Description

Welcome to another episode of the Sales Leadership Show where we dive deep into the world of sales, exploring strategies, sharing success stories, and learning from the best in the business. In this episode, our host, Phil Gerbyshak, sits down with Justin Moy, a seasoned professional in the realm of commercial real estate investment.

Episode Summary

Justin Moy, who works with Realm Investors, shares his journey in the world of sales and how he has mastered the art of success. He emphasizes the importance of trusting the process rather than focusing solely on the outcome. This advice, given to him by a mentor early in his career, has been instrumental in his success.

Justin shares his experience of starting in real estate sales at the young age of 18. He talks about the importance of patience, persistence, and celebrating small wins along the way. He also discusses his transition from selling homes to being on the ownership side in commercial real estate, helping people invest passively.

A significant part of the conversation revolves around the influence of Jordan Belfort on Justin's sales approach. Justin appreciates Belfort's strategic approach to sales and his focus on increasing certainty. He believes that the goal of a sale is to remove doubt and increase levels of certainty in different areas.

Justin also delves into the concept of Neuro-Linguistic Programming (NLP), explaining how the specific words and tonality used can impact how people feel. He emphasizes the importance of removing weak words from our language to create certainty and confidence.

Key Takeaways

1. 
   Trust the Process: Justin emphasizes the importance of trusting the process and focusing on it rather than obsessing over the outcome.
2. 
   Patience and Persistence: Success in sales requires patience and persistence. Celebrating small wins along the way can keep you motivated.
3. 
   Influence of Mentors: Justin shares how Jordan Belfort's sales approach has influenced his own, particularly the focus on increasing certainty.
4. 
   The Power of Language: The specific words and tonality used in sales can significantly impact how people feel. Removing weak words from our language can create certainty and confidence.
5. 
   Neuro-Linguistic Programming (NLP): NLP is about how the words we use impact how people feel. It helps guide what words to use to elicit certain emotions.

Thought-Provoking Questions

1. How can sales professionals better trust the process and focus less on the outcome?
2. In what ways can patience and persistence be cultivated in a sales career?
3. How can the principles of NLP be effectively applied in sales to increase certainty and confidence

Recommended Actions

1. Reflect on your sales process and identify areas where you can increase certainty and confidence.
2. Consider how you can incorporate the principles of NLP into your sales approach.
3. Identify weak words in your language and work on removing them to create more certainty in your conversations.

Join us next time for more insights and strategies from the world of sales and leadership. Until then, keep mastering the art of success!

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