Welcome to the Tom Ferry Show.

I'm having a fascinating conversation with Mark Roberes.

If you believe your business could become repeatable and scalable,

with or without you, you're going to love this show. So, welcome to the Tom Ferry Show, really excited to have Mark Robege.

He was a part of a company called HubSpot for 10 years through the IPO, left in 2014, but was it before then that you wrote this extraordinary book?

Last two years there, you bet.

So first of all, thank you for just being on the show

thanks for talking to all these incredible real estate agents and mortgage people and you know a lot of people

just in sales so so Mark you wrote this book I remember getting exposed to it, I want to say, two years ago.

And I'm not a book of the month club, but I read a lot and I study a lot probably as you do.

But when I read this book, I immediately called my head of sales.

I immediately called my head of marketing. I immediately called my head of marketing.

I immediately called my CEO and said,

the three of you need to read this book immediately

because there was something inside there not only

as an investor, but as an operator,

when you're talking about creating repeatable and scalable sales practices

and that how could you identify who's gonna be an effective salesperson

who's not gonna be effective salesperson the data side of selling which nobody prior to this that I've been able to

find was able to articulate it in a way that every one of us could do so just

first of all I wrote down this like, where did all this come from?

I think you just sold it.

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