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ChapterTitleEducation

The key to their success
lies in their ability to

create self-marketing

systems that attract

qualified buyers.

Design a fail-proof system

In Rumbauskas' view, there are two kinds of sales
professionals: those who work hard and those who
work smart. "Your quota was designed to be attained
working a normal, eight-hour workday just like normal
businesspeople," he wrote. "If you have to work 10- or
12-hour days just to make quota, you're not working
smart."

NBDC_Leads noted, "Even if you're one of the few
who can pull off a 3 percent return rate from cold
calling (which is still terrible, by the way), cold calling
severely limits your income by time. You only have so
many hours each day to make cold calls, and that's time
you're not spending in appointments with hot, qualified
prospects who are ready and willing to buy right now.

"The arguments against cold calling really cannot be
broken, so why is anyone still doing it? I suggest finding
a marketing effort that can gain a better return and not
waste as much of your time."

Business owners who work smart instead of working
hard will generate continuous income regardless of
whether or not they work every day. The key to their
success lies in their ability to create self-marketing
systems that attract qualified buyers. Rumbauskas
summarized the attributes of these systems as follows.
They:

• Are unique and creative
• Have a compelling value proposition
• Contain a targeted offer that delivers what the
prospect wants
• Have a strong brand identity
• Have a powerful, memorable brand image and
name
• Contain a strong call to action
Don't assume cold calling is dead

Limitless earning potential is the clarion call of merchant
level salespeople (MLSs). While individual strategies,
methodologies and leveraged systems may vary, many
agents find cold calling a fun and profitable activity.

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