How to double your business by reading DATA

In this video, I'm going to be breaking down exactly how you break down sales, sales processes, and outbound. And I'm going to give you real-life examples. I'm going to show you behind the scenes on a bunch of different accounts that are on Dialer, which is my software platform, which has people like Dean Graziosi, Grant Cardone, Andy Elliott, 7th Level, Cole Gordon, yada, yada, yada. And I'm going to show you exactly how we teach these teams to diagnose what's going right, what's going wrong with their outbound sales processes, and exactly how to fix it. Enjoy. This is a bit of a behind-the-scenes one for you. I don't know if you guys know this, but the distribution of leads in any business, especially in the online space, is California, Texas, Florida, and New York. Makes sense. Why? Because it's where all the people are, right? California's 52 million people. It's like 25% of the entire United States, or 20% of the whole United States, right? And between those 4 states, California, Texas, New York, and Florida, it's like 60% of the population, right? So what's that? Sorry. That's where all the ports are too. So it's interesting enough. Yeah. And so this, you can dial to here, you can dial to 10 PM. Now, as you can see, there's these little leads in here. Who's dealing with these guys? So I see low-hanging fruit with your rostering. Straight away. So I'm going, hey man, good news, 43% of your leads are picking up on the first 3 dials. It's fucking sick. Now what that tells us is that after your first 3 dials, considering that you're speaking to 52% of your leads, which is fucking amazing, like you should be fucking— you should call Matt right now and say thank you so much for making me so much money, because when he was running 7th Level, this number was 18. Okay, I think I'm even twelve actually. It's twelve. Yes, twelve. Okay, so but what does that tell us? We're gonna have very low pickup rates after the first three dials. That's not a number thing. That's a these people don't pick up the fucking phone thing. So I want to ensure that you guys are doing your text and your emails, right? You guys have automated text and emails going out. It's like what what what? Percentage of bookings are coming from text and email. If you don't know that, or of like contacts, then you can say let's just say 20%. Is that you're speaking to 72% of your leads? Fucking crazy, bro. Crazy. Well done. See how now they're all happy? They don't know they should be happy. Now they know they should be happy, right? Yeah. And then I'm like, you need unique dial rate. It's like, okay, so this right here, this is your leads contacted percentage over the last 7 days. Okay, this would be 60% if this was 40%. Why, you might ask? Well, 70, it means that out of like, you call 100, say you make $100, 73 of them are The first time you've dialed them. We know based off the thing we just said that people pick up— most people pick up in the first 3 dials. You're not dialing them 3 times enough. You need to dial more. And I would say you should do it here, right? That's just from page one. And like, if I'm a fucking guy that comes in like derp, right? And I'm derping it up derp style, like one of our fucking dipshit clients, right? You know I'm gonna put this in the school group, right? That's right. You listen to this in the fucking school group. You dipshits don't know how to read data, right? You know, like this is this is valuable information. I'm literally going to put this in the school group. So, um, okay, then we can go to DOS. Okay, now what am I going to look for straight away? Let's go this month. I'm going to look for long calls. This is where I'm looking at like the skills component. I'm looking at long calls that don't end, right? Then I can show them this feature here, where they just get a kind of prettier view of everything. Get their AI summary. Do you know what I mean? If they need to change it because it's wrong, they can do that here. Right now we can listen to the recording. Yeah, thank you. I'm just giving you a buzz as it looks. So I'm going to look for, you know, long calls that are resulting in dispositions that aren't positive, right? I'm also going to check for no dispositions because a lot of the times, like, we need to— we want to fix these and figure out what these are, right? You know what I mean? And then I'm going to look for skipped records. What about no answers that are over like 60 seconds? Yeah, yeah, like that too. So what I want to see if there is a pattern to the skipped records, and I think we can see the pattern. Right? That's just good to know. And then we go, yep, no answers, duration longest to shortest. Right? I'm like, sweet. Another no answer, another no answer, another no answer. These might be You know what I mean? Then like I might listen, might bring one of them up. If they're also asking me if they feel like they're getting caught by Google Voice a lot because the, hey, it's just works very well. Or hey, you asked me to call. That one works too. Or transcription failed. All these things work. Like they work. I listen to calls every day and I hear those things work. Do you know what I mean? Sure. So like, you know, I'm gonna check this. Is this a no answer? If you record your name and reason for calling, I'll see if this person is available. Just returning your— Shout out to David. I love it. He does that every time and it works a lot of the time. Um, So yeah, um, then from there I'm probably going to go into leads and I'm going to say, hey, listen, you know how your unique dial rate, right, is 73%? What that's going to tell me is that there are going to be a lot of people that haven't been called. Right. Now the reason for that is because— and then you can explain As time happens, right? So time happens. And then what we're trying to do is prioritize new leads. But like, because it's 73% unique dial rate, like, if you get a whole bunch of new leads overnight, you know what I mean? Then like, it's going to try and like, let's just say the guys log in here, it's going to try and call all of them. Do you know what I mean? But then like, because you guys aren't dialing enough for the amount of lead flow that you have, hence your unique dial rate is 73%. Like you don't get a chance to get to everyone or get to people twice, right? So like you're just like you're gonna end up kind of, you know, I mean having a lot of people that are probably dialed zero times, right? Because they're coming in after hours and you can't get to them. So like this is so easy to see that it's unacceptable. For your team to not know this. Like, look at all these fucking people that haven't been called. And then it's like, let's go to your agent time and see how many fucking hours these people are doing, because I guarantee you it ain't much. This one always takes the longest to load. So it's like, okay, 2 hours. This is mighty. This is the entire month. 