The Psychology of Improving With Sales Expert Paul Scheper

The Sales Podcast

Professional Sales Tips you'll learn today on The Sales Podcast...

• Author of "The Psychology of Improving From A to Z: The ABC's of Self-Improvement"
• He gives them away to connect with real estate professionals
• S.I.T. "Stay In Touch" if you want to succeed in sales
• Emails monthly
• Sends a snail mail newsletter
• His daughter does the real estate side of things
• He does the loans
• You must get customers before you even have a database to market to
• Who has a problem I can solve?

Related episodes and posts

• Tom Hopkins is the legend in real estate sales and sales training. Listen to his interview on The Sales Podcast, #115t.

• Sales is really just two things:
  • How can I help my customer make money?
  • How do I help my customers save money?
• Inch by inch it's a sinch. Yard by yard it's hard.
• He buys lists of high interest borrowers and those with PMI
• He does snail mail to them and gets 0.4% percent to respond, so 4/10ths of a percent
• A lot of people say "maybe" and he drips on them
• New, fresh customers in one part of the database and then the "maybes"
• FU means "Follow Up"
• FU to FT (follow through)
• Work smart and work hard
• The Big Four
  • Twitter
  • YouTube
  • LinkedIn
  • Facebook Business Page
• The fifth is TikTok. It's unbelievable over there!
• He does a lot with senior citizens on reverse mortgages and so he's reaching the kids of those prospects
• He gets on Groups on LinkedIn and engages
• Certified financial planners, Elder attorneys, etc. is where he posts and engages
• Be careful not to oversaturate the groups
• He posts once per week with fresh content
• Give, comment, like, and acknowledge others
• Contribute because givers gain
• "It is in giving that you receive." St. Francis of Assisi

It is in giving that you receive."

• People don't care about you
• It's a slowly but surely kind of thing
• It requires some patience
• No one thing works. They all work.
• He eventually gets some DMs and leads happen
• Even his Facebook personal page gets him traction
• Uses HootSuite to share onto his Facebook Page
• "I remember things and I forget things."
• His son persuaded him to write a book
• His son wrote a book when he was 22, "How to Get Focused In a Distracted World" when he was at Chapman and he learned how to focus and got straight A's
• His son challenged him to write a book after attending his seminars because Paul always had an ABC list on how to grow and improve.
• Paul doesn't want to write another book because it's hard!
• Took him two years.
• You gotta be willing to make mistakes...but never make the same mistake twice.

S.I.T.: Stay In Touch to succeed in sales."

• It's best to learn from the mistakes of others
• Without a goal, good luck!
• In 1983, interest rates were 13-14%. Now they're in the high 5% range instead of the high 2%.
• PDR: Practice. Drill. Rehearse. (Tom Hopkins)
• You have to address the stalls and the "I'll be back."
• "Come from your heart. Just to clarify for me."
• The set aside technique..."Let's set that aside for now. What else is causing you to delay this decision?"
• "If you don't do anything at all, and you won't hurt my feelings, how is your life going to get better?" Then shut up and listen.
• Silent and listen are the same six letters.
• A lot of times they don't trust you.
• Go find the decision makers.

Seek progress instead of perfection."

• Be like Larry King and Oprah.
• Ask open ended questions.
• Get them to recognize the problem
• Give them the tool to scratch the itch.
• Listen with your eyes, your ears, and your heart.
• If you wait for the perfect time, it'll never happen.
• It's okay. Take a step.

Sales Growth Tools Mentioned In The Sales Podcast

• Get his book, "The Psychology of Improving From A to Z: The ABC's of Self-Improvement"
• Visit ImproveTube.tv