How to Know What High Ticket Sales Prospects Actually Want

Speaker A: When it comes to outbound, stop managing sequences and start selling with nooks. Visit Nooks AI Forward slash salesgravy Today that's N O O K S AI Salesgravy.

Speaker B: When you're a maintenance engineer in a beverage manufacturing plant, you keep production lines moving and quality on track because there is no room for slowdowns. With Grainger's vast selection of high quality motors, sensors, belt belts and hard to find parts, you can get what you need fast and all in one place. So nothing gets in the way of getting the job done. Call 1-800-GRAINGER click granger.com or just stop by Granger for the ones who get it done.

Speaker C: This is the Sales Gravy Podcast. Hi, I'm Jeb Blunt, best selling author, fanatical prospecting objections, sales EQ and inked and and I'm here to help you open more doors, close bigger deals and rock your commission check.

Speaker A: Welcome back to the Sales Gravy podcast. I'm Jump Jr. And today we have a really cool conversation for all of you to listen to. I think that we're going to bounce around to a few different tactical areas that are going to help you become better at follow up and also how to apply fanatical prospecting to some different scenarios in your business world. And I really look forward to this conversation because we have Morgan Keim and he is a masterclass of professional evolution just in and of itself. He spent over a decade in the fast paced worlds of biotech and food tech, helping raise and deploy over $400 million in venture capital. And he was at the heart of building industry shaping startups. But he eventually pivoted to something he found more enduring which is real estate. Because he is the founder of Ocean Ridge Capital which specializes in helping high performing entrepreneurs. Uh, many who are like you listening to this podcast, uh, move from active income to lasting wealth through real estate investments. He's been involved in over a hundred deals, acquiring more than 3,000 units and delivering incredible returns. But what's truly unique is his approach to sales and relationships. Morgan has developed a powerful system that he calls the follow up Flywheel. It's designed to transform cold leads into committed clients without ever feeling pushy. Today we're going to break down that framework and again, uh, we're going to uncover the secrets and to building trust and closing deals through genuine relationships. So Morgan, thank you so much for being here on the Sales Gravy Podcast.

Speaker D: Hey, so great to be here Jeb. Appreciate you having me.

Speaker A: I am excited about what you have to bring to the conversation. But you know, I think one of the commonalities across all industries and across uh, any kind of sales job is the, especially among empathetic people is the fear of feeling pushy. And I know that you've built the system, you have done an incredible amount of work because you have the system. So how do you create momentum and stay the top of mind of a busy, high performing, high executive client or someone who has a lot of wealth and they don't have the time to necessarily look at everything? We know how busy our days are, um, but we uh, don't want to resort to aggressive or annoying tactics. So how do you sort of frame up your flywheel and then what are some ways that you've figured out how to build relationships without that pushy, aggressive sales. Salesy pitch?

Speaker D: Absolutely. And look, you nailed it, right? These are high ticket items we're talking about. Whether it's selling shares of a, of a company to a pension fund or a vc, whether it's selling the dream of a future for, for uh, a large food conglomerate or whether it's selling a high ticket item of a real estate investment that creates basically the transition of income into ownership for a high net worth individual. Right. It all comes down though, I think to having a real understanding of the emotion that person's feeling, the desired state of where they want to be and really not like your desired state, but their desired state, living in that reality of who they are and what they want and kind of putting your ego in check. I mean you guys see it so well I think in sales EQ about kind of making them the hero. And I find this to be a really valuable perspective where if you can build somebody's significance up and really make the reality of what you have to offer about them and about them being the hero of the story, about them realizing something that they need to achieve, that's where the best content, the best follow ups are going to stem from. Right? So I think relevance, emotional intelligence and really, really high value and high understanding are like the core to that, to that flywheel.

