How we built our business to 7 figures in 12 months - Podcast

Hey, guys. What's up? Welcome to another episode of Coffees for Closers. It's our first in person in the office, as you can see on the alpha table.

The alpha. Point to the alpha.

Yeah.

Okay, so we're a little bit of a budgie setup today, so we're actually rolling. No microphones. Well, we have plenty of microphones, but no traditional podcasting microphones. So we'll be interested to see how this goes.

Yeah. I'm curious how this audio quality will be. Let us know.

I think it's amazing.

Good.

Or if it sucks. But this is where we'll be doing most of the podcast. Moving forward, obviously, you know, the background, everything isn't. Isn't legit yet. There'll be a couple of cameras up in the corners. We'll probably be on the other side. There'll be a few other things that are going to make a big difference. We just got to finish working on this room while the office gets made. We might even attach a little tour to this podcast. That'd be cool.

Yeah, we can do that.

Sweet editing team.

Thank you.

Yeah. So today, obviously, another episode. So cue the intro.

If you listen to this podcast, you will make your first million within three years. I'm going to repeat that. You will make a million dollars within three years of the first episode you listen to. We don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this? You listen and review. Put that coffee down.

All right, guys, so in today's episode, we're going to talk about the transition of how we came to be exactly where we are today. For those of you who are new to the podcast, we run a company called Sales Sniper. We do done for you, sales, and also some sales coaching. And so this is the evolution of how quickly a salesperson can become successful.

Yeah.

How fast the business can grow and I guess, like how sales and getting better at the very specific parts of sales has allowed us to kind of really rapidly grow a business and, yeah.

Take things to the next level. For one, personal wealth, company wealth, and everything like that. So, yes, it should be an entertaining episode. I'm sure we'll go on a few tangents, and as we bring up, this is what we did. Really go into detail around the sales stuff about that. No doubt. But just kick it off. Where do you want to start?

Cool. Well, yeah, so we started with. It all starts with fitness. It doesn't end in fitness these days, but it starts with it.

So Actually, you look like you've lost a lot of weight.

I think you brought it up.

Save it for a. Yeah, yeah. I'm killed at the moment.

It started with the. The business Sales Sniper. Used to be called Fitness Sales Sniper. And it started because of a situation that I found myself in where a couple of business relationships had soured. I would say it would be a very, very conservative way of putting it. And so I decided to walk away from one business and then was sort of like, I think through no fault of my own, sort of forced out of another one because I had been somewhere else.

Yeah.

Doing something which we'd most mutually decided was to our benefit. And then when I came back, it was like, I don't need you anymore because you haven't been here. I was like, well, that was kind of the plan.

Yeah.

Anyway, so I found myself in a situation where I really didn't have much going on, but I still had overheads and kids and stuff like that. And I think my second was due relatively soon. And one thing I could do well was sell fitness.

I definitely think that Sammy was pregnant whilst you live in that business.

Yeah.

If I can recall.

I mean, I could be wrong, but.

Yeah.

No, she was. She was. We had one. We're on the way.

Yeah.

So, yeah. And so basically decided to go, well, I'm in kind of a city situation. So what I decided to do was go, well, this isn't my fault. It is my problem. Think that's one of my favorite mantras in life. And so decided to open. Decided to just basically call all the gym owners that I knew.

Yeah.

Of which I had a decent reputation of being pretty good at fitness sales because of just the amount of sales that I'd done and was like, hey, I'll do your sales for you. Basically, be a gun for hire. I am the fitness salesman. Right. And then that's where it all began. And then I think I had about three, three, maybe four gyms on the go. And then messaged James could keep up with him.

Yeah.

He was a good friend of mine. But also, we've been doing stuff on and off in business for a long time.

Well, to go back, I don't know if we've told this story in the podcast. We probably have, but you're gonna hear it again. We actually met probably 10 years ago, and I was a PT in a gym, and I actually hired Matt as a sales coach. If I look back realizing the sales stuff that you did, that I probably would have to know now.

Right.

Yeah. And Matt Matt did a bit of sales coaching, a little bit of business coaching there because he already had successful gyms for. I essentially learned for him for a couple of, couple of years there. Even after the courses I purchased from him, I hired him as like a one on one coach. And then we ended up coming to work from, in some of the gyms in some capacity, then opening a gym together. And then he wanted me to come as he just said sell for some other gyms for him. And I think the conversation basically I said, no, sounds like a good business. If we're going to do it, then we're coming on as business partners because I have a lot of the positives that you have negatives and you have a lot of the positives that I have negatives. So really works as a good business relationship.

