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This week’s episode is an incredible conversation I had with Carson Heady.

Carson is an 8-time award winning CEO, best-selling author, and social media master.

We talked about:

      • How to create real relationships over LinkedIn.
      • Selling without really “selling” and how you can also implement it.
      • How Microsoft can’t open every door.
      • How to invest in relationships through Podcasting.

Make sure you stay until the end to find out the one thing CEOs should be training salespeople on, what they often miss, and to learn the first step to social selling.

Enjoy!

Continued Learning: How to Use Social Selling to Generate Business

TAKING ACTION:

  • Want to know what’s keeping you from doubling your sales in the next 12 months? Take our quick QUIZ to get answers: Howtodoublesales.com
  • If you’d like to have a profound breakthrough in your business, schedule your breakthrough call with a LIVE expert here: Chetholmes.com/Breakthrough
  • Claim your FREE chapter 4 from the top 10 most recommended marketing and sales books of all time! Visit: Ultimatesalesmachine.com to find out how you Create 9X More Impact from every move you’re already making to win clients!

TRANSCRIPT:

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

Yeah, 

here we go. And then I’m gonna go live on Facebook as well. And I pronounce your last name. Hedi 

Heady actually. Thanks for asking. 

Good to ask. Okay. okay. Uh, welcome everybody. My name is Amanda Holmes, CEO of chet holmes international. And today I have Carson V Heady. I’m so thrilled to have you on because I really feel that you are the future of what every person that does sales should do.

You are a living embodiment of it. So for those of you that don’t know, Carson. Maybe you haven’t been on LinkedIn or maybe you haven’t been on Twitter because over the span of those two social media PLA platforms, he has over 300,000 followers. He has a bestselling author of the book birth of the salesman, but then also multiple books.

Um, you’ll have to go and check out his profile to find out more about all the different books. He has eight times CEO award winner. Mike. He works for. Oh, uh, he works for Microsoft, which I just find so fascinating. I wanna hear more about how this works because you and yourself, I mean, sales hall of fame, indu, you also have your own podcast.

So for everyone that doesn’t know Carson, so my interaction with you, well, I think we got connected over LinkedIn and we did an interview. And then you took that interview and you spliced it up into these little pieces of micro videos. Right. And, and what I saw, which I thought was so brilliant was I’d see how he would post that video.

Then he would summarize it all in the, in the, um, in, in the body text. And then as he would post it. A ton of your staff and other people that you work with within Microsoft, uh, would then also reply. And I would see, I mean, anywhere between 10 to 20 people commenting and then the thoughtfulness in all of your responses.

I mean, this just, I could see that this was a very well all machine and it’s obviously doing well for you in your sales aspect. So thank you so much for being on this call, cuz I just wanna dive deeper and dissect this. Machine that you have 

going on. Oh, I love it. Amanda. Thanks so much for having me great to see you again as always.

And, uh, yeah, I mean, it’s, it’s funny to be described or even mentioned in like, uh, you know, Hey, this is where sales is going, or this is the future of sales. Cause I, I just consider myself a lifelong learner of selling. Um, I find it ironic because you know, I’ve been in sales for 20 plus years and my first half of my career, which was mostly at and T.

I was in telecommunications and advertising in more of a one call close type of an environment with the phone I was in, you know, a call center environments. And so it doesn’t look anything near like what I do now. In fact, I thought that was gonna be the apex of my career. And I was. Very fortunately wrong.

Um, I think it’s amazing how selling and, you know, social media has no geographical barriers now, you know, we can connect with anybody in the world at any time. Um, and it’s just, it’s all about how do we show up with value? How do we find the target audience? And even if you don’t necessarily connect right away with the influencer that you wanna reach, uh, you can turn your snowball into an avalanche.

By creating a ground swell in these organizations, connecting with influencers of influencers, and then you become very valuable to that organization because, you know, uh, just as much, if not more sometimes than they do about the pulse of their organization. So, um, super passionate about selling and, uh, you, you described it.

Absolutely. You know, it is, it’s a machine, it’s a demand generation machine. Yeah. Um, you know, just to it’s it’s and it’s all geared toward. How do I create and nurture relationships, but also how do I earn the right to be their trusted advisor? 

Ah, fascinating. Can we, so, so I think that every CEO needs to have needs to train their sales team to do similar things with their content.

Like what I see a view, right? Just like you’re saying. Uh, the engagement, how you comment from every single person and tag every single it’s so thoughtful that you, with every little step that you take on social, it’s just, you live and breathe who you are as a person. So I can only imagine when somebody’s actually looking for your services, you would be that top of mind option every.

Well, and you know, what’s amazing, Amanda. I think a lot of people shy away from it because it might be uncomfortable or because they think it might be too time consuming. You’d be surprised to know. I mean, I probably spend maybe 10, 15 minutes a day, max on LinkedIn or LinkedIn associated activities. Um, a lot of it is, wow.

Maybe having checkpoints throughout the day or scheduling specific time just to go in and make sure that I’m, uh, reacting or responding or even. The way you can organize it in your email inbox and go in and check those messages one by one in, in one frame of time, it’s relatively easy to do. I can’t tell you as well, how valuable it is for me.

When I see as an employee, my leadership sharing some of the things that are top of mind for them, um, or. Top of mind for some of the other executives that they are meeting with, that resonates with me a great deal. And so I can’t tell you how valuable it is. I follow, um, a lot of CEOs on social media, uh, specifically LinkedIn or Twitter as you pointed out.

And, uh, it just, there’s nothing better to stay at the pulse of what matters. Plus on the flip side, as a CEO, the value that you can speak to. Virtually all of your employees in one shot very directly and, you know, make it, make it personable, live it up, liven it up. People resonate, uh, with the, it really resonates with people whenever they’re able to see their leaders as people, but also really able to see on, on their own time schedule, uh, something that, you know, spells out some of the priorities that their company has.

So it’s such a valuable vessel, uh, to speak in real time with your employees. 

So I’m curious also, uh, cuz I know you do this podcast and then that regularly comes out and then you take little pieces of it and you post it online. So do you, when you do these podcasts, do you target people that are your prospects.

Uh, you know, so the podcast is a fun story. I was actually, I was lamenting to a friend of mine about two years ago that I missed talking about leadership and sales, uh, kind of that water cooler talk. And then I realized there, there are no. Geographical barriers anymore. I can talk to anybody in the world at any time about leadership and sales and whatever I wanna talk about.

So I started doing that and recording it and using it to start conversations on social. And it was amazing. It just, it took off like wildfire. I resisted the term podcast for a long time because the word implies commitment and it wasn’t something that I wanted to. To a schedule or a rigor of, um, but then it just, it was one of those things from a branding perspective, I embraced it.

Um, and now I get outreach from people all over the world. Like, Hey, I’d love to be on your podcast or tell me more about your podcast. And so, um, I’ve embraced that, but you know, what I think is amazing, Amanda is. Very much like a differentiated stock portfolio. We pick different ways that we want to invest in relationships and none of them are necessarily all right or all wrong.

Like there is no silver bullet. Um, I like to look at a variety of different ways, whether it’s blogging or creating these videos or. Creating groups, creating LinkedIn groups. If you build a community around what you do, it’s the right answer. So your approach is gonna be personal to you. It’s gonna be based on where your audience is.

And so, um, I think just be intentional about going out and creating community with your audience. Um, but find ways to be provocative, start conversations, get them engaged, get them in the boat, add value. And, uh, it can really, it can. Go a long way to further your cause for me, a far exceeded expectations because I get to learn all over the place.

Now you asked about like target prospects as well. You know, what’s amazing is I’ve started to be able to interview customer executives that my team supports, uh, as a part of this. And that was an added element just in the last few months I started doing, uh, where I’ll interview customer executives and it’s amazing.

And it doesn’t even have to be about like, you know, obviously we’re a technology organization. We don’t necessarily talk.

Did I lose you?

Hmm. 

I don’t know if it’s just my side or if you okay. I did lose you. All right. Well, those that are on Facebook. Hello? Say, hello. Are there any questions you have for Carson? Because he is brilliant. Go ahead and check out what he does online. It’s fascinating. And I’m curious to find out more from him about where.

How the content aligns with what he’s doing in his sales process. It’s, uh, I would’ve thought that he spends all day, every day on LinkedIn, the way that he shows up there. So it’s shocking that he only spends 10 minutes there. Oh, Hey Luke. He’s saying it’s one of his favorite episodes so far. I love that.

Hmm. Wonder if I should pause,

let’s see here. 

If I’m hearing you or if I’m seeing you Luke, then that means that my Internet’s still okay. It’s just Carson, who we lost

only 15 minutes in

Luke. You’re pretty good at asking questions. Anything you wanna ask him?

Can you hear me? Okay. We’re just testing. testing the audio, I guess.

Okay. I might stop and, uh, reset this and see what we can do. So byebye for now say hello in the comments.

We’re still 

reliant. We’re still reliant on our, uh, you know, electricity and technology that, uh, yeah, I mean, it’s just started smoking and there, there goes the power. So I I’ve done a hundred of these as I’m sure you have, and that’s never happened to me before, so. 

That’s 

a that’s a first. Yeah. I mean, we’ve had te uh, connection issues.

I have had one of my staff that had a tornado come through. Oh. In the middle of a zoom. So they had to shut down the zoom and run down into their basement. So, uh, that did happen once 

now, did they? The interview from the basement now that would’ve been super cool. okay. 

All right. No

so yeah. Was scrambling to get back up. So here we are. We were on a, we were on a roll. I think what we were talking about was, uh, like customer executives that, um, you know, have been a part of the podcast and I was wrapping up that answer, but, um, I can jump back in.

Yeah. I wanna go back on Facebook. Let me just zooming.

Okay.

Okay. 

So, uh, yes. Um, we were talking about executives and now you’re getting, you’re being able to get in the door with current clients and just adding value by interviewing them. That’s what you’re saying. 

Yeah. And that was the piece like it was, it was just like trying to come up with unique ways to.

Customers even where they are, right? Like interviewing them as part of a podcast experience. It gives you a connection point without ever bringing up any type of selling aspect. Um, I think that’s super important because it forges real relationships. You know, now we know these folks and we’re more apt to work together, uh, because we’ve connected without the pretense or pressure of.

Hey, I’m trying to align solutions. Now don’t get me wrong. I mean, there’s lots of room for selling, but deals are a, uh, you know, a byproduct of relationships. And so I’m a big believer in that. And I think, you know, finding these different ways to, uh, show up with unique value or, you know, in my case, like I can turn my podcast into a vessel for them to, uh, to communicate directly with their audience.

Um, that’s very powerful. 

Yes. Yeah. That’s a crucial piece, right? Is that when you’re recording and then you send it out and they’re tagged and then they share it. So then you get more opportunity. Got it. Exactly. I love it. And then all of their contacts are commenting and then you’re thoughtfully, replying back to them.

Fascinating. 

You 

got it. 

But I am curious. So I’ve seen the, the podcasting more and having those, uh, people come in that aren’t, um, or just guests, uh, do you do any kind of posts around what you actually sell? Does that ever come up? Because from my following of you and I only, you know, peruse and Browse every once in a blue moon, I’ve never seen you actually talk about what 

you sell.

No, that’s funny. I. Think, and I’ve shared this before with folks. I think I have an identity crisis when it comes to my LinkedIn profile because I, I struggle with, with what I, I believe that I am as a voice in kind of the sales community, but like, I, I, I’m fully cognizant that most of my customers aren’t gonna necessarily care about that element.

Um, I do create a lot of events, um, you know, that are customer specific and there’s a lot of things that are very targeted. Uh, that are created leveraging LinkedIn as a platform. Um, you know, that, that engage customers, uh, around, you know, what Microsoft brings to the table, you know, technology or solutions, or, you know, could be stories, you know, ways that we are partnering with customers to transform, uh, you know, their digital transformation or could be, um, you know, what we’re doing around data and analytics or.

Visibility and resiliency and supply chain. There’s a lot of things that we’re doing, uh, but you may or may not see it just because it’s, it’s, we’re engaging in different ways. So I, I think that’s the beauty of the platform, right? Because you have that ability to engage, uh, specific people in specific ways.

Um, and so you may not see some of those elements, but they are there. 

Yeah. I mean, so you are still, um, so there’s this aspect of, um, getting engagement, starting a conversation, carrying out that conversation and then having conversations with their, um, uh, connections online. And then there’s the more targeted to your clientele and doing.

events which you really think that your clients don’t care that you have so many followers, they don’t look at that and say, oh, you know, this is somebody that I should respect, or that they’re an expert because they have that many followers. You think they don’t care about that? 

Well, maybe they, they probably don’t care as much about like sales leadership and you know, things of the nature.

If they’re, you know, in It, or they’re in, um, you know, some other realm of the business that isn’t directly sales related, but I try to be very intentional and also respectful with how I leverage the platform. Um, you know, it’s interesting, Amanda recently, you know, our team, uh, closed a nine figure deal. With a customer where that relationship began a few years back on LinkedIn.

Um, and we, we really created a ground swell out there with a couple hundred relationships, uh, that were created via LinkedIn or elsewise, you know, warm introductions after we had made those connections. But, um, it’s a, it’s a great story of how LinkedIn and the platform really augmented. The relationship because all of the things that we still do and how we invest in relationships and some of the, you know, face to face elements when we were able to do that over the last few years, um, how we BR bring resources, how we show up, um, how we really listened and, and uncovered needs, um, and how we managed milestones over the years, as, as priorities shifted for both our organizations.

Um, that was a phenomenal story, but it never would’ve existed without, uh, LinkedIn and some of the ways that we could create relationships. I think the challenge is finding ways to, um, establish a brand for yourself, uh, but also leverage the platform in a way that speaks to your audience. Whomever that might be, I just still happen to have multiple different audiences because I’ve been very fortunate and blessed to create, um, you know, a, you know, kind of a niche in the sales community.

Uh, but also, you know, being a thought leader when it comes to it and solution. 

sales 

And, um, 

so do you get support from Microsoft teaching you more about social selling or is it more that you’re showing them and then how is that, uh, trained amongst your 

team? 

Yeah, that’s an amazing question. So, um, it’s funny when I.

Started doing some of these things. I actually started doing them pre Microsoft. You know, I get a lot of people that say like, oh, well, you know, you’re, you’re a Microsoft. It’s probably pretty easy to, to get in the door and open the door. Um, and it isn’t always, cuz not everybody, you know, wants to, or is ready to talk to us or, or views us as the company that we’re transforming into.

Um, so that’s one component. But when I started doing some of this several years ago, I started that at a small consultant firm pre Microsoft because I needed to create C level relationships. And it just gave me a better probability of success. If I reach out to five, 10 executives, I may go 0 for the room.

But if I reach out to a hundred or 200, I’ll get meetings and I banked my entire career on that probability metric, I can control the quality of my messaging. I can control the quantity of outreach. And my consistency of execution over time of outreach and also nurturing the relationship. So for me, it started out just doing this as kind of a, I believe in this process.

And it was very foreign to a lot of folks, but, um, in the intervening years, uh, digital selling has become a lot more prominent. Um, there are a lot of resources out there I’m always learning. Um, but I’ve also been really fortunate because, you know, as I started to have success and by success, I mean, Several multimillion dollar deals that started on LinkedIn that wouldn’t have existed without LinkedIn.

And then recently getting kind of the holy grail of that with a nine figure deal. I’ve been asked to train, right? I’ve been asked to train. It was first, you know, train my team, then train regionally, then train nationally different teams, different business units. And like now, like a few weeks back, I was on late at.

Training a team in Singapore, I train in Italy and France. Um, and that’s the amazing thing about virtual. I can put my daughter to sleep and then come down and train an entire team in Singapore on how to do social selling. So, um, that’s been an amazing part. I get trained and I give training and I think we’re all always learning.

So that’s been a very rewarding experience. 

Wow. 

Well, I’m curious. So, uh, a majority of the clientele that I work with and that I talk to and that my organization trains are still very, very dependent on dialing for dollars. Yeah. That’s where they get majority of their bank for their buck. Right. I’m just dialing as many as I can until I get one and it’s, and it’s becoming harder and harder, uh, getting in front of that prospect.

So. As they’re making this transition to. And like half of a, like when I do a training on social selling, I usually have to give quite a lot of market data for them to believe that this is something that will be valuable for them. One of my favorite stats is that those that use social outsell, their peers by 78%.

That’s good. Uh, so, so if they were to make that transition. As you’ve made this transition, what would you say is one of the first things that’s just an easy baby step that they can take to be able to start doing more of their sales process of building relationships, uh, online, like through LinkedIn or Twitter, where, where would you say they should 

start?

Yeah. I, I love that, Amanda. I mean, you, you started at the right place because first comes the belief, right? You have to believe that this is a worthwhile way of going out and creating these relationships. You know, I, I applied this to a problem. My problem when I started doing it was, I didn’t know, these C level executives.

And then the same thing. When I started at Microsoft, you know, we kept being challenged with, Hey, we’re transforming as an organization. We need more line of business relationships. We don’t have them. So I heard that problem statement and I thought, well, you know, where’s my audience. Well, I know where they are.

There are, the preponderance are out on LinkedIn. Um, and, and again, I I’m coming from, you know, I’m coming from an environment where. Had no predisposition not to pick up the phone. I mean, I used to make hundreds of dials a day myself. Um, but I, I believe in this method because it’s easy to scale. Um, I mean, I’ve built a mechanism by which now I can touch thousands of customers per month.

Um, relatively easy with just a few clicks and, um, it’s taken time to build, but I believe in it because it creates and nurtures relationships and it finds ways to stay top of mind. Now, if you’re looking at where to start. Here’s where, you know, we just started a new fiscal year. So for me, this is really timely.

Um, I’m working with my team right now and I’m telling him, you know, think about what you want to achieve this year and what relationships are you going to need? In order to get that done, write ’em down, you know, write down the top 10 relationships you need. But here’s the other thing too, Amanda, that you gotta be fully cognizant of that it’s, it’s a numbers game.

It’s a probability game. Just like the same fundamentals of why we dial for dollars. It’s a numbers game. And you know, I used to have reps that they could make. Three 400 dials and not get a deal in a day in the advertising space. And then I had others that could make 10 calls in a day and sell a couple of times.

It’s all about the quality of that dial, what you’re bringing to the table. But again, I can control the quality of my outreach, which I constantly tweak over time. I take a very counterintuitive approach, infuse the objections that you often get with that first touchpoint. Into your outreach so that people are more apt to reply and respond.

But think about those relationships that you’re gonna need and know that if you reach out to those 10 people that you’d say you need the relationship with, you might go over the room. So who are their influencers? How can you create a groundswell? See, instead of reaching out to just those 10 I’ll reach out to a hundred people that are, that surround those roles.

You know, it could be people that work for them around them, uh, different types of influencer roles, because if I reach out to a hundred people. With a good message. Guess what? I’ll get a meeting, I’ll get multiple meetings. And then it’s once you created that, that’s how you take your snowball into an avalanche because you’ve created this groundswell, this momentum, and then you start to listen.

You start to hear some of the problems on the priorities. And so when you reach out to these executives, again, that you’ve got on your top 10 list. Hey, I’ve been talking to Joe, I’ve been talking to Mary. These are some of the things that I’m hearing and I I’d love to run them by you because I have some ideas.

Is this, you know, it sounds like this is something that you guys are grappling with. We’ve got some stories. Here’s something that we did. Here’s a use case of what we did with X, Y, Z company. Now it, now you’ve got an even better message. They’re not gonna reply necessarily to your first note. So, you know, that’s why you keep trying, but you keep making your message better.

So that’s what I would say is figure out the message. Um, be open to learn. Think about the, your, your top 10, like who do I need to, to know and meet this year, uh, to get my objectives and, uh, you know, just start getting off to the races. 

I love that. I love that. Any good tips on how to find them using LinkedIn?

Do you do a lot of tweaking on that? Can you give any. Quick takeaways 

there. Yeah. And I mean, look, I, first off, obviously I work for Microsoft, so I’m not like trying to make this a big LinkedIn commercial. I gotta make a disclaimer here. Uh, cause we own them. Right. So, uh, I’m not trying to, uh, not trying to make a commercial, but um, I, I go out to sales navigator, then I will go out and I’ll look very intentionally for.

These are the organizations or these are the titles, uh, that matter most. And, uh, you know, like I said, I, I try to cast a very wide net. Um, I will, you called it a kind of a demand generation machine earlier in the call. And that was very appropriate because. In essence, I find ways to, to scale the amount of communications, uh, but also to do it in a passive way where I’m not always just calling, trying to sell something.

It’s more, how do I build a community around this? Like, are you interested in doing a round table with your peers? Um, you know, we, we do a lot of talk about. Sales plays in the sales community. Right. But you’ve gotta breathe life and value into your play as opposed to just sending an email or making a phone call.

And I’m not saying we don’t send emails or do phone calls, but you build these other things in it. Like a podcast or like a, an experience or, you know, a specific like round table discussion that you invite somebody to participate in with their peers. And just because something strikes out doesn’t mean you stop, it might mean you tweak.

Um, you know, we do a lot of webinars and I’ve done webinars that had one person show up. I’ve also had some that have had hundreds and I just, you know, keep doing, keep learning, keep asking for feedback. And guidance and, uh, you know, you just keep rolling and I think that’s the key is look for those value added ways that you can meet customers, where they are armed with value and come to them with that offer of, you know, resources.

One of, some of the most common feedback I got when I started working here, um, was. The people didn’t have, especially in the line of business where we were reaching out and we didn’t have those relationships is that they didn’t, they didn’t know much about their investment with our company, if they had one.

And so bringing resources and telling them, Hey, you’re entitled to these things as part of the investment that you’re making, guess what? That was a quick door opener. And it was a great way to get in and show them what they had and offer free training and things that were a part of the agreement. And guess what, again, deals are a byproduct of relationships until you earn that right, to be a trusted advisor.

You’re not gonna get a deal or not a meaningful one anyway. Um, so I think that’s the key is just find those different ways that you can invest in the relationship, find the different mediums by which you can do outreach. And, you know, don’t just put all your eggs in the, I’m gonna send an email or I’m gonna make a cold call basket.

There’s a lot of ways to engage and get people in the boat with you. 

Yeah, I love that concept of, so if you have one influencer, right? There’s so many different decision makers. I think it was the event that you brought me to in Microsoft, where I was sitting next to that woman, that was a product design head of, I think it was within Microsoft.

And she said, there’s an average of 17 decision makers now for B2B sales. Oh my gosh. So then the concept. Of that then going back to when you’re messaging somebody and you’re saying, Hey, I’ve talked with Billy, I’ve talked with Sally, I’ve talked with Joe and we’re all saying these things. Can I talk to you about it?

Cause we have some ideas and we’ve already done this with somebody else. I love that concept. Cause those emails on LinkedIn are just so painful. 99% of the time. Well, they all sound the same. 

That’s the thing. They all sound the same. Like you’re not gonna get a different result. You gotta. There’s probably a thousand people reaching out to the same person you’re reaching out to.

And if you sound just like them, guess what? They’re gonna do the exact same thing to your email that they’re doing to those other 999, they’re gonna delete it. So you gotta stand out, you gotta do it different. You know, you can incorporate video into your outreach. Now, you know, we do newsletters every month and I’ve done like video intros to individual companies for, you know, customers that my team supports.

Um, it’s anything that you can do to stand out, do it different show up different. And not just show up, trying to Hawk your wares and list all these things that you think might be of interest to them. That’s not what it’s about. 

Right. I love that. And, um, so do you, so I’m curious about this. You’re saying 15 minutes a day.

That’s just shocking to me because the way that I perceive you online is that you are there like all day long. So the fact that you say 15 minutes, can you break this down for me a bit? Because I think there’s one, the amount of content that you’re producing online, and then also two engaging with your current customers or your prospects.

So how do you see. Is there any system that you follow doing those things? 

Yeah. I mean, the beauty is Amanda. Every day I go in with my daily non-negotiables right. So I usually try to execute on that. It could be a milestone with a customer or a partner or a vendor. Um, it could be, you know, something, a touch point with my team, you know, I try to spend as much time as I can.

One on one with my team or in the field with my team or the virtual field with my team. So those are my non-negotiables during kind of those off times. Um, you know, and a lot of my LinkedIn stuff will feed directly into my inbox, my outlook inbox. So I can go in and I can see it anytime. Like you’ve got X number of new messages.

And so I’ll literally just go down the list, I’ll click through and open up that in the browser. And then I check them as I get the opportunity. So a lot of these things are like five, 10, second, like one off. Somebody sends me a message. Do I need to do something? Is there an action required if there is do it, if there’s not move on exit out.

So, um, that’s why I’m not in the platform a ton. I do try to post meaningful things from time to time and, uh, you know, draw attention. Great attention of the things that you know, my team or I, or. You know, other partners that we have are doing. Um, and then just try to perpetuate the conversation for me.

That’s what it’s all about. If we can start valuable conversations out there, um, then, then we’re doing the platform justice. Uh, so you know, it’s not, I don’t have like dedicated time that I’m in there each day. Um, but I do like what I think is important for sellers and for sales organizations. And this is something Jeb blunt talks a lot about is, um, scheduling that sacred prospecting time, uh, could be 30 minutes a day, could be 30 minutes every other day.

Um, but it’s, you don’t just water your garden once and walk away. You gotta make sure that you’re continually doing this. That’s how you continue to create and nurture these, uh, relationships. And that’s how you keep your pipeline always full. So, um, I think it’s having dedicated time to. But that’s not always linked in to your point.

It, it could be. I write a blog that day and I get that distributed. And, um, you know, that gets some engagement or it could be, I do a video one day or, or whatever it is. So I think the key is find ways to differentiate your portfolio and, you know, definitely make LinkedIn a part of it cuz it’s, it’s a super important one.

Your audience is all there. 

Okay. I 

have another question for you. Um, I’m curious if, uh, it’s okay to ask you this. So, so what I found is online and obviously social proof is like gold today, right? I mean, Amazon has taught us that. The way that we buy is based on customer reviews. And what people say is now the first thing that you decide rather than like 10 years ago, when the customer couldn’t really say anything, they didn’t have a platform, they didn’t have a voice like they do today.

So then I see this in social posting, right. And then I’m also seeing these people that are hiring virtual a. To go in and comment for them or to get eight different, uh, virtual assistance to all comments. So then it looks more relevant. How do you do it within your organization? Cuz I see that cuz I was so fascinated when you would post these micro contents.

I saw all these people commenting and then I went and I researched who are these people? And I realized, oh, they’re all part of your organization. Do you have a system where people in your organization know. What time you’re posting. So then they go and post and make a comment. Or how does, how does that, may I ask?

I love that question. So a few years, I I’m a big believer in serendipity. So one of the best things that could have ever happened to me was I decided when I was, uh, years ago in need of work after, at and T and before my next gig, um, I, I wrote a book. Okay. And at the time, you know, I went out and I, I didn’t know much about a lot of these social platforms.

You know, LinkedIn was relatively new on the scene. I didn’t know squat about Twitter. Didn’t have a blog. And I went out and created a lot of these at the advice of my publisher. Right. And so, as I did that, you know, I started thinking about like, how do I best engage? I went out and I followed. The followers of people that I admired or respected or wanted to be like, like those aspirational, you know, mentors and things like that.

And so, um, over time, a lot of those people would follow me back. It it’s important to create good content, but I developed a lot of followers over those intervening years. And so what’s interesting, Amanda is when I came to Microsoft, uh, we had a platform that had a, um, there, it was. It was a platform that was social engagement.

It was posting to LinkedIn and Twitter and other platforms. But what happened is because I had so many followers when I went out on this platform and started posting through like curated content from this thing, I had more engagement than anybody else in the company. So like globally, people are like, Who is this guy?

He’s always number one by far in social engagement. And it just so happened. It was around the exact same time that I started closing deals that started on LinkedIn and being asked to tell that story. So I became known as the number one social seller in all of Microsoft, which is. Unbelievable to me, cuz I’m just a small town guy from the Midwest us.

So flash forward there, then they started opening it up where you could sign up and be a curator for this platform. And so I signed up for that and um, what’s interesting, Amanda, like when we did our show, Because our topics were so topical and of interest broadly. Um, I could take that content, put it out there on this platform so that it could get picked up anywhere.

So the that’s the beauty of it. There was no timing of it. It was just me being opportunistic to say, Hey, this is great content that you and I created. And I have a platform by which I can put this content. And if it resonates with somebody else in our company of 200,000 people, great, they can share it with their audience and they did.

And so that’s kind of how that happened and, um, you know, it’s amazing. I think sometimes I, I, I was on a show the other day and I, I, somebody asked me like things that I would tell my younger selves and like, number one was your network. Is your net. worth But the second is always say yes to opportunities, find opportunities, seize them.

And this is all that was, it was finding an opportunity that would give the ability to like, take great content that people like you create. And then how can I. Put that out more to the masses. I feel like I’m an evangelist of greatness. I try to find greatness in, in the world and like, how can I, uh, keep giving back, uh, to audience?

And so, you know, finding ways to do that and, and to, you know, pay it forward, like these things are, are very rewarding and that’s a prime example of how that happened. 

Wow. Fascinating. Okay. So you’re telling me that you did the hard work and that’s how you have all of those people commenting. It’s not a bot or a VA system that you hired.

No, I, you know what, I’m a big believer in authenticity and you know, what’s funny is I did, I, I utilize, I have utilized before, um, like some automation tools for some elements of LinkedIn, like mostly for like, if I have a job requisition that I wanna send to people in a certain market, like I’m looking to find candidates or, you know, um, Help people that are looking for a job, like whatever that the case may be.

I may use things for certain things like that. Um, but for every message that comes from me, like that’s legit, that’s me at the keyboard sending. So, and there’s a lot of them, there are a lot of them, but like I said, it’s, it’s almost like my email inbox. Like it comes to my email inbox. I click it. I go in, I reply.

Um, so it, it can be some work, but it’s, it’s important work. 

So can you all, can you share with me what you actually sell? 

cause I dunno. 

uh, yes. So I am a director in the, uh, healthcare side of Microsoft’s organization here in the us. So, uh, my team supports a. Handful of medical device and med tech organizations, and some of our partners that have created solutions on our platform, in the healthcare space.

And so my team owns the allop relationship with these organizations. So anything that they do from a Microsoft perspective, my team supports that. Uh, and then we have a, a very vast, robust, extended team. And, uh, robust partner ecosystem that supports them as well, but it really falls in my team’s purview to oversee the all relationships.

And that could be something as, uh, you know, as, um, common as windows to office 365, uh, to public cloud, you know, the Azure public cloud, um, and then solutions that, uh, you know, may transpire from a, uh, data architecture perspective. Things that we do with customers around data and analytics. Um, so, you know, when it comes to, what do we sell?

Um, I like to think of it more that we own the all of relationship with these customers and it’s our job to make sure that they’re getting the most value out of that relationship and their investment as humanly possible. Um, you know, it’s a, we’ve, we’ve made a lot of moves over the last several years, Amanda, as a company to transform into a platform organization, uh, we’ve made a lot of very shrewd acquisitions, such as, uh, you know, acquiring, um, uh, security.

Organizations and bolstering, you know, the security around our platform. Uh, so, you know, it’s really I’m. I view us as evangelists of the Microsoft story and brand. 

I love it. I, and I also say that for everybody that’s listening and that we’ll listen to this, I find it fascinating, uh, how you are. We teach this around this whole concept that you could be a tactician that’s just hammering for a sale and that’s all you care about.

Or you can be a strategist that looks to. Uh, accomplish so many different objectives, like being an expert in your field, being respected, being top of mind so that every time a client works with you, they think to refer you because you are that standing expert. So when we have a client that maybe sells, like you’re in tech sales, but yet you have such a.

In the industry around sales, around leadership, around, you know, social selling. I, I, I, I stress this to everybody that’s listening. That feels well, I sell plumbing. I don’t think I can go on LinkedIn and start talking about HVAC or water distributors or yes, you can. I, I fully believe in that. I think you’re a walking demonstration of that and, and the leverage.

Sales people will have amidst their entire career by doing similar things to what you’re doing, uh, is the future of, of, uh, a successful 

career. Well, thank goodness. That means that I have a good chance of being successful in the future in sales. Sales has been really good to me. Um, I do, I consider myself a student of selling and I think it’s interesting what you just said, Amanda, because I think a lot of people, um, you know, if you post something, that’s just about like, What you do or what you sell?

Sure. Not everybody’s gonna necessarily gravitate toward it. Um, you know, if I post something that’s Microsoft related, a lot of my likes are from people that are employees of Microsoft. Right. But if I go out and I find creative ways to engage, maybe forming a group, uh, you know, building a community around what I do, people that do care about that solution, there’s a lot of ways to do that, to go out and find your audience going out, looking for key words or.

You know, for people that are in already existing groups, there’s ways to engage meaningfully, but focus on the relationship first and foremost. And that’s what ends up handing out. I wouldn’t be anywhere, um, in my career currently without learning how to leverage tools like LinkedIn. But like you said, I don’t spend all day every day posting about my company on the platform.

I focus more on how do I develop a meaningful relationship and find out ways that I can deliver a win. To them. If I understand what looks like a win to them, and I figure out ways that I can invest my time and resources and that of my teams in order to deliver that win that’s what’s gonna be, get the big deals.

I love it. Carson has been such a pleasure. Thank you so much for hopping on I you’re the first not. But I ha you, you operate like you are a CEO. That’s why I had to have you here because it was so fascinating how you, how you operate your business. So thank you. Maybe 

someday, maybe someday with your tutelage, I’ll be a CEO, but for now, Microsoft is stuck with me.

So, and I, and I love it that way. I love it. Thanks for having me. 

Yes. Yes. It’s such a pleasure. Well, uh, I’m gonna.

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How To Wow Executives On Your Sales Pitch https://chetholmes.com/wow-executives-on-your-sales-pitch/ https://chetholmes.com/wow-executives-on-your-sales-pitch/#respond Fri, 29 Jul 2022 16:05:12 +0000 https://chetholmes.com/?p=10052 The post How To Wow Executives On Your Sales Pitch appeared first on Chet Holmes International.

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This week’s episode is never before released recording of my father Chet Holmes hot seating a client on:

  • How to structure pricing for a consultative sale
  • How to create a commission structure for sales reps
  • Case studies of other successful clients and how they used education based marketing to generate double the leads into their business. 

Listen in for some tips on how to build a powerful sales process to help you maximize your success

Enjoy!

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  • Claim your FREE chapter 4 from the top 10 most recommended marketing and sales books of all time! Visit: Ultimatesalesmachine.com to find out how you Create 9X More Impact from every move you’re already making to win clients!

TRANSCRIPT:

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

Let’s go with Dick Battenberg info. Be Dick. If you’re there, say hello? Hello. Hey Dick. Hey, how are you, Chad? How you doing? So tell me what it is that you do. We have an information technology group of consultants that provide information in the form of business intelligence, three primary industries.

One is the cable industry. The other is telco, which are they’re very the same and and utilities all having to do with operational efficiencies customer care and and of extending their lead over competition. Okay. Gimme a specific example of something you do, people. What we do is go in and typically it.

Organizations have silos of it and they don’t talk very well. So finance probably doesn’t talk to sales that doesn’t talk to marketing that doesn’t talk to call center that doesn’t talk to whoever on down the line. And because of that they don’t have the full picture of what’s going on with what’s happening out in the field with truck rolls to do installations with customer care.

that’s taking orders for installs and disconnects. They all don’t share sales metrics or campaign management, or even warehouse management or billing, installs and things. And you have a program that does all those things. What we do is based on what the customer, when we go in and try to figure out the pain, they’ll usually have one or two that, that are really bothering them.

And so what we do is provide the interface between the silos of information to give them timely business intelligence so that they can make decisions on how to improve things like number of calls per day, that their techs are making to install or de-install product. What’s the cost of something like this a truck roll or our cost.

The what you charge them to do this for them? Typically we’re on an hourly fee for consulting and it ranges anywhere from say 150 to 200 an hour, but the average project will be 50 hours, 500 hours. Probably in the area from 250,000 up hours or dollars. Yeah. So it’s a quarter of a million dollar investment, but what’s your, how do you sell it?

Do you sell stage one, which is like an audit and investigation and then how do you sell it exactly right. What we do is get them on the phone. Maybe they’ve heard of us. And our pitch is to do with getting their arms around operational efficiencies and improving margins. And we’d like to come in and do a discovery session, probably take a week or two, depending on the number of part departments that we have to talk to.

How would you charge for that? Depending on the length of time it would be an hourly charge or what we’re working on now is in our core story, when they go to. The Batman commercial at the end. We’re gonna offer a week at no charge to do the investigation of pain where we’ll go talk to everyone and see what’s the okay, biggest thing.

I don’t recommend the no charge. Okay. Cause if people don’t pay, they don’t pay attention. Agreed. I recommend that you would put a higher charge on it and give them a special to get them to go now. Okay. Say it’s $10,000. Normally we charge $10,000 for one of these assessments and blah, blah, blah, blah, blah, blah.

But right now I’ve got a couple of guys that can put on this and if you can make a decision and the next seven days, I give this to you for only half, for only 5,000. I like it. And the other thing is with this model, which I’m very familiar with, we’re working with a company right now that does power monitoring.

They have devices that monitor the quality. Of power and for electric companies, okay. They’re already going to all the utility companies and they have a great core story and it’s aimed at the CEO, but it’s probably not as impactful as yours, cuz really ultimately what they’re looking to do is, get these little devices in the hands of their engineers.

But what their situation was, just explain it. And there might be some synergy here because your core story should be more powerful than theirs. Because you’re covering all the areas. They really only cover one area, but we fated up their core story to talk about areas that got them in there.

For example one of the things that happens every single day, by the way, every single day, someone dies trying to monitor. Every single day, 365 days a year. A technician gets killed, gets electrocuted, trying to monitor power. And the average lawsuit for that is, millions of dollars. So when they get a CEO on the phone, they’re using things like, look, we are gonna help you reduce litigation.

We’re trying to make it sound like it covers a broad area of stuff, but really it covers this, this main thing that they cover. And then of course they have lots of stuff about the power grids and how they’re old and antiquated and, collapsing and blackouts left and right. And government regulations.

And so it is pretty cool. Did you build your own core story or did you have one built for you? Oh, you guys build it. We worked with your folks and our our coaches Jim Castillo. Doing a good job. And and then Erica, I don’t have her last name, but she’s been very diligent in helping us through a real tough core story.