Speaker A: What are the single most valuable assets that salespeople have when it comes to driving value in those conversations, making someone to hear. I love the way you, you frame that and it is how we frame the, you uh, know, sales EQ in it. And it makes a lot of sense. I think theoretically, you know, we can all understand this, the hero's journey, help them. You know, Odysseus, you're in a untenable situation and then you Got you. You find a solution and you're at the top and then there's a crash and then you can't kind of find the final solution. If you can build that for your client like that. Storytelling is really, really important. But most salespeople listening to this podcast are like, yeah, Morgan, that sounds really great. I know exactly what you're saying. My boss has told me a million times. I've read sales EQ before. How do I do that? So like, what is it that you've done in your world? Whether that's in the food or in the, you know, venture capital space or whether that's in, you know, your, your role now? Uh, uh, finding great properties for investors to transform their wealth.

Speaker D: Yeah, I mean, I think your single biggest tools in your toolkit are going to be your eyes and ears. It's about listening and seeing where your prospect is and what they really want. And by the way, that might be different than the words they use. Their body language might say something else. What is it? Like 57% of what we, what we show is in our body language, another 27% in our tone. Like, like 7% is the words we say. Right. So actually queuing into the non verbal stuff is going to be what ultimately guides how you're, how you're sharing and building value and how you're listening for the areas in which you can build that value. I think that's critical. And I'll give an example of different, different areas here. When I had my prior career in the venture backed food tech startup domain, I mean we raised for, for a single company, uh, north of $300 million pre revenue. Right. Think about the future you have to paint and the individuals behind large wealth organizations that are going to back that future, they're going to want different things. Some may be thinking food sustainability, some may be thinking uh, pure returns and velocity of money. Some may have completely different things there. And so it's about like dialing that, messaging in and listening quickly for what's the mandate, what's the bias, what's the lean. But then how do we quickly paint the story so that it's in their language? And I think a lot about this too. Even with high, high income earners and entrepreneurs especially, there's a language of entrepreneurial speak, there's a language of sales speak, and it's different than the language other people might use. Right. It's really important to be aware of that language. A, when you talk in peers, it might be very easy to translate. You know, there's no translation we understand. But then maybe you go home with your family, you're talking about Andre, um, nor speaking your wife or husband is like what are you, what are you talking about? You know, and so there's the translation effort to really lean in and listen and focus and see what you see and then like bring that message into that, that prospect's core language right there where they sit with you. I think that's key.

Speaker A: When you are thinking about like say a follow up process and you're having conversations with these different investors or these um, different executives or people who are buying a product or service from you and there's a high ticket item on the board and they have different, um, they have different priorities. That's the same for any organization. You would talk with the hr, you know, leader, uh, and you talk with the marketing leader. They're going to have very different ideas about what they want to do. Same thing with like investors, right? They may want diversification as a main priority and that's why they're doing something versus you know, they're looking for velocity of cash because they need to liquidate a couple other properties. Very different other thing. So as you're thinking through this process, making them the hero, using your eyes, using your ears, listening to them and you're building your follow up process, how do you nudge them with that language that you know them, that you understand, that you listen to them, that you make them feel important without that pushiness within a message, I mean within an email possibly or even a text message or whatever that looks like. What's your framework around those, those kinds of things?

