Happy New Years! Give your sales and business development teams a New Year’s gift by investing SPARK 2022 into them! March 15-16, it all goes down in Orlando!

Registration is open: www.wfgspark.com

Listen as Justin Stutz https://www.linkedin.com/in/justinstutz and Sam Trimble https://www.linkedin.com/in/samtrimble

share the WHY of putting Orlando on your March planner!

Register today: www.wfgspark.com

WFG exists #BecauseOfYou ... we don’t compete with our agents; we coexist with you and THIS event will generate new ideas, new business, and fresh energy to your sales and marketing — all of which equal more traction in your marketplace and revenue to your bottom line!

We guarantee it! Cheers, Tim & Andrew Hooper

Connect with Karen: https://www.linkedin.com/in/karengbowen

Karen Bowen, Change Healthcare’s Culture Champion joins us and asks the question, “If you're not having fun, what are you doing?” You don't have to live painfully!

Cultivating culture takes commitment! Company, Team, Individual! These must be ALIGNED! Ensure everyone knows your vision & core values! Cultivating culture begins with being passionate about it and realizing what you bring to it!

Bad culture? Look in the mirror FIRST! Leaders, are we trying to make a name for ourselves, or seeking to understand what we're walking into, who we're leading, and how to help people find their role (their seat on the bus)?

Observe! Speaking of remote workforce and engaging them with culture, Karen created the formula! The Satellite Lounge! What does it do? A satellite COMMUNICATES!

Keep culture top of mind:

- SWAG,

- Video clip out there,

- Personal emails, "Come Join Us In The Lounge",

- Podcast: "Remotely Interesting"

Even though watercoolers don't exist, have you created your "Virtual Watercooler"? Karen’s contribution to culture brought friends together! Their mascot, Lizzie, brought so much joy!!

TAKE OWNERSHIP,

START SOMETHING, &

STICK WITH IT!

Does your company allow, encourage and support the people trying to bring color to your culture?!

Karen wraps us up with this powerful thought: “Culture isn't a slick slogan on the wall; it always has and always will be about the people!”

Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Connect with Mark: https://www.linkedin.com/in/markstileslaw

Mark Stiles joins us to share the power question W.A.I.T. Why am I talking? Naturally, we want to interrupt; finish others’ sentences!

Listening to UNDERSTAND takes discipline and exercise. When I'm talking, I'm not learning!

WAIT starts with our teams; starts in our families! Mark shares it took him some personal acknowledgement … painful in fact; but, you practice and get better.

Listen, pause and get comfortable with silence. Ego can cause us to talk - we want to be known as having the answers!

In a sales context, we may think “I don't have much time so let me get my pitch out”. Mark shares how insecurity may make us think, “why am I asking a question i should know the answer to”? I ask because I want to hear YOUR response to the question!

Why am I talking? If I am, am I delivering VALUE or FILLING time?

Resource: Pat Hyman: RE Agent Rocks! Also, Mark does a Title Agent Rocks segment so be sure to connect with him!

Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Connect with Brad: https://www.linkedin.com/in/bradbald/

Brad Bald joins us to discuss staying proactive in our sales & marketing communication by

- finding a piece of value,

- talking about it,

- sharing it with the world,

- creating attraction, and

- following up with people connecting with it!

Other perspectives he inspires us to think about:

Don’t be afraid to INITIATE SOMETHING! Your sales career is what you make of it!

Stay proactive in standing out! How do you communicate, what’s the experience you deliver, and are you picking the communication channel that's MOST effective?

Stay proactive by targeting - 80/20 rule. Be choosy who you work with. Don't babysit the content. Content is king? Or, properly placed content is king!

Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David & Tim flip connection on its head with this riveting question, “On a scale of 1 to 10, how would our client or prospective client rate our connection?”. We may think we’re connecting well, but are we REALLY, and what do THEY think. What’s their temperature? Hot? Cold? Warm?

If we answer the question with an evidence-based approached and totally unbiased, we can then move from the “overly optimistic” stance many sales professionals take, and really dig into the why. Why haven’t I connected better? Why are they only at a 3?

Also, David points out the power in having senior-level leadership ask a prospective client the question of how well the team’s been connecting with them.

Further, how well are they connected with your company, solutions, etc? Again, by taking an accurate reading, we can focus less on the noise in our heads caused by the excitement that “this one person loves us”, and more on the reality that there are deeper levels to go within our clients’ organizations.

