On the show today we talk about how to… Get some G.U.T.S. with Claude Diamond!
– ClaudeDiamond.com – click on free book and write I love Joe and Julie
– Our podcast #78 with Coach Chad Carson
– The Psychology of Persuasion book on Amazon
– Go to Claude Diamond’s YouTube Channel for sales training to give good phone
Show notes for Get some G.U.T.S. with Claude Diamond
The Vantastic Life is…
– is in Riomaggiore Cinque Terre Italy
We call Claude Diamond the Mentor! He uses the GUTS training method, and has been coaching for a long time. He’s also all over the Google’s!
Today we are going to have some fun!
Where you at today?
Winterpark CO with some snow on the mountains out the window here. I got up early and did 10 miles today, and I love swimming everyday!
I’m a home body, and I love working from home. Better coffee and cleaner bathrooms.
I’m going to do Pikes Peak soon!
I love that one and did it a few years ago.
I don’t believe in vacations.
Wow, you and Joe might be related!
How/where did you grow up and how did you get into real estate?
Well, I grew up in New York City from immigrant parents.
I got a law degree, and had a good job, but I didn’t like where I was going. And I was the worlds worst sales person, and I wanted to find a mentor.
I met this man named Max, and he could get on the phone and make one phone call and make more money than I could make in a whole year.
I mentor so many people today that want to take care of their family and enjoy their life like Joe is doing right now.
Absolutely, if you can’t talk to people you won’t have fun, and it will burn you out.
I’m actually mentoring someone right now, and the other day we went door knocking, and it was really fun. I totally screwed it up. The words that you choose are so important!
Words are so important! I was very self conscious, and actually really a shy person.
In 6 months I was out of debt, and making WAY more money! Get yourself someone that is amazing at sales.
All of the gurus talk about strategies, but they don’t teach you how to talk to humans. I mentor people in 18 different countries, and when you can talk to people everyday, people respond to that.
Nobody thinks I can’t wait for a sales person to call me today, and wrap me up on the phone.
I met Claude though Larry and Marishka, so thank you so much!
Claude encompasses all of the sales crap with a twist. Let’s say that you’ve done some mentorship with Claude, you’re going to see that this guy is different and fun, and you’re going to relax.
On our team I would say to our call person “just Claude them”!
So tell us what does GUTS stand for?
It’s the psychology and science of persuasion. You have to have fun.
I believe that the glass is half full.
I’ve never done a real estate deal by faxing and texting and emailing people. Does anyone use a fax machine anymore?
Empathy is a million dollar skill! Most people use the same old used up script. What do you think that does for the person you’re talking to?
When I get on the phone I have a bunch of energy, and am goofy, and have fun.
If you use the GUTS sales method of stroking, nurturing, and empathy… money will never be an issue in your life again!
I have twin girls that are turning 11 this year, and I want to get my kids to be the instigator of starting a conversation. This would be like changing lives right here.
We’ve become the walking dead. Have you ever looked up in the airport. The Psychology of Persuasion. If you can get one person that likes you… they don’t have to have all of the fancy stuff.
We tend to do business with people that we like and trust. Stroking, nurturing, and empathy. Can I touch on that?
Joe and Julie you made me feel really great by asking me to be on your podcast.
The million dollar rule will make you rich, free, and happy. People make decisions emotionally, and they justify those decisions logically.
If you want to close someone today, you have to bring out the emotion in it. That’s nurturing. Why aren’t we using those kind of stories…
I was once in a hotel and I didn’t know what a budae was.
Empathy is mind reading. What is that person thinking right now… how are you going to get them to like you and interact with you…
When I talk to people I setup an agenda and setup a dialog with them.
The rules of the GUTS sales method… you have to work smart. Most people call up people and give presentations. In GUTS we don’t give presentations. Talk to people on the phone like they are humanbiens.
Just have a conversations, and then figure out needs and greeds. I need to get information and motivation from you so I can sell you.
Why do we sound so goofy on the phone?
What does a true sales pro do?
They talk to you.
Is there any type of formula, or maybe you don’t want to use a formula. First, you get them to like you, and then you roll into your service… is there anything like that?
I only mentor one on one. I take the responsibility of only training one on one. GUTS is 3 steps like a staircase. We get a commitment to a close. A doctor can’t diagnose you until they have enough information.
Baby steps are the questions that you have to ask. I have packages that students can buy. I have actual calls that are recorded that you can listen to.
The Godfather Close. When you don’t have a sale, there’s nothing left. You make them an offer that they can’t refuse.
Yes, I would go for that, but why didn’t you tell me that before?
Because I was going to price in the beginning.
The prospect wether they are a buyer, seller, whatever, they have a problem. And you have to solve that problem.
You are getting a different perspective today, and it’s really more about conversations, and less about scripts.
You have to have steps, or a path that you’re going down. Right?
Can I tell you the truth today? The truth is that most people in real estate or are sales centric.. if we get too much rejection we feel like shit.
When we get that much rejection, who wants to make calls or knock on doors everyday?
That’s the truth.
You don’t let them dismiss you, you fire them.
I’m going to say something very controversial.. in the GUTS sales system the sales person comes first. I have to protect Joe and Julie and Claude.
People fail because they aren’t consistent marketers.
My daughter gave me the greatest complement every. She said “dad you’re just comfortable in your own skin”.
Julie you could go in the Seattle white pages, you could pick out a phone number right now, and if I get them on the phone, I will get them to interact with them. Do you know how long it took me to get there?
I teach people how to get there faster.
A lot of people like to go door knocking, what do you think about that?
I’m the only person that looks forward to the Jovas witness.
I don’t think that door knocking is the best use of your time right now.
Let’s do another role play. Listen to the podcast to hear the role play.
I’m not in the starter lane, but everyone can improve, and I want to learn from you. I was just giving you a stroke right there.
That was good!
One of my joys is to set the ground rules in the game.
I like that.
You know what, they call back.
Exactly! You gotta have a followup system. If you have a lot of 5, 6’s, and 7’s, you have to call those people back, so you need a system. I use Evernote, and some people use Podio.
Maybe when I call you back you are an 8, 9, or 10, or I can make you an 8, 9, or 10. You need to be able to make sales calls all day long!
I was at an appointment yesterday right next to the new light rail, and I was at this appointment. And I asked the guy why he called me, and he said he had 6 letters from me.
It’s about consistency.
I’m very attracted to good sales people, but I don’t meet enough of them. I’m turned off by the typical sales person that asks for a minute of your time.
Now you guys are going to cringe, but we have to get going and get you back to Seattle.
I love Seattle! You have like zero unemployment in Seattle don’t you?
Yeah, it’s good out here. Except for our property taxes.
How can everyone learn more about you?
YouTube I have over 900 videos and the new book called the GUTS Sales Method.