Consider this for a moment: you are in the sales profession. You could be involved in selling a plethora of items: from real estate to automobiles, cleaning devices to timepieces, or even conceptual ideas and projects. For this illustration, let’s focus on watches. You’ve achieved a decent level of success in your field, with some victories you take pride in, alongside a few challenging deals that you managed to close.
However, when you jot down your long-term aspirations for the next five or ten years, your aspiration is to secure significant transactions. You’re not looking to spend the rest of your professional life trying to persuade individuals to allocate their possibly limited funds on items they might not truly require. No, your aim is to engage with high-profile clients—the major investors, the affluent buyers, individuals who certainly have disposable income and most definitely don’t require the products they purchase. These individuals already possess more than enough. You’re seeking clients who don’t merely read SUCCESS, but those who grace the cover.
Daymond John isn’t likely to ring you up one day to ask you to sell him a new watch… is he?
Unlikely. But just envision for a moment that he does. He expresses his desire to meet up next week to discuss a watch acquisition, proclaiming, “I’ve been told you’re the finest watch salesperson in the business.”
Your mind races with thoughts, Did he mix up his contacts? Who informed him that I’m the top watch salesperson? Why am I the chosen one?
You inhale deeply and respond, “Yes, that’s me. I look forward to our meeting next week.” Following the call, a wave of anxiety immediately washes over you.
What’s next?
You have a week to gear up for the most pivotal sale of your career. You glance at your ordinary department store trousers, your crumpled shirt, and your modest $100 watch. The image of John flashes in your mind: his tailored suits, luxurious pocket squares, and $25,000 timepieces.
There lies a stark contrast between you both. He would never consider purchasing a high-end watch from you, despite your extensive experience and expertise. You don’t exude an aura of wealth; Daymond John embodies hundreds of millions.
Should you run out and rack up charges on your credit card for a brand-new Armani suit? Should you order several imitation Rolexes to see which one appears most convincing? Perhaps call up every dentist locally to arrange for a laser whitening treatment?
While these thoughts are completely understandable, they are fundamentally misguided.
Prioritize Time Over Money
Ryan Serhant, the host of Million Dollar Listing New York on Bravo and founder of his own real estate company, SERHANT, has built a career selling exorbitantly priced properties to exceptionally wealthy clientele.
His recent publication, Big Money Energy, delves directly into this subject matter. While you might not receive an unexpected phone call from Daymond John requesting a watch sale, Serhant experienced a somewhat similar situation that led to his inaugural significant deal. He was an average real estate broker who received a call from a wealthy Chinese individual seeking assistance to sell her $2 million apartment in New York City. Like you, numerous thoughts raced through Serhant’s mind as he prepared for this client’s visit. Ultimately, he successfully concluded the sale, which propelled his real estate journey. It wasn’t his new attire that impressed her; she was so exhausted from her travels that she napped through most of their property tours. Instead, it was his understanding and insights that maximized her limited time in the United States.
“The greatest resource wealthy individuals possess is not their financial assets, it’s their time,” Serhant asserts. “If you can save them time, they will value you far more than if you manage to save them money.”
In addition to enhancing his appearance, he dedicated countless hours to research regarding the neighborhoods and buildings that might interest the client. This knowledge was far more invaluable than any designer suit or stylish haircut.
You’ll never impress Daymond John with your attire. He has spent more on his wardrobe than you have on anything throughout your lifetime. Avoid putting yourself in credit card debt trying to amaze someone who cannot be swayed by superficiality. Utilize your time to diligently explore everything there is to know about luxury watches. Which brands are gaining popularity? Which retain their value the best? What is unique or rare that could elevate John’s status the next time he’s aboard a yacht with Robert Herjavec? Price will not be an issue. What John seeks is a knowledgeable individual who can provide him with all the essential insights concisely and with confidence. He desires someone who can respond to his inquiries effortlessly, without the need to consult their smartphone for answers.
“Many believe you must act wealthy to blend in with the affluent. The reality is quite the opposite. Wealthy individuals are aware of their status,” Serhant states. “You don’t have to travel on private jets or purchase Rolexes to seem successful, as such behavior lacks authenticity.”
Authenticity is crucial when engaging with the affluent. High-profile clients are often surrounded by individuals feigning wealth, intellect, and, at times, even friendship. When someone shows genuine authenticity, it makes a lasting impression.
Embrace Your Aspiration
It’s essential to note that you should portray a presentable image. Wear attire that boosts your confidence and self-assurance.
Serhant underscores the importance of envisioning a future, more accomplished version of oneself to realize goals. His clothing choices play a role in this—his “confidence costume.” In his early selling days, he used to picture what his wealthier self might embody, referring to this future persona as Big Ryan.
“I owned a fake Rolex, and while it made me feel good, it also turned my wrist green,” Serhant reminisces. “It acted as my wrist’s vision board. I was confident that eventually, I would sell enough to treat myself to the real deal. Wearing the imitation watch, which I often concealed because it looked so artificial, made me feel that achieving that dream was within reach. However, I wouldn’t dare show it to wealthy clients, as that would have been a blunder.”
Projecting this concept of Big Money Energy and visualizing your ideal self is not merely about “faking it until you make it.” It’s about shaping yourself into the individual you aspire to be each day.
“Faking it ’til you make it is absolute nonsense,” Serhant states. “It entails pretending to possess a personality that you may or may not truly have one day. For me, Big Money Energy is about showcasing the version of yourself that exists in the future and embodying that individual today.”
Keep in mind, when Daymond John reaches out, he’s not calling to critique your wardrobe or to witness you feigning affluence. He’s contacting you because of your expertise, your respect for his time, and your capacity to offer him the finest watch available.
Why you? Because you’re the best watch salesperson in existence.
