How To Sell In A Regulated Environment
Written by Dave Lorenzo on December 7, 2016 / Archived Podcasts / Closing
How to Sell In a Regulated Environment
Do you sell a product or service under strict scrutiny by the government?
Are you looking to make progress in the healthcare, medical or dental industry?
Isn’t it frustrating working with a long sales cycle?
Selling in a regulated environment is a challenge but it doesn’t have to be.
On this episode of the 60 Second Sales Show we speak with Leila Chang the CEO of Florida Dental Benefits. Leila helps us cut through the red tape and close the deal in a highly regulated industry.
Dave Lorenzo: Hi there, Workplace Warriors. I’m Dave Lorenzo. You’ve only got 60 seconds to make a first impression and I’ve got half that time to convince you to come with me to the place to be. It’s the place you know that will make your wallet grow. It is the 60 Second Sale Show. Welcome, everyone, to the 60 Second Sale Show. I’m your host, Dave Lorenzo, and today we’ve got something really special for you. Today, we have an inside look at how to sell in a regulated industry. I know many of you out there are concerned because we’ve been helping you develop relationships. We’ve been helping you build and grow your book of business, and you’re focused on developing relationships, but you tell me, I hear all the time, I get emails, I get phone calls, I get text messages, I get shout-outs on Twitter, Facebook, Instagram, “Dave, look. This is all great and I have great relationships with my buyers but I’m in a regulated industry. I have no choice. I have to answer an RFP. What do I do?”
I heard you and we’re answering that today. I have the best expert on the planet or at least the best expert I could find to answer this for you, my good friend Leila Chang. She’s the CEO of Florida Dental Benefits. She’s out there right now, her staff … She’s out there pounding the pavement. Her staff, her sales team, they’re out there pounding the pavement every day looking to help the toothless population of Florida and she’s going to teach us how to sell in a regulated industry. At least, she’s going to give us some insight. She’s going to give us a window into how you can break through if you have to follow an RFP process or if you’re in a competitive industry or if you’re in an industry that is ridiculously overregulated, this is the show for you. Now, I don’t want you to tune out if you’re not in a regulated industry because we’ve got all sorts of great stuff for you today. We’re going to talk about the experience you provide to your clients. We’re going to talk about that right now, but before I get into that, I’d be remiss if I didn’t welcome in my partner in crime, the person who makes all this happen, the wonderful, the talented producer of this show, Nancy Pop. Hello Nancy, how are you today?
Nancy Pop: Hello, Dave. I am just not getting out of bed from Thanksgiving. How about you?
Dave Lorenzo: You know, it’s funny. I’m sure there are a lot of people out there who are … They’re gonna listen to this show probably seven days from now or even into the future, and they’re gonna be like, “Thanksgiving? What are you talking about? It’s sunny, I’m at the beach, I’m listening to this podcast,” and that’s fine, but as we’re recording this show today, it’s one week from Thanksgiving, seven full days. It’ll be seven full days tomorrow. I didn’t really have the tryptophan coma this year. I did fry the turkey. If you listen to last week’s show, we had my friend, Enrique Fernandez on the show last week and in addition to being an expert on developing systems, he also gave us some thoughts on how to fry a turkey. His insight was really, really good. I used a couple of his tips when I fried my own turkey on Thanksgiving. I think it came out pretty well. I’m gonna do another one next week. We have another group of people.
As many of you know, those of you who have been listeners for a while, we here in the Lorenzo house have a bed and breakfast that opens a couple of days before Thanksgiving and it closes a couple weeks after Thanksgiving. We have people just rolling in and rolling out, my wife’s family mostly. Last week, it was my family. So we cook extravagant meals from week to week. Next week, I’m gonna do another turkey and I’m gonna use what I learned in my Thanksgiving turkey fry and I’m gonna make the turkey even better. Those of you who missed it, you didn’t catch the turkey that I fried, you can go to Instagram, @thedavelorenzo on Instagram, and check out me pulling the beautiful, they say it was a 25-pound turkey. I think it cooked a little faster than that. I think it was probably more like 20 pounds. Maybe it was 25 pounds with all the guts inside before we took ’em out, but it’s a beautiful 20-pound bird. You can go look at it on Instagram. You can marvel at my capability as a fry cook. It worked out very, very well. My house didn’t burn down and everybody had a good time. So that was great.