Yeah.

Terrible personal relationship.

Terrible.

Good business one.

Yeah, yeah.

So essentially it was like, okay, we had the plan, we were gonna divide and conquer in terms of the sales because James is pretty good at sales in his own right. And then we kind of decided, well, why don't I just do all the sales and you do all the admin? Because I was, I was sort of really refining it and getting into it and sort of really sort of getting very good results. And then James is still getting good results.

But I was working full time.

Yeah.

At the stage because we didn't, we weren't doing enough to pay a sp.

Yeah.

So I had to stay and work. So I would, I'd work in the gym at like 5am to 10:11, then hop on the phones, do zoom calls, selling some fitness stuff, selling, smiling and dialing and go back and work later to a shift and then sometimes have to take calls in the UK hours. Crazy.

Yeah.

We had like, we had gyms in the us the uk, Canada, Australia and Australia. And I think like, man, there were some other ones too. But we also had like guys who were selling. Remember we sold for punch fit and we were smiling, dialing courses.

Boxing.

That was sort of our. Yeah, boxing courses. And then ended up getting a really good name in a bunch of the guys that had done gym launch.

Yes.

So that was a really small community and well, a big community but a tight knit community. So they're like these guys can sell the six week challenges. So we ended up getting like this swell of people and then, and then we ended up getting introduced to the guys who were doing their marketing and then those guys who were doing their marketing were like, hey, can you do sales for a bunch of my clients? Because they can't sell, but we're getting them leads and we're like, yes. So we ended up with like 20 odd gyms that we were doing sales for. Yeah, like, like mental.

Then.

So we found some stuff and then we're able to pay dudes and like, we were. It was weird. We didn't really know what the hell we were doing.

No, not at all.

And then like, we grew so quickly that like, we couldn't keep up and we just couldn't get guys to make the sales.

Yeah.

And then it was like, well, we were a sales agency that couldn't make sales there for.

So for the clients back then, I promise you, we're better.

Yeah.

Yeah, we got so much better.

Well, we got like incredible results for this sect of clients. And then it was like terrible results for this sector. It was like anything that Jimmy was on, kill it. Anything I was on crushed it. Anything anybody else is on was garbage. Right. So like we ended up like, then kind of like still with a, with a good rep because, like, we sort of ended up able to part ways with the people who couldn't get results for relatively, relatively good terms.

And then the relationships.

Yeah, yeah.

But then we still had really good relationships with the marketing guys. The marketing guys were like, hey, do you want to try doing our sales for us? Us? And then I hopped on the phones for one of the marketing companies, sold like 15 of 16 calls. And then that was like, it was like a $75,000 program. He goes, how much commission do you want? I said, I don't know, 300 bucks.

Like that.

And he goes, I'll pay you 400. Like that, knowing full that like 750 would have been a much fairer. And then I remember calling James going, this idiot's going to give us 400 bucks to make a sale, right?

Yeah.

And I was like, what a. And then anyway, like, I found it really easy. And then from there I was like, oh, I wonder if this like selling high tickets better than selling low ticket. And then I like googled or something high ticket closing and found Dan Lock came up. And I was like, I wonder if I should do this Dan Lock. Course it was too expensive. I just did. I was like, man, we can't do that. But enter a sales mentor.

Some of those gym guys, we still did fitness sales for a bit because we're only doing fitness, like marketing for fitness sales. And then I did some higher ticket fitness stuff where it wasn't 28 day, six week challenge.

It was more like that's the first Time you broke a business one to five.

Yeah.

Breaking a business is like a thing. We make so many sales, the delivery team breaks down and they can't deliver anything. And the whole thing goes and everyone.

Quits and pulls out and they don't get the money after they've paid us commissions.

Yeah.

So the business breaks.

So they.

We've done it a couple times.

Few. But yeah, that was interesting.

He's a.

He's a good guy, that guy. He's working with one of our buddies now and he's doing really well.

Yeah, yeah, yeah.

He still owes us money, but of course he does.

Yeah.

