Patrick has been a sales professional nearly all his life. His first position as a salesperson was what he refers to as “high tech industry.” Shortly after college he began knocking on doors selling cable television.
At the time this industry was considered a very innovative source of entertainment and communications. His immediate success drove him to continue in this position for several years.
It was early in his newly found career that he experienced something all salespeople go though, a couple of days in a row with zero sales! The frustration he felt caused him to reflect on his schooling, mainly the education he received surrounding economics. Or more specifically, buying patterns.
What he knew is that every product has a “buying pattern.” He felt that somehow there is a correlation between his actions and the purchasing of cable television services. This led him to begin tracking the number of doors he knocked on each day.
At the end of the month, he averaged out this number with the income he earned and arrived at a number, $0.84 per door. This provided fuel which helped him get excited to knock on more doors as he knew beyond any shadow of a doubt that he would earn $0.84 per door no matter what success he had each day.
Today, he continues to use this formula with clients and has coined the term, “Predictive Sales Index.”
After marrying his first wife and starting a family, he joined a local franchisee in the automotive industry as a manager and eventually a regional manager overseeing 8 local stores. With the sales background he was able to train and motivate his teams to provide customers with additional products and services which resulted in seven of his eight stores leading the franchisees’ sales using the KPI “average ticket price.”
And while he enjoyed supervising nearly 70 people, his love for direct sales led him on the path to begin a real estate career.
Spending more than 25 years selling real estate in the Sacramento region, he performed year after year in the top 10%. During the real estate foreclosure meltdown from 2005 and 2011, Patrick’s frustration grew to a point that he knew he would like to exit the industry.
In 2013 he was offered an opportunity to join a local sales consulting team and jumped at the chance. In the first year he realized that many of the salespeople he was placed in charge of training were underperforming in one category, controlling the sales conversation.
It was somewhat of an “aha” moment to him because he always felt that during his career as a salesperson, conversation was a vital tool for success. He began to realize that sales is a “conversation sport” and that salespeople should practice their craft to listen and speak clearly, concisely, and effectively.