One of the best lessons I’ve ever learned in sales is what I call the ‘No and No Funnel,’ where you don’t concern yourself with the amount of sales you make directly; it’s more about how many opportunities you give yourself.

I listened to a podcast 5 to 10 years ago about real estate, and this guy tripled his sales in a year by doing exactly this. He worked backwards and figured out he had to meet 1200 people to sell 20 houses in a year. So instead of shooting for 20 sales, he shot for 1200 people to meet.

It allows you to worry less about trying to make each interaction with a client about selling and more about developing a relationship and connection, which goes much further than simply selling.