Speaker D: Yeah, I think that's a great question. And especially in the age of permissionless leverage and automation where we're starting to talk about one to many sales, how do you actually cue it in so that somebody hears it, you know, when you're upper funnel and then as you get down, right. How do you really make sure you're reinforcing something that you've maybe established or go down the rabbit hole of the right kind of things? I mean a lot of it I think it's coming down to. In that upper funnel framework, I do a lot of ABCD testing, right. And so if it's automations, like for the types of people maybe that would invest with us, they typically land in one of three buckets. They want passive cash flow that's outside of their employment and that's totally diversified away from what they're doing. They want tax efficiency or they want to create generational wealth for Their family, for their kids, for their grandkids, whatever those things are. Real estate and multifamily is a great, great way to do that separated from your sales career. But I can't assume on my first message to you, I'm gonna say, hey, you know, do you wanna talk about passive cashflow? When you're like, well, I'm really trying to build for my kids, you know, and it's something else, right. So trying different things is key. Not getting beat up if you don't get a couple responses. And you know, if I start getting down the funnel of, let's say three or four emails to a prospect and I'm not hearing back, um, I'm feeling okay about giving them the space and opening up and taking a little power back and saying, look, this might not be the right time. I'm a resource and a conduit to you, but I'm going to just create value passively here as we go. I'm not going to pursue that like to this level because you've already kind of heard the three or four things we can offer at that point. Now I think as we get down the funnel, you've identified hopefully at that point, at least in my world, right. What the three main focuses are. And it becomes more about creating, I think, the emotional understanding of what your product will do to actually help them realize that. Because at the end of the day, is anyone actually really looking for passive cash flow or are they looking for freedom? Are they looking to spend time with their kids more than being on the road, you know, and I found in my career, I was on the road so much after we raised this venture money and I had to make that shift ultimately. And real estate and my passive investments that I had made prior helped me build the cash flow bridge out of my son startup career. Right. So for me it was about freedom more than it was the, the cash flow drip, if that makes any sense.

Speaker A: And as far as these buckets go, it's really interesting. Uh, you know, I think conversation around ICP and, and really starting to narrow in like where you are going to start playing really well. Like what your percentage chances of win. Like you talk about sales, eq for example, you read that, you know, we want to increase our win percentage. That's, that's everything we do in sales. Those three buckets, were they immediately obvious to you? Um, how did you start to, you know, leverage those buckets more readily? And then when did you know to like this? The bucket I had before wasn't working as well. So I needed to pivot out of it. So what was the process of kind of dialing that in and becoming efficient with it?

Speaker D: I mean, the process for me started with my own personal understanding, then building to what are other people saying to me? Different questions or identifying different things. For me, it was about first building passive income. Now it's about building generational wealth. But I started to hear from others saying, hey, I just sold this asset and have a big tax bill. I'm trying to figure out how to shelter some of that. Right? There are some opportunities to really listen and go, well, that's not me this year. And by the way, that evolves with the economy. We get into these real estate. Real estate's like, incredibly cyclical, right? So we'll get into these big real estate upcycle Trends, like in 2021, and suddenly everybody wants tax efficiency. Whereas then a couple years go by and it really becomes more about, hey, I want to add cash. Maybe the economy is a little shaky, uh, whatever those things are. So I think it's about being resilient and listening to the people you're ultimately serving. Again, getting out of your head as a salesperson saying, this isn't really about me. I'm a conduit and an agent for change to create a better reality for somebody else. Regardless of what you're selling, how does this not just be like the feature, but the benefit of. And how do I emotionally relate to the deepest need state that that person's feeling, Safety, security, you know, whatever. Those things are, not just the cash flow that lands in your bank. Right?

Speaker A: So walk us through that little mindset shift that you just went through really quickly. I think it's powerful for everyone to listen to and me to get reminded of that. You know, we talked about the three buckets. I mentioned those. And then you talked about the, you know, the kind of the ways that you would go about the solution, value selling, messaging process. But you mentioned, like, your mindset should be, you're helping somebody, and then there's something deeper beyond just the solution itself. So kind of give us an insight into how you got there, what your mindset is. And like, how do you, how do you speak to yourself as a sales professional, uh, every single day to keep yourself in the right spot?

Speaker D: That's such a great question. And especially because sales can be scary for a lot of people, picking up the phone and calling a random number and facing rejection can be so scary it can prevent action. Right? How many of us have been there yet at the same time for Me personally, I have been paralyzed by that fear and I know what that feels like. I also have been introduced to the thinking around like closed mouths, don't get fed. And how can you serve to the ultimate mission of what you want to do if you aren't taking action to let people know that your product or your service exists, to let people know that you can help them, you are doing them a disservice by not picking up the phone and telling them and uh, trying to find. And you are going to get no's. That's just part of the process. Right. But you know, for me it's been about actually reframing. If I don't feel afraid, I'm not going big enough. I'm not all, uh, I'm not serving my mission big enough to change affordable housing in America, to bring 10,000 units online in the next couple of years that are boarded up in high demand cities to help the entrepreneurs that want more freedom for their family. Right. If I don't open my mouth and tell people who I am and Deb, uh, tap into the three forms of leverage to do so, labor leverage, capital leverage, and permissionless like we're doing here to amplify that message. That's key.

