EP 213: How To Dominate Any Industry, and In Any Market

Welcome to the making of a DM.

I'm about to share with you 4 components that if you do not execute in your business immediately, you will be out of business in the next 24 months or less. More importantly, your bank account's about to explode by simple free execution. So with that said, let's get started.

About what I know and how I did it to discover freedom. There ain't no question, Mark Evans, when he's stepping it down, he's closing deals. Time to tell them what the DM stand for. I'm a deal maker, a deal maker, but I'm not just a deal maker, I'm a dream maker.

Hey there, it's your boy Mark Evans DM. Welcome to another Making of the DM podcast show. That's right, you Yes, you are the dealmaker and dreammaker of your life. Today is a special day. I got something very, very important to share with you that's literally going to unlock and build your business to new levels. And the best part is it costs you nothing. You're here for free. You can execute everything I'm about to share with you 100% free. I want to say thank you guys to everybody that's sharing the show, leaving 5-star reviews. It's amazing to me. We live in a world where things are so easy to do, and yet most don't do it. You have a lot of great ideas, you have a lot of great intentions, but your lack of simple execution is what's holding most people back. Even as simple as sharing a show. As you listen to my voice today, if you hear something that pops, pause it, share the show with 1, 2, 3, 10, or 100 of your friends via text, post on your social media. It's free, it's free. Everything I'm sharing with you is free today. It's simple, but it's not so easy for most of you, and I know because I'm going to share more about this inside today. Simply sitting on the toilet, you could literally leave us a 5-star review. You could share the show on the toilet. If you're out taking a walk, if you're on the treadmill, but yet you're so busy. I'll get to it tomorrow. Next time I'll do it. But you don't understand. All this silly talk that one has, and it's literally costing you a lot more than just money. Your confidence every day is going down as you do not execute what you intend to execute. Your relationship capital decreases if you do not do what you say you're going to do. You know, there's so many things lingering. You've opened— I always picture you walk in the middle of a room, there's 100 doors around you, right? It's a round room, there's 100 doors. And as I'm talking to you, I'm looking in my office, I'm just walking, I'm circling, I see 100 doors. Are they shut or are they open? And what I mean by that is so many of you guys and gals are opening all these doors. I'll get to it tomorrow. I'll contact you back. Leave a message, I'll get with you. Open emails, open calls, open text. It's like, which one do I go in first? It becomes massively overwhelming. And most people, when they get overwhelmed, they actually shut down and do nothing except consume more stuff to get more anxious. So if you have anxiety, if you're overwhelmed, today's call, today's podcast, I should say, is going to be a big help for you. As many of you know, or may not know, I have a new podcast show. It's called I'm Rich, Now What? with my buddy Tim Brodz. We go behind the scenes and talk with high-end people, uh, people worth billions of dollars, hundreds of millions of dollars. And what their problems are, what their constraints are, what the rich people problems have. Because, right, everyone thinks when you get rich, you ain't gonna have problems. Well, we all know that ain't true. If you're listening to my show, you definitely know that's not true. But we have a different sign over there. We recently had a billionaire on over there. We have a couple very, very large individuals coming on as well that you guys will definitely know. They're all over the TV, media, all that fun stuff. But really great human beings willing to share openly with you. Now that they're rich, now what? I'm rich, now what? Right? Everyone's chasing to get rich, get rich, get rich. And I'm not saying you shouldn't, but what I'm saying is you better be happy. You better be progressing towards something bigger than just money if you truly want to be live a life of like your dreams. Anyways, check it out. It's on every podcast channel in the world. I'm Rich, Now What? Let me know when you do that. I'd appreciate you joining in on that. Also, you may or may not know, we've been building a company for a while now in the telehealth space, peptide testosterone space, and I didn't want to build one. Truthfully, I did not want to build one. I hate startups. I hate everything about it at my age. I'll be 30 years in business on June 2nd. I like to acquire. We look to acquire multiple companies over the last 12, 20, 20, 12 to 18 months, I should say now. And a lot of them just couldn't— well, all of them did not check out on the compliance side or comfortability and such. So me and two of my partners, we started one. And to say it's been wild is an understatement. There's a lot of resistance and moving parts. A lot of fragmentation inside of that world. And I used to get frustrated with that stuff, but I get excited.

