321 Biz Development

321 Biz Development

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By Clarence Nappier, CE0
321 Biz Dev LLC is the number one company in the USA and Canada training and setting appointments for attorneys, CPAs, cosmetic surgeons, insurance brokers, real estate brokers, and helping any small business owner with a sales function increase performance, productivity and profitability using superior business development and sales training tools.

No more than 5% of our sales and business development content is delivered on our podcast.
Available on 10 platforms
The Economics, Math and Finance Every White Collar Business Owner Should Know
This broadcast covers economic, math and finance information white-collar business professionals should know. I wish I had more time to add more to this podcast. Click HERE to visit us on the Internet.
29:52
February 22, 2019
Big or Small Business: Are Branding Activities and Results The Same
In my opinion and from my studies and experience working as sales executive in corporate America, there is a significant different on a grand scale in small business vs big business branding. The process involved in creating a unique name and image for a product in the consumers' mind, mainly through advertising campaigns with a consistent theme. Branding aims to establish a significant and differentiated presence in the market that attracts and retains loyal customers. Click HERE to visit us on the Internet  
26:28
February 20, 2019
Feedback from "How Do I Sell Correctly" Questionnaires
Our company randomly solicited 18 small business owners, mainly from the US and Canada and several from around the world, to find them about their sales concerns and experiences. Eighty-percent (80%) of the responses dealt with rejection. Listen and follow 321 Biz Dev on Blog Talk Radio. Click HERE to visit us on the Internet.
27:38
February 19, 2019
321 is Back on Blog Talk Radio
We like podcasting, but we also like live shows. We will post our live shows here in addition to original sales training and business development material. 321 Biz Dev on BlogTalkRadio Click HERE to visit us on the web.
28:12
February 18, 2019
The Oddities of Social Media Selling and How We Got to This Point
Let’s talk a little economics, math and finance and why every man, woman and child should study these subjects to be informed. I majored in Business Management and minor in Economics at Golden Gate University in San Francisco.  After spending 12 hardcore years in corporate America, working at a Fortune 500 company in Los Angeles, I quit to work on my own as a Realtor, Loan Officer, Financial Services Specialists. The 2008 real estate crash hit me and my family extremely hard.  I was unprepared and experienced near devastation trying to cope with significant economic changes and financial/personal/health challenges in my immediate family. What I’m sharing on this podcast comes from about 20 years of experience, trial and error, and professional reflection. Click HERE to visit 321 on the Internet
27:25
February 14, 2019
How Much is Each B2B or Face-to-Face Contact Worth?
What puzzles me the most about my question is when did this activity significantly slow down where salespeople STOPPED reaching to contacts? It was almost as if one day, salespeople were professionally and proactively reaching out to contacts to see if they would be qualified prospects…and the next day, it’s as if aliens captured all the traditional marketers and took them to another planet. The value of picking up the phone doing B2B calls or meeting people F2F is extremely high. Imagine if, as a cosmetic surgeon, dentist, CPA, insurance broker, real estate broker or real estate investor, if you identified a population where you can easily access people who could qualify to be your next client? Click HERE to visit us on the Internet
10:26
February 12, 2019
What CPAs Should Know About Their Business Clients' Needs
Two articles from AccountingToday.com and the AICPA which is the American Institute of Certified Public Accountants (the national organization…each state has CPA member board) talks about how business clients are requesting lower fees because they feel CPA services are not equal to the fees. The second article was critical of CPAs saying that they would “love to be left alone with their spreadsheets, calculators, pencils and erasers” (these are AICPA’s words, not mine). Now, I’m not a CPA. I can’t tell you much taxes other than my own personal and business situation. But what I can tell you is that my line of work/past work experience is with speaking with business owners. And business owners around the US and probably Canada, but especially here in California has a major concern. And their concerns is not so much about preparing their financial statements and keeping up with state and federal payments for operating their businesses. California business owners are more concerned with their companies’ financial and operational health. Please click HERE to visit us on the Internet.
09:08
February 10, 2019
Understanding and Overcoming Sales Anxiety at Appointments
Most of selling is about the psychology of how prospects and salespersons feel in a sales process. Selling is not one-sided in favor of salespeople as many people like to believe.  Prospects at appointments have every right to expect great sales experiences for their hard earned money. Conversely, salespeople should expect prospects to buy if they make prospects feel comfortable about buying products and services. Click HERE to visit us on the web.
25:32
February 6, 2019
A Comprehensive Podcast about Selling for White Collar Professionals
This podcast covers a variety of very important topics geared towards white collar professionals. Salespeople's lack of desire to be psychologically involved in sales. Validating your sales system with your pipeline activity. Downloadable sales training coming soon. Salespeople are not paid to move products and services. Outbound calls to find 321 clients more business. Our new San Francisco cannabis compliance client. Click HERE to visit our website.
43:30
February 5, 2019
Steve Owens CEO, Adherence Compliance, Inc
Steve Owens, a subject matter expert in the cannabis compliance industry, was the first to offer compliance software, "Score App" on the App Store. Listen to Steve provide past and current information on cannabis compliance in the state of California. Adherence Compliance Inc Download the Score App on the App Store
23:52
January 31, 2019
Downloadable Sales and Business Development Training Sessions
We are excited to announce that 321 sales and business development training sessions will be available for download in a few weeks. There will be four downloadable sessions or one download with all four sessions, both at affordable pricing. 321 is advancing its business plan to do offer more business development support for current and existing clients. The 321 mission has always been, from Day 1, to help sales professionals improving productivity and performance. 321 is a people-centric consulting firm. We believe in people. Click HERE to visit our website.
