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The Sales Lab

The Sales Lab

By Mark Gundlach
A powerful podcast that focusses on how to develop the mindset, tactics and skills needed to build a thriving sales business.

About the host: Mark Gundlach is a seasoned sales and leadership veteran that has built several businesses through multiple market conditions and geographic locations. He has conducted thousands of hours of one-on-one coaching sessions, webinars and live trainings. Mark currently serves as Founder and Principal Owner of of Build Real Estate Group and Co-Founder at Build Staffing.
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Ep. 7: The Perfect Client Profile

The Sales Lab

Ep. 7: The Perfect Client Profile

The Sales Lab

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Ep 22: 3 Components to Compelling Offers
In this episode, Mark Gundlach walks you through the 3 components to compelling offers.  Keep it simple  Massive amounts of social proof  Risk reversal. 
19:30
October 30, 2020
Ep 21: 3 Reason You Feel Your Business Is Failing
In this episode, Mark Gundlach talks about the three reasons why it feel like your business is failing.
07:01
September 28, 2020
Ep. 20: Statement of Authority
The statement of authority is something you can install and start using right away in your business. By using a statement of authority in your presentations and conversations, it allows for you to separate yourself from those you compete with and get your clients to lean into what you are saying. Making a statement such as, "In my experience" or "what I've found when working with others like you" gives your prospect or client the comfort that you have been here before and can help them.
06:10
July 13, 2020
Ep. 19: The Ripple Effect
Have you ever struggled to develop your "why" and just get stuck? This process will help you determine what it is you can do to impact more so that you have the burning desire to keep going.
09:05
July 10, 2020
Ep. 18: The Big Question
So many of my coaches and mentors along the way in my career have asked me this big question. Are you interested, or are you committed? When you use this question in every aspect of your life and business, you start to transform how you operate. Listen as Mark Gundlach breaks down how this question can apply to many aspects of what you do.
08:07
June 25, 2020
Ep. 17: Generate Referrals For Life
In this episode, Mark Gundlach talks about how to generate referrals, the right way. Too often sales people have been programmed to ask stupid things like, "do you know anyone who wants to buy or sell a house?" That will never generate a referral. Listen to this episode to find out exactly how to do it right.
06:18
April 9, 2020
Ep 16. The OODA LOOP: What Your Sales Business Can Learn from Fighter Pilots
Developed by strategist and U.S. Air Force Colonel John Boyd, the OODA loop is a practical concept designed to be the foundation of rational thinking in confusing or chaotic situations. OODA stands for Observe, Orient, Decide, and Act. In this episode, Mark Gundlach walks you through how you can use these same strategies in your sales business.
12:57
April 8, 2020
Ep. 15: Do You Have a Tactical Approach to Your Sales Business?
This episode is part of the Tactical Sales Accelerator program designed by Mark Gundlach to give independent contractor sales professionals such as real estate agents, insurance agents, mortgage loan officers and brokers, title insurance representatives and financial advisors a different way of approaching their business.    This episode is an introduction to what it means to have a tactical approach.   Reach out to Mark directly...  Email: mark@markgundlach.com   Social media: @markgundlach
09:28
April 1, 2020
Ep. 14: The 7C's of Ethically Selling and Navigating the Coronavirus (COVID-19) Crisis
In this episode, Mark Gundlach shares his 7 C's of Ethically Selling and Navigating Through the Coronavirus (COVID-19) Crisis.   We as salespeople need to continue to connect with and serve our clients at a high level. Now, more than ever, your clients need you. Follow these 7 rules to keep your business alive during this trying time.
08:26
March 30, 2020
Ep. 13: Sales Messaging to Drive Your Business to New Heights
In this episode, Mark Gundlach discusses ways to craft your sales messages that you use in videos, social media posts or even traditional advertising so that you are reaching your potential clients where they currently are.
06:20
March 26, 2020
Ep. 12: Would You Be Proud of Your Eulogy?
You're writing your eulogy EVERY DAY. You're writing it through your words, actions, and character. Based on the person you’ve become today... Would you be proud of what was said about you? Would your husband/ wife, kids, and family respect you? Or would they resent you, remembering you as a coward, and swear to be nothing like you? If you're not proud of what you'll be remembered by and hear the voice inside of you tell you that you can do more but… Choose not to listen to it. Listen to this. You're not dead, so you can still write a eulogy you'd be proud of. The one that is remembered. The one that is respected. The one that leaves a legacy.
06:42
March 25, 2020
Ep. 11: Effective Story Telling in Sales
In this training, Mark Gundlach discusses how effective storytelling can bolster your sales business. This method will take you away from those old, boring presentations you have been doing and catapult your career to new heights.
06:31
March 25, 2020
Ep: 10 Kacy Wallis (Interview) How a First-Year Real Estate Agent Sold 11 Homes
First year success is never a fluke. There's the right mindset, cadence and skills that one acquires in order to create that success and build a real business they can be proud of. Meet Kacy  Wallis. A fabulous real estate agent in Roseville, Ca. In this interview, we discussed how Kacy approached the business, what marketing strategies she deployed and what she attributes her success to. Connect with Kacy: Kacy Wallis: @kacywallisrealtor on IG & FB welcomehome@kacywallis.com 916.804.0503
