Julie Broad’s priorities were like most college students—get a summer job that pays well to be able to go backpacking in Europe or Central America. So she got a sales job at Kimberly Clark. Eventually, she became a real estate investor/real estate investing expert where she learned to negotiate with sellers and contractors, as well as sell properties.

Now, she owns an education and training company. She is responsible for selling people on what she has to say and how she can help them. “I don’t eat if I don’t sell.” She is a successful salesperson, even though she hates selling!

Julie doesn’t just take customers’ money; it is a fair trade. She trades her skills and knowledge for their payment/sale. She encourages business owners to focus on what the customers need, not so much on you and the sale.

Could you sell ice to an Eskimo? In business, how do you create conversations that sell? How can you build upon opportunities? Even if you don’t consider yourself a salesperson, you can sell—just follow Julie’s tips offered in this episode!

About Julie:

Julie doesn’t like calling herself a salesperson, but she does it so well!

She started writing a newsletter to give tips and share stories about the world of real estate with friends and family members. She soon had more than 500 readers. So she turned the newsletter into an education and training company.

Julie now focuses on education and training, but is still very much involved in real estate.

Julie’s Actionable Tips:

• Know who or what you are looking for: Who is your ideal client? What is your ideal outcome?
• Stories: Have short and concise stories for people to remember who you are, what you do, etc.
• Good questions: Ask the right questions. Questions control a conversation.
• Have a good handshake: Firm and one pump. Don’t have a sweaty or limp handshake.
• Avoid being predictable: Have a fun way to connect with people and be memorable. Don’t be boring!
• Try to convince somebody of anything: People will always believe what they have concluded. To change someone’s mind, ask questions or share stories. Allow them to come to a different conclusion on their own.
• Don’t assume someone knows what you are talking about. Put in a context that they understand. Find out what the person already knows and talk to them in a way that they understand.
• Physical appearance: What you look like matters! You may not be a perfect 10 or a super model. Just make the most out of what you’ve got.

Top Quotes:

• “I hate selling. I hate the concept of selling.”
• “I don’t feel like I’m a salesperson. I certainly don’t feel like I was born to sell.”
• “Really just wanted more freedom. I wanted to control my day and to really be able to help people as much as I possibly could.”
• “My parents …were selling me on the idea of not doing drugs.”
• “What problem does this person have that I can help them solve?”
• “As long as it’s genuine, it is a powerful, powerful tool to have in your toolbox.”
• “Authenticity is one of those buzz words. Everyone wants to be authentic and more genuine and more real. But it’s almost like they’re doing it as a marketing ploy. So it’s not actually real.”
• “People miss sales opportunities all the time.”
• “Talk less, listen more.”
• “You were brilliant and didn’t even know it.”
• “Like it or not, this is reality.”

Guest Links:

• http://revnyou.com/
• http://havemoreinfluence.com/
• http://www.juliebroad.com

Resources:

• Kimberly Clark (http://www.kimberly-clark.com/)
• Robert Cialdini (http://www.influenceatwork.com/)
• The Essential 14–Day Guide to Cutting Your Working Hours and Increasing Your Impact (https://www.excellence-expected.com/cwh/)

Key Timestamps:

• [00:33] Podcast topic
• [01:08] Guest introduction
• [02:19] Guest’s background
• [05:10] Guest’s current business
• [07:07] Guest’s job progression
• [09:30] Selling everything
• [10:40] Unsuccessful businesses
• [14:28] Selling for good
• [15:30] When to say “No”
• [19:00] Sales techniques
• [22:22] Actionable Tips
• [47:18] Guest’s Web sites

Don’t forget, the more you expect from yourself the more you WILL excel!

The post Never Leave Business Behind Again with Julie Broad appeared first on Excellence Expected, by Mark Asquith.