05:54
January 29, 2019
Transactional Selling vs. Relationship Selling
Often, white-collar sales professionals believe they are connecting with prospects using relationship sales skills when in reality transactional selling is occurring.  This podcast attempts to give some examples how relationship selling is confused with transactional selling. Our company believes white-collar sales professionals, selling high-priced, big-ticket products and service, can increase performance with the 321, 8-hour Sales and Business Development QuickStart training. Click HERE to visit our website.
23:46
January 25, 2019
Starting Your Sales Career the Right Way or the Wrong Way
This is a short podcast to highlight how some salespeople in some white-collar professions start their sales careers without have a blueprint. Click Here for the 321 Biz Dev LLC website.
25:45
January 23, 2019
White-Collar Professionals Now Have a Sales Training Source
  321 Biz Dev LLC supports white-collar professionals with three options: Training your company to find clients, Setting B2B appointments for your company and using 321 training to help you close, Calling our database business contacts to connect them with random white-collar professionals for a finder’s fee. Click here to complete a 321 questionnaire.
05:50
January 22, 2019
Low Sales Productivity: The Biggest Threat To White-Collar Pros and the U.S. Economy
This podcast might be one of the most serious podcasts I’ve done in a few months. We at 321 believe all of our podcasts highlight the importance of mastering your skills as a salesperson. But this podcast will do a deep dive into one of the biggest, concealed threats to the U.S. economy. In fact, any economy in the industrial world faces the same threat…and some countries right now are experiencing the threat of low productivity. And, I’m speaking of low sales productivity…the type of low productivity where salespeople do not hit their revenue expectations.  321bizdev.com Instagram.com/321bizdevelopment
24:12
January 10, 2019
Should High End Service Providers Limit Luxury, Lavish Lifestyle Social Media Post?
 Our company surveyed about twenty people in California about how they felt about seeing luxurious social media posts from service providers who charge $5K, $10K or more for their services.  Nineteen out of twenty said they would feel kind of sad that the money they paid contributed to lavish lifestyles posted on social media. The majority of the California surveyed had an average household income of $100,000…which is really not that high for California. A single person could barely live in San Francisco earning $100,000 annually. None of the people surveyed lived in San Francisco. 321bizdev.com
09:51
January 9, 2019
Pounding the Pavement-Face to Face and B2B Phone Prospecting
The phrase “pounding the pavement” was a phrase used up to early 2000’s and is still used in limited conversation today by traditional salespeople. Pounding the Pavement sales and marketing described salespeople who walked into business offices to contact company owners and key people. 321bizdev.com
10:45
January 8, 2019
321 Business Advisory Community for White-Collar Professionals
Today’s podcast topic is starting a Business Advisory Community (BAC) if you are an attorney, a CPA, a financial planner, a mortgage broker or a real estate broker located in the US or Canada.  A Business Advisory Community is not a networking group. The BAC is for serious business owners looking for smart, reliable methods to sustain or grow their businesses. 321bizdev.com
09:33
January 7, 2019
The One Minute or Less Positive Feedback from a Naples Florida Sales Training Client
Sales training is so obscure...I wish I could change that but I cannot. The millennial business owner with twelve years experience was astonished about her future earnings now that she has been exposed to formal sales training. This Florida business owner completed 321's mini 8-hour course. 321bizdev.com
01:00
January 5, 2019
White-Collar Professionals are Hungry
The sales systems designs for CPAs, Insurance Brokers, Real Estate Brokers, Dentists, Attorneys and Website Developers are not new designs for our company. 321 has had these sales systems since 2015. But the time is right now as the economic conditions and marketing trends are changing. 321bizdev.com 
07:07
January 4, 2019
Homeless People Know How to Prospect Better Than Salespeople
This is an updated podcast to one I did a few years ago about how the homeless are better prospectors who need to make $50 per day than people working in sales who can make $500-$2,000 per day. California easily has several hundred thousand to a million homeless population from Sacramento to San Francisco to Los Angeles to San Diego. This podcast is not about the cause of the California homeless situation which is a complex one. When I did the first podcast about two years ago, I noticed the precision of how the homeless hit their daily goals to make $50 per day. Since the two years, I’ve personally met a number of homeless people and I do give them money every chance I get. 
08:30
January 4, 2019
We Are Unconstrained, Unrestricted to Grow Our Company and Help Small Business Owners
This podcast is about our company's 2014 beginnings to help insurance agents, support white collar professionals in 2018 and, for 2019, grow our company in an unconstrained, unrestricted manner while meet the needs of small business owners.
