Episode 14: Sales and Empathy. Insights from a Multi-Millionaire Producer.

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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Episode 15- Employee Miscommunication- How to avoid it

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Episode 13: Optimizing Your Employee Benefits Strategy: Navigating Choices, Trends & Partnerships