Market Dominance Guys

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The Best Surfer (or Sales Rep) Out There Is The One Having The Most Fun.

January 31, 2020

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A lot goes into building a surfboard. In fact, depending on the expertise and the quality of the board, there can be upwards of 39 steps from start to finish. It’s not a fast process and takes a skilled surfer on the shaper to know what a particular board size or shape will do in the water. Take Dick Brewer, the undisputed 83-year-old grandmaster surfboard shaper from Hawaii. Dick has designed boards surfing legends all over the world…the big guys like Laird Hamilton and Garrett McNamara. He says he has made more than 50,000 boards in his lifetime. McNamara says, "He makes the boards that I can trust my life on." Dick doesn’t take that trust lightly since Garrett regularly hunts waves of 100-feet plus to ride. Today, Dick hand-makes about 200 boards a year, putting his crisp, neat signature on each of them with a pencil and some of his custom wood boards sell for as much as $12,000.

Dick’s fundamental innovation was to shape the nose and tail of the board into a teardrop rather than an oval, allowing the board to cut into the water more precisely and help surfers ride inside the tube of the wave…this was revolutionary at the time and is credited with helping explode the skills and confidence of the big wave riders and also help newer folks try their hand at the sport. Tune in for this episode of Market Dominance Guys, "The Best Surfer Out There is the One Having the Most Fun."

In the previous episode of the Market Dominance Guys, we compared the surfboard to the words or scripts that are used. And the surfer – the professional salesperson who wields and performs those words with an exacting tone, pace, and delivery.  

And so in this week’s episode, I ask our own grandmaster and sales-pitch shaper – Chris Beall, about the critical nature of the focusing on the first seven seconds of your call to establish true trust and how that simple revelation was akin to Dick’s innovation of shaping the tail of a board into a teardrop and brought about a very similar revolution into our sales craft. 

This is the Market Dominance Guys and this week’s episode entitled, “The Best Surfer Out There Is The One Having The Most Fun.” 

Dick’s fundamental innovation was to shape the nose and tail of the board into a teardrop rather than an oval, allowing the board to cut into the water more precisely and help surfers ride inside the tube of the wave. This was revolutionary at the time and is credited with helping explode the skills and confidence of the big wave riders and also help newer folks try their hand at the sport. 

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