How do you get to be a $7 Billion guy? In this episode, we find out from the best: Mordecai interviews Chris Sower, Executive Managing Director with Cushman & Wakefield, and a salesman who has represented over 42,000, multi housing units, and closed over $7 billion of transactions. 

TIMESTAMPS: 

1:54 - Early Sales Experience

7:21 - The Line Between Sales and Execution

11:56 - Differences in Process for Unit Size

14:36 - Change in Perception on Larger Sales

17:16 - Safety Zones

21:00 - What Do You Look For When Hiring Salespeople?

23:53- What Makes a Collaborative Sales Environment?

29:42 - Understanding Trends Based On Your Market

31:05 - Training Your Competition

36:55 - The Whole Is Greater Than The Sum Of Its Parts

39:46 - Current Trends

44:30 - Not All Clients Are Equals

47:45 - Trends in Land Sales

53:10 - Changes in Waterfalls?

54:51 - Advice For College Grads Coming Into The Business

lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt