In life, we sell to get the things we want. Whether it's material things, emotions, love, money, or even exercise. We must learn how to sell.

Everything we do in life is a commission. 

The “Revelations of Follow-up.” Look, this is the biggest opportunity. I can literally take a person that doesn't know how to sell, doesn't know how to close— if I could teach you how to follow-up unsold clients and make this a perfect science for you, the numbers are monster in size and there's no competition in this space. Like I've gone over earlier, sixty-three percent of people requesting information on your company, your product, will not purchase for three months.

Always know what type of buyer you're dealing with when following up. Now, I want to tell you this. I don't believe in personality types. I know there's a lot of information out there that says there's certain personality and people should be treated like this, and this guy's kinesthetic, and this guy's feely touchy, and this guy—look, I can be all those things, just like the five types of buyers, I can literally be all five buyers I'm about to share with you in the next few minutes.

Why don't people buy from you? Why does somebody hit your website, phone your company, drive all the way to your retail showroom and then not buy? Well, one reason could be this—and you need to know what they all are— many times the customer won't tell you and or they don't even know.

The opportunity. Look, in many ways the follow-up call can be more challenging than a cold call; and nobody wants to do the cold call. I'm telling you the follow-up call in many ways can be even more challenging than phoning up somebody or making contact with somebody that you've not even met before, the cold call. It's the follow-up call, however, that really gets the sales cycle rolling. A number of things that could be happening with a customer is they're no longer interested. They hit your website. They called you. They actually visited your company and then said, "We don't really want to do this.

You can actually take the facts, the statistics that exist, and you can use them to your benefit. That's what I do in my company. I say, “Look this is what our competition won't do, this is what we're gonna do.” I always want to exploit those things that other companies refuse to do. Consider sixty-five percent of all companies on this planet, don't nurture a lead. Oh, they pay for the lead, they advertised on Google Search.

“Not Organized to Store Data,” not committed to storing data, not storing critical contact of customers. Look this is one of probably three of the biggest mistakes that I've made in my career, was not storing data of customers since the very beginning. I didn't have a CRM in place, I wasn't collecting the data in my phones, I wasn't committed to keeping all the data no matter what for my entire existence.