Why?

Because if it's that ugly and fragmented and choppy and very expensive entry points, millions, like 7 figures minimum just to get started at the level we're at, that creates resistance. That creates— takes a high level of entry to join the party. I like that. I'm not deterred by it. I definitely like it because that means you don't get the clowns in there. Um, not to say you don't get a couple in there, but like you don't get the guys and gals that think they can do nothing, make millions of dollars, uh, just talking. You actually got to know what the hell you're doing and you got to build and you got to work hard and you got to understand a lot of moving parts to pull this off. And I'm really honored to have the team. I just got back from Tulsa, Oklahoma, where one of our offices at. And first time I was there, we've had that office there. Great community, amazing, amazing people out there. I'm honored to be a part of it, and it's exciting to see what we're building. And hopefully I'll be sharing more with you guys over the years, days and years and months, whatever, with you. So let's get to you. The reason I'm sharing with you what I'm up to is because for some odd reason, People think I don't have the same problems you might be having, and that's absolutely crazy to me because we all have problems in business. You're dealing with humans, technology, the world is changing constantly and all that. But I have noticed it's getting worse. What I'm about to share with you, everyone out here is trying to build with AI. Everyone's trying to do more but do less. Everyone's trying to create more revenue but not willing to do the work to get the revenue. They're looking for the, the quick buck, the fast path, the multiplication, the simple effort and all this shit, which is absolutely mind-boggling to me. But it's human nature. Do less, get more. That's what everyone wants. But as I've been in the process, I've really been paying attention because I have a great group called the Deal Maker Alliance, the Deal Maker Family. They all pay a lot of money to be in there. I like to share what I'm going through and what we're doing and how we're building and how we're, you know, like growing what we're growing and how a lot of great clients in there are doing the same. But I'm gonna share 4 points with you that if you do this 100%, you'll be in business forever. You'll be profitable beyond belief, and you will separate yourself from every Tom, Dick, and Harry that's out there just talking about what they say they're going to do. And these are simple things to do. Like I said, they're free to do, but you actually have to do them. Number 1, show up on time. Always show up on time. That seems simple, but yet you're too damn busy. You're always running behind. You don't know— like, if you're always showing up late, learn how to do Better time management.

It's simple.

If that's a problem you face, which I'm telling you right now, the majority of you do. And I'm talking with your, your team. I'm talking with your customers, clients, whatever you call them. If you say you're going to be there at 4, be there at 3:55. If you continuously are not, and by the way, this goes for you and your team because your team follows you. You allow what you allow yourself. You have no standard here. This is a very big sticking point for me when I'm doing business with people. Respect other people's time if you want your time respected. If you say 4 o'clock, 3:55 is on time. 4 o'clock is 4 o'clock. You're late. Understand that that's a standard I have. That's a standard that successful people live by. You won't be 100%, but you'll be way better than you are now. But what it is, is go backwards. If you're having that consistent issue and you acknowledge it's a problem, the solution is simply learn how to do better time management. Maybe you add an extra 15 minutes to your calendar or whatever your— however you manage your time and make sure that you're not overcommitting. By the way, I'm all about overcommitting, but also committing to showing up on time. So there is an art to that. Some of you are Chatty Cathys. Some of you are just hanging out, not executing, just talking to talk. You get more precise with your words, you get more precise with your actions, you get more precise with your results. How is it that everybody has the same 24 hours in a day, but yet so few people get so much done? It's not the time, it's the person. Pay attention to that. This is a big one and it's easy to do. Do what you say you're going to do and do it well.

Huh?

That sounds crazy. Why would anybody expect me to do what I was going to say? And why would anybody expect me to do it well? And I know a lot of you listen to my voice, but well, I do, I do all these things.

Bullshit.

