In this episode of Selling the Dream, hosts Ken Jordan and Joe Iredell welcome Carlos Sarmiento, who shares his journey from direct sales at Cutco to a successful career in real estate. The conversation explores the importance of prospecting, building client relationships, and the skills necessary for success in sales. Carlos emphasizes the significance of enthusiasm, listening, and consistency in sales, while also discussing his prospecting strategies and the challenges of entrepreneurship. In this conversation, the speakers delve into the nuances of sales, particularly in the real estate sector. They emphasize the importance of building authentic connections with clients, the distinction between marketing and selling, and the psychological aspects of prospecting. The discussion also highlights the significance of understanding client fit and targeting the right market to enhance business success. Throughout the dialogue, practical tips and personal anecdotes are shared, providing valuable insights for sales professionals.

00:00 Introduction to Selling the Dream
02:54 Carlos Sarmiento's Journey in Sales
05:50 Transitioning from Cutco to Real Estate
08:55 The Importance of Prospecting
12:07 Building Client Relationships
14:59 Prospecting Strategies and Philosophy
23:19 Building Authentic Connections in Sales
26:20 The Role of Marketing in Prospecting
29:22 Understanding the Psychology of Sales
32:05 The Importance of Fit in Client Relationships
36:54 Defining Your Target Market
40:34 Connecting with Carlos: Tips and Insights