Anyway, not really one of those guys. He owes his $3,000. And then from there I was like, let's look into this high ticket stuff. And then I found. I went into like some Facebook pages and then found like the high ticket such and such.

And.

And then a guy called Barry shout out to Barry Magdale. I don't know if I'm saying that right.

I'm not even gonna attempt Barry. I get it wrong every time.

I don't even think he knows how to say. He slurs it when he says it, so. And he was like, hey, I'm a business coach looking for closers. You know, it's $2,000 commission. It's good quality leads. And I was like, the you say $2,000 commissions? Anyway, he was like, yeah. So I applied and he blanked me. And I was like, anyway, I found him on Facebook. Friends requested him. My follow up game was relentless. And I was like, hey, hey, hey.

Hey, hey, hey, hey.

Constantly following up.

Give me a job.

Give me a chance. I'm the greatest salesperson you've ever experienced in your entire life. I make special operations. Yeah. Didn't lose. I know. That was actually the thing that was holding him back. And then I was like, hey, I'll pay for the leads. I'll pay for the leads. I don't sell.

What's ironic about that? Now I just want to punch people when they do it to us.

Oh, yeah.

It's crazy, but we tell people to do it. So, yeah, keep doing, just not to us. And then I said, I'll pay for the leads. And he was like, come again for big Fudge. And I was like, yeah, I'll pay for leads that on sell. He goes, okay. And then anyway, like, I sold four in the first week. Might have been six.

I can't remember.

I think it was six actually.

And I maxed out like 13 in one week.

Yeah, I sold six in one week. It was actually quite a good week. And then made $12,000 that week. And I was like, hey, Jimmy, I think we sell high ticket now. I think we're closers.

Yeah. I think.

I think we need velvet suits.

Yeah, exactly.

Yeah.

And so made that money and was like, holy sh. Like, this is incredible.

Yeah.

Because when you're doing sales mentor, it was Barry that you were working for.

Yeah.

So.

Yeah.

Yeah. And then sales mentor released a 21 day challenge for 100 bucks. And I was like, oh, I'll do this. And I won. I did it twice in a row. You won everything. And I won everything every time. So they gave away six golden gorillas. I think I got four of them. And like, I got four in a row. They messaged me and said, we can't give it to you because it's not fair. And I was like, you do you want. Like, I give a. But I got highest, close. Highest contract, highest cash collected, highest everything. And I was like, man, maybe I'm really good at this. And then from there, like, that's how we met Eli.

Yeah.

Right.

Because he was running salesman.

Yeah, he was running it and like traffic and funnels. They offered me a job, sort of. They asked me to interview and then told me. And I was like, oh, this seems like terrible idea. It was going to be like crazy hours.

Only us hours.

It was only us hours so I would have kids. I couldn't do it. And then started chatting with Eli and then was in Eli's group and then saw a train that Jeremy did. By this point, I was probably consistently doing 25, 000amonth.

Yeah.

In commissions that I was producing. And then we had taken on Marco.

Now we've got 13 people, 14 people doing above 25k a month that we pay.

I think.

I have no idea. I paid all the invoices today.

Pretty.

Pretty sure. But they are for the week.

Yeah, I know.

We paid about $18,000 this week. This week.

Jesus, Will.

Yeah.

Big old sales dick on the table.

Yeah.

So it's around 25,000. I was leading a team. Was me, Will. I want to say Tony. Me Will, Tony Joel and road.

Yeah.

Marco set up because Marco came on and he was only selling gems.

He didn't do market was only suddenly because he was a killer. And then we put him into cartel jail.

Yeah.

That's when we got cartel jail.

Yeah.

And another account who. We also have that stuff.

Yeah. And we had to convince Marco that he was capable of doing it.

Yeah.

Yeah.

Marco was. I knew Marco from The gyms. And I convinced him to come on board with us and sell some gyms and he quit the first day. So, yeah, I met Marco through the gyms. You'd never met him before at this stage.

I'd spoken to him. I heard of him, but I heard of him.

I'm like, we have to get this guy on board. Like, I'm going to convince him, I'm going to sell into our stuff. He's a killer because he loves me, right? I. Back in the gyms, I didn't. I didn't get paid commission. So every sale that I did, because he was one of the sales guys, I would just. I would lose. Like, I. They tried to fire me so many times because every sale that I made, I just attributed it to Marco because he was getting comps, right? And they're like, you've made no sales. Like, you're on. You're on probation until you do better next month. Smash the target. Can't find me next month. 0 sales all. But Marco has all these sales. Right?