Cuz we have so many things that we do. Yeah. It’s tough. I can tell you right now. Yeah. Yours is hard . So what I would do is, you have that part where you come into an now word from our sponsor , and then you talk about yourself and what you do and how you do it and how you’re solving some of the problems that you’ve just been laying out for the last half an hour. Yes. If your core story is structured properly, that’s how it should be. Sure. And then and then it says something like one of the things that we do is we show you how to solve all these problems.

And we do this through a diagnostic process. That diagnostic process would include. And now bullet complete investigation of all your silos of information, bullet specific recommendations on how to communicate effectively between these silos bullet. And I’m making up stuff based upon what you told me, but your bullet should be way better than mine, right?

Cause you know what you’re selling, but it should sound tasty, delicious, like irres. , you know what I’m saying? If I’m a high level executive at one of these telcos and you are, showing me this and you’ve put enough, you’ve put me in enough pain, my brain’s already wanting to buy. I’m already wanting to make a decision.

I already wanna buy something. Please put something in front of me. If your core story is good, it makes the prospect want to buy something because you’ve put ’em in enough pain that they’re going, okay. I wanna make a decision here. Just put something in front of me so I can make a decision, and and then at the end you say, and then here’s how we proceed with that audit.

Normally we charge a flat fee of $10,000 to conduct these audits. But right now we have a special going on that. If you can make a decision in the next seven days, you can get that for only 49 95 . Okay, good. And then the other thing it does for you. is, it gives you self-funding growth strategy, because I would imagine that the same guy who sells it is not gonna do the diagnostic work.

Correct. We turn it over to a project manager with experience in that particular industry. So you might as well fund the activity out of the sales process. So what you do is you take, and you say to the sales guy, so you get yourself a bunch of Che juniors. This is how you can ramp yourself up.

If that core story is good, what you want to have is you want to have, 3, 4, 5, 6 sales people with that core story, delivering it to every person, every chance they get every chance they can, and then they get 2000 bucks of the 5,000. The other 3000 goes to you for cost and operations and expenses and the actual, audit itself, which is expensive.

I’m sure. And then I don’t know how much of the back end sale you pay reps. That’s up to you, but. It’s a quick kill as compared to waiting for you to close some quarter of a million dollar deal, then you have to. So in other words, if I’m a sales guy and I go to work for you and I’m Chet junior, I’m 22 years old, but you’ve gotta Barracuda killer core story.

And I can go out and present that thing. And I can present four or five of those a week, which is not. Not even that much, some sales organizations require. And I think Jim told me you have some pretty heavy sales background yourself. Some organizations required to make at least 10 in face, face to face meetings a month, a week, two a day.

Yeah. Yeah. So you say, if you just do five, you should close one out of five and that’s $2,000 a week, that’s $8,000 a month that doesn’t even count your back end when we close the quarter of a million dollar deals, that just counts your front end, but it’s a damn good front end and it’s instant boom.

Every time you make a sales call where the guy says, yes, you get 2000 bucks and it builds on itself too. Once you do one and you see how easy it is, you’re gonna go. Gonna want to go do another one real quick? Yeah. So I would definitely charge if you can justify the value of it, and so I would have what you.

and then I would have, and maybe that’s, two panels of four or five bullets that explains your process and it sounds all benefit oriented. And then the last part is the results of this will be, you’ll have a path to know how to do this. You’ll have a path to know how to do that. You’ll have a path that will help you reduce this cost.

You’ll have a path that help you reduce that cost. That it’s all in a sequence of things. That’s how that’s how I would structure that for sure. So let’s talk about the core story. Read me your areas covered or aren’t you that far along? No, I’m pretty far along. I just need to get right to the.

To the core story. Give me just a second. The area’s covered just for everybody else, listening. That should be a all sizzle, no stake. So when that last one where I read it and it said what’s a one additive you can put in your soil that will do this and do that. That’s selling, that’s not an areas.

You do not put, selling. Makes me crazy. When I see an areas covered that starts to sell the product before we even, or that even explains a specific trend because the areas coverage should be all sizzle, no stake. It should be sound really good. And I want to know the information in there, but it’s not telling me like, if it says the five most dangerous trend and then it starts listing trend, number one, now my brain, if I’m a sharp guy and I’m busy and you’re gonna tell me how bad the economy is and you’re number one trend is how the economy is bad.

I’m gonna go, you know what? You can skip that part. Cause I already know that. So you want to have areas covered. That is mysterious, but sounds really tantalizing. Okay. I got page out. And since all three of these industries that we’re in right now our monopolies we have our first point is the monopoly money is running out.

and me meaning that competition is chomping at their heels and also customer care is causing them to lose business. That’s the meaning of it. It’s not on the slide. Second point is many executives are literally disconnected and we get into that more with the information that we provide from, as I explained, connecting the silos and providing the business.

Okay. But in your areas covered it should say it should spell that out just a little bit more, many executives are disconnected or how executives have no idea about the information that helps them make better decisions or how executives are missing key data. That enables them to make effective decisions about running and effectively managing the business and reducing costs, so it’s mysterious and it sounds good.

And if I’m an executive and it says how key executives are, not getting the data, they need to effectively manage the business. I’d be like, okay I’m interested in that. Show. Show me that. Okay. Read the next bullet. The next one is exposing the five biggest failure points of profitability.

Okay. That sounds great. That’s perfect. That’s a perfect bullet because it’s vague. It’s mysterious. And yet I want to know the answer. Okay. Next that is now is the time for a wake up call. Okay. That’s not as good. No, that last one is perfect. Okay. So maybe four should be some, is there a fifth or is that it?

There is a fifth and it’s the five steps to success. Okay those are vague. I think four could be better. I think it should be something like, what all this data means to you or how you can use this information to be more effective as an executive. Okay. Something like that. And then five says five easy steps you can take.

That’ll change everything. Okay. But it does sound good. And it does sound like they’re going in the right way. The thing is, again, that what I like to have people do is force you to think about, have you seen the little threefold brochures that are, have been designed from the core story?

Have you seen any of those? I, Jen I don’t remember seeing them if I did. Okay. Ask Jim. And any of you listening, ask your coach. If you want to see the one we built for Mercedes. It’s fantastic. Then there’s one we built for a fitness chain. Okay. Chain fitness stores. So these are where we’ve taken.

The Mercedes course story is 187 panels. Okay. Obviously, no one is ever gonna sit through 187 panel core story. And in their case, it’s a training tool. They use it to train new sales reps, but then the sales rep carries in their inside jacket pocket. A little, I think there’s is actually a fourfold, but it, you know how if you take an eight and a half by 11 piece of paper and you fold, you turn it sideways and you fold one in the other end on top of it and you have to have let’s a little threefold.

And that actually gives you six panels where you can put information. Okay. So I would say the great exercise is to force yourself of how could I put this in a brochure? And the brochure wouldn’t be called a brochure. It be called a special report. That’s why I want you to see one of these. And again, any of you listening, just have your coach ask the head coach.

So I don’t get 16 coaches asking me for this, but I will send these. And I’m pretty sure the head coach has these anyway, but I will send the these two brochures. I might be able to find a third and a fourth one. But those two, I know recently, I just used them for something else as an example. So I know I can lay my hands on them, but the Mercedes brochure and the fitness chain brochure, and we took massive core stories, full of great information.

And on the front cover, the Mercedes one says the six most important things. Everyone needs to know before they buy a car. It doesn’t say the six things you need to know about Mercedes. It does not say that. And then when you read it, it starts talking about safety. And then by the way, most people don’t know this, but Mercedes invented safety.

You think the Volvo is safe, they didn’t invent anything. The Mercedes invented the seatbelt, they invented the crumble zones. They invented anti unlocking brakes. They invented air airbags. Almost every major safety advance was invented by Mercedes. Most people don’t know that the sales people didn’t even know that we taught them that.

Are you using that as a leave behind or a pass out of a show or what? All the above. Okay. All the above or when, someone’s not gonna sit through that core story. You’ve got a fantastic little handheld mini core story. But yours would be called, a special report for telco companies.

Okay. And then this way it can be used at a trade show. It can be used, when someone won’t sit through an elaborate thing, but here’s why I want you to do it. Cuz it forces you to use only the best information of your core story. Okay. What are the five points I had? I just tested a new copywriter who obviously read my stuff.

And I told him, give me a pitch on the book, like why people wanna read my book, this guy’s interviewing for a job. And I said, I just wanna see how he writes copy. So I said, give me an example of why someone wanna read my book. And he wrote a paragraph first about the state of the world and then pitch the book.

Okay. So that’s basically what a core story does it first talks about what’s going on in the world that makes your thing important and then it pitches it, but it pitches it in a way that still educational. So never says why you should hire us. It says the five things to look for. If you’re going to get this problem fixed, here’s the way you do it.

And then it’s explaining all the stuff you do without ever pitching you. Oh, it’s what it’s. It’s a good hook. And then in the end it goes now a word from our sponsor, and that should be the shortest part of the whole core story, because you’ve already done all the heavy lifting that should say, by the way, everything that we just taught you, we do all that.

. And that end part should be five panels, 10 at the most, I see these core stories were the 30 panels of a pitch on you. That’s wrong. Yeah. That’s what I was afraid we were doing. We were trying to. Do a sales pitch at the end. And probably that’s not what it’s set up to do well again, if the core story is right, it’s gonna teach me everything you do without even telling me it’s all you.

Because what happens is when you do, when the whole idea is you’re gonna call Patel topic level executive, that’s who you need to be at right. Need to be like CEO level for your pitch. Am I right? Yes. In an ideal world, you would love to be with the CEO of the company. So you can say. you can say, look, there are eight silos of information that dramatically affect how your business is gonna function, making it as efficient as possible, making it as profitable as possible and avoiding some of the disastrous mistakes and things that can like literally ruin companies and take them from profit to laws.

And so our company, which has been, serving the telco market for X number of years now, we, we commissioned a study on this and when we found the information, we thought, boy, this is so compelling. We put this into a executive briefing and we’re gonna be showing that to at and T and we’re gonna be showing that to Verizon.

We’re gonna be showing that to making up names here, them better than me. And so when you’re talking to other big players, you mention the other big players, you’re gonna be showing it to. And in fact, if you have the names of the CEOs of those companies, it’ll help you even more.

And we’re showing it to David Branson. At, and T we’re showing it to, Jackie Chan and I’m making up names now it’d be fun, Jackie Chan the head of Verizon and, and if you can mention the names of the CEOs, you’re gonna be showing this to, and, or you can say let me see other people on our list are, cuz remember you always wanna be telling the truth.

And then when you get, what’s another big telco company. Oh, T-Mobile yeah. When you get T-Mobile now you should have no problem getting at and T and Verizon and and there’s thousands of little telco companies now left and right. And right. And left. But that’s where the competition’s coming from.

Yeah, exactly. And for you tell other side of the business, right? Yeah, sure. Of course. For you though, the big opportunity is in all those other ones. So what I would say is when you promise you’re gonna come in and give me an executive briefing, you have to live up to that first So if your core story is, let’s say 80 panels. 90 at the most, because if you’re doing two panels a minute, you’re gonna do 45 minute, maybe in lunch and learn, or an executive briefing. And you tell ’em look, it’s 43 minutes. You want to try and make it sound precise. You say it’s 43 minutes, but with Q and a most people allow an hour.

And, and then also remember your fallback should be to offer lunch and learn because those are easy to sell and come in and cater your lunch. Your case, you’re going for such big deals. It’s not a big deal for you to bring in lunch. Sure. Who cares? It’s gonna cost you a hundred dollars or something, 200 bucks.

If they bring a whole staff of people in there, five people for you to present to. When you’re offering to teach me how I can run the eight silos of my business with greater effectiveness in ways I couldn’t possibly imagine. And I should see that right now, because these things are gonna dramatically affect my profitability.

And you do this as a service to the market, because after you saw the results of the study, you commissioned, you were shocked and you knew. This executive had to see it. And I’m writing your pitch for you right now. I hope you realize like that’s your pitch, take a notes. yeah it’s recorded so you can get it from your coach and go back and take it word for word, cuz that’s strong stuff.

I just gave you that strong copy and and then you should have a writeup that says that, and then you should have, go to some of your current clients and get letters that say that, and so this way you’ve got all kinds of tools in your arsenal and Marshal your sales effort around that compelling offer to teach them something of extreme value.

And if they say, what do you get out of it? You say what we do is we help companies in some of these areas and what we get out of is a public relations effort. It’s how we meet executives like you, and and heck we, we know a lot of people in the industry, I’m sure you’ll find it valuable and and then you go for the close and then when you get in there, After a while after showing them all these problems, then you say, so what are some solutions?

And you go there’s five ways to do this one. You should have this data, in integrated fashion, two, you should have systems that give you this data at the push of a button three, you should have, and I’m making up stuff, but I can, but you’re right, but I can follow where you’re going, but all this is teaching me what I can have and what I should have without plugging you directly at all, because you promised me you’re gonna come in here and give an executive briefing.

And then when you get to the part about word, about, or sponsor you stop and you ask permission to show it. Okay. Because you’ve gotta say, in fact, at the beginning, what you should say, and I believe this is in the training module, you should say before you even start presenting, you should say now.

Mr. Jones, as this is a commission study we’ve done with the fortune 500 research firm, and we were so impressed with the data, millions of dollars in raw data and hundreds of pages of research. And we boiled this down into this 43 minute, executive briefing that I’m gonna go over with you today.

And, 95% of this is educational at the end. There’s a little segment on us that just tells you a little bit about us, cuz this is a PR effort for us. And if you don’t wanna see that section, I won’t even show it to you. Does that seem fair? And the guy says, yeah, that seems. Now he’s basically agreed to get a sales pitch at the end.

Okay. Yeah. Now when you get to the part where you say sponsored by, and now we’re from our sponsor, you say, this is the little part about us. Would you be okay if I showed you this? And if you’ve done a righteous job, and by the way, in the history of my life of using the course story sales model, which you’re talking like 25 years now, I’ve never had an executive say, no, I don’t wanna.

Okay ever, cause if you’re giving me great information and it should be so good, I’m taking notes and it can’t be generic. Stuff that they’ve read in the newspaper, it can be a little bit of that. But as I tell the empire folks who I instruct often, you gotta gimme stuff over time.

Cuz that’s where you get the wows. Like the first thing like this, one of the dirt, the first thing they have there is quote, three pages of quotes from people about how important farming is. One is good enough. And two of them are from a hundred years, 200 years ago. The first thing you wanna show in your core story is something that makes them say, wow, Yep.

Say as I’m sure, there’s 200 million people of eligible age to have cell phones in America. And yet there are 265 million cell phones in operation right now, which means many people even have two phones. Now where was that? In 1970? Obviously there weren’t any cell phones. And and then the next panel shows like bang, the growth and and some trends like things they’re not looking at, they know there’s 265 people now, but they haven’t looked at the percentage of growth, the rate of growth you want it literally where that guy goes, wow.

That’s interesting, you might not say, wow, my God, they’ve blown me away, but you at least want, ’em going, wow, that’s interesting. Oh you at least want to have right out of the gate. Not just you, but I’m telling every. Who’s listening that you want to have those wows right. Outta the gate.

And the way you get them is you look at things over time. you’re gonna get the wows. 

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Are You Creating Your Legacy? https://chetholmes.com/creating-your-legacy/ https://chetholmes.com/creating-your-legacy/#respond Fri, 22 Jul 2022 15:10:05 +0000 https://chetholmes.com/?p=10043 The post Are You Creating Your Legacy? appeared first on Chet Holmes International.

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The stats show us that 6 out of ten second generation businesses fail.

Take it from me, I inherited a business that had zero succession plan.

Listen to this interview to find everything you SHOULDN’T do if you want to create a legacy that lasts.

It is a miracle we’re here today, learn from our mistakes so your company and legacy can live on beyond you.

To date it’s one of my favorite interviews I’ve ever done just because of the raw honesty.

Pablo Gonzalez of Be the Stage does a wonderful job of facilitating the conversation.

Enjoy!

Continued Learning: The Legacy That Never Should Have Happened

TAKING ACTION:

  • Want to know what’s keeping you from doubling your sales in the next 12 months? Take our quick QUIZ to get answers: Howtodoublesales.com
  • If you’d like to have a profound breakthrough in your business, schedule your breakthrough call with a LIVE expert here: Chetholmes.com/Breakthrough
  • Claim your FREE chapter 4 from the top 10 most recommended marketing and sales books of all time! Visit: Ultimatesalesmachine.com to find out how you Create 9X More Impact from every move you’re already making to win clients!

TRANSCRIPT:

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

Welcome to the B2B community builder podcast. I’m your host, Pablo Gonzalez and chief executive connector. And, uh, we are in Vegas doing a content activation where Amanda Holmes has been so gracious as to a company know us.

And beyond this journey of what we’re doing, uh, Amanda is the CEO of Chet Holmes international and kind of the, you’re the steward of a beloved brand. Yes. Which is cool. Thank you. And not just a beloved brand, uh, meaning the ultimate sales. but a beloved brand that is beloved for, for the impact it has created in people’s lives.

Very much so. Yeah. 

That’s cool. Let’s talk about what we’re doing, right? What, what, what are we, what, what what’d you sign up for Amanda?

Well, it all started. It was really interesting. I, I heard you speak and I was enthralled by this idea that you did. I mean, I don’t know how much those that have watched have heard, but, um, Pablo did this wonderful case study where he took a podcast, this podcast.

Oh, okay. all right. And it generated, um, two clients yeah and then he did another podcast and it generated tens of millions of dollars and his method of how he does content to produce. Great relationships that produce revenue was just fascinating to me. And that was really the draw that then said, I’m doing one of these.

And I said, oh, sign me up. I’d love to see how you do this and be a part of it. And so I’m grateful to be here. Yeah, 

it’s cool, man. I’m happy. You’re here too. Like I, you know, this to me is a microcosm of, um, the value of having a stage, right? Like it’s, whenever you have a stage getting to invite people onto it, right?

It’s this like awesome invite that you get to attract wonderful people, cuz most people that wanna take a stage, have something to say and they have something that they care about. And uh, it attracts really, really wonderful people. And you know, this podcast has been my stage for a while. Before that it was.

Uh, charity groups, right? Like my stage was just like my 20 young professionals that I was a steward of. And I could reach out to the superintendent school and get breakfast with him because he’s gonna be speaking to 20 young professionals. Right. And now these, like, I’m really excited about the future of these content activations, right?

Like this is, um, I came up with a word for it when I was on my creativity streak on the, on the, on the plane. But it’s, it’s content driven, content focused, experiential marketing, right. Mm. Something along those lines. Oh, I love that. Yeah. So, so I’m excited. I had, I’m just conceptualizing right now, the idea that this is gonna be the first of many and you and me may do a couple more of these or a bunch more of these.

I hope so, but I also feel like. I’m gonna be doing a bunch of these and I have this invite to every time it’s a new thing. It’s like a new baby, right? Like I like to surf. Every wave is different. Yeah. So every experience is gonna be different and every time I’m gonna get a chance to invite somebody extraordinary, which I find really compelling, which I think is kind of cool.

Yeah. Wonderful. Yeah. Yeah. Yeah. So that’s awesome. I’m glad, I’m glad we creeped that. All right, Amanda, I wanted to start with you on, we talk about this, that you are, you’re the, you are the reluctance CEO that stepped into the limelight and have really embraced it and done very well. And the way that I understand it, the reason why you got over the reluctance and took it was because of this brand, that you’re the steward of, right?

Like this love of a community. Tell, tell me a little bit about, tell me a little bit about how it all dawned on you that this was, ah, this is what I wanna be doing. Can you tell me about that? 

Ooh. Uh, well, some backstory for, for people a bit. So I was a singer songwriter. Yeah. Right. I had just released my fourth record.

I went to music school. so no part of my father’s organization. and then my father sadly passed nine years ago, and, and there was no plan. There was no succession plan. There was nothing planned for me to step in. And for the first two years I looked around and went, okay, let me put a C suite in here.

Let me hire a CEO or a CTO or a CFO. I mean, we’ve assisted over 250,000 businesses around the world at this point. So my father’s book, ultimate sales machine is in the top 10, which recommended sales books of all times. I don’t know. I don’t know if it’s in 

the shot, but ultimate sales machine cult classic

So, um, yeah, it was a ginormous organization, all filled with executives. Right? Our clientele were executives and here I am, 25, 26, looking at this, going. oh my God. I have nothing to be able to know how to be a part of this or do this. So I first started just by. asking questions. I would peep in on calls and I would go, hi guys, who is that?

That’s Amanda. Hi. you know? Yeah. And, and, um, and as I started asking more questions, people said, you’re asking the right questions, keep asking. You know, because a lot of people walk into leadership roles and they think, oh, well, I know everything. Let me tell you this when do you ever get anybody to grow with you or, or to adopt, right?

Yeah. And go with you so first it was a lot of 

questions. 

What, um, when they, when people were telling you that you were asking the right questions, what, what were those questions? Do you have a sense of 

that? 

Yeah. So for instance, Uh, we grew our following on radio and it just so happened that right as my father passed laws went by that you couldn’t drive and hold a cell phone.

So our call center, our call to action was call in to get this free report. Mm-hmm so our calls dropped off significantly. So our lead source was in a real dire straight, and my father was the innovator and everyone else didn’t know how to innovate. So we were running radio ads with his voice still a year after he had passed.

We didn’t, my, the marketing team didn’t know what to do with it. Yeah. Um, and, and then they were also having a hard time tracking the results. So I’m just trying to understand this puzzle, just like everyone else, right? Yeah. So I’m just asking questions, you know, what, what was what’s our conversion rates.

Yeah. Um, how do we know about this particular ad? How did it produce? Have we run other ads with different voices, right. That. Just simple things. Just intuitive questions, but I, yeah, right. Yeah. Right. Holes out intuition was there. Yeah. Yeah. Yeah. And, and, and I think there was so much overwhelm at the time that it, it was a little bit hard for people to see past that overwhelm mm-hmm okay.

Interesting. 

All right. So then, so talk me through it then. So you were asking the right questions. You were questioning 

yourself. Yeah. Uh, and then, so I study under an Indian Saint mm-hmm Sarva Loka Maa her holiness, Sri Sri Sri 1008, Guruji Poonamji it’s very long, but we just referred to her as Guruji So she had told me that it would be wonderful that this legacy that my father had created.

Uh, that I could continue it on and, and give it a new life. And, and then that would be good for me. that would be what’s best for me at this point, which at the time I’m like, that is crazy. There’s no way that I could do that. Right. I just didn’t think it was physically possible, but she assured me that it would be.

Yeah. And then what I really fell in love with was our people mm-hmm our clients. I mean, it’s not sales training is something that can completely change your world, right? It takes a company from a million dollars to 5 million from 5 million to 10 million from a hundred million and beyond.

So, uh, people will come back to me, you know, they would cry to me all the time about my father passing. They, they felt like it was their uncle or their father themselves. Right. That was the kind of bond that, that book and my father’s trainings created for people. I even just had one last week of a gentleman.

Who’s like, I’m so grateful. I’m alive today because I got in a car crash last week. And your dad talked in the book about how to bounce back when you fall, cuz he got in a car crash and he explains this process. And he’s like, if I hadn’t read that, I, I would’ve gotten probably killed in this car crash, like the randomest things, but the most miraculous gifts and all around the world, I mean the book is in 13 languages.

Yeah. So I was just talking to a gentleman. The most recent thing that people have been telling me is that the book is, uh, second to the Bible. It’s it’s the book they read the most. 

Yeah. And I’ve, and I’ve experienced this, right? Like every time, every time I pull you into a room, somebody in the room is like, oh my God, ultimate sales machine.

And I’m like, this is cool. Right? Like this is what made me think of you for this. Right. Because I’m just like, I’ve never, I’ve never seen Amanda. And, and up until this weekend, it was all virtual rooms, but it still happened. Right? Like Alex was like ultimate sales machine when we had it inventory , um, which I find really fascinat.

Hmm. That’s interesting. 

So this, when you’re talking about, uh, a process that takes somebody from 1 million to 10 million that is taking somebody from having eight to 10 employees to having 25 lives, that they are now in charge of To, you know, being pretty sure that their kids can go to private school, all they want from that Delta between one to 10 million.

Yep. A forward colleges and stuff like that. Yeah. 

And, and if you look at organizations, 60% of companies don’t make a profit. Yeah. So at a million, maybe even some millionaires are making more than the $10 million companies. Right. They come to us in debt. Yeah. They come to us, you know, how do we fix these bottom lines?

We’re just trying to keep the lights 

Yep. Yeah, yeah, no, I get it. I get it. I get it. That’s really interesting. The impact. Right. So then, okay. 

So then now 

you, 

you start to have people feel like. 

this, 

this book, your father’s training, the work that he’s done 

and the bonds that he’s are,

how would you phrase it? Would you, would you, 

at what point you think that it went from being a burden to being an honor. 

Do you think it went from being like, did it become a 

what’s the, from two there of like the feeling of this thing, 

it took a lot longer yeah. For it to become something really wonderful.

Mm-hmm um, 

because it was a lot, 

um, 

of problems at first 

mm-hmm 

so I would say six years worth of just everything you could possibly think that could go wrong. Yeah. You’ve told some Terry stuff. Yeah. It’s it’s vicious. Brutal. 

I mean, yeah, yeah. Yeah. 

So it wasn’t until much more recently that, and I spent a lot, 

I, 

I spent last year, I only worked one day a week and the rest of it, I was working in a nonprofit because I honestly was like, are there good people in the world anymore?

That’s where I had actually brought myself until, 

um, 

I got brought onto a board of a company and I started watching how they interacted as a culture. And that started to warm me up again to the fact that there are wonderful organizations out there and people that really care. You just have to create that.

And then you have to attract that with more people. Yeah. And make it very clear that that’s your intention. 

Right. 

And then you, that expands more and more. So 

I, 

I slowly got 

the, 

the belief back , but we still doubled sales last year. And I only worked one day a week. 

So that’s 

not bad. 

The word that you went to there was the word I was thinking about intention.

Like I, I do think to create a corporate cult to create any kind of culture within a group of people. That is a good culture. it needs to be intentional. Yes. What did you see? What did you see this board doing that was intentional, that you then started. 

applying 

Uh, the leader, I really loved the leader. He just, he always was very Frank and they’re in Missouri.

And, uh, I don’t know if that has anything to do with it, but it’s good. Old Midwestern values. Yeah. Something like I show up the first day and one of the staff walks up to me and I’m like, how do you like working here? And he’s like, if Tom Douglas told me to walk out into the middle of the street in traffic, I would do it.

I would follow him to the middle of the street. And this is like, nobody’s asking there’s no cameras on. Yeah, no, nothing. He’s just speaking from his heart. I’m like, can I bring you over to the camera? Can you say that in front of the camera? Because it was so authentic and so real. He just, yeah, I think he upholds truth more than anything else.

And he talks about that a lot. Mm-hmm and the transparency of that and transparency, authenticity, and he really practices servant leadership. Mm-hmm um, all of those things were very inspiring and because he held that so true. And he, you could tell that he upholded it with every fiber of his being that everyone around him.

it Made them level up and even the board I’ve heard that boards are terrible and that they’re not so good. I’ve had my own. And it was a interesting, um, but uh, in his, every single member is like, what can we do to make this the best possible? It’s not about, you know, a name or an ego in the door, right? Yeah.

It’s just, how can we provide the most value? And I think that that’s magnificent. 

Did you see them baking that in formulaically or is it such a strong leader? Cause that, you know, it can come from one person and then kind of like what you described, right? Like, it sounds like your dad was kind of one of those guys.

Yeah. And then when your dad wasn’t around it all kind of like what, what, what is, is there ways to bake that in or is it, is it really driven by that top down thing? I 

should introduce you to Tom. He would do much better at this. Well, he I’d love to meet him. I mean, he has a hundred staff yeah. And there, and I can see that the whole organization lives and breathes it.

Yeah. Uh, that is not my expertise because I walked into the wild. Right. My father had brilliant people around him. Yeah. And they’d worked with him for decades. Yeah. So they were very loyal mm-hmm, but for some reason there was also kind of this cowboy piece mm-hmm as well. And when the sheriff wasn’t around, it became, um, very intense.

I would not say that I’m the expert on culture, but, uh, 

yeah. Okay. That makes sense. So, all right. 

So then let’s talk about leadership and let’s talk about fathers, right? One of the things that I wanted to dive into you with is this idea that I, I feel that you and I must have had some similar experiences growing up, cuz my father was also, you know, your dad cut his teeth as the, uh, guy that grew a bunch of Berkshire Hathaway companies.

Right? Yep. My dad grew the portfolio of a very, very, you know, very, very rich family as well in Venezuela that owned multiple positions across multiple industries. And that’s why we moved so much around the world and ergo, I grew up, you know, just kind. mixing with CEOs and, you know, high power people. Uh, and I found it very, very normal and, and, and therefore I do find that I have this like, privilege of not being intimidated by a title, walking into a room ever.

Mm-hmm and not really like, you know, I guess I’ve, I’ve never felt like I don’t belong in any room. Um, as a result of that, I wonder what your, you were telling me a little bit about how your dad would bring you guys on. Tell, tell me a little bit about. Um, kind of like how you interacted, you know, something I’m really cur tell me a little bit about how you interacted with your dad’s business as a kid growing up.

Yeah. And like 

that life. I really didn’t, I didn’t really know what he did. Mm-hmm when people would ask me what my father did. I, I don’t know. He’s got companies. Yeah, 

yeah, yeah. I didn’t know what my 

dad did really. Um, cuz there’s just, it spanned over so many different things, right? Yeah, yeah, yeah. 12 different companies.

Yeah. But, um, I’m actually curious of you if you don’t mind. So when I was surrounded by all these brilliant minds, right. I, I found that it, that they were very passionate for the most part about what they did. My father surrounded himself by a lot of speakers and authors and leaders of industry, and to be able to have that leadership, they were very engaging and very interesting.

And, and I could tell that they really believed in what they did because they were that vivacious type. Did you feel that, did that. Okay. Were you surrounded by that? I wondered 

if that’s all. No, I can’t say I can’t say I was okay. I, I was surrounded by a bunch of,

you know, my, my dad’s circle when I, by the time that I got into like the consciousness of it after, you know, after Spain in Spain, it was very old Spanish money, right? Like, um, the number one real estate holder in Spain is this guy, someone Flos, who’s like sixth generation, somewhat Flos that has been breeding bulls for 200 years.

And like, he serves up the bull fights in Spain and like the king hunts on his land and goodness, you know, all this like really like statesman stuff. Wow. Um, fascinating, fascinating old world. Okay. And then, and then there was other people where we, like, we would stay at like the El CASAA, like private residents, you know, like weird stuff like that.

And then, and then here in Miami, it was all a bunch of. second generation, you know, like first generation Cuban refugees that did well that were then presidents of hospitals. And, but, but it was much more corporate America than okay. Presentation America. Right, right. Like it was, it was very much like the contractor that has a hundred million dollar business.

Right. And the, uh, telecom company that has a million dollar business. Yeah. But none of them grew through PR, not a single one of them. Ah, right. Like none of them. That is an 

interesting distinction. Yeah. Yeah. Okay. Because a lot of my, my fathers were entertainers as well as you know, they made their money.

Okay. Fascinating. 

Did you grow up, did you have like a, like an endearing thing about it? Right. Like I think about these guys, like I think about like Julio and I’m like, love. Yes. why, why did you love that? Because ju repeat the, this thing , you know, they, they were just, uh, there were, there were, I, I always, as a kid grew up just like, assuming that the world liked me and I liked it back, I guess.

Right. So the people that I was around, I just have this, this connection to, and I was a very outspoken kid, so adults took interest in me. Cool. Um, and I, and I, I, you know, so I wonder, I, I kick it back to you. Like, did I imagine that you were an outspoken, like a, a young woman that could hold her? Yes, of course.

Yeah. With manners and be at a table and like have a 

conversation. Well, I, I can remember my father training, both me and my brother on how to do that. Right. Yeah. Um, and one of his favorite quotes was maturity is when all of your mirrors turned to windows, mm-hmm ding, ding

maturity is when all of your mirrors. 

Yeah. Yeah.

Thanks, man. Appreciate.

Yeah. All right. Um, 

I’ll say it one more time. Yeah. Cause it was so powerful. That was really journey is when all your mirrors turn to windows. Okay. What does that mean? It means to look beyond yourself and really look through to other people to ask them questions to it’s the same as it’s not about being interesting.

It’s about being interested, right? So he would train us to, how do you ask the other person? What is, what are their interests? What, you know? Um, I, I like, I can’t even talk surface level with people anymore. It’s just so bizarre to me. I can’t do the small talk thing. I have to better understand what makes you tick.

What is interesting to you? I wanna be interested by what makes you interested. I wanna understand why that’s interesting for you, right? Yeah. Yeah. So those, those kinds of question. , it was almost like a game. How much could we get them to speak more so that, um, we’d better understand where they were 

coming from.

At what age? At what age did that game start landing for you? Like at what age do you remember? The first time you were like, okay, so conversations are a game. Let’s do this 

as far as I can remember. I don’t, know I mean, I was very 

talkative. Yeah. We see, we weren’t, we, we were not taught personal development as kids.

Okay. Like, you know what I mean? Like, to me, like your dad’s oh no, I got your dad’s like ingraining personal development and stuff like that. We were just taught manners. Okay. We were taught, you know, like family values. Okay. But family values are not exactly congruent with personal development often. okay.

You know? Right. Like old world, Hispanic family values are really just like, no, no, no, no, no. Here’s the perimeter. Right. And uh, no more growth. This is it. This is us. That’s them. Okay. Um, so that’s interesting. So that’s interest. . Yeah, so, so, so 

you’re around that continue. So like, one of my father’s favorite questions he would always ask is if you could go back to the age of 14, knowing everything, you know now, but you’d lose everything that you have.

Would you do it or would you rather con uh, yeah, that’s the question? So 

knowing 

everything I know now yes, of course, who wouldn’t 

do that? 

A lot of people wouldn’t, they’d be like, what if I don’t meet my wife? What if I don’t have my children? I, they would be too afraid to lose what they have now to go back to that age.

Oh. That never crossed my mind, 

but it, it strikes great conversation as well. Yeah. Yeah. It’s like, you know, that’s a question that really asks at the heart of somebody who are you and what makes you tick and what’s important to 

you. 

You Yeah. 

So what’s who are you? What makes you tick? And what’s 

important to you 

yeah. See, 

I don’t even know, man, going back to 14 would be really. really a lot. I’ve, cramed a lot in I’m one of those that like has to cram 60 seconds out of every minute. So mm-hmm, , mm-hmm, , it’s a lot of living,

you know, I’m not somebody that has, I, I, I agree with the overall tenant of like, I don’t want to be anywhere, but where I’ve ended up right now, but I also think more time. Sure. Right. Like I I’m, I love, I guess I love life and I feel like I’m the best version I’ve ever been of myself right now. So why not get more 

of it?

That’s wonderful. 

Which is where my answer of, of course, now that you say, what about if I never met my wife now? I feel like a jerk

no, but that’s awesome. That shows you right. That you’re just willing to go for an adventure, right? It says a lot about you. Fascinating. I’m adventure. It’s a great question. To start a conversation. That’s more than just, you know, what’s going on at business today, right? Yeah. Cause then when you really know the person, then it becomes something even more magical when you do yeah.

Become a business. Right. Mm-hmm 

yeah. I agree with that. I agree with that a hundred percent. 

So where is, what is your take on the role of community creation as far as how it affects the businesses that you’ve worked with, the business that you’re working on right now? Um, what’s your take on that? 

Uh, the best community I’ve ever been a part of is the nonprofit, divine bliss, international mm-hmm

And that really has helped me sculpt my values in a really serious way. Um, and I’m very grateful for that community. Mm-hmm , it’s like a second family to me and we span across the world. So whenever I’m it just last week, I was driving at two in the morning and I was kind of falling asleep. So I called my, my friend in Thailand.

I’m like, keep me up because it’s broad daylight there. Right. Or, um, I’m kind of a night owl. So I’ll call one of my best friends in Australia. Who’s a part of that group and there’s a bunch in Singapore and then there’s some in America as well. Mm-hmm and, and that really taught me the value of, I think it’s an, in like an old, um, African tradition of you only go so far alone.

If you wanna go fast, go alone. If you wanna go far go as a team, right? Yeah. Yeah. And, uh, watching my guru and how she taught that, that dynamic mm-hmm and it. Years of working with all these different cuz especially with different nationalities. I’m sure you can relate to that right. Culture. Yeah. Everyone comes from a different, we’d be perpetually offending everybody because yeah.

Yeah. Somebody from Asia feels that the American is too loud. Right. I was always too loud. I’m like, oh my God, what have I done now? Yeah. But uh, but once you bridge those gaps and you understand where people are coming from, man, you just the, the speed and the strength and the stability of a team is magnificent.

That’s where I’ve learned it more than what, than what I’ve learned in ch I, 

so I, 100% echo with that. 

To me, everything that I talk about in community, I am reverse engineering from nonprofits. 

Oh, okay. Yeah. Like, oh, that’s interesting. Yeah. A hundred percent like where you come. 

Okay. Not that. Yeah. Kind of like you, right.

Had a career, got super involved in a nonprofit, the outlook of how we activate people when it’s just for the greater good versus when it’s a transaction. Yeah. Has completely changed my life. Wow. Yeah. And, and that’s even, even what a, even the internet talk show is a evolution of how we hosted our young professional meetings.

Wow. 

And how we pulled off events and how I used it as a stage and how that got me then business. And like, it’s all been an iteration through that. Oh my gosh. So I completely agree. 

Have you, have you made some of those bridges, have you, have you done any of that stuff from like seeing how the nonprofit and everything that you were doing works?

Like, why don’t we take some of this nonprofit framework and put it over here? Have you done 

any of. Yes, definitely with my team. I mean, empowering my team. So when I first came into the business, it was all about, let me prove myself. I’m gonna prove to you guys that I can do this. Right. Mm-hmm . So I bring in the biggest client, watch me double our marketing, right.

Watch me, you know, innovate our sales team. So it was all about like, let me prove myself, cuz I was kind of, kind of needed to. Yeah, yeah, yeah. But at some point, uh, and I was really blessed to be around, you know, world class people. So I got to absorb a lot along the way, but, but at one point I started realizing, well, if this is just the Amanda show, what’s the real point here.

