Andy Elliott's Head of Sales Reveals How To Beat 99% Of Sales Teams

All right, guys, so this is Denny Klein. He is the kind of head of sales for the Elliott Group. And, you know, you guys have been a client for a long time. You guys kind of actually took the pun because we were, like, super unestablished. And I think it was just, like conversations between me and you, and, you know, we kind of went back and forth and you guys decided to come on and. Yeah. So tell me about, like, how's it been? You guys have been on dollar for be close to a year now, I think, right?

Yeah, yeah, almost a year, man. I think it started seeing you and Cole and just, like, your reputation, industry and just, like, hearing some good things. And then the conversations I had with you initially, like, we're just, like, legit, and, like, you could tell you knew your stuff. And I talked to a lot of dialers and a lot of other places where it was just like, we need to get compliant. We need to have stuff in place. I'm trying to squeeze every lead. And it was just legit. So I didn't really care if it was early. I. I liked you as a founder, so that's why we decided to join, knowing that there was gonna be things that you were gonna have to tighten up. We were okay with that. But, yeah, it's been great. Like, we had jumped around from dollars, went straight back to just calling at a GoI level, trying a bunch of different processes and moving things down the pipeline. Still reps inconsistent. Are they calling? What do you. You can't really know, like, what's really getting hit, you know, because go high level can get funky. So it's been great. The connection rate, I can't even, like, even put into words the connection rate difference, especially from a single go high level number. When we went back to high level. So it's been great. Like, I think, like, in a summary, just like being able to say, hey, here's your system, here's your leads. These are the lead sources. We're going to train you on the script.

Boom, boom, boom.

And then you just press a button. You see the lead source, you say this, and then you just keep rolling through. And they're able to pump out good numbers with zero excuses of getting distracted or anything else, honestly, is the biggest thing with sales teams. They just. They get distracted and. Or the software is really complicated to use, but it just looks nice. And some companies don't think that matters. I think it matters because salespeople are very, like, particular and emotional, and they want everything to be a certain way and to Meet our team. Like just makes it very nice to use because it's user friendly. Yeah.

And like what? Like a lot of people use it. Like you guys use it I think in the best way. Which is like your, your, your sales guys do outbound. Right. Like obviously there's set our models and sales models, stuff like that. But like run me through like how, how are you guys actually utilizing.

Yeah. So we have all of our leads minus maybe like some of our higher form fill, straight survey or straight book to call type of things on there. And it allows us whether it's from. We don't even really have any setters right now other than like people that just basically they'll set a deal for a closer if it's a higher deal. So across the board everyone just jumps in, they're dialing, getting their leads and if it's a higher end lead they'll do this discovery call. I mean it's a like they'll jump in and do a discovery instead of set up an appointment for a closer. Just do a little interview, boom, boom boom. And set up something for an actual high ticket program. Something 10 to 25k. Plus if it's not, they take it right to a sales call and just try to go and one call close right there for you know, 3 to 5k or something like that. It's allowed us to have a real good process of knowing like or getting everyone on the phone because even when you want to go and get higher quality leads, you still end up getting a little bit of everything. And then there's the higher level people in the low level funnels. It just requires the work, just requires doing. So yeah, a lot of just a really clean process. So everyone dials, everyone has open from our virtual team to wherever we have guys that get in at 6am they have their session times where they like to do it first thing in the morning. We have other guys that do a lot of their follow up. Some of our seasons guys, they're doing their follow up their previous day appointments or same day appointments first and then they're doing dialer on some of those later sessions. Catching those people when they get off work.

Yeah, it was funny because I sent you a report we talked about like just before this where like the hours of the day that all you guys are dialing and doing. I was like I wonder if I, I thought I'd screwed up the time zones because like 6am it starts dialing like and the reason why they could do that is because you guys are in Phoenix and so it automatically will dial the EST leads because it doesn't dial out of like the compliant times. But I was like, I was like, I sent it to my business, I've been to Declan and I was like, these dudes are getting after.

Let me show you this. Our guys, we get after it, bro. This is why, you want to know why they dial at six. This is why they dial at six. This is three in the gym, bro. And they do that so they want the, they want the first that back, you know. And it's like man sales, sales leaders and they beg their guys to, to be able to get hungry like that, you know. And before we had a system they weren't doing that because they, they really didn't know like where do I go? Like there wasn't. Because it's like, it's not like everyone's getting dumped. You know, 20 leads. It's like dude, you're hungry, go and kill. Other than that, you know, self Jen or follow up, you know, we're not, we're not doing book to call paying 10 your traditional high ticket. Like it's just that we're a different kind of game. It's just straight like outbound getting after it.

Yeah, that's kind of what I love though because like you know we've had a lot of businesses come through and you know, you know, one of the more fascinating things is like we've had a couple businesses leave because like their team like didn't want to use it because they just didn't dial very much. You know what I mean? So like they dialed for two to three hours a day, but they're getting paid for eight hours a day. And because you can see how much everyone dials, you know, like they kind of like we're like we're getting caught out here. I've even caught setters on two different accounts. They, they were on two different dollar accounts. Like I, I, I recognized the voice and I was like hang on a second. And the guy was getting paid for two full time jobs.

You know what I mean?

And so I think one of the beautiful things about what you guys do is that it's just like the culture and from the top down is like just go get it. You know, it's like you're your own man, your own person. Just get in there, start using the software. And the way that we set it up, I think it's a little different than most others because like especially for your organization, I can see how before because they just press go and then it does all the sorting for them. Before that though, they would have had tons of lists and they would have had to like make the choice.