And that is the only reason why I come to Workforce.

Because of that.

Yeah, right.

Because I'm such a generous, lovely guy.

Right. They also didn't pay him as comm. They steal our money. You steal our Marco money. We also tried to steal them. Office, don't be good.

Or not. They also have meal a lot.

Anyway you can.

Don't cut that. Yeah, like, they were about to. So he quit the first day and I had to sell him into giving it a chance. And.

Yeah, what do we have a calendar integration issue?

Yeah. Yeah. Back in the day, Marco was not equipped to be a human, let's put it that way. It's so funny. Like the progress. Marco, you probably. Watch it, mate.

We love you.

Just taking the piss. Don't take it to hug. But you know it's true. So, yeah, it's so funny because then he comes, he's like, oh, wow, this is great. You guys appreciate me here. They're like, hey, you want to sell something better? You ready to take the next step? He's like, no, I'm happy. No selling fitness. It's like, are you sure?

Yeah.

Marco, if you just kept selling fitness for the next three, six or even nine months, how's that going to impact you?

It's true.

And then, yeah, so he started. He did started doing that. I was myself with that first client that we put him on pa, right? I was like, this is going to suck. I don't know if we can do this. And then like, the Second day, the second call, he calls me. He's like, I made a sale. I was like, you what? He goes, but I accidentally charged them wrong. I didn't charge them enough. I was like, okay, we can fix this.

Yeah.

Then I called the owner, like, we made a sale. He's like, what already? I'm like, but we charged them wrong.

Aud instead of USD.

Yes.

Something like that. Right. And then from there, I'm like, holy. We actually did it. Like, this was the first client that, you know, wasn't you. It was the first time we had a staff member.

Yeah.

Do High ticket. There wasn't either of us.

Yeah.

Up until that point, I was kind of, like, footing. I was the revenue generator.

Yeah.

And then I would. And it was that way up Until December of 2020, I was the main revenue generator for the company. And then I stepped out, and then Marco stepped up. And now Marco's able to, you know.

Start to twice as much as what you.

Yeah. He's also able to start stepping out because everybody else is stepping up and stuff like that. It's been a really interesting transition. But.

Yeah.

So, like, you know, we got him, and then we got Will. Will came from Dan. Dan Lock. And he was one of the best Danlock guys. And then when he came to us, he was like, oh, no, you're not playing on the same wavelength as us. But now he's a killer.

Yeah.

But essentially what happened is I was in. I was kind of working with Eli a little bit.

Yeah.

Because we hired Eli.

Yeah, we hired Eli Train some of the team. He had noticed some of the close rates and stuff that I'd done in sales. Mentor. That really accelerated us in my name in the industry. Because, like, people are like, what the is going on?

Yeah. Yeah.

Like, is this real?

Yeah.

Because I would. I'd never done it before. It's my first High Ticket account. And I was doing. I was doing, like. What was I doing?

You're doing a month more than what people were making in six months. Yeah, basically.

Yeah.

And I was just saying, like, I sold, you know, this week, I sold 300,000 contract value. I sold this. I sold this. And people were like, what the happening? And so I was just like, oh, is this. Is this good?

Yeah.

Because we just didn't know. And it wasn't from a space of, like, arrogance. It was like, we just didn't know. But what I didn't realize back then, which isn't very long ago, is that the amount of fitness sales that I had done had put Me in very good stead to just not take note.

Yeah, yeah, yeah.

And compared to like, I was, I was competing, if you will, with people who had quit a nine to five, done a couple of courses and called themselves closers but had never.

Yeah.

Had never actually sold stuff.

Yeah, yeah.

And that's essentially why I think we've been able to take market share as fast as we have is because the people that we compete against have not sold anywhere near as much as what we have. And me and Marco are the head sales people of the company. And it's like between the two of us, we have 15 to 20 years of very high volume selling. And high volume selling is very hard to over to compete with in terms of the level of interaction you can have.

Yeah.

Then from there I took on more accounts. We're doing pretty good. We had a lot of problems with like shot rates because we're very, you know, beat them up style sales car. Don't smash us. Like to say, as you said in the last group.

Yeah. I saw Jeremy doing training on sales resistance. Now at the time I was doing well. Like if I was, if I was just me by myself, I was making 25k a month.

