“It worked so well, I stopped doing it.” – Almost Every Salesperson Ever
Sound familiar? If you’ve been in sales any length of time, then you know the up-and-down nature of our industry. I’m not sure if Frank Sinatra was talking about sales when he sang “you’re riding high in April, shot down in May / But I know I’m gonna change that tune / when I’m back on top, back on top in June.”
But every so often, you meet someone who is consistent. Someone who lays out their path to success and doesn’t deviate from it. Join me for a conversation with Charles Sawyer, a 35-year veteran of the financial services industry. Charles has a fantastic practice that works 100% on referrals. We talk about his experience starting in the debit business, managing a sales team, and how he built his practice. We talk about the steps he took to build the practice he has today and how he MADE his practice consistent. Of special note, we talk about his experience overcoming a slump and exactly how he created his referral machine.