Episode 004 - Interview With Kerwin Rae

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Your Enquiry-to-Sale Conversion with The Lead Flow You Already
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Today, we are going to be speaking with Kerwin Rae, a
businessman, an entrepreneur, and an investor, generating in
excess of $250 million.


We are going to be deconstructing one of the biggest deals in his
career, the process, the results and the lessons learned, with
the hope that you too can take away something valuable from his
story.


The biggest deal of Kerwin’s career so far, he describes as not
the biggest, but the most pivotal has been his Joint Venture
partnership with business coach network, “Better Business
Institute”. When he joined the business, it was doing about $400k
a year, which he was able to turn to $8 million in just 18
months.


Along the way, were about 350 transactions, and expansion to five
countries, teaching people how to become business coaches or
consultants.


Kerwin mentions some of the largest blockages along the way were
to do with customer and client support and having to take on a
lot of risk at the beginning of the venture. He had to deal with
the marketing, sales and travel costs, essentially taking on all
the risk in the business, and initiate the support systems that
were required to help more people become successful.


Additionally, the seminar business attracts a lot of egos, and
this can amount to passive-aggressive conflicts here and there.
What mind-set should you adopt to deal with these blockages?
Figure out what you’re passionate about, and the reason for it.
It’s one thing to be driven to make money, but if there’s no
reason for it, you’ll get yourself into trouble.


After chasing money for years and years, Kerwin came to the
conclusion that he was really searching for peace, not money
after all. If you can’t truly figure out what you’re passionate
about, if you can’t truly understand yourself, you are going to
be taken advantage of.


Another tip is being able to see all the angles of potential
possibility in that deal. When someone says no, they’re not
saying it to the offer, they’re not saying it to the deal,
they’re saying it to your presentation of the deal, the language,
the structure.


A dealmaker is someone who can assess the situation, ask
questions, see tiny cues and pick-up on little throwaway lines
that enable you to instantly repackage the deal. You have to be
giving them what they want, not what you want, this is where a
lot of people fall down in deal-making.


The thing that brought Kerwin to success was the team. Three big
personalities working well together, with complementary skills.
In this way, they were able to position the deals in the best way
possible. Rather than selling, they had applications,
applications that led to an interview.


Now, in the interview, the clients were expecting to be sold, but
they weren’t. Instead, they would ask them, why should we take
you on as a client?


Some term this reverse selling or negative selling, and although
it is used more commonly nowadays, this was almost unheard of
when they brought it in. We’ve talked about this before, when you
end up forcing a client to do business with you, there is no
doubt they will become a nightmare client. They will be
dissatisfied with your product or service, and they will leave
bad reviews polluting your business.


Finally, Kerwin mentions how important it is to follow your
intuition when signing on to a deal. Every time you don’t follow
your intuition in a deal, you end up in a position that you don’t
want to be in, and can’t get out of. Once you say you’re going to
do something, whether it be with or against your intuition, you
must follow through on that deal.


Learn to train your intuition and follow it, and you will no
longer find yourselves in this situation. If you say no to a deal
because it doesn’t intuitively feel right, it is a very relieving
feeling a few months down the track when you’ve found yourself a
new deal, and everything starts going downhill for the original
one.


To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his
exclusive, free, no-fluff, audio training and companion PDF
guide.


Inside you’ll get word-for-word email followup templates, phone
scripts, and more that you can put to use today.