Right.

But I was working for it.

Yeah, yeah.

Like, working for it. Like, like I was following up like a demon, like doing everything I could do. But my style was so beat him up. I would sign 30 more than what I would get paid for because the amount of pull outs.

Yeah.

So like, and then I, I would have a lot of no shows on sales call because I was inducing that sales resistance within people. And so my diary was packed out, but I wasn't like, I wasn't utilizing that time very effectively.

Yeah.

So I saw Jeremy, he was talking about sales resistance, having headaches, feeling like you're beating people up and in boxing matches. And I was like, that's me. So saw the NEP training portal, which was I think 2,000 to 3,000 US bought that.

Yeah.

And then I went through and I was like, man, this stuff makes a lot of sense. I binged it like four times. And then I was talking to James and I was like, I need this dude to show me the way. Like, because we never really had formal sales coaching.

Never, Never.

And then from there, reached out to Jeremy, just said, hey, man, love your program. I'm in the portal at the moment. It's amazing. Is there any more that I can learn? And he goes, well, he's on DMs. And he's like, well, what are you looking to do. And I was like, I'm just looking to make more commissions and do this. And he goes, what are you doing for sales training now? Do you like the sales structure you have in place? And he just voice noted me the whole script. And when I look back on it, it was just like, oh, that's what he was doing. And he sold me over two days, booked me in, sold me into a program that was.

That we couldn't afford.

We could not afford and paid for it. And basically he didn't give me an option of a payment plan. He allowed me to do it over three payments. I think it was 40,000 over three payments. Had to use my money, had to scrape. Anyway, we scraped it together, we got it done. And yeah, from then it really like, it was a very quick trajectory from like this to this to this to this to this.

Meeting Jeremy is one of the key.

It's the key moment in my life.

I think there's like been three or four key points in this business. One was going, ah, we can sell high ticket. Two was learning from Jeremy. Three was recognizing that we need to build a culture of success. And then fourth was getting this office.

Yeah, yeah, yeah.

Like those are the, the key defining points of our business. So the key is invest. We have a sales training, so, you.

Know, yeah, we have sales training just so, you know, whispering, you know, we're not, we're in front of microphones are far away. But yeah, so like, that was a really, really key investment, I think. And I think I'm lucky in the fact that any PQ matched my style of conversation really, really well. And I remember I was six weeks in and I was on a session with Jeremy and I go, I get it.

Yeah.

And I like, I clicked and I started selling everyone, like, everyone. And I am nowhere near as good then as what I am now.

What did you sell directly after Game Changers? Because you left.

I sold the right at cover.

You left?

Yeah, right, right, yeah. As Covid started hitting, I left and then I went and sold for LinkedIn.

Oh, yeah, yeah, yeah.

I sold it pretty well. Despite what maybe said. My closure was very high.

Yeah.

And then I sold. I can't remember. I sold a few things.

Yeah, I generally can't remember. That's what I was asking. Not for you guys. I was curious.

Yeah.

You know, then I kind of went in, straight in. Didn't I go straight into Jeremy stuff then?

I was selling three different accounts in between.

I was full time selling a bunch of stuff.

I think you're jumping between accounts that we had feeling. I'll do this, I'll do this, I'll do this.

Yeah, I sold PA for a while. I sold Coach's Cartel for a while. Yeah, I sold. I don't think I ever sold. I sold for Sirhan. That's what I was doing for certain.

Yeah. Yeah.

The last sales that I did was before we got into High Ticket. It was literally that like a five thousand dollar fitness program. It's the last time I did a sale other than some like B2B stuff.

Yeah.

Signing clients up to us.

Yeah, yeah.

I was doing Sirhant and then Jeremy asked us to run the company. It was like, would you guys come in and. Because I think he saw how fast our agency was growing and he was like, he had some people on there that weren't serving him as well as what they could have been.

Yeah.

And so I was like, yeah, we'll come in. Like, we'll do for you. Because he was like, I want you to do my sales. Like, you're one of my best students. Yeah, I want you to do my sales for my coaching program. And I was like, okay, that sounds good. I came in and they didn't have a lot available, but I just went in and I did 38 sales in 21 days without being given any leads.

Yeah.

And then I was like, oh, this we should just farm Facebook groups.