Mm-hmm right. Mm-hmm what are we trying to do? We’re trying to impact as many people as possible and give them something that’s proven something that’s decades, right? Yeah. And it doesn’t have to be Amanda doing everything. Yeah. Which was a big, a big realization and then giving others the platform to be able to rise up and stand as leaders themselves.

Right. Mm-hmm . That’s when I took on, um, I have a little intern that’s 12 years old. Mm-hmm he’s amazing. Yeah. He’s amazing. He has domestic. Yeah. Okay. Well, no, he’s in Canada. Okay. Uh, but he has reviewed a hundred products on his YouTube channel. Mm-hmm he’s 12. Yeah. Yeah. He’s already released a course. Yeah.

To teach other young children. Yeah. How to use video in their marketing efforts. That’s a good sign. It’s insane. What this kid can do. Yeah. And I’m so proud of him. Yeah. And I just wanna lift him up, right? Yeah. Like that is just so magnificent. And I want everybody in my organization to grow and feel that, whereas before it was just about what can I prove?

Right. Mm-hmm so it was a competition with all of my staff, which, you know, got me to one place, but it’s not gonna get me to the next place. 

So how does that application change? Right. So when you’re going from, like, I’m gonna Curry this thing, you guys are gonna have to compete with me to no, no, no. I want to enable people to grow.

How does your interaction change? How does your approach change? 

So, and we find this very often with CEOs. So you walk into a meeting and you go, okay, this is what we’re gonna do. These are all the steps, and this is what I want done. Right. Mm-hmm because the CEO has to be confident. The CEO has to come in, they have to be the brains.

Right. And then how often does the actual team implement that idea? Right? Will’s boss’s idea. I’m not responsible for it. Right. Whatever he says, stupid idea anyways. Yeah. Here’s another idea. Right? He’s read another book. Right. Whatever it may be. Um, but so instead of coming to every meeting, feeling that I’m on the spot of, I have to prove something.

Mm-hmm now it’s, uh, I am here to discern mm-hmm I am the discerning factor. You come to me with the decisions of something. If you’re stuck mm-hmm , but I’m relying on you to provide the answers, to provide the solutions and giving you the platform to be able to rise up. I might even say, this is something that I’m working on.

What are your suggestions? As opposed to, I felt that I had to come up with every answer and that doesn’t it create a, a sustainability amongst my staff. Yeah. You’re teaching 

people how to make decisions instead of making decisions for them. 

Yeah. 

Yeah. I like that. That’s cool. 

And we teach that that’s part of the book too, right?

I’m like reading it’s part, the book book and I’m oh, OK. I gotta do this. Right. So there’s systems of how to do that and foster that and create accountability and create responsibility. And yeah, 

I’m, I’m sitting here trying to digest the idea that you’re navigating, you’re navigating your dad’s legacy with a manual that your dad left you.

Yeah. That’s so that’s so deep to me. And I think about the role of content as a legacy, right? Like what we talked about at lunch, this idea that I really wish that my, I. You know, my, my brother used to write everybody in the family. We have like a family, like Yahoo group from like 25 years ago. and um, every time it was somebody’s birthday in that group, my brother would write them a poem.

Oh. And my, and my mom has like the whole list of the, of the, of the poems. Right. Mm. And then I have this like one video of my brother singing in the car. And, and I think about the idea that in two years I’m gonna be my brother’s age when he passed. And like, have I, was he right? Or was he not right? you know, like, like I, you know, it was, so 

what do you what do you mean by that?

Was he right? Or was he not? Oh 

man. I’m thinking about this one thing specifically, I’m thinking about, I’m thinking about the fact that he told me at one point that he’s like, I’ve already peaked. And, um, you know, I’ve had to like accept the fact that I’ve already peaked. And I was like, bur. You’ve never peaked.

Right? Like you’ve never peaked. Like that is a, that is a false thing. Right. Like I just did, I didn’t have like the, the language back then. Cause I wasn’t in personal development, I didn’t have like false narrative and you know, whatever. Um, and you know, like negative self talk or whatever. Right. But like, I, I just, it just didn’t make any sense to me.

Right? Like I’m like no dog, like you are, you can always not peak. He’s like, no, cuz once your trajectory is tapers off, you’re done. So like I’m already at my peak, I’ve made my peace and I wondered and I, and really I’ll tell you right now where I’m at in life, I’m feeling like I don’t really think that that’s accurate.

That I’m gonna feel like I will have already have peaked by the time I’m 42. 

But was he an athlete? 

No. No. 

Um, that’s very common with athletes. It’s common with athletes and that’s why they crash so hard. I mean, what is it like 80th or 90th percentile of, of athletes end up going bankrupt because yeah.

Correct. Professional 

athletes. 

Yeah. Yeah. Correct. I have a best friend who has said the exact same thing to me. Yeah. He, he made, he had this one game that was so crazy. They won the SB for it. Mm. He, he, um, yeah, he like hit four home runs with a broken finger or something and he’s like, I’ve peaked. I accepted it’s okay.

Listen, that might be true for an athlete, right? Like if, if you can’t redefine how to get your fix from something, like, it’s gonna be really hard to beat the comradery of a locker room. The adoration of like 40,000 people watching you do your job. Like, I empathize for athletes, man. That’s tough. 

That’s the same thing with astronauts and astronauts.

Yeah. How, okay. You’ve reached the moon 

now what? Yeah, yeah, yeah. 

Now what now? What? Yeah, so I get it. That is a very valid thing that people do say. Yeah. Right. But 

it’s for, for him though, he just felt like at one point people saw me as this young guy with promising talent in my career, and now I’m just like a guy in the corner and I’m like, you can always redefine that.

Of course. But it was pre-internet of things so much. Right. Like, I mean, I don’t know, man, like, I guess I didn’t understand all this stuff, but, so, so I think about that, I guess, I guess where I wanted to go with it is when you are going back to the book, like,

Is you interacting with the framework of this book and running this company? Like an ongoing feeling of connection with your father? Honest question. 

Yeah. absolutely. Absolutely. I’ve done a lot of work on that actually, because there’s also a lot of work on just being able to realize who I am as an individual mm-hmm versus my father.

So one of his growing up, he always said that I want you to do what you love and I’ve sacrificed my life so that you can do what you love. You know, what he really wanted to be. He wanted to be a movie director, so he wrote seven different screenplays. He sold one to Warner brothers. He made one independently and that was his love.

And because he was so darn good at. He just could not get away from how magnificent that was. That career was. Yeah. So he told me and my brother, so my brother became an actor for some time and I was a singer. Yeah. Right. So it was just like, you guys were both remark the arts. Right. He wrote a couple hundred songs.

He loved music. Yeah. Yeah. And, um, so that was part, that was my passion. And, um, so there was this question of, or still is this question of, okay. It’s it wasn’t even my father’s absolute love. Right. Mm. And he passed at 55 and he never got to do that. Mm. So what is that for me? So there was a, there at the very beginning, there was a lot of friction of really going in into the business because my father died at 55 working himself into his grave.

Yeah. Right. Yeah. So it’s, it’s, it’s a fine line. Mm-hmm of. honoring him while also honoring myself. Yeah. And I’m still navigating that, right? Yeah. And I have taken years and lots of dedicated time towards the nonprofit, which I’m very, very passionate about. Mm-hmm um, you know, I watched, I lived in the hospital with my father for a year and a half while he was going through his cancer treatment.

And we went to 200 of the top alternative doctors during that point. And that’s how I met mag guru was through this search mm-hmm and I became so passionate about health mm-hmm . And how can you be preventative about health? How can you use your own thoughts and the way you think and the way you live to be healthy and happy and wiser?

So that’s something that I, I have to do. I, I have to do as far as music. I don’t know if I’ll ever go back to that, but, but I I’ve done heaps of work to recognize that my father did one thing and this is what I’m doing. Mm-hmm and. Yeah. And it’s a continual process. 

It’s funny, man. I heard one of the, one of the things that I heard early on in my entrepreneurial journey that really ranks true to me.

That, that makes me want to repeat this. As you’re saying, this is the freedom is not the ability to do whatever you want. Freedom is the doing. Hmm. Right. And I hear that in. I hear that in what you’re saying, right? Like it’s like where, where is the, what’s that fine line of freedom of like, is this what I really want to be doing?

I mean, it is obviously what you want to be doing. Yeah. But long term, what’s the, what is it that you want to be doing? Kind of thing. Right. That, that, that you’re asking. Right. And the other thing that comes to mind is this idea of, I do think that somewhere in your, for me, it was in my late twenties, early thirties, that I finally realized where my family ended and I began.

Right. Like how much of the stuff, you know, there’s a lot of stuff that I carry with me that is family. Yeah. But then there’s some stuff that I, I dropped off at the door. 

Huge. We all have that. Yeah. We all have that. And it we’re dictated by this frame. Yeah. That we believed, you know, my brother was the smarter one.

My sister was the, you know, successful one. Right. I’m the, whatever I am. Right. And, and we think that that’s what defines us. I thought I’m a 24 year old singer songwriter. How could I ever write, I’m not a sales executive. And the more that we can work internally on those ideas and those thoughts and identify what they are, and then be willing to accept that and say, okay, I’m gonna be the best version of myself, whatever that may be.

I think that intention holding that every day and it’s not even like every day, it’s like, it’s nearly on the hour. Like I have to verbalize to myself, I verbalize, I grant myself permission to connect to my higher self that’s. That’s my saying that I repeat all the time. I grant myself permission to connect to my higher self because yeah, it’s so easy to.

be victim of your fears and your anxieties and your angers and your past traumas and your belief systems. And mm-hmm , you know 

yeah. When you’re saying this, what I’m hearing is that the key is to continue to seek it. 

Yes. 

Right? So it’s like, wherever you’re at right now, as long as you’re still seeking it, as long as cuz you might be, this is what I wanna be doing.

Yeah. But I’m still gonna continue to seek whether or not this is what 

I wanna be doing or not. Yeah. Cuz you make decisions every single day that can change that or alter 

that or something happens in your life where all of a sudden, what you wanna be doing is no longer what you wanna be doing. Yep. And we should have the freedom to do that.

And that’s when peaking, I think that’s the difference in peaking. Right? You may have had something. , but, but if you’re staying, if you’re being clear that your intention every day is I’m gonna be the best version of myself, mm-hmm , then you can continually transform and adapt and you’re checking in and it defines something different.

Maybe, um, getting the appraise from others was important, but then in the next phase of his life, maybe it was with his family or, you know, within himself or which is 

what became his last, you know, like as he was going, it was really all about family and happiness and, you know, that’s kind of, that’s where you go, right?

Yeah. Yeah. You think that it’s a monetary thing, but then you have your first child and you’re like, no, that was the best. One of the best moments of my life was seeing my daughter seeing my son. 

Right. Yeah. Yep. Yep. So we’ve talked about

the, the book is a queen on the chessboard of content. right. Like, we’ve seen it serves as a piece of legacy. Right. It serves as it drives a community. Right. Like everybody that identifies with that book is like, oh, move the home. What’s up. Right. That’s awesome. Yeah. Um, what are you? I know that you’re a pretty prolific content creator.

Thank you. And, and you have a list and, and, and you’re doing, how do you, what, what do you think about content overall when it comes to you? You serve all these different businesses, right? Yeah. Like where, where, what’s your mindset right now around content and growing businesses? 

Well, 

I’ll tell you one funny thing.

So the publisher had told my father don’t put all of this great stuff in one book. They’re like, are you kidding me? This should be eight books. And he is like, no, this has to be the best freaking thing ever. Right. Mm-hmm like the publisher actually told him to stop putting so much value in. That’s a typical, yeah, isn’t that crazy?

That’s so that’s such a typical story. And one of his, one of my favorite sayings from that too, is, is he’s like give your best stuff for free. Mm that’s. Why he didn’t hold one thing back in that book. Cuz you feel like you have to covet it. Mm-hmm , you know, you come up with a good idea and you’re like, I don’t want anybody to know, but then nobody finds out about your good idea.

mm-hmm right. Mm-hmm so getting it out there and, and making that, I think that’s hard for a lot of people is when they’re doing content, they’re not leading with their best material. They’re saving it. Mm-hmm best for last, right. Mm-hmm don’t save that. Yep. Put, put that right out there. Right. And get it clear and get it into a system and yep.

Right. A lot of people have these ideas, but then they don’t develop them into a, my father was just brilliant at that. Right. magnificent about what about creating a system around it? How many people have, have decided I’m gonna find a big client and I’m gonna win a big client, right? It’s it’s like as old as sales, right.

But my father put a title to it. He called it the dream 100 mm-hmm . He said this dream 100 is the fastest least expensive way to double sales. And let me tell you a story about how I doubled the sales of nine different divisions for a billionaire by the name of Charlie Munger. Co-chairman of Berkshire Hathaway, right?

He, oh, it gives me chills still. It’s so silly, but he had a great title. He had a catching phrase that hooked to everyone, like who doesn’t want the fastest and expensive way to double sales. So point value prop story that backed it up with that social proof of what he did. Right. And now, you know what I say, it is the one strategy that has doubled the sales of more companies than any other.

And now we can actually say that because it has, because it’s gone just beyond my father. Right. So it, it. Building a process and a system and a way of telling that story and packaging it, man, that package is so brilliant. I’ll tell you a really quick story. When the first lemonade stand I ever did, I was like nine mm-hmm and, and I went to my dad.

I’m like, okay, I’m going to do my lemonade stand 50 cents. And he was like, no, this is what you’re gonna write on your lemonade stand flyer. You’re gonna say world’s best lemonade, $1. And I’m like, dad, everyone else is at 50 cents. He’s. just put it on the sign and put it out there. And I will tell you I got more lemonade and more people to stop because they couldn’t believe the gumption of a nine year old saying world’s best lemonade.

Yeah. Yeah. First person that asked is this really like, what makes this a world’s best lemonade? I went, my dad told me to right. I gotta look smarter after that, but it, the packaging, the way that you place it, the, and then repeating that over and over and over again, I think that that’s crucial. Yep.

There’s a lot of content out there and, and people can really, you know, go 50 ways to Sunday. But if you can create that story and really with pigheaded, discipline and determination, keep repeating it. Yeah. Then I think that that’s really a really powerful thing. And, and then the content that I’m creating, mm-hmm, all just brings it back to his timeless stuff, right?

Yep. So I can create something. That’s relevant today. You can just contextualize, contextualize, contextualize. Yeah, yeah. With more stories of another person. Yeah. Did you hear about this person, 

right? Yeah. I think you nailed it right on the head. I think it’s give your best stuff away for free. And whenever you’re working on something, be conscious of what you’re doing so that you can describe it later.

And then once you figure out what you did, then you package it. Yeah. And you package it with a title. Yeah. This is what it is. This is how I did it. This is how you can do it. Yep. That is infinite. That is infinite content. Yep. Right. And, and the hook point is story as all this time. Right? Like, it’s like, I wanna say your boy, Russell Brunson, cuz I, I say that all the time, but like Russell Brunson hook’s story offer.

Yep. Right. It’s like, it’s like hook that’s the, that catchy title and the value prop story. Right. We all relate to stories that is a contextualization via, uh, a pattern that you can tell it. and then what’s your offer, right? Is your offer now you want to do business with me or is your offer just like I said, something in interesting enough where you don’t wanna be my friend 

right.

And I, and I think, um, also when it comes to content, so the way that I test my content mm-hmm is I perpetually talk about it with different people and I, and I watch their behavior. Right. Like, yeah. So I’ve been talking about the new edition of the book. That’s right. I’m writing the new edition of the book.

Right. You just talked about it that much. Yeah. Right. And so I’ve been talking about this for two and a half years and I’ve been working on it and writing it in, uh, yeah, it’s taken a lot, but I want it to be magnificent. Right. Okay. And, and that my dad took 50 years to write that book. So it’s okay if I’m taking two and a half.

Right. Yeah. But, um, I, I really watch people’s reactions. Right. So one of the chapters is the Encore that my father never got to give. Right. And I told you that. do you see his response? Right? Oh, so as soon as I saw one person’s response, I was like, Ooh, that’s good. That might be something that I should continue to say.

And then I kept repeating it to people and it hits. It’s still 

hitting you. Yeah. It’s still like I’m having goosebumps right now. Cause it’s the, I know again. Perfect, perfect, perfect case in point the Encore, my ne my father never got to give I’m curious. I was working late night. I found this email. That was my dad’s final chapter that he never got to put into it.

Yeah. Oh, I’ve got chills. Yeah. I have, I have chills right now, all over my body. Right. And whatever, whatever that is. I wanna read it. Yeah. Like I wanna read it. Yeah. That’s perfect 

packaging. Right. But I think that people kind of like, just put things on social media or they’re like, they put ads to something or they just, they’re not watching human behavior.

right. There’s something to be said when you watch someone’s face and you tell them, and you see how their body reacts to it. If like I’ve been saying. I’ve also been saying that part of what I wanna talk about is self-mastery and people don’t really have the same response. They’re kind of like, yeah, yeah.

That sounds like work. Right. So I’m like, okay, packaging isn’t there yet. Yeah. Self-mastery is not the package. That is not, that is not how you sell this, right. Yeah. Yep. Which is interesting. You have to find the right thing and just keep testing it you’re right. But watching the human response mm-hmm mm-hmm because we go so online so quickly today, it’s hard to bring it back to that human.

That is, that is exactly why I think that like the fundamental mistake people make with content is that they think audience in instead of relationship out. So if you can, whatever you’re doing in content and what you think, if you’re number one, I always say, make content with a buddy, right? Like exactly what you’re saying.

Right? Like you, you are iterating through your content by like seeing how I react to it. And if you can capture something that makes me react in that way. On video. Yep. Then I might not react the same just on like a screen, but it might be 85, 90% of it. 95% of it. Yeah. And that’s pretty freaking good scale, man.

Yeah. So, so that, that is a perfect example of that, right? Like this idea of what works person to person yep. Is what 

works in content. Yeah. I think that’s why this whole journey of human to human has happened. Right. It’s not B to C it’s not B to B it’s H to H it’s human to human it’s heart to heart because it’s true.

It’s so easy. So for a period of time, I didn’t see any of our, the majority of our clients go through my sales team. They go to my coaches and my consultants and my presenters and all of this. I really only get to work with the fortune 500 and our bigger clients. Right. Sure. Sure. So I’m missing a huge gap of them and it started to become just kind of numbers.

Like what’s the open rate, what’s the click through rate. Yeah. What’s the purchase, you know, where are your sales? So. This last, just in the last six months. And I also did it two years ago where I drove around the United States and I just said, I wanna meet you so good. Let’s just meet face to face. I wanna be in your office.

I wanna be in your hometown. And let me just interact with you because I had lost that. I had been too far away from it. Yeah. That’s really smart. And it was really interesting. It’s been interesting to see that and, and to learn listening and observing. 

What’s the biggest takeaway that you took out of one of those trips that you would not have had if you didn’t go and sit down in someone’s office?

Like, is there, you don’t have to say who, but like, is there, is there like something that you think about? I was like, oh my God, we’ve been doing everything, everything wrong, cuz you were there. Mm.

Um, ha you wanna know the truth? Okay. no, no me, I debated I’m like, I could be more professional and say the truth. Uh, say something else. But honestly, my last, I just, um, toured California and I’m and I saw a bunch, I just segmented my list. How often do we do this? Where we just like go to our email database and say, I’m gonna be in this city.

Are you there? Right. Or grab some coffee, right. Or going on your Facebook page every time I’m going to a city, I’m going on my Facebook page, who lives in this city? Yeah. Message me. Or I go to my text messages and I’m looking through my address book to see. Yeah. Cause over the last, you know, 30 years I’ve made all these relationships that I just totally forgot about and I’ll reach out to somebody.

I haven’t talked to em, 15 years, whatever mm-hmm so, so I said, I’d like to meet with, with the whoever, you know, just tell me and the resounding the one thing that people just kept saying, as I met with them was, you know, we know that you’ve taken it over and you’ve done such a great job and we’re really proud of you and your father will be proud of you too.

but we know it’s not your passion. Mm. What are you doing about your passion? Every single one, these people don’t even know me. Right. They don’t know me, but I mean, they see me maybe with my content and they get sure, different materials over the years and they’ve watched me. Right. They feel 

that they know you well enough to look into your soul and tell you that 

right.

Like’s pretty on a repeated basis in Spanish. You call 

that tu that’s like, really? Just like you’re in there. 

Well, maybe I also give that too, for sure. Give that off. That I you’re very I’m. I, I wear my heart on my sleeve. That’s right. Yeah. Yeah. So that was weird to get as feedback. So much feedback like that.

It was, it was bizarre for me and I’m like, okay, I’m not fool on anybody here. Yeah. I I’m honoring my father mm-hmm but there’s also there’s things that I have to do too. Right. And, and it, I’m very grateful. Didn’t said to have, I’m very grateful that the nonprofit that I have found that, and that there’s things that I do there.

That really mean something to me that that was interesting. 

so based on that feedback, do you approach the way that you communicate with people differently? Like, are you, are you gonna open up about talking about that? Like if, if, if the emperor has no clothes anyways, are you gonna still pretend to have 

clothes?

It has adjusted what I’m writing in the final chapter. Hmm. I’m doing my market data right now. Self the self mastery chapter. Yeah. yeah. Nobody wants to hear that. 

No, but I, that could be the emperor has new CLO no new clothes chapter, 

right? No, it did. Um, it did adjust cuz I’m in the throws of that right now.

Right. I was just telling you doing it this morning for six hours, but I like to write in the middle of the night too. I’m very good at like start at like one, 1:00 AM and go until four or five. But uh, yeah, it’s, it’s, I’m just taking the feedback and seeing how I need to pub it. Right. Just clear that I’m, I’m working towards being the best version of myself.

That’s that’s so it’s good feedback. 

anything else? Is there anything else that I haven’t asked you or something that you would that’s on your mind that you’d love to talk about or anything like that? 

I thoroughly enjoyed talking to you. Yeah. About all of the topics. I think we’ve really gone to the meaning of life.

And what, based on your understanding of what you’ve seen from all of these successful, wealthy people, what would you define as a successful life? Like, or maybe, maybe, how did that impact you in your pursuit of your own life?

I don’t know if I was impacted positively by it all, and I don’t know what positive or negative is with it. All. It dawned on me in my late twenties, how privileged I’ve been and how much I’ve taken it for granted. Mm. At 28, I left fortune 500 and took some time off. And it was the first time that I started doing my own laundry ever.

I didn’t know how to do laundry. Yeah. I lived, I mean, you wanna get personal? I lived in California for five years. I don’t think I’s changed my bed sheets. Okay. you know, like I was an animal. Yeah. Like I think, I think back to, I think back to some of that stuff. So

I have a weird mix of having come up with the first generation of helicopter ness in a world that wasn’t American. Right. Like, so that came with. I, I guess, I guess the positive way that it’s affected me, right. Is this, since I’ve never been monetarily driven, I assume that shit just happens. It’s there.

I’ve had the good fortune to never have that cloud. My judgment. Mm I’ve. Been successful enough where I’ve never been desperate at no point. Do I think that, well, if everything goes south, I can’t just go home to my parents and stay with them if I want. Right. I don’t wanna do that. I’m 40. Right? Like I don’t wanna live with my parents, but I do think that it is a buoyant force in what hope and expectations of yourself can be right with, with, with what the fear is.

Right. So on a very positive way it’s growing up around success has unclouded my judgment on how little the financial part of it matters. when it comes to pure happiness and joy. And what matters is the relationships that you have around you, be it with your family or with the people that you work with, or the people that you’re friends with and how rich those are.

And I’ve never really expressed it that way, but it’s very clear to me that that’s the case. Even today. I am still not transactionally driven. I am relationship driven. Mm-hmm and what is driving me now to continue to Excel is this idea that I now have a team of eight, like those relationships drive me, man.

Like, like the idea that the idea that Gina could have an amazing life based on a piece of pie that I can grow. Yeah. And put her in a position, right? Like our, one of our, our first core values pursuit of happiness. And to me, the pursuit of happiness is this. figuring out what you’re really good at that you love to do, figuring out how to do that, to serve others, then figure out how to serve others with that thing that you’re good at, that you love to do and monetize it in an authentic fashion.

Mm. That doesn’t take away from the integrity of it. Mm. And then it’s like, if you’re doing that and that’s what you’re monetizing, you’re happy, man. Yeah. So then, so then the next step is like, okay, then do you want to build a business and scale around that or not? And if you can be someone that gets to that point of scaling that business around it and what you make the scale of your business around it be, how can I create these roles for people to do what they love doing that they’re really, really good at and be doing that all the time.

That’s when you’re, that’s when you’re providing that true joy for people mm-hmm right. So, so I. L long answer longer. Um, I think that, that’s what it is. It, it, it took away. It took away that governor of, of scarcity for me. And that’s the positive side of it, the negative side of it. It made me very, very complacent.

And I don’t know if that’s negative, right? Like, I, I, I, I think that there’s no growth without struggle and not knowing what struggle is for 32 years of my life until my brother got sick. I wanna trade that. Like, , you know, like, I’m good, man. Like, you know, I, I, I, I feel like I’m playing with house money.

Like, you know, the rest of my life could be struggle, but I had these like first 30 years of my life that I shit, you not, there is no problem that I had that I didn’t create on my own. Like everything else around my life was very stable. Hmm. And I can’t discount how instrumental that was to forming me as such a positive person, which I think is something that opens a lot of doors for me.

Right. So I don’t know. I think that’s the overall effect they had on me. Hmm. I don’t think I ever once, as a kid was like, oh, I need to see what I S doing. And I wanna copy that or I wanna see what, um, you know, my father’s associates were doing and, and, and try to deconstruct that in any way. And I was never instructed in that manner, but now I’m obsessed with it.

Right. Like now I’m like, oh, okay. So I, I say I een a lot cuz he’s the guy that, he’s the guy that acquired my consulting company. Oh, okay. And then I went in house for him and he had just gotten bought out by O L, which is this like international conglomerate. And I went to work for him and he’s the guy that was a community.

Right. Like he built his business by being a face to the community and being part of nonprofits and all this other stuff. And he very much mentored me in that way when I was working for him. And then like all great entrepreneurs when they get bought out by a giant conglomerate, say, fuck you guys I’m out.

And, uh, and then the company went shit. Oh, you know, like bummer. Yeah. Yeah. No, but it’s, I mean, it’s fine. Right? Like he left it, he left the team of just like very, you know, closely knit people. And that was the first example of really seeing that. Right. Like I’ve I never saw that with my dad, even though I know my dad was that kind of leader.

Cuz when we went back to Spain, after not being there for 15 years, he got approached by like the bar manager of the cor list, like coffee shop. I was like, are you, you know, like, and we’re like, oh my God, last in the eighties. That was the only time we were happy. Um wow. And yeah, so you know, like stuff like that, but I never, I never like, I never kind of contextualized that stuff.

Um, so. but working for Augustine was very clear to me that this like benefactor of society is a great figurehead for a company mm-hmm and then being part of nonprofits and being on the boards of nonprofits, I realized really quickly that I am someone that’s always been obsessed with access. Mm. And the people that have the most access in Miami at least are the ones that serve the most wonderful.

Right. So that, that was kind of like my full that’s kind of like my full arc. And then at that point it became window instead of mirror, it became, okay. My job is not to be the coolest person in the room. My job is to see how many people I can feel like they’re the coolest person in the room. That’s wonderful.

I love that approach. 

Gotcha. This was awesome. Yes. I feel like you just got me talking for like 12 minutes to finish that thing, which isn’t how it’s supposed to be. Uh, Amanda, if somebody wants to get ahold of you, what, um, what’s the best way to, to get into your universe? Uh, if yeah, before that, uh, yeah.

Say that. 

um, uh, I would recommend ultimate sales machine.com. Mm-hmm there’s a video on there’s actually three videos and the one hour, week formula to help you double your sales mm-hmm and we give that complimentary. So that’s a great gift that everyone can get. Ultimate sales machine.com like the book, easy, busy, uh, and then I play around on social medias.

Yeah, you can find me there. My name, if you go on Instagram though, it’s a Manita cuz it’s Manita my salsa name, a Manita hall. all 

right, cool. Um, who do you, you’re somebody with like a top 0.01% world class network. How do you, how do you choose who you grow relationships with these days?

that’s a great reaction. I, I mean, I, I spent a good amount of time. in a very quiet place in a healing center that could basically have been India, but it was in Tampa, Florida. I’m aware for, for a period of time. I, I talked more with plants than I did people mm-hmm and, uh, so I had just recently come out of that quiet, still place mm-hmm and, uh, I think it also healed a lot of what had happened previously with relationships in my life and, you know, people see money, they attack it.

Sure. So, yeah. Um, I had a bit of that. Um, and now my approach is, is more looking for people that have that similar mindset of wanting to give or looking for a greater purpose. And, um, I, I, I find myself building those relationships. With with, with those people, as well as, um, lately I’ve been really delighted.

And some of the people that I’ve been interacting with that, uh, have gotten to a place in their business where they’ve matured past the, I need to be a part of every day to day, um, responsibility. Right. Mm-hmm and it’s more empowering their teams. And cuz I had really been, I didn’t have any friendships that were like that.

Cuz when I was in my early twenties, I was running a couple hundred staff. Like nobody, my age was in that at all. So finally now some people around kind of my age demographic are starting to have the maturity of business that I have been experiencing for a bit mm-hmm so that’s been really, really nice where, you know, we can talk about our assets or what we’re investing in and you know yeah.

So that that’s a personal answer. Yeah, yeah, 

yeah, no, that’s what I was looking for. Listen, I, um, I’m really grateful that for whatever reason we get the chance to grow our relationship. Yeah. 

So, you know, I think we have a lot of similar 

values. I think so too. And I think that that’s the key, right? Like I think no matter what culture or whatever, like if you can, Jerry talks about all the time core values are like the bumper lanes, right?

Yes. Like if you can, if you can have, if you have similar core values and you’re out there kind of espousing your core values, you kind of frictionlessly attract people that fit within that. 

Right. I believe in that wholeheartedly. 

Yeah. Yeah. Like it’s gonna be impossible to be my friend, if you are constantly using single use plastic containers, , you know, like good to know at some point, at some point you’re gonna get a reusable water bottle cause I’m gonna be giving you environmental demerits all the time.

Um, but yeah, like I, I like, I just, I, I brought that up to say that I’m really grateful that you and me have been able to get to this point. Yes. And, uh, I look forward to continuing our friendship. Doing stuff together and, and, uh, and keep adding value to each other’s lives. Thanks for doing this. Thank you.

All right, wrap. Send it. . That was great. That.

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How a 37-year old Hit the Inc 5000 List NINE Times https://chetholmes.com/hit-the-inc-5000-list-nine-times/ https://chetholmes.com/hit-the-inc-5000-list-nine-times/#respond Fri, 15 Jul 2022 15:47:02 +0000 https://chetholmes.com/?p=10033 The post How a 37-year old Hit the Inc 5000 List NINE Times appeared first on Chet Holmes International.

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Listen to this week’s episode on how Don Wenner, founder of DLP Capital, has:

  • Overcome a volatile market shifting risk into reward
  • Created a superior culture that attracts top talent and clients through transparent communication, core values, and community
  • Hit the Inc 5000 list NINE times (and all before his 40th birthday)
  • Bought over 3 Billion in real estate

There are so many golden nuggets in this week’s episode.

My favorite piece of advice comes at the end when Don starts talking about how he integrates running his company AND being a present father for his children.

Enjoy!

Continued Learning: How a Company of 20-Year Olds Spend $150k a Day on Ads

TAKING ACTION:

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  • If you’d like to have a profound breakthrough in your business, schedule your breakthrough call with a LIVE expert here: Chetholmes.com/Breakthrough
  • Claim your FREE chapter 4 from the top 10 most recommended marketing and sales books of all time! Visit: Ultimatesalesmachine.com to find out how you Create 9X More Impact from every move you’re already making to win clients!

TRANSCRIPT:

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

Welcome everybody. Amanda Holmes here, CEO of Chet Holmes, international of the CEO mastery podcast.

I have with me today, Don Wenner who is taking a moment out of his wonderful vacation with his family out in Maui, or I’m sorry in Oahu. That I’m so grateful that you’re here. So for everybody that’s listening, Don is the founder and CEO of DLP capital, just at a young, I know he said I’m not that young, but 37 years old who have had his company.

I, I read on your website that you own about 3 billion in real estate assets. As of right now, that’s 14,000 housing units and you’ve hit the ink 5,000 list nine times also winning best places to work. My mind is blown, Don it’s so magnificent what you’ve created. 

Well, thank you very much. It’s an honor privilege to be here with you today.

Super, super excited to chat. 

So just for everybody to know, can you share cuz I have it written down, but I think it might be better to hear from you what exactly is DLP capital and then we’ll move into what we’re gonna talk about today. 

Yeah. AB absolutely. So, so DLP capital as a firm, as you said I founded 16 plus years ago now.

And what we do is we’re an impact investment company focused on investing in workforce housing. And we do so as by building a community of really great developers, builders, operators that we partner with, we support, we help them scale their businesses. We lend capital to them and through helping them grow their businesses focused on creating workforce housing, as well as creating jobs.

And we like to say happiness lottos to have pretty tremendous growth in our organization actually just found out last week will be in 5,000 for the 10th straight year 350 to five. Yeah. Thank you. It’s been 350 to 500% growth every three years for 17 years now. So it’s been a pretty, pretty awesome journey that we’re just getting started on.

My goodness. I love that. Just getting started that’s even better. So I want to, for everybody that’s listening in, we’re in such a precipice time of with inflation rising and seeing on the brink of another recession. And I was watching one of your interviews where gentleman complimented you on the fact that you built your business during a time, the last recession, when everybody was running.

Away from real estate. And yet you still manage to sell real estate and happen to do very well at it. So, this concept of, and I see it with our best of clients, this is the kind of CEO that when everyone’s in panic, when everybody’s in fear, when everyone’s in rage, they can just discern and look at it with a logical mind and be able to find the opportunities and utilize them when everyone else is in massive panic.

So you had called it risk in looking into risk and how to make risk a reward. Can you share a little bit of that? What it was like when you were during the last recession, as you were getting ramped up in your business? 

Yeah, a absolutely. And you know, what I always think about is you know, when there’s a recession or volatility is the word I like to use when there’s volatility, there’s change going on.

It creates great opportunity. And what I think about whether it’s real estate investing, sorry, I’m waiting for this about to long cutting guy to go by. So sorry. No problem. Just about so when there’s risk or like say volatility in the market, and I always think that’s a great opportunity and in any major times of change, and there’s always the best managers in any asset class, it could be real estate or any other form of business.

I always think of the best managers, the best leadership teams grow market share and grow the organizations much greater through, through downturns, through times of great change. And it’s the ability to be able to see. What’s going on. Be able to stay calm and be able to make clear decisions when many are operating under points of panic and fear.

And one of the big RA reasons we’ve been able to do that has been that we’ve focused on building a really disciplined organization. So we call it the 20 mile March, which is a term from Jim Collins about making sure you figure out what are the things that you do that generate results in the organization.

Making sure you do those things day in and day out, week in and week out, month in and month out, regardless of what’s going on around regardless of the external market conditions. And when you build that discipline within the organization of knowing what we need to do to generate results and then build from that, the strength to then be confident that we can weather, whatever changes, whatever challenges coming that are coming about and not only weather them, but be able to capitalize on them.

Has been a big part of our success. And I started in real estate in October, 2006 which in where I grew up and where I started my company, Beth in Pennsylvania, October, 2006, was the peak of the real estate market that month that’s when homes hit their highest values. And so, we built a business on selling real estate through the downturn and buying and renovating and flipping real estate through the downturn.

When most people would’ve thought well buying homes and reselling them when property values are declining rapidly would be a really bad idea. But because so few were doing that, it created a lot of great buying opportunities through to buy at much, much lower prices, significant discounts because of what was going on.

And that’s often the case what happens. So right now we can say, oh, it’s not a good time to buy housing because interest rates have gone up or because of inflation or because of this, it often creates the best opportunities. Two by but kind of going against what many believe to be the direction you should go?

What everybody else is saying is the correct strategy is often how significant wealth can be created to be able to see the opportunity despite, you know, the noise and the chaos and fear that gets created. 

Absolutely. Wow. Fascinating. There’s something happening again in real estate.

It’s so interesting. So because my organization we serve so many different industries. I think I shared this with you in our last call, right? That in the same week, like within a two week span, I got five different companies, just like yours knocking on my door saying, Hey, I want to talk to you. So something must have just pivoted in the last 30 days or so that has made something different about the real estate market.

Yeah, agree. And I think it’s a great sign. You know, those who would reach out to an organization like yours, when there’s times of volatility thinking, Hey, how do I rethink what we do? How do we go about, you know, generating more revenue? How do we go about generating more sales? How do we go about differentiating in this time of chaos?

You know, that’s a great move, a great time, because what so many people do is they, you know, they get afraid and they crawl under the bed and they stop spending money. They fire their sales team, they stop investing. They act out of fear. So that’s a great sign that people are calling you and saying, Hey, I need to rethink right deals.

You know, things are getting harder than maybe they were, or there’s more confusion. And my sales team doesn’t know how to navigate through these difficult conversations right now because of the change that’s going on and we need help. But the big change that’s happened in insured.

The thing that’s caused so much of the fear has been interest rates. So this has been our world today of buying or partnering with, or lending money against workforce housing. So that means we build or develop a grant brand new build to rent single family rental communities, multi-family rental communities, and we also buy or lend against existing.

And this has been a business that’s been so competitive for so many years now. That’s been driven off of very low cap rates, which required really low interest rates to be able to make money. So all of a sudden, if you’re buying properties at a four cap rate, a 4% return without leverage without a loan, and all of a sudden those interest rates are now higher than 4%.

You now get negative. Amortization or negative returns, which doesn’t work in almost any environment. And it’s created a lot of challenge where people could buy a property at a 4% return and get a loan at three and still makes sense of it. In theory that’s kind of been flipped upside down for a lot of people and all of a sudden for the first time and, you know, argued other than a few weeks of COVID, you know, property value properties are now trading for less than what the brokers thought they would get.

And there’s real fear as to, you know, what’s gonna happen. Is this gonna continue? Are, you know, is the market gonna completely you know, sort of fall off a cliff, are rays gonna keep going up? So there’s just a lot of fear that’s been created around the the easy kind of world that anybody in investing real estate’s sort of been living.

The last number of years has been sort of shooken up the last month. And that’s created a lot of fear and panic and nervousness by many. 

Well, I think something that’s really powerful about what you do is this concept of community. And especially because of what’s going on in our world, right.