If you have financial problems, if the business isn't growing at the scale you want, you are not doing these things consistently at scale. I promise you, do what you say you're going to do and do it well. Sounds easy. I have a business that we're building. I have a thing I want to join. It's $10,000 a year. $10,000 a year. It's literally just to have a badge. Literally, that's all it is. But it's a very valuable badge for credentialing for what we do. I contact the owner. The owner hands it off to his team members. Here's where the big problem is. He hands it off to 3 at the same time without any direction of which one owns it. That's a big problem, by the way. And then 3 days go by. I follow up. Hey, What's going on here? When can we get together? Where can you send me a link? I want to pay. Crickets. 2 days goes by. Guys, shoot me a link. Let's get this taken care of. 24 hours goes by. I get an email back. Hey Mark, great to hear from you. Well, fuck, I've been waiting to hear from you, but I'm glad you're acknowledging me now. Okay, cool. Can you hop on the phone? We got a Zoom. What time are you available? Now I got to work hard. I got to work more. I got to give more time to do something I'm ready to pay for right now. I already know what it is. That's why I keep reaching out for God's sakes. So, all right, cool. I'll play your game. Now we get on the phone. It's a 30-minute call. We already know what we're talking about. You know what's crazy? They still haven't followed up with the link and it's been 5 days since that call. And they're sitting in a room right now, I'm sure, just like every business owner trying to figure out how do I make more money? How do I get better conversions? How do I get more leads? How do I do more? Do more, do more. It's like, what if you did what you said you're going to do? That's a good way to get more. You said you were going to send the link right after the call. I still don't have a link. I have not followed up with them yet, even though today I will. But how crazy is it that I'm literally following up for them to give them my money? And here's what's even funnier is when they're sitting in the meetings, they're bragging about just made a $10,000 sell. You didn't make a $10,000 sell. You order took something that I chased you down to take my money. By the way, good or bad, they have such a great credential thing that they've created that I'm willing to do that. Are you building a business where people are willing to chase you down and give you money? Follow-up kind of goes hand in hand what I just talked about. Whether it's a new lead or a completed job, just to call them up and say, hey, thank you so much for being a great client. How do I get more clients like you? By the way, that's referrals. But follow up, be diligent. Every business, even including mine, by the way, and I'm conscious of this, if we bring new people in, we give them up a follow-up list. Guess what happens to revenue? We generate revenue because humans get to connect. Humans, not AI, not social media, not all this other stuff. Basic one-on-one human connections. I want to share this with you because as I was flying home from Tulsa, I was thinking about this more and more and more. Most of you guys are trying to build an anti-human business through AI, automation, systems, etc. It's not based on relationships anymore. If you know my world, I'm all about relationship capital. Yes, I'm all about one-to-many and all that stuff. That's a great way to start the conversation, but I want to connect with humans. Most of you are basing your business off of protocols, metrics, and efficiencies. See, a lot of the shit I do is not that efficient. It's massively effective though. Are you going for effectiveness or efficiency? We need to work with human to human to make the impact that we're going to make. If you want more money in your bank, you better learn what I'm sharing with you. More importantly, you better put it into action immediately today. Yes. All this shit I'm sharing with you, you could start today. Follow up. Oh shit. I got 3 people I gotta follow up with. Yep. I gotta do that. Do it now.

Pause.

Go do it now.

When?

