| Episode Type | Expert Insight Interview |
| Guest | Chad Coe, Founder, Coe Financial Group |
| Guest Website | https://www.coefinancial.com/ |
| Listen | View on Sales POP! Podcast Page |
Key Takeaways
- Chad Coe replaces transactional networking with “peopleizing” — leading with genuine care so prospects hire a relationship, not a sale.
- Chad Coe’s 3% rule means only three in 100 people want your service today, so he touches at least 100 people before expecting yeses.
- According to Chad Coe, ghosting is really testing, so he follows up by text, call, and email for up to two years until prospects respond.
- Coe Financial Group’s founder credits patience and faith, drawn from John Wooden’s pyramid, as the traits that lift advisors into the top 1–2% of their industry.
Episode Overview
How do you close more sales without pushing? Chad Coe, Founder of Coe Financial Group, answers with “peopleizing” — relationship-based selling built on thoughtful, genuine care rather than a pitch. He leads with the person, not the money, so clients end up feeling like family. Coe shows how leading with value, trusting your gut on follow-up timing, and reframing ghosting as testing can turn cold prospects into long-term clients rather than transactions.
What is “peopleizing” and how is it different from networking?
Chad Coe defines peopleizing as being thoughtful, caring, sharing, and mentoring rather than selling. In typical networking rooms like a chamber of commerce or a BNI, everyone arrives to sell you something. The Coe Financial Group founder instead leads with authentic care about where someone is in life, so when they hire him it becomes a relationship instead of a sale.
How do you lead with value instead of pitching?
Chad Coe leads with value by focusing on the person, not the money. He describes a client who now feels like family because he listens to her values, learns her goals, and builds a plan around them. Coe picks up the phone every time she calls and teaches her adult children about money rather than talking about taxes and fees.
How many people do you need to reach to make a sale?
Chad Coe points to the 3% rule: only three out of 100 people want your service today. The founder of Coe Financial Group notes that most salespeople quit after 10, 20, or 30 contacts. Reach the first 100, then the next 100, and you have six potential yeses out of 200. Coe says people need to slow down to speed up.
How do you handle being ghosted by a prospect?
Chad Coe reframes ghosting as testing, not rejection. He follows up by text, call, and email — sometimes for up to two years — and adds prospects to his newsletter to show persistence. Because it is their timeline, not his, the Coe Financial Group founder waits patiently, and prospects often hire him and thank him for the persistence.
What habits put salespeople in the top 1–2%?
Chad Coe credits patience and faith, which sit atop John Wooden’s pyramid hanging behind him. The Coe Financial Group founder says success comes from persistence, patience, and faith, plus trusting your gut on follow-up rhythm. Coe spaces outreach from daily to monthly, reaching out at a pace that feels right rather than forced.
Pull Quotes
“If anyone’s listening to me about ghosting, they’re not ghosting you. They’re testing you.” — Chad Coe, Founder, Coe Financial Group
“My attitude is everybody wants me, everybody likes me, and everybody trusts me until they don’t.” — Chad Coe, Founder, Coe Financial Group
“People need to slow down to be able to speed up.” — Chad Coe, Founder, Coe Financial Group
“If you want to be in the top 1 or 2% of your industry, patience and faith are two of the keys.” — Chad Coe, Founder, Coe Financial Group
Peopleizing: Key Statistics from Coe Financial Group
| Statistic | Detail | Source |
|---|---|---|
| Up to 300 people/month | Size of the networking groups Chad Coe worked with for many years. | Chad Coe, Sales POP! interview, 2026 |
| 3% rule | Only 3 of every 100 people are looking for what you offer today. | Chad Coe, Sales POP! interview, 2026 |
| 6 yeses per 200 | Reaching 200 people yields roughly six potential buyers who can say yes. | Chad Coe, Sales POP! interview, 2026 |
| Up to 2 years | How long Coe will follow up by text, call, and email before a prospect responds. | Chad Coe, Sales POP! interview, 2026 |
| 25+ years | Coe’s experience predicting that consistent communicators eventually sign on. | Chad Coe, Sales POP! interview, 2026 |
| $50 vs. $200 | Coe’s early tax-return fee versus his father’s fee for the same return. | Chad Coe, Sales POP! interview, 2026 |
| Week to 6 months | How long some committed clients wait before completing the paperwork. | Chad Coe, Sales POP! interview, 2026 |
Frequently Asked Questions
Related Resources
- Book a free consultation with Coe Financial Group
- Sales POP! Podcast: salespop.net/media/podcast/
- Coevera: coevera.com
Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Coevera. In his spare time, John is an avid Martial Artist.
Comments