We just went through a pandemic and now I’m noticing it in my organization as well. People just want to congregate and come together and find strength in community. And I my father used to talk about something called the difference between a strategist versus a tactician. So tactician is solely based on the sale, right?

How can I close the sale? How can I close the sale versus a strategist that thinks much more outside of the box and thinks about all the different strategic objectives that they want to accomplish, like being positioned as number one in their marketplace, or wanting. To create that top of mind awareness so that as soon as somebody, that either your client knows or whether it’s like word of mouth to be able to that, you’re the first person that pops up, oh, I wanna refer this person as word of mouth.

And I think you’ve done a magnificent job of being that strategist when it comes to cultivating your community of investors and all of the masterminds that you do as well. Can you share a bit of, you know, with the volatility, how it goes, what you’ve noticed from having such a core group of community and what created that core group of community?

Cause I think it has something to do around your mission, but I’m curious to hear it from you. 

Yeah. Thank you. And yeah, community is a is a great word for what we’ve developed. And the, one of the key parts to building great community is communication. And so when you know, when the market kind of nervousness that we just talked about came about these last 30 days, what we immediately started doing was dialing up our level of communication.

So our world revolves around two sort of sets of communities that, that overlap. One is what we call our elite membership community, which is our successful business owners, leaders in the world of housing. So these are real estate developers, builders, operators, manager. And then we have about about look at 50 to a hundred companies, a part of that group.

And that’s a few thousand team members or employees. And then our other community is, so those are the people we’re investing money with. We’re lending to we’re partnering with we’re helping them scale their business. And the other side of the community for us is the capital that we use to partner with our elite community.

As we call our prosperity community, which is about 2200 families, we like to call ’em faith centered wealth creators, but these are generally first generation wealth creators who invest their capital with us and our funds. And so they’re entrusting their money to us in a discretionary manner that we then go out and use that money to partner with these great operators and lend to them and so forth.

So when volatility comes about like we’ve experienced the last couple weeks, what we started doing immediately was starting to ramp up our communications. So, having ongoing com calls weekly webinars with both sets of those communities, talking about what’s going on in the. market what do we see is gonna happen?

What’s gonna happen with interest rates, how it’s gonna affect property values, what should we be doing? What’s gonna what are the strategies or approaches and not just us sharing what we think’s gonna happen or what we think is the best approach, but getting the members of the communities to share what they’re seeing, how it’s affecting their specific world.

Cause they’re in all different parts of the country and different strategies and getting that collaboration of great operators, sharing the risks and opinions and ideas and opportunities they see has been really powerful. And we think, you know, going back to when COVID hit and everybody was in an extra incredible amount of panic in, you know, March of 2020, we started EV two times a week calls with our internal team members, our four, 500 team members meeting every week, talking about what, how things are affecting our organization twice a week, meeting with our membership bases.

Having talking about what’s going on with rent collections, what’s going on with. Payments from our borrowers what’s going on with the market and just giving clear, open, honest communication has been a really key part of what’s allowed us to mitigate risk for our last conversation, but also build confidence and build a deep sense of community.

And over the last couple years of going through, COVID and the develops that we’re going through together we’re going through again now we put together this list of the 23 CS of risk and and all the different risks that we pay attention to, and we think are important. And most of these risks that we deal with are internal risk.

And the most common internal risk theme is the risk around who you’re doing business with. Right. Who works in your organization? Who are your partners who you do business with. Who you do life with is a big part of the risk we face. And so we put a lot of energy and effort around building a community of like-minded individuals who have clear goals and purpose and meaning to life.

And for us as you we’re alluding to, you know, we set about four areas of impact we want to have as an organization which are to make a significant difference around the workforce affordability housing crisis. We call the jobs crisis, which is in fact that so many jobs in America are being displaced due to technology and other forms of innovation.

We call the happiness crisis and we call the legacy crisis. And so we’ve set out to leverage our platform of DLP capital which has a purpose to dream live, prosper, passion, creating prosperity through investing in communities to make a di difference on these four areas of impact and doing.

In deep partnerships with the members of our communities and by having that kind of calling and aligning ourselves around people in, within our organization, those that we do business with and we partner with and are part of our community who are aligned in making a significant impact.

It allows some pretty, pretty amazing things to happen often, much faster than we ever thought was, was. 

possible 

I love that for so many people that’s listening. Right? The, this fear of, I don’t wanna talk about what’s happening. I just wanna kind of shove it under the rug, right. You’re saying lean in double down.

Get very clear, get very honest. And then also the amount of impact, right? Post COVID. People just want to make a difference. I mean, ESG has become such a huge topic since for those that don’t know environmental, social governance, right? We’ve put billions of dollars behind improving the environment because when the world shut down, it’s as if we woke back up and gained a conscious like we actually wanted to do something good.

And it’s part of our generation, at least six out of 10 millennials feel personally responsible for making the world a better place. So you see more mission clearly communicated in companies. And I think you do such a magnificent job of that. I mean, as you talk about all of this, well, I’ll get to that in a moment.

I’m curious then how does that create the culture? How do you work to the culture within your own organization? As so many are facing difficulties with staff right now. And I’ve heard that is a competitive edge to keep you and keep your team and keep a great team. Oh,

you are muted. 

Oops. Yeah. Yeah, it’s an incredible challenge right now. An opportunity to build a great engaged culture. And I’ll just take a step back for a sec. So we do these events around these two communities. We talked about a moment ago and so, so our next one you’re coming up is in Asheville, North Carolina and a lot of these events, we do, we have a whole bunch of different groups of people at the same venue.

So at the same venue, we’ll have the operators, partners, developers that we invest with. The ones that we’re currently partnered with at the event, we’ll have those who are prospective partners, operators members at the. We’ll have the members who invest with us, our prosperity members who invest their capital with us at the event, we’ll have prospective investors at the event.

We’ll have our existing team members, we’ll have prospective team members or employees at the same event. And one of the important things for us is the transparency that we can have all these same people sitting at literally the same tables at the same event. And we don’t have to worry about it.

We don’t have to curate it. We don’t have to worry about what one group’s gonna say to another or how it’s gonna make us look. We can be completely transparent with who we are, because who we say we are is who we actually are. Who we say we are to one group of people is exactly who we say we are to another group of people and that transparency to, to who we are and how we operate and what we’re willing to talk about.

Like you just said, we openly talk about, you know, what are the challenges we’re dealing with? What’s going on in the market? What are the you know, headwinds we’re facing, we’re also open. In talking about example our faith and all the things that are often thought to be, you know, taboo where you don’t wanna talk about, you wanna avoid, we find the more transparent and open we are the better and easier we’re able to operate.

And the faster we’re able to navigate change, because we’re not worrying about what we have to pretend to do or how we have to, what face we have to put on. We’re just being who we are. And so I’ll say that transparency and openness to, to what we do and who we are and why we do what we do is very freeing.

And it’s a big part of the culture we’ve developed and what attracts, you know, great people to want to come work here in the organization, attracts great people to want to partner with us and be a part of our community. And so we’ve done a lot of effort around building out a set of values.

For our organization, you know, people call of course core values and we have more core values than probably most organizations should have. We have 10 of them. But we genuinely live those 10 core values and those core values are used to screen, you know, who we invite into organization, who we do business with.

And and by, so we’re looking for people, example, some of our core values are, you know, driven for greatness, which means people who seek knowledge, they’re curious, they wanna learn, they want to grow. We have a core value of grit, which is from Angela Duckworth, you know, a passion perseverance towards long term goals.

We have a core value of the 20 mile March, which we talked briefly about earlier. We have a core value of delivering wow. Or having positive enthusiasm. You only people who are half glass full excited to be alive, jump out of bed kind of people. And the way I always think about values and how you attract and build great culture.

A quote by Howard Schultz, the founder of, you know, Starbucks many years ago, he was asked an interview, you know, how do you get people at Starbucks to smile so much? And he said, well, it’s really simple to hire people that like to smile. And it was such a simple explanation to, to how you build culture.

But that’s what we try to do is we hire people. We don’t try to think, Hey, we’re gonna get people to be more curious, more driven when they come here, more gritty. Yes, those things will happen. People do change. We believe in growth mindset that people can change and improve, but but we wanna attract people already fit our organization.

You know, we have a simple role here at DLP of the Chugg test, which is, you know, is this somebody you, if you were, you know, stuck at an airport with, would you want to, you know, sit down and. Have a beer with, right. And I try to think about that every person we hire or we partner with what I want to have to, you know, sit next to this person for 50 hours a week or 40 hours a week, or even go get a beer with after work and that simple mindset of, you know, having no a-holes only having people that are aligned with your organization is really powerful and you do that.

It takes effort and time. And, but when you do that and you don’t sacrifice, you don’t make excuses because this person has so much talent or experience or whatnot. And you only allow people who fit your values into your organization. Then it starts building upon itself. And those people build upon and create that culture that every organization really wants.

And, you know, the biggest thing I can ever do when I’m hiring, looking to hire somebody or bring in a new member of one of our communities is just simply get them into my office or to one of my events to just to spend the time with the people in our organization. And if they spend time, I don’t have to curate it.

I don’t have to worry about it. I don’t have to walk ’em down one hallway and not another. And I just let them spend time with the type of people in the organization, type of people we do business with. If they’re the right type of person we’re looking for, they’re fit for culture their soul, nothing else needs to be done.

But that takes a lot of time and effort and, you know, and sometimes it forces you to have to make hard decisions when something comes. That’s counter to your culture counter to your values, even if it’s making you a lot of money or even if it’s good for business on the short term being willing to sacrifice, sort of be willing to, you know, I like to say dial on across for those values is what makes them really core values.

I love that. And I felt that as soon as I met some of your team when I met Patrick, and then when I talked with Claudia and that’s why it seemed like such a great fit to come and speak at your events. I can’t wait. So you’ll give us a link of how people can find these events or do they go to DLP capital.com?

Yeah, absolutely. They can go to DLP capital.com and dlp.com/events. But you can click on the events tab and you can see all the events, our next ones July 20, 22nd, and Asheville, North Carolina, the events focus around how to 10 your business. In the next five years, and that’s an area of we have great expertise in we’ve grown our organization by 60% or more every single year for 16.

Now, just about to be 17 straight years 10 years in a row, one of 5,000 fastest growing companies. And it’s what I wrote a book on called building an elite organization, how to scale a high growth, high profit business. And that’s the, really the center of what our elite membership, where we partner with other developers operators, but it was all about helping people scale a great organization.

And that’s what this event’s gonna be all about. And we have some other great events coming up later this year, some smaller, more mastermind type events you can find on that same website, DLB capital.com/events and our big event coming up. Which I know you’re also gonna be joining as at is gonna be in November.

I think it’s the ninth, the 12th of November in San Juan, Puerto Rico. And this one’s a little different albeit we’re gonna have some focus around scaling a business. It’s more focused on on personal development specifically, it’s on longevity, health and wellness. And we have it’s for anybody has read Tony Robbins, recent books.

Lifespan, which is, I think has been the number one best selling book in America, the last, you know, two months in a row. There’s a ton of phenomenal world renowned doctors and scientists featured in that book. People like the actual real author of the book, Bob Harari who’s really the mind behind the bulk life spent.

He’ll be one of our speakers and many of the other speakers, Dr. G who’s a Nobel prize winning expert on stem cells regenerative stem cell therapy all kinds of incredible experts. I’ve been telling people for years that part of my tool week we have called personal compass part of my personal compass.

That’s something we’re actually gonna teach on at the event is that I’m gonna live to a hundred and. And people genuinely laugh. What I say, I wanna live to 150 and they always think, oh, that’s funny. Or that’s, you know, that’s, you know, cute or silly or whatnot, you know, don’t think it, that I’m serious.

And I am, I believe I’m gonna live to 150 God, God willing. But I believe when people come to this event, they’re gonna believe they too can have 150 when you understand what’s going on in the world of longevity and reversing aging. It’s pretty, pretty amazing stuff. So it’s gonna be a great event.

Coming up this November. I 

love it. And I’m speaking of both of them, I can’t wait. It’s gonna be a blast. Come and check it out. Yes, it’s. 

I am curious. I also saw from my little digging around on you that last year you helped. Have a record generating net return of 45.57 for your investors.

Can you just give some little nugget of how you were able to do that? That’s magnificent. I’m like pulling out my checkbook to write you a check with that kind of 

return. 

Yeah. Thank you. And yeah, so we have, as I mentioned before, you know, 2200 families invested with us now and growing, and that’s what we do is we serve, you know, Families who wanna invest into real estate and earn great returns while making a positive impact.

And I’ll start with saying our return targets are not 45%. We’ve been generating great returns for investors for about a dozen years. Now. We’ve exceeded return targets every single month and every single fund, double digit returns in every period and all of our funds for 12 years. But last year was incredibly good.

And I’ll start with saying first, it was an incredible market for sure, lots of positive market conditions that helped. But it, at the end of the day, you know, we believe our approach was just to invest in what we think has a, the greatest impact in the greatest need, which is workforce housing, but also has been proven time and time again, to be the one of the safest places to be, which is to be in, in an area where we have the greatest under supply of housing in America today ever.

There’s never, ever been a time in history than today that we have more. Housing units that were short of to meet current demand. It’s about 5.4 million housing units short, almost every market in the country, but certainly most of the Southern half of the country. Incredible more demand than there is affordable housing.

And so we focus on investing in housing that is affordable for the local workforce your teachers, your social workers, your police officers, et cetera. And there’s just anywhere you’re listening in to this podcast, I’m sure in your market you’re seeing there’s not enough housing.

People can’t find a safe affordable place to live. So that’s what we invest in and through, by staying fundamentally sound to finding and extracting value when there’s volatility finding an approach to find value. So example coming outta C we saw a lot of student housing operators get hurt pretty bad due to universities get shut, getting shut down.

Right? And so a lot of them went in, went into defaults on their loans. And and, but we saw that none of these owners of student housing properties, nor their lenders thought of these properties as. being available to rent, to non students as well. So example, we bought a community in Houston, Texas that was built in 2017 was only rented to students and it only had 50% occupancy that was in a what’s called receivership with the lender.

But it was in a market that had 98% occupancy for the regular housing of, you know, families of non-students. So, and fundamentally it’s the same real, it’s the same properties departments are the same. So we bought the property and took it from just being renting the students to renting it to students and non students, anybody who can afford to pay rent and needs the safe place to live and you know, and have driven that from 50% occupancy up to 90 plus percent and essentially doubled the value.

So we bought a bunch of properties that way. Nobody else was that we, at least we came across, was buying student housing properties and saying, Hey, these make great properties for working families. And that’s the way we found some. When nobody else or not many people were thinking about that opportunity.

So that’s what we often do is we find ways to extract value in a competitive environment and be able to create sort of outsized returns. So last year, our property values increased by over 20%. And we generated over 25% realized returns from cash flow from operating our properties which was awesome.

So the return Target’s 12%, we hit 45%. We’re at 30 plus percent since we launched the fund a few years back net to investors on an annual basis. 

Wow, that is just magnificent. 

You know, I also, I find it fascinating how you’ve incorporated all parts of life, you know, from faith to health to, can you share a bit about when you decided to open up and because I’m also getting from everything that you’re saying this theme of transparency and honesty and, you know, impact and mission.

So it all kind of comes back to this whole person approach. Can you share a bit about when you decided to start opening up and was there a time when you wouldn’t really talk about your faith and then all of a sudden you said, okay, fine. I’m going talk about it now. I’m curious. We all go along our own journeys.

Yeah, it’s a, it’s an awesome question. And so we’ve developed over the years, we sort of, finalized this maybe five years ago, this terminology. So we call one of our core values is living fully. And and so we define living fully as as achieving our goals is seating in all areas of life and we’ve defined life as eight Fs of life which are faith, family, friends, freedom, fun, fulfillment, fitness, and finance.

And I believe in, you know, I’m in some organizations like tiger 21 as an example, which is a group of about a thousand members around the country with an average network of 50 to a hundred million. Right. And I’m part of some other groups that are even higher network averages. And my point to saying that is, is I know a lot of really wealthy, unhappy people, right.

And, you know, people who’ve succeeded in light the area of. But it failed in the area of fatherhood of faith of family in, in, in many ways. And so to me, I learned early on that, you know, real success was to be able to grow and achieve everything you want in business while not sacrificing any of the other areas of life, the more important areas of life and what my good friend and mentor Lloyd Reed, the founder of co-founder of halftime Institute likes to say is don’t sacrifice the what’s priceless for what’s merely valuable.

And there’s not a lot of life. That’s really priceless. And usually for most of us, it starts with our with our family. So, another great kind of way to think about it is, you know, people ask me the number one question, people ask me all the time is, you know, how do you balance your time, right?

How do you time management? Right? That’s the top topic people always thinking about, and everybody thinks of it as, you know, work life balance. And I’ve been saying for years, you know, work life balance is a, is an outdated way of thinking. And Jeff Bezos came out just last year and said that he thinks the term work life balance is a debilitating term.

The life isn’t about a balance. It’s more like a circle. It’s a and so we’ve been using the term work life integration for years, and we developed a really cool tool. We call the personal compass, which is the eight Fs kind of think of across a compass, a circle. And and anybody who’s listening can go to DLP elite.com and you can click on free resources and download this personal compass and some other cool tools.

But so in this personal compass we lay out life across these eight apps and set goals long term and down to very short term, 90 day goals around achieving success and all eight of these areas at the same time. One of the key pieces to that is every year we have a living fully dashboard which is having at least, you know, one or two clear goals across each eight Fs of life each F of life.

And when you’re. Get achieving success in all those areas at the same time, the level of fulfillment and happiness and satisfaction that comes outta life, your perception on your own life you know, goes up dramatically. And that’s what we put a lot of focus on and focus being the key there that people get confused about work, life integration, or about achieving a lot of things at the same time as the as multitasking.

And the key is being able to be fully focused and present in whatever you did. So, as you said at the start of this I’m in Oahu right now, I’m in Hawaii on a family of vacation right now. But I get up every day here at, you know, three 30. And I work from, you know, three 30, till 10, 11 in the morning here in Hawaii time, which is, you know, from nine 30 to five o’clock Eastern time, which is where time is on my company operates on.

Right. So it’s my way of being able to stay fully focused, be here, get all my work done in the morning, but then the rest of the day I’m gonna be out and enjoying time with my family. And I’m here with friends and doing things that’s work, life integration. Right. That’s how I’m able to go from.

San Diego to Al islands here in Hawaii to Yellowstone to grand Tetons, to then meet you and Asheville for our event and be gone for 30 days. But stay on top of all the important things in the organization and have some unbelievable, incredible experiences in my family which our family, B a G right now is 1000 extraordinary days and a hundred different places.

And and so this travel and exploration is a big deal to us, but my company can’t just stop for me to go travel for a month, or I’m not at the point today with all things that’s going on, that I can just check out for a month. But I can integrate my business and with my life. Cause it doesn’t have to feel like it’s one sacrificing for the other, as long as I’m very present here as I’m working and then I’m gonna be very present this afternoon.

My kids and a lot of people will do is they’ll feel guilty and say, oh, I need to get home at five 30 to spend time with my family. And they get home to have dinner with their family, but they’re on their phone that entire. And even though they’re there, they’re not accomplishing anything because they.

Present there with their kids. And I’d rather have an hour and a half of very present time with my children than to be at home all day but not at all acknowledge them. Right. So this integration of all the areas of life has been a big part of how I’ve been able to. Build this organization as CEO build this leadership team while feeling I’m not nearly as good of a CEO as I am as a father.

I don’t know my wife, I’ll tell you if I’m as good of a husband as as a CEO but very, you know, very and very engaged in, into kind of part of your question in my faith and and this confidence in sharing my approach to life and everybody in my organization knows, sees my personal compass.

All of my investors, all of my partners, I fully share all of my goals, all of my progress on to achieving my goals. My, my full perspective on how I’m living my life to both a hold me accountable to create transparency and hopefully, you know, create some inspiration, motivation for others to realize, you know, they can accomplish a lot more.

They might have thoughts possible have multiple obsessions and passions around. Life’s a good thing. And you don’t have to say, I’m gonna take the next 10 years and focus on my career. And then later I’ll be a good father later. I’ll take care of my body or later I’ll have time for the Lord.

And so it’s been certainly a an evolution I wasn’t as confident in sharing all the intimate details of my life or my faith earlier on in my career and what I found, the more I’ve been willing to be transparent and open and honest the more people have appreciated it and the more, you know, been able to flourish and kinda last note on that.

I gave a keynote speech a little bit ago at a organization called go bond. And I spoke at, I think it was eight o’clock at night is when I started. And I got done at, you know, 8 45 at night. And then they had me do this charity raffle thing where I raffled off some different vacations and some of our beach houses and then time with me.

And anyway, by the time we got done, it was 10 o’clock at night and they said afterwards, they said, you know, Don’s gonna go into the, over into this area and he’s gonna sign his book. And if you want to get, you know, your book signed by Don, you know, go over there, you know, following in a couple minutes.

Right. And I’m thinking, all right, 10 o’clock at night there’s a bunch of generally young guys. Nobody’s gonna come stand in line to get a book signed. Right. So, so I go and walk over there and there was 350 people maybe in the audience and 340 stood in line to get a book sign. And my God.

And what was meaningful about it was not that anybody stood. I mean, it was amazing that they were that engaged and wanting to be better people and learned what was amazing is that by far the number one comment people said to me, 10 times more than anything else is, wow. I love. Your openness to your faith.

And I hear that was the first kind of big time I heard that and I’ve done. I’ve been to even bigger audiences given kind talk. I always am giving credit to the Lord and talking about my faith and and that’s what people constantly say to me. And people say things like to me, like, you know, I wish I was as confident to do that, or it’s so great to see somebody willing to give credit and talk about their faith.

So I’ve never yet had somebody I’m sure there, maybe the 10 people who didn’t stand in line were like, man I can’t stand this guy talking about his Christian beliefs. But I can tell you that, you know, people give me pats on the back for that more than anything else I say or do. So for those who aren’t confident in doing it know that you know, people do appreciate it and and be confident doing it.

Cause there’s nothing greater we can do, right? If I can teach somebody how to scale a business or teach them how to live a more fulfilled life, that’s all wonderful. But if I can. If I can help somebody to connect to the Lord and build a relationship and find Christ that there’s not no greater accomplishment I can have on this earth.

So, accepting that responsibility as a leader, as a thought leader, somebody that people wanna listen to or will listen to of credibility in their eyes is a huge opportunity. 

I think that’s also the difference between pre-internet and. post-internet So today you can cultivate a group of people that are like-minded unlike ever before.

We can niche down to, you know, stay at home moms that take care of their children yet also wanna do a side business and here they are. And there’s a group of hundreds of thousands of them that are women that wanna do just that. Or I’m finding that as well. That the more that I share about my own experience, which mine is very unique.

I study under an Indian Saint. I was bald for five years. Like it’s not a normal, normal thing. It kind of look like I wear robes. So, but the more that I share, I find the more that I attract more like-minded people like the reason why we’re talking and why I’m speaking your event. And we’ve, we’re creating this relationship is because I spoke at an event where one of your staff was and what he, what really sold him was that.

I got, we were able to get my nonprofit, a booth or a nonprofit that I work with very deeply around mental wellness. And he was like, oh, it’s a match. We’ve gotta, we’ve gotta meet up because of everything that you’re doing. So it’s even more gratifying to look around and realize, wow, when I actually am honest about what lights me up and what my core values are, people will flock to that.

And then you’ll look around one day and just go, wow. I have people that have similar core values and that’s so gratifying and uplifting that you can come together and everybody can lift each other up. 

That’s awesome feedback. And I’ll just say one last kind of comment on that. So one of the four crisis we’re focused on is we call the happiness crisis and you know, people probably aren’t surprised to hear this.

We have the highest levels of unhappiness and depression ever in America today. Right. So incredible level of unhappiness. And I believe that the Genesis or the main fundamental issue is people feeling, having a lack of connection and connection to a purpose or a meaning, you know, bigger than themselves.

And I believe that purpose, the meaning that people are looking for in missing in most cases is a relationship with the Lord. And that there’s no replacement that you can’t replace that through social media or any of these ways that people are out searching for this meaning or connection to life.

But in addition to that which is directly tied in people wanna be a part of something of a purpose here on. That’s bigger themselves. And I believe as leaders of organizations, that’s our responsibility to have a purpose in our organization to have a meaning to our company that your team members, your employees, your clients can feel a part of and is and can give them that feeling of being connected to a goal to a mission that’s bigger than themselves.

Everybody’s out looking for that. And I believe again that’s our job as leaders to first make it clear that the biggest connection most important connection is the Belo. But second to that, to create an organization that has meaning and values that, that people can feel a part of and give meaning and value to their life because of the contributions, they can clearly see that they’re having towards accomplishing the goals of the organization or moving towards the the purpose.

Oh, I think we could talk about this for hours. Just this topic right here. yeah I do know cuz you know, I run I run a Mar a market research firm that this is the first time in history of the United States where less. So it’s always been the majority that went to church. Institutional church.

And this is the first time in history where it’s less than the majority. It’s still only about 46%, but 46% of the us population goes to church now. And that decline of institutional religion is breaking down. It’s in a, it’s in a decline and it is part of, you know, SMBs it’s part of the smaller businesses.

That house 90% of the workforce in the, in America, where it’s our moral obligation to uphold values. And, you know, if we’re seeing it as a deterioration of our own institutionalized, because church was the place that you would go to find out, you know, these are the things that are good, and these are the things that you should work on and stay away from.

And now all we have is social media. So I fear for the younger generations, but I’m uplifted and in a positive place to see people like you as a leader that can stand for that and uphold that within core values. I have some other companies that I’m really proud to be a part of Jay mark out of Missouri.

They’re one of the largest, it managed services companies in the United States. And I love how they carry out this belief system of let’s. Let’s be that let’s fill that void and stand for truth in honesty and morality. If we can carry that within our organizations it’ll trickle down. So well said.

Yeah, 

well said, 

well, Don, it’s been such a pleasure. What can you say your book again? I’m sorry, I didn’t write it down. What’s your book that everybody can pick up, 

Building an elite organization 

and you can find it anywhere. Yes. 

Yep. Amazon, you can go to dlpelite.com but Amazon audible Libro anywhere you get both.

Yep. And then the next one’s coming out in August will be building an elite career. So more written for those building their career, not the owner of the organization or senior of the organization we have building elite organization is the one that’s out now and focused on the subtitles.

How to scale a high growth, high profit. 

Great. And for those of you that are interested, you should hop on, get on a plane, go to Asheville. So this will come out. It’ll be the week after this launches or make sure you can get in for November. It’s going to be I can’t wait. I’m looking forward to it.

Thank you so much, Don.

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The #1 Thing People Are Spending Their Money On https://chetholmes.com/wellness/ https://chetholmes.com/wellness/#respond Fri, 08 Jul 2022 14:58:37 +0000 https://chetholmes.com/?p=10024 The post The #1 Thing People Are Spending Their Money On appeared first on Chet Holmes International.

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For over a decade it has been my dream to do this, and it’s finally come true…

I’ll share with you in a minute, but first. Let’s talk about you.

You’ve just gone through years of unprecedented events.

You managed to get through the stress of disruption that hit nearly every industry on the planet.

Now, can you guess the number one thing people like you want to spend their money on after the intensity of the pandemic?

I’ll give you a hint, #3. is finance to ensure financial security. (Makes sense)

#2. is physical health, because obviously the attack has been on our immune systems.

The number one thing people want to spend their money on this year is… (Drum roll please)

Mental wellness.

I heard the results of this study about three months ago and I realized my dream could finally come true.

You see the world experienced a life changing event the last three years, but my life altering event happened in 2012 with the loss of my father and inheriting this company.

Nothing was more earth shattering than losing my hero and then being left with a pile of responsibility no ill prepared 24 year old should ever have to endure.

And during that time, when it felt like the world was against me, I had the gift of having a teacher that guided me through the darkness of my mind.

She helped me heal, showed me a way to reconcile my pain, find clarity from my foggy mind, find new purpose, and assisted me to step in as CEO of the company, carrying it on now eight years later.

This week’s podcast is taken from a training we did on corporate mental wellness: how to accomplish double your work output in half the time.

It has been my dream for the last decade to assist leaders of the corporate world to expand their intellect, increase their productivity, and do it all while feeling a greater sense of fulfilment and purpose.

This is the next evolution of CHI, bringing business leaders like you.

Corporate Mental Wellness

Watch this week’s wonderful episode on doubling your productivity in half the time.

Continued Learning:3 Ways To Build A Highly Productive Company With Great Culture

TAKING ACTION:

  • Want to know what’s keeping you from doubling your sales in the next 12 months? Take our quick QUIZ to get answers: Howtodoublesales.com
  • If you’d like to have a profound breakthrough in your business, schedule your breakthrough call with a LIVE expert here: Chetholmes.com/Breakthrough
  • Claim your FREE chapter 4 from the top 10 most recommended marketing and sales books of all time! Visit: Ultimatesalesmachine.com to find out how you Create 9X More Impact from every move you’re already making to win clients!

TRANSCRIPT:

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

Welcome everybody. This is an unprecedented occasion. You are about to experience the new. Corporate training series on mental wellness, becoming a master is not about doing 4,000 things. It’s about doing 12 things. 4,000 times the ultimate sales machine presents the CEO mastery show for entrepreneurs looking to grow faster, better, smarter.

If you would like to have a profound breakthrough in your business. Talk to our team live by visiting Chetholmes.com/breakthrough. Good advice is contextual. Get your answers at chetholmes.com/breakthrough. The first part of this training will be on how to double your output in half the time. We’re gonna cover how to deal with distractions, how to understand our mind, to optimize its capabilities with an exercise on getting focus and clarity in the now then on the second half of this experiential learning, we’re gonna focus on how you can get better.

With your work and your true purpose and potential, this portion will be finding alignment with the practical exercise we will do together as a wonderful cohort that we are, and, uh, to truly find the best version of you. So there is no person. On this planet, more gifted to give this training to you than who I’m about to introduce you to.

So let me explain the context so everyone can understand exactly how magnificent of a gift this is in ancient scriptures. It said that the greatest blessing of your lifetime is to have the grace of meeting a true guru. In Sanskrit, the word guru. I think I explained this to you earlier. It breaks down to GU, which is the dispel of darkness.

Ru is the uplifter of light and a true guru is the person that guides you to regain the trust within yourself. Something that guides you to your true. Destiny. Now I can share how I came to meet this special guest, um, because of sicknesses that happened in my family, we were looking at alternative methods for healing, and we had the resources to be able to have two people on staff, full time, going through thousands and thousands of potential alternatives.

And through all of that work for a year and a half, we found. The top 160 in the world. Everything from sound therapy to light therapy, to oxygenation therapy, uh, priests monks. And after all that, every one of them paved in comparison to Guruji. Uh, many of them boasted and said that they could cure anything and they made promises that they really couldn’t keep, but just being in her presence, I felt a sense of peace and positivity.

And her aura was so palpable. I wanted to be around her at all times. Still to this day, I love to be in her presence. She said she taught me that every disease is just a dis disease of our minds. And at the time I had severe celiac disease, I, if I, the smell of pizza would make me nauseated. And if I actually ate pizza, I would have to go to the hospital.

It was. That bad, but Guruji said she could assist me. And so I traveled all the way to Singapore across the world, uh, and went through a three month program with her where she, I was cured of celiac disease. I can eat wheat. Now it’s a magnificent gift to our world, pasta and bread and wheat and everything that comes from wheat muffins.

Okay. So, but the true gift here was, it was all by unlocking. blockages in my mind. So it’s absolutely amazing to watch how Guruji can take the most complex situations and turn them into the most simple of solutions by far the most intelligent being I’ve ever encountered. And I’ve been surrounded by leaders of industries all my life.

So not only. Not only that, but Guruji’s purity. I’m, you’ll see it. You’ll see it in, in moments. Her compassion is something angelic beyond this world. She comes from a very highly esteemed spiritual lineage in India. So for those of you that aren’t familiar, I’m just gonna break this down because it’s so significant.

So she comes from the lineage of Shri 1008 BBA ni Carol some know him as ni Carol Baba. He was a brilliant Saint that worked with the Indian government to procure 108 healing sessions or sorry, healing centers in Northern India. He, he would actually. These are great stories. He would walk into a government official, uh, office, walk up to the government official and say, this land is mine.

Give it to me. And they’d look at him like, who is this man? And he would say, this is what’s going on with your wife. This is what’s going on with, uh, your life. This is how you can improve it. Go, I will fix it and I I’ll come back and I’ll take the land and they’d look at him like who. Who is this man?

Because most of the time he was dressed in a cloth and, uh, that was Babaji. Um, he’d so he’d come back a couple months later and they would be utterly shocked because they did what he said and they would see those results and they would give him the land. Uh, it was rather remarkable. So. Also know of this story, but I wanna reiterate it.

So mark Zuckerberg, a couple years ago, he was being interviewed by the prime minister of India. And he had shared this story about, he was about to sell Facebook and, um, he was talking with his mentor. He didn’t really know if he should sell Facebook or not. And it was at the very beginning of Facebook and he called up Steve jobs, his mentor and Steve jobs told him.

Before I realized what apple would be, and I was still searching for what that could be. I went to this center in India above a new curly center and there, he got this vision in his meditation of what apple would become. So two of the biggest companies in the world happened to get lined right back to a man named Baba Nim.

Carol, I maybe we can show a picture of him in the back. Uh, yes. So Baba Nim, Corolla. I don’t know if you see. See, even in his picture, he’s in his, um, his blanket. So then, and, and. So honored to be a part of this mission to create a place like what Bubba G created in India here in America as the university of self realization, a site for people to travel from all around the world to experience.

Now, though, BBE Corallia is no longer with us. He passed his capabilities to his predecessor who built and led multiple of his centers, SREs Shri 1008 B and this beautiful loving Saint. Had that same knowledge and those special gifts. And he passed down to the wonderful, special guests that I have for you today.

It’s very unknown that she is the living heir to B and Nim Carol’s, um, special gifts. Her formal title is Sova Loma, her holiness Shri 1008 Guruji punji, many Americans wonder we have people from all around the world on this call right now. So I’m sure many say what does all of that mean? That might be the longest name I’ve ever heard.

Let me break it down cuz. Very sacred and very significant. So OCMA means divine mother to all SRE SRE means that she’s conquered all levels of the mind, her conscious mind, her subconscious mind and the super conscious and 1008 means that she has bloomed all the thousand and eight Lotus pedals that are on your crown tracker, which means enlightenment.

If you’ve ever seen a Buddha and how they have all of those. Have you guys seen those bud? Where they have all of the, yeah. Things around the crown. So, uh, and then Punam is her birth name? NG is a form of respect. So she may go by many different names, but those that love her, we call her Guruji. So Gurgi is not what you consider a normal guru dressed in white or orange.

It’s part of her mission to bring color back to this gray world. Before meeting Gurgi, she traveled to Europe or sorry, before meeting her guru. Babaji she traveled to Europe to get her masters in English literature. She also has a master’s in business and a degree in fashion. not what you typically expect.

She went on to Australia where she consulted for the Australian government on the healing properties of herbs and essential oils. She also did the same consulting at government laboratories in India at the base of the Himalayas. So Gurgi begins her. Decades ago today, she has started her nonprofit divine plus international, which has been around for many years on how to achieve an ideal state of mind, body and soul eradicating DISE from the root causes, showing how it is practically possible for every individual to be joyful and successful while contributing to positively affecting your family and society.

So her following spans to a singer singer. wow. Center in Singapore. That was a tongue twister and in America, specifically Florida with followings also in Australia and India. So originally when Guruji, uh, received her G ship from Beba, she was always in the public lag. Every news ch uh, channel would follow her around because they just love to hear.

Simple and basic she under, she explained topics. And at that time she didn’t have the nonprofits infrastructure and the amount of masses that came to flee to understand what she was able to provide, which is such a natural gift of assisting people to understand themselves. And they understand. In India.

It’s very clear that the significance of a true enlightened Saint it’s not something that maybe the Western world knows so much about. So today she is here assisting so many people around the world, and I’m so honored that I have, I, I requested her here that she could share this wisdom with all of you.

So without further ado, I want to introduce you to. Sova Loma her holiness. Shihi 1008 Gurgi punji.

You wanna play dream big for us? For the entrance of Guruji? Oh, Gurgi. Oh, Gur. Oh.

Yes, please. A okay. In the car and go to G as an honoring for you being here. I want to,

  1. To begin with, uh, how do you double the output? Um, well, the first, the first thing that people don’t do about themselves is they are never in the now. So when you’re trying to achieve something and your mind is somewhere else, then it’s very hard to achieve what you’re looking for in the present and in the future.

So, uh, the first thing that people must do when they start to begin their work. If you want to achieve something perfectly is to do a little breathing exercise of which I will share with you all just now, if you do the breathing and you’ve got to present yourself the opportunity to bring yourself into the now, because if you’re not in the now, then.

you’re somewhere absent. And if you’re absent, how do you achieve something? So majority of the time I see people, uh, meandering here, meandering there, uh, you know, wasting time, settling themselves in putting things up and down. And it’s basically because they’re not present with themselves in the now. To come into the, now you have to make the effort of making yourself present there.

So the first thing is to switch yourself off, you know, like. I, I tend to give analogies from the computer as somebody was pointing out to me yesterday, because it’s most easily understood nowadays. So it’s like you shut down the windows on your computer. So likewise, you shut down your mind from everything that it is thinking.

So you take a deep breath in you hold that breath. Okay. And you shut down a window. so let us say that you’re still thinking about, oh my God, did my kid, uh, get to school in time or not? Did I do this or not? Did I leave my fridge door open? Did I leave my door open? Um, do I have my car keys? Did I close my car so we can be anywhere?

And we can be all over and we could be processing multitudes of thoughts simultaneously. Our mind is capable of processing almost 150 thoughts simultaneously. We are not aware of it because one pops out, but one thought pops out in a multitude of a second, but we process one thought every second. So how efficient is your brain and nobody has ever thought of that.

And nobody’s ever tried to tap into, to take that efficiency of the brain and use it for their personal gain. And. because of this. We are only using at an average, uh, something between two to 3% of our brain only we do not use the rest of the 97, 90 8% of our brain is just sitting there idle. So how do we start computing and making use of that?

Is also by making yourself aware of it first without awareness, there is no achievement, so let’s become aware. And once we become aware, then we need to have little tools. And how to make that available for ourselves 

to experience the rest of this training on how to accomplish double the amount of work.

