that way, we always try to do the best job we possibly can
20:54 If our listeners had the freedom to visit anywhere in the world, what place would you recommend for them to visit and why?
I enjoyed Greece, it was beautiful, so I will recommend going there
22:39 Tell everybody how to reach you or how to contact you
Sure, I’m Dale at smartsalescoaching.com and if you google Dale Archdekin I’m the only one out there, we have our training programs, coaching, and consulting for team leaders, etc.
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