Justin Stoddart 0:00
Ladies and gentlemen, today we talk about how to convert more leads. But not only that, we’re going to talk about how you can help others on your team convert more leads. So it’s not just you. Today’s episode is going to be special. We have a very special guests excited for you to be here. Stay tuned, it’s gonna be awesome. So the big question is this, how do we those of us in the real estate industry with crazy amounts of ambition? How do we think bigger than the building of our own empires? How do we simultaneously see success and significance, income and impact? My name is Justin Stoddart. And this is the Think bigger real estate show. Alright guys, welcome back to today’s show. Again, as I mentioned, very excited about how to get into converting more leads and helping your team do more of that I don’t know of anybody better at that than this, his accomplishments precede him. He’s got a fantastic following excited to fully introduce him. So with no further ado, let me do that. His name is Dale Archdeacon. He has an amazing organization. And we’re gonna get into all of his accomplishments with Dale. But before we do that, just want to say thank you for coming on the show today. It’s it’s a total pleasure to have you here.

Dale Archdekin 1:12
Listen, the honor is all mine. Man, let’s you’ve had some heavy hitters on this podcast. And I’m just honored to be another one of them here.

Justin Stoddart 1:19
Yeah, today’s no different excited to really have this topic. You know, I really specialize. My audience knows this. I specialize in helping people to get more referrals to really scale a warm market business. Yeah, I do know that. Oftentimes, you get to where you’ve scaled your warm market business, both through your sphere, as well as through professional partners, which is what I specialize in. And I know that many have an appetite for much bigger than that. But at some point they want to scale even to leads today, we’re really going to help them understand that you don’t have to always just be chasing there really is a way to convert at a higher level. So for those that don’t know, you do want to talk a little bit about your accomplishments. You came in the industry, and really became very proficient at selling quickly realize that that you could do more than that. I know that you teamed up with an organization out of the Philly area, and close 650 transactions in a year amazing amount of business. And now you’ve gone on to coach literally 1000s of agents on how to better convert leads all throughout North America. So again, such a pleasure to have you here. And for many that may be saying I recognize Dale His face looks familiar, just because he is a moderator of labcoat agents talks a lot about effect does a very popular show called Cashcall, which he teaches really goes and broadcasts people like records people actually converting leads, and gives feedback on that pretty exciting stuff. So again, thanks for being here. Anything you want to share about us on a personal level? That would be interesting for people to just get to know the other human.

Dale Archdekin 2:47
Yeah, absolutely. Um, you know, I, oddly enough, have a passion for like winning, you know what I mean? I honestly, I think that’s what it is. I really like communicating with people. And I have a passion for winning personally. But I’m also kind of lazy, let’s just be honest about that. And so I’ve constantly like, I’ll do something, and then I’m like, I get bored with it, I get good at it. And I get bored doing and I’m like, How can I go and show these people how to do this too, right? And then I get bored at doing that. And I’m like, Alright, I’m going to show some other people how to show some other people how to do this stuff. And so that’s what I do, and kind of what drives me. And usually, if I start to hit a certain level of success, I’ll start to get bored again. And then I’m like, maybe it’s time to make it even harder on myself. And so that’s when I have to, you know, that’s when it’s time to do some new level of leverage, right or find something else to to keep advancing.

Justin Stoddart 3:38
I love that. I think inside of anybody that achieves at a high level, there’s there’s a certain a certain hunger, right to do things, and then always a way of trying to figure out how do I do this faster? Like how do I how do I how do I not get bored with this? How do I go bigger with it? So I think you’re probably very typical of high producers is what you’re describing yourself. I’m curious, just at the very core again, the the key tenant and promise of this episode today of folks tuning in today is how do you how do you convert more leads? Like what what I know, it’s not one magic bullet. But I do believe that in a short period of time, you can help us to begin to unlock why some people really struggle and convert it really low levels, and why others really have much higher conversion rates. Can you can you walk us through kind of some of the key elements of of converting more leads?

