Hey welcome back friends, Kris Krohn here with Marianne DeNovellis, what's up guys?
And listen up. If you want to succeed at anything in life, you're going to learn how
to sell. If you want to do real estate the way I did, you're going to have to
overcome the fear of selling. By the way, is sales involved in real estate
Marianne?Absolutely yes it's all real estate is. Yeah, and so by the way, if you want to succeed... Not talking
about being a realtor or an agent or anything like that. But just even being
an investor, selling is going to be really really important and yet fears
what holds a lot of people back. So, in today's video, I've invited Marianne as a
special guest to share with you the number 1 hack to help you overcome the
fear of selling.
So many of my videos are about teaching you the specific skillset of actually
doing real estate. But you know what? The fear is going to step in. You got to
sell realtors on the idea that you're an investor that wants to get a good price.
Property, you're going to be dealing with loan officers, you're going to be dealing
with tenants and it's going to keep coming back to this core skill set of selling.
And yet, that's where there's so much fear for people that will hold them back.
And all the sounds like, "Why aren't you making all the money that I've shown you
how to make?" "I'm afraid." So, we're going to deal with that fear and we're going to talk
about it very very principle based because Marianne, the number 1 reason
why people have fear when it comes to selling is what? Well, they think they
know what's best for another person. You know, they think I don't sell this person
then I'm a failure, I'm going to get rejected and it's very self based. So,
there's expectations that we set on other people. Totally, expectation. So, how do we
overcome it. Well, there's an expectation and then there's an invitation. There's 2
different ways to look at things, you know, if I have a sales goal and any
entrepreneur should have a sales goal. Any real estate investors should have a
sales goal or an investment goal. I think I could have a sales goal if I need to
sell 5 packages this week. That doesn't mean I know who its best for
that just means I get to sell 5 packages. Now, I could be sitting across
from someone and say, "Okay, I've got to sell this my package that means this is
my first person, I've got to sell this to this person. That's where the agenda can take
over and sabotage yourself. Well and that's very true. A lot of new people,
they'll become discouraged very quickly because they'll meet with someone and in
their mind they're thinking, "I'm nervous, I'm scared but this person, if I get them
to buy I'll be happy or I'll meet my agenda." And all the sudden, whether they
succeed or they die their happiness to whether this person makes the decision
in their favor or not. So, how do we actually eliminate that? How do you
create a stress-free, pressure-free zone? Well, you got to create this fail-proof
closing system. You know, and you and I have created actually a very cool system
for this. Fail-proof means this, I'm going to get the person whatever they need
regardless if it's for what I have to offer or not. Awesome. So, let's actually
talk about it. We're going to talk about 2 different choices that you can make when
you're actually stepping into sales. And the first 1 is what Marinne's talking
about. We're going to call it "agenda." And agenda means I know what's best for you.
Okay? It is a very scarcity and a very
fear-based mindset mentality. And agenda, if we were going to write kind of some
of the words that accompany that, I think 1 of the first thing that
goes with that is fear. Agenda means, I'm afraid and I also have expectation, I
know what's best. But if we were to compare that to this side... So, the
opposite of agenda would actually be what Marianne? An invitation. Okay, so
invitation. This comes from a total different energy. Instead of being based
in fear of I need you to do certain way or act a certain way or meet my
expectation. The word that would go here instead of fear would be what? Freedom.
