How do you get to be a $7 Billion guy? In this episode, we find out from the best: Mordecai interviews Chris Sower, Executive Managing Director with Cushman & Wakefield, and a salesman who has represented over 42,000, multi housing units, and closed over $7 billion of transactions.
TIMESTAMPS:
1:54 - Early Sales Experience
7:21 - The Line Between Sales and Execution
11:56 - Differences in Process for Unit Size
14:36 - Change in Perception on Larger Sales
17:16 - Safety Zones
21:00 - What Do You Look For When Hiring Salespeople?
23:53- What Makes a Collaborative Sales Environment?
29:42 - Understanding Trends Based On Your Market
31:05 - Training Your Competition
36:55 - The Whole Is Greater Than The Sum Of Its Parts
39:46 - Current Trends
44:30 - Not All Clients Are Equals
47:45 - Trends in Land Sales
53:10 - Changes in Waterfalls?
54:51 - Advice For College Grads Coming Into The Business
lenders, market, people, loan, client, equity, selling, deals, screen protectors, year, calls, rates, business, borrower, easy, long, sales, chase, interest rates, debt