Let’s talk about the experience that you provide now. As an entrepreneur, as a business leader, as a sales professional, there’s three things we provide our customers. We can provide our customers with a product, we can provide our customers with a service, we can provide our customers with an experience. Some of us provide all three, some of us just provide a service and the experience, some of us just provide a product and an experience but what we always forget about is the experience. My friends, this is where your competitive advantage really lies. You as a sales professional can create a competitive advantage with the experience you provide. Let me give you an example. Nancy traveled to Erie, Pennsylvania for her Thanksgiving and I’m sure that was a fantastic trip. How was your trip to Erie, Nancy?
Nancy Pop: One speeding ticket later, I’m safe and sound back in New York, and that’s all I have to say about that.
Dave Lorenzo: Oh, speeding ticket. New York state speeding ticket or a Pennsylvania-
Nancy Pop: Pennsylvania.
Dave Lorenzo: Oh, Pennsylvania. Wow.
Nancy Pop: Now I have to go all the way back to go to court if I do that.
Dave Lorenzo: Well, you could just plead guilty. How fast were you going?
Nancy Pop: I was just going 80 on a 70 mile per hour highway. It wasn’t even hailing yet.
Dave Lorenzo: Here’s the thing. How much is the fine?
Nancy Pop: $150, not that bad.
Dave Lorenzo: Don’t go. Don’t go.
Nancy Pop: Yeah.
Dave Lorenzo: Save up, pay the $150. Where was the ticket? What was the township of the ticket?
Nancy Pop: I was somewhere in central Pennsylvania, like in the boondocks somewhere.
Dave Lorenzo: Okay. Yeah, it’s not worth it.
Nancy Pop: Yeah.
Dave Lorenzo: Save up your money and just send in the $150 and be done with it. It’s not worth a trip. You’ll plead it down and what are you gonna pay, $75 plus court costs? You’re gonna save yourself $50, and then to drive to central Pennsylvania-
Nancy Pop: Even then, it’s gonna cost me.
Dave Lorenzo: I love Pennsylvania, but the drive through Pennsylvania in the winter time, to me, it’s not worth $150.
Nancy Pop: Exactly.
Dave Lorenzo: So I had an experience over Thanksgiving. My family was here, we were having a great time. My son’s birthday is a couple days before Thanksgiving. It’s between Thanksgiving and my son’s birthday and we’re all sitting around the table reminiscing, and my father gets a phone call. Unfortunately, my uncle passed away. So we ended up having to fly out, my mother, my father, and I. My parents were gonna stay an extra week. We ended up having to fly out back to New York. They had to flight out back to New York, I had to fly out with them for the services, and to pay our respects, and to comfort some family members, and for me, it was gonna be a quick trip because we had a ton of people here in the house and I didn’t want to leave my wife alone to have to deal with all of them. I flew up with them on Friday and I flew back on Saturday. The services were Friday night and Saturday morning and I was able to get all that in in 24 hours.
We fly up and back on American Airlines, and if you live in Miami, you know that American Airlines has an absolute stranglehold on the gates here at Miami International Airport. Thanksgiving weekend, the only flight we could get out of Miami into JFK, go up without incident, we’re coming back, and I go to the airport. It’s immediately after the funeral. I come right from the cemetery. I’m in a suit, I need to change, and I’m tired. I’m just kind of out of it. I said, “I’m gonna go to the Admiral’s Club. I’ll get a day pass.” That’s the American Airlines lounge. I’ll get a day pass and I’ll have to pay whatever I have to pay. At least I can change in a clean facility, and I can get a drink, and there’s wifi there. It’s free, it’s included, it’s fine.
I go and I approach the podium, and the woman says, “Hi, how are you?” I say, “I’m great.” She says, “Really? You’re great?” This is Concourse B, JFK. I say, “Yeah, I’m absolutely great. I’m going home and I’m thrilled to be going home.” So she says, “Hm,” and she types in the computer. She’s like, “First class to Miami?” I was flying first class. She said, “That doesn’t get you the lounge.” I said, “I know. I want to buy a day pass. I’m happy to do it.” I took out my credit card. She said, “Nope, no day passes. Lounge is under construction.” I just looked at her. I said, “Okay.” I kind of sighed and I put my wallet back in my pocket, and as I turn to walk away she looked at me and she smirked and she said, “I guess you’re not great now.” I was shocked. I was absolutely shocked that someone would say that to me. As a premium passenger, I paid first class prices for the ticket and the experience provided to me by American Airlines, and this incident in this instance was just absolutely awful. This is why I avoid flying American Airlines whenever I can.