Awesome. So, freedom if you just take a look at these 2 words, if you
want to free yourself from the fear that comes with having expectations for the
people, then how does that actually show up in a dialogue with someone? How do you
shift out of agenda and into invitation, Marriane? Well, a lot of it is energy based. If I'm going to go
into a conversation, a sales conversation and think that I know what's best
for another person, it's going to sound like, "You have to buy this program, you know
this program is the best for you, you need to close on this right now." And that
the pressure is on big time. Now, with an invitation, I'm going to say, "Hey, I need
to know what you need. I need to know if my program is a match what you need and
we're going to try each other on, see if you're a fit for me, see if I'm a fit for you and
if it is, great. Well, just even the way you describe that, it's like pressure,
pressure-less. And really this fear comes from "I know best." And the concept
of invitation is "You know best." And this is actually something, Marianne for
me that has made a really big difference when I like, for example, I do my lease
option system. So, I buy a house and now I need to put a family in it. I feel the
pressure I've got this mortgage coming up, it's going to be $900. But if someone
puts a 3, 5, 7, $10,000 down payment, they'll be paying, you know, a
thousand a month, $1,200 a month and I get excited. So, now I'm at
the house I'm meeting someone and if I put pressure on them,
people run from pressure. Smell it from a mile away. But what you want to do is you want to get people
chasing you. And what you do is you do that with this concept of creating
freedom through invitation which just says, "Hey, I'm going to share with you the
program, I'm going to share with you the details of how this works. And ultimately
you've got to ask yourself if this will benefit you or your family?" I've got to
make a very important decision on who I'm going to select to be in this home but
ultimately, you gotta decide if it's a win for you. That language, it frees that
expectation and says, "Hey, I can not know what's best for you. So, you figure
that out and then we'll see if we can meet in the middle." And all of the sudden,
all that pressure just he just washes. And it's so comfortable. The conversation
then becomes a mutual interview where, you know, I'm going to see if what you need
is what I need and vice versa. And if it sings and it sings. And guess what? You're
not selling anyone on anything. They're actually selling themselves. Now, I want
to give you a little clue to know whether you're an agenda versus
invitation. When it comes time to make that sale, whatever that scenario looks
like for you, ask yourself going in. If the person says, "yes", how are you going to
feel? Awesome! If the person says, "no", how are you going to feel? Crappy. You're on
agenda. If you say, "I'll feel awesome if they buy and I'll feel awesome if they
don't." Meaning, it just wasn't best for them and they knew it. That means you're
over here an invitation land. And if you're over here, I'm going to tell you what,
this is the weird, this is now the strangest part. Would you actually like
to learn how to have the highest close ratio? Would you like to know how to
be the most persuasive or convincing or how to get the most people to say, "yes"?
Eliminate the pressure by getting really strong invitations. Now, by the way, you can't
definitely close someone out of agenda. That's possible, you can do it. But I
can guarantee you that, that experience will not be the one you want to have at
the end of the day. You will have conflict, you'll feel like you're
twisting their arm throughout the entire duration of your relationship. And I
would highly not recommend that. Yeah. So, the cool thing guys is that you can
eliminate the fear by just saying, "Hey, the right person is going to come along." So,
I'm going to give an invitation. Now, I'm going to give you one final bonus. I wasn't
planning on sharing which is, when you do give an invitation, give a powerful one.
You're not just there to say, "Well, here's the opportunity what do you want to do?"
You can't control whether it's for them or not. So, don't try. That's what we're
really telling you. But what you can control is how powerful of a
presentation is you make. So, by the way, you better believe that when I'm out
there at the house I'm like, "Dude, this house is freaking awesome, you know, a
house like this is normally just for rent or for sale. I'm doing a rent-to-own.
That means that I'll work with you and you could actually be in this home until
you can actually buy it. And I'll be flexible to help make that happen."
Can you feel some passion? Dude, I'm stoked about this program. You know, an
invitation doesn't mean that you become lay back and disconnected. In fact,
I'm even more passionate but after I've done my part to give my most
impassioned presentation, guess what I'm then going to do? I'm going to pull back and
say, "Bottom line of choice is yours. So what do you want to do?" I've
done my part and I let go of the outcome. If you can let go the outcome, your
sitting in invitation land. If you can't, then you're sitting here on an agenda. So,
basically, having a positive... Another way of saying this is intention. Having the
right intention says, they could say "yes", they could say "no." They'll know it's best
for them. I'll bring my most powerful presentation. Agenda says, "I know what's
best." Eliminate that and watch the fear, most of the fear, at least go away. And
all of a sudden, you're going to be far more peaceful, the pressure is going to be off
and you're going to be in a position where you can rock it. Hey friends, thank you so
much for joining us today on this video. Listen, this woman is the queen of sales.
She's got a lot more training like this. And I totally recommend that you
subscribe to her channel. Check the link below. I'll hike on over to her site. When it
comes to influence, when it comes to selling, heck! This woman even has a
really cool affiliate sales team that we put together. We work with people all
over the world that want to learn how to be Rockstar sellers. Actually train with
us where we give you some of the best opportunities, highest pay, least time
work from home. It's awesome. So, if you want to learn
more about any of those things, make sure you check the link in the description
below. Hack over to Marianne's channel and make sure that you subscribe and learn
all about it from her. Come see me. I look forward to checking in with you.