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"Men and women lie, numbers don't." These words from sales expert Shai perfectly capture his data-driven approach to transforming the home services industry. After 16 years mastering the art of in-home sales, Shai has helped over 1,000 sales representatives close more than $300 million in deals and built his own company from zero to $20 million in just 18 months.
What separates Shai's approach from conventional sales wisdom is his emphasis on systems over charisma. While many sales leaders focus on personality and motivation, Shai builds step-by-step processes that can be taught, measured, and replicated. This systematic approach allows companies to scale rapidly without sacrificing quality or consistency.
The foundation of Shai's success lies in how he engineers company culture from the ground up. Before launching Title Remodeling, he and his business partner identified 50 specific traits they wanted in team members—not generic qualities like "hardworking" but specific lifestyle preferences and values. This intentional culture-building creates an environment where people genuinely want to work, strengthening recruitment and retention.
Their setter-closer model exemplifies this systematic approach: 22 door knockers set appointments that 17 closers then convert to sales. Each role has clear metrics (door knockers must set four demonstrations weekly; sales representatives must generate $50,000 quarterly), removing subjectivity from performance evaluations. This clarity creates confidence among team members, who understand exactly what's expected and how to succeed.
Perhaps most fascinating is Shai's focus on velocity—the speed at which leads convert to sales, projects get completed, and teams get paid. This emphasis on momentum explains why his retail door-knocking approach generates approximately $2 million monthly without relying on insurance claims or storm damage work. By knocking today for appointments tomorrow (or even today), his team creates consistent cash flow regardless of weather conditions.
For those struggling with confidence in sales, Shai offers practical wisdom: focus on small wins rather than just closed deals. Getting to the kitchen table for a presentation or convincing a homeowner to let you inspect their roof are victories worth celebrating. This incremental approach builds momentum that eventually leads to greater success.
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