The lesson here, the thing that I want to impart on you, the reason that I tell you this story today is because I want you to understand that when you are out there, everything you do from your first point of contact with your client, or your prospective client, or your referral source, everything you do, everything you do affects the experience the person with whom you’re interacting has with you, everything you do. Along the way, if you’re cold calling, you’re breaking down that door, you’re kicking in that door, if you call 15 times and you hang up and the caller ID has your name on it or the caller ID has your phone number on it, that person’s gonna know you’re calling 15 times and hanging up. If you’re sending 30 emails, that person’s gonna know you’ve sent 30 emails. Maybe that’s what you’re going for? Maybe you’re going for persistence, that’s fine, but if you’re pushing your way in, that’s the first impression. That’s the way you’re starting your experience with your customer.
The way we do things around here, our system, The 60 Second Sale system is about love at first sight for business. It’s about how we develop relationships with our prospective clients. When you go out and you look to initiate that interaction, are you doing so by extending value to that potential client or are you doing so with your own best interests in mind and pushing your way in? Think about the experience you’re creating. Think about the competitive advantage you want for yourself as a sales professional, as an entrepreneur, as a business leader. The experience you provide is everything. That’s your competitive advantage. When you’re selling, if you lead with value, if you lead thinking about the best interest of the other person, you’re creating a tremendous competitive advantage that other people will not be able to replicate because the experience you provide is unique to you. I’m gonna say that again. The experience you provide to someone else, the experience you provide to your client, is unique. No one else can replicate that because you’re you.
It’s a snowflake. Remember that? Everybody used to say when you were in grammar school, “Everybody’s like a snowflake. No two people are alike.” Your grammar school teacher used to say that to you. Fine, great. Let’s use that then. The experience you provide is like a snowflake. It’s like a beautiful gentle snowflake falling on your eyelashes. Perfect for the winter time, right? You are providing something unique, something different, and that’s your goal. Think about that on your approach when you sell and now, let’s think about the unique nature, the snowflake-like nature of selling in a regulated industry. How is that for a clumsy segue? Nancy, do me a favor. Read the marvelously impressive bio of our guest today and then we can get into a really interesting conversation with one of my favorite people.
Nancy Pop: So today, we have the marvelous Leila Chang. She is the CEO of Florida Dental Benefits, a dental benefits company headquartered in Miami Beach, Florida. Leila started her career in healthcare in 1988 working for a south Florida HMO. Leila has worked in all aspects for the dental benefits industry. Previously, Leila was a founder, investor, and CEO of Atlantic Dental Benefits, a manage dental care company in Florida. During her tenure, Atlantic Dental has returned a significant profit to investors and has grown the organization to more than 700,000 members and 2,000 dentists throughout Florida. Wow. Miss Chang is a graduate of Florida International University in Miami with a bachelor of science in computer science.
Dave Lorenzo: Leila Chang, welcome to the show.
Leila Chang: Hi, Dave.
Dave Lorenzo: Hey, look at that. You like that bell? That’s a new addition here.
Leila Chang: That’s awesome.
Dave Lorenzo: I don’t know how that ended up on my desk, but I figured I would ring it just for you. What’s happening, Leila? How are you today?
Leila Chang: I’m great. I’m great. I can’t wait to get into this.
Dave Lorenzo: So 700,000 members, 2,000 dentists. Let me ask you a question, Leila, and this is probably the most pressing question I’m gonna ask you, okay? Four out of five dentists surveyed recommend Trident to their patients who chew gum. What does the fifth dentist recommend? I think you need to go out to your 2,000 dentists and I need an answer to that question. Will you do that for me?
Leila Chang: He recommends not chewing gum. That’s what he recommends.
Dave Lorenzo: I don’t know what’s wrong with him. Anyway, a bunch of doctors used to smoke back in the 70s too. I don’t think they’re recommending that anymore either. Leila, here’s what I’d like you to do for us, if you don’t mind please. You have one of the greatest family stories that I’ve heard. Will you give us the two minute overview of your background and what brought you here to Miami?
Leila Chang: Sure. My dad was Chinese. He was born in Canton, and my mother is Cuban. My dad made his way to Cuba via the Philippines. He met my mother, and got married, and had me. When my mother was pregnant, my dad actually was able to exile himself in Guantanamo Bay to come to the United States so that he could claim us. Then we came here in 1966.
Dave Lorenzo: Wow. All right. Great story, and we are just a few days past a historic event. Those of you who are time shifting and listening to this at a later date, there’s no way you can possibly understand the impact on the Cuban community here in Miami as to what happened. Fidel Castro passed away just days ago. Leila, give us a sense for what that event means to the Cuban community and what it means to you personally.
