High Value Sales Show by Eversprint.com

Jason Duncan, the Founder, President & CEO of Energy Lighting Services, revenue from $1.2m in 2014 to $5.6m in 2017, a 367% increase, and now they are on track to hit $10m this year.

Energy Lighting Services designs, installs and maintains the most energy efficient lighting systems on the planet.

In this interview with Eversprint's Malcolm Lui, Jason shares how he and his team accelerated their high value sales by:

• Primarily networking through connectors to find new business.
• Adding residential services to build their reputation and brand awareness.
• Ensuring that their corporate culture is maintained as they grow.

Robert Kester, the CEO & Co-Founder of Rebellion Photonics, company's revenue grew from $200K in 2014 to $5.5m in 2017, a 2,647% increase, and now they are on track to hit $12m this year.

Rebellion Photonics provides gas leak detection and monitoring for the petrochemical industry via their proprietary imaging technology.

In this interview with Eversprint's Malcolm Lui, Robert shares how he and his team accelerated their high value sales by:

• Providing a gas leak detection system that's cheaper and more accurate than the current gold standard.
• Innovating constantly to stay ahead of the competition.
• Expanding into Asia and Europe.

Tad McIntosh, the President and CEO of HumCap Recruiting, grew his company's revenue 72% from $2.8m in 2014 to $4.9m in 2017, now they are on track to hit $6m this year.

HumCap is a Dallas-based recruiting firm that provides businesses throughout the nation with comprehensive solutions to attract, hire, and retain the right players for their team.

In this interview with Eversprint's Malcolm Lui, Tad shares how he and his team accelerated their high value sales by:

• Giving clients what they need, not just what they ask for.
• Getting out in the community to connect one-on-one with company leaders.
• Hiring people whose values and attitudes are in line with those of HumCap's.

Geoff Habicht, President and Co-Founder of Smoking Vapor, grew his company's revenue 454% from $1.2m in 2014 to $6.8m in 2017.

Smoking Vapor designs, manufactures and distributes premium electronic vaporizers for the e-cigarette and cannabis markets.

In this interview with Eversprint's Malcolm Lui, Geoff shares how he and his team accelerated their sales by:

• Eliminating counterfeiters from the equation.
• Differentiating with Eureka! moments every 90 days.
• Providing better after sales service than anyone else.
• Diversifying into the cannabis market.

Grant Barra, the Managing Partner and CEO of Barra & Associates, increased his company's revenue 93% from $2.7m in 2014 to $5.2m in 2017. 

Barra & Associates is an insurance and financial services brokerage with divisions specializing in all personal and commercial solutions.

In this interview with Eversprint's Malcolm Lui. Grant shares how he and his team accelerated their high value sales by:

• Focusing on hiring new agents and agency owners.  
• Increasing win rates and agent retention through technology.  
• Riding the shift away captive insurance to independent agencies.  
• Providing the maximum value to their agents and their agent's clients.  

Actionable High Value Sales Insights:

Grant shared three key High Ticket Sales Insights that you can begin implementing in your business today.

Insight #1: Identify why you're losing deals, and close the gap

For Grant, he realized back when he was a captive agent that he was losing 80% of the deals because his firm's offerings simply were not competitive.  And the only way he could provide his prospects with the best solution is go independent and have access to more carriers. But carriers have minimum production requirements for their selling agents.  This brings us to the next insight.

Insight #2: Grow exponentially by adding sales and sales teams.

To increase production and revenue exponentially, Grant today is adding new sales and sales teams. But to make this strategy successful, the new sales and sales teams still need to win more deals, which leads us to the final insight.

Insight #3: Make it as easy as possible for your sales team to win more deals.

• Grant accomplished this by providing a back office team and a tech platform that lets his agents spend more time prospecting, selling and closing, and less time entering data and waiting for quotes. Their platform also tracks when their current carriers are not competitive, so they can quickly add a new carrier to close the gap.

Ryan Payne, the President and Co-Founder of Payne Capital Management, grew his company's revenue 71% from $2.7m in 2013 to $4.7m in 2016.  

Payne Capital Management is a registered investment advisor that provides fee-based financial services for high-wealth clients.  

In this interview with Eversprint's Malcolm Lui, Ryan shares how he and his team accelerated their high value sales by:  

• Generating leads through AM radio.  
• Testing different marketing channels broadly on a small scale before scaling up.  
• Establishing a hiring process to find the best advisors.  
• Positioning for the future wave of millennial investing. 

Actionable High Value Sales Insights:  

When referrals were no longer enough to grow his business as fast as he would like, Ryan turned to AM radio.  

Their AM radio show now generates around $500K of new business annually. When you factor in their 95% client retention rate, that's $10m of additional lifetime revenue each year!  

How Ryan developed this new source of leads can be applied to any channel, not just AM radio. Here's how he did it, and you can too:  

• Word of mouth referrals at some point will limit the growth of your business, as you don't have control over the quantity and quality of the leads. To scale beyond this level, you'll have to move from referrals based lead gen to one that targets a larger audience.  
• To develop new marketing channels, test small first, and scale up on indicators of traction, such as an improving ROI. It can take one to two years of testing, optimizing, and slowly scaling up before you start enjoying high ROI from economies of scale benefits.  
• The ROI of a marketing channel should also take into account the lifetime value of your customers, not just revenue from the front end. Ryan's prepared to lose money on a new client the first year, as he knows he'll make it all back and then some over the next 20 years.  
• Provide different tracks for leads who are in different points in their lead-to-buyer journey. At Payne Capital, they provide a free consultation for those more ready to invest with his firm, and educational videos for those who are still in research mode.  
• Identify secular trends and position yourself to benefit from them. Ryan has identified that their industry has an aging workforce that's about to retire, and that millennials will take a greater interest in investing, and has built a younger team to take advantage of these two trends.