Now. Not, not, not after this is done. Not after you get done working out, go outside of the gym, call these individuals up and just say, hey Steve, I was thinking about just following up with you on that proposal I sent you. You have any questions? I'm here for you. Do it now. You want to separate yourself from the business? You want to separate from other businesses? This is how you do it. You don't have to believe anything I'm saying. Number one, look at your bank account. Number two, if you don't believe me, call 10 contractors and pay attention how many answer. You'll be shocked by that alone. How many actually have a great conversation when they do answer, if they do? How many actually follow up after you've called? How many have showed up? And how many has actually done anything after they showed up? Pay attention. That's your competitors. If I was in HVAC, if I was in carpet cleaning, if whatever business you're in, you could do this. If you don't want to do it in your local market, go to whatever market in the world, in the country I should say. So they don't know your name because you're afraid they're going to get your phone number and know your name and what you do and who you are because you're such a big shot. No one knows who the hell you are, by the way. And you are like, just call, pick somewhere out on the map, you know, Houston, Texas. Okay, cool. I need plumbers. Cool. Houston, Texas plumbers. Google it. Didn't pop up. Call them. Watch what happens. Pay attention because that's your competition. If you're a plumber, it's not just your market, it's all markets. Everyone's looking for the hack. Everyone's looking for the easy money. Everyone's looking for the path of doing nothing and getting it all. Do a little something extra. Set you apart, huh? A little something extra. Maybe you show up with coffee. Maybe you show up with something neat. Maybe you show up with a smile. Maybe you show up with respect for yourself, the way you look, the way you talk, the way you follow up. Will you go above and beyond? Hey Nancy, I know I'm a plumber, but I was driving down your driveway, your flag's off your flagpole. I have a person that could help you with that, or if you want, I got 5 minutes, I can knock it out real quick for you. I'm not charging for that. I just hate to see the flag on the ground. You can do that. You teach your team to do that and you go above and beyond. Stop trying to churn and burn. Invest time in humans. Treat people accordingly. Connect with them. You're in the relationship game with the solution of what your product or service is. Most of you are so damn weak at this, you downsell prospects like me. I had this one guy doesn't follow up. I follow up, he calls me. It's whatever, $3,000 service or whatever they offer. He's like, hey man, the true story. Hey man, so sorry. By the way, my team had to go on social media and track this guy down, the owner of a very large company, and say, dude, like we are trying to send you money. We want your product. It's hats, by the way, these cool custom big hats. We need you. We want to connect. I don't know what else to do. I've contacted you via phone. I've contacted you via email, blah, blah, blah, blah, blah. Finally, the owner reaches out to my guy. It says, I'm so sorry, but I'll give you 25% discount for the confusion. Cool, thank you. I'll take the discount, but that's not what I care about. I care about getting the product that I want to get. So they're sitting there trying to figure out why their profits are down, and yet they won't hire people to backfill their process, and yet they're willing to give up 25% of revenue because they keep screwing it up. Think about this. These are cycles. These are things. Again, I don't know if that's a one-off. I hope it is for his sake, but I don't believe it is. Cause it doesn't just happen one time. And if it does, it doesn't take us hunting you down via social media to solve it. What are you doing in your business to set backstops? To create criteria where you have to get involved as an owner to understand what metrics you're really looking at. Because I always say data, not drama. But most of you are looking at false data because you've— your ego is so attached to all this BS that you've lied to yourself about that your data that you're reporting back is not true data. For example, that first comment, I said $10,000. They're sitting around like, we made 13 sales, cool. Ask a deeper data question. At what call were these sales converted at? At what step? Mine was like step 7 with a lot of friction. Or would you rather have step 1 with a great conversation, with a great human, with a great outcome? See, most of you are