Speaker A: Closed mouths, don't get fed is the quote of the day for me. That is incredible. I think that you're absolutely right. If you are waiting for we talk about this fanatical prospering, right. If you are waiting for someone to walk in the door and say I'm ready to buy, you are doing a disservice to the world. You are not a, you are a rain barrel, not a rain maker as we put it. So close mouths, don't get fed is just another way to put that. Write that on a note card, put it on your office, put it in a sticky note, write it on your phone. Oh my God, Morgan, that was incredible. All right, so you mentioned that you want to do a live build. Let's um, let's dive into that. I think this would be really fun. So give us a scenario and uh, walk us through what we can apply our sales, uh, gravy knowledge to and your knowledge to. That would help the audience.

Speaker D: Yeah, absolutely. And I'll be super vulnerable about this one. I think this will be valuable just to hear how we work this through. But I was thinking maybe take three minutes, talk through a little bit the ICP of who we serve. Right. Which is for us, it's going to be founders, high income earners, maybe making a million plus a year net worth could be 5 to 50 something like that. They're looking for like I said cash flow, tax relief, generational build and they don't want to take their time to be like the headache, have the headaches of a landlord because there are a lot of headaches that come um with this job and so I'm thinking about like how do I apply some of the things I've learned in, in in sales gravy's focus around you know having a golden hour maybe for me it might be three days a week, 60 minutes but really like having good, good touch points at that point like 10 to 12 prospects plus or minus multi channel maybe some are calls, some are emails, um, a little bit of LinkedIn. I want to also have you know a strong focus on automation so again closed mouths don't get fed. I'm going to be focused on trying to get out there as much as possible doing that sort of a B testing around using LinkedIn automations that reach my ideal client archetype um emails that are getting out there and delivering a lot of value and really kind of working through a prospect nurture sequence and then you know ultimately these should link to a discovery call with me I'm m not pitching a deal. This is a high trust type of sell through it's all about like know and trust and honestly I'm thinking this is somebody who might invest two years from now. I'm not going to even put the pressure on them today. Now I do hope often see those people convert quickly but I don't try to, I almost m try to get out of my head that that's not the, the goal it's really to listen because it allows me to tap in more to what they actually need. Now we have some nurture things we have an ebook do a lot on social uh you know other other type of things that, that are touch But I'm curious from your perspective if you looked at that paradigm how would you think to you know A to amplify building a lead funnel on the upper funnel and B to maybe enhance the conversion of those leads based on sort of what I, what I shared.

Speaker A: If you're looking at three times a week and you're doing you know 10 to 12, you said 10 to 12 targets on that list that you're, you're calling so that's uh 30, 30 to somewhere in the range of like 36 people a uh week or so.

Speaker D: And then let me Also add too LinkedIn uh has a prospector doing about 40 a day 40 outreaches. A day 40 outreach.

Speaker A: Okay, perfect. And are you running them through like your sequence, your prospecting sequence? Are you running them through for like a month? 60 days, 90 days, 120. Like give me your, the length of the time that you're going to be prospecting to these people.

Speaker D: So probably a shorter amount of time. For LinkedIn, we're talking about two and a half weeks or so for touch points and then for the ones that I'll manually be reaching out to, you know, if, if I've had a connection point before then getting an email once a week. It's a high value email, it's no bs, right? And it's really delivering like I'm trying to live where they are and give them something that they need. That's an evergreen. Mhm. Ebook is an evergreen. But for these kind of touch points, they're going to be more personalized. Right. And I'll say two or three. If I haven't heard back on that third, I'm going to disengage for six months.