And half the time sign up below. This is part of ch I’s new initiative around corporate mental wellness. Since our data shows that the number one thing that people want right now, post pandemic is mental wellness. You can go to a therapist, you can try meditation, you can do yoga or exercise. However, Is something you will get nowhere else.

It is the blend of a truly enlightened being teaching corporations, how to be more productive in the workplace with less stress and a greater sense of purpose. Get your exercises with this training below 

the body knows nos. Sickness till the mind puts it there. Majority of the time we are influenced by the society, by the people around us, by our associates, by our friends, we are defined by how they look at things.

And of course the media, the media pumps us with so much of rubbish that we do not know what is our thought and what we absorbed from the television. What am I telling you? Since I came on is it’s not about how I see life. I would like you to learn how you would like to see your life. And would you like to become you?

That’s a choice you have, would you like to become you? Would you like to be a person with purpose? Would you like to know how much of your potential can you unfold? It’s your potential. You are in the office, but you, 90% of the time, you have not brought your brain along.

anybody relate to that? it’s your choice, your freedom, your decision. Ultimately, it’s your life 

subscribe for more videos. Claim your free chapter four of the ultimate sales machine. This chapter helps you get nine times more impact from every move you make. Visit ultimate sales machine.com. This has been the CEO mastery podcast brought to you by the ultimate sales machine.

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[Work Smarter] Generate 8 Figures with Less Than 30 Clients https://chetholmes.com/work-smarter-8-figures/ https://chetholmes.com/work-smarter-8-figures/#respond Fri, 01 Jul 2022 16:24:37 +0000 https://chetholmes.com/?p=10014 The post [Work Smarter] Generate 8 Figures with Less Than 30 Clients appeared first on Chet Holmes International.

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Do you ever feel like generating leads is a struggle?

Hubspot reports that six out of ten businesses say generating leads is their biggest marketing challenge.

This has been a common challenge for years, however the reason for the challenge has changed.

What used to take 8 touches to get to a prospect, recent reports reveal that it’s more like 15.6 touches, with 80% of those touches needing to be on at least three different mediums.

Email. Phone. Linkedin. Social. Chat. Take your pick.

This week’s episode is with one of our new partners, David Asarnow.

He shares how he has grown multiple companies to 8 figures, with less than 30 clients, all within 5 years.

Yes you heard me. He explains how we overcomplicate business, with some super simple helpful tips to win those whales.

You will thoroughly enjoy this clip from one of our trainings where David shares his stories of winning clients like McDonalds, and how he did the impossible.

Continued Learning:How to Win Big Clients on LinkedIn with Marcus Murphy

TAKING ACTION:

  • Want to know what’s keeping you from doubling your sales in the next 12 months? Take our quick QUIZ to get answers: Howtodoublesales.com
  • If you’d like to have a profound breakthrough in your business, schedule your breakthrough call with a LIVE expert here: Chetholmes.com/Breakthrough
  • Claim your FREE chapter 4 from the top 10 most recommended marketing and sales books of all time! Visit: Ultimatesalesmachine.com to find out how you Create 9X More Impact from every move you’re already making to win clients!

TRANSCRIPT:

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

 I originally heard of the target 10 from a gentleman that’s in the studio right now. His name is David Asarnow and I’m going to bring him up. Actually, David, if you wanna come up now, you can. David was our, one of our speakers back in the day when we had business breakthroughs, a partnership with my father and Tony.

And he was one of our best sales trainers at that time. And he had left. He had a company right before that two that generated eight figures all within, less than five years each. Yeah. Each and then now he’s gone on since then and created his own company business nitrogen. That is number one, the number one agency for click funnels agencies for helping people get their messaging and their sales online into automated sales funnels.

So I will bring up David, as Sark say hello, everybody. 

Hi everyone. Hello? 

So thank you for having me. Yes. I love it. So I wanted to bring him in. He happened to be in Florida and I thought, oh, this is perfect. Let’s do this together because you said it before we got here that your career has been about dream 100.

Yeah. You found dream 100 

and I just 

calculated it. 

About 23 years ago was the first time that it wasn’t called, I didn’t know about dream 100, huh? At the time, obviously, because the book wasn’t out. But I came up with an idea to build a new division and a company. And we were gonna go only after the biggest clients.

And the company said they’re too big for us because they weren’t one of the larger companies in the industry. Huh. And so I said I’m going to do it. 

Advanced multi-tiered approach, can you share with us a story or a background or a case study of one of yours where you use.

Multiple different avenues to get to your dream buyer. Sure. 

And I’m going to remind me because Olivia’s goal of getting to the superintendents I want in our strategy. We’re gonna talk about, I have something that I think would work beautifully for her. Oh, great. Great. And probably multiple others here.

So I, I guess you, what you’re asking is my foundation and how I actually discovered this by accident. Okay. And it really came through pigheaded discipline and determination. And it really was. I made a commitment and I got up in front of my entire company and I was talking about a big har audacious goal in listen.

It was a 68 million company. The average division was over 30 million. And I said, within five years I was going, I got literally in front of the entire company. And here’s the funny thing I asked my boss before I made this declaration. I. The guy who’s, who gave me this permission to start this vision.

I said, do you wanna see my presentation? He said, no, I trust you. oh, my 

famous, last words I said, are you sure? 

And he said, yes. And I said, okay, and I, and the owner of the company was there. And I said, I’m gonna, in next five years, I’m gonna create the largest division in this company. It’s gonna be the fastest growing and the most profitable.

And everyone started laughing except the owner of the company. And my boss. I could see steam coming outta the ears and his eyes were getting like, what? And I just kept going on. You gave me permission. I’m going . And I went through, we were going after the large companies and my company did 68 million, but our competitors were billion dollar companies.

So they’re like, we don’t go in that space. And I said, We’re better than them. I know we’re better than them. And I know our competition. I know what their weaknesses are and I know why we’re better. And I believe beyond a shadow of a doubt that this is going to happen. And besides mark taking me aside later and saying, what the heck did you and he didn’t use, heck did you do?

And I said, I asked you if you wanted to see my presentation he said, you better do what you said. So what happened is six months I was calling and calling just cold calling. I would stop in and knock on doors. I’d fly across the country to knock on a door. Wow. I was willing to do whatever it took and I wasn’t getting anyone returning my calls.

So if what you’re doing, isn’t working. Change your approach. Ah, okay. So I don’t remember where I would give credit if I knew I read this in a book. Okay. So I took this concept. I took a sneaker, a size 14. Yes. They’re big 14 size 14 sneaker. It was new one. I put it in a FedEx box because one of my dream 100 clients was McDonald’s and why?

Because I was doing custom plastic packaging and who uses a lot of packaging. And I came up with an idea that. That MC I McDonald’s, I said was the best in the world at doing visual imagery and auditory because they had their TV commercials, their print, but they didn’t use kinesthetic. And I came up with a concept on how we could take the McDonald’s packaging cup and container and boss the M on it.

And so I got a mockup made and that was like $750 to actually comp my company had to believe in me. I was like, we’re gonna do this. They’re gonna be a customer. They’re gonna buy from us. And they’re like, you’re asking us to do a lot here. And I said, we have to make the design. We have to make the CAD drawing.

We have to make the, and so we determined determin. And so we did, and I took a sneaker put in a FedEx box to the guy I’ve been calling over and over again. And I said, Ken, now that I have my foot in your door, may please have five minutes of your time. I’ll be calling you on Friday at 10:00 AM to talk about how I can help McDonald’s increase the brand recognition and profitability David as Sarno.

Whoa. Now, by the way, whoa, what 

I feel it right now. When I think about that on that Friday at 10:00 AM, when it was 9 59, and it was time that phone got very heavy. My heart started beating like crazy and that the nerves started coming up. What if they don’t answer what’s gonna happen? And when I called and I said, hi, my name’s David Asar.

I’m calling for my appointment with Ken. His secretary laughed. And this is the lady who never put me through. She laughed. And she said, you’re the sneaker guy. . And I said, yes, I am. And I said, she’s. I said, can you put me through to Ken? She said, Now, Ken, this is the interesting thing. If you use these kind of creative approaches, you have to be prepared.

You have to be ready, you have to be on your game and you have to know how you wanna serve them. And so when I called Ken, he said, I said, hi, Ken, my name’s David as Sarno, I’m calling for our appointment. He said, you got your five minutes start. He wasn’t happy. okay. And I said, oh, thank you for your time.

He said the time’s ticking . Now I could have done what most people would do, which would go right into a pitch and a benefit dump. And I have, and I have $3 million questions and I’ve used them over and over again. And so I said, I have a question for you. He said, it’s your five minutes.

Do whatever you want. I said, thank you, Ken. So I’ve got three questions. The first one or a question. I didn’t say three questions. I said, I have a question. I want you to think of the best vendors that you, that serve you right now. Why do you consider them the best? And he said, in your five minutes, I’m giving you, this is what you want.

Yes. Why do they serve you? And then he told me, I’d say tell me more. And I dig a little deeper. And I said, thank you. And I said, I have another question. If the best of the best could serve you better in any way, how could they serve you better? He said, you really wanna know this? And I said, yes. And he told me, and here’s what he said, product development.

They could bring us new ideas. I didn’t know what he was gonna say. Go figure. So I said, okay, Ken, I have a third question. He said, you got 30 something seconds left. I said, I understand that Ken, if I could show you right now in the next five minutes, that I can not only serve you like the best of the best, but I can also meet the needs that you told me the best of the best aren’t meet.

Aren’t serving you. Would you give me 15 minutes in person to sh share it with you? And if you don’t like it at any time, you can kick me outta your office. You’ll never have to hear from me again. He said, what are you talking about? And I said, what I told you earlier, I said, McDonald’s is the best in the world at marketing and branding.

And you have the most amazing commercials out there. I said, but you’re missing one thing. You’re missing kinesthetic, you’re missing touch. And I said, in fact, I created something. I should show you. I saw my presentation. I did for them on a hard drive. Oh, how cool. I I said I created an SLA back then it’s called 3d modeling today and 3d printers.

But back then it was very expensive to, to create this. So I said, I created an SLA in a product development that shows how we can take the visual imagery of McDonald’s tie it with a kinesthetic feel and you’re going to have branding. And what I like to do is bring that up and show you name the time.

If you want me in Chicago tomorrow, I’ll be there tomorrow. Whenever you name it, he said, can’t you just stick it in a FedEx and send it to me like you did the sneaker . And I said, I could, however, with all due respect, my company invested $750 to get this mock up made. I’d like to be the FedEx package. And as I said, if you don’t like what I have to show you or say, you can kick me outta your office and you’ll never have to hear from me again.

However, I know you’re gonna love what and you’re go, gonna wanna hear. That 15 minute appointment turned into over two and a half hours. It turned into a meeting with their entire product develop. He liked it so much. He said, I wanna see what other ideas you can come up with. I want you to present to our product development committee.

I then flew up to Chicago again met with their entire product development committee and had an hour presentation on ideas for McDonald’s. It turned into within 45 days from that 1.4 million. And I got their Sunday cups. If you look McDonald’s Sunday cups have an em in Boston. And so 

so anyway, that’s a great story.

Isn’t it? Yeah. 

It’s it’s. And I knew that I could serve them. I knew that we could, and I actually had so many other ideas. In fact, they offered us a deal that would’ve been worth about 30 million, but my company, because we’re privately held and we didn’t have funding, they’re like, we don’t have, we don’t have the funds to buy the machinery to make that.

Wow. And I was like that, would’ve been like, home run grand slam. But but anyway, the one thing that I can tell you with, if you do business, McDonald’s your agreement says that if you give them an idea, they don’t have to do it with you. Oh. But they wanted to just my, the other stuff, my, my company couldn’t but amazing.

So that’s just one example. Yeah. Of, of thinking outside of the box, like you want me to share something 

like with I’m thinking that maybe let’s do the priorities. I wanna see you guys do your priorities, and then we’re gonna come back and have Dave go into a, even more advanced strategy. So you get your action items and then it’ll help with the fodder.

Does that sound like a good next step? Everyone sees that the diagram on, sorry, it’s on your Excel sheet. We covered Johan you see the Excel sheet. This is all Johan. Johan. Yes. Sorry. I’m clicking through it. Okay. Ah, okay. I didn’t have it through all of that clicking. I didn’t have it. So you see it’s on the third, I think the third tab of your Excel sheet, it says priorities.

Or if you’re on your worksheet, it, it has you know what? I know where it is. It’s a little bit further. I’m gonna go past this into. Wow. It is far in here. Do you guys see where the priority section is? Yes.

Okay. Yep. Thank you. You can save me from clicker jail. Yeah, the prior. Yeah, that one. Yep. Thank you. Thank you. Awesome. Okay. We’re seeing it from two now. So what are your priorities for your next steps? So what is something that you can take action on immediately to, so for me, multi Lawwell, I freaking love this company.

600 of their staff have read the ultimate sales machine three times. It’s absurd. I need to do more with them. They’ve served 2 million Indians with their wealth management. So high net worth people as well. So all I need to do is go on social, find their entire executive team. I know that half of them already follow me and then start my social campaign with them.

What was I thinking that I haven’t done this yet? And then I’m also gonna put on a priority that I wanna figure out a direct mail piece, cuz I know that they would just love that then with Berkshire Hathaway, I just need to call Bob. What was I thinking that I haven’t called Bob. It’s been a while. How are you doing Bob?

Next I need to find more executives and really understand the breakdown of Berkshire Hathaway and how all of their different subsets work. So I can work within the one I’ve already worked in and try to branch out. And I’m gonna start on social, but I’m giving you those two to give you examples.

You also wanna start thinking of what other steps do you want to take? And then we will circle it back to Dave. And he’s sorry, David, he’s going to share even more advanced strategies, but does this feel good? You guys are clear on your priorities. What your next step? Okay. Five minutes, four, four minutes, three minutes, four minutes, four 

minutes.

It goes electric WAV. When I turn it on 

man. Okay. We’re tuning back. How did everybody feel with their priorities?

Any breakthroughs Troy’s yeah. Any breakthroughs, any realizations, any struggles? Where are you at? 

I had a 

question. Yeah. I was doing some brainstorming today trying to think of like education based marketing. And I came up with three, three types of things I wanna offer. One I came up with was the top three.

The top three reasons why teachers are dissatisfied with PD. And I was thinking of making like a three part email where each report like has different three reasons or three challenges, student leaders. School leaders face. and getting high quality PD. And so I have all this research to go along with it, but I was wondering if that might be a good idea, like having a three part series or should I just focus on just one?

Just 

My mind is just 

lost. we crafted into a five to a seven to a nine part series.

oh, he’s challenging you even more so not 

only, 

yes. go through a, we’re go. We’re gonna walk you through a framework a little bit later on how we take the dream 100 and you can actually put it into an actionable format and get so strategic on how you’re going to do it. You know exactly what you’re gonna be doing every single week, every single month until that person raises their hand and says I’m in.

So we’ll go through that. So I want you to think I wanna challenge you to think bigger and say. You’re on the right path. How do you articulate that pain? How do you create that message? So that way they see it and they’re like, I want to, I need to speak with this person. Does that make sense? 

Yeah, it makes sense.

I already ordered something too for Oriental trading in. I ordered some yo-yos that I plan on sending out like the third or fourth contact and be like are you engaging? Are your teachers engaged during training? Let’s make it fun again. And here’s your yoyo. Go ahead and start practicing.

Ah, 

how fun 

that’s true. You’ll be able to use that. You’ll be definitely be able to use that. 

Wonderful. Anybody else share, share? Let’s hear. Where are you at? How are you doing one? How are you doing? You look very focused. 

You doing. Okay. 

You don’t wanna share anything where you’re right. Okay. You’re okay.

Okay. Aha. Where are you? Second time around. It makes more sense now that you’ve had the latter half. Yeah. It makes much more sense. I think it’s amazing because what I realized is I was following the same set of steps with all the dream hundred. It was like a flow map.

But I feel when I’m doing this exercise, probably for every client, we need to make different steps because that would make much more sense, which I was not doing before. So it was a, it’s a great opening for me. And apart from that, I feel it’s a very good idea to probably let’s say follow as you just given the example to follow all of the team members or the executives of the company so that we can, be in their space in their face, in their, like you said, so I think it’s cool.

I’m enjoy. Wonderful. Wonderful. Interesting. Okay. Anybody else Johan any goodness come out of that or you’re just on track and you’re ready to go. And I just realized I’m probably connected to six of those people now through socials, et cetera, that we need to connect to it. So I’m just gonna be 

type it away.

great. Already connecting. I love it. How are you doing? Oh, go ahead. Were you gonna say something? No. Okay. How are you doing ESR?

I know the mute buttons always so hard to find . 

Ah, okay. No, I’m 

on the other screen typing away and I’m like, I can’t find 

the window or the 

I’m doing good. It’s the pieces of the puzzle slowly are coming together, so I’m getting a better idea. And it’s really exciting that.

I think the biggest issue that we had is how do we get to people that we don’t know that we need to get to kind of thing. And now it’s actually at my fingertips, I got a lot of people that I know on first name basis or that I know somebody who knows somebody on first name basis that could become really big clients for us, or really big quote unquote affiliates for us.

And it’s incredible. I’m, , I’m re I don’t look excited, but I slept about three hours a night, three nights in a row because I’ve been in a crazy conference with a lot of drinking at night. I am really excited about this. No, that’s great. Cuz I know we’ve had so many dialogues too, about how are you guys honing in on who it is.

So I’m glad to hear that. I’m happy to hear. Were you gonna say something about it? 

It’s funny that he says that, how do you get in front of people? It goes to what you and I were talking about the old fashioned way, picking up the phone. You 

me to share. Yeah. Yeah. Okay. Do that now.

That’s good. So 

I have the telephone is a very powerful weapon that so many people, these days don’t utilize effectively. Let me ask you a question. How by show of hands, because those of you have your camera on how many of you, when you call someone cold call, usually get a voicemail most of the time.

Okay. Yes. I’m seeing the hands or the yeses. Okay, awesome. So one of the things that we’ve been teaching, some of our clients was a very easy and simple process. So first let me ask you a question. How many of you can make. One phone call a day to a dream 100 client or a dream 12 client. Okay.

How many of you think you could make two phone calls a day. Okay, great. How many of you think you could make three phone calls? A. Anyone make four phone calls a day. okay. We got a few that can make four phone calls a day. Great. How much time is that? Two hours. Two hours to make four phone calls. So we’re do two hours.

And your dad used to talk about what would happen your business. If you just spent two hours a day on new business generation, do you remember that? 

Yeah. Yeah. For new businesses, it’s at four hours. It was four hours a day. If you’re trying to find new business, you should be outreaching four hours a day.

Yeah. 

Yes. And one of the reasons I think that I learned this is when I was first getting started in sales. My, my dad, I. I said, ask him some questions. And he said, go ask your uncle. He didn’t graduate from college. And he makes more than me, my brother combined. So I went out and I asked uncle Alan what do I need to do?

And he said, most people are doing their proposals during the day. They’re making a few phone calls and they’re sending their follow up messages and things like that. He said, you from 8:00 AM to 5:00 PM should be talking to everyone. You possibly can. You get up earlier, you stay up as late as you need to at night to do your paperwork and to do your follow up.

So out of that I obviously did pretty well when I was doing direct sales. And one of the things that we’ve taken from that is we have a client of ours and that they have outbound sales reps. Send emails. Like some of you were saying they were making phone calls, but they weren’t doing in a very systematic and profitable way.

And so we made an offering who, whichever one of his people wanted to make a small investment that was guaranteed. That if they didn’t get the results, they’d get their money back. If they didn’t at least east go 10 times more than they invested with us within one year, we’d give them their money back.

Ooh. Okay. 

That’s a nice 

offer, but they had to do what we said to do. Okay. Fair enough. Fair enough. And it was really, if they were willing to make fo four phone calls a day they followed our system and made four phone calls a day. Okay. They would make more than 10 times their money back. And if you think about it, if you make four phone calls a day, you’ve got five days a week.

Guess what? You can make 40, you have 40 potential contacts that you can target, but here’s the. I’m gonna tell you why I’m tell you this works when COVID hit. And all of a sudden they were going, they call on fortune 500 companies, fortune 5,000 companies big, giant multinational. And people were working at the office.

They didn’t know how to get a hold of them. And so what we said is I want you to craft a voicemail as if they were answering the phone and I want you to start playing with resistance. We would leave a voicemail and say, oh, by the way, you can’t answer that question because this is a voicemail.

However, you can reach me today up until 5:00 PM at my phone number. And if I don’t hear from you, I will be calling you back next Monday at 3:00 PM. Thanks again, my name’s David Asani. You can reach me at, the numbers. Oh, that’s a great one. So we started playing with resistance. Okay. And we started leaving.

Oh, voicemail, number two. Hey, Ted it’s. So it’s so great to hear from you. Since the last time that we spoke, we didn’t speak, it was a voicemail. Since the last time we spoke two amazing things happen. Developments have happened with clients. The first one is this, and I’d be happy to tell you the second one.

When we, when you return my phone call, you can reach me at this number. And if I don’t hear from you, I will be calling you back next Monday at 3:00 PM. okay. My favorite is voicemail. Number eight is Ted, by now who this is because you know my voice, but I have a question Ted, every night before I go to bed, I talk to God.

But for some reason, I can’t speak with you. Ted is always, you can reach me at, so by the way, do you see how we’re playing with the resistance here? It is funny, but here’s why the, and no, but, and here’s why it works. Our sales people get phone calls back, cuz these CEOs wanna hire them because they wish that their own sales people would call and follow up.

But there’s something else that happens. What do people want? They want people who do what they say they’re going to do. Ah, and by you doing it over 12 weeks, you’re number 12. Yep. By doing it over 12 weeks, we’re creating a pattern. I do what I say I’m going to do. And when someone wants to work with someone as a partner or a vendor in a company, they want people who have integrity, who follow up, who do what they say and so much.

So it doesn’t really matter what you leave in the voice message, as long as it doesn’t sound like you’re reading. You wanna have it really being internalized. I always tell people to stand up when they’re making the phone calls, because your tone and your energy flowing through your body’s totally different when you’re standing up.

Yep. I’m just not because my hair’s I’m getting cut off, but here too tall for the set when you’re when you’re making the phone calls, no, here’s what happened with this client. They were freaking out when COVID hit and do using this methodology. They had they grew their business by over $500 million.

Woo. Okay. And that was in 2021. And that was if they got zero new clients just on the revenue that was booked when COVID hit in March from there following this exact system. Wow. And out of the 350 reps, the sales came from, I think it was the top 18 reps that followed our system. Okay.

Wow. So here’s why I wanna say cold. Calling’s not dead. And what if we wanna put up the map? We can walk through the process. Yeah, let’s do that because it is you me with that, it’s just one it’s just one arrow in your quiver to be able to pull out. So one of the things that Amanda and I did a about a month or so ago is we mapped out how could you take this and bring it online?

How could you do it a little bit differently now? There’s something that I love that if I. Had to do it all over again because we didn’t have video brochures back, when I was a lot younger than I am now. And so one of the things that I highly recommend and and my, I was just telling Amanda at the last segment, when you’re working, I actually use this example in my Ted talk on how Russell Brunson built click funnels, the fastest growing non venture back tech, no tech company to reach a hundred million.

And he did it in less than five years and it was all with 100 of his dream joint venture partners. Okay. So someone earlier asked who do I go after? Is it my exact customer? Or is it someone who can buy from me or is it a joint venture partner who has access to my people? And that’s how he did it.

And he, you can watch my Ted talk if you wanna hear how he did it and his ethical bribe that he used, but. He used a video brochure. Okay. He used a video brochure and video brochures are so powerful because, and we use them in our company and we have ’em printed with our team’s picture on the inside. And when they open it up, it gives us an opportunity to talk to someone who doesn’t know us.

If I was to send it out, it’s Hey Amanda, my name’s David Asano, I’m so grateful that we’re gonna have the next two minutes and 37 seconds together. And I promise to make it very valuable for you and you get an opportunity to talk to them. Wow. 

Okay. So you’re saying that in the mail it comes and you open it up and it’s a video.

It we, I highly recommend putting it in a FedEx box or a FedEx envelope. Why people open up FedExes? Wow. Yeah. Okay. FedExes get put on someone’s desk. Yeah. You only things and why they’re expensive. It, so the thing. If you go directly to China, you can get ’em for $25. Each. If you get ’em from someone who’s in America, who’s gonna get it from China.

You’ll pay $75 each. So it’s not like it’s, you can get it directly. We do. Okay. It’s so easy. You record a video on your iPhone, through USB drive, you just drag and drop it onto the thing you and we hand write a note. We put like a little, we make it like a sticky note in the back and you hand write to this person a little note.

And so when $40 we get ’em for for 20, we got ’em for $22 actually, including shipping, but I think prices have gone up over supply chain. Yeah. Shipping everything. The it actually works when people get it, they will remember you. They may not always pick up the phone and call you back.

But here’s the thing. If you look at month, one month too, we actually go all the way down. Mail your video, brochure out, write it, then, Send an email to them when you know that they got it. If they don’t take the phone call, I always like to put the phone call right away, but not everyone does.

So we warm ’em up then send ’em a video email with an intro and expectation. So you can take the same thing or you can do a follow up, Hey, you probably got my, you can use bomb or other places like that. You can send video emails. We use that in our business as well. Wait a couple weeks and then give ’em a call.

Follow up with them. They’re more likely to take your call because you’ve done that. Now. My whole thing is once you make that first phone call, do not start this process, unless you’re willing to see it through, because if you start the process and do it, like I said, and say, I’m gonna call you the next week at the exact same time.

And you don’t, you just brought broke report and you broke credibility. So this process works. However only do it. If you’re willing to follow through and do what you say you’re going to do, because if you don’t, they will remember that as well. Okay. So then you go, if they pick up great you’ve got, you go into, and you talk to them, if they don’t guess what you’ve got your strategic voicemail, number one.

And then you’ve got your follow up email that you send to them that basically re reiterates what you left on the voicemail. And here’s the thing that and we often teach, go up to the top, go to the president, CEO, founder, entrepreneur, whoever owns the company. I love your, the social message that you we’ve never done that I’m going to be using.

That’s. We’ve never done the social commenting in doing things like that. That’s that I would totally add that in. Yes, totally add that. Now that I’ve heard that we’re gonna redo this chart, we’re gonna, we’re gonna redo it. And then what you’re doing is they pick up the phone. If you have a conversation, great.

Follow up with an email. Thanks for the call. Here’s what we talked about. Here’s what we’re going to do. Mail out a personal note or mail. ’em a gift. Okay. Why people like that? People like getting something if what Che used to do, and if he saw an article and he thought someone would enjoy it, he would cut that article out.

He’d put a little yellow sticky note on it. And he was like, I thought you would enjoy this Che and he’d mail it to that stuff still works today. Why? Because people don’t do it and people don’t do it more today than ever before. And then guess. You’re gonna continue following up the process next month.

If you have a book send ’em your book. If you don’t have a book, Hey, this is one of my favorite books. I wanted to share it with you. And and then on the inside, write a little note to them, mail it to them, do the exact same thing. Follow up the phone call, go to the email. Guess what the process is the same every single month.

And that’s why when I was saying Olivia do 12 things, because guess what? You’ve got 12 months of follow up. But here’s the thing that I was thinking with her. When she’s saying I got a testimonial, you introduce yourself to, to, Hey superintendent, my name’s Olivia. I know you don’t know me. I’m gonna share what I’m working with in some other superintendents.

And here’s what we do. And oh, by the way, don’t just take my word for it. Let me hear from and so who’s a superintendent of this district and because it’s a video, you can combine it together and you let that person be your testimonial right there on that video brochure. So good. Okay. So the whole idea here is.

Implement all of these things, but when you put ’em together in into a strategic plan and process, you can achieve more. You can achieve more impact, you can achieve more results and you’re going to get results faster because why it’s very thought out it’s very planned and it’s very detail oriented. And the only thing that I say is if you’re going to commit to doing this, do it with excellence and your results will show for it.

Wow. Wow. Anybody have any questions for him? The man is live that’s artful. That voicemail was brilliant. I love that so much. I can get through to God, but I can’t get through 

to you. I 

love it. That’s amazing. Thank you. Oh my gosh. That’s my favorite. And it works. Why it’s a, an LP pattern interrupt.

They’re going to laugh. And by the way, I’ve had people say to me what if they don’t believe in God, whether they’re not religious? Okay, that’s fine. Don’t don’t use it if you don’t want. Or they usually, when they’re saying that they’re not, but I say don’t use it, create something of your own.

I’m just telling you what I use, but, yeah. I love it, but have fun with it so much that we get in our own heads. If you’re looking at this person is a dream 100 target it’s because you want a relationship with them, right? You want to have a business relationship. And if you’re gonna do that, Have fun with it because that’s what I mean, life is a gift life.

We don’t know what’s gonna hold tomorrow. So make sure we’re enjoying every moment. And truly when you’re doing this, have fun with it and you’ll get better results. 

Ah, I love it. Do we need anything? Cuz we have three more minutes and I wanna do a poll. Should we do the poll? And if there’s anything else you wanna add to that or let’s do the poll let’s do.

Yeah. 

Okay. Yeah. We get 

that flow chart a little submitted somewhere cuz it’s a little blurry 

on 

yeah, 

I, we have it. Do you wanna? Yeah. Okay. We’ll work on fixing, adding in some of the new things together. Yeah. I love that. That’s a great idea. We’ll We’ll collaborate on it. We’ll put some of the new things and then for showing up, they.

Yes for showing up, you guys get it. Normally we actually charge to show that so you, you will get to see it. So what we covered today, right? The elevated dream list, narrowing down the best and managing your gold. And we had some, a lot of different ideas. David is magnificent. It’s part of our new working relationship where we’re actually doing this for businesses, what he wishes showing you.

So that’s the truly advanced, true advanced 

yeah. Doing the messaging for someone do, doing everything for you. Yes. And coaching you on it. 

Yeah. Messaging the training of let’s make sure that you know how to say it when you’re getting 

on helping with the phone scripts. Yeah. Going all the way into the phone scripts and taking it one step further with the emails, the landing pages.

We have 

all of that. All of it. Yeah. It’s very exciting. Very exciting. Fresh off the press. So you guys get to hear about it first. Okay. Where do you feel you are now on a scale from one to 10? How confident are you that you have a clear path to start with the list that you created yesterday? Rate yourself on a scale from one to 10.

What percentage are we on? Hey, Amanda, I’m not sure. The whole question is the right question. Cause the question is in the 

noise of digital jungle question is not the 

right one. We are already aware of that. That’s the reason we have the question on the 

screen at the moment. Oops. 

Sorry. Did you guys answer the digital jungle or did you answer this question?

Wait, we didn’t get the other question. We just got a digital jungle question. Oh, okay. Can you end it and repost it? Soya. It was good. It was good results though. I see seven, eight nines and tens. So whatever the average of that was very nice. 

Still going to 

be the same question, but rate it for these question that you see on the 

screen.

Okay. I guess just give me the average. Okay. Nevermind. The 

previous average was eight okay. 

Yeah. Previous average was eight. If you wanna answer 

now, 

the numbers are kind of changing. People are giving tens, 

so let’s see. 

We’ve we have improved. I see it already. I know that there were a bunch of twos and threes and ones in the last one, and now we’re up in the latter half.

Great. So what’s the results from this? Where are we at? Aha. Sorry, not aha. Sorry. Yeah. 

so we are at nine, 

nine. Wow. We went from a five to a nine and an hour and a half. Imagine what we can do. We have 30 more days. This is just the beginning. Congratulations everybody. I, so this is always good to speak what your learning is, so that it solidifies for you.

So anybody willing to just share this was my takeaway from today. This was my biggest takeaway. What was your biggest takeaway? 

I can, 

yeah. Hi Ken. Yes. So for me, the biggest takeaway was to sit probably with one of the names and just reflect and, think deeply about, on a coffee to, what exactly we can do in terms of steps.

I think that in itself is mind blowing because usually what we do is we just work on excels. We create so many big lists, but this prioritize step third was amazing because I feel if we just sit with that particular name and just list down the steps it’s in itself, it looks simple, but we don’t really do it.

That’s what I 

realized. 

Fantastic. And you’re gonna get a little bit more of that fodder tomorrow, too. Our session tomorrow is gonna help you with that really getting inside their heads. This is great. Great. Anybody else? What was your takeaway, Leslie? How are you doing? I haven’t heard from you at all. Amazing Amanda.

So today’s my repeat guys. 

So I actually came to today’s session. 

This one was as my son would. 11 out to 10 today was amazing. David you, I really enjoyed any stories. So 

thank you so much guys. 

Wonderful. 11 

out 10. Did you end up, did you end up meeting? Richard Branson, David. 

Oh, Russell Branson Russell.

No. Oh, Richard Branson. Nera 

Branson. If you actually wanna know what happened is yes, I met him, but via over zoom, because what happened is we were friends of mine and I, we actually rented out the island. We were the first visitors during COVID when they closed down. And what happened is Bob who you’re going to hear from?

Yeah. Was my, he came with me as my guest he’s partner of mine in one of my businesses and we were about to go swimming, snorkeling around the island with Richard after lunch and all of a sudden got a message. And I’m like, where’s Bob, I get a phone call. I’ve got COVID. And so they quarantined the whole trip.

So while on Neer island while we were on Neer island and so 

What a terrible place to 

quarantine, 

the horrible place to quarantine. It was great. Experience and so no, I didn’t meet him personally, met him over zoom because he did his few zooms with us to, for the few people were there. So we could talk to him, ask questions.

Bob knows him really well because we got kicked off the island, but Bob couldn’t leave. So they moved him to the house that Richard grew up with his family. Seriously, he raised his kids in and he kept coming up to he’d called Bob. This is Richard. And he’d bring him books and he’d say, you know what?

No, one’s on the island. I’d if I were you, I’d sneak out and I’d go swimming in the pool at the next house over anyways. 

He’s hilarious. That’s hilarious. 

Glad you asked. That was 

really funny. Awesome. I met him 

in maybe about 10 years ago. Wow. He was in Trinidad playing carnival, like no security, just walking on your own 

himself.

It was pretty cool. He’s a genuine nice guy. Yeah. Yeah. 

Super, super like Don too. And because of that he was actually my number one on my dream 100. And I know I’m one person away from him, so I just reached out to her. So she’s coming to my class next week and I’ll be stepping soon to get to him.

So thank 

you. 

Oh, look at that. Nice. We have another story of that, of how someone got Richard Branson as a client. It was Deborah Brison. I did a whole interview on it, actually. You’d probably really like it. Leslie, you should watch it. I’ll send it to you. It goes into a depth of how she analyzed him and because of analyzing him, she did all of these things.

She had no money to go to spend at it and all of her competitors had millions of dollars and yet she won the deal that never should have happened between Richard Branson and Arnold Schwarzenegger. Is a good story, please send it sounds like more fun than catching 

COVID just to meet Richard . Yeah. 

Okay.

Lisa, remember us just say, Hey, I know the guy who who is quarantined with co the first trip back on your eye first COVID case on Necker. So it 

is true. That is you can 

make that into a segue. It’s true. That’s great. Okay. Any other any other takeaways? 

The biggest takeaway 

I had was the strategic planning.

So you talked about, why we do what we do, therefore, how can we accelerate that and who, and then from the dream 100, the dream 12, and then how to get the, get to them. And then David, the way you talked about month, one month, two the pigheaded discipline, the resilience, the eight voicemails, et cetera, planning that out properly.

I think that’s where most people fail, cuz they, they give up after a couple of times. And just the number that you said, on the eighth voicemail, it shows the strategic planning that you had in your mind. 

So thank you. 

Wonderful. Thank you everybody. It’s been such a lovely night tomorrow. We will cover, we will dive deep into their minds tomorrow and see what we can dig up on social.

Like you’ve never thought before and maybe even role play some social selling fun. Okay. See you tomorrow. 

Thanks. Bye. Thank you. Goodnight everybody goodnight 

guys. I, I just had put a quick 

little question in the chat. So tomorrow we’ll actually go over the plan for the actual campaign, cuz we are talking about it.

I got it in theory, but is there okay, this should be like your first contact purpose 

kind of 

thing. Just tomorrow is still preheating. Tomorrow is still preheating. So we’re gonna go over social. It won’t be the full plan, but I do plan to cover that in the three week, one hours. 

Okay. Okay.

Thank you. Yep. 

Great question. 

Goodbye.

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[Gold Calling] The Biggest Failures Salespeople Are Making https://chetholmes.com/gold-calling/ https://chetholmes.com/gold-calling/#respond Fri, 24 Jun 2022 16:24:20 +0000 https://chetholmes.com/?p=10007 The post [Gold Calling] The Biggest Failures Salespeople Are Making appeared first on Chet Holmes International.

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Straight from one of our sales training calls, you’re getting a clip in this week’s podcast about Gold Calling.

That’s right, because so many people hate cold calling, Bob has renamed this process to gold calling. 😉

Hear the biggest failures that salespeople make – and how you can avoid them.

One simple trick you can implement within minutes that will dramatically assist in overcoming call reluctance.

There’s so many nuggets in this training, all the CEOs stayed an additional 45 minutes just to hear what he had to say.

Continued Learning: Comedy & Cold Calling: How to Win Your Best Buyers with Creativity and Laughter

TAKING ACTION:

  • Want to know what’s keeping you from doubling your sales in the next 12 months? Take our quick QUIZ to get answers: Howtodoublesales.com
  • If you’d like to have a profound breakthrough in your business, schedule your breakthrough call with a LIVE expert here: Chetholmes.com/Breakthrough
  • Claim your FREE chapter 4 from the top 10 most recommended marketing and sales books of all time! Visit: Ultimatesalesmachine.com to find out how you Create 9X More Impact from every move you’re already making to win clients!

TRANSCRIPT:

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

So as we already started talking about words are powerful, right? So I call it gold calling. I wanna change the frame and I’m also, it’s really digging for gold. I want the sales, when you say cold calling, how many people are so excited about cold calling nobody in the entire planet, including me. , it’s not exactly where I get totally excited, but when you flip this, I’m gonna show you when you use this in combination with a core story.

Right. And best buyer strategy or dream 100, how this really could be a powerful tool. Okay. Um, so happy you guys are here. I’m so excited. Uh, the funny part, as I kind of indicated to you, usually I’m sharing this with people to look, to call into CEOs. So that’s the normal, right. Um, so, and normally this is a minimum of three hour training.

