Episode 14: Sales & Empathy: How Top Performers Win in Business (with Multi-Millionaire Producer Terry Roberts)
Episode Description
In this episode, Kerri Roberts interviews Terry Roberts about sales and empathy. Terry shares his unique background and how he got into sales. He discusses his approach to sales as a process and the importance of mastering each interrelated activity. Terry also talks about his journey in sales, starting with a company that provided leads and eventually transitioning to generating his own business. He explains why he made the move to become an independent broker and how it has allowed him to have more control over the products and terms he can offer. The conversation highlights the importance of selling a quality product and the role of empathy in sales. In this conversation, Terry discusses the importance of taking responsibility and initiative in sales, and not letting setbacks define one's worth. He shares his personal experience with alexithymia, a clinical diagnosis that affects his ability to recognize and express emotions. Terry emphasizes the role of faith in his life and how it helps him navigate professional and personal relationships. He also mentions his book idea, which explores the difference between one's role and identity.
Tune in to hear:
The different sales tracks an individual can take, including why you would choose to be full commission or base plus variable compensation
How to 'bet on yourself' by choosing a sales path where you generate your own business and why that's more lucrative
Why empathy is hard to access and why it matters
How intentionality in interactions can lead to more sales, greater client satisfaction and long term partnerships
If you’d like to connect with Terry, you can find him at mortgagetipdaily.com/ or on social media @mortgagetipdaily
Resources mentioned:
Try Magicmind, the productivity elixir Kerri swears by: https://magicmind.com/kerriroberts
Looking for a new daily vitamin? Get GEM: go to dailygem.co and use code GEM-A-KERRIROBERTS
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Empathy in business isn't soft — it's a skill worth practicing, and the Monday newsletter keeps giving you real-world ways to sharpen it: saltandlight.myflodesk.com/saltandlightadvisors
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