Backing a winner: Mark Bridge

Client: Everest Home Improvement (interview with staff member)

Mersey Ribble’s Mark Bridge joined Everest in April 2017, and he’s made quite an impression since. He joined the prestigious Master Sales club last year and Millionaires this year. He’s currently in fourth position in the 2020 Millionaires league, fourth place in the Christmas Gala competition and sixth place in the Sales Director’s Lunch league. That’s a lot of success in two years and there’ll no doubt be a lot more to come.

What’s the secret to his success? We grabbed five minutes with him to find out.

What did you do before Everest?

I worked for UK bed manufacturer, Harrison Spinks. I was a bed doctor! If you purchased a Harrison’s bed and you felt something wasn’t right, they would send for the bed doctor. So, I would travel the country lying on customers beds to diagnose the problem. They are a High-end product, so the company provided this as a service.

You’re doing really well in the Everest clubs and competitions. What’s your strategy with sales? Are you a risk taker or do you stick to tried and tested methods?

A mixture. I use tried and tested methods but I'm always thinking outside the box because the industry is constantly evolving. It’s a case of always being on the lookout for new opportunities, being persistent and working hard.

What’s been the most challenging sale you've had and what was the outcome?

In 2018, I attended the Southport Flower show and secured a lead which ultimately resulted in a £40k SP for Timber Windows for a Grade 11 Listed Building. But it took a year to close. I made 8 visits to the customer due to the complexity of the designs which weren't available for pricing on Oscar. And permission has only just been approved by planning.

Thankfully, the client is happy, and I’m delighted the job is finally progressing.

What are you most proud of from your Everest career to date and why?

It was always a risk coming into this role. I had no previous experience in the industry, or of Direct Sales. The lack of guaranteed income was also a concern, but being able to support my family for the last two years and take them to Disneyland Florida this year has proven that I made the right choice.

What’s the best piece of advice you've been given by someone at Everest?

I've always had great advice from many people within Everest which has helped me massively along the way. This company is full of people with years and years of experience, so I take full advantage of that and I'm constantly trying to learn from them.

My TDM Brett Tuer is full of wise words. He once told me ‘focus on a customer’s needs rather than their desires to generate a sale on the day.’ This has stuck with me and helped me close sales. I focus on one or two items primarily, and more often than not I’ve got the rest of the order on survey or at a later date. Sometimes you just need to get your foot in the door and the rest happens organically.

What advice would you give a trainee?

Hard work and persistence are key. I’d also say go on as many surveys as possible, as you can learn a lot from the surveyors. It helps build the relationship with the customer. It can also help generate future sales.

Also, importantly, always ask happy customers for recommendations. This is an easy way to generate new leads.

What’s been your favourite incentive and why?

The new £10K SP bonus because if you can achieve this you have ticked every box. My goal is to win it this year.

What do you enjoy doing in your free time?

I’m a family man so any spare time I have is spent with my wife, Lucy and three boys, Harrison, Logan and Neo. I work a lot, so my free time is precious. I love Liverpool FC (6 times European Champion's!) and I love my Horse Racing, although this year I did have to sacrifice watching Royal Ascot on catch up as I missed every race...But it probably saved me a few quid!

Jockeying for the top spot

Mark has proven that it’s possible to jockey your way to the top at Everest with no prior sales experience. If he’s achieved all this in two years, where will he be in another two? Place your bets!