Well, you started selling for us stuff directly for us. Signing up clients, which is most of your job. If you didn't have time, I'd do it. Sometimes Marco doesn't. Now it's either usually me or you. Then you're selling sales coaching for us and a bit of Sirhan, a bit of Jeremy, a bit of everything all at once.

Yeah.

And then I really went in and crushed it for Jeremy. And then we managed to pull out Marco from some of the stuff he was doing, insert him into Jeremy. It still feels like it was forever.

Ago, but it really wasn't the Jeremy stuff. Like when we hit that point, that's like five months.

Yeah.

Like October, I reckon we started selling.

Yeah.

Because I pulled out in December and it was because Marco was ready.

Yeah.

Marco was ready to. To go on. And now Marco's focusing predominantly on B2B.

Yeah. Yeah.

And I. I think it's happened to you.

It's happened so quick.

So between Game Changers, no wonder we.

Up our accounts a bit.

Yeah.

Between Game Changers and Jeremy, there was. We took on probably 15 accounts at that time and grew our team by 20 people. So there's like a whole bunch of stuff in that frame of time. And we've probably maybe taken on five or six more clients since acquiring Jeremy or since acquiring napq. But we haven't needed to grow more clients, but we've doubled our stuff.

We also don't take any more really small.

No, we do. I'd say. No, but we. I think we're probably got 45 staff at this stage in 32 sales staff.

Yeah.

And then we've got admin head office and. No, that doesn't include setters. And then we've got MBAs as well. I think we're at like 45 a lot.

Yeah, but about that, there's a lot of stuff for, I don't know, starting from two dudes on their phones before we knew auto dollars existed. Calling people.

Remember how that, that system built that. Terrible, terrible.

You got sold into this.

It's gotta have.

We click on it each phase we.

Put notes in that sound like a great idea. Don't sound like it didn't sound great. Because the sales guys that we had sucked.

They did okay. Granted, for shitty salespeople, that would have been really good.

Yeah.

For good salespeople, that's just a headache.

Yeah.

I think I had like this CRM. Create was a whole disaster and it didn't work. It just didn't work. Like. And then they tried to get me to pay for the rest of the contract out and I was like, good luck with that, champ. I was like, you can't even deliver the service. And then they, they tried to send me to court and I was like, yeah, good luck, buddy. So I just sent the ombudsman. They disappeared.

Yeah.

I was like, you can't charge if something doesn't work. It physically doesn't work.

Like you can't call people. Yeah, there is. It cannot connect to a phone.

Yeah.

Like I'm sure the CRM works. The whole point is to call people.

Yeah.

Close is so much better. And it's a tenth of the price.

Yeah, yeah.

I mean we pay a lot for it, but.

But yeah, yeah.

How do we imagine if that won't scale down?

Well, because it didn't work, we built our own one.

Yeah.

I mean, is it not. We took an existing one, we built a system around it. So the software there, we just adjusted it to our needs.

Like if I have a look at what we were doing 18 months ago, we're like shave monkeys.

I think shave monkeys would be a compliment if I'm honest.

Yeah.

It's funny like how like what do you think are, like, some of the biggest lessons that we've learned?

People are idiots.

Yeah, people. You too?

You too.

You.

Us as well.

Yeah. Yeah.

I think one of the biggest lessons is, like, don't let dollar signs distract you from.

You know.

I mean, like, I think we said yes to things. Not. Not from a moral point of view. That's what I'm talking about. We said yes to things because, like, on the surface, it seemed, like, incredibly good ideas, but with any level of cursory, like, looking into it, I think you would have discovered it wasn't.

And the lesson that. That I learned is, like, I need to tell you to shut the up sometimes because you have shiny syndrome. Like, let's get this. I'm like. And then you. You get so passionate about it. Like, this is going to work. You convinced me. In the back of my head, I'm like, that's dumb. But you're so excited about it. It sounds good. I'm like, okay, I'm in.

I'll back here.

Right? And that's funny, because you said something to me the other day. You're like, so negative. I'm like, you want to know why I'm so negative? You want to know why? To stop you making stupid decisions. Because someone needs to be like, hold on a second. What could go wrong if we did this? So let me find all the things that could go wrong, and I'm going to present that to you so that you don't get sucked into an idea. It's like, let's get this secret built for us.

I saw it a couple months ago. Anyway, yeah, I get sold easy.