Dale Archdekin 4:27
Yeah, absolutely. So I would say, I’m going to talk about all the things that I do know. And then there’s a gray area or even a black area that I don’t know, and we’ll talk about that too. It’s the mysterious zone where for some reason someone’s not succeeding. So little talk about the obvious stuff, right? A lot of those can be are you confident in what you’re saying? Are you persuasive with the people that you’re talking to? And do you have a drive to to win and to understand someone that you’re talking to and to be able to serve them basically, right. So one of the things that I see lot happen. Our agents salespeople hold themselves back because they’re really uncomfortable about what to say? Or how to say it or oh my god, what happens if they say this? What do I do then. So they have a lot of fear and trepidation. And they just don’t have a lot of experience or practice. So a lot of the things that we do when when I’ve built inside sales departments were when, you know, working with our clients, you know, wherever they are in their sales teams, the very first thing is, we teach them really good skills, we practice with them repetitively, and not only just practicing with them, and this is where Cashcall came from, right? Because what I discovered was, hey, I can teach you a script, right? A when they say this, you say this, you go, Uh huh. And I say, okay, great. Well, let’s practice that now. And you kind of screw it up, and I help you and we practice and then you get really good, right? And then I say, Hey, Justin, let’s listen to what you said to those people. And you totally shit the bed and don’t say anything that we practiced. And don’t say anything that we, we, I taught you. And then we say, okay, let’s bring it back, Justin, let’s do it again. Now actually go say that. And we’re gonna keep listening to your recordings until it percolates all the way through into what you’re doing. And when it can percolate into what you’re doing, then you’re confident, then you’re like, Man, I can talk to anybody. Let’s do this. So that’s the basic core level, right? And what I find with a lot of team leaders and a lot of brokerages, is they’re pretty good at initially teaching people what to do, and then saying, Hey, did you do that thing, and they just say, Aha, and I don’t know why it’s not working. And the team leader is like, I don’t know, maybe I need more, I need better leads or better agents. I don’t know what I need here. And in fact, what usually needs to happen is we just need some better, more consistent training, that we actually go all the way to the end, and inspect did what we what we expect pop out the other end, right, as Gary Keller likes to say. So that’s as basic core right there. And I’d say that 90% of the agents listening to this right now, or salespeople listening to this, as well as their sales managers and teams, if you just go back and do what you know you’re supposed to do, and just keep doing it until you’re bored and your eyes bleed. And you actually check the results to see if they did it. That would if you would put me out of business I wouldn’t have a training program anymore.

Justin Stoddart 7:13
It’s interesting last night, I’m so for those that know me know that I’m from the Northwest. And today I’m broadcasting live from Orlando, Florida. I have a big event I’m attending here tomorrow. And I was out of my normal routine but but made time to watch Tom Brady. Beat the Dallas Cowboys right now. This is Tom Brady’s 23rd. Year in, in the business of being a quarterback right for the NFL. And I wondered to myself, like I wonder if he ever gets bored, right, like, and you can tell that he has just absolutely mastered the mundane, right, after 23 years of just being better than everybody else. You think that like, he would be bored, I don’t think he gets bored of winning. I really don’t. And I think your point reminds me of, of Tom Brady, that if you really want to excel at World Class levels, it just takes getting really good at the simple things over and over and over and over again and not not tiring of doing them over and over and over again. And I think all too often, we think we’ve mastered something because we practiced it once. Right? Or because we saw teammates practicing once I want to hear you saying is it. It just takes more time on task. It just takes more time practicing those things, and and being in different scenarios, until you really do have the confidence to be able to do it at such a high level, regardless of what they see. On the other hand, is there anything you’d add to that deal?

Dale Archdekin 8:33
No, I think that’s pretty much it. You know, yes, it gets boring. Yes, it is monotonous. And we’re constantly who was it that said, we get bored doing what works? So we go and try things that don’t, right? I don’t remember. I don’t remember who said that. But it’s so true. You know. And, you know, to some extent, it’s true for me, too. I think I started by saying hey, I get bored really easy. And then I gotta like go to the next leverage level. But you know, with that I’m building on what I know, right? So I know that I can call leads, I know, I can set appointments. I know I can sit on your couch and get you to sign paperwork with me. You know, the adventure for me was how do I figure out other people how to teach other people to go and do that with you? And then now where we’re at is how do I teach my trainers, which I still haven’t perfected yet? In all honesty? How do I teach my trainers to train in the way that I do? And I can, you know, I’m constantly working to improve them and get them to as close as me as I can. So yeah, one of that is like I keep trying stuff that doesn’t work, but you better be really committed to that growth process. If you’re gonna do it. Otherwise, just do what you know, but do it more often. Keep practicing that till you Master?

