The Psychology of Improving With Sales Expert Paul Scheper

Wes Schaeffer
August 01, 2022

Be willing to make mistakes…once

Author of “The Psychology of Improving From A to Z: The ABC’s of Self-Improvement”
He gives them away to connect with real estate professionals
S.I.T. “Stay In Touch” if you want to succeed in sales
Emails monthly
Sends a snail mail newsletter
His daughter does the real estate side of things
He does the loans
You must get customers before you even have a database to market to
Who has a problem I can solve?

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Sales is really just two things:
- How can I help my customer make money?
- How do I help my customers save money?
Inch by inch it’s a sinch. Yard by yard it’s hard.
He buys lists of high interest borrowers and those with PMI
He does snail mail to them and gets 0.4% percent to respond, so 4/10ths of a percent
A lot of people say “maybe” and he drips on them
New, fresh customers in one part of the database and then the “maybes”
FU means “Follow Up”
FU to FT (follow through)
Work smart and work hard
The Big Four
- Twitter
- YouTube
- LinkedIn
- Facebook Business Page
The fifth is TikTok. It’s unbelievable over there!
He does a lot with senior citizens on reverse mortgages and so he’s reaching the kids of those prospects
He gets on Groups on LinkedIn and engages
Certified financial planners, Elder attorneys, etc. is where he posts and engages
Be careful not to oversaturate the groups
He posts once per week with fresh content
Give, comment, like, and acknowledge others
Contribute because givers gain
“It is in giving that you receive.” St. Francis of Assisi

It is in giving that you receive.”

His son persuaded him to write a book
His son wrote a book when he was 22, “How to Get Focused In a Distracted World” when he was at Chapman and he learned how to focus and got straight A’s
His son challenged him to write a book after attending his seminars because Paul always had an ABC list on how to grow and improve.
Paul doesn’t want to write another book because it’s hard!
Took him two years.
You gotta be willing to make mistakes…but never make the same mistake twice.

S.I.T.: Stay In Touch to succeed in sales.”

It’s best to learn from the mistakes of others
Without a goal, good luck!
In 1983, interest rates were 13-14%. Now they’re in the high 5% range instead of the high 2%.
PDR: Practice. Drill. Rehearse. (Tom Hopkins)
You have to address the stalls and the “I’ll be back.”
“Come from your heart. Just to clarify for me.”
The set aside technique…”Let’s set that aside for now. What else is causing you to delay this decision?”
“If you don’t do anything at all, and you won’t hurt my feelings, how is your life going to get better?” Then shut up and listen.
Silent and listen are the same six letters.
A lot of times they don’t trust you.
Go find the decision makers.

Seek progress instead of perfection.”