39:56
March 25, 2020
Ep. 9: S.U.M.M.I.T. Outcomes for Business Planning
In this episode, Mark Gundlach discusses the elements of S.M.A.R.T. Goals and see how they fit into the S.U.M.M.I.T. Outcomes very well. There is definitely more room for thinking bigger and focusing more on the desired outcome so you can break down your plan to the individual necessary goals. Here is how the S.U.M.M.I.T. Outcomes break down: S: Specific. Have a very detailed, laser-focussed outcome in mind. U: Unreasonable. This is the area to think big. Being unreasonable allows you to throw away the “playing small” aspect of S.M.A.R.T. Goals and start to push yourself outside of the comfort zone you have kept yourself in. M: Measurable. As stated above, be sure to track and measure along the way so you can assure that you are on the path to your outcome. M: Meaningful. Attach a reason why to your outcome. When there is a tangible meaning behind your desired result, you are more likely to stay the course and achieve your outcome. I: Intentional. I often ask my clients, “what is your intention of that action?” When you set an intention for each step in the process, you can create a more actionable plan. T: Time Sensitive. Also as previously stated...by when do you want to achieve that outcome? Create your new S.U.M.M.I.T. Outcomes for yourself. See what happens when you become unreasonable, intentional and have a meaningful end result in mind. I bet you will see a vast difference.
07:16
March 5, 2020
Ep. 8: 5 Content Creation Strategies to Reach New Clients
In this podcast, Mark Gundlach talks about 5 content creation strategies you can use to reach new clients. Many of these you are already using in other ways. Send mark feedback on how this works for you.   mark@markgundlach.com
05:27
February 26, 2020
Ep. 7: The Perfect Client Profile
How would like to attract new clients versus chasing leads? In this episode, Mark Gundlach discusses the tactical approach to starting the process of attracting the people you choose to work with.
05:38
February 21, 2020
Ep. 6: 3 Keys To Your Success in Sales
In this episode, Mark is going to walk you through the 3 key elements to your success in your sales business. Quite honestly, these can apply to anything in life. Too often I find that salespeople are looking for a hack. An easier way to lead generate, a faster way to connect with people, or an automation of some kind. While all of those are great additions to your business, they will not replace what I’m about to lay out for you. If you want to assure that you are undisruptable from AI or any other technology that is trying to replace you, then you must master these three areas. Once you do, apply them to ares outside of your business such as parenting, health and wellness, public speaking, etc.
06:45
February 21, 2020
Ep. 5: Your Cadence Matters
If you feel stuck or unmotivated, you need to develop your cadence. A cadence is the one thing that can get you into action. When you have a regular flow of activity that you can duplicate on a daily basis, there is no stopping the potential you have.
08:14
October 22, 2019
Ep 4. Survival as an Entrepreneur
Survival as an entrepreneur is key and one of those things that so many people struggle with. Close your eyes and visualize salmon that swim upstream. Have you ever seen salmon jumping out of the water really see, you know, those those images of maybe the Bears trying to catch him. But when when Salmon swim upstream they're doing that for a specific reason and they do that for basically to spawn basically for rebirth 222 spawn their their offspring. And it's best that their offspring are born in swift-moving cold water. So the reason why they do it and it wears them out they do it. Anyway, some of them died after giving birth, but they know that that Offspring is going to den live on and and live out, you know their life their legacy, right? If you think about that in your own business, you know, so many of us are always swimming upstream and unless you have that rebirth that the team that you're building around you if you're not you're growing your family your business family in some way then you're going to just basically be swimming upstream and wearing yourself out and you'll eventually want to give up like this gentleman that I was talking about. As you think about the whole saying of just go with the flow. I'm just a go-with-the-flow kind of guy or you know, I don't want to ruffle feathers. So I'm just going to go along with whatever anybody else says, right, but I want you to think of this. The fish that are going along with the stream or the flow of the river. There's a dead once the dead fish go with the flow. The strong alive ready to respond that rebirth those fish are swimming Upstream harder and faster and jumping out of the water and doing whatever it takes to get what they're after.
06:56
October 22, 2019
Ep 3: BuildUp Yourself with a Coach, Mentor or Advisor
In this episode, Mark Gundlach talks about the importance of having a coach and what to expect when you first start working with this person. He discusses how Action + Accountability lead to true Transformation.
05:59
August 28, 2019
Ep. 2: What Moves You?
In this episode, Mark Gundlach asks you to look inside yourself and find what moves you. Too often, the gurus want to force their opinion on you that you should only listen to podcasts or books and never music or the radio. Mark feels this is terrible advice. You should find the things that move you from one emotion to the next. What get's you fired up and into action. When you find it...rinse and repeat everyday.
09:27
July 23, 2019