Justin Stoddart 9:43
Yeah, boy. There’s a lot to that. What you just said there, Dale, is that there’s different levels of success. What we preach on this show is going beyond success to significance and I think he just gave an amazing definition of that. Is success is having a level I have expertise so that you can perform for yourself. Significance is when, when you can help other people perform. And you share this at a couple different levels like number one, can I perform? Can I can I? Can I close leads, right? Can I convert leads? And then it’s okay, can I teach other people to convert leads, right? And then it’s can I teach other people to teach other people to convert leads, like, it’s just different layers of significance, I think, for those of us that have a tendency to want to build something, and then we get a little bit bored as it starts to work. That’s a great progression that we all should follow is that rather than jumping to something new, they just say, how do I help somebody else have the success that I’ve had? Because in that, I think you’ll find true fulfillment, not just more success and significance, but you’ll find fulfilling because you start to see other people change their lives, just as your life was changed, which is beautiful.

Dale Archdekin 10:50
Yeah. And I know that so you know, you you having the specialty and expertise in referral business, right. And in relationship business. Hopefully, nobody I know is listening to this podcast at any given time. But just a little full disclosure, there are about four or five people within my company who had any are probably interacting as me on social media while this recording is going on. So you know, that’s leverage, right. My my writer, ghostwriter, Ryan, who has been writing my articles for me, that guy writes amazing articles, and it has my name on it. I’m like, holy smokes, that’s a really awesome article. And, you know, I’ve caught myself a couple of times, we’re all getting an email in my inbox. And I read this subject line, I’m like, who’s writing about inside sales? And I opened, I’m like, What is this? Oh, it’s my article. That’s a really good article, Brian, that’s awesome, man, you know, so in just bringing it back for your audience that are here to learn how to how to continue, you know, growing that stuff, you know, hopefully, again, nobody’s listening to this, but I have I have elves in my workshop, too. Yeah.

Justin Stoddart 11:54
And that’s, that’s pretty cool. Right? That, that you can actually turn Ryan into a better deal than,

Dale Archdekin 12:01
like, sometimes I see the article. I’m like, Holy shit, this is really smart. Oh, it’s mine. Oh, that’s my article. Hey, but you know, it takes time. I mean, one of Ryan’s a great writer. But you know, he hasn’t ever sold real estate. He hasn’t ever personally managed an ISA team or real estate team or scaled one. But in working with him, he after, you know, initially, I wrote everything, and he edited it, right. And then basically, I had him start spinning articles for me, so that we could submit them to different outlets. And if anybody doesn’t know what that what that is, you can look it up. But basically, you take your same content, you restate it differently and put it to a different outlet. Through him going through that process. Now that dude writes, whatever the hell he wants, and his articles are awesome, right? And they, and they speak with my voice.

Justin Stoddart 12:46
You better not let him meet your wife. That’s the one thing that you can duplicate, right? She’s like, I like him like, no, no, no, no. I love it. Alright, so let’s now get into phase two of today’s promises, like the promise result from today’s episode, right, which we’ve kind of already dabbled in a little bit. Number one is how to convert more leads, right? You’ve just simply said, like, you’ve got to just pay the price to do the mundane, over and over and over and get so confident that people and I’ve heard this before from a friend of mentor of mine, he said, people are actually buying your confidence to solve their problems. Yeah, I was on coaching calls this morning, with a with two groups that I coach, we talked about this confidence that in today’s market, you might say you’re confident, but if people can’t feel your confidence, they don’t believe you. Right, you actually have to believe that this is a great opportunity. And actually believe it because that’s where the energy is transferred. That’s where people actually you become very persuasive. And very influential is when you actually believe it enough in the in your energy convinces that. So I think that has to be obviously in place for you to convert leads, sorry to get so good at it that you can really influence people in that way. Feel free to add on anything to that you’d like. But what I’d really like to go now is is how do you pivot and go beyond that to where now you’re really managing a sales team, right towards beyond just see what does that look like from a from a logistics or infrastructure leadership standpoint, any one of those two topics are totally unbalanced? Go for it. All