working way harder than you have to because you're not paying attention to the basic stuff. If you just slow down, get Guess what? You'll actually speed up. There is a point in time when it's cool to break everything, but being conscious of it and reporting back proper data so you know what's working and what's not and how to correct it, course correct as you evolve. If you let this shit go on too long, you're in big trouble. You will be out of business within 18 months or less, guaranteed. And then you'll go take MCA loans because you think that's going to save you. And then you'll just— you're gonna go bankrupt. I've seen it happen many, many, many, many, many, many times. It's not the business, it's the person, i.e., you. I know it sucks, but it's true. Don't kill the messenger. If you do these 4 things, you will clean house. Again, I have to follow up with people to take my money. I can't be the only one doing this. I know you're doing it too. I have to contact vendors. Dude, I need that. I need the, I need the numbers. What's the numbers? Cause maybe it's holding up your bids, your other contractors, your other vendors, et cetera. You feel my pain, but you're not thinking about it. You just deal with it. You got to set standards with yourself and others. They make the process difficult. Like take payment over phone versus me sending a link. You know how many people I said, man, just send me an— just send me your wire info, I'll wire you money right now. Well, we don't do wires, we don't really give out that information for security reasons, and, uh, I'll have to get you, uh, an invoice set up, and then I'll get back with you next week, uh, once I get that done, because it's got to go to the accounting department, i.e., their wife. And then by the way, the wife's at the bar drinking, wondering why shit's not working and her husband's lazy, saying all this stuff back and forth. Then they're fighting. Then I never get the invoice and then I gotta call him back and then he finally sends the invoice. Stop making it difficult. Replying to messages in every 2 to 3 days takes you 2 or 3 days to reply to basic text, basic email. Basic phone call. Are you really that fucking busy that you can't, like, reply to people in a timely manner? It's a good way to lose business. It's a good way to lose relationship capital. Do you understand? Just so you understand how this really works in real life, I don't care what business you're in. Having referrals is a great, great thing. It's the best deals you'll ever do. They're easy, little friction, no cost to acquire, just doing referrals. However, do you know how many referrals you can't get because you're not doing these 4 things I'm sharing with you? I 100% will never refer these individuals I'm talking about ever. Why? Because if that's how they're treating me, That's how they treat everybody. So when I'm at a conversation, someone's like, yo man, I need blah blah blah. Cool. Do you know anybody? Nope. I don't know anybody good. As opposed if they did a great job on everything I shared with you, basic 4-step things, right? The 4 steps again, just so we're clear: show up on time, always do what you say you're going to do and do it well, follow up whether it's a new lead or complete a job, and do something extra. If they did those 4 things to me when I'm sitting there, I become their best advocate. Yo man, that hat is awesome! Where'd you get it at? Dude, you got to use them. I'll make an intro. They're awesome. They're on top of it. They'll take care of you. I'm not sitting around saying they'll give you a 25% discount, but you got to follow up with them 13 times, and then by the time you get the product, fuck, you've done forgot you even ordered it because it takes so damn long because they don't have good supply chain structuring. And oh, by the way, you're going to forget you got it. But once you get it, it is kind of cool, but it's really not worth the headache. Which one do you think goes over well? So you're sitting around, you're complaining, you ain't making enough money. You complain, this thing ain't working. You complain that there's no good talent. There's no good customers, blah, blah, blah, whatever story you lie to yourself about. And yet you don't do these 4 things. I do not care what you say. If you are struggling right now, you are not doing 1, 2, 3, or all 4 of these things. I know for a fact the market is craving for these things. The market is getting— people are crushing it in this market at sucky execution. Most people are getting treated like a checklist, not a customer. Well, Nancy, you know, based off what you said, I'm going to push you to step 2. Is that white or blue?