2, 5, 40. Okay, doing his work. 3, 4 minutes, 4 minutes 30, 9 hours. Okay, so all up you got fuck all. Do you know what I mean? Mm-hmm. So you're like, over an entire— let's just say over— let's just say, let's like, like, let's be nice, um, and go like— and then I would go to them and I'd go, okay, so like, I had this up, let's just say it adds up to fucking 82 hours or whatever, right? And they're like, how many people do you have? I have 5 people. What is it, 6 hours a day? 5 times 6 equals 30 times 5. Okay. And let's just say times— let's go with 2 weeks. Okay. So we have 300 hours divided by 82 actual, right? 27% coverage across the workday. So when you go to dialer and go, leads aren't being dialed, And then I tell you 27% of the workday is covered, right? And then you can easily go in here and see that these people aren't being fucking dialed. You can click this button, the fucking Chrome extension pops up, and you just fucking dial these idiots. Do you know what I mean? Like, it ain't that fucking hard, right? Nope. It's like so from here dial more. I mean, and that's going to be that right there. Ninety percent of accounts. And it's like black and white. That took me ten minutes to go through. Bop bop bop bop bop. And dialer is not at fault. Now, one of the cool things that we're doing, right? Um, is— I'll share my screen again in a second. So because, Holden, your little, uh, your little fucking word, your little phrase perception management stuck in my head. Narrative management? Well, narrative management. Yeah, yeah, right. German. Oh yes, the Germans. Yes, pretty good. Yes. Okay, so this has been changed to the little shopping cart because the plus was apparently too hard for people to figure out. Okay, we change it so that manual numbers are always at the top, right? Does that make sense? So this indicates manual dialing, and then we've got campaign dialing, right? So if we go more— actually, I'm going to use an American account. Okay, so you see how it's in rotation, right? So what we're going to do is we're going to change it to where a number can be in one of 3 states. One is cooldown, right? One is ramp up. And then in ramp up— and this is what I want you guys to say— the first 60 days of a number, spam flagging is, is going to be there intermittently, always. Right. So like the first 60 days, this is just how VoIP systems work. This is on any dialing system. There's no way around it. Our— the whole point of our system is that it uses the numbers in ways to like allow them to mature. And it's doing it all automatically so that you guys don't have to be constantly fucking changing numbers and all that kind of shit. But so we're gonna have like a red is gonna be like warmup. Right, which is going to be the first 60 days, and then it's like we're going to use it constantly because you just have to. So when you look at the back end scores, you look at like maturity. The longer a number lasts, the better it gets. Like dude, like men of action can some of their numbers they could probably they've they've done like thousands of dials a day on the one number, not a single flag. Right, and it's because like they've been with us for a while now, and they've done a shitload of dialing. And so like their numbers are just fucking bulletproof. And that's what you need. Like you need time. The people who are like, swap my fucking numbers, like we swap the numbers automatically without them asking if the SIP error codes tell us to. If it's not delivering, we swap it automatically. Like they don't even know about it. We need to start telling them. But like, and you guys can tell them that, go guys, like we monitor every single dial, right? You don't have to tell us if something's spam flagged. We know well before you do, right? Like Yeah. Like, so we are tracking the actual deliverability of the number because the first 60 to 90 days of a number, spam flagging is intermittent always, right? What we're tracking is the deliverability because I need to make sure it's ringing. What you guys don't realize is that you guys are on your last system, we're like, oh, it's fucking busy, they're just busy. No, mate, that's it being blocked by the fucking carrier. And of course you're not being spammed for the number, dickhead, because it's not ringing to anyone, you fucking idiot. Right, you fucking stain, you know. And so, um, we're gonna have warm-up and it's gonna say like, warning, during warm-up, uh, you know, expect intermittent spam flagging. That way the people can go derp, right? Okay, then we're gonna have cooldown, which is like— do you guys know what cooldown does, like specifically? We take them offline and let them be rehabilitated. No. It lowers the dials it's doing. So it's not in like the main rotation. If you stop dialing on a number, the spam flag will never go away. So that's not what cooldown does. Last time you explained to me, you told me that we take it offline, it's not used. I've never explained it like that. It takes it away from the new leads. So it takes it out from rotation from the new leads and it only dials leads it's already dialed. Right. And then like, what that does is it lowers the frequency of dialing, but also it's like dialing to the same people. So it doesn't look like it's being rotated. Right. And then from there, like, if you stop dialing from a number, it will never be rehabilitated ever. Like it just locks the spam flag in