You know, thinking you make a sales rep, think they're gonna, they're gonna do nothing? I mean, yeah, guys, you know, like, most people are just gonna like the inaction of like, what do I do? Do I go here? Do I go here? Oh, man, let me, you know, let me jump on my phone. And then now, next thing you know, they're on Instagram when it's like, dude, there's a timer right in front of their face where they should be going to the next call, doing the next thing.

Yeah, you know? Yeah, absolutely. Yeah. So, like, in terms of the compliance, you know, that was one of the big reasons why you came on, right? Like, like what, like what were your sort of initial compliance concerns and what sort of course you want to come with us?

Well, I mean, we've been doing this. It's been six, seven years. I would say really, like at, at a level where we should be, I don't want to say worried about compliance. Like when you got three or four guys and like, there's like levels, right? Like, we have a target on our back. People don't like us, People love us, hate us, whatever it is. And especially like we had our first like big little wake up call and God thankful. Like it was just a little text, little boom, little slap on the wrist and we were like, okay, well we should tighten everything up because like, we know like once one thing like comes in, like now we're kind of in this game. We're not like, we're not the 30 year old industry guys that have all of our stuff down and we're focused on compliance and a compliance director and all that stuff. Like, we're getting there, you know, at the end of the day. And so the cool thing was to be able to just say like, but

you're also 22 year olds that are in Dubai that are like yellow. Yeah.

You know what I mean?

Like, there's families, there's like, this is, it's a serious business.

Like, yeah, well, people think like, because we're just a little wild, wore tight shirts and we're like, you know, Andy's talking on social media that we're just like over here, like, you know, just ripping people and it's like, dude, we have our stuff together for the most part. When I talk about, I'm talking about the next level of like 500 reps and like getting ready for that area because you got 500, you know, now you're worried about there's different levels to this game. So for us we were just going like, hey, calling at the right times, not having the spam numbers, making sure everything was on point, making sure we had our data. But for us it was just like we needed to lock it down and be bulletproof. And even the situation with you, that was great that I had recognized was the text situation in Texas and immediately like you notified us before we had even found out. Boom. Hey, I'm locking your. Locking Texas out already for you.

Boom.

And boom. Get this doc signed, have the guys do it. Now we have our hr. Boom. We're waiting to get it signed, get it set up and get approved in Texas. And it's like, dude, a simple thing of like a week of not having that out and that being in place with our team. I'm looking at our staff now. It's over a. You know, you're looking at 1500-2,000 calls a day on average. I don't know what the math would be on average for Texas, but Texas is pretty big. Maybe it's 50 people a day. 50 a whole week. You're looking at three, 400 calls. One call. And it's like, what's more expensive? You know, people talk about getting the right software. I would rather pay for the right stuff. Especially for those of you that are looking to build a business like that is. That is solid. The most expensive way to do it is the cheapest way. Yeah. One way or another, just take the B and divide it by 12 and that's what you would have had to pay monthly anyway.

Yeah, you're gonna get. Yeah, that's awesome, man. Yeah. So, you know, and I think like, you know, one of the big reasons why I wanted to build it was just because like I ran a sales organization, high volume coaching like issues. I found it was like there's no way that I could manage like compliance. Like hey, you know, like for example, like in Utah on a voting day, you can't. Cool, right?

Oh yeah. The holiday. Yeah, holidays are huge. Yeah. Is great. Because yeah. If it's not locked out then people will go in there and it'll, it'll bleed its way through and it's like,

do you expect a rep to really know all the, all the phone prefixes? Like that's, that's an unrealistic expectation.

Anyone who's focused on that there's never going to be a, A level player that's going to know or care about compliance. Like, they're focused on a whole nother world. If someone's focused on compliance, they should be on the back end.

Yeah, exactly.

Right.

You know what I mean? It's like. Like, there's. There's people that. There's people that do, and there's people that. That kind of, like, trying to, like, enable the doing, but the people who are doing. If you're sitting there thinking about all these things, you just kind of, like, kind of paralyze yourself. And so we just want to create a system that was just simple and they just hit go and it kind of does it. And I love watching you guys dial and, like, coming out there because, like, you guys use the system in the way that it's intended. Whether it's setting or closing, it doesn't matter, but it's just, like, everyone is kind of, like, excited to kind of be on there and sort of do the thing because, yeah, man, it's. It's really fun to watch you guys, but I don't want to take you up too much longer. But I really appreciate you hopping on and kind of taking the time and taking us through how you guys are using it, and we love having you guys as a client and. Yeah, man, thanks very much.

Yep, I've loved it, man. And last. Last thing I'll say if we're still going, is I remember when we. Me and Ian, we. We went to go and first switch over, and we got. I think it was two or three logins. We left the office, so we couldn't be bothered. We went over to the LA A guest house, and it's nice. You just could see over the mountain. We opened it up, we got some snacks, and we're like, all right, we're down all day. You know, we're just going to rip all day long. And literally on the third call, we ended up one call closing a ticket for one of our events. And I was like, oh, dude, this. This feels like day one. Again. Like, it's simple. There's one way, like, boom. And then that's when we decided to implement it. So I think it's amazing, dude, if anybody's, like, even considering it, like, feel free. You can shoot me a text or a DM on Instagram. Just look up Danny Klein. Like, we rock with them. We have a pretty solid big team. We've been in the space for a while, and we don't need to get behind anybody. We get behind Matt because in dialer, because it's a legit system. So appreciate it, man.

Thanks very much, brother.