Building and Growing a Practice

by | Jul 29, 2019

Building and Growing a Practice

In the latest episode of the Real Estate Investing for Professional Men and Women podcast, I sat down for a conversation with Tom Schaff. Tom is the managing partner of Major League Sales, a sales strategy consultant and training company that helps clients grow and expand their practices, improve sales and minimize costs.

This podcast isn’t just about real estate. It’s about helping professionals maximize their money, time and profitability. That’s why I thought Tom would be a great addition to the show. Tom is a real expert in helping business professionals like you strategize and improve the strength of your business. A more profitable practice means more money to invest in real estate. And more investments mean more revenue that can be channeled into your practice to further grow its strength and profitability.

On this episode of Real Estate Investing for Professional Men and Women, Tom explains exactly how he helps his clients, he shares key tips and strategies for improving the profitability and longevity of your practice and expanding your referral network, and he discusses sports history and why he views his work through the metaphor of baseball. It’s a fascinating conversation on multiple levels, and I hope you enjoy hearing Tom’s wisdom.

Go Big or Go Home

One of the major takeaways you can learn from my conversation with Tom is the importance of cultivating a powerful and extensive referral network. By building relationships with other adjacent professionals, you can develop a fantastic reciprocal connection that can only grow itself over time. 

During our conversation, Tom shared a fascinating anecdote of a referral he received all the way back in 1997 that kept generating new referrals and leads, until he recently got an astonishing fourteenth generation referral from the chain. This is the power and potential of a referral network in action, and Tom was able to use it to fuel his business to a remarkable degree. Building trust and creating lasting relationships can have a ripple effect in your business and can pay dividends over and over.

A Passion for Baseball

To say that Tom Schaff is a fan of baseball would be a remarkable understatement. Tom feels so strongly about the sport that he joined a group of investors to purchase the baseball field from the movie “Field of Dreams”, and now they are working to develop that property into a huge baseball fan destination complete with scale replicas of historically significant baseball fields.

This speaks to another key point from my conversation with Tom. Passion for what you do is a vital component in success. Your passion and dedication are apparent to the people you do business with, and this helps you to build the kind of relationships and referral network Tom has built for himself. Bringing your energy and enthusiasm into your work benefits your practice in numerous ways and can inspire trust and confidence.

Want to hear more? Listen to this podcast here.

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