Invest in You

The Art of Closing: Emotional Engagement Meets Logical Justification

Fredrik shares 24 proven sales moves designed to boost your close rate by 33% or more. Emphasising the importance of shifting from a seller mindset to a strategist approach, he encourages listeners to build trust and allow clients to feel in control during the sales process. Key takeaways include the necessity of thorough discovery through asking the right questions, diagnosing client needs without premature prescriptions, and selling with logic while closing with confidence. The episode also highlights the significance of emotional engagement in sales, using storytelling and social proof to reinforce value. KEY TAKEAWAYS Shift Your Mindset: Transition from viewing sales as a negative experience to understanding it as a strategic process. Embrace the idea that selling is about guiding the customer rather than manipulating them. Build Trust Through Connection: Establish rapport with potential clients by engaging in personal conversations and demonstrating genuine interest in their needs and values. This connection is crucial for building trust. Focus on Discovery: Prioritise asking questions to uncover the client's history and current situation. This discovery phase is essential for understanding their needs and determining if your solution is a good fit. Close with Logic and Emotion: While emotions drive purchasing decisions, logical reasoning is vital during the closing phase. Use logical justifications and social proof to reinforce the value of your solution. Control the Frame: Allow clients to ask questions and express concerns, but also guide the conversation to highlight the unique aspects of your offering. Position yourself as a solution provider rather than a commodity. BEST MOMENTS "Your story is unique. Your track record is unique. They are unique. Whatever solution might be together is unique." "You love to buy, but you hate to be sold to. Hence, allow them to feel in control of the call." "If it's not a fit, don't pitch. Customize whatever it might be if you're not confident, don't try to close." "Sales is emotion; closing is about logic. Like this does make sense, like I need to be nice to see." "You are not from a seller point of view, like in a position where you have to sell. Time pressure is not kind." ABOUT THE HOSTS Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life. EPISODE RESOURCES And one final thing — if you’ve been following Alex Hormozi like I have, you know he drops game-changing insights in every book. His next one launches August 16, and if you want access to the live event and all the bonuses, go to: shop.acquisition.com/pages/register?via=trustfredrik That’s my personal affiliate link — I recommend it because I believe in the value.Get it. Read it. Use it. Until next time — go close something meaningful.I’m Fredrik, and this is Invest in You. CONTACT METHOD Fredrik Sandvall www.linkedin.com/in/sandvall/ https://www.facebook.com/FredrikinLondon/ Charlie Sandvall LI: https://www.linkedin.com/in/csandvall/ Youtube Channel: https://youtube.com/c/Sandvall Ivan Sandvall Instagram @ivansandvall

Entrepreneurship Through Acquisition: A New Path to Business Ownership

In this episode Frederik engages with Harry Ratcliffe, an expert in mergers and acquisitions (M&A) and co-founder of DealSage. They discuss the importance of momentum in the M&A process, emphasising that timely preparation and clear communication can significantly enhance deal success. Harry shares insights from his investment banking background, highlighting common pitfalls buyers face, such as inadequate due diligence and misaligned expectations with sellers. He introduces the concept of "entrepreneurship through acquisition," showcasing how aspiring entrepreneurs can benefit from acquiring existing businesses rather than starting from scratch. KEY TAKEAWAYS Momentum is Critical in M&A: Maintaining momentum throughout the M&A process is essential for success. Delays and uncertainties can derail deals, so it's important to keep all parties informed and engaged. Understanding the Lower Middle Market: There is a significant opportunity in the lower middle market, where businesses with lower EBITDA figures are often overlooked. This space is characterised by a lack of transparency and structure, presenting both challenges and opportunities for buyers. Importance of Diligence: Buyers often fail to conduct proper due diligence, which can lead to unforeseen issues later in the process. Understanding the historical and current state of a business, including legal matters and employee transitions, is crucial. Creative Deal Structuring: Creative deal-making can involve various structures, such as seller notes and earnouts, which align the interests of buyers and sellers. These structures can help manage risk and ensure that both parties feel secure in the transaction. Leveraging AI for Transparency: Advances in AI can provide valuable insights and streamline the due diligence process, allowing buyers to make informed decisions quickly. The goal is to reduce the time spent on deals that may not be viable, enhancing overall efficiency in the acquisition process. BEST MOMENTS "The number one key to a successful M&A process is momentum. Time kills all deals, and if processes start to lose speed, uncertainty creeps in and derails everything." "There's this entire lower middle market industry, and people are buying these businesses. My mind was blown; I wanted to understand this space more." "Creative deal making is really one way how deals are being made in terms of finding a problem solution for the buyer and seller." "We want to stop you from buying a business that you shouldn't. We want to create way more transparency in this traditionally opaque space." "Finding the right partner is always a challenge. It can really just be a 10X, not a 2X, to have the right partner on board." RESOURCES https://www.linkedin.com/in/harryratcliff/⁠⁠ ABOUT THE HOSTS Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life. CONTACT METHOD Fredrik Sandvall www.linkedin.com/in/sandvall/ https://www.facebook.com/FredrikinLondon/ Charlie Sandvall LI: https://www.linkedin.com/in/csandvall/ Youtube Channel: https://youtube.com/c/Sandvall Ivan Sandvall Instagram @ivansandvall

