Overflow: Non-stop Leads Part 2

Sales and Lead Generation Foundations
- Establishing the proper mindset and skill foundations for consistently generating leads and making sales as an expert/consultant.

Lead Generation
Having a continuous flow of leads is essential for business survival.

A company's entire existence is predicated on its ability to continually create new customers. Lead generation is the critical first step that enables everything else. Before teaching strategies, the instructor wants to ensure the audience has the proper foundational mindset for attracting and converting those initial prospects.

Action Steps:
1) Conduct a self-audit of your current lead generation activities and sources  
2) Identify the top 3 channels that are delivering your best leads
3) Brainstorm 2 new lead generation campaign ideas to test

Selling Skills  
Converting warm leads into paying customers is the biggest stumbling block.

Despite the audience presumably consuming the instructor's content, when he puts them through role-playing exercises, their sales abilities are completely lacking. He sees this as a "brick wall" that must be addressed. No matter how good you are at delivery/production, if you can't sell effectively, you'll never get to share your true expertise with clients. The instructor expresses some tough love here to trigger a mindset shift around improving selling skills.

Action Steps:  
1) Record yourself conducting a mock sales conversation and critically assess your performance
2) Study 3 examples of successful sales professionals selling a similar offer  
3) Script out and practice delivering your unique selling process out loud

Delivery and Operations
Having streamlined production processes enables scaling expertise.

Compared to lead gen and selling, Chris Do sees his audience as relatively strong in this operational area of successfully delivering their expertise through products/services. However, he still wants to optimize this aspect, as you can't leverage your talents without first mastering the crucial step of customer acquisition. He acknowledges there is always room for further systematization.

Action Steps:
1) Document every step in your current delivery processes/workflows
2) Identify the top 3 bottlenecks or inconsistencies in your execution  
3) Research 2 new tools/apps to test for greater productivity

Mastering the Core Skills
Providing an overview of the 3 critical pillars required to build a thriving expert-based business.

The Mindset Foundation  
Having the proper mental framing is paramount before building true expertise.

Chris Do mentions that before getting into specific tactics, the audience must solidify their mindset around being capable of success. He references the "curse of knowledge" - the flaw of assuming others are at your level of understanding and motivation. By reframing inaccurate limiting beliefs holding people back, he can then provide substance that will be properly integrated and applied.

Action Steps:  
1) Write out your personal story of why you're called to this work
2) Identify 3 successes you've already had as proof of your potential
3) List the beliefs/thoughts that tend to hinder your self-confidence

Establishing the Proper Foundation
Having a strong, level foundation is critical before building anything else.

Drawing a powerful analogy from his former teacher, Chris Do explains that if you try to build a house on a crooked, unstable foundation, every subsequent aspect will be flawed and require constant compensation. Just as a a builder must start with a properly squared and plumb base, the audience must ensure their core ground is solidly set before piling on other strategies that will inevitably falter.

Action Steps:
1) Define the mission/purpose that will form your foundational "why"  
2) Get honest feedback from others about any perceived incongruencies
3) Establish your personal code of ethics to filter all decisions through

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