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The Psychology of Improving With Sales Expert Paul Scheper

Be willing to make mistakes...once



Professional Sales Tips you'll learn today on The Sales Podcast...

  • Author of "The Psychology of Improving From A to Z: The ABC's of Self-Improvement"
  • He gives them away to connect with real estate professionals
  • S.I.T. "Stay In Touch" if you want to succeed in sales
  • Emails monthly
  • Sends a snail mail newsletter
  • His daughter does the real estate side of things
  • He does the loans
  • You must get customers before you even have a database to market to
  • Who has a problem I can solve?

Related episodes and posts

  • Sales is really just two things:
    • How can I help my customer make money?
    • How do I help my customers save money?
  • Inch by inch it's a sinch. Yard by yard it's hard.
  • He buys lists of high interest borrowers and those with PMI
  • He does snail mail to them and gets 0.4% percent to respond, so 4/10ths of a percent
  • A lot of people say "maybe" and he drips on them
  • New, fresh customers in one part of the database and then the "maybes"
  • FU means "Follow Up"
  • FU to FT (follow through)
  • Work smart and work hard
  • The Big Four
    • Twitter
    • YouTube
    • LinkedIn
    • Facebook Business Page
  • The fifth is TikTok. It's unbelievable over there!
  • He does a lot with senior citizens on reverse mortgages and so he's reaching the kids of those prospects


Join the Internal Dialogue Selling System. The best sales training program you'll ever find.

  • He gets on Groups on LinkedIn and engages
  • Certified financial planners, Elder attorneys, etc. is where he posts and engages
  • Be careful not to oversaturate the groups
  • He posts once per week with fresh content
  • Give, comment, like, and acknowledge others
  • Contribute because givers gain
  • "It is in giving that you receive." St. Francis of Assisi
It is in giving that you receive."
  • People don't care about you
  • It's a slowly but surely kind of thing
  • It requires some patience
  • No one thing works. They all work.
  • He eventually gets some DMs and leads happen
  • Even his Facebook personal page gets him traction
  • Uses HootSuite to share onto his Facebook Page
  • "I remember things and I forget things."

Lance Tyson The Sales Podcast Wes Schaeffer

Take The Quiz—Find Your CRM


  • His son persuaded him to write a book
  • His son wrote a book when he was 22, "How to Get Focused In a Distracted World" when he was at Chapman and he learned how to focus and got straight A's
  • His son challenged him to write a book after attending his seminars because Paul always had an ABC list on how to grow and improve.
  • Paul doesn't want to write another book because it's hard!
  • Took him two years.
  • You gotta be willing to make mistakes...but never make the same mistake twice.
S.I.T.: Stay In Touch to succeed in sales."
  • It's best to learn from the mistakes of others
  • Without a goal, good luck!
  • In 1983, interest rates were 13-14%. Now they're in the high 5% range instead of the high 2%.
  • PDR: Practice. Drill. Rehearse. (Tom Hopkins)
  • You have to address the stalls and the "I'll be back."
  • "Come from your heart. Just to clarify for me."
  • The set aside technique..."Let's set that aside for now. What else is causing you to delay this decision?"
  • "If you don't do anything at all, and you won't hurt my feelings, how is your life going to get better?" Then shut up and listen.
  • Silent and listen are the same six letters.
  • A lot of times they don't trust you.
  • Go find the decision makers.
Seek progress instead of perfection."
  • Be like Larry King and Oprah.
  • Ask open ended questions.
  • Get them to recognize the problem
  • Give them the tool to scratch the itch.
  • Listen with your eyes, your ears, and your heart.
  • If you wait for the perfect time, it'll never happen.
  • It's okay. Take a step.

Sales Growth Tools Mentioned In The Sales Podcast

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