Dale Archdekin 14:12
right, let me take the first one where we’re talking about converting those leads, and you set confidence, totally get that right here. And I want to put these tips out there for people, whether you’re the person actually converting or whether you need to teach other people to convert, here’s the biggest thing that I found. And there’s a progression. And I’ve been able to shave the curve for people but not eliminated entirely. And that’s a personal curve, right? It’s their own internal ability to step out of I’m the salesperson and I need to convert you and I’m worried about what you’re going to say or what you’re going to do next to the point where you truly feel on the inside. Hey, I’m your friend and I’m your counselor and I’m your guide whether you realize it now we’re not whatever comes out of your mouth. I’m going to figure out what you need, what you want and whether or not you need to be redirected, and I’m going to be with you to get you there, I am your consultant, I’m not going to say that to you right to a lead, I’m going to act that way. That’s how I’m going to show up. Every single lead that I speak to is my client, whether they’re paying me or not, whether we’re in process or not, they are my client. So that’s first for converting more leads. And then really, on top of that, is, say smart things and not stupid things. So you know, I do have that podcast called Cash call. And we play a lot of recordings. And you’ll hear inexperienced salespeople who say dumb things, or who say inexperienced things where they are not on the same side of the table as the lead. Instead, they’re in opposition to that lead. And then let’s jump into what you just asked, which is Justin prompt me again, you said, how do we then teach people to convert more leads?

Justin Stoddart 15:51
Yeah, how do you? How do you take it from where you really understand how to do this at a high level? And you start to duplicate yourself, right? You’ve talked about that, like how you’ve done in social media, but also how you start to do it inside of a sales team?

Dale Archdekin 16:04
Yeah, okay. So this is one of the things that I’ve noticed that team leaders business owners struggle with, and one of the strengths that we have is the ability to figure out what did I do? Why did I do it that way? And how do I teach it to you? That’s one and then two, why are you doing what you’re doing or not doing? And how can I get into your head? Do you understand your perspective salesperson, so that then I can explain to you how to change your action? Or how to change your perspective, so that you can do what I know you need to do in the way that you’re doing? Hopefully, that’s not too high level.

Justin Stoddart 16:42
Yeah, no, I think that’s it’s, it’s the same roadblocks that we’re solving for ourselves, right? Oh, by the way, the gold that you just shared about, about the mindset of sales, I encourage anybody to go back and listen to that, again, if you miss what they’ll sit there. But it’s now that we’ve figured out how to sort out our own stuff and really show up. And, as you said, don’t just ask people to be their advisor, but be their advisor, right?

Dale Archdekin 17:05
I am your advisor, just that you’re my client, whether you know it or not, right? Every one of your listeners, I have no idea who you are, you are all my clients, and I want all of you to succeed. And if we ever talk, I’m just going to behave that way with you. Right?

Justin Stoddart 17:20
I love that. Right? So it’s, it’s you becoming that, and then the next phase is helping, helping those that you serve, to duplicate that same thing. Right? Isn’t that simple.