Okay. So for the next six hours, Just seeing if you’re paying attention for the next hour, I’m actually gonna explain how you guys can really use this, but I’m gonna go through not only the strategies, but I’m gonna go through the psychological overview of how goal calling works along with the sales strategies, when you deploy this, um, it’s really gonna have an impact.

I’m gonna explain that as we go. Um, but first, can I kind of provoke you guys a little bit? Is it okay? Like, can I be really raw and authentic and tell you how it is? Not what you wanna hear? Is that okay? Is everybody good with that? Say yes. Everybody always says yes. And then I start going and they’re like you really?

Yes. . Yes. Awesome. All right. So see, you guys are all successful people on the call, right? And still, there are people that are more successful than you that are less experienced. Right. And they make more money, things come easier to them and just, it happens for them. Does, does everybody agree with that? Is that true?

Right. So yes, there are also some people who are even less intelligent than you, and they’re doing great. Like, when I said that you had a picture of your neighbor, a friend, someone that you’re like, how is it? He or she is doing better than I am. I don’t get it. Cuz you went drinking with them on Saturday and you’re like, it blew your mind away.

Like you’re like, I don’t, I don’t understand right how they’re getting the success. And the funny part is it even gets worse cuz there are actually some people that work less. So here’s the funny part. They were inexperienced unintelligent, lazy people, and they’re getting better re results than you.

Who’s mad about that. I was so I was like, I started analyzing why is that happening? So there’s a something there’s a difference. And I really started thinking about what’s the difference between really the most successful people on the planet. Right? What’s the difference because you guys all agree.

That there are people working less getting what they want. They’re, they’re not working any harder than we are and they’re doing something. And I started becoming the salesman of that, something. And I’m about to share with you, what’s going to give you the unfair advantage up until now that they’ve had.

Um, and just in case I’m not crazy, which some people may say I am, just in case I’m right. And just in case this works, who’s be interested in learning about that. Cause that’s what I’m gonna share with you tonight. Um, before I do that, I. Um, Amanda gave you a little bit of background, told you I was into flight.

I actually flew this L 39. I know ocean island, North Carolina pulled five and a half G. 180 degrees. I was just about to pass out. And luckily he came out of that because if you’ve ever pulled five and a half GS, it is a very interesting process. um, but this was the, a cool time, but really what changed the game for me is meaning these two gentlemen, right?

Like the really working for business breakthroughs international, I answered the ad superstars only don’t even imply unless you’re an overachiever and can prove it. We don’t hire backgrounds. We hire top producers, younger, old. If you have this stuff well, Right. And it completely changed my life because when I get out of that before David and I really started working together, I started traveling all around the world, teaching sales strategy and working with some fairly big clients.

Um, and they used to have me go all around the world. Now, the irony of that was they would go, Hey, you’re going to blue rest. I’m not really good in geography. So , I was like, Google was my best friend. I’m like Bucharest where’s Bucharest. Um, and then they would go, Hey, you’re going to, um, Rotterdam I’m like great Rotterdam.

I didn’t know where Rotterdam was. Then I actually got a, an invitation to speak on success, resources, stages. Um, it’s kind of cool. They give you their own little poster when you do that. Um, I ended up speaking to rush. We had a client. One of the largest. I think they did 10 million a year in, um, Oh, uh, gosh, what was the company?

They did, they did landscaping a landscaping company, so 10 million and then the guy who set us up with it said, Hey, can you speak on Saturday? And I said, on what he goes on, what you normally speak on. So there was 2000 people. This was like a Tony Robbins event jumping up and down. Now think about it.

There are about 10 to 15 years behind us in Russia when it comes to entrepreneurship. But they were so excited. There was another 8,000 S cast. Um, it was an awesome trip, obviously this was before their challenges recently, but, um, it was funny cuz we got to red square and someone came up to me and said, Hey, can I take a picture with you?

And I’m like, okay. And they’re like, I was at the event yesterday. What are the odds? You’re gonna go to red square and bump into someone who’s at the actual event. It was crazy. Um, I’ve been to London numbers times Paris, um, actually Judy Robinette. She did the financing, I think for, um, monster headsets. If you guys know what those are.

And ju, and then Aaron Brockovich was at the event. I was actually helping a client there. And, uh, I actually thought it was gonna be Julia Roberts. So I was kind of a little bit disappointed, but she was really nice. Um, then I also got a chance. My, one of my buddies and ex-partners was really close to mark Victor Hansen.

So we did some stuff with him. Um, and then you might have met this guy, Dave and Dave, and I came together just recently, about four years ago. Now, I guess recently we’ve known each other for 13 years. Um, I’m gonna tell you a little secret. I was the. COVID patient on Neer island. So I have, he called it. He told it best COVID story ever, but a David shared it.

Oh, you have pictures? Yeah, he did still. He is the coolest, he brought me books. Right. I, he, and he gave me the books. I actually got autographed books to Richard Branson were given to me because the author didn’t know that I was gonna get ’em, but he said, yeah, yeah, keep I said, you sure didn’t want him back.

He’s like, no, he was so gracious. So kind, it was such a great event. Um, and then the only reason he really become a speaker and a trainer. So you can share, you know, pictures of your children and, and your family. So that’s my son, my daughter. And my beautiful wife, Maria. Um, and that’s really what the drive to do this.

And, and I hope you all have a huge why. Uh, I think I saw someone, I think Troy, you had your son in the background or, and, and then it’s so great when we do what we do. There he is. he was behind the, the green screen, but, uh, it’s, it’s so fun when you get to do this and share your life and, and kind of work in something that you’re passionate about and share it with the people that you care about.

So, really cool. So. I wanted to talk, like I said, when Amanda said, Hey, you’re gonna be talking to CEOs and I want to use this, build it. Model it or learn it, build it, use it. Yes. Teach something. Let’s build it and then let’s utilize it. Yes. But then, and it’s funny cuz when I, you asked the question, are some people gonna use this?

It actually is interesting cuz we can actually do some, some, um, role playing if, if we get time to do that, but I’m gonna show a lot of different things and then we’re gonna go right into really how to use goal calling and really. How to deploy this. But my first question for everybody is as CEOs, what do you feel when the salesperson calls you?

Like gimme some, like, you know, because you get your gatekeeper, who’s like, literally keeping everybody at bay. Oh, by the way. Realize there’s some people in that group that could actually give value to you guys. So it’s really, how do you evaluate a salesperson when they actually get through, what are some of your thoughts and what do you feel when a salesperson calls you?

What are you looking for? This is the interactive part of the show. , I’m quite, I’m quite happy to have a listen and know they’ve gotta make money and there may be some value in it for me. And also rather perversely. I’m also watching for technique, figuring I might learn something as well. I love that. Um, but the big thing for me is will they listen?

And do they attempt to create rapport or they just go through a script that they’re gonna get through no matter what. Perfect love that. Um, anybody else Keter share? Frank had said waste of my time. You have 30 seconds. Yeah. And that happens. And I, and I get that. So what are they saying? And we are gonna go over some of that.

Um, I got one more question. How do you want your sales people to show up? Cause that’s the real question.

See, it’s how they show up. Um, when, when you go through the process of what I’m gonna show you and correct me if I’m wrong, but really what you’re looking for. You talked about listening, rapport technique, the value they, they present. Right? One of the things Dave and I teach all the sales people we work with, excuse me, is certain.

You want them to know that they know that they know that they can create value for you. Right. And you want them to be certain when they, when they speak to you that they’re creating a value proposition, would you guys all agree? Yes. And then the other thing you want is consistency. So we’re gonna show you, I’m gonna show you like how we do that with those through going through the voicemails, like, I’m gonna go through the voicemails, I’m gonna go through the script.

I’m gonna show you how you position that, why it’s positioning. And that’s gonna really be what we’re gonna do over the next, um, little bit, because I need you to guys to understand the process of sales in a way that every time I teach this people go, I’ve never heard anybody really position it this way before.

Um, and I’ve had people that. Like just gone through every sales training and they’re like, I’ve never really seen it position the way you position it. Okay. So I’m gonna go through that just so you guys really get some, some value and then we can transition into the, the back end of this. Oh, by the way. Um, a cool little thing that happened to me was one of my clients using one of my strategies.

Um, actually I’ll share with you. I think if you guys are excited to know, but they went from 1.2 to 2.2 million in 24 hours. So if you guys wanna hear about that, I’ll leave an open loop here. and if we get really excited and go through the process, I’ll share that with you a little bit later. Oh, open loop.

Oh, I love that one. So, and, and it’s such a great story by the way. You’re gonna love it. Um, so how many people I’m gonna ask this question? How many people love sales? Now? I know you guys love it when it hits the revenue online, but I mean, as you for yourself, Like, it’s funny, cuz Jason just mentioned, I listened.

I want technique. Like not everybody does that. Right. I mean, when we think of sales, how many people just jump out of their chair and go, yes, I can’t wait to do gold calling. Right? Not all of you are probably in that boat. Right. Right, right. So, and this is why

This is who everybody pictures. And I’m gonna tell you something and I don’t want you to tell anybody, but I really sucked at sales before I went to business breakthroughs international. I didn’t really know how bad I was until I had contrast of what was really good. Okay. I tell everybody that, like, I literally have been all over the world teaching this stuff.

And when I, before I went to Tony and Chad and really was working with business breakthroughs, there was such a development in such a short period of time. And I remember going, oh my God, I am horrible. And I said, that’s never gonna happen again. And I completely changed the frame of what I believed this was to what it really is.

And the challenge with sales is everybody pictures. This used car type of guy. Selling, and here was the difference. And this is actually what I’ve been teaching probably now for going on 12, 13 years is moral obligation selling, helping clients through a threshold of making an informed decision in their own best interest.

I wanna say that again, helping clients through the threshold of making an informed decision in their own best interest, what does that mean? So one of the things that I’m gonna teach you in a little bit psychology wise is I do a lot of takeaways. So like, I start things with like, this may not be for you, cuz I wanna be the first one.

If I actually go through the discovery, call the information, call the value call and I go. You know, John, this really isn’t for you. Like there’s not a good fit. I don’t think we can create the value proposition that I thought we could for you. So, frankly, I think it, it’s not best that we move forward, by the way, ironically, when you’re really super honest and raw, authentic with people and you actually mean it, guess what happens?

They’re like, no, no, no, I wanna do it. And I’m like, no, no, no, you don’t understand. You really shouldn’t do this. And I’m ex and I have to explain why. Right. The value proposition is gonna work for them. It’s kind of ironic. And I’m gonna go through that psychology in a little bit, but, and here’s why if I do a really good job throughout the process of the sales cycle and I give them a tremendous value and I really recognize that the value proposition isn’t there and I’m the.

Like Jay Abraham talks about is really being like, Hey, I wanna be the person who’s responsible for them. And I say, this isn’t a good fit for you. I can ask for a referral on a note. This is an optimization point. So it doesn’t take any more time after an energy. If I say, Hey, listen, John, this really isn’t for you.

Here’s why, blah, blah, blah, blah, blah. But listen, now that you know who we are, what we do, how we really care about our clients, Hey, is there anybody, you know, that I could work with in the future? Is there anybody that you can think of right now that. Maybe this would be a fit for, so actually creating a leverage point on a no doesn’t take any more time, effort, energy, and you may ask a hundred people and no one gives you one, but you might get one that’s the biggest client you ever had.

So think about that. So that’s time. Yeah, by the way, I changed ABC from always be closing to really always be caring about the caring about the client. Hmm. That’s the key concept and, and really how you’re you get your sales people, especially in goal calling to really you all here have awesome products and services that you offer.

Correct. And you know that the client’s life is gonna be better if they have them in their world, by the way. And, and I’ll share this with a man. She doesn’t know this, but this is where the flip came for me. I knew that I knew that I knew if that someone didn’t sign up with business breakthroughs after I had analyzed their business and went through the script and kind of learn what they were doing.

I knew that they were gonna be worse off without us. And that made me so passionate in caring for them. It was never about me. In fact, if you listen to some of my recordings, which is kind of funny, I literally would say things like if I really couldn’t push them forward, I’d say I’m screwing this up for you.

Let me get another sales person. You’re like what? cause I car, cuz I, they knew I cared about them. It wasn’t about me. And when your salesperson can disconnect from the. And this is the secret is caring about the client and really caring about them and not caring if they move forward or not. That disconnection with really a, um, a high rapport and being very raw and authentic with them.

They, it just blows their mind away. And when, when I teach this and I actually have my clients use this. Oh, my gosh, this works like gangbusters, like me not caring. Cuz remember when you’re in high residence with somebody, they actually feel what you’re feeling. So if you are, so you get in high rapport to build because you want to help them, but then once you start thinking, oh good, I’m gonna close them.

Right. What do you think? They’re thinking, oh, he’s just doing it to close me. So it’s a very fine line and you have to understand that and you actually resonate back and forth. So we’re gonna get into that. Um, but really the key here is to be raw, real, and authentic, right? We’re all human beings be attentive.

That’s another part of this is really being attentive. Listening, listening is everybody always asking me what’s the most important thing in sales. I’m like listening skills and it throws everybody off cuz they’re like, it’s not speaking. I’m. No, the only way, you know, what to say is when you listen to the client, I was hot seating someone today, and I said, you missed an opportunity.

They were fearful there. They didn’t say it. But what they did say led me to believe that. Did you feel that emotion? Did you, did you talk to them about that? He’s like, no, I didn’t. I said you missed an opportunity. You’ve gotta listen more. And he was like, and you can actually sense and feel where clients are.

Okay. And then you’re gonna be emotional. And when you layer this strategy in with passion, right. About the product and service you’re delivering and you, you combine it with a core story, right? The core story, the elements of the core story and the dream 100. Oh, my gosh, you, you have, you have the ability to deploy this at a level that most people can’t even think about.

Okay. Now, one of the things I told Amanda, the biggest challenge with goal calling is people have what I call, call reluctance for some reason, this phone that they could be on almost every minute of the day, when they go to make gold calls, it becomes 350 pounds and they don’t wanna pick it. It’s called call reluctance.

They’re scared. And here’s what it’s about. They’re scared to call out to people. And they’re concerned about the opinions of people that they never met. They never met him. And yet it’s a concern. So there’s a strategy to help your sales people deal with this. And this is a picture of my family and what I tell the clients I work with.

I said, I want you to take a picture of your family and I want you to keep it by your desk at all times. And here’s why I tell them when they have that picture in front of them. And when they’re concerned about making a gold. Right. And this challenge arises by the way, how many people know this is real?

have salespeople making call calls, and you’re looking at the numbers. You’re like why? Aren’t like they get an, a whole day and they’re making like 15 calls. Like what’s up with that. That’s call reluctance. So what I tell them. Is you wanna look at the picture of your family and you wanna say the person I was about to call that would’ve produced money stability for us, his opinion of me and my fear are more important than my family at this moment in time.

That is why I’m not picking up the phone phone and doing what I need to, to provide for you. And you see how that actually does a total perspective switch cuz who hear their big, why is their family? Can you imagine doing that? But do you know how many sales people will not pick up the phone because they’re, they’re concerned or the opinions of someone that they’ve never ever, ever met in their entire life?

That’s what call reluctance is folks. And I’ve never actually seen a strategy beyond this that actually breaks them through that almost instantaneously because they don’t have, I, I, I’m not gonna do the why. I there’s a certain way. I teach how to get to your why, but just to understand when you understand that it, most of it’s family based.

That’ll do it. So I highly recommend you. You have your sales people put a phone or put a picture of their family in front of ’em and share that with ’em cuz it really does change the game almost instantaneously. I’m gonna go through and you guys are all pretty acclimated with this, cuz this is out of the chat playbook and I’m telling you, but it’s really important cuz if you’re looking for sales people, I wanna explain why this is so important.

Most sales people have. They care about your clients. They do. They, they, they that’s, they’re empathy driven. It’s actually one of the reasons why, you know, if you analyze sales from the beginning of time, what’s the biggest gap that salespeople have. They don’t ask for the close. Right? There’s a reason it’s again, call reluctance it’s because they don’t have the ego strengths, not on ego.

I’m better than anybody else, but they can handle the reject. Now what happens is I want to do the flip, remember the guy that I showed you, the sales guy, that the used car sales guy, you know, the guy that can close like a freight train. If you have one of those, guess what the problem is. They’re not connecting.

They don’t have empathy. So there’s, so there’s two challenges, right? So the way this worked for me, I had empathy, but I was scared to close cuz I didn’t have the rejection armor. Most people have ego drives. Most of your sales people have ego drive either way. What you need to balance is the empathy and the ego strength.

And here’s the, here’s the way you make this work. Cuz I’ve worked with a lot of different sales teams. And so if they have empathy, you know what changed it for me? I knew I cared about my clients so bad that I was willing to take the rejection to make sure that they get what they needed. And when I understood it was about caring for them, closing was about caring for them.

Oh my God. I changed the game. Then I closed like a freight train, which is why I became one of the top, uh, salespeople, right from the beginning. Right. That’s why I realized I sucked so bad previously, then ego strength. Now you guys might have people who close like a freight train, but they’re not connecting.

So you know what my conversation is with them. You’re awesome. You do really well, but if you really wanna close, do you wanna close like at, at a optimum level and they all go? Yeah, I go, they care about the damn. Like, you’ve gotta, you’ve gotta become a caring individual because you’re not caring enough about them for them to move forward.

And when they realize it’s tied into closing, which is what they’re all about, guess what happens magic, right? The other pieces of this, you know, they need to have market knowledge training, constant training. I don’t know if anybody knows this, but BBI, we trained two times a week was mandatory. Monday and Wednesday, I still remember this Tuesday.

was the, got a minute meeting guys. Aren’t doing got a minute meetings, look those up. And then we actually had two that were not mandatory, but here’s the irony. All the top people were on those calls and I learned more about sales. I’m gonna teach you guys how to answer any objection, including go away and die in a few.

And I learned that in one of those, I know you’re cracking up. You’ll see but it literally changed my life and changed the way I became such a good salesperson from ironically, the ones that weren’t mandatory. I learned so much. Of course, your dad hot seated me twice. He was actually supposed to hot seat me one more time, but he got on a roll.

So it was whole thing. Um, you also have to have high product, um, highly productive time and territory management, which that again has learned and trained all. The other thing I want you to understand when it comes to sales people and the psychology of what they do and where they spend most of their time, there’s two things you need for every sale.

And no one brings this up. You need to have someone who’s interested. And qualified. What happens with sales people is they find someone who’s interested and they’re so dang happy that they’ll spend a freaking day with ’em and then they’ll be like, what do you mean you’re broke? Like, and I’m like, what are you doing?

You need to find out when they’re interested. Are they qualified? And then it’s funny, cuz some people have millions of dollars, right. That clearly qualified, but they’re not interested. And it’s funny how we spend too much time, effort, energy. Now, Dave and I have the same philosophy like Che did that. You know, we got a little bit pigheaded discipline and no is not now, but don’t spend time, effort, energy with someone who’s not now understand that you’re gonna reconnect with them at a different time and make sure when they’re interested, you’re there not.

Spending time, effort, energy with them when they’re not. Okay. I know it seems like a simple thing, but I see this happen in every sales team I work with. And this actually, this came up in a training I did today with some sales team. They go, oh my God. I started realizing I’m spending time with people who are not qualified and it’s burning my time that I could be spending time that were both interested in qualified.

Um, this came up about when I first learned public speaking, I had a real good mentor and he said, and, and him and I talked about this all the time and, and he had a different way of saying it, but people really don’t fail because of what they don’t know, they fail because they don’t implement the tactic and strategies.

They do know. And I want you guys to look at what your salespeople are doing and sort of the way you’re putting this together with Amanda and really understanding. And becoming very strategic, right. Tactical and strategic two different things. And my gosh, when you actually become strategic, everything we do is strategic.

I, if we make a move, we wanna know how do we, 10 X that move. So really think about that, but then look at what you’re actually not doing that, you know, you could do that. You already kind of have some skill set, but you’re just not implementing it. All right. 1,000,024 hours who here wants to learn . So this is really kind of an interesting thing.

How many people here do a to-do list? Show of hands. Okay. Few people, um, stop. Don’t do to-do list anymore. Here’s why. As human beings, we write lists down and then we wanna feel accomplished. So what do we do? We do this small minute things that don’t move the business forward. So here’s my clue. Do the single most important thing in your business every single day or this or something from a sales aspect, that’s gonna move your business forward.

Don’t move on to number two until one’s done. And there should never be more than three of ’em on a daily basis. So I taught this to a guy and he did something crazy. He actually implemented it the next day. his name’s Mike Anderson. He literally looked at his to-do list and he goes, what should I have done?

He goes, oh my God. I did a pitched six weeks ago and I haven’t followed up. He followed up. Do you know what they said to him? Mike, we’re ready to move forward. We’re waiting for you to call. He goes, my Joe almost hit the ground. He goes, oh my God. So then he, and, and he called, so he looked at his list. He had done a pitch three weeks earlier, by the way, it was a $500,000 agreement in his agreement, not a contract.

He then he called the next person. And three weeks he had did a pitch. They said, we’re ready to move forward. Another 500,000 agreement. I said, Mike, can I ask you a question? He said, yeah, I go, why didn’t you call was the hope of having a deal better than getting a yes or a no. And he said, that’s exactly it.

I need you to understand the psychology of sales people, guys. he said, and oh, by the way, here’s another fun fact then what he, he got so excited that, that worked. You know, what he did. He called the two largest companies, best buyer strategy that he never thought he would get an appointment with. And guess what they both said yes.

Four calls change his business. I’m letting you guys know this stuff works and I’m really sharing it with you in a way that I want you to implement this. Okay. All right. We’re gonna talk about modeling. Oh shoot. Not that one. Uh, we’re gonna talk about modeling. the power of modeling and matching and mirroring.

So here’s what I want you to know. It’s body tonality and speed. And it’s funny because. Cold calling brings up in goal calling. When you go to do it brings up some very deep emotions. And I, when I show you the scripting, and by the way, every time I train this, I tell the, my clients, this is what’s gonna happen.

I warn them. You’re gonna call. You’re gonna be leaving 20 voicemails in a row. Then you’re gonna make a call. And guess who answers the phone? And Amanda will laugh at this cuz Che used to do this all the time. He goes, Michael Eisner answers the dang phone, and you’re not. And instead of going into your script, you go, oh crap.

And your voice goes up. It’s very weak. And by the way, all of you on the call, I’m 53. Do you guys remember when you used to get telemarketing calls, never start a script with how you’re doing today. That’s a sales call, right? You do not wanna be perceived as a salesperson. And I see this all the time.

People gimme their scripts and the first line is how you doing today? And I go, oh my gosh, it’s not good. So wait, what I want you to remember is tonality. You always wanna be, uh, a little bit slower and a little bit lower than the, than the person you’re speaking to. And you’re gonna get nervous and you’re, and the sales people get nervous.

The first time they get into this, by the way, and they’re gonna mess. Um, I’ll give you, so when we worked with the client that, uh, Amanda is talking about, they actually came to us for a funnel. And this is a perfect example. I said, you don’t need a funnel. This is what it’s about being, you know, really hyper focused and caring about your client.

I said, you don’t need a funnel. He said, what do you mean? I said, you get a 350 person sales team, but you don’t have a track for them to run on. You don’t have any scripting. You don’t, they don’t know how to handle objections. They don’t have a system in place to get the results they need. And then we took that and we actually created an inner circle within his team and they invested and we actually trained them.

And it’s funny, they went from being horrible. They were actually some who were worse than me, which is hard for, to believe they within 60 days of training with us once a week and I would hot seat their calls, they became professional salespeople. So I want you to know, and by the way, even when you’re professional, like I could get on a call.

And make cold calls tomorrow. And there would be times when someone answers and I might be flustered, right. I just kind of know how to regain the composure. And that’s really what it’s about. And by the way, it’s funny. Cause I warned them all. What was gonna happen? And guess what happened? It happened.

They picked up the phone one time and they go, oh, here’s the one that I got crushed on. And, but here’s the other thing they learned. And this is something I want all of you to understand when you’re goal calling and you have scripting, it’s not gonna be perfect. And it doesn’t matter. You you do, you can’t believe the amount of discovery calls they got that.

It seemed like it was going very badly, but through the spins, right? The, through the differences of learning, how to handle an objection and spinning it back to where we needed to go, they were actually able to get those discovery calls. I’m gonna show you that in a little bit. All right. The last psychological thing, it’s probably one of the most important things in you to understand is influence how many people have read this.

Influence the science and practice. If you haven’t it’s okay. I’m gonna literally train it in the next few minutes and you’re gonna memorize it for the rest of your. So consistency, reciprocity, authority, liking social proof and scarcity. Now consistency means we wanna be consistent with what we think and believe about ourselves.

So I’m gonna give the example, has anybody here ever gone to, um, the mall pre COVID and the person comes up to you and says, Hey, would you date, would you do a survey? And you’re. No cause you got things to do. Right. But they asked Kini in his new book, a persuasion, could you increase the closing ratio? And he said, absolutely.

So all of you internally right now, if someone came up to you, indiscriminately in em mall and said, excuse me, sir. Ma’am do you like to help people? What would your response be? Yeah. Yeah. That’s people. Yeah. Great. Would you help me fill out the survey right now, please? And you’re like, oh crap. I just kind of walked into that one.

Didn’t I, now here’s what I want you to understand. This is in innate to human beings. So, let me give you a clue. If you were a person who doesn’t like to help people, but someone came up to you and said, and, and said, Hey, would you like to help me? And you said, yeah, yeah. I love to help people sarcastically.

And then he said, great. Would you help me fill out the survey? The first person, the first thing the person’s gonna do is look around to see if anybody heard. Now understand these elements. I’m about to describe, need to be used for good, not evil cuz you can’t influence people. I’m I’m serious. We were talking about this the other day and actually at the mastermind.

Um, what I will say is, again, it doesn’t mean that someone’s gonna say yes every time sales is not about that, but this increases the odds of you getting a result. Okay. Reciprocity. Is Christmas time. You went to a Christmas party probably this year and someone said, Hey, Merry Christmas. And in your head, this is the conversation you had.

Oh shit, they got me a gift. And this is what came outta your mouth was, uh, oh, I totally forgot yours at home. And they know you’re not telling the truth, but God, I don’t worry about it. Right. And then they give you the gift. And you open it and now, you know what they spent, how many people here, the first chance they get, go out and get something a little bit more expensive than they got you as a higher reciprocity.

Cuz you forgot to get ’em a gift that’s reciprocity. Okay. Authority in the book you actually had. Doctors tell nurses to give medicine to the patient in dosages that would either make them sick or possibly kill them. And none of the nurses decline because of the authority of the doctor. So it’s crazy when you read the book, you’re like, holy smokes.

Again, it was like 12 years ago. I think that’s the reason. You guys ever hear about doctors operating on the wrong leg or the wrong, you know, internal now they have to all sign it. The reason they do that now is so the authority of the doctor isn’t super cause there were literally nurses going, why is he going on the right leg when it’s it clearly states the left leg.

But they didn’t wanna say anything. Cuz doctors yell at nurses, liking you’ve been taught all your life that people need to know, like, and trust you to buy from you. And it’s true. But in, in, in an influence it’s about you liking them. It’s about you finding something within them that you like. If you’ve ever had resonance with someone that you’re me and you don’t know if you like ’em at that moment in time, that’s how you break it is by finding something within them that you like.

And then the last two, I love social proof. I use McDonald’s when we were kid, it said millions and millions served. Now it says billions and billions served. If I physically could teleport someone into a McDonald’s parking lot, they would literally look up and go, am I like the only one who hasn’t eaten here yet?

And they would probably walk right in it’s has that type of influence. And they would also have something. On the second one is FOMO fair, missing out, which is scarcity. Now I want you guys to picture an infomercial. You’ve all watched an infomercial. I want you to think about how they layer these in ever notice that there’s a guy in a white doctor suit selling vitamins, or that they select the boat.

They cut a whole out of the boat and then put some rubber stuff and then they go on the ocean. That social proof, right? Buy one, get one. Free is reciprocity. They’re, they’re using all this. They’re asking you questions like, Hey, if we could help you with this, would you move forward with this? Right? Like they’re getting consistency on you.

And then the irony is at the end. What do they do? They just spend $5 million in commercial. Hey, there’s only 10 left. Five minutes to buy . You’re like you just spent $5 million on a commercial. You’re only giving me that time. It’s scarcities getting people off, getting people to make a decision. Okay.

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[Video] How This CEO Made a Comeback After Losing It All https://chetholmes.com/video-ceo-comeback/ https://chetholmes.com/video-ceo-comeback/#respond Sat, 18 Jun 2022 14:49:17 +0000 https://chetholmes.com/?p=10000 The post [Video] How This CEO Made a Comeback After Losing It All appeared first on Chet Holmes International.

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We are still recovering from the wake of the pandemic that disrupted so many industries.

Rod Khleif is a perfect example for others as he shares his story of how he’d experienced a similar disruption back in 2008 losing $50 million dollars over night

Listen in to hear:

  • How he made his comeback after losing it all
  • What it takes to have a winning mindset
  • The 2 key points you need to know to use text messaging to close deals
  • The helpful hints of winning appointments through social media engagemen

Rod has started 27 businesses, owned 2,000 properties himself, and shares his tips for everything from running businesses, to the mindset after defeat, to real estate investing in today’s marketplace, and how he generates sales using social and text.

Continued Learning: How Clickfunnels Grew From Zero to $100 Million in 4 Years 

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TRANSCRIPT:

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

 So everybody that’s watching right now, that’s live say hello.

This is Rod Khleif. I’m so happy to have you on here. It was such a delight to see you speak at pod Fest and then finding out that you, that we had some interweavings over the years and you being in the Tony world as well. So for those that don’t know, rod so many things 27 different businesses 2000 properties owned raised up to 50 million and then lost it and then came back after that, which I know from having my own apocalypse happened in 2012.

And my father passed getting over that is a whole other stretch in itself. This idea that. Having fifth gained the wealth of $50 million and then to lose it.

And then how you pulled yourself back together. 

After that, let me tell a little bit of my, if you, let me tell a little bit of my story, I think it’ll lend itself to that. So I want to go way back because I, I think it’s a good framework for what we want to talk about. So I’m an immigrant. Okay. I was born in the Netherlands, when shoes windmill.

Immigrated when I was six years old with my brother Albert, my mother’s Vacia. We ended up in Denver, Colorado and we didn’t have much. Okay. In fact, we really struggled. My mom babysat kids, so we have enough money to eat, but I remember eating expired food. We shopped at this expired food store.

We drank powdered milk because it was cheaper than real milk with our cereal in the morning, which I trust me sounds better than it is. I remember. We’re enclosed from the Goodwill and the salvation army all the way through junior high school, till I finally got disgusted when I was 14 and lied about my age and got a job at burger king flipping burgers.

So I could have enough money to buy clothes and I’m shirtless, and I know people had it harder than I did. And then, maybe even listening or watching headed harder than I did, but. Luckily, I knew I wanted more and thank God my mom had that incredible work ethic. So she babysit kids, like I said, and she was an entrepreneur with it.

She had no formal training, but she invested in IPO’s and the stock market invested in real estate. And her first real estate acquisition was the house right across the street from us. When I was 14, she paid about 30 grand. Then when I was 17, she told me she made $20,000 in her sleep. And I’m like, what?

You made 20,000. You didn’t do any. I’m forget college, I’m getting into real estate. So I went out and got my real estate brokers license, right? When I turned 18 in Colorado, which you could do back then with education. Now, they got smart and you need some experience before you can be a broker and have your own office.

But I was a broker. My first year in real estate, I made about eight grand. My second year I made about 10 grand, but my third year I made over a hundred thousand dollars, which back in 1980 was some pretty decent change. So what happened between. Three, that caused me to 10 X, my income. And that’s what I’m landing the plane on this.

It was mindset. I met a guy that in fact I dated his daughter and I worked for him. He was a broker. I was smart enough to go work for another broker, but I met a guy that taught me about the importance of mindset and how really 80 to 90% of your success in anything is just that success in relationships, success in business, success in life.

And so fast forward to today, like you said, I’ve owned a couple thousand property, a couple thousand homes. I’ve also. Oh, it’s still on thousands of apartment units. I’ve built 27 businesses. I told you before we started recording that several were tens of millions. Most I call them, I don’t call them failures.

I call them seminars, most spectacular flaming seminars. We fail our way to success. And in fact, I got to meet the billionaire owner of Spanx, Sara Blakely, beautiful human being, and at a mastermind that I belong to. And she told me, she started with 5,000, you know what Spanx, any woman knows Hispanics there’s men.

It’s the woman’s undergarment state. She started with 5,000 bucks and now she’s, I think she just sold it for several billion, but she told me at a mastermind that her dad used to ask her and her brother, what have you failed at this week? And I thought, what a freaking awesome question to ask your kids?

In 2000. I’ve owned all that stuff. And most of my businesses failed, they were seminars, spectacular seminars, like I said, but in 2006, my net worth went up $17 million while I slept. And you might say, wow. Cause I said, and I let ego into play and I got a head so big.

I could barely fit it through a door. I thought I was a real estate. God. And when that happens, God of the universe will give you a nice lesson. That was 2008. I lost $50 million conservatively in 2008. And so what I’m known for talking about on my podcast and at my bootcamps and so on and so forth is the mindset.

It took to have 50 million to lose in the first place, but then maybe as important, maybe more important, the mindset it took to recover. To the success that I’m blessed to have today. So yeah, if you want to go there let’s go there. We’ll talk about these strategies because I get asked all the time, how, how’d you recover?

So the first thing is, unless you’ve got a question, I’ll go ahead and keep going. Okay. So the first thing is. Is being really clear on what you want and why you want it. 

So back when I lost everything, I had to re associate with what I wanted and why I wanted it because it’s a natural human tendency to focus on the pain.

In fact, we connect through pain. If you came up to me and said, rod, how you doing? I said, oh my God, I am freaking panic. Life is amazing. Now you wouldn’t cause you’re evolved, but most people would take a few steps back and say, okay, Rod’s off his meds. But if you came up to me and said, rod, how you doing?

I said, oh God, I just lost a hundred grand in the market. My back is killing me. You’ll put your arm around me and say, oh, I feel your brother. Cause we connect through pain, but you gotta, you can’t do that. And I’m going to tell you, if you’re watching Amanda and I right now, or listening later or whatever.

You’re a leader. No question. You wouldn’t be here if you weren’t a leader. And right now, more than ever the world needs leaders. Okay. And don’t get me started on this political nonsense and the fake news and all the lies that are out there in the political agendas and the news stations. Just keep you’ve got it right now.

More than ever. You start, you got to stand guard at the door to your mind. You got to bring in the good stuff, because whatever you focus on is going to get larger bulk positive or. And really be careful what you’re bringing in. I do these clips every week on my podcast called own your power.

And they’re just about that. They’re just about owning your power and their motivational clips or five minutes. You give me five minutes a week. There’s music with them there that I’m really proud of them. I’ll juice. You give me five minutes a week and there’s hundreds of them there. Like I said, we just hit our 700 episode today.

I couldn’t believe it when my team told me, but anyway, So it starts with knowing what you want and why you wanted it. For example, if you come to my bootcamp in July, the first thing we’ll do for an hour and a half as goal setting on steroids, because how the heck do you get anything? If you don’t know what it is, you’ve got to know what it is you want with clarity, and then you’ve got to know why you want it.

And we’ll do that. And if and I did this on new year’s day, by the way, she can’t come to the bootcamp. I did this on new year’s day on my official Facebook page. But if you go to rods, links.com, rods links, pleura, both words, plural.com at the bottom. He is my goal setting workshop.

I did it with music professionally done. There’s a goal guide you can download and it’s something you should do with your significant other, sit down and go through this process together. What’s sad, Amanda. And this people spend more time planning a birthday party than they do designing their lives.

This is designing your life, right? And give me an hour and a half. You will be so pumped up afterwards, but again, it’s rods links.com and you can have your kids do it. If they’re over 10 years. Because it’s so freaking important and that’s why we start with that in my bootcamp. And so it starts with that knowing what you want and why you want it.

And and if you want, I can describe that process. I could describe the goal-setting process if you like, or you can just go to. And do it either way, but yeah, I find that really 

fascinating. We’ve been running these bootcamps lately and we teach this thing called dream 100, right. The that’s least expensive way to double sales.

So find your biggest bet are buyers and go after them, but I’d never seen anybody actually tie your goal. Where to, so knowing your goal what’s ended mine. And then who do you need to know to get you to that goal? And during this process, it was interesting to watch like somebody that wanted to become a billionaire.

So their dream 100 was actually finding billionaires to be their mentor. But we would never think of that. Or there was another gentleman that had four different businesses, one being a dentist, and then others that he was working on. And when he said I need this and I need that and I need social media and I need press.

And all of these things, I’m like what do you really want during the goals? He realized he shared that he wanted to be a politician to change what politics is happening. I’m like then all of these things have nothing to do with your goal. What are we doing here? So I resonate when you said that, 

And your goals evolve over time as well.

The things that mattered to me back then, the stupid crap, like the Lamborghini and the rolls and the Bentley and all this dumb stuff that I got and the, my mansion on the beach and stuff that I thought was important at one time has all evolved, and now, you can see on the wall behind me, some of the hundreds of thank you cards for my students, over the years, I’ve been teaching, like I say, four and a half years and.

And I’ve started a foundation and tissue, they evolve right here. 

The only thing that I miss from the roles is there. I tried to keep that carpet, but it was a $5,000 the carpet. And they said that it would cost me way too much, which I say, 

yeah they’re stupid money on that stuff.

Yeah. And it’s funny. You know how powerful your mind is to create these things that you want in life, and a show you something, this is my planner. I’ve got a paper planner in the back of this thing. I’ve got pictures that have been in here for 20 years and the things that I want, but it starts, it starts with.

My gratitude pictures. I’ve got pictures of my kids when they were very young. Then I’ve got pictures of the things that I wanted. Like that house on the beach looks just like this top picture. Now I, sorry. I lost that. I lost this in the craziness. Now I live in a compound. I’ve got six buildings.

I’ve got a big, main house and a guest house in a media building with the exercise facility and a theater room and built a video studio there. And the bottom pictures there, you can see those white walls and the pictures. Yeah. Oh, you can’t see it. Oh, that’s right. I don’t have my backdrop normally have my backdrop and you can see my backyard has that white wall on it.

It’s crazy. But then, things that I wanted, like the car and the watches, I, that’s still a vice I’ve a few hundred thousand dollars worth of watches, but the Lamborghini yet I wanted the rolls, the Bentley. And most of you guys know this, that have a business that you’ve got to get these pictures around you to manifest this stuff into your lives.

