Origination

Episode 31: Chris Sower, Billion Dollar Closer


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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

...more
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OriginationBy Mordecai Rosenberg

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