Leila Chang: I can’t speak for the Cuban community. I can tell you what it means personally. My dad came over first, then my mom, my grandparents, and I came over shortly after. Actually, that’s not correct. I didn’t meet my dad until I was two years old, but we all lived in a little apartment, probably about 500 square feet, all five of us, and my parents, who had worked at businesses in Cuba had to come here. My mother had to work in a factory making wigs, and my dad had to work as a restaurant worker. My grandparents, who were well into their 60s, had to start working as well. My grandmother was a maid for Holiday Inn and my grandfather worked at the back of a cabaret type of show. He worked the coffee in the back. My family had to really start from scratch with nothing but what they could carry with them on the freedom flight. It was quite a struggle, but they made it happen. When people start talking about Castro and about the benefits that he brought to Cuba, it’s just difficult when you have firsthand knowledge and firsthand experience of the sacrifices that people had to make to leave the country.
Dave Lorenzo: I understand. Your family story is one that … It’s so important for those of us who have been blessed to be born here in the United States, those of us who really have this as our birthright, we take it for granted. These stories, anytime you have the opportunity to hear these stories or any time you have the opportunity to hear someone tell a story like this, you need to avail yourself of that opportunity because it is what makes up the fabric of our country. Stories like your family’s story remind us of how great this country is and the opportunity and what people will do in order to have this kind of opportunity, an opportunity that we, I, being born here, my kids born here, take for granted every day. We need to hear these stories as often as possible, so thank you. I appreciate you telling us this story. So how did you get to be CEO of Florida Dental Benefits? How did that happen?
Leila Chang: As I mentioned, I started in healthcare by mistake, actually. As Nancy mentioned, I have a computer science degree, but once I got out of college and started working in computer science, I found that I really hated it. A friend of mine was working for a local south Florida HMO selling Medicare door-to-door. She said, “This is a great opportunity. Why don’t you come work with us?” That was my first entry into healthcare, which was going door-to-door and selling Medicare products to the 65 and over community. I liked it, I liked the interaction, I liked being in healthcare, and then an opportunity came up in dental. It was a better opportunity. I didn’t have to go door-to-door, I was working in customer service, and just started, like I said, by mistake, just kind of fell into it and loved the industry. I like dental because it deals with healthcare but it doesn’t deal with all the catastrophic things that happen in medical. Like I mentioned, just kind of by mistake, and here I am.
Dave Lorenzo: All right. Well, we’re glad you’re here. Tell us about sales in healthcare, sales in the dental industry. What’s the process like and how difficult is it to sell? You have an enormous amount of regulations. Give us a quick overview of how tough it is to sell.
Leila Chang: You and I have talked about it. The sales cycle in healthcare is incredibly long. Everyone has what we call an open enrollment date. If you don’t speak to the person before the open enrollment date, you have to wait a year. Most companies renew their benefits in January or in October. If you don’t speak to them three to four months before that date, then you won’t have an opportunity in the following year. You might start a conversation with them that they might not be up for renewal that year. They might have a two or three year contract and so you’re speaking to them for two or three years before you even have an opportunity to quote on their business. It’s really about developing that relationship.
Secondly, this kind of business is pretty much controlled by the agent community. An agent will represent several lines of insurance or they might work with three or four different carriers, and they’re the ones who are presenting the information to the employers to make the decision. About 90% of the business is controlled by agents. The other-
Dave Lorenzo: So-
Leila Chang: Go ahead.
Dave Lorenzo: No, please. Continue.
Leila Chang: The other 10%, as you mentioned before, is controlled through the RFP process, the request for proposal process. That’s mostly larger employers, municipalities, and they normally go out to bid, I would say, every three to five years.
Dave Lorenzo: All right. So talk about the relationships. Who do you have to develop relationships with and how do you have your sales team develop relationships?
Leila Chang: There’s three ways that we develop relationships. The first way is we develop relationships with the agent community. An agent will control multiple employers. It’s a great way if you get a good relationship with an agent, he’ll quote you on multiple accounts. With dealing with one person, you can have access to a multitude of employers. That’s the best way. Secondly, is you can develop a relationship with the business and then they might have an agent that they work with, and then they can introduce you to the agent, and you can get in that way. The third way is the RFP process, which is normally done through a purchasing department, but again, if you wait to speak to someone, if you wait to present right before the RFP process, it doesn’t work. You have to develop the relationships way before the RFP is ever written or the RFP is ever sent out.
