The Dream 100 strategy has helped more companies, double their sales faster than any other method.

Watch this episode to learn more about this concept.

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TRANSCRIPT:

*this transcript was mostly generated by AI, please excuse any mistakes

The following strategy has helped more companies, double their sales faster than any other single concept in a. There are always a smaller number of best buyers than there are all buyers. That means the marketing to them is cheaper than marketing to all buyers.

This is so critical today, but let me back up and talk about how my father invented this concept called the Dream 100. So he was working for a billionaire by the name of Charlie Munger. Maybe you’ve heard of Berkshire Hathaway. He’s co-chairman along with Warren Buffet, so he was able to, while working for Charlie, this is really when he got his big break, he was able to double the sales of nine different divisions for Charlie all within 12 to 15 months.

And several of them doubled multiple years consecutively. So he actually had a moment where Charlie brought him in and we might have a clip on this. Maybe we should pull it 

Chet Holmes: So we doubled sales three years in a row, actually. And I got called into Charlie Munger’s office. And [00:01:00] anybody familiar with who Charlie Munger is. So Warren Buffet is the co-chairman of Berkshire Hathaway. And Charlie Munger is the other co-chairman. They, you know, he joined him when there were 9 million and now they’re whatever, a hundred billion or whatever.

And Charlie is the co-chairman of Berkshire Hathaway, and he calls me into his office and he says, now, chat that’s exactly what he sounds. In all my years in all the companies I’ve run, I’ve never seen anybody double business, three years in a row. Are you sure we’re not lying, cheating or stealing? it’s real conversation I have with the billionaire.

I always love watching that clip from my father. It’s so entertaining. But it’s fascinating.

 We had so much success, but in his first four months of running his dream 100, he actually got zero traction. He didn’t get one sale. People around the office started to talk. You know, this guy is so great at sales and yet he’s not getting one sale. And it was because he was going after the biggest and best clients possible.

So the first month he got nothing, the second month he got nothing. The third month he got nothing. The fourth month they’re starting to say, okay, there’s no way. And this is what he did. So he would reach out via mailer, uh, send something clever with a gift and something really witty in, in the letter. Uh, and every week he would send this out every Tuesday.

Let’s. And then he’d follow up every Thursday with a phone call. Hey, did you get the gift? You know, a whole script around that. So every week they were getting some kind of touch from him, whether it was direct mail, a fax phone today, we have so many more mediums to be able to reach out to our dream buyers on, but.

I’m just telling you the origin story here. So after four months of nothing in the fifth month, he closed the largest contract that the industry had ever seen. It was Xerox. He brought them in for, he was selling advertising and he got like a 28 page. It was unreal. And then because of that, because they won Xerox, they ended up getting 28 more.

Which doubled their sales and then majority of businesses would’ve given up between the first month to the fourth month. They would’ve just said, you know what? We’re not getting any traction. They’re not responding to us. We’ll just stop. And then after you win the big client, people could have stopped there too.

Companies go, oh, wow. That worked. And then they stop. Versus what you should be doing a Dream 100 is something you will do for the next decade. It is nonstop. It is something that you spend, you could spend an hour a week doing it. You could spend three hours a week doing it. It should be something that you are perpetually going after those dream, better buyers on and on and on and on.

So they continu. And that’s why they doubled sales multiple years consecutively. So my question to you is when determining your dream 100, if starting off with a hundred on a list, feels a little bit daunting. That’s okay. Can you get to down to a target? 12? [00:04:00] Can you just identify a target 12? Just as a place to start?

There you go. And enjoy deploying your Dream 100

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