“If you’re at that breaking point, go one step beyond that, and that’s where your biggest payoff are going to be.” – Justin Moy in today’s Tip 1750
Do you focus on the outcome?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Justin Moy. Justin is the managing partner at Presidents Club Investors. An investing company that helps top producing sales professionals invest passively in commercial real estate for higher returns & stronger tax benefits. Here he is:
Justin Moy: My first career-worthy sales job was a real estate agent when I was 18 years old. Very first job out of high school. I studied for months to pass my exam. When I got there on my first day, there was a phone and a stack of business cards on my desk, and that was my onboarding. It’s a commission-only game, so you’re sometimes on an island, but I was lucky enough to find a mentor about a month into the process. And his best advice to me was to hit the phones and cold call like hell or pound the payment and go knock on a ton of doors. So I opted to do the cold calls. I invested in a triple-line dialer, got a list from the local title company, and started cranking away 4 to 8 hours a day, 5 days a week, hosting open houses on the weekends. I never took a day off.
This went on for about six months with absolutely no quality leads. I remember it was 7 PM, exactly six months after I started the job. The office was dark and it was empty. I took my headset off after another long block of cold calling, and I could feel that dent in the top of my hair from the headset being on just for so long. I sunk my face into my hands and I just cried. I felt like a total failure. I had worked my ass off for six months and had absolutely nothing to show for it. I unplugged my laptop and I decided right then and there that I had enough. I was going to walk out and I would never come back, and I would never take on another sales roll again.
Now, right when I was packing up, I saw another, what we call For Sale by Owner property pop up on Craigslist. It was one of the ways that we got leads. And I must have stare to my computer for two whole minutes just deciding on what I wanted to do. I finally made my choice. I’d call one more lead, and that would be it. I’d never pick up the phone again. I’d never come back to the office, and they would just never hear from me.
So I dialed, half hoping that they wouldn’t even pick up, but they did. I half asked my script, just ready to go home. And for the very first time, somebody actually said yes to my meeting proposal. My first thought I remember in my mind was actually that this was a joke that my friends had put up this listing and they were playing this prank on me. I didn’t even know what to do next. I started through getting her appointment schedule for the next day. The next day came, my mentor and I walked into her house and got my very first listing agreement signed.
About a month later, we were under contract on her home, and about a week into that, she asked me if I could buy her next home with her, which she had already picked out. We did both properties close on the same day. Both were multimillion-dollar transactions and a net payday of $60,000 to me. Ever since that day, I promised myself that I would never measure my success by the results I was seeing, but I would measure it by if I execute it on my process day in and day out. If I execute it on my process every single day, my time would come and the results would come.
It took me six months to get my first listing. It took me a few more months to get my next. Then the next took me a few weeks, and none of that would have been possible if I didn’t just stay committed to that process. My message to you is, if you’re at that breaking point, go one step beyond that, and that’s where your biggest payoff are going to be. I hope that helps.
Scott Ingram: For links to connect with Justin, just click over to DailySales.Tips/1750. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!