place because it looks like you've done that for a reason. Right. And then we're going to have like normal usage or whatever, like mature fucking something gay. I don't know. We'll figure out something. For it, right? So that's that's that that's sort of pretty cool. You want to make sure that they have you know they've got active numbers, right? Make sure they do the free call registry. I'll show you like Haya backend real quick. Like if they haven't gone through Haya, I highly recommend it. Um. Um, Hiya is the free, right? So like when you register your numbers here, we see the dialer dashboard. Oh, sorry. You should have known better. This is Hiya. Okay. So this is like low risk, moderate risk. So like labeled spam, but again, like it's sort of, you know, it comes in and out. Right? See, I've got these ones branded. You know what I mean? So even the branded one, moderate risk. Do you know what I mean? But like, again, and then you can go in and you can have a look like at, see how it's like sentiment, engagement. This is like, this is, are your reps shit? Right? Like for that particular number, like our reps are not shit. At all, right? So like, but this is just on that number, have people told you to fuck off or have the calls been short? So like, like, you know, this was a D on almost every number we had. Now that they're being used and we're dialing and they're being used, it goes up and this will become an A, right? We don't get any complaints. Why? Because we have good setters. If this is really low, if these 2 are low, Right? This is why it's kind of good if they can just go, and this is free, by the way. You can be like, guys, your setters suck. People complain about you calling them after they speak to you. Is that like a spam flag? Like they report the call as spam after the call? They can do FTC. Or they block it, and that's like after speaking to you. And then it's like, like how long do they stay on the phone with you? Do you mean again? This is just for this one number. Some of them will be a yada yada yada. But if you see like that as a as a common thing, you're like okay cool. And this is a free thing. And also, if you ever see this on a call, like brother, look at this two minutes. You know what I mean? That's fucking awesome. So you see how like our unique dial rate is low, right? Like, it just means like we just like 216 leads, 1,600 dials. It's fucking— we just dial the fuck out of them. And then this would say to me that like there's a lot of underqualified leads. I mean, which is fair. Like, Holden, you would know that. And then you can even bring up our, our stats and go like These are our stats and we're happy with them. Why? Because we understand them. Like, we've spoken to 31% of our leads in this, in this time frame, which is good. Like, that's very good. We've had 216 leads, 98 pickups. Like, that's a fucking good chunk of those people. I think we can agree. Yeah, I mean, and you can go back further and go like, you know, we can go back, say, 2 months or whatever, and then, you know, have a look at what it looks like. It's like, okay, sweet, fucking 45. So from 1,400 fucking leads, we've spoken to this many of them. Like, who's not going to be happy? You know, and it's like, but this unique dial rate means that we know we're going to have a low pickup rate. Why? Because like our lead flow got fucked. We had lost ad accounts, yada, yada, yada. And like, we're going for quality over quantity, but we're still dialing the fuck out of people. Like, it is what it is. It's like, we're gonna just be okay with having lower pickup rates because we're not retarded. You know, it's like, it's just the way it is and it's like, you know, this is either a quality issue on the marketing because a lot of the best leads just book themselves, right? Or like it's a setter issue. Now, I know for us it's not a setter issue, right? So like, you know, we're okay with it. Like it is what it is, you know what I mean? But yeah, like this is the— this is like how you explain shit to people to where it's like Without even having to go super deep, it's like if I can just explain this to people, they go, "Ah yeah, fucking sweet. I see what's happening." And it's like, mate, if you're getting 45% of your leads to speak to over the phone plus text and email, like you must be speaking to at least 60-65% of your leads, which is fucking phenomenal. Like tell me anywhere else they get that. The answer is fucking nowhere. You know, like I'm so stoked with that as a business owner. Like that makes me have. fucking positive front-end ROAS. And if it's low and this is super high, you're like, well, of course it's fucking high. Like, of course this is low. You don't call anyone. Yeah, I mean, like, you only call them like twice or once, you know? It's like, it's like, guys, you know what I mean? And then you can go like, okay, what's your fucking unique dial rate? What's your this? What's your this? What's your coverage? You know what I mean? Like, and it, it becomes like super obvious. You know, total agent time. Okay, fucking seven hours and you know what I mean? It's like for us, all the numbers on that are funky because like it doesn't track you guys properly. But like because of your dialer emails, um, but like you know you can see it, but it go like okay, I see this and I see this. I see people getting cold within two minutes. I'm like I'm fucking pretty happy with that. You know, but you guys see how like you know in a twenty minute meeting I could fucking make people. thank us like, oh my God, thank you so much. You know? Cool. All that's just the first 2 pages. Like pretty, you know what I mean? It's all there. That's why like I built this, this dashboard was built like I decided all the metrics that go on there. I decided how it's designed so that a manager can look at it who's not retarded and figure out what's going on. So if you're a manager and you're watching this and you can't figure out, it's because you're fucking stupid. And that's not my problem. I might send this over to Aiden and get him to edit it, maybe take out some of the times where I call everyone a retard, a fucking, fucking derps. But we'll leave some of it in.