05:24
January 2, 2019
Sales Training Session Excerpt with Florida Small Business Owner
These four minutes were at the end of a 150-minute sales training session (1st session of 5). This session was conducted December 28, 2018. Yes, our company is busy during the holidays. This session was with a new client who has 12-years business experience but is uncertain about the essential steps to succeed with B2B prospecting. 321bizdev.com
03:59
December 29, 2018
White-Collar Professionals Need to Start Prospecting and Asking for Business
Our goal for 2019 is to help white-collar professionals spend no more than 5% of their marketing efforts on social media and assist CPAs, lawyers, dentists, cosmetic surgeons, insurance brokers, and real estate brokers return to the real business world. The social media love affair is over. White collar professionals need to start prospecting and asking for business again. Where are the prospects? The prospects are running million dollar companies and earning six figure salaries. These small business owners are not on social media. Big Digital companies in the San Francisco Bay Area are designing AI and UX methods to engage potential customers before white-collar professionals do. Then, sell these potential customers for much less than private practice rates. Yes! Rates charged by white-collar professionals for their services pay for their lifestyles. How many white-collar professionals want to become employees and work for Big Digital companies? www.321bizdev.com
20:11
December 21, 2018
Karla Sasser, CPA-The Cyber CFO in Simi Valley California
Karla is a 20-year, professional experienced in corporate audits, red flag fraud and serving as an expert compliance consultant for the cannabis industry. A native of Michigan, Karla grew up in Central Florida, graduating with a Bachelor of Science Accounting Degree from the University of Central Florida and a Masters of Science Information Technology Management Degree from the Florida Institute of Technical on Florida's Space Coast. It was truly an honor to have Karla as a guest on the 321 Generation podcast. 321bizdev.com
17:17
December 20, 2018
How to Successfully Conduct a Prospect-Salesperson Interview
This podcast previews the new 3-hour course to help white-collar professionals close deals with clients with at a higher close rate. The prospect-salesperson appointment seems to be the reoccurring hangnail that appears in the final stages of the sales cycle, causing prospects to say NO. We are running a training special through December 31, 2018 for small business owners and salespersons who want to close more deals. 321bizdev.com
13:12
December 18, 2018
The Sales Psychology of Telephone and Face-to-Face Business Prospecting
321 has a holiday offer for small business owners and salespersons wanting to get a jump on 2019 by learning how to prospect. Telephone and Face-to-Face prospecting is not the easiest thing to do. It typically requires 6 to 9 months of practicing in the field to get mentally comfortable with it. But mastering this skill is worth it if you plan on working in sales for a long time. www.321bizdev.com
14:11
December 17, 2018
Sales Maturity Advances Using a Sales System
We are starting our 5th year as a sales and business development company. And boy have we seen some stuff in the independent sales environment. I have to admit we started 321 Biz Dev looking at just one industry, financial services. But as we dived deeper into more and more independent sales organizations, we learned that selling profession is undeserved in terms of companies able to help increase performance. We have designed sales systems for CPAs, Insurance Agency, Real Estate Brokers, and Attorneys. We hope you enjoy the podcast.
12:10
December 14, 2018
Various Important Sales and Business Development Topics
321 covers about six topics on this podcast. We have been busy working with white collar business owners. Topics include: business social media to business social media, first book publishing, progress, Showing sales frustration on social media, White collar business owners ARE salespeople, feedback from recent sales training clients, and live training sessions across North America. Please be sure to check out upcoming podcasts with CPAs, Attorneys, Insurance Brokers and Real Estate Brokers. Most definitely, everyone should listen to our podcast with website designer, SiteMarkit (sitemarkit.com). Thanks for listening to today's podcast. Rick, CEO www.321bizdev.com, powered by SiteMarkit
14:10
December 12, 2018
Interview with "The Authorities" Book Author, CPA, MBA-Ursula Garrett
Here's a CPA with her finger on the pulse of business. Ursula has a national and international following of women entrepreneurs who have a burning desire to balance business success and female empowerment. And, yes guys, Ursula's advice and counsel are good for us too. Ursula broadens the scope of her CPA practice to include business advisory services to have a more hands-on working relationship with her clients. Plateau to Summit is the platform for her Business Advisory Services where business clients can chose the level of support they need. Ursula provides business coaching and workshops in California and travels to many countries as a guest speaker. You can learn more about Ursula Garrett at: www.ursulaisamazing.com www.cpagarrett.com www.facebook.com/groups/plateatutosummit (closed group)
31:31
December 4, 2018
The CIRA Sales System by 321 Biz Dev LLC
CIRA is a sales system for CPAs, Insurance Agencies/Brokers, Real Estate Brokers and Attorney Law Firms.
19:28
November 22, 2018
Welcome to The 321 Generation
This podcast represents our 2nd wave of podcasts to talk about how successful sales performance requires you to dig deep to overcome life's obstacles. Here's the Pepsi article: https://medium.com/s/buy-yourself/people-dont-buy-products-they-buy-better-versions-of-themselves-d481390bfcee Here's the article discussing the CPA environment: https://www.accountingtoday.com/news/accountants-embracing-more-technology-in-small-and-midsized-practices Here's another CPA article: https://www.linkedin.com/pulse/10-common-reasons-why-lawyer-business-development-efforts-bliwas/ Here's an attorney article: https://attorneyatlawmagazine.com/how-the-american-education-system-fails-aspiring-attorneys
27:00
November 9, 2018
Engineering a Sales Process for Insurance Agents
In 2015, our company helped over 100 life insurance agents learn how to use a sales process. Insurance products are the most difficult to sell because the financial services industry, specifically, life insurance plans are seen by consumers as intangible products. Meaning, there is no immediate gratification or benefit until the benefit is triggered by illness, accident or death. 321 has sales systems (processes) for CPAs, Attorneys, Real Estate and Mortgage Brokers.
