Have you ever looked around to see what kinds of investments exist out there? In this Expert Insight Interview, Christina Walls discusses investing in land and growing your investment. Christina Walls is a real estate investor focusing primarily on land investments, coach, and a Land Profit Generator Ambassador.

The interview discusses:

• Why land investing?
• How does it work?
• How to start?

Why Land Investing?

Land investments are very tempting because they only require an internet connection nowadays, which means that you can work from anywhere in the world. Land always has value, and there are many different ones out there. We might consider some invaluable, but actually, it depends on the perspective. The majority of people would consider land in the middle of a swamp invaluable, but for locals, that same land fits their lifestyle perfectly. You can focus on some particular type of a lot, or you can choose to focus on a broader selection of different lots.

There are plenty of lots out there for sale. Typically, city lands and just outside of the city lands sell very well. Even during the pandemic, the land investing businesses are doing very well because lots are selling at astonishing rates.

How Does it Work?

The way flipping the land works without spending your money is that you first get a piece of land under the contract for a price, but that contract allows you to market the property. And you do market it. Then, you find a buyer who wants to buy it, and you sell it at a higher price. A beneficial strategy to use is to check with neighbors if some of them would like to buy it. Many times it happens that you can sell it to the neighbor. Moreover, your contract should say that you can cancel it anytime. That way, you prevent getting stuck with the property that you now regret buying.

How to Start?

The best option for beginners is to join the Land Profit Generator program because it offers the exact steps to follow. The classes adapt to today’s lifestyle offering quick videos as learning material. Of course, every start is hard because you have to beat the fear of the unknown. However, if you commit yourself to learn something new, you will eventually see the results
of hard work.

Furthermore, you will become part of the community that encourages and supports personal and professional growth and a positive mindset. However, the internal work depends solely on you. You have to combine the internal drive and take action to see the end-results. It might take some time because all good things take time and effort. But once you get it right, you have a business for yourself that you can tailor based on how you want to live.

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 Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Even though salespeople usually push back on having systems and processes in place, there is a significant benefit from having them. In this Expert Insight Interview, Dave Lorenzo discusses how we can make more money while living the life we want. Dave Lorenzo is a revenue growth expert, podcast host, award-winning author, and founder of The Dave Lorenzo company, helping people to tailor their business to meet their lifestyle.

The interview discusses:

• The benefit of systems and process
• Focusing on the outcome
• The onboarding process

The Benefit

Salespeople usually push back on anything that looks like a corporate initiative because they think that would prevent sales. But, systems and processes make sure that everything works how it is supposed to work. You can still be your authentic self and use your selling style in the conversations with your clients. That does not change. And if the company has the system of tracking down the process or following up, that can help you even more with the client. You do not lose creativity with systems and processes but get more free time to focus on value creation.

Focus on the Outcome

We all have our strengths which lead to a positive outcome. A common mistake in the sales industry is that the best performing salespeople get promoted into sales managers. But, top-performing salespeople might be lousy sales managers. These are two completely different positions. Salespeople are the ones whose egos need all the credit and recognition. Sales managers are the ones who make sure that everything goes smoothly behind the scene.

Somebody who loves being a top-performing salesperson will eventually leave the company because being a sales manager will not bring enough fulfillment. Thus, instead of thinking that only managerial and executive positions mean success, we should elevate people, recognize them, and award them financially to do what they are doing the best.

The Onboarding Process

The most overlooked sales process is onboarding, which is a shame because it makes up a huge missed opportunity. The onboarding process is a great moment to ask your clients as many invasive questions as you want. By getting all those valuable information from your client, you can find other areas to be of service, experiences to provide, and products to sell. All those things would strengthen the relationship and increase revenue and compensation.

Salespeople usually close the deal and then get lost in case some obstacle happens. However, that is the exact time when they should be with their clients and show them the support. The key is to know the client’s personal reasons for doing business. That proves that you are invested in the client’s well-being and proves that the client’s investment in you was the right decision.

