Wes Schaeffer – Do Your Research and Trust Your Gut

<p><a href="https://www.linkedin.com/in/thesaleswhisperer/" rel="noopener noreferrer" target="_blank"><strong>Wes Schaeffer</strong></a> is The Sales Whisperer®, a pigheaded entrepreneur who rehabilitates salespeople and trains their managers. He’s a reassuringly expensive copywriter, sought-after speaker, and marketing automation expert. He is the author of 2.5 books on sales, marketing, and CRMs, host of<a href="https://whisper.libsyn.com/website" rel="noopener noreferrer" target="_blank"> The Sales Podcast</a>, host of<a href="https://www.thesaleswhisperer.com/crm-sushi" rel="noopener noreferrer" target="_blank"> The CRM Sushi Podcast</a>, and he will help you grow by mastering the overlooked truth in life that to make any sale, you must make every sale.</p><p>&nbsp;</p><p class="ql-align-center"><strong>“It’s our job to change how we sell to match how the prospect wants to buy.”</strong></p><p class="ql-align-center">Wes Schaeffer</p><p>&nbsp;</p><h2><strong>Worst investment ever</strong></h2><p>Wes, though an avid investor, always doubted his ability to invest on his own. He thought that other people had more knowledge, wisdom, insight, and skills to be better stewards of his money than he was.</p><h3><strong>Trusting his boss with his money</strong></h3><p>In 2002, his boss at the time had a lot of real estate properties. He wanted to invest in an apartment complex, and he asked Wes to buy into the investment. Wes just trusted him because he was older, more successful, had made money in the Dotcom run-up in the late 90s, and was a high-flyer salesperson. Wes got his mom and college friend to join in the investment.</p><h3><strong>Investing from a distance</strong></h3><p>Wes had no idea how apartment complexes work as he’d never invested in one before and so he left all the responsibilities of running the investment to his boss.</p><p>Things then started going sideways, and Wes’s boss was making excuses about why they were losing money in the investment. He then came up with this idea that he made look like