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How to Scale Your Sales Process in 2019 with Jeremy Pound

How to Scale Your Sales Process in 2019 with Jeremy Pound

You may or may not have heard Jordan talk about the importance of operationalizing sales and marketing – and why it’s the difference between results and flailing.

A good lead source is not a growth strategy, nor is hiring a BDM…

For your growth plans to succeed in 2019, you are going to need a robust sales process that is capable of producing consistent results, regardless of who is in the sales role.

On this podcast we discuss the building blocks of building an effective sales process from the ground up with Jeremy Pound from Juicy Results.

Jeremy has worked with property management teams at all stages to completely redefine their approach to sales – and the results have been awe inspiring.

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Topics covered:

  • (00:40) Live Intro
    • (01:05) – Address livestream viewers
  • (01:45) – What a sales strategy does NOT look like
    • (02:02) – Why is a lead source not a sales strategy?
    • (03:08) – A single lead source is not a plan
    • (04:20) – Hiring a BDM
    • (05:55) – Are we solving for Sales or for Profit?
  • (06:55) – Jordan and Jeremy discuss sales, profit and growth
    • (7:55) – Jeremy explains his networking and business strategies
    • (10:30) -The strength of the company is often the weakness of the company
      • (11:45) – How do you emphasize that service is not enough?
        • (12:35) – Operational superiority is not a substitute for strategy
        • (13:15) – Jeremy makes a comparison of management
    • (14:50) – Jeremy and Jordan discuss the strategy used by Payless recently
  • (17:00) – Jeremy talks about the qualification conversation with prospects
    • (18:00) – Get clear on who the company was built for
    • (18:30) – The biggest bottleneck is a salesperson’s time
      • (20:15) – Jeremy clarifies how he added in an SEO as a hook
    • (25:17) – Design your positioning
  • (26:38) – Why can or cannot pricing be positioning?
    • (26:50) – Pricing can be a positioning if it is radically different
    • (28:02) – Condition the consumer
    • (28:40) – Tangental Subject
  • (31:30) – Callers create a matrix when considering service
    • (33:00) – Customers are conditioned based on expected service
  • (36:20) – How to structure the sales process
    • (37:05) – Jeremy gives an example of his best practices
    • (38:05) – Say what your customers are thinking and win
  • (39:40) – How do BDM’s fit in?
    • (41:01) – Be the lighthouse
    • (43:00) – Compensation being used as a replacement for management
      • (43:50) – Jeremy references “The E-myth”
    • (47:40) – There is no quota or cap on great salespeople
  • (49:04) – What does the final product look like?
    • (52:30) – There are finite responses
  • (53:20) – How do you know when it’s time to cut your losses?
  • (56:00) – How to reach Jeremy
  • (59:30) – Viewer Questions
  • (1:09:30) – Closing

Resources mentioned:

How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients

The E-Myth by Michael Gerber

Where to learn more:

Juicy Results Contact