The Importance of Early Legal Guidance for Entrepreneurs: Lessons from David Sclar

David Sclar discusses the importance of collaboration in business, emphasizing that expertise in a specific domain, such as marketing or law, should not overshadow the need for teamwork. Sclar shares insights from his time at Harvard, highlighting the value of continuous learning and adaptability. He addresses the legal considerations for entrepreneurs, particularly in the healthcare sector, stressing the significance of early legal consultation to avoid costly mistakes. Sclar also discusses the intersection of health and privacy, urging businesses to be mindful of data handling. Additionally, he shares personal health tips, including the benefits of integrating protein powder into coffee and the importance of weight training. KEY TAKEAWAYS Collaboration Over Competition: Success in business requires collaboration among various departments, rather than individuals asserting their expertise as the sole authority in the room. Importance of Early Legal Consultation: Entrepreneurs should engage with legal professionals early in their business journey to avoid costly mistakes and distractions later on, particularly in areas like compliance and shareholder agreements. Health and Wellness Integration: Maintaining personal health is crucial for overall performance. Incorporating exercise, proper nutrition, and mindfulness into daily routines can significantly enhance well-being and productivity. Practical Knowledge Sharing: Books and resources that provide actionable insights and practical tips are invaluable. They should focus on real-world applications rather than vague advice, enabling readers to implement changes immediately. Value of Connection and Service: Investing in oneself involves recognizing personal desires for connection and service. Engaging in activities that fulfill these needs can lead to a more meaningful and satisfying life. BEST MOMENTS "It's more about collaboration and implementation." "I find that to be a personally motivating and fascinating space... I love helping with people who are innovative." "It pays to think about... compliance... where you're going to have some friction." "You have to keep looking for resources and opportunities." "It's better to say it right in the first place." RESOURCES https://www.linkedin.com/in/davidsclar/ davidsclar.com ABOUT THE HOSTS Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life. CONTACT METHOD Fredrik Sandvall www.linkedin.com/in/sandvall/ https://www.facebook.com/FredrikinLondon/ Charlie Sandvall LI: https://www.linkedin.com/in/csandvall/ Youtube Channel: https://youtube.com/c/Sandvall Ivan Sandvall Instagram @ivansandvall

Navigating the Market: Insights from Trader Marc Walton on Current Trends and Strategies