Speaker A: Let me understand this correctly. You're asking me how can I optimize this to get more leads at the top of the funnel, which means, you know, more people that I can just spray first and foremost, try and sell time with, which is my, my meeting. Um, and then how do I convert them? Maybe at a higher rate to that meeting because you see good conversions there. Now like, I'm just going to ask you this question. We have to go through every single step of your, your process. Where do you find the m most conversion to a meeting? Like what, at what stage, at what step, at what point are most people sort of saying yeah, I'll take a meeting with you, or no, I'm not taking meeting. Like, when are you getting a response?

Speaker D: Typically if it's upper funnel, it's going to be like on a third email, uh, and somewhere in there something's landed and they're interested. Um, if it's mid funnel, typically it's going to be when we're circling the wagons on another deal and there's enough intrigue to get somebody to say, hey, I kind of want to see what you guys got going on.

Speaker A: The first thing is, are you happy with the conversion rates you're seeing from like. Or the click, the open rates, the uh, contact rates from these prospecting at the top of the funnel. Are you, are you happy with where you're at mathematically with all of those steps? Like in, in terms of optimization, Are they pretty, are they pretty optimized decently,

Speaker D: let's call them 8 out of 10. There's always room, right?

Speaker A: So at that point you're tweaking. I mean at that point you're doing A, B, C, D, E. Ah, you're testing or and whatnot. That's messaging, that's time of day. That's how much effort you're putting into it. That's cadence. Totally. Are you, are you touching them every other day? Every day, uh, for maybe five weeks instead of two weeks. Like those are the things you can start to do if you're going to work on your getting from 8 to 10. Those are the typical levers I would pull. But from a pure like top of the funnel standpoint, if you're doing golden hours and you're calling 10 to 12 people add like that's math, you know, math is math. Uh, if you get 20 people on that list, like how many more meetings can you get on your calendar from top of funnel? So I look at my golden hours like this. If I wake up in the morning and I, and I do my workout and get myself in the right headspace at 8 o' clock in the morning when I am in the office and you're on the west coast, so you have no reason to stop, to not call people. Like you could call people at anywhere in the country at 8 o' clock in the morning, your time, which is a great benefit to you. What you would do is at 8 o' clock in the morning, the first thing you do before checking your email, for getting on your phone, before getting on LinkedIn, before talking to anybody else, as you have your list the ready the night before with 20, 25 people. You know what, screw it, put 40 people on there for your first test. And I know it's going to scary because you know this, you financial pressing is kind of, kind of hard. You get 40 people on that list and you dial and you dial and you dial and you dial for an hour. Put 30 minutes on your timer, uh, on like maybe a kitchen timer and do that. So I use, I use one of those on my computer, but you can put it on your phone or whatever and you dial and you dial and you dial until that timer rings and you see how many dials you got and you see how many connections you have. And uh, you know, you may connect with somebody right in the middle of that call block and that's not a true measure, but if you connect with somebody in the middle of that, great. If you don't, you can see how many dials you can actually get through before you. Before you have to move on with the rest of your day. What I see in most sales organizations and most sales teams is people say, well, I use my golden hour, but when I observe them, they use 15 minutes of their golden hour. They have one conversation, possibly it's a no, by the way. Like, it's not even a meeting.

Speaker D: Right, right.

Speaker A: Uh, and then they log everything in their CRM or they write everything down and they get kind of flustered and they get out of here, and then they're in email and then they're in LinkedIn, and then 45 minutes later, they have made 12 calls. Right?

Speaker D: Yeah.

Speaker A: Uh, so that's what I see most of the time. So at the top of the funnel, the optim optimization is put a timer on your freaking phone and don't look at anything else until you are done with that timer. And then you will see what you can do. Do that for two weeks. See how many more conversions you have at the top of the funnel without even having to get to the third email. Right. That's what you're looking for. Now with, with the rest of that, again, it's A, B, C, D, E testing. I think you've got a good process mid level of the funnel, like, somewhere along the lines of, like, they're familiar with my brand, they have familiarity with me. Even I've had a conversation with them. You know, some of this is not necessarily math. I think that you're not on the wrong path with the middle of your funnel. You cannot blitz these people the same way you would blitz, like a cold market.

