Frank Yan of Sacramento on What If....

Frank Yan of Sacramento post a related article: Never Give Up

The question asked is. What if... One day Frank Yan was sitting in his Sacramento ALLDATA office pondering about these two words These two words spoken one at a time seem to appear totally harmless, however when put together it asks the question that it had made more revenue, brought in more sales, and perhaps broken more sales reps than any other two words in the world.

If said separately, WHAT and IF. There's not any harm done, now we use these 2 words hundred times a day in regular conversation. What is that, what did he say, what did you do, what does that mean; all these are questions asked everyday. If you did this then, if she had said, if that had happened, if he had done; are also statements that are used in regular conversation.

Frank Yan asks, to say the 2 words together, “WHAT IF”? When put together they both make a question, “what ifthis happened, “what if" she did, “what ifhe said, “what ifI do, “what ifI mentioned, “what if”....
The “What ifquestion has assisted in making the best inventions in this world today. These two words can question status quo and force people to look into an issue further and try new never before tried ideas. “What if can drive us into directions we never thought of. “What Ifcan stir our imagination and helps us think.

There are other times we use “WHAT IF”, and it is not a pleasant thing in this context. “WHAT IFI HAD ONLY? When “what ifis used to second guess a life long decision. Then these 2 words will become a tool of self destruction. The both could destroy a company, destroy a career, and the worst of all, it can destroy a family.

So how can we avoid the “what ifquestion? Avoid it by following the words made famous by the Nike brand, “JUST DO IT”! Begin to do more and question our selves less we will not be using “what ifin the future. Some of us may say that we are too young to have a “what ifmoment. Not correct. Regardless of age anyone could have a “what ifmoment. At any time we can recall back to a time that we made a major decision of
having a “what if moment.

Take the leap, cut the cards and roll the dice. “JUST DO IT!!”. The worst thing that can happen is that we can make a mistake. A mistake today can always be corrected. A “what ifmoment now, years from our present time will never be able to be corrected. It will be with us for the rest of our lives.

The decision is yours and in your hands. And Frank Yan of Sacramento asks...... What would it be, “WHAT IFor “JUST DO IT”?

Frank Yan of ALLDATA on A Sales Exercise

Frank Yan’s Sales Exercise. Here’s a fun little exercise for every salesman to try, Frank saw this in sales meeting he attended in the Powerbalance Prvilion Arena in Sacramento, formally Arco Arena, home to the Sacramento Kings.

In 10 words or less, what do you do? You have 60 seconds, GO! These are the responses that Mr. Yan has heard;



- I help you hire better sales people. I help people protect all they’ve worked to get.
- I help businesses control costs with systems, software & solutions
- I drive your corporate communications, and get messages to your shareholders.
- I help people reduce their electric bill and generate income.
- I help professionals struggling with social media win more business.
- I improve resident communications and retention in the Multi-Family industry.
- I help merchants reduce expenses related to electronic payments
- I provide cost effective internet service solutions for corporate organizations.


From these statements Frank Yan was able to tell what these people do in sales? However, were these Sacramento based sales tactics from Sacramento our sales force? Hmmm…. In some cases it is very easy to identify, but in others Frank still had no clue. Frank Yan knew that every one of these people knew what they did, the problem comes in saying it in a short 10 word sentence. Why was this so difficult? Simple, it is hard to select the one thing we do that is the MOST important. Every one of us sells something, the product or service we sell usually has multiple features and benefits. Selecting the ONE feature or benefit about our product or service and then saying it is what we do is at best difficult.



That is why this exercise that Frank chooses is so important? If you can’t say what you do in a short and simple sentence, how is a customer or client supposed to have a clear understanding after a 30 minute sales presentation?

Here is a useful tip from Frank making your 10 word statement, write out what you do in as many words as you want to. Then keep reviewing what you wrote and take out unnecessary words as you see that does not fit. Keep going through it over and over, always rewording or removing words. If you find you can’t get it to 10 words, stop working on it for a day or two, when you come back to it you may find it easier to dwindle it down further and further until you have your 10 word job description.


Knowing what you do and being able to clarify it in a short statement will help with those prospects and customers, who just never seem to have the time to speak with you.