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Welcome back to the third and final part of the Land Seller Negotiation guide! This time, we're looking at the finer details of how to handle all of what we've discussed so far. And, you guessed it, it's all about building the right team and equipping them with the tools to succeed.
In this video, Ajay explains how to find the right people. He stresses the importance of a cultural fit test called a "road trip test" to see if you'd actually enjoy being around them for extended periods. And then, when you find the right people, you also have to train them. Ajay is a firm believer in the "I do," "we do," and "you do" training process, which he will detail in this video.
Ajay expresses the idea that your team is only as good as their input. Without proper training and support, Ajay believes, no lead generation strategy-no matter how brilliant-survives first contact.
00:00:00 - Who Is the Right Person for the Job?
00:04:40 - How to Make a Good Job Description
00:08:00 - First Round of Hiring Questions
00:09:03 - Ajay’s “Road Trip Test”
00:10:35 - Second Round of Questions
00:12:19 - Lessons in Accountability
00:16:47 - Training and Ramp-Up
00:21:19 - Importance of Tonality in Calls
00:23:11 - How Call Reviews Work
00:27:40 - Hiring Down vs. Hiring Up
00:32:06 - Metrics for Success
00:36:08 - How Ajay’s Team Qualifies a Lead
00:41:44 - Managing the Process and the Team
00:46:28 - Where to Reach Ajay
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