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b'Have you ever felt like traditional sales tactics were failing you? Or are those old tactics too pushy and aggressive?\\n\\xa0\\nIn this episode, Allan Langer, a sales expert with over 25 years of experience, shares his best tactics for understanding and engaging with customers while advising on building solid relationships to help you succeed in real estate investing. He discusses the importance of open-ended questions, discovering what\'s happening beneath the surface through body language, and why ignoring traditional sales training may be your best bet. Learn how Allan hit the play button rather than the pause button during the COVID-19 pandemic by investing in relationships and staying motivated.\\xa0\\n\\xa0\\n[00:00 - 07:14] Opening Segment\\nIntroducing Allan to the show\\nThe ability to sell helps investors do more deals, negotiate better deals, and get more done in real estate\\nIf you lead with helping and not selling, you will be more successful\\nOpen-ended questions are the best way to help someone feel heard and understood\\n\\xa0\\n[07:15 - 15:03] Understanding Body Language in Sales\\nAsk for permission to move forward in the conversation\\nPay attention to body language and label it\\nPeople don\'t want to meet with salespeople, so focus on how the brain works and what people want to feel comfortable about\\nBecome an "anti-salesperson" - someone that people are not expecting\\n\\xa0\\n[15:04 - 20:41] Relationships: Building Connections During COVID\\nSalespeople are often trained poorly and feel icky about selling\\nThe balance of power has shifted to the customer due to the advent of the internet\\nOld sales tactics such as \'Always be Closing\' (ABC) and \'Follow the Submarine\' don\'t work anymore\\nSalespeople should focus on being advisors rather than salespersons\\n\\xa0\\n[20:42 - 26:11] Closing Segment\\nBest investment: relationships\\nWorst investment: Multi-level marketing\\nThe most important lesson learned: time management\\n\\nQuotes:\\n\\xa0\\n"If you lead with helping and not selling, you\'ll be a more successful salesperson. Once they feel like you\'re trying to coerce them, they\'re going to have a harder time." - Allan Langer\\n\\xa0\\n"That\'s how the world goes round. People sell to other people, but nobody wants to meet with the salesperson." - Allan Langer\\n\\nConnect with Allan!\\nWebsite: www.allanger.com\\xa0\\n\\nInvest passively in multiple commercial real estate assets such as apartments, self-storage, medical facilities, hotels, and more through https://www.passivewealthstrategy.com/crowdstreet/\\n\\xa0\\nTrack your rental property\'s finances with Stessa. Go to www.escapingwallstreet.com.\\n\\xa0\\nJoin our Passive Investor Club to access passive commercial real estate investment opportunities.\\n\\xa0\\nLEAVE A REVIEW + help someone who wants to explode their business growth by sharing this episode or clicking here to listen to our previous episodes.'