Dave Lorenzo: So if you have a good relationship with the purchasing people and the RFP process comes around, you have the opportunity to really shape the RFP, right? You can help shape the requirements and help them with crafting the way the RFP is worded. Am I correct on that?
Leila Chang: Exactly. Sometimes they might not realize that the way that they’re writing the RFP limits the people that can respond to it. So it’s important to have them understand that if they write it a certain way, only the, let’s say, top three or top three largest carriers will be able to respond. So they’re leaving out the local carriers. It’s important to have that conversation with them ahead of time. Again, if you’re waiting ’til the RFP is written, you’re never gonna have an opportunity.
Dave Lorenzo: What’s the farthest out you’ve developed relationships? In other words, how long have you waited for relationships to pay off for you?
Leila Chang: The longest sales cycle, I would say, is three years.
Dave Lorenzo: So you developed a relationship, and then you wait, and you wait, and you wait, and three years later, all of a sudden, 100,000 people jump on board?
Leila Chang: Exactly. Ours, we had 40,000 members, but it took three years, and this was over a relationship that I’ve had previously. So I’ve known this person for, I would say, 10 to 15 years, but they were very happy with their current carrier. We just kept the conversation going. I’d check in with them every three to four months to see how they were doing, and when they were actually thinking about going out to bid, we spoke and responded to it. Then we had follow up meetings and we were able to get the business three years later.
Dave Lorenzo: You said there’s three groups, right? How do you initiate new relationships with, let’s start with companies? In fact, let’s just focus on companies. You use companies, agents, and RFP process. RFP process, if you’re listening and you’re interested in learning how to develop business through an RFP process, there’s a ton of information on the website. I think I’ve done a couple of videos. We even might have done a podcast on it. That’s out there. I want to know about companies. So tell us how, Leila, you initiate a relationship with a company knowing that it could take three years?
Leila Chang: For example, I was just calling someone today from an automotive part company that has probably 200 to 300 employees. It’s about getting in, finding out who their HR person is. It’s about making cold calls, finding out who the right person to speak with, and then I use LinkedIn a lot. I use LinkedIn to see if there are connections that I can get to get an introduction to that person. Then it’s just about speaking to them, sending emails, following up until I am able to get information on who they have currently, what’s their effective date, so that I can put them in my tickler file and reach out to them six months before their effective date.
Dave Lorenzo: Give me a LinkedIn success story if you can think of one. How have you used LinkedIn to research and connect through to somebody?
Leila Chang: One of the big home runs for us is when we are able to get an HMO. A medical HMO will offer dental and most of the times when they’re offering dental, it’s not them offering dental, they outsource it. So they would outsource it to someone like us, like Florida Dental Benefits. I actually was prospecting on LinkedIn and the contact person on there, which was the Director of Provider Relations, I saw there was a connection with someone specifically from BNI, a business networking group that I’m a part of. I was able to contact that person, say, “Do you know this person? Could you recommend that they speak with me?” It took about three months out of the sales cycle, or at least the contact cycle because it was a warm introduction.
Dave Lorenzo: You went on LinkedIn and you saw the person you wanted to target, and then you looked through and saw who was a mutual connection, connected to you, connected to them, and you noticed that this person, who was in a business networking group with you, was also connected to both people. So you went to that person, you said, “Hey, I can provide significant value. Can you make an introduction to me? Here’s what I’d like to do for them.” They introduced you and they gave you a shortcut to the sales cycle by three months.
Leila Chang: About three months, exactly. I think it’s important to say you have to really … With LinkedIn, you might be connected with someone and they don’t know you. It’s really important to take that step to find out if that person knows them versus calling them and saying, “Oh, we have a common connection.” That doesn’t work. It’s really about doing your homework and reaching out to that middle person to make sure that they have a good relationship with the person you’re trying to contact.
Dave Lorenzo: Yeah, I completely agree. I find that LinkedIn, basically, is a trail of breadcrumbs that leads you home.
Leila Chang: Correct.
Dave Lorenzo: It’s not a map, it’s not the actual path, it’s clues, it’s hints. What I do with LinkedIn is I use it to figure out who the exact person is. Sure, if I have a first degree connection, I call them up and I say, “Hey, do you know this guy?” What I’ve found is nine times out of 10, they don’t know ’em and it’s just somebody who spammed them and they clicked on Yes or who is somebody who they spammed and that person clicked Yes, I’ll accept your connection, but if gives you a frame of reference. It gives you a place to start. The beauty of LinkedIn, you can upgrade your membership, but it’s free. You can connect to all these people for free and see who people know. It’s a great resource tool. Speaking of which, what other resource tools do you and your team use to find out who the ideal person is in a company?