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 Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Do you think that you have what it takes to be a good salesperson? In this Expert Insight Interview, Melissa Kirk discusses how to know if someone is the right person for sales. Melissa runs Melissa Kirk Consulting company, offering comprehensive capabilities and industry knowledge to help people solve their most complex issues and create success.

The interview discusses:

• Connecting with people
• Being authentic and committed
• Embracing the silence
• Adapting to customers

The Connection

The best salespeople are the ones who naturally connect with people, listen to their problems, and help solve them. Connecting with others is such a huge part of sales. People will always choose to do business with someone whom they trust even if the product or service is cheaper somewhere else. Connecting with others means being able to see their perspectives and understand their needs. No amount of product or service knowledge can replace the value of adding the personal touch, listening, and understanding a customer.

Authenticity and Commitment

The sales industry became much more virtual nowadays due to the pandemic. And this new virtual environment requires more effort and commitment to the people. It means that you have to be your authentic self because buyers can easily see through salespeople who fake it. People can notice in your questions and your replies whether you are committed to them. Sometimes they talk about one thing, which is only a symptom of the much bigger problem. However, you won’t realize that unless you are willing to be patient and dig deeper. Discovering and solving the main problem builds even stronger relationships with your clients and earns more trust.

Embrace the Silence

Another important thing in sales is the ability to handle the silence. Many salespeople are afraid of silence and want to fill it in, but that would only undermine the previous work. It is crucial not to break off the silence. Giving a moment of silence allows your customers to think, deal with their internal thoughts and feelings, and give you more authentic answers. Thus, enabling you to address the problem more authentically as well.

The Ability to Adapt

All people are different and beautifully unique. Thus, good salespeople adapt to their customers. For instance, use the language that your customers use because that is how they feel heard and validated. Some people process and do things faster, while others have a slower pace. Adapt pace to the customer. Moreover, some people are analytical while others are more intuitive – provide them with the experience they want. In conclusion, the more you focus on making a difference for people, the more you will sell.

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 Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Do you know how many people left their previous jobs because they did not like their bosses? In this Expert Insight Interview, Beverly Kaye discusses her book, Love ‘Em or Lose ‘Em: Getting Good People to Stay, which reached its 6th edition. Dr. Bev Kaye is an author, keynote speaker, and internationally recognized authority on employee development, engagement, and retention.

This interview discusses:

• The core things to do
• Encouraging growth
• Building relationships
• Covid-era necessities

The Core

People usually do not leave organizations. They leave their managers instead. Three main things that help managers to prevent high employee turnover are: growing their people, building and nurturing relationships with their subordinates, and building an inclusive culture.

Encourage Growth

Helping your employees to grow means challenging them in the right way. Everybody is unique about what frustrates and delights them. Thus, everyone needs a different approach. As a sales manager, your job is to adapt to everyone and to get valuable insights into their personality so that you can help them. For example, asking about yesterday’s sales or the favorite client can give a plethora of information about what one likes and dislikes. Having proper communication with employees is especially important now when many companies go virtually. The lack of in-person communication cannot be an excuse for the disconnect between sales managers and the rest of the team.

Build Relationships

Sales managers experience a lot of pressure and stress in their positions, but developing meaningful relationships with employees does not have to be stressful. The key is to do simple things but to do them correctly, consistently, and authentically. People can feel when someone is not authentic. Thus, being truthful and open with your employees goes a long way. People who are in leadership positions do not know it all. However, showing your employees that you want to get to know them and lead them in the right way creates a bond. Supporting your employees does not mean that you accept low performance. Indeed, it encourages effort on both sides because employees will deliver better results when they feel supported by management.

Covid-era

During the pandemic, people naturally become extra sensitive to uncertainty. They want to get all the information possible and not feel left out. Thus, it is essential to build trust with your employees to feel free to ask any question. When employees ask company-related questions, give them an honest answer because people will respect honesty.

And lastly, managers do not always recognize their behavior and how it impacts their employees. Thus, self-awareness is the key to success in a career and life in general. It is a rough but liberating journey that every manager needs to take.

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 Pipeliner CRM. In his spare time, John is an avid Martial Artist.

