Tag Archives: Flagg

Kale Flagg Explains Warm Market Recruiting

Kale Flagg acknowledges that as companies begin recruiting sales teams, it may be tough to know where to start. Flagg suggests beginning by getting in touch with personal contacts in order to either involve those people directly or get referrals from them—find the best sales people that you know, and find the best sales people that they know—and start there. This, Kale Flagg explains, is called “warm market recruiting.” In Flagg’s opinion, this is the only way to build a successful sales organization. Many people prefer into cold market waters first: need a sales leader, run an ad in Monster or in the newspaper.  But Kale Flagg emphasizes that in building his first team, a sales organization that surpassed $65mm in sales on $200/unit average purchases by its 3rd, he did not place his first cold-market advertisement until he had already been underway for over a year.

To explain why, Kale Flagg says to imagine taking all of the unemployed people in this country who are looking for work and putting them in one pool. In a second pool, Kale Flagg says to imagine putting all of the people who already have jobs and are not currently looking for work. He then asks which pool you’d prefer to pull your sales organization from.

According to Kale Flagg, a warm market not only contains higher quality people, but it is dramatically less expensive than a cold market. A personal referral from your college friend, for instance, has a much higher chance of panning out than a person who responded to a “help wanted” ad.

Kale Flagg compares finding good sales people, recruiting a good sales organization, to dating. “How do you know when to ask for that first kiss?” he asks. The answer to that question depends on the circumstances—sometimes it’s the first date, and sometimes it’s the 3rd date and sometimes it’s never! The same is true in recruiting quality sales people, points out Kale Flagg—you have to keep sorting, going thru people and putting them to the test.  Don’t listen to what they say, watch what they do.  Eventually you’ll find self motivated problem solvers—those are who you want to kiss.  You’ll also be able to identify high maintenance problem finders, those are the ones you are going to want to avoid.

Businesses require dealing with people, and no two people are alike. In some situations, Kale Flagg states, you can ask someone to go steady on a first date, but in most situations a second, third, or even fourth date is advisable before making such a bold move. Businesses should advance these professional relationships gradually, by decreasing recruits’ fears and increasing their confidence. If a recruit asks numerous questions, Kale Flagg recommends spending as much time as they need to answer all of those questions. Spend time building a relationship, he counsels, and you will see that time investment pay off in the future.

Kale Flagg has a background in real estate, sales, and finance, with extensive experience in business. Currently serving as General Partners of the American Redevelopment Fund, he speaks on business development in seminars across the country.

Jeffrey Kale Flagg Shares the Secret to Success

Jeffrey Kale Flagg is a start-up expert with over twenty years in marketing, real estate, medical and direct sales. He rose to National Marketing Director at a $200+ million per year direct sales firm when he was just 24, and then built his first start-up company to #1 on the Inc. 500 list just four years later. He is currently General Partner in the real estate development fund American Redevelopment Fund, LP as well as chief operating officer of Array Asset Management, LLC, an asset management company managing utility scale solar arrays worldwide. Today, Flagg shares some of the wisdom gathered over his years of building successful business ventures.

Jeffrey Kale Flagg considers it a great honor being asked to lead, being given the chance to have a positive impact on another person’s destiny.  This role also bears tremendous responsibility, and it’s one that Flagg takes very seriously.  It is what compels him to work when most people that he knows are sleeping, according to Jeffrey Kale Flagg.

To be successful, reports Jeffrey Kale Flagg, one must be willing to put in the effort, commit the time and take the action that is necessary to accomplish his or her goals.  Says Flagg, “Knowledge is important, but the reality is that information is very, very easily found.  What cannot be purchased, rented or leased–and what is the crucial element to success–is follow-through.  It is the kind of follow-through that takes action, makes things happen, that gets up off of the couch and attacks life.  That is the key to success, believes Jeffrey Kale Flagg.

Jeffrey Kale Flagg is a true believer in the theory that we all control where we are and what we accomplish in life. Why do so many people spend more time justifying where they are in life instead of simply taking action and going where they want to go? Flagg points out that we all have the ability to make the changes that will help us achieve our dreams.   Whether or not we make those changes is our choice.  It is one of life’s big tests, says Jeffrey Kale Flagg, a test of character and a moment of truth.

According to Jeffrey Kale Flagg, if deep down in our hearts we believe that we are unable to successfully run our own lives then we constantly look for outside endorsements of our ideas.  We may make tentative decisions, but we never follow through because we need assurances that other people agree with us.  This lack of confidence, says Jeffrey Kale Flagg, strips us of our ability to become successful.  No action ever takes place, because there will always be people who disagree.  Our lack of confidence invites the very criticism that we fear.

On the other hand, points out Jeffrey Kale Flagg, if we believe that we have the ability to run our own lives, to choose our own destiny, then that is exactly what we do.  We decide where we want to go and we make the necessary changes.  We listen to people who have accomplished the success that we desire—but we still make our own decision.  We don’t look back and re-evaluate, we simply make the call and than take action.  Success then becomes our reality, says Flagg.

So, you have a decision to make.  According to Jeffrey Kale Flagg, you have to decide whether you are going to be the captain of your own ship or not.  Now, if you think about it you will quickly realize that the choices that you have made in your life actually have defined your life. Think about it for a minute, suggests Jeffrey Kale Flagg. Are your relationships with your friends and family described more accurately as being filled with trust, respect and love or are they better defined as competitive, argumentative and shallow?  What about your lifestyle—do you have a lot of free time, relaxation, comfort and luxury in your life?  Or do you have penny-pinching, frustration and anxiety?

We must realize that we all have total control of our lives and that any change is possible, asserts Jeffrey Kale FlaggOur choices created the lifestyle that we live and they have defined the type of friendships and relationships that we have.  Our choices have determined whether we are happy or sad—they have created our lives.  In order for us to achieve our dreams, says Jeffrey Kale Flagg, we are going to have to make a commitment.  It is a choice.  And our choices today, the commitments that we make today will define our futures, concludes Jeffrey Kale Flagg.