Leila Chang: It’s religious trial and error. For us, the people that make the decisions are usually the CEO, an HR director, or a purchasing director, depending on how large the company is. Really, those are the three people that we’re targeting. Most of the times when you call, you’re able to get that information and those people are open to speaking with you or providing you the information, and most of them will refer you to the agent that they’re working with.
Dave Lorenzo: Okay, great. We have just a couple of minutes left. I want to ask you if you can remember the biggest success story you’ve had in sales, the thing that you’re most proud of in sales and selling. Tell us that story, if you can think of it.
Leila Chang: Hm. I think every time you close a deal is a success story. As long as I’ve been in business, it always surprises me how successful you can be if you just keep at it. You talked about persistency and you’re right, there’s a fine line between persistency and being annoying. It always surprises me. If you’re persistent, and you are professional, and you’re providing something of value, eventually, you’re going to get an opportunity. I think you were the one that said to me something about you don’t end the sale? What was that? You know what I’m talking about?
Dave Lorenzo: Yeah, I know exactly what you’re talking about. The client doesn’t decide when the sales process ends. You decide when the sales process ends.
Leila Chang: That’s one of my favorite things. I read that all the time.
Dave Lorenzo: That’s the thing. The sales process is over when you decide it’s over. If the client isn’t interested today, you simply haven’t shown them enough value or the right value. What you need to do is you need to figure out what problems they’re having and how you can solve them. Until you figure that out, you need to just keep coming back and asking them. Here’s the thing. If you do that in a way that is non-threatening and that is focused on them and benefiting them, few people will ever say, “No thank you. I don’t want help. I’m not interested in you doing something great for me.”
An example that I give people all the time is I’ll regularly talk to people and I’ll say, “What’s the biggest issue you’re having right now? If you could wave a magic wand and solve one problem, what would that be?” For example, with me, if it’s a problem with financing, I don’t have anything to do with finance. I help people with business strategy, productivity improvement, I can help you with a merger, an acquisition. I can help you sell more stuff, but finance is not my thing. However, I know a lot of bankers and I know a lot of people who can do some creative financing with really, really good results.
Somebody says to me, “I’m having trouble. I have to purchase heavy equipment.” Builder, “I have to purchase heavy equipment to buy a block of homes, and if I can’t get this equipment, I’m gonna be up a creek because I’m not gonna be able to build this new development.” Well it turns out, not only do I know somebody at Wells Fargo who does that kind of financing, but I also know a couple of people who will do financing short term for you ’cause you want to get started tomorrow. I got a guy who can get you the money tomorrow as long as you have a path to getting longer term financing.
That has nothing to do with me. I don’t have anything to do with that other than making the connection, but what does that do? It furthers the relationship. So when that person says to me, “Gosh Dave, I can’t thank you enough. You saved my business. I’m now gonna be up 30%, 40% for the year. Thank you so much.” I look at the person and I say, “You’re welcome, it’s my pleasure. I know you’d do the same for me, right?” They say, “Of course.” When you’re ready to sell those homes that you’re building on that lot, I want you to give me a call. I’m gonna help your team sell them faster than you sold out your last development. That’s how you handle providing value and developing relationships based on value.
The sales cycles may be three years, but the investment you make today will pay off down the road. That, my friends, is the big takeaway that we get from my good friend, Leila Chang. Leila, I thank you so much for joining us on the 60 Second Sale Show today. All of our guests here on the 60 Second Sale … This is my game show portion of the show, by the way, now Leila. All of our guests here on the 60 Second Sale Show receive two fabulous parting gifts. They receive the book Obsessed by Grant Cardone and they receive Million Dollar Maverick by my mentor, Alan Weiss.
I am going nuts with the bell I found on my desk today. Leila, thank you so much. Thanks, as always, to the wonderful and talented Nancy Pop for being our producer. That’ll wrap up our show for this week. Remember, if it is … Well, I don’t know. This show may not be on Wednesdays anymore, but if you’re listening to this show, it’s the 60 Second Sale Show. I can’t even speak. If you’re listening to the show, it’s the 60 Second Sale Show and I am Dave Lorenzo. Until next time, here’s hoping you make a great living and live a great life.