We hear a lot about sustainability and corporate social responsibility nowadays, but how much do we actually know about these topics? In this Expert Insight Interview, Ioannis Ioannou discusses sustainability and corporate social responsibility in more detail. Ioannis Ioannou is a professor, advisor, influencer, and global keynote speaker on sustainability leadership and corporate social responsibility.

This Expert Insight Interview discusses:

Sustainability
Corporate social responsibility

Sustainability

Sustainability means integrating environmental and social issues at the core of the company’s business model and strategy. It is an excellent growth opportunity for new and small startups to solve these issues while scaling up efficiently.

For existing companies, transitioning to sustainability is not an easy process because companies lack the knowledge, skills, and experience to deal with social and environmental challenges. Different companies have different responses to sustainability. There are three main response stages. The first stage is taking measures such as eco-efficiency, water, and waste management, etc. In the second stage, companies integrate sustainability into their product, service, and business strategy. And in the third stage, companies would take this initiative to the global level, including their whole supply chain. Let’s take the automotive industry as an example. Firstly, companies were focusing on reducing carbon emission and fossil fuel engines. Then, they started making hybrid and electric cars. And lastly, there are discussions about sustainable cities in terms of mobility in the future.

Since large companies have a global supply chain, they can contribute to the transformation at scale in human rights issues, health and safety standards, etc. However, for many large companies, part of their supply chain is in countries with weak government enforcement that don’t support sustainability issues. The local level, on the other hand, is easier to influence. It is easier to establish and nurture relationships that become valuable intangible assets in the long run.

Corporate Social Responsibility

Corporate social responsibility seems superficial nowadays because many companies took advantage of it by exaggerating in their public declarations. Thus, as a society, we need to hold them accountable for their public statements and actions. There are mechanisms to fight greenwashing in the US, provide disclosure regulations in the EU, and reporting standards. Also, there is a lot of investment in AI and big data technologies to collect information. Thus, creating a nice story for the audience will not be enough for the companies to prove their corporate social responsibility.

It is a relatively new and not a fully understood field. However, the information, trends, and introduction of general principles allow for more future research. People also show support globally. Their engagement in trying to understand and address the world’s biggest challenges is encouraging and inspiring.

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 Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In this Expert Insight Interview, Monica Rodgers discusses the Revelation Project — a mission to disrupt the status quo and activate inner transformation, giving women the tools and guidance to reveal, remember, reclaim and reframe their rightful place as emerging and powerful leaders in the world. Monica Rodgers is a serial entrepreneur with over 30 years of business experience and current president of Revelation Media.

This Expert Insight Interview discusses:

• The trance of unworthiness and its primary causes
• Why it is difficult for women to be true to their authentic selves
• The goals and ideas behind the Revelation Project

Trance of Unworthiness

Many women go through what Monica calls the trance of unworthiness — a state of exhaustion, confusion, and unhappiness, although, from the outside looking in, everything looks perfect.

Women often strive to make everything look pretty and wonderful while suffering from a tremendous amount of unhappiness on the inside. This state has a lot to do with failing to be authentic to who you truly are.

Inability to Reconcile with Oneself

Women are typically unable to be true to their authentic selves because they are conditioned to conform to gender norms. In our society, women can’t really be either male or female, as paradoxical as that may sound.

There’s a lot of pressure on young girls not to be too girly, too feminine, or too emotional. On the flip side, there’s also the idea that if a woman is too masculine, she’s perceived as having anger issues or being bossy.

Revelation Project

The Revelation Project is a spiritual practice. It is about the coexistence and normalization between the physical world and the non-physical one. We’ve forgotten that part of the mystery of life is leveraging and using what we see in the physical world while developing and trusting those things we can’t see.

The Revelation Project’s goal is to reveal the barriers that keep us from integrating with all of the energy at our disposal and being able to approach life with a more holistic, more fulfilled, more embodied understanding of what we’re here to do.

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 Pipeliner CRM. In his spare time, John is an avid Martial Artist.

