What Top Performers Do Better and Differently Top Secrets of Marketing & Sales

When you think about what top performers do better and differently, consider this. It's almost impossible to overfill your sales pipeline. So if you focus on making sure that you've got more there than you actually need, you're going to be in much better shape.



Just look at the numbers, if you've got a hundred people in your pipeline and 1% of them close today, you made a sale.



If you've got ten people in your pipeline and 1% of them close today, you did not make a sale. So from that standpoint, just the basic numbers say you want to make sure that you've got enough qualified leads in your pipeline so that somebody can close today.







David: Hi, and welcome to the podcast. In today's episode, cohost Jay McFarland and I will be discussing what $100,000 per month producers do better and differently. Welcome, Jay.







Jay: Hey, thank you so much, David. I really can't wait to talk about this, because it will allow people to look at what they're doing and compare themselves.



And sometimes when you don't have that, it's hard to know if you're doing things right. And you're kind of more shooting in the dark than actually being purposeful about your daily activities.



David: Exactly. And I think a lot of people, if they just really enjoy what they do and they focus every day on meeting new people and interacting and trying to find solutions, that's all great.



But if you want to be able to start achieving some of the financial goals that you have for yourself, then it really makes a lot of sense to say, okay, what are the people who are doing this extremely successfully from a financial standpoint, doing better and differently, or at least differently than what I'm doing now.



Jay: Yeah. I saw in your ebook that time is significant. Top producers leverage their time better than others. How do you go about leveraging your time better?



David: You know, it seems so difficult, and yet when you really boil it down, it's actually pretty simple. If you think about the idea of being in front of a prospect or a potential client, and if that person has the ability to spend a thousand dollars with you, that's different if that person has the ability to spend $10,000 with you, or $50,000 with you, or a hundred thousand dollars with you over the course of the next year or the next couple of years, or their entire working lifetime.



And so leveraging your time can start with things as simple as deciding in advance what types of prospects you want to be in front of. And ideally, they're going to be the type of people who actually need what you have to offer, purchase it on a regular basis, have decent budgets, have the ability to spend, the willingness to spend and the money to pay the bills after they've ordered it.



Jay: Yeah, so identifying that client, first of all. And then I think that there is a tendency, especially for the smaller business owner, to get caught up in things that they could be having other people do.



And so figuring out where your time is best spent is going to be a key to being able to grow.



David: Yeah, no question. And so if you think about leveraging your time, that does go directly to that point, which is to say, okay, which activities are not worth the amount of money that I'd like to be making on an hourly basis, daily basis, weekly basis.



Because if you're engaged in those activities, they will just never pay more than they're worth. If you're doing administrative tasks, that could be done by somebody else for 10 or $15 an hour. Then those tasks are not going to produce a hundred dollars or 200 or $500 an hour for you. They're only ever going to be worth that amount of money.



So by delegating those things to the extent that you can,