How to Sell When You Need Money Quickly

Hi, everybody. Welcome to the 60 Second Sale Show. I'm Dave Lorenzo. Today's show is about the question that's on everybody's mind. That's right. I'm talking to you. Today's show is all about what to do when you need money quickly. At least, and this is absolutely no exaggeration, at least once a week, I get a phone call from someone who says, "I don't know what I'm going to do. I'm not sure how I'm going to make payroll. I need to get some money in the door. I need to get some revenue quickly." This happens in good times. It happens in bad times. It happens when the economy's booming. It happens when the economy's in the crapper. It happens in every industry. You can't imagine.

Think of the hottest industry in the world right now. Think of the hottest industry on the planet. There is somebody out there right now going, "I don't know what I'm going to do. How am I going to get some money in the door?" Today, we're going to talk about what you can do when you need money quickly. I don't care if you're a business owner and you're facing payroll pressure. Very common. If you're a sales professional and there's somebody breathing down your neck to meet quota, "Got to get some money in the door quickly," if you're an independent professional, you're a lawyer, you're a CPA, you're an architect, you're a real estate agent and you got a wife who says, "Hey. The kids are going back to school. We got a tuition bill. We got to pay it in the next 2 weeks. What are you going to do?" I've got the answer for you today. I want you to know that this situation is so common that ...

Let me give you, let me get into a story which really illustrates how bad something like this can be. Back in 2010, I got a phone call from an attorney in Upstate New York and the call went something like this. He said very calmly, "You know, Dave, I've been practicing for almost 30 years. My father practices with me. He's going to retire in 4 or 5 years, and for the last 30 plus years, we've had 1 big client and that big client is an automobile company and I'm a little concerned because I don't think we're going to get any work from that automobile company anymore." My first reaction is to obviously help the guy feel a little bit better.

I said, "Well, I'm sure that's not the case. I'm sure you're doing great work. Tell me a little bit about the situation and either we'll find a silver lining for you or we'll look at it from a different perspective and see how we can turn this relationship into something that will be productive for the long term." He said, "Well, that would be great, but I'm not really sure we can." He said, "My client is General Motors, and on June 1st of last year," that would be June 1st, 2009, "they filed for bankruptcy protection. My job was to help defend them in a series of lawsuits that were filed against them and I've been defending them in this particular type of lawsuit forever. My father was defending them in this particular type of lawsuit forever before that. There are some nuances to the suit that make us uniquely suited," no pun intended, "to be the attorneys that would handle this."

 

I'm being a little vague in this area because I don't want to betray a confidence from this gentleman. He said, "But those lawsuits are no longer relevant because with the filing of the bankruptcy protection, General Motors, they're not going to be on the hook for big settlements because they don't have any money to pay. So the suits that were brought, most of them have been dismissed. The ones that were not dismissed are going to be either settled or they're just going to go away on their own, so I don't really know what we're going to do." I took a moment and I said, "I understand." Keep in mind, folks, this is 2010. I said, "Let's think about this. You know, what other clients do you have? What other type of work do you do?