31:08
October 26, 2018
Understanding Business...a 321 8-Hour Sales Training Session
This podcast highlights the 321 module "Understanding Business". We cover very important topics to help people who have never owned a business and now are responsible to generating sales, meeting with prospects and communicating effective.
28:14
October 25, 2018
Don't Skip Sales Cycle Stages to Dash to Your Product Knowledge
This podcast provides general information why it is important not to skip sales cycles stages under the pressure to talk about your product or service. Many salespeople lose business because the meeting with prospects focus on product/service discussions. This short podcast is a preview to our 30-hour sales training program.
28:17
October 22, 2018
Stop Trying to Close Prospects As Soon as You Meet Them
Without a sales system, salespeople and business owners are prone to trying to close prematurely. The ABC (Always-Be-Closing) mindset, without a sales system usually results in a quick and firm rejection by the prospect.
32:05
October 21, 2018
321's Review of the Dunning-Kruger Effect and It's Effect on Sales Performance.
Two professors from Cornell University won a Nobel Prize on their study on how people assess themselves. Dunning and Kruger's research has wide ramifications on the sales industry. Business owners, sales managers and sales reps, without the proper initial training, may assess their skills as being satisfactory when these skills and talents may not be as high performing as sales professionals believe.
31:40
October 21, 2018
The Customer Journey from a McKinsey and Company (NYC) Article
A real boring podcast unless you are a connoisseur of business performance topics.
31:42
October 19, 2018
Four Customer Engagement Methods
This podcast dives into the four customer engagement methods salespeople use based on many factors such as experience, market, office training, comfort zones, etc.
31:16
October 19, 2018
Sales Profitability...when Performance and Productivity Successfully Come Together
This is 321's last podcast for 2018. We have a lot of work to do to help our clients close out 2018 profitably and start working with new clients to help them begin 2019 right.
44:57
October 15, 2018
Captcha Pages, Leads and Contacts
We explore topics related to the different methods salespeople connect with contacts.
22:26
October 9, 2018
321 3P's: Discussion of the Second P-Performance
321 Biz Dev LLC has a 3-P sales philosophy. This podcast discusses the second P-performance. The 3 P's are: production, performance and profitability. This podcast was created during FleetWeek 2018, the San Francisco Bay Area's celebration of the United States Navy.
06:36
October 8, 2018
Need B2B Prospects? Let 321 Work For You!
There is always a solution to any challenge. And some challenges, in the case of predictably growing your business, have multi-dimensional solutions. The best, long-term solutions require human effort and perseverance, and these solutions are not always easy. 321 has multiple training and business development options for salespersons and small business owners, depending on the effort one wants to contribute to their success. For this podcast, 321 is launching option #3. Option #3 is simple for our company. 321 will call local businesses and ask if the business owner or employees would like to hear from an Attorney, CPA, Cosmetic Surgeon, Dentists, Insurance Agents, Real Estate Investors, Real Estate Brokers or Mortgage Brokers. 321 only contacts small business owners at their place of business. We never call consumers at their homes.
05:49
October 3, 2018
CPAC-Contacting, Prospecting, Appt Setting and Closing
This is brief look at the four top sales functions to be successful in selling.
19:25
October 2, 2018
Start a Local Business Advisory Group
First, I want to thank a Southern California CPA for validating a strategy our company had developed a few years ago but had not yet implemented. Like they say, “timing is everything”. Maybe it took a few years for business owners to look at their operations with more focus. Today’s podcast topic is why you start a Business Advisory Group if you are an attorney, a CPA, a financial planner, a mortgage broker or a real estate broker located in the US or Canada. A Business Advisory Group is not a networking group. It’s for serious business owners looking for smart, reliable methods to sustain or grow their businesses. Whether your state, province, territory or local area economy is in a state of flux or it’s stable, there are millions of small business owners and consumers who could use your expertise to help them make decisions with legal matters, business planning, finances, or real property.
07:03
September 28, 2018
Don't Let the Blue Dot Overcome You or Your Business
Regain control of business and loosen Blue Dot's grip.
24:01
September 25, 2018
Interview with Brandon Small, Metro Dallas Realtor
I invite everyone to listen to a fantastic, energetic Realtor, Brandon Small, who serves consumers in Metro Dallas. Mr. Small, a native Californian, who first sold in Southern California, then moving to Dallas, continues to give Texas buyers and sellers great sales experiences. From the interview you will hear how Brandon puts great effort in learning what buyers and sellers expect and how he bonds with his clients to ensure all parties are satisfied. Brandon has a unique story where a series of real estate classes at Long Beach Community College opened his mind to the real estate industry. Please visit HowToStartinRealEstate.com to learn how Brandon can help new people and existing Realtors work at a great real estate company with an agent-centric focus. Please visit Brandon's real estate website at: TheBrandonSmallGroup.com Brandon, thanks for your time today.
