Sales Mastery with David Hill

For this episode, I welcome David Hill, a leading expert on telephone prospecting, bestselling author, and popular podcast host of the Path to Mastery Podcast. Over the past twenty-eight years, he has worked as a salesperson in numerous industries and depended primarily on the phone to make sales. He was previously a team leader at Keller Williams Greater Hartford and is now at eXp Realty.

David first shares his background story from a call-center caller when he was seventeen years old to building a career as an excellent salesperson. A funny turn of events is that David’s career in real estate was largely influenced by his then 10-year-old daughter… I hope you listen to the episode to hear all about it!

We discuss the lessons of resiliency and dealing with rejection that David learned during his journey making sales calls. David explains call reluctance as the ‘little voice’ that stops you from taking that leap and the many forms it shows up in.

David explains why you need to be proactive in sales to be good at it and effective salespeople condition themselves to be this way. He perfectly describes the type of character that he believes will struggle in sales and points out that you need more than a great personality to be successful. David made a lot of mistakes and had many failures but his willingness to continue making things right is what has defined his success. He has mastered how to be the right leader even as he looks for the right people to hire.

We eventually dive into the topic of David’s bestselling book, The Sales Playbook. He wrote the book to give people eleven strategies to become great at sales. ‘The hidden goldmine in your pocket’ is a phrase David uses to describe a phone and your contacts and all the connections you can make with them. The text message form of communication can be interpreted differently and hence ineffective as compared to face-to-face calls or voice calls.

We move on to discussing real estate and why David prefers wholesaling which isn’t necessarily a favorite of most real estate investors. He explains most of the strategies that make him believe that there’s a lot of potential in wholesaling.

David describes his experience hosting his podcast, the Path to Mastery, and bringing Gary Vee plus other prominent people on his show. One of his popular pieces of advice is for people to stop rushing in life and instead slow down and be present. David asks for my feedback on his podcast which I willingly give based on the episodes I’ve listened to. We also talk about the art of podcasting and what it takes to put high-quality audio out there. Don’t miss this episode of Just Start Real Estate with the very smart and engaging, David Hill!

Notable Quotes:

“In sales, don’t take things personally.”

David Hill

“If you’re going to be good at sales, you’re going to have to be proactive in some capacity.”

David Hill

“If you’re the type of person that can’t get beyond your own ego, beyond not looking good or being right all the time, I think you’re going to struggle in sales.”