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https://www.youtube.com/@bulletproofselling660 

"Interview with Jay Conner on Bulletproof Selling"

https://www.youtube.com/watch?v=NeNL5xrROfU 

In the world of real estate investing, raising private money can be pivotal to fueling your business growth. Similarly, in any sales-related field, understanding and speaking your prospect's language can determine the success of your endeavors. In a recent episode of the Bulletproof Selling podcast, hosts Jay Conner and Shawn Rhodes delve into these compelling topics, offering valuable insights from their experiences. Jay shares his journey of achieving a whopping $8.5 million in private funding and teaches how understanding your prospects can transform your sales strategy.

Jay Conner's Journey: From Mobile Homes to Private Money Maestro

Jay Conner, raised in the mobile home business, transitioned into single-family houses in 2003. Initially relying on local banks for funding, Jay faced a significant setback during the financial crisis in 2009 when his credit lines were severed. This period of adversity led him to discover the power of private money lending. Jay soon realized that individual investors could fund real estate deals using their investment capital or retirement funds, setting him free from the dependency on traditional banking institutions.

The Private Money Approach

Jay has never had to ask for a sale directly or pitch a deal. His strategy revolves around educating potential private lenders about the benefits of private money lending. By wearing his "private money teacher hat" and addressing people’s unawareness, Jay was able to build trust and attract funding without the need for hard selling. His unique approach ensures that he serves his prospective lenders by improving their financial situation, which in turn attracts the funds he needs for his real estate ventures.

Understanding and Speaking Your Prospect's Language

Shawn Rhodes emphasizes the importance of understanding your prospect’s language to sideline hope-based sales tactics. Many salespeople mistakenly assume that their prospects fully understand the intricacies of their offerings. This misconception often leads to failed communication and lost opportunities.

Jay and Shawn highlight key steps to better connect with prospects:

Research and Practice: The Cornerstones of Effective Communication

Jay advises starting with comprehensive research to understand who your prospect is and what language they speak. By joining mastermind groups and engaging with successful peers, salespeople can gather insights into effective communication strategies. Jay underscores the importance of practicing these conversations before approaching actual prospects. In his own field, he recommends speaking to out-of-state property owners first to practice scripts and build confidence.

Recording and Reviewing Calls

Recording calls is another effective strategy endorsed by Jay and Shawn. By using apps that allow you to record conversations, salespeople can later review their calls to identify what went well and what needs improvement. It's crucial to reflect on the recorded interactions and consistently seek feedback from mentors or more experienced professionals to refine the approach.

Metrics and Conversion Rates

Measurement is a fundamental aspect of improvement. Jay advises tracking conversions to understand the effectiveness of your communication strategies. By comparing the number of calls made before and after receiving feedback, salespeople can gauge improvements in their conversion rates. This practice allows for a dynamic approach to sales, enabling continual adjustme