Dale Archdekin 17:32
It’s that simple, it is not easy. If only it were that easy, because what I find a lot is you just have it’s, it’s a lot of personality that gets in the way, right? It’s a lot of misconception that gets in the way, it’s like, you know, initially, if you have a salesperson that’s relatively green, that salesperson is either trying to figure out how do I eat you lead, or I’m afraid of how you’re going to make me feel or how you’re making me feel. And I’m too preoccupied about that to pay attention to you. Those are a lot of the basic issues that go on in a salespersons head. And you know, they just have to, they have to have the conversations to fit to grow. And like, that’s why I said I can’t cut the curve off for them. But we can shorten the curve. That’s when you work with that salesperson. And the really good thing, and this is where Cashcall came from is listen to what they’re doing and make them listen to what they’re doing or what they’re saying or what they’re not saying. And it’s really, really impactful when you can play a recording for a salesperson. And you can say, Hey, Justin, when they said this, and you said that, where were you at in your head? What were you thinking of? Right? Were you thinking about them? Were you convinced that you were you trying to understand that person and where they’re coming from? Or were you waiting to say what you wanted to say?

Justin Stoddart 18:57
That’s powerful. I think my kids have called me out on that more often than I like to admit where I’m talking to them. In fact, it was my six year old. She said, Dad, why do when I ask you a question. You just say Uh huh. Me mean, I’m like, She’s calling me out right now. Like, I’m there physically. I’m not there mentally. Yeah, like me, she’s only six for so long, right? Like that, that like was a twist in the heart. Like, I gotta I gotta be present to show up. What I hear you saying Dale is the same thing is true. When we’re interacting with another human being maybe not as important for sure. It’s not as important as our own offspring. But they’re in that regard in the domain in which we’re serving them. It’s very important that we’re serving them on potentially the largest purchase and investment of their life. And what kind of uh huh, uh huh, uh huh. Yeah, uh, huh. Instead of like, what are they saying? What do they need and how do I serve them at a high level?

Dale Archdekin 19:52
I want to teach you a really fun technique. And this is one that anybody can implement right now. So one of the basic one of the first things that we teach is when you’re Calling leads that you’re required to repeat back to that lead whatever word they use to answer the phone, the first word they use, if they say hello, you say hello. If they say hi, you say hi, if they say howdy, you say howdy, even if you’re from Philadelphia, and that’s so weird to say you’re gonna do it anyway. Right? And here’s and this, you know, there are some actual psychological reasons that we tell people to do that because the word hello is different from the word Hi. And it catches in people’s filter, right? Even though it may not make a direct impact. Perceivable impact, it’s still different. But what it requires is, and it’s so funny when we train this, and you know, we do this ring ring thing, we do this roleplay stuff, and you don’t do it, I stopped and I said, Nope, what word did I say? And you’re like, I don’t know, cuz you weren’t listening, right? So it forces these people to active listening from the very first word, and it annoys the crap out of them. But then after a while, they get super scared. And they’re like, Oh, my God, did I say the right word or not? And they’re really paying attention. So that’s really kind of the beginning of truly active listening to people and, and then there’s other strategies that we use. So we teach this thing, we do this thing called the question game, where, basically, I’ll say an objection to you, Justin. And the only way that you’re allowed to respond is you have to ask me a direct question, to unpack the objection that I just gave you. You can’t pitch me you can’t make a statement. You can’t close me, you can’t argue with me, you have to come up with a really great question that’s going to unpack my objection. And it has to be a direct one versus an indirect one. What that does the question game in within that, like, if I said, you know, Justin, I’m not ready to work with an agent. And you asked, well, Dale, why aren’t you using an agent? And I would stop, and I’d say, Did I say I wasn’t going to use an agent? No, I said, I wasn’t ready to work with an agent, right? And so just even in that, it’s like, you’re not really understanding me or listening to the words that I’m giving you. And we’re gonna stop you, we’re gonna bring you back to it. So when you ask, how do you teach people to convert at a higher level, there’s a lot of nuance to human interaction. And you can’t just go download a list of scripts off the internet and expect that it’s going to, you know, suddenly translate into, you know, half a million dollars in GCI. So that’s, that’s, you know, attention to detail.