22:18
September 24, 2018
The Contacting and Prospecting Podcast You Need to Listen To
We condensed an 8-hour "Contacting and Prospecting" sales training module to a 49-minute podcast. Contacting and Prospecting is the backbone of just about every business. If a small business owner is not in charge of Contacting and Prospecting, then the enterprise is probably a hobby or the small business owner is paying outrageous fees for some other entity to perform these very important sales functions.
48:40
September 19, 2018
Ursula D. Garrett, CPA, MBA, Serving CA's Inland Empire
Interviewing Ursula Garrett was both an honor and a treat. It was great speaking with a CPA who truly loves to help small businesses in the United States and abroad with their financial and business development needs. Ursula is an excellent communicator (as you will see) and has a pro-active style of ensuring her clients receive the best information. www.cpagarrett.com
24:20
September 15, 2018
Closing Scenario Purposely Done Wrong
This is a closing scenario for an insurance appointment. As you might notice, the closing work is NOT done at the end. The closing process begins long before the agent meets with prospects at the appointment. Closing actually starts at the contacting and prospecting phases.
18:54
August 28, 2018
A Contacting Scenario with Many Opportunities
Salespeople pass potential clients all the time and miss out on great sales opportunities. This short podcast talks about why salespeople should always want to say hello to people in public.
09:35
August 28, 2018
Overview of 321's Professional Closing Training
Closing is one of the most important sales functions. Unfortunately, salespersons and business owners miss the mark, leaving consumers feeling mistreated and disrespected and resulting in consumers not buying products and services. This podcast is 17 minutes of a 4-hour class.
17:11
August 27, 2018
321's Contacting & Prospecting Training Overview
321's contacting and prospecting training is a 2-hour session. This class is ideally for white-collar professionals like attorneys, cosmetic surgeons, CPAs and financial services specialist. Plus, this class is also suitable for real estate and mortgage broker CEOs. Over the last 8 years, social media selling has tried to replace traditional contacting and prospecting to the detriment of salespersons and business owners. Social media causes salespersons and business owners to lose control of finding new clients. Contacting and Prospecting skills stay with salespersons forever and grow as these skills are continuously developed.
29:18
August 27, 2018
Traditional Selling is More Effective than Social Media
What a title that will certainly raise eyebrows and cause people to curse at this podcast! This podcast talks about how traditional selling is the best long term strategy for salespeople to have longevity in their sales careers. We cover the US financial and historical events that made social media an attractive alternative to traditional selling.
03:57
August 22, 2018
The Blue Dot Fantasy: How Great is Social Media for Sales?
This podcast looks at several comparisons, issues and challenges with social media selling. Is there a conspiracy to stop people from learning traditional sales techniques?
50:30
August 21, 2018
Can Real Estate and Mortgage Brokers Take Back Real Estate?
Our company will stop talking about the greatest threat to the real estate and mortgage industries. Although we totally agree with the capitalistic nature of the tech industry making a strong push to dominate the real estate and mortgage industries, we feel the traditional legacy professionals are giving up too easily. The tech push is coming due to the lack of sales training in the real estate and mortgage industries. Without professional sales training, agents and loan officers have no choice but to pay billions of dollars to work in the real estate industry...and that's not the way it should be.
29:50
August 6, 2018
Jeff Landay, Marine Corps Veteran, 3X Purple Heart Recipient
People often dwell on day-to-day challenges. Life can be tough, sometimes. If you are stuck wondering if you have the strength to move forward in your personal life or business life, listen to the brief interview I had with Jeff, a Sacramento area resident and a sales rep at Roseville California Toyota. Then, ask yourself this question: is your situation really that bad that you cannot work harder to overcome it?
20:16
August 5, 2018
Our Company's First Podcast from 2011-Get Your Biz Swag On
Yeah, our company has been providing sales training and business development support really since 2009. But this is our first podcast from another podcast platform in 2011.
31:46
August 4, 2018
Chelle Johnson, Realtor, Sacramento, California
What an exciting I had with Chelle Johnson, Realtor, CA DRE 01926937! Chelle, a previous 20-year, multiple location daycare center owner, has tremendous people skills. Over the last 8 years plus, Chelle has helped many buyers and sellers navigate successful real estate transactions in Sacramento, the San Francisco Bay Area and Los Angeles. It took a while for my wife and I to find a Realtor like Chelle to mentor my wife as she is making a transition into the real estate industry. Chelle agreed to help my wife as she helps other new and veteran real estate agents learn the industry. Chelle serves the Greater Sacramento area. You can learn more about Chelle Johnson at www.fitforliferealestate.com or she can be reached at (916) 208-8553. Make it a great day!
17:29
August 3, 2018
Pod 2, Cherry Frame Discusses CPAs Top Business Challenges
This is the second podcast with Cherry Frame. She has significant business experience as a former CEO of a geriatric care management company and working as a California Registered Nurse. Over a three podcast series, Cherry will identify top business challenges faced by CPAs. Cherry Frame can be reached at (916) 899-1743.
18:17
August 3, 2018
Why Do Motivational Speakers Cuss at Sales Seminars?
Motivational speakers occasionally use vulgar language to pump their audience of sales and business professionals. This podcast talks about the effectiveness (or ineffectiveness) of cussing at sales seminars.