Speaker B: Right.

Speaker A: But closed mouths don't get fed. So when you see these things, like, you see opportunity, you should have. We call them platinum hours. Maybe we call them, you know, hours in your day that you're not selling. So you might say, like, well, it's seven o'. Clock, I can get into the office. I might be early for y'. All. And you do 7:30, and they do like five to like 5:30. You're like six or whatever that looks like. And I take those hours after my sales day. And what I do is I, I figure out in that mid funnel, who are my best targets, how can I reach them best? I build messages for them. I maybe put, uh, build them on a list, and then in my golden hour, the next day, that's when I go after them. So instead of, uh, you know, trying to. So on Tuesdays and Thursdays, three times a week. So Monday, Wednesday, Friday, you have your cold prospects On Tuesdays and Wednesdays you're going after that mid funnel. And that sounds a little different. I think your messaging is different. But again you are, you're targeting that group not in the golden hour. Like you're not building your plan in the golden hour, you're building that plan in the platinum hours.

Speaker D: That makes so much sense to you for this, this kind of thing. Right. High ticket. Like you're going to want to spend that extra time and really curate something that's going to be hyper personalized, especially for, for the, you know, the real estate capital industry. I mean this is very much of a, of a white glove service that's almost expected. Right. So that makes a ton of sense to not just do that during golden hour, but be prepped. Right.

Speaker A: The other thing I might do is change up your golden hour. I don't know, when you call, you probably have the this already in mind. I'm not, I'm not going to tell you anything new. But these people who invest five to $50 million, you know when they're answering their phone. Seven o' clock in the morning. Yeah. And 5:30 in the afternoon.

Speaker B: Yeah.

Speaker A: And I have found when I work in places where there were high level executives, people who are probably of the same kind of net worth. And I was selling this uh, this software that was really boutique, it was out of like a Y combinator. So you're probably familiar with one of those companies. Um, and it was an incubator and I was selling to these other founders who had like million millions of dollars they'd gotten you and they'd raised $300 million. They were not, they were not, they didn't care about talking to me at you know, 10:30 in the morning because they had their whole day busy. But when I called them, I was, it was a California company. When I called them at 7 o' clock in the morning, Eastern time, which may be early for you, but it was, I was on the east coast, seven o', clock, uh, in the morning. They almost always answered.

Speaker D: Interesting.

Speaker A: It was like a 90% pickup rate. Now my conversion rate was not 90%. I'm just gonna put that out there for anybody. They were not happy always to talk to me, but they always picked up. And that was a huge difference from when I called it like nine o' clock in the morning I would get maybe a 5% pickup rate. In the afternoon was kind of the same thing. It wasn't as high as maybe 50% or so. I would get like half of them to pick up the Phone after, after work hours. But those were my golden hours and my platinum M hours were like 9 o' clock in the morning because then I could do a bunch of research and it was my regular working day and. And I knew that I just wasn't going to get a high enough pickup rate there.

Speaker D: Yeah, that's really clear. I appreciate you kind of walking through that. One quick question on this too. Like, where do you generally see, let's say, you know, aspiring or building salespeople lagging most in this process as opposed to like an ultra high performer?

Speaker A: Well, ultra high performers. While they have the best messages. Well, maybe not the best, but they have really great messages. They're eight out of 10 and everything. They have sequences, their lists are fantastic. They are organized. They wait, they, they go to bed at night knowing who they're going to call the next day. They use their golden hours and they stay committed to those things. While all of that might be true, the golden hour piece of that is probably the most important for building salespeople. Like growing salespeople or people who are not doing as well as they wish they were or someone who is trying to get better. It is simply a habit. Like it is simply a mindset shift to, I'm going to go help people. Closed mouths don't get fed. And I'm going to wake up every morning, damn it. And I'm going to call people like that is the difference between the 1% and everybody else.