Justin Stoddart 22:22
And deal, I’m just thinking about the different layers of psychology that we’re working through, right it through our own really being present for people, then being been helping our teammates to do the same. And then every new person that shows up on a call, they’re coming in, and they’re acting a certain way, they’re saying different things. All of it are a total, like breadcrumb clues of what we can do to serve them. And sometimes we just walk right over him and we walk down the path we’ve always walked down, because that’s the one we were told to walk down. When in actuality, like you said, if they’d stop, and listen and say, Now, wait a minute, tell me more about that. Tell me, tell me why you said that. All of a sudden, now, it’s just they just tell us exactly how to serve them. Right? You tell us exactly how to do business with them. But we just skim past it based on assumptions based on laziness and listening, based on our own insecurities of us thinking in our own heads what we should be saying Next, we don’t want to mess it up. When that’s not the point. It’s about serving them so much. Miss Dale. Love what you’re teaching us today.

Dale Archdekin 23:24
Thanks. One of the things that I also point out when we’re teaching, as you were saying, right, you said they tell you how to sell them, or they tell you how to serve them. Right, exactly. And so we often you know, as we’re teaching students, we say, Listen, any objection, when somebody won’t do what you want them to do, when you want them to do it, or how you want them to do it, or who you want them to do it with, what they’re telling you is, I will do something at a different time with a different person under different circumstances, you just need to understand what that is, and why they think it should be that way or with that person or at that time. And if you can figure out how to give them what they want, whatever they think they’re going to get by doing it that way, you just might get it done with you or done sooner, or done at a higher level.

Justin Stoddart 24:09
And like you said, when we started off off the episode is that all too often people will go through this in a not maybe not knowingly but in a very lazy manner, or of how they communicate with people of how they’re leading their team of either how they’re converting leads themselves, how they’re teaching others to convert leads, and it always comes back to these leads suck like these leads are leads. Yeah, well, they’re not leads. They’re people and the people don’t necessarily suck. It’s just that we haven’t really identified how we could best serve them because we don’t have these, these skills that you’re teaching us today. Right? Yeah.

Dale Archdekin 24:43
And I want to give full disclosure here, man, I’m a team leader. I’m a sales manager, Team Leader, business owner. And you want to know the funny thing that I’ve discovered over the years is whenever I get upset with the lack of performance of my salespeople, but I take ownership and I go and Listen to what they’re saying or not saying or doing. And I initially get really mad and disappointed, I then think, did I spend the time that needed to be spent on task with the training to make sure that I knew they were prepared? Right? If I did that, if you demonstrated what needed to be demonstrated, and then we heard you saw you actually demonstrate it, and then you fell off and I can confidently say I invested the time that needed to be invested with you. Okay, then that’s on you, salesperson. But honestly, for me, man, a lot of times it comes back to I didn’t invest what I needed to invest. And or I didn’t consistently enforce the accountability around the process for how to do things. And so oftentimes, when I go back and fix those things, I get what I wanted, but I have to be willing to admit to myself that I didn’t, I didn’t invest what needed to be invested in order to get back what I wanted.

Justin Stoddart 25:59
What this reminds me of, I read Jocko willings book. It’s something ownership. I can’t remember the first Extreme Ownership. There we go. And what you just described there, Jocko would be proud of you. For those who don’t know Jocko he’s one of the baddest dudes on the planet, like Navy’s former Navy SEAL trained seals for decades. And it’s amazing as you listen to his stories in that book about how people made really bad decisions at times that put other people’s lives in jeopardy, he always came back to the fact of here’s where I messed up, right? i This is where I can, and it wasn’t like a self deprecating it was like, this is where I need to get better. I did not prepare my men in this way, even though, like between you, me and the rest of the world, he probably did a great job per our standards. But for his standards, just like, if there was failure underneath any of my stewardship, I take responsibility. And I think we have a hard time doing that. Because it causes us to feel insecure, it causes us to feel like we’re failing. But really what I just heard you say, Dale, is that I have the power to change everything, right? If it’s bad leads, if it’s bad sales reps, lazy reps late, like, all of a sudden, it’s like, we live in a victim world where we can’t change anything, everything sucks, and therefore my life’s gonna suck. That’s,

Dale Archdekin 27:12
that’s the point, man. Like, I have to have a sense if I have a sense of ownership, then I feel empowered to make a difference, right? There’s a little bit of, yeah, I feel bad that I didn’t do what I was supposed to do. But I still have a sense of power, I still have a sense of ownership, I still have, I have a path, right? Whereas if I say, oh, it’s the universe that hates me, maybe I should just do a rain dance and more money will come from the sky. You’re totally out of control there. Right. It’s it’s disempowering, disempowering. Yeah.

