What legendary John Rade can teach you about boat sales.
I wanted to share with you the amazing true story about a man named Captain John Rade. He’s a master fisherman who has a great secret to share with us about how to catch many more customers than our competitors.
When fish migrate south in the cooler months or north in the warmer months, they must swim around the end of this big finger of land to get to where they are going. They have to make their way around the point of Long Island, known as Montauk Point. And wherever you have lots of small migrating fish, you have big fish feeding on them, and feeding on the big fish are even bigger fish, and so on.
As a result of all of this, world records for some of the largest fish ever caught of various species have been set by captains who fish off of Montauk. As you’d expect, Montauk is a great center for many types of fishing boats- commercial fishing fleets, charter boats for hire by serious sports anglers, as well as the large “party fishing boats” that cater to weekend fishermen. It’s also the home port of many legendary fishing captains, including Frank Mundus, the great white shark hunter who was the real-life inspiration for the character 'Quint' in Jaws the movie. Famous as he is, Frank Mundus (and every other fishing captain out in Montauk) are in awe of one person. The man who towers above everyone in his ability to catch fish.
His name is Captain John Rade. In fact, the local newspaper ran a story about him not long ago titled “John Rade, Maestro of Rod and Reel.”
To understand how good a fisherman John Rade is, you must know that government agencies regulate fishing and set limits on the number and size of fish that can be taken by any fisherman. For sports anglers, that number is low- just a few fish per angler, depending on the species.
For commercial fishermen who earn their living from the sea, the limit is much higher. They can catch hundreds or even thousands of pounds of fish per day, depending on the species.
I mention this because Captain John Rade is a commercial fisherman; someone who catches fish for a living to sell to restaurants, fish markets, etc. But John is a very special and rare type of commercial fisherman. He is what they call a “pin hooker” which means that he doesn’t rely on the usual commercial fishing methods.
Unlike most commercial fishermen, he doesn't use giant nets, long lines with hundreds of baited hooks, big boats with crews of five or six mates. He just goes out on his little put-put motorboat with a rod and reel and hooks his fish one at a time. Yet he manages to regularly come home with hundreds and hundreds of pounds of fish.
To put that into perspective, let's take the Viking Starship as an example which is a big boat where any weekend angler can come on board for a day’s fishing. On a typical Saturday, the Viking Starship may take out 50 to 60 fishermen. John Rade will usually out fish all 50 to 60 fishermen combined, fishing in the same water.
The newspaper reporter who wrote this story about him asked, “Captain John, how do you do this day in and day out?”
He thought for a moment and said something profoundly important to us as salespersons:
“When fishermen go out to fish they think like fishermen. When I go out to fish I think like a fish.”
John Rade studies the fish that he goes after.
When they feed and have their guard down.
What they eat depending on the seasons.
Where they find their food.
Environment: depth, temperature, currents and how it affects their feeding pattern.
Moral of the story: You need to become like John Rade and think like your customers.
I see way too many brokers selling boats the wrong way by focusing on themselves or the boats they are selling. When you start thinking like a customer, wonderful things start happening and you can literally become a lead magnet and massively increase your sales. John Rade philosophy will teach you so much about boat sales.
After talking with dozens of boat sales professionals, I know that leads are one of the things that you are all looking to improve, so I decided to do something about it.
I am looking for a small group of 4 to 5 dream students who want to be part of a beta implementation group where I will teach you EXACTLY how to generate leads on demand for your own listings.
You don't need any technical skills- we will show you everything step by step and have one on one coaching sessions with you to make sure that you are applying what you learn and launching your own campaigns.
So here is what I need. If you are extremely motivated to bringing your business to the next level then we should talk. Let's schedule a 30-min Skype call where I will share my screen and show you the exact behind the scenes of the flow of leads coming into our campaigns daily.
Please also note that there is a financial commitment for the course, but as a beta program member you will get a massive discount, so this is a no-brainer for you.
Don't wait for it and sign up right now! I look forward to chatting with you on Skype.
Please comment below and tell us what is your most performing lead generation strategy right now. What results have you been able to have so far?