From Struggling KID to Real Estate MOGUL | Barbara Corcoran EP 720

0:00My name is Lewis Howes. Thanks so much for being here. I want to remind you about the Summit of Greatness, our annual conference happening this September in Los Angeles. With David Goggins, Dr. Joe Dispenza, and many more incredible speakers and performers, there will be so many live attendees there that you can meet with, you can network with, and you can help transform your life. I can't wait to see you at the Summit of Greatness here in Los Angeles.

0:28Hi, my name is Lewis Howes, and welcome to The Daily Motivation Show.

0:38so how did you see this with people that where you could shift what they wanted to something that you could still sell them in a positive way like you said they wanted the terrace but i knew they just wanted charisma how do you spot that personally when you're selling a hall or something else i think most of us if we listen well could sense it i think what it is it's only delivery you know um first of all very often you're selling couples or a single person and you have time to chat if you can get below the person's skin and kind of figure out what kind of person you are very often you know better than they know what's going to make them happy they could be repeating what their peers said they should have or the way they you know you don't know where it comes from but get to know them and you can reach your own conclusions so i really found that the old slogan buyers are liars is really true they don't mean to lie But what you've really got to do is, in any sales situation, really get into the person, ask a lot of questions, and try it.

1:37Like, if you, after you're visiting with someone, trying to sell them, someone said, what are they like? What would you say about them? What are they really like? What would you say about them? That's where you find where the soft material of the sale is, I think. If you were giving three questions to ask any buyer, potential buyer, they came into you, you can only ask them three questions. Yes. trying to figure out who they really were, what they were really interested in, or what you could potentially sell them. Yeah. We'll just say maybe two or three of these questions that you ask to see what you could get out of them.

2:07Yeah. The first question I would ask is, when do you need it for? Urgency is 90%. Interesting. The second question I would ask is, when do you need it for? And the third is, when do you need it for? Really? The rest doesn't matter. Because if you have a motivated person who needs something, you've got to sell. Doesn't matter. I feel like we need it. Well, it doesn't matter. You have time to figure it out. But you get instead, like as a real estate salesman, in a typical qualifying, in all my qualifying forms that I taught every salesman, every manager used my entire life. First question bolded, the only one bolded, when do you need it for?

2:40Because salespeople will say, oh, so what are you looking for? No, they missed the big question, when do you need it for? Interesting. Because they will move all over the board as to what they'll actually see and what they'll actually buy. And you have all the time in the world. How do you really know that? Because you haven't spent time with them. you're going to actually believe what you hear. It's crazy. You need to spend the time to form your own impression of what they're really going to buy or what is just really where the sale is or where's the opportunity. It doesn't just have to be in sales.

3:08It's in business deal. You need to have the ability to spend time enough to read them well. But the one thing you can ask up front is when do you need it for? Because I had more salespeople in the early years spin their wheels endlessly with the high-priced customer, old cash, this and that. Price is no limit. But they didn't need it. For years. And they were, go to work with them for years and spend all that cap fare and car services. No, the need is the most important question you want in any sales situation. And any salesman that comes in and doesn't vet that out right away or on the phone is not a good salesman.

3:50I could tell right away, not a good salesman. and I miss the main question, yeah. What's the thing you're most proud of that no one knows about? There's really nothing that no one knows about. I'm sorry. What's in my mind is all my tongue out of my mouth. You know, one of those. There's really nothing that people don't know about, really. I wish I could come up with new stuff. I'm so tired of talking about the same stuff. What's the thing that you're proud of that, you're just proud of the most that you've done? Maybe you don't talk about it all the time, but it can be something small or big. Well, two things came to mind, big and small, so I'll give you both.

4:23Small, but somehow feels so big in my life, is when I first got my first profit for running the corporate group, and I never made any profit year and year. I was putting that cash back down long before I even had it in my hands. I was always reinvesting, reinvesting, because I wanted to see how far I could go. But in those years when I finally got my first profit, I had about$48 ,000, maybe$40 ,000-something. a thousand dollars i could see what we're gonna actually have a profit how did that happen and i bought my mother and father brand new car each i bought my mother a bright blue pontiac convertible she always wanted blue is her favorite color she always wanted a convertible her life and i got my father a um lincoln yeah not a continent and i had my uncle richie and his friend driving out to florida and delivered wow i remember at the time there were so much in disbelief because we always had a clunky old car with all the kids stuffed in the back it was always and all of us learned how to drive we always crash in that poor car how my dad put up with it through store windows we were like what we were each kid was learning got more dense but I remember that day and I'm so happy I thought of it in the moment because it's bad when you miss these moments I remember thinking I'll never feel more satisfaction or richer than I feel in this moment and it's not that I wish it upon myself but you know that's exactly been the truth I've never felt as rich again or as endowed or as lucky or as fulfilled ever again as that moment you see the most overreaching uh thing i'm most proud about is i i proved sister stella marie wrong so i'm so proud that um that her messaging to me that i'd always be stupid just because i couldn't read that i didn't let that determine my life because i was i i had a hard time getting over that you know and i had the help my mother told me i was a genius so that helps a lot you know having somebody on the other side sure but the idea that i've proven her again and again and now it's a weird thing i'm kind of uh very thankful to her because i think because of her i tried so hard yeah do you know so really if she she was kind of like a early version of ramon simone you know yeah that she played that role and i'm so thankful uh that i got over that mostly because not only have I had success as a result of it, but mostly because I keep that message going out to all these dumb kids at school.

6:48It's such a sad thing that kids are defined by how they do in school. And yet, most successful people I know built their own stuff, weren't good in school. That's been an M.O. I see. So I feel like I'm lucky to be around to keep getting that message out.

7:05Thank you so much for listening to today's episode of The Daily Motivation, and I hope you have an amazing rest of your day. If you enjoyed this episode, make sure to click the link in the description. That will take you to the full episode of our main podcast on The School of Greatness. And if you are loving The Daily Motivation, please follow us over on Apple Podcasts and Spotify and leave us a review over on Apple podcast right now. And if you want more exclusive content and ad free listening experience, make sure to subscribe to our greatness plus channel on Apple podcast right now. And if you want to get even more inspiration from our world class guests and learn how to improve your life and take it to the next level, then make sure to sign up for the greatness newsletter and get it delivered right to your inbox over at greatness.com slash newsletter.

8:00Again, have an amazing day and I'll see you tomorrow with another episode of the Daily Motivation Show.