Speaker D: I'm some boy.

Speaker A: So I tell a story, uh, Morgan. And it's, it's a really dumb story. So I apologize for people who are listening. But I was uh. When I was younger I was at the software tech company and I was just not really having a great, I think week. I just wasn't setting very many appointments. And I've been trying to call this guy, this high, you know, high executive at this point, Atlanta based organization. And I just was kind of down in the dumps. But I just kept calling because that's what I did. And I called him and I got. It was a Friday afternoon and I was just sick of it. I was just ready to go home and I said, um, hey Morgan, this is Jeblin Jr. Over at sales Gravy. And the reason I'm calling is that I have a sparkly purple truck and I'll be in your parking lot next Tuesday at 2. Would you want to go see it? And you know, there's that silence, the awkward silence on the phone call. I just let it sit because I didn't know what else to say. And he goes, you have a purple truck. Where are you calling from? And you know, I went, well, I'm Jeblin Jr. I'm at sales Gravy. The reason I typically call is for this kind of thing, but it's Friday afternoon and I'm bored and I'm not getting very many appointments. So I have a purple truck. You want to go see it? And he was like, you know what, Come by my office. And he set the appointment with me. So it turns out you don't have to say very much, right? You just have to start saying things. And so the difference between like someone who's building and someone who's an ultra high performer is a habit. Every day, every day, every day, every day, every day. If you are doing a really great job and you have everything right, and your messaging is best and you can call 100 people on Monday, but you don't call until the next Monday. What you do now will not pay off the 90 day rule. What you do now will not pay off for 90 days. And for your, you know, your example, it might be two years. What you do now will not pay off for two years. So if you aren't doing anything now and you somehow exist two years from now, uh, you will not exist in two years. Like that is the math on it. So, uh, to answer your question, those are like the habit. Just do the work every day. If it's, if it's imperfect, do it better than nothing. Btn. That's the method.

Speaker D: I love that imperfect action for the win every time. Anything over overthinking. And then also, I mean it sounds like what you share is like, it's like almost like a pattern disrupt in a way. You try something new with the truck, right? Uh, it's like, well, that guy is not expecting the call and he's just intrigued enough. It's like, wow. Interesting.

Speaker A: Yes.

Speaker D: Like that was kind of an ab.

Speaker A: I didn't sell the account, everyone, so don't use that necessarily. But yes, the pattern interrupt is fun. I, you know, I really like on cold calls. Just um, the permission based openings are for some people. They're not necessarily for me. They don't really. I think my personality type just isn't that I don't hold well uh, with small talk on the phone. I'm less of an empathetic person, more of a get to the point person. But you know, I say things like, you know, it's Jeb Jr. I'm over at Sales Gravy. The Reason that I'm calling is a set an appointment with you because. And then I have, you know, our message or whatever your message would be. And that throws people off because you typically get like, wait, who are you? And why are you calling? Which is the perfect time to say your message better and slower right back to them instead of going, well, you know, I'm from Ocean Ridge. I, uh, sell real estate. And they're like, okay, I'm out. You know.

Speaker B: Yeah.

Speaker A: So. So hopefully that answers your questions.

Speaker D: Yep, absolutely. I love that. That was great. And I think also I'll add another one too. Just listening to you. You just said something interesting about, you know, this is how you are, right? This is like, uh, something that you have a natural, energetic lean towards versus something else you don't. I think that's really key. It's like, you don't have to be the extroverted sales guy if you're not that person. I found a lot of power doing my CliftonStrengths tests. And there are others, like disc and whatever, but this one told me, hey, my literal last strength of everything is winning over the room. But my number two strength is individualizing, which is building people up for a better outcome. And I lean into that like crazy because I think, on an individual level, how do I make life better for you? Right? Everybody's going to have their different things, but the more knowledge you can have around who you are and not having to be somebody you're not, but leaning into the strengths that you do have, that'll help you get around those tough parts. Especially when it's like, building the muscle, right? It might be that you're trying to do it, uh, but, like, the wrong way. And your body's not built like that. You gotta find the way that it does work for you, you know, is