17:14
July 31, 2018
Your Sales Manager Matters: My story of four sales managers
The truth is most sales managers in independent sales should not be responsible for showing sales reps how to sell. The best independent sales managers or business owners with sales functions come from the corporate world where corporations invest millions of dollars per year in sales training programs. This is my short story of four sales managers I had over the last 20 years.
29:53
July 28, 2018
Pod 1, Cherry Frame Discusses CPAs Top Business Challenges
Cherry has significant business experience as a former CEO of a geriatric care management business and a California Registered Nurse. Over a three podcast series, Cherry will identify the top business challenges faced by CPAs. Cherry Frame can be reached at (916) 899-1743.
15:20
July 27, 2018
Interview with Tina Garcia, Realtor, San Francisco Bay Area
Tina had an amazing professional resume in corporate America and as a mortgage loan officer. Our company's coaching helped Tina move into San Francisco East Bay Area luxury home sales market. Please visit Tina's website at: www.brerealtor.com.
28:36
July 23, 2018
The Reasons Why People Buy From You
This is a podcast filled with some interesting observations about why people buy from salespeople. Plus, the podcast includes the epiphany I had to motivate me to design my own sales system.
26:51
July 20, 2018
Push vs Pull Marketing: One is Better than the Other
Listeners might be surprised to learn how many sales are lost due to using "push" marketing techniques. Many, many, many sales are lost causing salespeople to increase the number of prospects far above than what is necessary.
31:00
July 17, 2018
Tolerating Pressure Can Pay You Well in Sales
This December 2016 podcast talks about how working in sales automatically comes with pressure, whether you want it or not.
30:00
July 16, 2018
Selling Without Appearing to Sell (SWAS)
This is a podcast from September 2015 when our company introduced SWAS for Insurance Agents. Our company has a SWAS design for attorneys and other industries. https://www.thinkadvisor.com/2015/04/19/the-sales-reps-lament/
30:38
July 16, 2018
Salespersons Will Quit Without Proper Sales Training
This May 2016 podcast outlines the fact that lack of sales training is the primary reason salespeople quit their professions.
21:01
July 14, 2018
The Big Differences Between Sales Efforts and Sales Tasks
This January 2017 podcast highlights how many salespeople spend the majority of sales time performing tasks instead of investing more productive time in sales effort activities.
28:31
July 13, 2018
Don't Be a One and Done Salesperson
This January 2017 podcast looks at selling issues that cause salespersons to not receive referrals from clients.
30:33
July 13, 2018
The Five Things to Know About Business (Selling)
This is a from a broadcast done in August 2015 about activities salespersons and business owners should master.
31:30
July 12, 2018
Everyone Should Start a Business
This is a January 2013 podcast about business ownership.
40:19
July 12, 2018
Working Your Business is Like Playing Baseball
This podcast aligns business sales like the game of baseball.
30:29
July 12, 2018
What is the Confusion in the IMO Insurance Recruiting Scene?
The life insurance industry has a reported 80% rate where agents quit the business because they are making no money or not enough money. We discuss this situation.
30:33
July 12, 2018
How to Defeat Your Sales Demons in 60 Seconds or Less
This short podcasts highlights the fight between salespersons/business owners and their sales demons.
25:24
July 11, 2018
Sometimes You Feel Like You're Losing But You're Winning
This is an April 2016 podcast I made to help salespeople deal with the ebbs and flows of starting a business or working in sales.
31:18
July 11, 2018
Skill and Talent Beat Motivational Seminars Every Time
This is a Jan 2017 podcast describing how motivational training alone does not improve sales performance.
30:06
July 7, 2018
You Can Be Great in Sales
30 minute podcast on how people think of themselves as salespeople.
30:54
July 6, 2018
Why Handling Objection Techniques Do Not Work
This is an 8-minute podcast describing why salespeople would do better using a structured sales process instead of outdated handling objection techniques.
07:44
June 30, 2018
2015: A Year for Learning and Growing
What a great full year of sales training and business development for our company.
30:52
June 27, 2018
Some Company, Somewhere Will Be Number One
This podcast was originally done in 2015. This podcast talks about sales production activities, primarily with real estate sales and insurance sales but can include just about any industry.
31:30
June 26, 2018
Transitioning from W2 Employee to 1099 Self-Employment
This podcast aired almost 7 years ago. People starting a business today will benefit from this info.
31:10
June 26, 2018
Some Inside Thoughts about Starting a Business
This podcast was originally made in January 2013.
40:19
June 25, 2018
Our Review of The Book Pre-Suasion by Robert Cialdini, Ph.D
This is a great book. Our company likes it because it validates our sales and business development training systems. The book helps sales professionals even more if used with a 321 foundation.