Justin Stoddart 27:44
Well, you know, whether you believe in, you know, the universe, or God or like, whatever it is, for you, I, I don’t believe that your supreme power gives when we don’t try hard enough. Like I think that that there’s, there’s an element of, we have to give our very best, and we have to keep continuing to improve. And that’s when the universe smiles upon us, or God smiles upon us is when he sees that we’re actually becoming something. And we’re actually trying, and I think great leaders operate similarly, right, is that they realized that like that they need to step up right and, and take ownership and teach other people to take ownership. And that when everybody does, that’s amazing what can happen inside of an organization, right? When everybody takes ownership. And it’s no, it’s no one but my problem, versus an organization does the opposite. It is everyone else’s problem. All the fingers pointed out, like no progress ever happens, because everyone’s disempowered. They said they’ve given away their power to change anything because it’s it’s always in someone else’s core. Whereas when we do the opposite, it’s it’s a beautiful thing. Dale, I’ve got probably have 100 more questions for who we don’t have time for that we’ll have we’ll have to get you in front of all of these witnesses, a commitment to come back at a later time and teach us more because it’s so

Dale Archdekin 29:02
you know, above above everything else, the sound of my own voice is a little sweet to me. So, you know, I’m certainly happy to come share with you

Justin Stoddart 29:10
anybody that has a podcast if we’re really honest with ourselves, there’s something that we do like talking. I love the honesty I have put for everybody’s listening here this like man, I just can’t get enough of Dale’s wisdom here. I have put a link to his smart inside sales. Build your real estate pipeline tool. It’s something you need to take a look at. Dale, you also have a Facebook group that really focuses on helping people to convert more leads. Would you tell us where that’s as people can find you?

Dale Archdekin 29:35
Oh, yeah, sure. It’s just smart inside sales on Facebook. So we started out primarily focusing on building and managing or helping people manage isa teams. And we very quickly discovered that all the same skills that isas need, agents pretty much needed to and so it’s grown since then. And so now we are probably the go to in the industry for scripting and dialogue training, as well as a sales manager Benton accountability.

Justin Stoddart 30:01
So good. So good. All right, I’ve got one more question for you that that everybody that crosses the things that your stage gets a chance to answer this one, it’s gonna catch you off guard. But again, like you won’t be scared of it. So the question is this, you are a big thinker, or you’re doing some big things moving from success to significance. What does Dale Archdeacon do to continue to be a big thinker, to continue to expand your own personal possibilities, maybe to continue to grow?

Dale Archdekin 30:27
Yeah, so I come up with ideas that I don’t know how to I have an idea of how to execute. And then I tell my team, and we don’t actually know how to execute it at any given time. And so we’d like to say my company, we’re building the plane in the air, which, you know, does cause a little bit of stress. But that’s exciting to me, right is the is the bigger idea? How can I become the How can we become the household name of scripting and dialogue, lead conversion training in the real estate industry period, right? That basically you cannot be a vendor in our industry, you cannot have a brokerage or a team in our industry without using our material. And if you are you quickly figure out that you should be using our material. That’s, that’s where I want to get to so how do I get there?

Justin Stoddart 31:17
I love it. Dale, big thinker. All the way baby. I appreciate it very much for everything you’ve contributed here. Want to thank you for that look forward to saving contact for those that by the way, watch the show we have a special gift for you. It’s how to deal with the objection when somebody says, I already have an agent. So Dale has given us a little sneak preview of that that if you’re interested in that, be sure look inside the show notes. And or just DM me and we’ll send it over to you so look forward to that. Dale again, thank you so much for your time for being v&a. Now a member of the Think bigger alumni, the community appreciate you very much look forward to continuing our association and to everybody listening today. My final request is this. Go think bigger. Dale, thanks for I want to do that today. My

Dale Archdekin 32:01
friend. Thank you so much for having me.

Justin Stoddart 32:05
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