Speaker A: a lot like getting in the gym. You know, you spend about two or three weeks really suffering through it. But at week four to five, six, seven, you start to really feel the endorphins of, like, this is a good move. M for my life. And, you know, you're moving your body and you feel much better. Prospecting is a lot like that, uh, in that the first two weeks, two to three weeks are. They're tough. And it's tough all the time. But after that, it becomes such a habit that when you get up in the morning and you wake up and you go into the office and you get to your desk and you start picking up your phone, like, it's so easy to pick up that phone that you know that in 30 minutes is going to be over. You know it in your brain. Your brain knows it. And before you start doing it, that timer isn't there. And you're like 30 minutes feels like a really long time, but it just isn't. It just is not that long of time. People can suffer, uh, through almost anything for 15 minutes at a time. And that's just the motto that I have. So, Morgan, uh, I really appreciate you being on the podcast today and having a wonderful conversation. I wanted to give you space so that people can take the space to go follow you, connect with you and learn from you and uh, and learn more about what you do at Ocean Ridge. So tell them where to, where to find you.

Speaker D: Yeah, absolutely. Um, I'm on all social at Creative capitalists, um, Instagram, LinkedIn. We can, you can also look on Ocean Ridge Cap or Ocean Ridge Capital. That's my company. We work with high income earners to basically translate income into durable wealth and freedom, um, and really pull together capital to go buy large assets, improve them, and help really solve America's affordable housing crisis. For anybody who wants to learn about this stuff, we recently put an ebook out there. It's at Passive Wealth Play, called the Passive Wealth Playbook. We'll teach you all sorts of different things you need to know about multifamily real estate, how to diligence, how to understand what this is. And I share a lot of vulnerability of my story of how I got here and what I've learned, uh, making more than a hundred investments in the last 10 years there. So hopefully you guys find some value there.

Speaker A: Amazing. Go check out those resources. Go connect with Morgan. He's an incredible thought leader and also helping to solve one of the, one of America's hardest challenges, one investor at a time. And if that's you, go check him out. I really appreciate you being here, sir. And if you are still listening to this podcast, if you've gotten to this place and you have not given us a five star review on Spotify, on Apple, on wherever you're listening to your podcast. If you're on YouTube watching this, give us a, like, give us five stars. It helps us a lot. You are our, uh, marketing department. So please, please, please put your thumb on that five star. It's not that hard. It'll take you two seconds. It'd be faster than, uh, me talking like this for the, for like 15 seconds at the end of a podcast. So if you all did it, I would stop doing this. But we appreciate you listening to the Sales Gravy Podcast and we'll catch you next time.

Speaker C: Hi, I'm Jeb Blunt, best selling author of Fanatical Prospecting Sales, EQ Objections, Inc. And my brand new book the LinkedIn Edge. You know, companies and people from all over the world come to me to get answers to their toughest sales and growth questions. And that's why I created Ask Chubb. Um, it's a segment on the Sales Gravy podcast where you can come and ask me anything. If you want to get on the show, just go to salesgravy.com ask that salesgravy.com ask one of our great producers will get you on and you can ask me anything about sales.

Speaker B: Foreign.

Speaker A: Nooks brings prospecting, emailing and parallel dialing into one single workflow. Their AI agents handle the busy work so your reps can focus on what matters. Live conversations, Stop wasting up to 80% of the day stitching tools together and start hitting your numbers with Nooks. Go to Nooks AI to see how artificial intelligence plus human intelligence equals more pipeline. That's Nooks AI. N O O K S AI

Speaker B: when you're a maintenance engineer in a beverage manufacturing plant, you keep production lines moving and quality on track because there is no room for slowdowns. With Grainger's vast selection of high quality motors, sensors, belts and hard to find parts, you can get what you need fast and all in one place so nothing gets in the way of getting the job done. Call 1-800-granger. Click granger.com or just stop by Grainger for the ones who get it done.