25:11
June 23, 2018
The Ten Commandments of Prospecting
This podcast discusses how prospecting gives business owners and salespersons the best control of their sales activities. We also cover the role of sales managers and brokers. Our company has identified the sales learning curve as the secret fear many salespersons have with moving forward in their careers. We explain how Trump University could have avoided real estate investor school the class action lawsuit
40:18
June 12, 2018
Deep Dives: Sales Fears & Social Media Marketing Conspiracy
Deep Dive Analysis is the name of a technique used to rapidly immerse a group or team into a situation for problem solving or idea creation. This approach is used for brainstorming product or process development. Root Cause Analysis is a method of problem solving used for identifying the root causes of faults or problems. A factor is considered a root-cause if the removal of a problem prevents the final undesirable problem from recurring. To understand today’s fear of selling, you need to understand the sales environment before digital marketing and social media. Today’s fear of selling is more intense because salespersons have alternatives to traditional selling. In any behavior, if people have options, they will typically choose the least path of resistance. The social media marketing conspiracy talks about the impacts of salespersons shifting from goal-oriented traditional selling to social selling which has little to no performance measurements.
1:05:00
June 5, 2018
Interview with Ayesha Mehdi, Esq, Frontier Health Law
Our company interviewed Ayesha Mehdi, Esq., licensed to practice law in the state of Nevada, about a few topics in healthcare law. www.frontierhealthlaw.com
12:24
June 1, 2018
321 Style
This is podcast that covers a wide range of thoughts about 321 sales training and business development services.
30:35
June 1, 2018
What-If Lead Generation Revenue Numbers...What Does it Mean?
Real estate lead generation companies are making a ton of money selling lead subscription packages. On the entrepreneurial side, I applaud their innovation to create income streams and build a business from scratch. But the traditional salesperson side of me would like to see real estate professionals return to the sales style that existed before lead generation companies arrived on the scene. Realtors have more control of their businesses when contacting and prospecting, two important functions of selling, are performed by agents. www.facebook.com/the321salespros
07:06
June 1, 2018
Real Estate Lead Generation Companies and Entrepreneurship
This podcast talks about the definition of entrepreneurship and the positives and negatives of real estate professional buying lead generation subscriptions. First, I mention the interaction I had with my first mentor, Miryam from Peru, who gave my sales training and business development plan the thumbs up 8 years ago. Then, the conversation moves to define entrepreneurship and many things to think about for real estate professionals who chose to buy lead subscription packages to make money instead of learning how to find their own clients using proven contacting and prospecting techniques.
39:55
May 22, 2018
How 321 Packages Sales Training and Bus Dev Services
Our company’s goal is to help small business owners and salespersons improve performance, productivity and profitably. However, our company slogan for 2018 is “321 clients never work alone”. This slogan has had a significant impact on how 321 introduces its sales training and business development services. And, this is where the story begins. The biggest challenge our company had over the last three years was how to take 20 years of sales and business development experience and encapsulate it into a marketable service which appeal to prospects seeking to improve their skills. Clarence Nappier, CEO 321 Set Appointments LLC - www.321sallc.com Our company on Instagram - www.instagram.com/321bizdev
30:13
May 17, 2018
Predictive Analytics-Artificial Intel for Small Businesses
If PA-AI is predictable, why doesn’t the company who has all the analytics and intelligence just sell the products themselves directly to consumers? This is the question I asked in 2008 when Trulia started selling leads. Sure enough...lead generations companies now have a stronger position in the real estate industry. Does PA-AI add to or subtract from the salesperson/entrepreneur journey? a. If the salesperson wanted financial freedom, who is really in control if PA-AI is the determining factor for the salesperson’s success? b. Is there any professional development for salespeople using PA-AI? c. Is there any loss of control if the most important part of the business…finding customers…is shifted to PA-AI to the small business owner? d. If a small business with a bigger bank account causes a business owner to have a less favorable position with PA-AI, what are the ramifications of this? Is the small business owner with less money to invest in PA-AI more vulnerable to failure?
51:24
May 11, 2018
Interview-Samantha Brookes, CEO, Mortgages of Canada
Wow is all I can say! What an exciting podcast in terms of hearing what CEOs think and how they started their companies. Knowing CEOs like Samantha Brookes do not have a lot of time, I just asked Samantha a few questions and she answered them just like a CEO would. What I hope listeners get from this interview is there are no short cuts. Business owners cannot sidestep business building basics. You can't buy your way to long term business success. Samantha Brookes, Mortgages of Canada on Internet - mortgagesofcanada.ca Samantha Brookes on Instagram - instagram.com/iamsamanthabrookes. 321 Set Appointments LLC - 321sallc.com
26:42
May 3, 2018
Interview with Ana Carolina Oliveira-Dubai Real Estate Exec