“If we train ourselves to always look for the disconnects, we’ll in turn stay connected”, David shares.

Listen in for practical ways to connect better, ask questions, discover how THEY want to be connected with, and in the end, turn the temperature up on connection that counts!

Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

Summit speaker and ACS Executive Director, Tswana Sewell joins us to discuss how people don’t give to organizations who HAVE needs, but rather to organizations who MEET needs!

You can donate here: https://energy4sales.biz/ACS

If you can meet their need, that’s delightful! See, our quote isn’t THEIR need. Our sales goals aren’t either. How we show up, how we connect, how we smile, how we listen to them, how we resource them, how we followup up and be a consistent partner in THEIR goals — these things are delightful!

People want to help, make it easy for them to! Your buying process should be simple, effective and communicated well so that they CAN do business with you and keep you, Ms. or Mr. Delightful around! Sprinkle moments of delight all over your process: in onboarding, first order, following up, or taking the relationship deeper! Seek to delight!

Asking “what would it take to be delighted?” elevates the conversation and really ensures we’re getting feedback to improve future interactions! Transaction-driven sales people aren’t unlocking their curiosity like relationship-driven sales people are. Delighting customers starts starts with curiosity and a passion for going the extra mile and enjoying the calling of sales — caring for others and having a ton of fun doing so!

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

David & Tim kick the podcast back off post E4S Summit with a riff on Extreme Ownership! Yep, we dusted Jocko and Leif’s book off and discuss what effective leadership looks like!

Our lives and the lives of those around us are bettered when we stop making excuses, define what the next step to move us forward is, and then take action.

From pipelines we need to dig into, to picking up the phone and making a call. Whether it’s someone we need to stop chasing, or a boundary we need to put on our time, a mindset of extreme ownership will yield massive results for any sales professional disciplines enough to prioritize & execute!

David & Tim wrap up by encouraging accountability because it’s the glue that ties commitment to results!

Buy #ExtremeOwnership and follow the authors here:

https://www.linkedin.com/in/jocko-willink-260b289

https://www.linkedin.com/in/leif-babin-2a43b631

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

American Cancer Society Donation: https://energy4sales.biz/ACS

Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout

Consistency:

Craig (be fanatical about these 4 buckets)

• hire the RIGHT sales reps

• onboarding & training 30/60/90 days

• consistently coaching our team

• provide quality of leads

Ryan

• time blocking - sacred time lead gen and followup

• time block - think tank blank slate

• diversifying our kinds of touches (be the resources)

• Resource touch points! Introduction to vendor, employee connection

• Personal touches most important!

• Frequency!!

Whitney

• practice makes perfect

• consistently share the why — start with why and remind team of the why!

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

American Cancer Society Donation: https://energy4sales.biz/ACS

Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout

Proactivity:

Janelle

• set firm expectations

• act with intention!

• ask leading questions. Help them be realistic.

• pay for A!

Todd

• proactively setting up convos

• Elephant in the room

• Here’s what we’re going to do, here’s why we’re going to do that!

Carnell

• anticipating clients need before they come up

• think about teams career path and education development

• intentional with your culture!

• generates trust and credibility!

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage

American Cancer Society Donation: https://energy4sales.biz/ACS

Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout

Accountability:

Justin

• accountability is NOT what you do to people

• it’s a combination of great leadership and management.

Leadership - questions to ask yourself:

• 1 have you cast the vision?

• 2 have you equipped them?

• 3 are you letting go and delegating

• 4 are you acting with the greater good in mind?

• 5 are you taking clarity breaks?

Management - questions to ask yourself:

• 1 are your expectations clear

• 2 are you communicating clearly

• 3 do you have the right mtg pulse?

• 4 convo once per Qtr “how are you doing?” (Empathy!!)

• 5 are you rewarding and recognizing wins and

Jason:

• accountability means teamwork

• takes us out of our comfort zone!

• no “I” in team!!

Tswana:

• customer standpoint

• 1 it starts with you

• how are you accountable to your clients?

• 2 followup and follow through

• 3 make it more than a sale

• really get to know them! You don’t let your friends down!

• 4 seek to delight

• client wants to feel special!

• “you can’t delegate accountability”

Sam:

• mid-way feedback!!!!

• ask during the process!!

Follow E4S Podcast: https://energy4sales.biz/PodcastEpisode

Join us on LinkedIn: https://energy4sales.biz/LinkedInPage