Frederik interviews trader Marc Walton, who shares insights from his extensive experience in trading and investing. Mark discusses the current market landscape, emphasising the potential of precious metals, rare earth elements, and quantum computing as the next big opportunities. He highlights the importance of adapting to market volatility, particularly in the wake of political changes and economic shifts. Mark also stresses the need for a long-term perspective in trading and the importance of diversifying income streams. Listeners are encouraged to stay informed and consider the evolving job market influenced by AI and technology. For those interested in trading, Mark offers resources through his platform, Forex Mentor Pro. KEY TAKEAWAYS Market Volatility and Strategy: The current trading environment is highly volatile, with rapid shifts between risk-on and risk-off sentiments. Traders need to be agile and ready to adapt their strategies quickly. Investment in Emerging Sectors: There is a growing interest in sectors such as precious metals, rare earth elements, and quantum computing, which are seen as the next big opportunities following the AI boom. Risk Management Techniques: A key strategy for managing investments is to take partial profits when an asset appreciates significantly. This approach helps mitigate risk and ensures that some gains are secured. Education and Continuous Learning: Investing in personal education and understanding market dynamics is crucial. Engaging with mentors and structured learning can significantly enhance trading skills and decision-making. Caution with Leverage: Using leverage in trading, especially in volatile markets like crypto, can lead to substantial losses. It is advised to use minimal leverage and only risk money that one can afford to lose. BEST MOMENTS "The way I deal with it is I take partial profits. If an asset is $2,000 up, I will take at least half of it out. So then it's risk-free." "Using any kind of leverage with crypto more than 2 to 1 is just insane, because the volatility is that bad." "One of my weaknesses is I usually trade when I do more like day trading, short-term things, don't ride the winners long enough." "If you can learn to do something internet-related where you don't need staff and you don't need overhead, for me, is ideal." "I think people need to open their minds to things... Bitcoin's been going for 15 years. Its average CAGR is 150% a year." ABOUT THE GUEST https://www.linkedin.com/in/marcwalton/ https://www.youtube.com/marcwalton forexmentorpro.com/ (Company) marcwalton.com/ (Personal) ABOUT THE HOSTS Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life. CONTACT METHOD Fredrik Sandvall www.linkedin.com/in/sandvall/ https://www.facebook.com/FredrikinLondon/ Charlie Sandvall LI: https://www.linkedin.com/in/csandvall/ Youtube Channel: https://youtube.com/c/Sandvall Ivan Sandvall Instagram @ivansandvall

Balancing Work and Life: Discipline, Focus, and the Art of Time Management

Ivan and Frederick talk about the importance of health, emphasising the foundational role of good sleep in enhancing motivation and energy levels. They discuss Ivan's work experiences, highlighting key lessons from his first jobs, including the value of hard work in blue-collar roles and the significance of sales skills for future opportunities. Ivan shares insights from his time assisting the elderly, focusing on the development of compassion and adaptability in interpersonal communication. The episode also touches on the practical application of Ivan's forestry studies in real-world scenarios, showcasing the importance of balancing economic benefits with environmental stewardship. KEY TAKEAWAYS Importance of Sleep for Health: Good sleep is emphasiSed as a foundational element for overall health, impacting motivation and the ability to adopt healthier habits like exercise and nutrition. Value of Sales Skills: Learning sales is highlighted as a crucial skill that can unlock leadership opportunities and financial independence, allowing individuals to sell products or services effectively, whether for themselves or others. Compassion in Care Work: Working with elderly individuals fosters compassion and the ability to adapt communication styles to meet diverse needs, reinforcing the importance of interpersonal skills in caregiving roles. Practical Application of Education: Pursuing a degree in forestry and applying that knowledge in real-world scenarios demonstrates the value of aligning education with career interests, allowing for meaningful contributions to environmental management. Discipline and Efficiency in Work: Maintaining discipline is crucial for balancing demanding work responsibilities with personal interests, enabling effective time management and the ability to engage in various projects and content creation. BEST MOMENTS "Every person that I was taking care of, they were completely different... basically every single one of them needed a kind of different version of me to feel good." "Sales unlocks leadership positions for the future... having the skill itself is infinitely valuable." "You have to really kind of do different things in different situations because different landowners have completely different goals." "If you do have an education, you might be able to sell more advanced things." "You can predict that a stock is going to hit a certain price, but don't mention when." ABOUT THE HOSTS Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life. CONTACT METHOD Fredrik Sandvall www.linkedin.com/in/sandvall/ https://www.facebook.com/FredrikinLondon/ Charlie Sandvall LI: https://www.linkedin.com/in/csandvall/ Youtube Channel: https://youtube.com/c/Sandvall Ivan Sandvall Instagram @ivansandvall