Luna learning to read has been a bittersweet development. Bitter because it's one less thing they need me for, and sweet because now she can do all subsequent readings of Mickey's Curious Case of the Hiccups! That makes me so Hic! happy.
Sales is a 4-Letter Word
One of the ways I source projects is by partnering with a direct-to-seller marketing company. I met the founder, Dalwin, pre-covid, and we became closer when we were both enrolled in the same mastermind.
One lunch led to another, and we were finally in business together. It started with me lending him money on a few of his flips. Then I watched him gain traction. His wife quit her job to come into his company full-time. Then he hired a full-time acquisitions manager. Before I knew it, he was locking up multiple contracts per month. I pride myself on spotting talent early, and this was no different.
It took a few iterations, but we eventually figured out a way to partner on my direct-to-seller marketing efforts via a low-risk, high-reward proposition for both of us.
The results speak for themselves. So far, he's helped me acquire Projects Bennington, Brightwood, and I can even make an argument for Girard. I'm sitting on at least 5 more warm leads sourced by his team. It's been a fruitful relationship, and it's important to me to nourish it so we can continue to grow together.
Dalwin's company recently moved into a new office and brought on two more people to answer the phones. So I took these milestones as an opportunity to bring lunch to their new digs and meet the team in person.
I thought we'd spend some time catching up on our personal lives and ultimately transition into how we'll scale up our efforts in 2026. And while we did some of that, we spent almost all of our time (2+ hours) on sales training.
For anyone who doesn't know: "Sales" is an actual developable skill. I'm not talking about natural charm and charisma, or having the gift of gab. I'm talking about creating a slippery slope that allows a prospective client to slide down a path you create for them.
I'm also talking about using scripts to get someone to truly open up to you - like peeling back layers of an onion until you get to the true core of their deepest desires. It sounds manipulative and invasive, but it's mostly disarming and tactically empathetic. Tomato Tahmahtoh
I left our meeting in awe of their Sales prowess. They coached me on how to talk to sellers using specific examples of roadblocks I've faced in the past. We did some role-playing, and they even gave me scripts and phrases to use when it seems like there's a lack of interest or commitment in my offer.
I felt so silly in the moment. Like I've been doing it wrong this whole time. But now that I've had some time to process it, I feel invigorated. And this feeling couldn't have come at a better time...
With each new home we're doing, my partner has made small tweaks to the construction process that save us time, money, or both. It's very clear to me that he's doing his part to improve our business with each incremental build.
I, on the other hand, have been feeling like I'm slacking - or that I'm not having the same impact on our partnership's trajectory. Learning more about sales is something that can really move the needle for us. So I'm looking forward to doing that.
If you have any resource recommendations, please send them my way.
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What I'm Working On...
