CPAC is an exclusive and proprietary sales training system created by 321 Biz Dev LLC in 2014. As a disclaimer, CPAC can be used for salespeople marketing any product or service. However, CPAC is generally attractive to salespeople and small business owners who market products and services at $1,000 per transaction or higher. Why? Because at $1,000 or higher sales prices, salespersons are generally working with prospects who make more serious decisions about why the product or service is needed. CPAC is ideal for attorneys, CPAs, insurance agents who generally work with prospects spending $1,000+ per transaction. CPAC is also very useful for mortgage brokers and real estate brokers managing teams where brokers want agents to be productive because brokers’ monthly expenses are much, much higher …
You can also listen to the podcast. First, I want to thank a Southern California CPA for validating a strategy our company had developed a few years ago but had not yet implemented. Like they say, “timing is everything”. Maybe it took a few years for business owners to look at their operations with more focus. Today’s podcast topic is why you start a Business Advisory Group (BAG) if you are an attorney, a CPA, a financial planner, a mortgage broker or a real estate broker located in the US or Canada. A Business Advisory Group is not a networking group. It’s for serious business owners looking for smart, reliable methods to sustain or grow their businesses. Whether your state, province, territory or local area economy is in a state of flux or it’s stable, there are millions of small business owners and consumers who could use your …
Small changes can make a Big Difference! Our company has an interesting beginning since 2009. And, we are excited to announce today, 321 is growing every single day. Our company’s goal is to help small business owners and salespersons improve performance, productivity and profitably, or the 3 P’s. To match our company’s goal, our 2018 slogan is: “321 clients never work alone”. This slogan has had a significant impact on how 321 introduces its sales training and business development services to the public. The biggest challenge our company had over the last three years was how to take 20 years of sales and business development experience and encapsulate it into a marketable service which appeal to prospects seeking to improve their skills. Said another way, is there such a pill a new salesperson or small business owner …
What is 321’s three-part validation system in the context of marketing? 321’s three-part validation should not be confused with Public Relation firms’ third party validation feature to build business credibility. This article and accompanying radio show will discuss 321’s three-part validation system. First, we need to define the word, “validation”. The definition of validation is: the action of checking or proving the validity or accuracy of something. Next, why is having a three-part validation system helpful in selling…especially in selling big ticket items where sales prices start at thousands of dollars and could be as high as several million dollars? In the current age of powerful web development and digital marketing tools, websites and social media platforms can persuade prospects to consider companies’ products and …
Customer acquisition cost (CAC) is the measure or effectiveness of your marketing and advertising campaign. Just looking the words, CAC is the number of dollars spent to add one paying customer. If $2,000 in marketing expenses generated 10 new customers, the CAC is $200. If $2,000 in marketing expenses generated 20 new customers, the CAC is $100. The next step is to calculate what revenues were generated from the 10 or 20 new customers. If $50,000 in new revenue was generated by spending $2,000, the figure would be 25. Or, for every $1 marketing dollar spent, the business made $25.00. So, there are two ways of tracking marketing investments. There are several points to make about CAC. 1. Every business has choices and has decisions to make about their marketing and advertising strategies. There are …
Multiple Real Estate Compensation Models: Is This A Good Thing? February 7, 2018 Just like any other product or service available to consumers, there will always be different ways to compensate salespersons. This is the American way. I think varying real estate compensation models gives consumers choices unlike never before. If a consumer only wants to pay a listing broker $4,000 and the buyer broker, $15,000 on a $600,000 property, saving the seller $11,000, that’s totally up to the consumer. If another consumer wants to pay a listing broker and the buyer broker the full $15,000 each (2.5%), on a $600,000 property, that’s totally up to the consumer. CEO’s of non-traditional compensation models have figured out that getting the listing controls the parameters of the deals. However, there’s another side of the coin. How …
After 4 years of providing sales training to over 500 salespersons, our company has move to supporting the new client acquisition needs for the following industries: Real estate brokers Mortgage brokers Attorneys Dentists Cosmetic surgeons Insurance brokers Home builders Our sales training programs have helped many small business owners control sales interview outcomes and deliver positive customer experiences. The sales training programs will always be available, on demand. Our efforts are now focused on helping our clients minimize the time between adding new customers and working with our client to reduce advertising and marketing costs. Business owners will now have a choice between sometimes costly, low ROI traditional marketing and advertising (print, radio, television) and 321’s rapid response …
Why 321 is partnering with SiteMarkit Solutions. Genie, the president of SiteMarkit is a true business woman. Meaning, most small business owners in the web development space have a ton of technical knowledge. But once you speak with them face to face or on the phone, the technical geniuses are not truly business owners; they are technicians. Over time, most web developers can master their trade. But crossing the line in understanding how business owners think is in a world of its own. Working with business owners, vendors must understand three things-three things that I will not mention in this communication because you either have it or you must learn it. And 321 teaches it. Technology is often marketed as cold, unemotional applications which tend to separate itself from potential business clients. That’s …
I was recently caught by surprise and off guard when a broker told me that my company’s sales training program would put his authority over his agents at risk. Totally stunned, I asked what he meant by that. The broker stated his agents “signed up” to work with him and he, the broker, was ultimately responsible to help his agents, not an outside vendor. I politely and professionally ended the phone call because there are deep issues at play here. Without going into what I thought of the broker’s response, let me tell readers what the manager’s responsibilities are for those in charge of personnel. But, before I list these responsibilities, I will tell you about my past corporate job. When I worked for a Fortune 500 company, headquartered in Los Angeles, 80 people worked in my Account Services department. My job was to assist the Sales department in keeping large accounts (5,000 or more employees or $150,000 or more in monthly incoming revenue on the books. I eventually got a promotion …
The year 2017 was an incredible year. Our company observed, learned and documented so much information from all the industries we served. We will quickly cover the top issues from each industry 321 supports: Financial services Real estate brokers Mortgage brokers Attorneys Dentists Cosmetic surgery Financial services Insurance services is the most difficult, most complex industry to master as a salesperson. The product is intangible, not with instant gratification. Salespersons face resistance because life insurance is not a happy topic. New people interested in working in the financial services industry need intense training to: 1) prepare newly licensed agents how to run a business, 2) conduct a professional interview with insurance prospects and 3) practice asking questions instead of doing long, boring PowerPoint …