Blue.

Okay. Blue. Okay. What color blue is it? Red, blue, white, blue, yellow, blue. Okay. Blue. Okay. Like, no, I'm a human. Talk to me. They do the bare minimum. Phone ring. Oh, it's 2:30. I got to take this call. I'll call them back tomorrow. Your staff is doing this. Your staff and you are doing this. I promise. I'm not saying my shit's 100%, but I'm saying we watch this all day, every day. There's things falling through the cracks. We hit it head on, address it immediately. Address it immediately. Lead by example. Do not do the bare minimum. Go above and beyond. Be the one that cares. I'm rocking with them as long as needed. I will roll, I will share, I will post, I will promote, I will talk about you, I'll refer. I don't need commission. I want to help you succeed if you're amazing human being in business. Do those 4 things. Watch what happens. Not 3 of them, not 2 of them, all 4. More importantly, be diligent about it. This will not 2x your business overnight, but it will guarantee you will be here 10, 20, 30 years plus and beyond from now and build an amazing team, an amazing culture, an amazing company that you'd be proud of. To know that when your friend contacts them, they're being handled with white glove service. To know that when I hand off a lead through a referral, and I know you're going to take great care of them. I know it sounds simple and obvious. Why? Well, because it is. Your market advantage is knowing what I'm talking about today and sharing with you is that no one does this. Very, very few companies do this. Very few. It's getting worse. Why? Because people are utilizing AI and plugging AI in. They're losing the human connection, the thing that built them to where they're at. AI cannot replace community. AI cannot replace human connection. Yes, it can make things more efficient. I'm not saying it's the end, like you shouldn't have AI and all that. I'm just saying be conscious of what you're plugging in. If you plug AI into a shitty system, you're gonna get shitty outcome. Too many of you focused on the wrong thing. Fix the thing first and then execute with AI. Like I said, I'm dealing with all these things now, as I always have. It's, it's disgusting. And to be honest, it makes me want to be a better business owner every day. I see this, and I know you do too. So when you feel this and when you see this by being a vendor or being an owner of a company and trying to participate, give someone your money, Pay attention to the friction. Pay attention to the hassle. Pay attention to the lack of follow-up. Pay attention to everything I'm sharing with you. And the market is yours. It's yours for the taking. Yes, you got to put in the work and make sure your team does the same, but it is yours for the taking. I promise you, your life will get better. Your confidence will go out the roof. Your execution, your results, your revenue, everything will grow. People like, they'll attract to this. They're talking about it at the club. They're talking about it over golf. They're talking about it over cards. They're talking about it wherever they're at, how you're an amazing XYZ person, how you get the job done. By the way, everything I'm sharing with you, I have not once talked about price barriers. Price barrier comes out of the way when you actually do an amazing, excellent job. They're not shopping price anymore. They're shopping results. If you're selling price, you're a piece of shit to your business and yourself, by the way. It's a shitty, terrible way to sell. It's not selling, by the way. It's discounting. And if you're a discount seller, shame on you, because you probably suck at all 4 of these things. If I have a great service, great product, great follow-up, and great execution, I don't care about the price. I care about the result. And so do your clients. So do your customers. And I will show you book at P&L after P&L after P&L. I've been down both roads, by the way. I know what I'm talking about here. I have real businesses doing real revenue, and I've made a lot of money doing it shitty, and I've made way more money doing it right. So do not take this stuff lightly. Do not stop this video or audio or whatever you're listening to and go on your merry way thinking, "Heh, that's not gonna work for me, whatever. I need to go listen to AI 'cause AI's cooler and better and faster and quicker and easier and I do nothing, I make more." Well, okay, cool. Come back to the show in 12 months and tell me where your bank account's at. Come back in 12 months and tell me what your business is worth. Tell me what your time looks like. If you wanna get outta your business, this is how you do it. You gotta create a replication structure that allows your team to execute with these standards like I'm talking about. By the way, we're just getting started. But these are 4 very simple free levers that you, yes you, must do if you want to succeed and be around 24 months from now. If you step foot in any industry that I'm in, you won't even be able to compete. You'll always get the scraps. You always get the shitty clients. You always get the people that don't want to pay. You always get the people that want discounts because you attract them. You don't even know the other world exists unless you're in it. How do you buy? Because that's exactly how you sell. Pay attention, dial this in and reap the rewards. By the way, this is the shit we go over every single week inside of the DealMaker Alliance. If you're not a member of that and you're an owner, you better hope there's no one in your market that's in your industry, because if so, they will beat you. They will take your business and they will run you to the ground. It's $1,000 a month to learn this shit at a very high level, very deep level. Get over to dealmakeralliance.com. You can see all about it. Talk to Sonia, see if it's a good fit. See if you're serious about taking your business to the next level. Again, this is very, very real and straightforward information that you can go execute immediately. I want you to know I'm on your side, but if you don't take this information and execute it, I can't help you because you can't even help yourself. I'm not saying it to be a dick. I'm saying it because I care. If I didn't care, I'd sell you the cool next sexy thing. This is stuff people don't do because they don't— they've never even built businesses. People selling you shit has never built a real business. Get in the game, do it right, and enjoy the fruits of the efforts. This is how you win the game. So keep me posted with your results. Share this show, connect with people. More importantly, leave that 5-star review so other people can see what we're up to. This is 100% free to you. Let's see what you do. Are you an action taker? Are you a shit talker? Or do you just think about stuff because you're thinking to think? And it's getting harder every day. You got to start executing. So with that said, make today count.

Peace. What I know and how I did it to discover freedom. There ain't no question, Mark Evans, when he's stepping it down, he's closing deals. Time to tell them what the DM stand for. I'm a deal maker, a deal maker, but I'm not just a deal maker, I'm a dream maker.