In this episode of the Nashville Investors Podcast special guest Russ Gray of The Real Estate Guys talks about his story of how he went from shy and socially awkward to a business powerhouse and walks through his simple strategy for making effective sales.

The entire episode is littered with wisdom and practical next steps for improving your sales tactics and strategies.

For Russ, making sales and deals are not about taking something from someone or using them for something, but rather entering into a mutually beneficial exchange. The hard part is identifying their needs, wants, desires goals and objectives.

If you’re interested in learning how to speak to the heart and convert on nearly any deal, then this episode is for you. Listen close as Russ goes through step by step how to start from scratch in a way that can be applied to almost any industry after identifying 2 key motivators in your life.

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Quotable moments from this episode:

“A lot of people two step their life; just go out and say ‘if I could just make enough money, then I could be happy’. That’s a mistake. What you want to do is figure out how you want to live and design a business around that so you get paid to live how you want to live.”

“People are afraid that when the other person is talking they are out of control, but really just the opposite is true. In sales (or deal making), you want to ask questions and (then) listen. Then when you do your explanation you have to leave enough so that they can engage. If they ask you questions, even if they object, they are engaged and interested. If there’s no conversation there’s no deal. Most amateur sales people just talk; big mistake. Learn to listen.”

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Resources mentioned in this episode:

The Creature From Jekyl Island G. Edward Griffin

How To Master The Art Of Selling Tom Hopkins

Unlimited Power Tony Robbins

Good to Great Jim Collins

Thanks to all of our sponsors!

Tom Laune – Stress Free Planning

Chris Picciurro – Integrated CPA

Billy Brown – Real Estate Lender

Eric Stewart – Insurance Agency

Dave Ganatra – House On The Rock Home Inspections

Laura Perry – Homeland Title

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