And and and right now, like I said, with. Be sure you’re focused on what you want now, what you don’t want. What do I want now? I, it’s funny, I took my wife to St. Bart’s last week for her birthday. And how did that go? Oh, it was nice. It’s stupid expensive though. I don’t recommend going.

The other islands are not as expensive. It was just dumb money. I got money but to pay 25 bucks for a bottle of water, I’m usually I’m not cheap either, but it was just, it was like ridiculous. I rented a boat and it cost me two grand for the, for four hours just to do it. Anyway, we took a helicopter there and back it was three grand for it.

It was just dumb for 10 minute helicopter ride. But anyway, but it was beautiful and she loved it and that’s all it matters. So it’s all good. But but on the way back the reason I wanted to answer your question, we started talking about lifestyle and I, hopefully you can tell I’m passionate about what I do.

I freaking love what I do. And, but I do work pretty hard. I, as soon as we’re done with this, I’m getting on a plane to go look at an asset we have in our contract and in Arkansas, Screaming deal by the way, if you’re an accredited investor and you want to invest in a deal it’s 54,000 a doors, what I’m paying for this thing, and there’s a Starbucks right there.

It’s a good area. It’s a screaming deal. But if you’re interested in checking it out, Partner to 7, 2, 3, 4, 5, and get in our portal. And we’ll be it’s a small rate. It’s only 4 million bucks and we’ll do it probably in an hour, but if you’re interested and you get there soon enough, you can you can get in on that deal, a screaming deal, great returns.

But anyway, so I need to slow down a little bit. I do love what I do, but. I need to slow down and smell the roses. Spend 

what drives you? What continues to drive you? If it’s 

not the roles anymore. I love, I get so much love. It’s it’s not ego. Please know this what I’m going to tell you now. Okay.

It’s not ego. I, when I tell you that I get love minimum of five times a day, I get a card like behind me on the wall. I get gifts. Sometimes they don’t even know who the gifts are from. Somebody sent me a big queen of hearts and a poster and king of hearts. And I didn’t even know who sent them to me recently and then I get DMS or emails and, it’s addictive when you get that much.

And, lives are changing. It’s just a beautiful thing. And that’s not hyperbole. That’s really, that’s really I really love that and I love real estate. I freaking love real estate. That’s why I’m getting on a plane tonight. I hate leaving my wife, but I’m going to go and look at this this, the unit where this asset we’re closing on, but.

Yeah. So that’s what drives me is that giving back and adding value and, and like I spoke about at the podcasting festival where we saw each other, to have to create, reach in anything to add the number one thing is to add value. And I and I’m always, you’ve heard Tony Robbins talk about Kenai constant and never-ending improvement.

I’m always trying to make it better. And I know you are too, th that’s what I’m talking about. Like under my desk here, I’ve got. Some of the dozen books that I’ve written that I give away for free all these free. If you go to rods, links.com, most of them are there. And my number one bestseller is there too, that you can pay shipping seven bucks or something.

You get it for free, but, and. The people that add the most value in this world are the ones that are the most successful. Look at Ilan, look at Bezos, just so focused on adding value and focus on being consistent as it relates to creating reach, like with a podcast or a meetup group or some other thing that you’re creating reach with.

But I’m babbling. So please ask me a quick, 

what’s been your experience. So obviously you’ve been quite the master at podcasts as well. So that’s another way if you providing value, 

right? Yeah. Again, I added value there. And I was consistent. There were times I was sick.

I’ve actually little sick right now. I’ve got a sinus infection and and I, but I do it because, you have to be consistent and you have to push through and. And and as it relates to multi-family real estate, which is what I teach the most right now, it’s a lot of these investors, these operators have to create, reach, and they do it through a podcast.

I’ve got probably three dozen students in my warrior coaching program that created podcasts meet up groups is another thing. I’ve got a student that’s created the largest group of realist, multifamily meetups in the country. 40 or something in different cities or a Facebook group, things like that, social media platforms that you can create that region.

If you just focus on those two things, add value and be consistent successes in that. And yeah, so you’ve got a business that you’re trying to push and get out there on social media. Those are the two things for you to add value. Don’t try to sell, you, Chet was your dad was the best at this education.

He knew about this way before anybody education-based marketing is where it’s at. And you just educate don’t. Don’t ask for a sale, just educate, add value and the Salesforce. When I first started my podcast, I used to say, I’ve got nothing to sell you. And I didn’t, I just wanted to add value and tell my story that if you’re going to invest in real estate for God’s sakes to apartments, don’t do houses.

Cause it was my 800 houses that pulled me down. But I focused on any value. I used to take free phone calls for my listeners. I did hundreds of 30 minute phone calls over a year period, and I didn’t have anything to sell. I just wanted to add value. And here we are, that’s how the world works. God works.

You give. And 

So the market right now and multifamily, is it a good place to buy? Cause I, 

yes, it’s dangerous right now. And we were close to signing a contract at 44 million on an asset or actually two about the same price. And they dropped the price of 38 million because they raised. 50 basis points, I have percent interest and they dropped it to 38 and you still backed out.

There’s a lot of aggressive operators outright out there right now that are going to get their butts handed to them. Cause they’re overpaying, they’re not paying attention to what’s going to happen with the interest rates because the fed said, they’re gonna raise the rates another five times and they have to stop inflation and that’s.

We are headed for some pain and there’s going to be layoffs and there’s going to be some pain. And, the only positive thing there’s some positive, other more than one positive thing, but a big one is there’s a huge demand. And, in the, I thought COVID was going to be the catalyst.

In fact, I even did a YouTube video about the crash that’s coming. I got a lot of hate. It was my most watched video though. People love negative stuff. I’d say the coming crash but, and I was wrong. In my asset class, because, but I’ll tell you the great thing about multifamily is, th the people that own shopping centers and industrial warehouses and self-storage facilities and and that, and the like, didn’t, they didn’t get help, but renters got help.

We got hundreds of thousands of dollars to help people pay their rent in some of our assets. And people need a place to live. That’s why I love multifamily as much as I do. And, in 2000. When the crash happened in 2008, within three years, rent had exceeded 2006 levels. That’s how fast it recovered.

And it’s a very solid asset class. In fact, the reason I started my podcast was again, I had 800 houses and I had some apartment complexes. My house was. My multifamily only pulled back about 11%. I’d still own them. If I hadn’t in my brilliance, cross-collateralized them with packages of houses to save a half a percent interest you, I still own those apartment complexes.

They would have easily survived. And so it was the houses that, that caused me and I wasn’t at a high loan to value either people like, I get hate all the time when I talk about this. Yeah, you were overleveraged. Oh, it wasn’t. I owed 30 cents on the. So I was at 30% loan to value and I still crashed and burned.

I explain why for those of you is, cause everybody wants to know when I say that, my 800 houses were two hours north of me, two hours, south of me and everywhere in between. And I live in Florida. These are along the Gulf coast of Florida and Florida has no state income tax. So property taxes are higher, which of course impact cashflow.

I had properties in wind and flood zones, higher insurance impacts cash flow. But what killed me was if I sent a maintenance guy to one of my apartment complexes, everything’s the same appliance parts, HBSC parts, plumbing, parts. You’ve. So you could stock probably those parts and they’re in and out. If I had to send them to one of my houses, let’s say it’s an hour and a half away.

One way they’d have to go see what’s wrong. They’d have to go find a home Depot or Lowe’s where we have an account and, and go fix it. And then I don’t know, but you, Amanda, you’ve probably never experienced this, but I, when rod goes to try to fix something, he goes to home Depot more than once.

And what took. An hour. One of my apartment complex is took all day at one of my C class houses. Now these were C class, there’s a, B, C, and D. These, the hoods stay out of the wood, but it’s, these are, see they’re working class houses, but they’re older. The demographic is tougher on them.

And so you have a lot of maintenance. So that really killed me. Then the Kuda Gras was I didn’t pay attention to renter demographics back then, if they had a good job, they had income, they had good. And they, let them rent. But what I came to realize after the soup hit the fan was a lot of them were contractors, plumbers, electricians, drywallers, painters, roofers, and all that fell off a cliff.

In 2009, they didn’t have work. And then what’s really interesting is my portfolio actually dropped. So that I was upside down, it dropped more than 70% in value. And then I just throw in the towel. That was it. I wish I had those houses now, but it’s done but that’s, but again, my multifamily is his spine, which is why I decided to put it out there and say, Hey, do multi-family for God’s sakes.

If you’re going to buy and hold real estate, it’s just. 

So then what would be a next, a first step for somebody to say yes, 

first step right now, if you don’t know the business, learn the business. If you can make it to my bootcamp, I promise you’ll be glad you came, but that’s self-serving but that’s truth of it.

You’ve got to learn the business right now, because if you’re in the midst of this coming recession, it’s going to be too late. You won’t be able to pivot. You need to build relationships. You need to learn the business. You need to know how to underwrite. And that’s what the stuff we teach. So again, get your butt to my bootcamp and listen, if you come.

And spend three days with me and you don’t love it. I don’t mean like it, absolutely freaking love it. You call me, I’ll give you your money back. No questions asked, I, I do a survey at the end of every bootcamp and the only complaints we ever get is the foods upped in the room was too cold or something like that.

It’s never about the content, and and it’s a lot, it’s drinking through a fire hose though, but right now is the time to learn because opportunity is coming and this is going to be an incredible opportunity if you’re not caught up in fear. And and the same, I’m going to tell you, it’s going to be an opportunity to buy businesses as well.

If you’re a, if you’re an entrepreneur and you’re. Our interest in buying businesses that we opportunity for that as well. Especially if you can take a business, that’s, that’s not capitalizing on their social presence and their online presence and take it online. There’ll be opportunity for sure.

There too. I’m not going to profess to be an expert at that, but, I’m. Real estate I can help you with right now, but I can add value in that area as well. We’ve done really well on social media team even has me on freaking Tik TOK. Now I couldn’t spell tick-tock four months ago. Videos watched 800,000 times now.

You said 

that EV after you showed me your page, I went okay. If rod can do it, I want to do it too. Like any, so many people have talked about Tik TOK, right? Can you share more of that experience? Deal with that 

right now, what I did was I just took videos from my from my bootcamps that were recorded.

For example, And and then they just play them in my team. I don’t know if you can see it there. My team puts heavy, headlines on them and stuff like that. And I get a lot of haters too. And then there, you can see me. You can see me at the pool at St. Bart’s. I did some, some motivational stuff I saw that was where I saw this beautiful cemetery there and flowers everywhere.

And that’s hard to describe a cemetery. Butte is beautiful, but it was beautiful. And I talk about. I talked about regret and how there was this nurse in Australia named Bronnie ware, there was a hospice nurse, and she asked patients at the end of their life, do you have any regrets?

And she, and she wrote a book about it’s called the five regrets of dying and how the biggest regret with people was not living the life. I could have lived live in someone else’s life, not doing what I know I’m capable of. I can’t think of anything worse than that. And so I did a little, so I did some, literally 62nd videos about that.

Like I said, I’ve got a team. Cuts them up. I’ve got a fantastic video editor but and then you 

just posting them and it’s getting crazy amounts of use. You’re not no, no trending 

strategy. I use them as lead magnets as well. I’ve written all these books that I give away for free, but you give me your email to get one of those books.

Okay. But they’re really quality books. They’re not crap. There’s my asset management books, probably the best business, the best in the business, my property management book, probably the best in the business. You come to my bootcamp, you get all of them by the way in a dry but the point is. Like I’ll do it, from a Strat as a strategy standpoint for your entrepreneurial listeners, I’ll do a, I’ll have a book or have a giveaway it’s called a lead magnet.

And I’ll just talk about that topic for literally 60 seconds. I’ll say, Hey, I’ve got this awesome resource. If you want it. Syndication for my syndication book in the notes and I’ll get it to you. And then you start a dialogue. And now I actually now have a team that does my commenting will help me comment on social media, respond to people that comment or build relationships there.

And and sometimes they’re asked me, let me just warn you right now. But if I recognize the name I jumped in immediately, but very often, sometimes they’re it’s my team. But that creates that engagement. And it’s been just a real game changer for building that social media reach. And, I’ve got the largest Facebook group from multifamily about 45,000 members in there.

So that’s another fishbowl that I have besides my podcast. And 

is that the same group that’s commenting and trying to build relationships? It’s also in. 

There, there are people that enjoy different platforms more than others. Some just do tic talk, some, just do Instagram, some just do Facebook.

So we cross pollinate everything and that’s one of the things that you need to do as a business owner. If you’re out there in social, by God, whatever content you put out, that’s educational about whatever it is that you sell, the widget or the service or whatever. And you’re educating are, you’re crazy not to put it everywhere and ideally do video.

Even if you hate. Find someone else to do it. Video is the Belle of the ball. And so we put it on Twitter. We put on LinkedIn, Facebook, Instagram. YouTube. All of them 

and the people that you have that are commenting, are they more like VAs from out 

in 

the middle of nowhere? I like these. They are very educated because they’ll ask some sophisticated questions that they need to know how to answer about different areas of real estate.

And if they can’t answer it, I get an email every night with questions. They don’t know how to answer and I will answer it quickly. And they’ll. As me in some cases as them, in some cases but that’s a strategy for building engagement for any business, frankly, because if people, if you respond, they just feel so welcome and warm.

Like when I do a Facebook live, I do a Facebook live typically every Wednesday, night around seven, all at all. Sometimes it’s an ask me anything. That’s what I did last week. And people love those. But where was I going with that? Oh, where was I going with that? I was, there was a reason I was going to bring up Facebook lives, it’ll come to me, that’s a powerful way to build engagement as well and teach a topic and it stays there.

Now. I actually have a triple tripod that I have. I have three phones. I got two of them right here on my desk. The other one I’ve got all three, actually. And I’ll do one on Instagram, one on tech talk and one on Facebook. I did use stream yard at one time but I found that it hampered my. Engagement on Facebook.

So we just did separate phones. So just keep that in mind. Cause I know you. 

Yeah, I think that you’re right too, that it does make the difference. Cause when I was going live on Facebook, I was getting a lot more reach than now, but I am curious because a lot of my listeners are still dialing for dollars.

They’re doing a lot of cold calling and this next generation is coming up that nobody wants to answer the phone. They’ll answer a text message. 98% of text messages are responded to within three minutes and yet no phone calls are answered. 

Here’s what we do. Here’s what we do. Okay. If you do one of my lead magnets underneath your name, email, and phone numbers, a little thing that says you’re giving us permission to call and text you.

Okay. Now, We have been doing the whole texting thing and it is killing it. I’ve got somebody that texts about a hundred people a day, or maybe even more than that now. And he’s responding sometimes as me sometimes not. And it’s been extra, extraordinarily successful. I just adding value. Hey, I saw you joined.

Book group, or I saw you downloaded this thing that this book that I wrote, and I just want to be here to let you know, if you need anything, I’m here to help you. And are you investing now? Where are you investing? Just starts a dialogue and it’s incredibly powerful. So that’s that’s not, I’ve not talked about that publicly.

So there you go. That’s a big one. That’s a ninja. I would 

love to see, I would love to start training more people on the difference. We have those conversations in person and over the phone, and now they’re happening in DMS and in text messages, but it’s just. Scary balance with the text messages, right?

Cause it’s a kind of uncharted territory. 

You got to have their permission or you can, you’ll have an FTC PA violation. It’s about 20 grand to settle one. So you don’t want to screw that up. But but I get their permission and that’s the only way we do it. But But, it just, it’s just, yeah, you gotta be careful, but 

and just starting dialogues, they’re just texting to say, Hey, how are you doing?

What’s 

going on right now? How you doing? That’s lame, not how you doing but really Hey, so you got this lead magnet, for example, this book about syndication. Do you have any questions? Can I help you with anything there? Are you investing now? Where are you investing? Are you in single family?

Multifamily? These are some of the questions. But whatever your business is, you just really go after this to help. Okay. Not to rein them in you go after that to help. And if you come in hand, heart in the right place to. The business comes. That’s just how it works. I got to do my bootcamp for 197 bucks.

It’s a no brainer. Price-wise for three days of training, but I talk about my coaching for 30 minutes. If you’re interested, meet with my team, if not, no harm, you’re going to leave with enough information to go kick butt. But some people want to dig deeper and pay for speed and join my coaching program.

But the. I focus on adding, a lot of operators, people that in my space will go out there and they’ll tease a bunch of stuff. And then, Hey, sign up for my coaching to go do this. No, you are going to drink through a freaking fire hose at my event. You’re going to get everything. And then if you want help, you can have it, if not go do it.

And that’s been my mom. Since I started. And I learned that from Tony, I’ve learned that from Tony Robbins. Okay. Who, who we connected through those of you don’t know. I met her dad at a Tony Robbins event and that’s why it was so such a treat to meet Amanda just a few weeks ago at the pod Fest because I’ve been around and, Chet’s book the ultimate sales machines, like an iconic book, I’ve given it to my mastermind members.

And I’ve probably given away a hundred copies at least of that book. Maybe more Oracle. Yeah. Yeah. Probably more actually, but a great book. Yeah. In fact, when I had my first, I started a mastermind for multifamily investors. In fact, we’re meeting next week in Houston. It’s the largest of its type.

I’m pretty sure in the country, but when I started it, I did it here in my compound in Sarasota at 16:00 PM. Men and women about a billion in assets. And now it’s 14 to 16 billion in assets, but I, I want to be around people that think what I think is hard as easy. And so listen, if you’ve got a business and you’re not in a mass.

Big mistake, go join entrepreneur, EO or something and get around other business people that, maybe that you’re not competing with. So you can share notes because you learn so much when you cross pollinate strategies in one vertical business with another it’s incredibly powerful marketing strategies, sales strategies, operational strategies, and you see how other people are doing things in other verticals, other business.

It’s incredibly powerful, but in my case, I want to be around people that think, what I think is hard is easy. And so that’s why I started my mastermind and it’s pretty extraordinary now. And I love it and, always learn something. And yeah. 

Wow. So some of the things that I’ve learned from you on this is number one, I love that you had so many different ways to tackle.

Text to get this. So for everybody that’s listening, that is the future. That’s where you need to be. You’re collecting emails. A lot of my, the people that listen to this barely have an opt-in on their homepage at their website. That gives something of value for an email. But I’m jumping ship and saying text.

Crucial. It’s such a game changer because that’s where people are dialogue 

and get their phone number when you give them their freebie. And some of them won’t, we’ll leave you a fake one or whatever, and that’s okay. But get their phone number, have that little disclaimer that you have the permission to call and text and.

And it’s incredibly powerful and don’t, don’t try to sell something, just, don’t just build a relationship and help. And then, after you’ve added value and they’ve thanked you then, we might say, yeah, by the way, we’ve got a bootcamp coming up in Denver. If you can make.

We have a thousand people there. It’s going to be incredible and it will be. And by the way, if you come to my bootcamp, just know, my, I make sure you take action with what you learn. You will laugh. You will cry. I promise you, you will be juiced beyond belief. You will be like a drag racer when you leave there, because I spend a lot of time on mindset on identity, on goals, on pushing through fear.

And a lot of you entrepreneurs don’t deal with that. The other thing is my business. Multi-families the teams. And so you want to be around like-minded people that want to do this because you’re going to build a team or join a team. That’s just how my commercial multifamily business is.

That’s how it works. But anyway yeah and, as Amanda, every business is nothing but people in systems and, we’re always trying to improve our system. We use actually I’ve been using that EOS operating system. I don’t know if you talk about that on your show, Gino Wickman’s book traction.

Now you modeled the Rockefeller habits but it’s been extraordinary for our business where, you. You set up 90 day goals there, they call them rocks, but you focus on those 90 day goals and it really gives you clarity. And then instead of an organizational chart, you have an accountability chart.

So somebody is accountable for every aspect of the business. It’s very powerful strategy or operating system that we use now. And really has, have gained a lot of knowledge from it and value from it. And it’s helped us stay focused on narrow focused on the things that we want. 

Wow. This has been such valuable.

I can’t imagine that anybody that listening to this wouldn’t have taken action on it. Any, you have so many different calls to action that were there. You had an opportunity to be a part of a great real estate deal. You had an opportunity to join a bootcamp. You had a great opportunity to listen to your podcast.

What’s your podcast name again? 

It’s lifetime cashflow through real estate investing. And again, if you go to rods, links dot, if you have any interest in multifamily, but even if you don’t, if you want to just have some motivation, once a week, it’s go to rods, links.com, and it’s got all my resources and social media and free books and that goal setting workshop, if you want to have your, you and your family go through that super powerful.

You’ll love it. But yeah, I didn’t mean to promote that much. It just happened to come up that I had a deal I’m literally flying out tonight. So I was like, stupid. I love 

  1. It’s just flows out of you so naturally. It’s obviously from years and years of back, 

it’s authentic though. I’m just going to tell you, okay.

Tell me you come to my bootcamp. You’ll see me in flip flops. That’s how I roll. There. Won’t be a suit. There’ll be a black v-neck shirt. Cause I try to minimize my decision-making and who you see who you got sometimes too? And that’s just how I roll. I don’t have any need to impress anybody anymore.

I’m way past all that I’ve done. I’ve had that need in the past. Trust me. So I had the stupid cars and stuff that I got, but that’s all gone now. Thank God. 

Wonderful. Thank you so much, everybody. Rods links.com. Go ahead and go. There. 

Yeah, text rod to 7 2, 3, 4, 5, by the way, that’s a great strategy to capture people.

Is that five digit code to text rod to 7 2, 3, 4, 5. If you can come to and remember the code rod friend, to get that 1 97 price. If you have any trouble DME on any social, my team will take care of you to get that price. Cause there’ll be 700 time of the event comes. Anyway, it’s such a treat to you, Amanda.

Listen, if you ever make it to Sarasota, please let me know. So we can have dinner together and I’d love for you to meet my bride. And you’re just such a beautiful soul. Thank you. 

Thank you. Okay. Bye everybody.

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The difference between companies that scale and those that don’t boils down to one thing…The CEO’s commitment to mastery at every level of the organization.That’s why my father, Chet Holmes, originally started the CEO Mastery show.To bring companies on a live call and hot seat with them to find a breakthrough in their marketing and sales processes.This week’s episode is from that archive of Chet hot seats!Tune in this week to hear how he transforms an ad campaign, a website, and sales team.

 

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TRANSCRIPT:

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

Good day and welcome to your CEO mastery conference call with your hosts. Chet Holmes. Hello everybody. So again, the title of this conference is CEO mastery and what I find that makes a difference between the companies that do really well. And those that don’t is that CEO is committed to mastery at every level of your organization.

My personal companies that I run, there’s 12 of them. Now, again, as you evolve and change, if you don’t evolve, then you devolve They say, if you’re not growing, you’re dying. But in my experience, with my own companies, we have a weekly meeting with every single one of them. And the whole focus is improving some aspect of the business.

And then we have a meeting with all. Department heads to look at synergies. And then there’s a couple of the divisions that work really well together. So now we’re merging a meeting with them, but the point is that there’s all this activity to work on, improving the business, not just working in it because we know you work in it.

We know you’re working in it all the time, but you’ve got to stop and work on it. So congratulations to those of you who are joining us today because you’re here to work on your business. My question to you is if you look at the BGM, does this growth masters series. And I ask you if I spot-quiz your salespeople today would every, one of them be able to name the seven steps to every sale because that’s a minimum that’s remember the lowest level of learning is memorization.

So that’s where you start Does every salesperson to work for, the seven steps to every sale. Could they tell me the six questions they would ask every prospect? Would they know how they create desire, build value? What are the most common objections and what are the five different ways you have for overcoming the various objections?

And then how do you close the sale? So like you’ve got that down. That’s mastery in your organization then the actual sales process in terms of what’s the first thing we do, what’s the second thing we do. What’s the third thing we do if the client says, no, what’s the first thing we do. What’s the second thing we do.

What’s the third thing we do. And each one of those levels. So in our companies we’re set up like that. Every single Step that is taken by. Someone has been something that’s been expertly planned. That doesn’t mean you tell people what to do. It could mean you ask them what to do. But then it becomes a policy, a procedure, a set plan, and the people who are working in those areas every day are the most anxious to solve the problems and create a better company.

So again most of you on this conference are not like, a one person army, because this is a CEO mastery conference, which means you’re at least a gold plus or platinum member in order to be even allowed on this conference, which means you probably have a pretty good sized company. So you made the commitment in your coaching to take your business to the next level.

And my message to you is what are you doing to achieve mastery? And at the very least, the place to start is with memorable. And of course that’s where I’m laying out the 10 follow-up steps or the seven steps to every sale or the six steps do time management. And those are just three areas that if you had mastery in your organization, you’re going to be better than any competitor you’re ever going to come up against because they don’t have mastery in their organizations.

It’s a very rare thing that I see any company that’s really run well, at the level I’m talking about. And again, remember that in addition to all the speaking that I do all over the world and in front of this week, it’s crazy. I have four speaking engagements and then next week only two.

And and some of these are in front of 2000 people. Some of these are in front of 600 people and I always do Q and a and interaction and. When I get done, I have a two and a half hour standard speech that typically I will give. That’s an overview of the philosophies that, we teach in the BGM.

And at the end, I’ll say to the audience, I say, is anybody in here have this kind of precision in their organization? And not one hand will go up and I’m talking whether I’m with small businesses or large businesses. And yet we have we as Chet Holmes international, we have that kind of mastery in our companies.

Not all of them because some of them are new. Some of them are just developing, but in most of them it’s pretty carved in stone. And the people are extremely well and expertly and regularly in training to improve their skill. And of course, today yesterday feels like a week ago with how much I did yesterday.

But yesterday I sat in on a training session where we were listening to recordings of the salespeople on the telephones with all the other salespeople listening and with their managers listening. And I’m on there and I’m tuning the sales guy up and he said something backwards of what we normally say, meaning that I know every word these guys are going to say, because we’ve tuned up every word.

And then they know we’re going to be listening to the conversation, but he said something backwards. When he was talking to the prospect and this guy has been with us a while, so he knows his stuff pretty good. He’s very good at what he does. And so he’s innovating and I don’t care if they innovate as long as it’s an improvement, but in some cases it’s not.

And anyway he innovated this one thing and he said it backwards and I liked it better. And so we changed that and all the scripts immediately. And, but that’s how well run your organization should be. There should be script. And of course the best people are going to get off those scripts. it depends on what you sell.

So I’m going to, I’m going to now start with some of the people who want to have questions answered and again, I strongly encourage you, you can’t even buy my time, but if you could, it’s $5,000 an hour and a.

Not Saying I’m great. I’m just saying that, it’s supply and demand as your time gets more and more precious and you have little or smaller amounts of it. You keep raising your prices and, then you hit a ceiling at a certain point where you know, that price levels off. When I started, I used to get $250 an hour and then you go to $500 an hour and people still keep paying.

And and right now I’m at $5,000 an hour, but I’m not even available. You can, if you went to my assistant and tried to buy an hour of my time, you’re going to be out to mid February. So I’m that crazy book solid and And that just is maybe a Testament to the fact that I have over the years with lots of practice and thousands of situations gotten some experiences that enable me to help you maybe profoundly and sometimes in a very short period of time.

And sometimes I’ve just done 10 minutes with a company and just, check back a year later. And the guy’s revolutionized his company based upon the 10 minutes of insights that, and it’s just like you and your business, you work in and all the time. So after a while, you get to be quite the expert.

So if you were sitting where I’m sitting all day long and all you did was help businesses grow, you even a blind squirrel is gonna find a nut every now and then if It keeps looking. All right. So let’s Andy who owns the weight loss clinic. You need to hit one, one time on your.

And what that will do is that will open your line. So the operator can find you

So here we are. Let’s get you taken care of. Feel free to plug your URL. You have uncle Sam’s new york.com, right?

Okay. And I’m on that site right now. And what you do? Beds value, New York city walking tours, pub crawls, and night tours. Okay. So what would you like me? Cause I could just take off and start at firing questions at you and try to find the breakthroughs or there might be some very specific place where you think, oh, I would love to have Chet’s direct input right here.

I’m sad. I’m researching the core story about the best way, the five things you want to avoid that will ruin your trip to New York city and how to operationalize that on a website free report and where you would put that on your website. As the Le would it be the entire front page where you put some of those facts up there and have an opt in, or would you have that on the side or, I’m trying to get the mechanics down of a free report.

We’re building where we’re giving free advice to travelers coming to New York city. Yeah. That’s a great idea. And as many titles as you can and optimize as many ways as you can. So you were at business mastery, right? Yes, I was there last year. And then again, this year okay. And I don’t know if you signed up for that web thing where they can hot map your website and show you where, you’re getting with the eyes going, but I can already tell you I’m on your website right now.

You’re putting red attracts the eye 700% more than any other color. I can already tell you that. So you’ve got book now on the. I put some kind of an offer there and this whole left about us and all that being in red, like that I’d take that away because it’s actually distracting me away from the thing on the right.

And then of course using red in this ad is also pulling my eye. You know what I mean? It’s you want me to book now? Or you want me to take action? So let me just ask you a couple of questions. Cause we can tune that up all day long, to tune it up all day long. 

. Our main problem is, and I’ve been listening to the radio stuff. Our main problem is education-based marketing has to be done because people are looking from all over the world, the B to C we can get them to call us and we’ll answer the phones, but it seems to me to actually get them to sign up for a free report.

It has to be on the internet unless you can think of a different way. And I want to figure out how to structure my internet core story to be my primary B to C. B to C tell me about the, okay. Direct to the travelers versus I have concierge and travel resellers that I needed different kind of a package for.

Yeah. You don’t need heavy research. Are you actually using a research firm to do all this? We’re trying to do it ourselves right now. We’ve been good. Let me give you direction. Cause I don’t think that you need to have you research. I think you can write this from your heart and it may be better.

And a couple of anecdotal statistics at the beginning just to grab attention. And you can even make those up as long as they’re based on some reality we did a test where we had a person who didn’t know their way around New York and came and said, okay, why don’t you put together your own sort of tour of New York?

And what we found is they did 25 hours worth of research on the internet, and then they got to New York and they actually took five days and to S to see what we would have shown them in three days. And. Five of the most important things that people see when they come to New York. And so you know, like I’m making this up, but you could have something like that.

That would be probably, from your own just experiences. Cause you’re such an expert at this. You could write a pretty good, like here’s the mistakes that people make. And and then you say so, or, consequently, what you could have is you could have an expert guide you through this process.

Now this hot nightclub thing, that’s actually a pretty cool idea. Because a lot of these places, you stand online for an hour. Is there any kind of a special relationship you have, or they don’t have to stand online if they’re there with you? Have you ranged? Oh yeah. Oh, that right there is worth the radio.

Yeah, that right there is worth radio. You know what I mean? And again, I don’t know what kind of budgets you have, but you might be shocked to find it again. You already heard the big speech on, do not use a URL, do not use the MRL, but you might find that we have a number. We have a number they can call. So yeah, I would do the, E Vinnie, if you’re a new Yorker, I’ll bet you money that we can show you things about New York that you don’t know.

I’ll bet you, that we can get you access to things you haven’t access to. I bet you, we can get you into the hottest clubs. I’ll bet you, we can help you find things to do in New York and explore New York and have new and unique way. Call us for our free report on the 10 hidden treasures in New York city.

And, you’re going to, the phone is going to ring off the hook. And so you’re definitely morning drive time. I, and again, you can target for, from anything from WPLJ to 10, 10 wins and just test different radio stations. But I will tell you with the radio Monday, doesn’t pull that good, but you gotta be on it because it starts people thinking about it Tuesday.

It’s okay. Wednesday it starts to pull Thursday and Friday is when you start to get all the leads you want to be on the same time, twice a day. Within the same time period. So that if I’m shaving between six and six 30, if you buy, you want to try to be, cause they’ll say to you, oh, you can have the six to nine slot and Dale, if you’re a unsophisticated advertiser, you go, okay good.

But if you say, look, I’m looking to really ramp up. Like I want to spend a hundred thousand dollars a week in advertising and telling everybody now how to negotiate with media people. I want to spend a hundred thousand dollars a week in advertising. We have it, we’re looking at that because if it was working, that’s not unrealistic for you.

You know what I mean? If suddenly you did radio and it started to drive, like what’s a good amount of people using your tours like in a week. Total it’s probably about three, 400 a week in the better seasons right now. It’s slow January, February. What would blow you out? What would be like, oh my God, we can’t handle it.

Not another person. We’re scalable because all you gotta do is put more guides out there and the nightclubs aren’t going to turn away 500 people. It’d be a huge logistical challenge. We’d have to ramp up to that, but that wouldn’t be a high quality problem. Yeah.

Quality problems. The most people we’ve had on a nightclub tour was 55 and one night. And that was during high season, but if we walked a hundred uptake, they’d never seen that before, but they let them all in with us. Yeah. So I will tell you right now that you should definitely test radio. You might be shocked.

I’ll make sure you get set up with the as the M people. And cause they can do miracles for you. But I think you can write a lot of articles yourself because you have tours, mistakes people, but I liked that 10 hidden treasures about New York city. You’re going to pull like crazy.

You’re going to get thousands of phone calls. I predicted, but just see when you run it, but some, morning drive time stations in New York. When we run in there, we’ll get 50, 60, 70 leads for one, one. Minute spot. So again, now that might cost you, six, $700.

So you got to look at what’s the ROI on that. And then also, how do you handle that? Because you might also look at a virtual call center. Like we have where, we have 66 people at home. And I think I talked a little bit about this at business mastery. Did you go to the one in April? The big elaborate one?

Which, which one? This one? The one in Vegas in April where I did 12 seminars. What do you know what this is? Yeah. Last year with Tony, your first. Yeah we did other things, but we did that ultimate business mastery summit that day. Yeah. You did it the 12th seminars, right? I don’t know if you remember me going through that.

And then that program is coming to you any second now, but I don’t know if you remember, but I did a whole training program on how to have a virtual call center. So you’re going to get that, in the next couple of weeks you’ll have that seminar and that’s just detail. So I don’t, I want to, I don’t want to teach that here and drag everybody else listening through that, but in your case, it’s a very viable thing to consider and Jorge I’m coming right to you in a minute here.

But it’s a viable thing for you to consider is, if you can flood so you start small, you know what I mean? With that’s, it’s a big budget though, because if you’re spending 800, $900 a spot and you want to go in morning, drive time and you want to be on, and again, I don’t know what the perfect station is.

You, you would know, because if you’re looking for people to fill the club scene, then it’s probably, a young station as compared to, if you’re looking for, wealthy business, people who are looking for cool things to do with their clients, then it’s 10, 10 wins. You know what I’m saying? And the approach would be different, but that club thing alone, you could probably bury yourself and leads with that.

And then it’s like how much you charge and if you can convert instantly, because there’s so much more, I could tell you, I could do a whole hour on you alone. It’s not fair to everybody else waiting, but there’s so many things you could do. So I like to 10 treasures, I’d go with that idea.

10 secret treasures, because then you can go. If you go in New York, a New York DriveTime station, you’re reaching three states. You’re reaching Connecticut, New Jersey and New York. I lived in New Jersey for 11 years, commuted into Manhattan and listened to PLJ. You know what I mean? That was my station now.

And then of course I miss in the morning and for gone way back and then, Howard stern when he took over. The point is that morning drive time. That’s a really good, a good place for you. And if you have a sexy offer and don’t use a URL, I think you’ll bury yourself in response, but then it’s about booking them when they call.

And I’d go with this scarcity, I’m sorry, we get hundreds of phone calls and there’s lots of people looking for these tours. And it’s not really in the big scheme of things. Our research shows that you’d spend 10 times more money just booking the tour yourself. And it’s a question of how value, but if you have all the time in the world and find, you can do all the research and try and do all this stuff yourself, if we do it for you, you’re going to avoid this.

You’re going to avoid that. You’re not going to have to hassle with this. You’re not going to have to, with that. You could do a whole thing just on the club. You say how many times have you looked at those clubs and thought to yourself, boy, I’d like to go to that club, but there’s no way you want to stand on line for an hour.

With. Uncle Sam’s New York tours or whatever. The name of the thing is might want to have something a little sexier than that. But with uncle Sam’s New York tour, you don’t have to stand on line because we have all access to the hottest clubs in. Because this is all we do. We are experts in making sure you have the best possible time.

Even if you live in New York, we can make sure you have a better time than you probably have on your own, because it’s all we do. 

We are out there all the time. Just making sure that anyone wants to have a great time in New York. No, one’s had to have that great time. So whether it’s, museum tours or whether it’s the hottest clubs in town or whether it’s, secret treasures, you’re, you’ve never heard of, call today 800 bump up, blah, blah, we’ll start you off with a free report that gives you some of these secret treasures.

And then if you want to go further and find out fantastic adventures that you can take in New York city will help you better than anybody call 800 blah, blah, blah, blah. 

So that’s pretty good off the top of my head. You can almost use that copy word for word it’s not bad. You know what I mean?

And then back to the core story stuff.

Then it starts driving them crazy. So then I’d look at the colors on this thing, because on the left, I’d take that all out of red and I put it all in blue and the book now I would say I’d make that circle maybe twice as big. And I’d say show me New York or something, a little sexier expertly guide me to new York’s treasures, or that’s off the top of my head is not great, New York city travel guide or.

They get to take a next move with you. Yeah. Or what about on the front? Where we have that copy. What about putting a big ad in there with an email opt in at the bottom where it says, the five things that have 10 secrets to enjoy New York and just list those and then a sign up right there and move the rest of the copy down.

Where would you put up in basket or? No, in the middle of the page where we have our text, would you move that text down and put like a, the five secrets to enjoy New York and an octet? Yeah. This is not a bad idea, actually. That’s not a bad idea. Although, again, if this club thing is working, I wouldn’t mess with it.

Yeah. That’s our most popular tour and, we can rotate, we actually have banner ads. If you read professional, we have banner ads that rotate through of, our five main types of tours. Maybe right under that at our main copy could be, the, here are the secrets of enjoying New York and then sign up for this free report.

And then underneath that has all the descriptions. Yeah. I’m telling you, your world is going to explode the deeper you go in my material, the better cause also for you affiliate marketing. But I, I got to do some other people now. I think I got you a good start there, bro. And I invite you to show up at other ones and if no one raises their hand, I’m happy to come back to you.

Okay. So let’s go with Jorge and thank you, buddy. It was fun, Sam. Thanks. If I come to New York, you have to make sure I have a good time.