We are delighted to have an opportunity to interview Ana Carolina Oliveira from Fam Properties in Dubai, United Arab Emirates. On a pre-show call, Ana told me that Fam Properties is the largest real estate agency in Dubai with access to dozens of for-sale and lease properties. Our company requested an interview with Ana to give our 321 world wide listeners a glimpse of the Dubai real estate market and social scene. Plus, since our company is a sales training and business development company, I wanted to know what it takes to work for an international real estate company with buyers from all over the world. I want to thank Ana Carolina Oliveira for taking time out of her busy schedule to come on the show. Ana Carolina Oliveira on Instagram - www.instagram.com/teamwanderlust Fam Properties on the Internet - www.famproperties.com 321 Set Appointments LLC - www.321sallc.com
20:42
April 28, 2018
Interview Corey Craig, NYC Realtor (718) 725-8966
What an exciting and refreshing interview with Corey Craig, a Queens NY Realtor with Keller Williams Liberty. Corey masters the art and science of contacting and prospecting for new customers as does not purchase real estate leads. Corey meets all of his real estate prospects through talking to everyone he meets. Whether the person he is speaking with is a strong real estate prospect or not, Corey knows that people have connections with other people. It is needless to say that Corey is very effective in communicating with people in public. It's obvious. We hope you enjoy the show. Corey Craig on Instagram - www.instagram.com/kwrealtornyc Clarence Nappier on Instagram - www.instagram.com/321bizdev 321 Set Appointments, LLC on the Internet - www.321sallc.com
32:09
April 27, 2018
Interview-DC-MD, Attorney Kimberlee Gee, Kimberlee Gee Legal
Today, it's both a honor and a pleasure to introduce Attorney Kimberlee Gee, founder of Kimberlee Gee Legal to our 321 Sales Pros listeners. Kimberlee Gee is licensed to practice law in Washington DC and Maryland. Ms. Gee owns her own micro-niche firm that focuses on providing legal outsourcing solutions to other attorneys and small business owners. She has more than 14 years industry experience in employment law and labor law, and has worked in this field in various capacities throughout her career. Kimberlee Gee Legal on Instagram - www.instagram.com/kgeelegal Kimberlee Gee Legal on the Internet - www.kimberleegeelegal.com 321 Set Appointments LLC on the Internet - www.321sallc.com 321 Set Appointments LLC on Instagram - www.instagram.com/321bizdev
22:41
April 26, 2018
Interview-Weddy Carter, Broker, Action Realty-Hampton VA
It was an honor and a pleasure to feature Weddy Carter, Broker/Owner of Action Realty in Hampton, Virginia. Belgium born, Weddy started her real estate business with a passion. Weddy is a true professional in every sense of the word. She is a firm believer in treating her brokerage like a business. Equally, Weddy is committed to helping her agents succeed by providing world class training. Weddy Carter on Instagram - www.instagram.com/actionrealty.now Action Realty on the Internet - www.actionrealtynow.com 321 Set Appointments LLC on the Internet - www.321sallc.com 321 on Instagram - www.instagram.com/321bizdev 321 can be reached at (844) 405-2800. We hope you enjoy the podcast.
14:17
April 26, 2018
Interview-Evan Wolf, RE/MAX Realtor, St Petersburg Florida
What a pleasure and a treat to interview and support Evan Wolf, a RE/MAX Realtor in my Tampa Bay Area hometown Mr. Wolf, originally from Ohio, will share experiences working in one the hottest, most active real estate markets in the United States. Evan believes he has several advantages with working with RE/MAX. Evan runs his real estate practice like most small business owners in the Tampa-St. Pete community and thinks about success all the time just like the man or woman who runs a surgery center or a CPA firm. This will be a great interview for both Evan and my company. Evan on Instagram - www.instagram.com/wolfrealestatefl Evan on the Internet - www.wolfrealestatefl.com We hope you enjoy today's show. 321 Set Appointments LLC - 321sallc.com
19:48
April 26, 2018
Interview with Elijah McNeeley, Downtown Boise Realtor
Elijah, originally from Central Louisiana, is doing great things in Boise Idaho...which is a 6 hour drive to both Portland and Seattle. Elijah is your best choice for real estate in Boise's bustling downtown district. I've been to Boise about eight times since two of my sons lived there, with one currently living in Boise and is a recent Boise State University graduate. Metro Boise includes the cities of Caldwell, Eagle, Meridian, and Nampa. Metro Boise has a population slightly higher than 500,000. We hope you enjoy today's show. Elijah McNeely on Instagram - www.instagram.com/elijah.mcneeley Elijah McNeely on the Internet - www.yourspotinboise.com 321 Set Appointments LLC on the Internet - 321sallc.com
30:12
April 26, 2018
03/26/2018-Kimberly Mason, Associate Broker, Metro Atlanta
Kimberly Mason, Associate Broker, Solid Source Realty in Atlanta "walks the walk" and "talks the talk" in her real estate practice. Buyers and sellers literally beg her to be their Realtor. I've never seen anything like it. She is a client-magnet. And listeners will see why after they listen to the show. Kimberly will soon begin to hire more agents. Originally from San Francisco, Kimberly will talk about her past business experiences that led to starting her career in one of America's hottest real estate markets. What I was impressed with at the very beginning was Kimberly's ability to quickly establish rapport with me, a total stranger, over the phone. Kimberly's inviting and welcoming communication style made me feel so good. Kimberly Mason on Instagram- instagram.com/kim_sells_atlanta 321 Set Appointments LLC - 321sallc.com
29:04
April 26, 2018
04/24/18 Interview with Mike Durkin, SF Realtor
Hardworkin Mike Durkin is his name. Helping real estate buyers and seller from City and County of San Francisco to Stanford University is his claim to fame. Mike will share the latest in real estate in the nation's market with the highest rise in prices (65%) in the last 8 years. With 34 years of real estate experience and being a San Francisco native, Mike knows every community, every street corner, and the latest news about buying and selling in the Bay Area. Mike Durkin on Instagram-www.instagram.com/hardworkinmikedurkin Mike Durkin on the Internet - www.hardworkinmikedurkin.com 321 Set Appointments LLC - www.321sallc.com
34:31
April 25, 2018
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