B.U.G.S — Beliefs Under the Ground Surfacing

In this Expert Insight Interview, Hilary DeCesare discusses B.U.G.S — Beliefs Under the Ground Surfacing and the steps you can take to remove them. Hilary DeCesare is an executive coach, a podcast host, and an award-winning entrepreneur. She has launched the Relaunch Collective, which helps people relaunch their lives, their careers, or whatever else they want to transform about themselves.

This Expert Insight Interview discusses:

• The concept of B.U.G.S — Beliefs Under the Ground Surfacing
• How to reprogram your brain to get rid of B.U.G.S
• Why we fear major change, even if it is positive

B.U.G.S

When you think about your self-image and identity, you probably associate it with a set of goals. We often get close to achieving those goals only to have something stop us right before we reach them. This can be very discouraging and disappointing.

Hilary DeCesare discovered in her work as a psychologist and executive coach that people’s beliefs about themselves are what holds them back. There is a particular level to which we subconsciously believe we belong, and it is difficult to break free of that belief system. This is what the concept of B.U.G.S is all about.

Reprogramming

You don’t have to co-opt the beliefs of others, even if they’ve been instilled in you at an early age. You can set these beliefs aside and create your own success story. Reprogramming your belief system is the most important step when it comes to getting rid of B.U.G.S.

If you’ve believed all your life that you’re not capable of being someone special and doing great things, it won’t be easy to make yourself believe otherwise. You will have to keep telling yourself the opposite of the thoughts that used to hold you back, and you’ll have to do it for a long time.

Fear of Success

People suffer from all sorts of fears — the fear of failure, impostor syndrome, etc. But one of the most fascinating is the fear of success. Someone listening to this interview might choose to employ the concepts described in it, only to realize that it would bring a massive change to their life.

The fact that the change would be entirely positive almost doesn’t matter. We fear change to the extent that we’re capable of inventing new problems and obstacles even when we get past the ones that held us back before.

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 Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Due to a lack of skills, resources, or time, companies usually choose a broad approach for their outreach instead of trying segmentation. Thus, in this Expert Insight Interview, Zack Gutin discusses hyper-personalization as the main differentiator. Zack Gutin is the President and Founder of ThinkAlike Media, helping B2B companies in their outreach.

The interview discusses:

• Benefits of hyper-personalization
• Success stories
• Finding new opportunities

The Benefits

Improvement in targeting and messaging strategies brings better results when it comes to the company’s outreach. If messages that we send to the audience are too broad, nobody will get intrigued by them. For the message to stand out among thousands of marketing messages we get daily, it has to intrigue, impact, or affect a person in a certain way. It has to show the value that buyers will get from the product or service. However, it also has to be sent to the right audience. With higher personalization, we can easily find the perfect persona for the product or service and establish the use case.

Success Stories

The hyper-personalization approach can grow smaller companies into acquisitions worth millions of dollars. For instance, a smaller company in the shipping and logistics industry closed the deal to track the wholesale market shipments for a giant such as Pepsi. This deal completely changed the business dynamics for that company. This little company was able to close the deal with Pepsi because it had the right targeting. In B2B sales, it is all about consensus. Thus, you have to be strategic in your targeting because there are usually more than one decision-makers, and you have to target the right company departments.

Another example is a meditation coach whose primary idea was to build an online meditation course for B2C but ended up making B2B partnerships with rehabilitation clinics all over the United States. It is a perfect example of branching out to another business model and adapting your product or service to the rising opportunity.

Opportunity Finder

B2B can have the same conversational but not too overwhelming email marketing strategy as B2C. It offers a huge opportunity for international outreach and sales growth. Despite sales and marketing, hyper-personalization also involves a component of market research. It targets markets where you can make a deal for sure, but it also enables you to discover new markets or industries that might be worthy of trying as well.

This pandemic showed us how important pivoting is in business. Companies had to innovate, branch out to adjacent markets, transform their products or services to become completely virtual, etc. Companies that did experimenting and found ways to adapt to the new circumstances are the ones who benefited.

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 Pipeliner CRM. In his spare time, John is an avid Martial Artist.