Oh, you got it. Okay. Jorge, if you’re there it one, one time.

Hey buddy. Nice to talk to you. What an interesting conversation. If a Sammy’s looking for investors, I might a new Yorker would love to talk to him. Oh, what a great a. As I mentioned, that’s a 15 year in new Yorker and this is my fourth time living in New York police nine, 15 years. I think he has, as you mentioned it really a very distinct concept there.

Yeah. If you go to uncle Sam’s new york.com, there’s a contact form on the left-hand side. You can, anybody listening can feel free to go contact contact Sam. Okay. Jorge, tell me where you would like some help with your business. First of all, tell everybody what kind of business you’re in.

I’m in a publishing business, a four year old reasonably nascent. And according to Tony description, really toddler pre teenage stage. Yes, but definitely will incredible possibilities. I just a sign at the joint venture with a big. Publishing company that we’ll expand my markets. But anyway, I am at this point in where, let me ask you about that.

The only language my book isn’t in is Spanish. Oh, really? Yeah. And I have the largest home builder in all of Mexico is a client of mine. Yeah. Homax and that guy said to me, I can’t believe your book is not in Spanish. Like every, I would buy a copy for every month. I was like 15,000 sales right there.

I don’t know how many, but the only language, Japanese, two different dialects of Chinese. I’m in Polish. I’m in Brazilian. Hi, I’m in a, all these different languages, Portuguese. I didn’t even, I don’t understand why it’s not in Spanish, but nobody has picked up the Spanish rights to the ultimate sales machine.

So there we invite, I invite you. And then if you get the rights to that, just let me know and I will make sure home-ec goes and buys thousands of copies from you. No, let’s let’s move because I have the right company. Now they got the operations in Spain. I think I’ve even had speakers in a circle with large corporations in Mexico and in Spain banks and all kinds of, and I think that we could set up the your Spanish translation.

Okay. Feel free to move on that one. Let’s stay with helping you let’s stay with helping you. 

What made you decide to become a book publisher? Let me say, first of all, the passion for books, and to realize that my, I have a very successful career before in diplomacy and finance and that in a way that career was very much helped by reading and the value of books are enormous in terms of a for readers, but also for our authors.

People that want, that, have something to say that to change. A sector not to change their world necessarily. The Dean a very modest way, someone that has something to say, like for example, Sam has many things to see about New York. I realized that books are incredible tools. And since 10 years ago I’ve been a fan of electronic publishing.

And now that, that Kindle has a, we exploded that market. Then the iPhone has exploded the market. And now with the iPad, which I’m very excited out of my 70 books in print, I have already 16 in iPhone platform and night and Kendall. And I see that market really exploding. And therefore I read that I predicted puts bookstores out of business.

If they don’t see the handwriting on the wall, because once you get. You can’t buy a paper book anymore. You can’t because your brain just goes, I can’t, I have, I have a Kindle now, so I have to read this electronically and, I can enlarge the type, which is just the best feature right there.

You had me at that one. And then, also you can load PDFs and stuff. The only problem with the Kindle. And I’m sure it won’t be the case with the iPad is you can’t enlarge the type on an, on a PDF. So it comes out in this really tiny type. You can’t even read it. So it’s worthless to load my own stuff on my Kindle.

And I do a lot of writing and I’m telling you, I think the Kimberly’s dead now. I they have to come with something similar to apple. And I think that will take them like 12 months, but obviously they will be able to sell books for the eight buyers. And therefore it is not really Amazon in danger, but definitely came the list.

I think, of the past. And this is a game changer for my. Yeah. So my point is that I don’t know what’s going to happen to bookstores when you can go, I can download two free chapters of any book I want. I already got, I just got it at Christmas time. I bought nine Kindles as gifts, just for different people, but nine different Kindles.

Yeah. And of course he comes out with the iPod after I go and buy all those Kindles. But, I’m sure the iPad’s going to be a, just a phenomenal one-up on that, but I hear it’s got problems and let’s wait a year and it’ll be half the price. It is by Christmas. But anyway yeah, there is not a chip.

I think I could bet you that we will see 4 million night, but by September or October. Okay. All right. If I just bought nine Kindles, it’s unlikely I’m going to buy nine iPads. So that’s my point. They sold, I don’t know how. Yeah, but let’s go to helping you again. So you’re you’re doing electronic publishing, which means you’re not even putting this stuff in paper.

No, but most of my it’s all my books are in paper. Electronic publishing has been really a new avenue that I have been exploring for many years. And I’m excited because finally I see that this have really an amazing market potential. Let me tell you what I would do if I were a publisher that no publisher is smart enough to do, and it’s utterly shocking.

And I tried, I penguin is my publisher, which is the largest publisher on the planet. And I dragged them. I tried to drag them, kicking and screaming into this new advanced model and it was impacting. If it wasn’t the publisher’s limited imagination, it was the lawyers getting in the way of it.

But I tell you where the real money is in publishing is in the backend. Like my book has generated, I don’t know, maybe $50 million in business or something like that. And they made, I don’t know what 500,000 or 5 million or something, I don’t even know. But more than me, cause I only got a dollar 50 a book or whatever.

But the point is that there’s a backend, even if it’s a fiction book, what happens is at the end of the book, if you have a great writer who has if we took a, this one that’s new moon or, the the whole Twilight series, if at the end of that book, it said to learn more, go to twilight.com or to explore these characters and, join fan pages and blah, blah, blah.

Then you go there and then there’s a subscription. And even if it’s $3 a month or whatever it is, with the fact that books, how many copies of that book sell, no, but maybe 5 million copies or, yeah, let’s say some tiny. A hundred thousand people decide to, join the fan club or whatever.

At $3, like I tried to get them, they wouldn’t let me put anything like that in my book, on the back inside, slap cover. It’s just something like for more offers, go to Chad holmes.com/book. And there we give away a bunch of free stuff. But I wanted to, feed all through the book, because in almost every area, I have a company meaning that, it started off me teaching, so I am the ultimate entrepreneur.

I just hold myself out there as a model for anybody to follow in that, it’s all about first, the first part is people come in through our radio ads. Then they come in through our radio ads and then they, get offered to go on a web seminar and on the web seminar, they pay for that.

But then at the end of it, they have an opportunity to buy a training program. If they get the training program, they get a coach. And then the coach does sessions for free actually costs me money. I pay for the coach to do the sessions, but a lot of companies don’t want to part with their coach at the end of their free session.

So they go on to pay for it. And then the coach helps them, whether it’s, maybe you need a website. And initially. Yeah, we were just sending this business all off to other people and, or just not doing anything cause we didn’t have someone recommended. And I just made it my business that anything, a business owner comes into our world and needs.

I’m going to do all the research for them and make that another division of our company. So like we have the lowest cost, easiest to use CRM system in the world today. And but we researched 11 of them including spending a bloody fortune ourselves trying different CRM systems. So my thing is if I were a book publisher, even if I were.

Is, I would look to have, I mean on a book, there’s no way you’re going to make a, even if the book sells if it has a rabid fan base, you’d be shocked at the people would spend $3 a month to get some kind of insight from the author on some part of that book or some new thing, or some insight of the new chapter or, things like that, that they could sign up for and heck, 10,000 people.

And if you, even, if you split it with the author, you don’t have a business book. It’s clear like a business book it’s really clear. In my case, I have 12 companies. So it would have been really smart. And I tried to offer the publisher a piece of it and I couldn’t get the guy to do it. I said, I’ll give you a percentage.

We’ll put up a special page just for you that everybody who goes to that I know came through this book and I’ll incentivize you and pay you a percentage of that. So that instead of making the lousy amount of money he made on the book, which that. Dead or dying, kindle helps everybody except the bookstores, because now they, they it’s $25 book is only $9 through Kindle that’s it?

Nine bucks. So that’s why I say once you have a Kindle, you’re never going to go buying the heart hardbound book, but there’s also no cost to the publisher. So I don’t know what the splits are there. In fact, I’m curious, but that’s what I think is the big breakthrough, first of all, the front end marketing, and I don’t know how sophisticated you are about that.

When I did my book and not sure if I told this from the stage, but I got a hundred famous authors to endorse my book. And why would they do that? They have their own things. They want to promote, they do it because I came to them and said, I’m going to have 11 million emails sent out all from famous people, all endorsing

my book and every one of them is going to drive any purchaser of that book to a bonus page where they’re going to get free training products from all these famous speakers. So here’s our offer to you, Mr. Famous speaker, give me a free training product. I’ll put it on this webpage and then I’m going to get 11 million people to go to that web page.

And you’re going to pick up new fans for your database. And all you have to do is send them an email on my book. So it was like a no lose situation because all you do is send out one email and you’re going to get exposure in your email list might be a hundred thousand, but I got 11 million emails sent out.

So my book went from number 47,000 on the day of release, which was a Monday to number one on Amazon by. By Wednesday, just two days. And it was a, it was amazing to watch that, cause you can see minute by minute where your book is, and you go in there. Oh crap. It’s number seven. And so now it’s number one and the publisher was thrilled because he was, I remember him saying to me, on Monday when we started the climb, he says if he can just break the top 100, that will be great. We blew by that. That’s what I think is like, how can you get, if I had a book, how can I get, and this is what I’m going to do for any other book that I do.

How can I get hundreds of different sources promoting the book? And then of course, we have probably a daily request to publish something from the book or write an article on the book or do a review on the book. And a lot of these authors, you can’t even, you don’t even know how to get home. No, there’s no website.

There’s no way to contact them. So if you, as the publishers say, look, here’s what we do. We’ll do the book together and we’ll do whatever the deal is. On the backend, I’m going to build seven ancillary offers to these to the readers of this book. We’ll plug it in the book, I’ll manage it all.

And I’ll give you half the money or, one third of the money or whatever the money is. You know what I mean? Yeah. You are absolutely on the money. And as I mentioned, I spoke with Doug Williams and I have in my website, the only part that I haven’t developed Batavia is there is called JPB round table in where I went to.

Pre-site the offer, the authors, let me you definitely exploded 10 times of what I was thinking, but obviously, for me, and that’s what I think that the best my clients are really the authors more than the readers. I want to cater to others to give them platforms and revenue stream that what were the will, we will.

But you are absolutely on the money on basically you could even do and again, I know you have some prize winning authors, perspectives, interviews that author insights you could even have storyboarded sections, of the, of some of the books, like you take and you get a storyboard artist and he storyboards it out and they sign up to get, relive the book through pictures and that they pay $10 a month for, and again, you don’t need a lot, like you just need a small rabid fan base.

If you look at a book and maybe you sold 30,000 copies of it, But, 300 people are willing to spend $10 a month to be, in that world in an intimate way. And another 3000 people are willing to spend $3 per month. Now a book that only made you 30 grand is making you $45,000 a month in backend revenue.

And then how far can you take that? And how many ways can you take it? That’s what I would do. If I were a publisher, I’d be looking at what’s the backend and how can I maximize the relationship with the reader? And that is why I’m in conversation with dog Williams, because they really need precisely how to create that platform.

That I will allow my authors to talk with readers and to charge money. And as you, then, as you refined and you give me a, you exploded the idea that I have a 10 times, but that is why I, as I mentioned, I’m willing to dog to came with ideas, but that was one of the ideas to have kind of a area in where they could be attacked.

And interaction. And now that you mentioned paying interaction, which is better in my website, then I listen to you carefully. And you’re absolutely, this is really great. Then there’s, of course there’s the Hollywood, play and then there’s internet TV shows and things like that are popping up now left and right.

And again, depending upon how. Good. The material is that you get your hands on. That also depends on how far you can take it and the imagination of the authors. So would you be looking for are relationships where you have a really creative person who doesn’t really want to be involved in the business, or isn’t very good at it, but it’s highly prolific and can really connect with his fans or her fans.

And and then you just look to, how can I monetize that seven ways to Sunday? And I’d tell you that they should do some brainstorming sessions on that. Like a teach, where you sit around with a bunch of people and you say, all right, I want five suggestions from anybody on something somebody would absolutely pay for, and you’re going to come up with all kinds of ideas, right?

You blew my mind. So you have two or three hours. I can see that a profile. And the only thing is they have to think besides the calc. Create this platform to do, to make the dialogue or to make this interaction. We’ll see if you can get yourself on another hot seat and I’ll take you further. It’s come back with more ideas and I will definitely take you further.

Unfortunately, I am at a time, in fact, I’m overtime and I’ve got another group waiting for me in another conference. So Hey, it’s pleasure to finally get to help you. Sam was a pleasure to finally get to help you and Bruce, who was a pleasure to get to help you. I love your restaurant as I think you’re moving in the right direction guys.

And I hope, of course, this is helpful for everybody, and I hope you all want to be part of that study, where we hold your feet to the fire and you are held accountable to become a master in at least six areas over the course of a year and just transform your life and your business. All right, everybody Jorge.

Thanks again. But it was fun.

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[PODCAST] How to Hire and Retain Top Talent https://chetholmes.com/podcast-hire-and-retain-top-talent/ https://chetholmes.com/podcast-hire-and-retain-top-talent/#respond Fri, 03 Jun 2022 16:35:05 +0000 https://chetholmes.com/?p=9974 The post [PODCAST] How to Hire and Retain Top Talent appeared first on Chet Holmes International.

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Are you having a hard time hiring and keeping your staff? You’re not alone.

The crazy part is, 73.9% of highly skilled workers feel they have better opportunities outside of their current organization.

If you’d like to hire and retain great staff then you’ll want to tune in to this week’s podcast:

How to Hire and Retain Top Talent

Jay Wommack’s company trains 400,000 employees a month.

They’ve conducted over 113 million training sessions, making them the world’s leading experts in micro-learning.

What they teach is so critical it’s saved a total of 10,000 lives.

This week’s episode he’ll share his tips for finding great talent, how to retain top talent, and tricks his organization uses to keep a great culture so they want to stay with you forever.

 

Continued Learning: How to Build a Masterful Sales Team Like Chet Holmes

TAKING ACTION:

  • Want to know what’s keeping you from doubling your sales in the next 12 months? Take our quick QUIZ to get answers: Howtodoublesales.com
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  • Claim your FREE chapter 4 from the top 10 most recommended marketing and sales books of all time! Visit: Ultimatesalesmachine.com to find out how you Create 9X More Impact from every move you’re already making to win clients!

TRANSCRIPT:

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

Welcome everybody. Amanda Holmes here, CEO of Chet Holmes international.

And today I have the world’s leading expert on microlearning having conducted a hundred weight, 112 million sessions. Is that correct? Right at 112 million sessions. That is fantastic. We’re going to cover today. How to retain, train, hire top talent from somebody that, that trains your company trains nearly 400,000 employees a month.

Yes, right. At 400 that just under 400,000 right now. But if the rate of growth that we have, it won’t be long till we’re over 400,000. And having been in business since 1999, it’s such a thrill to see your expertise in technology and how you’ve been able to utilize internet and really understand how people retain information and absorb information.

And in your particular line of work, it’s saved, uh, you had just shared with me eight, right around 8,000. We think eight to 10,000 lives by now. And we do do that actuarily based on the number of classes delivered the accident reduction rate, the number of fatalities for accident. We started our company in the transportation industry.

And so therefore there’s a lot of liability. There’s a lot of, a lot of danger. You’ve got 80,000 pounds running down the road and you got to make sure that the folks who are out on those trucks are safe and the people around them are safe. So it’s a big, it’s a big mission, but we’re up to the. And I love who you were just sharing with me right before we went live about how I was asking if you had an award and you said no, but our clients get awards.

Can you share with that one story? I just loved that, uh, our clients do get awards. We deal in transportation. We started out with 18 liters, big trucks. We’ve gone to medium and smaller vehicles, but we’ve also done the school bus industry as well. And you know, one of the most touching stories that we have is that.

It was a school bus driver won an award in the state of Georgia because he had taken our training and he had just happened to have an accident. A few weeks later, he almost caught on fire and all those kids were able to evacuate safely and no one lost their life. And if you’ve ever seen a school bus catch on fire, it is dramatic.

It’s fast. You don’t have much time to evacuate. So our clients win the awards and we’re really proud of our clients for that. Absolutely. And, and what a gem to be able to have you on today to, um, to talk about one of the biggest issues facing businesses today, which is, you know, this great resignation we’re experiencing hiring staff.

Can you share with us, I know you have some data around this as well. Yeah, we, we do, uh, it’s it’s, you know, when we started looking at it, People that you’re, that are leaving their workforce right now. It’s just incredible. And when I start talking to business owners, their number one concern, we pulled our client base and the number one, two, and three concern in our client base.

Number one, shared it doesn’t matter which industry you’re in and it is how do you hire and retain and train your employees. And that’s their number one concern, right? And, and number two in my industry is, is, you know, fuel prices are going up. Number three, is insurance prices going up and in our training has an impact on all three of those, but we cut our teeth in recruiting.

Originally, we were, we were some of the great grandparents, I guess you could say. In the internet industry, we started with a web based recruiting plan. And we rose to number one in the transportation industry with that platform. And then we realized real quick that we wanted to cross sell. So we put in training to go along with that, we kind of, we’ve kind of backed our way into this whole great resignation with our company.

We know how to recruit and we know how to retain and how to build a culture. As a matter of fact, I mean, it’s, it’s, I can sit here right now and our client service department, we have extra help in the client service department while everybody else is struggling, trying to keep. So, you know, the good news is if you’ll learn how to recruit properly and you learn how to retrain them and build that culture and it by no one likes the big C word for culture, but it’s, it’s true.

If you have the right culture, you will retain your employees and they’ll actually, your employees will be the ones that go out and start promoting your own business for you. But these people that try to cut corners and take shortcuts, it’s not going to work out. So we have a, we have a webinar coming up next Tuesday, just for a specific niche industry about recruiting.

And it’s just going to talk about the basics of recruiting. So, I mean, incorporate your core story into it, Amanda, because the core story that every client out there that’s trying to recruit, what are they offering? They’re offering a job. That’s all they’re offering. They’re not offering anything.

Everybody’s offering a job, you know, wake up world, guess what? You better offer more. You ought to go take the core story bootcamp to figure out what are you offering your employees? You know, what, what advantage does your company have? You know, we, we have Friday morning meetings every Friday morning at eight 15.

We have four meetings for the entire company we zoom in and we, we, we have the people that are at the home office. And we talk about the wins for the week and we try to make sure that every employee leaves with some type of some information that will improve their lives going through. Um, I don’t know if that’s the path you want to go down on that.

No, it’s great because, um, you know, everybody is asking, how do I retain, how do I keep these clients? And it’s interesting that you say don’t cut corners, knowing what you had shared with me earlier, that. On average used to have to train people from six to eight weeks and now you can do it in five days.

So don’t cut corners and yet you’re still highly efficient. So yes, please share. Um, when you’re looking for talent, what what’s some of the gems that people need to start recognizing to just bring in great talent. Well, I, there’s a great book called who that we used when we go, we hire people, we check the references and I will tell anybody out there, if you don’t check at least eight references, you’re not doing it right.

And people look at me and they think I’m crazy, but I follow that book verbatim, the who book, and it works out, even if you’re going to use a vendor to come work on your home, but let’s go back to when we onboard people at our own company, we claim that we can cut your learning curve way down with our micro learning.

In other words, we actually did it in house. It took us six to eight weeks. We’re very complex with a SAS service software as a service. We have to train our people how to use the software and how to go out and service our clients. And it takes six to eight weeks. Well, we started looking at our own system and said, I can only cut this learning curve down.

And we did, and it’s taken us about a year, but we cut it down to five days from onboarding a new client service rep to them actually being on the phone and having meaningful conversations with our prospects and clients. Big, big, big step in the right direction. And then we’ve seen that happen over and over again, but we’d take the concept of micro learning to the next level.

Now you’re too young to have a 15 year old with those, those in your audience that have teenagers understand this, let’s take the, let’s take the standard rule of training that most companies use and compare it to microlearning the standard rule is that we’re going to come in once a quarter and imagine you have a 15 year old, and you’re going to tell that 15 years.

Yeah, this year, we’re going to do it differently. You know, once a quarter, I’m going to meet with you and tell you that you’re going to make your bed. You’re going to brush your teeth. You’re going to take out the trash. And I’m going to check with you each quarter, as we have a reminder and how’s that going to work versus every single week, we’re going to send out a micro reminder training education session that says, Hey, look at the benefit of brushing your teeth.

Looking at the benefit and reminder of taking the trash out, look at the benefit of, of making your bed every day. Now I ask you this question at the end of the year, who’s going to have more success, the parent or employer or team member that trained four times this year, educated, reminded four times this year or the one that did it every single week.

And that’s so in 15 minutes, 15 minutes a month, you can absolutely educate your employees to go do the right thing and correct them. And you know that you’ve, you’ve educated them and you’ve documented it. And you now have that for the records and you’re going to have lasting change when you do that.

It’s a much, much different approach. Um, what we have in the past, where we go bore people for 30 minutes or an hour at a time, a recorder they meeting, and it’s a different approach. Much more and the employees like it, they don’t spend all their time sitting in some boring room. And then you start looking at the efficiencies that are created by it.

And it’s just incredible to look at the efficiencies, but, but, but you, your team and your people have helped me put together our core story in our dream 100 and we’re seeing some dramatic results. We built our pipeline over $900,000. We’ve nailed the eight companies that. We have, we haven’t closed them, but we’ve identified the eight companies that will make us anywhere from 10 X, each, each in a couple of them could take us to a hundred X and we’re not a small company.

So when I say 10 X to a hundred X, yeah, that’s a big, big, big, big number. I love that. Well, thank you for that. I appreciate the shout out. So let’s, let’s, let’s tie back in because this is so fascinating and it became, it was part of your process with your core story, right? We identified what you’re doing.

Were you using the word micro-learning before you started? We were using frequent, consistent, and we had stumbled on the word micro-learning but you’re the one that really pointed out to me. You come in, you really are. I would give anything to be your age and start over with your knowledge. You’re the one that pointed out the micro learning that we have.

And you said, you know what, Jay, Tom out, take a step back and you realize what you’re doing. And it took me, I’m kind of a slow burn. It took me a while to realize what you had said. I woke up one night about three weeks ago. Oh, my God. That’s what Amanda was talking about. So hats off to your entire team and the way you guys think and the way y’all look at the world, it’s fascinating.

Well, I have not, I have woken up mid sleep, going to have micro learning. How can I work with Jay? This is so brilliant, right? Because. I mean, we know the attention span has dropped in half of what it was 10 years ago, right? The equivalent of a goldfish where at three seconds now. So why wouldn’t we train in five minute increments and, and the fact that you’ve done it in an industry like trucking, where truck drivers have.

I, they really just don’t have a strong need or desire to really want to train. Right. Like, it’s kind of like, oh, you have to do this. I guess that’s okay. Versus maybe somebody that’s like, like my clientele are CEO’s that are hungry to generate more sales, so they are ready. They want to learn. They’re like, you, you.

Fever for knowledge, whereas I don’t know how much a truck driver would really be interested in that. So you based out of necessity, created a new way to consume information, to retain the information and to actually get the results, which for you become saving people’s lives. Right. Which is magnificent.

And I can’t help it continue to think about this because your potential and every other industry to take what you’ve proven in trucking and incorporated it. That’s why I’m so thrilled that I get to interview you, uh, for, for my database, because people need to know that there’s this amazing way to train.

Can we break down even more of this micro learning? Because I I’m so curious how. It’s interesting. You asked that question. There are a couple of things that come to mind. One of them, one of them is that the truck drivers, you have to understand, they do the same thing day in and day out. They wake up, they go do a pre-trip inspection.

They get in the vehicle, they have to be safe. They have to make sure everything’s working around. And when you come in and say, we’re going to help you be safer. They want to be safe already, but it’s kind of like been there, done that. So you gotta make sure it’s just. It’s a simple reminder is it’s a, it’s like anything we do in life, there’s hardly anything that’s brand new or complicated that we try to, we don’t just try to complicate it ourselves.

So we try to make it as simple as we possibly can. Keep it simple and, and just keep the reminders in top of mind, because if you’re top of mind on safety, it’s going to work out much, much better. That way I feel like I’m rambling, right? No. No, it’s fascinating. So, so that, well, let me go down one more path real quick.

I read a book a long time ago called the talent code, and then I’ve listened to one of, I know, I know you’re a fan and you, your partner did partner with Tony Robins in the past, but they tell stories about. And in the book, the talent code, they talk about your brain and how it connects. If you do small increments at a time and you can learn much, much faster.

If you take small increments and you master the small increments and then take the second segment of the small increments or chunk and plug that into place, and then you take the third and the fourth and the fifth, and pretty soon you’ve mastered everything and they talk about the great tennis players in the grade.

Anyway, it’s, it’s the concept that we use with microbes. Yeah, what really matters the most. And let’s just, let’s just take small snippets and apply it. And what happens is when you do that, it’s, it’s almost like the Tim Ferriss rule, 80 20 rule where you say, okay, let’s do 20% of the work to get 80% of the results.

And so that’s the, that’s the way we’ve approached. From micro strategy and micro-learning standpoint, shouldn’t say micro strategy. Cause I noticed the around right now, but the micro Metro strategy. No, no, I love that. Okay. So that helps me get a little bit more clarity that what are the most important things that I need to do or get somebody trained in my team and then.

I could also see how this then links with retention, right? Because those that are trained best and really know what they’re doing and their job and they’re getting results and they feel that they’re improving or, you know, at least meeting some kind of criteria for a good work ethic. You’re accomplishing that with this micro learning.

So if I break it down, there was a, there was no sales book written one time and it was. The Dale Carnegie sales course and was getting Percy Whiting. And he wrote a book called the five great rules for selling. And I fell in love with that book. I mean, it was, it was so basic, but it says five things. You have to get their attention.

You have to get their interest. You’ve got to get conviction, desire and close. So attention, interest, conviction, desire, and close. So if I was going to break that entire book of three or 400 pages down into. Course I could probably do it in less than an hour and then break it into, well, what are the ways that you get attention?

And I could put together four or five or six short videos on how do you get attention and give examples. And then the assignment might be, can you think of voice? You would get attention and go back to the old fuller brush sales person, but I can break that down into less than 20 minutes, 30 minutes of, of curriculum, but it has them thinking about it constant.

Yeah, attention interests. I could do the same thing with interest conviction, desire, and then close. I can do the same thing with your core story bootcamp, where you said, okay, we spent eight beautiful, wonderful hours, plus homework and assignment, getting, getting, you know, completely baptized. I use that term in east Texas getting totally baptized in your methadone.

But if I want to train my people to do it, I’m not going to go spend eight hours with them. What I’m going to do is take the concepts of the course to read and say, here’s a stadium pitch. Here’s what a stadium pitch is incredible. You’re trying to get 90% of the market at the top of the funnel. I’m going to, I’m going to go down the funnel, but I’m going to do it in snippets of three and four minutes and make assignments so that I can do the entire eight hours over a one-hour period.

Now, will they be as good as spending eight hours with you? They won’t be, but they’ll have at least 80% of it top of mind. And if I remind them of it over and over again, guess what most companies don’t do. What they don’t do is remind their employees that this is the process. This is the procedure. This is, this is our value chain.

This is our, and pretty soon you start to wake up and want to wait. We were doing that education based marketing and where we’re using Amanda’s core story concept. And why did we get away from it? Cause it was more. So microlearning is top of mind more efficiency. We’re looking for the 80 20 rule in our training concepts.

Wow. So the actual delivery of micro content, can you talk a little bit about that? Yes, we, we developed, we developed our own LMS system learning management system. And what’s your, they’re a dime a dozen. I mean, you can go get one off the shelf. I think, I think there’s open source that you can, you can, you know, go find that.

So that’s not the critical mass here. Critical mass is how do you use it and how do you apply it? And I didn’t mean to do this today. And I came to stand up and turn around, but we had the same. They said it’s not in writing. It’s not signed. It was not dated. If you can’t find it, it didn’t. And, and it’s on the back of my t-shirt, it’s on the posters.

We send out to people and I, you know, we use that. Matter of fact, we use that as one of the dream, one hundreds, we went out and we did a test. That’s an interesting test. We sent out 30 of them as a test to see what kind of results we had. And we got it. We got a 10 to one return on our expense of doing that.

Then we sent out, uh, 1,868. And we, we optimize it and we, anyway, we got, uh, we got another seven X return on that one. And on June the sixth, we’re dropping a, and we’re up in the auntie from 1800 to 7,000 to see what happens when we do that. So that’s kind of old red ocean marketing, but. You were talking about the delivery of micro learning.

So you can go and get LMS off the shelf, but critical mass is I didn’t go. My last is breaking down the curriculum and no one, how do you want to deliver this? And we generally do it with video. We do it with, with, uh, create our own videos. We have our own studio that does that. We teach our clients how to do that because custom content for your company and for what you want to do is, is it’s very easy to do.

I mean, we, we, we over-complicate things. This is, this is a good, uh, cameras we had when I was taking pills. My kids that are your age growing up around the Christmas tree, this one thing alone saved a lot of learning curve on that. But the main thing is to break out the curriculum for in a short. Always storyboard everything.

I like the concept of storyboarding. I like to see the stick I’m not knocking or I can draw. So I’ll do stick figures and do the video that way. And we do a lot of talking head stuff. We can actually do. Documents PDF files where you, where you play. So document or PDF follow-up or companies that we deal with, like in the golf industry.

And they have, uh, maintenance on the, on golf courses that they have to do. And I have to be safe doing that and be more efficient. And we can use the actual companies that created the equipment, their training videos. And as long as we have permission, Or if you have your own LMS, you have permission to put it up on your system, use those things, but we’ll edit those or get permission to edit them, to break them apart, not be a 35 minute training course.

So your question is that. Yeah. So you actually created, um, a lot of the time SMS delivery is what you’re are you? I, I think, I don’t think you just said that, but I do know that you recommend it actually being texted. Is that part of your LMS, that you are a part of your tool that, uh, part of our tool is to make sure that it’s documented, but it’s what we do is we, we do training documentation and communication, and the way we started this division was on a whim, by the way.

Um, I knew I wanted something to cross sell and I sold my first company just when we didn’t even have software, didn’t have anything. But what sold the individual, the owner of the company was. You have a thousand employees, if you could talk to every one of your employees right now and know that they heard your message, what would you say?

And it was, it was, I mean, you’re in sales. He leaned forward on his desk and he did this and he said, I would do this in as soon as he said that, I said, okay, this afternoon, I’m going to have my, this was back years ago. And someone had my camera crew here this afternoon. They’re going to film you say. You say it just like you did just now and by tomorrow at noon, you will know how many of your employees heard your message and there’ll be document and you put it in their file.

And I can tell you one right now men are that every company out there needs to be aware of. Cause we’re, we’re obviously if you’re a hammer, everything you see as mail, if you have employees that are driving around in their own car or in your company vehicle, and they’re on your time, you need to have in your fleet.

That you have told him do not under any circumstance, use your cell phone when you’re operating a vehicle because the liability is horrific. Wow. And it is, and it is starting to turn. So, I mean, that’s one of the, that’s the first thing. And then your employee manual, you put that on, on the system, then you highlight your employee manual based on what is it that you really need to make sure that the new employees under.

And it could be the benefits package. It could be the vacation package could be which, you know, standard emo. We go out, we get this employee package, we sign up with a new company. And what does HR department do? They go hail it to the employee, was the employee. Do they take that whole document? They sign that.

They read it and they throw it in the back of their vehicle and they don’t see it until they clean their truck out a week or two or three later. And they throw it away and they don’t understand anything about your company. They don’t understand anything about your. And so you’ve wasted a real opportunity to onboard.

Anyway, I feel like I’m rattling, but, but I love when we do, I love all of this. I find it so fascinating. I didn’t even know about the cell phone and I’m sure every, every company that has even sales reps out in the field driving around should know that. I mean, I don’t really, I don’t even know how you just have to let them know that they shouldn’t do this.

There’s no way to actually monitor that. Right. That’s correct. But you need to make sure here the courts have gotten sold to. There are the society has that well, Coco enterprise and the Corpus Christi, Texas, I believe I, you know, whatever, let people research this since this is going live in the world, but, but, uh, one of the major bottlers in Corpus Christi had a $21 million settlement or a lawsuit because they didn’t properly document that.

We told our employees not to do this driving in the road and. In the state of Texas right now, which is where we’re domiciled in the state of Texas right now. Uh, the, the lawyers are not just going after big trucks, they’re going after anybody that has their name on the side of a vehicle or anyone that’s risk this.

And you’re seeing, you’re hearing things like nuclear verdicts. So one of our deals is we’ve thought about taking out ads on XM radio and offering to give away free to every company out there. You know, this service. Give it to him for a come on board. And you can have your documented that you’ve told your employees, at least don’t be using the cell phone, driving down the road and don’t be using the cell phone on company time.

So. Wow. Wow. Yeah. I mean, you would be the expert on this, right? Considering that you try to, uh, you’re a huge part of saving so many organizations from these nuclear verdicts, which has gone completely out of the roof. Do you know that those stats off the top of your head? The S the stash y’all pull this taskforce.

They y’all y’all did a core story. We took the class, but you’ll also did one. We contracted with y’all on the side to do the core story of the seven threats facing our industry. And that worked out really well for us well, but the stats that your researcher came up with was the nuclear verdict. So nuclear verdict is anything over 10 million and as supposed to be for punitive damages and things of that nature.

And they’re up 687 or 8% in the last seven years. And they’ve the ones that are 10 million or more have jumped 289% the same time period. So it’s a real issue. I mean, and, and companies out there that don’t even think like your local plumbers or your local electricians that have vehicles running around the liability is horrific and they just don’t really.

Wow. Wow. And, and where, where can we work in everybody find you what’s the right URL to give them our URL is infinity workforce.com, infinity spell I and F with a, not with a Y, but with an, with an infinity workforce. And that’s where they can locate us. Or, you know, I don’t mind giving out my cell phone number if anybody wants to call and ask questions, be glad to do that too.

But. Do you want to ask Amanda? When I started as a, in business, I was service has always been our big deal. Like you asked me, what’s our X factor it’s microlearning and it’s service. Most companies don’t offer service. Nowadays. We do. I gave every client, my cell phone number and said, twenty four seven, if you need me, call me.

And, and I’ve only gotten one call at 2:00 AM in the morning. And, but I answered it, you know, because. Nature of the business. So anyway, 9 0 3, 2 4 4 2 1 9 10. If anybody wants to reach me, I’ll be glad text first. And that’s the easiest way to get me in our respond. It’s amazing. You know, I wonder if it’s also, um, I come across a lot of problems being a female, uh, and strange people that are out there in the world.

So I can, I can see that. Well, I don’t, yeah, we’re in Texas. I don’t have my Texas with me right here, but I do in the car. So we’re, we’re a nice company. We’ve got about 60 plus employees and we’ve got, we, we use overseas people. Yeah, Bill’s on the beach. And so, and we’re growing and, and thanks to your work and what your company has done for us.

I think we’ll, we’ll be doubling at least in the next couple of years. And if not shooting for that three X to five. I can’t wait to watch the journey. It’s been so fun to see as it is. And that pipeline you’ll have to let me know as soon as they close, because when we did the stats on the core story bootcamp, I don’t know if you’re familiar, but, uh, courses normally get about a 4% completion rate.

Did you know this? I did not know that, but that makes sense. Ours is much higher than that. Yeah, I would, I would assume that you should take note of that so you can let people know. So when I found that out, it actually made me just completely questioned my whole course business. Um, so I recognize that when we did the dream 100.

Course last year that there just wasn’t as much response from the results that they got. And it was rather frustrating for me because my success is based on your success, right? So we did the bootcamp formula where it’s more interactive as you experienced. And with the core story bootcamp, we had 42% of the people that went through it generated leads within the first 30 days and 30% generated sales within the first 30 days, which is.

We’re we’re tracking results, whereas they were just tracking completion of the freaking course. Right. So we’re getting a 10 X response compared to the industry standard. And, um, and that’s just in the first 30 days, right? Like you, you have a much longer sales cycle and a lot of our clients have a longer sales cycle.

So I just can’t wait to watch as all of the results start coming in. Thank you so much for such a wonderful. Um, any last thing you would share because we’re, we still have our tickets open for our core story, boot camp, anything you’d share with, uh, people that might consider that. I have my entire marketing team going down the path of the core story.

We, we spent three hours and you know, what time is worth? We spent three hours. This morning was five of us in the room, five C-levels in the room talking about the core story for each segment of the insurance industry that we’re going after, not just the underwriters, but underwriters, risk managers, agencies, and agents.

And, and we put that together and I’ll tell you real quick. Wrap-ups. Why people should attend your, your core story. We put together a core story. I went to a trade show and I was able to go speak against other presenters. We only had six minutes, so I was able to boil it down to a six minute presentation.

And as you know, the core story, when you, when you have a full presentation is around 18 to 25 minutes, a ball it down to six minutes. And you know, there were eight of eight vendors that were making presentations and. When I finished that afternoon, I heard our stats quoted back in other meetings from the other attendees.

Now that’s that is you. You keep talking about the core story and, and education marketing and given the stats. And then when you just got through saying that about a 4% completion rate, as I immediately wrote it down, circle it, and we’ll find the data on that, because that really leads right into the microphone.

Yeah, with ours, we were actually running an offer right now, just as a test to take the risk off the table. We know that what we do is so effective that we’re offering a hundred percent money back guarantee that if you, if you use the system for a year and you have a 70% usage, it ratio we’ll gladly give you a hundred percent money back guarantee and, and completely.

I understand that’s not a big deal for us at all. Not a big deal at all. That’s how impactful this stuff is. So, and then you had also shared with me, I think on another call that, that one speaking engagement you got, it looked like you had another 80,000 in your pipeline, just from that one talk, which was magnificent.

Well, and that was the matter of fact I was actually at that show. And that was the one that was talking about the. So that’s where that came from and yeah, it’s a, it’s a, it’s a, it’s a fascinating, fascinating program. The core story bootcamp. Yes. And I would recommend it to anybody and I just wouldn’t, I mean, you’re a godsend for a lot of us that are listening to.

Thank you. Well, you you’re microlearning keeps me up at night and we’re going to find a way to work together. Cause I can’t, I can’t get enough of it. There’s some synergy there with core story and micro-learning so for those that are listening, stay tuned, it will happen, but go to infinity workforce with an i.com infinity.

Entity with an eye workforce.com to learn more about Jay and his brilliance and what you’ve been able to do. Thank you so much, Jay. This has been such an utter pleasure. Thank you, Amanda. Appreciate you more than you know.

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