You did?

What was that? The other thing. So this is. This is. This is how you can explain Jeremy, because, like, I'm this level of sales, and I'm this easy to sell. He's this level of sales, so he's.

That easy to sell.

That's why, like, you can tell them a banana cost $400. He's like, well, I guess they're expensive this week.

Banana shortage.

Yeah. Like, he's just. He's a savant, that dude. He's an absolute genius. I forget that sometimes until I hear his wizardry.

Yeah.

But, yeah, like, it's just been really interesting. That's one of the takeaways, I think another one as well, is, like, the growth of a team. Like, I feel like. I mean, you know, I feel like our level of sophistication in the business is obviously relatively good at the moment because we're having conversations with quite Sophisticated people. I think in a year's time, we'll look back at what we're doing now and be like, that was some big mistakes. Or whatever. Whatever.

It may be like cutting a $5,000 table that's too small for. So there you go. Right? Proven.

Yeah.

But I didn't know it was going to be.

To be fair, I didn't look at the dimensions.

Well, I mean, you. We ordered this before we found the office because we're like, let's get an office. We're going to need a table for it.

It's still a dope ass table.

It's cool.

I think everyone will agree.

Yeah.

Sammy. Sammy agrees. Black resin around the outside.

Yeah.

Well, okay, pause for a second. This is great. I don't pause for a second. What we need to do is get the same wood but smaller pieces and put them around the edge and do an edge of it with black resin in the middle.

Very difficult.

I don't care. Make it happen. Can't be that difficult.

You can just cut.

Yeah, yeah.

Anyway, that's just meant to make a point. But I think, like, there's so much there that, like, we talk about sales and stuff, but some of the biggest things is not us getting better at sales. It's the stuff that you don't see on the back end because it's mostly Madam Camera. I don't do that much other than be a second fiddle to you on a podcast so that you don't ramble.

Right.

That's basically my job. Here is one. The development of our staff and installing, like, getting them into the right headspace where they can crush it. And when they are, they get that click moment and they're able to learn all of the minute sales skills because they're in a better position to learn that. Like the level of leadership that we've learned over 12 months and being able to. To be proper leaders has impacted the growth of the team. And it's what makes people want to come to us because the standards that we have here is so high. Everyone sees that. They just see everyone that comes to us develops so quickly and they get so good so quick. So it really attracts people. And we were able to grow so well for that reason because now we set a standard of what we're looking for and people know what that is, and they only come to us because they want that. And it's the right people we're attracting because of that. So that's a great business lesson. Build culture. If you ever run a sales team, you need to set standards and culture and values and all that stuff. But that's been something. And it's just like, one of the biggest things was we got to step away from training our staff.

Right.

But we were able to train, like, our. Our head guys like, you know, Will, Tony, Road, Marco, like, all of our alphas, to the level where they were able to train the newer guys to a really good standard really quickly, which means that they didn't come to us for help, because that's where all of our time was going. Because now there's a chain of command. They speak to, speak to our alphas instead of us, which frees up our time to do this, to actually grow the company, bring on clients, brainstorm, figure out ideas, you know, invest in all the things that we need to invest in as a company to move forward. Then now, the guys that were learning off Marco, Bill Road, they're now.

Bill's a killer.

You know, they're now teaching the other guys. So there's a second layer of command. Like, everyone's just getting good quick because of that culture.

Yeah.

That is one of the big things is right now the velocity in which people are developing into what I would consider excellent salespeople, even, like, even serviceable. Right. So if we go super conservative and say a serviceable sales rep, that can provide a good ROI for the business.

For us, for themselves.

Yeah, Right.

Like, because there aren't many out there.

No.

Like, most people are absolutely terrible. No offense to you, if you're listening, but you're probably terrible. Like, it's. And it's. It's because, like, people haven't been showed good structures. They've also been given terrible advice. Like, advice, like, if someone doesn't have the money, reschedule the call. If someone doesn't have their partner, reschedule the call, it's like, either precious Jeremy. And it's like, these are things. These are. It's like, create a pipeline.

Yeah.

You know, like, these are. These are opportunities. Like, opportunities should not be overlooked, especially when you're in the sales game. And so many people come at this game from, like, an ego standpoint I've memorized, I reckon I say 10 times a week when I'm coaching people, they go like, oh, I was in the situation. I did this. And I was like, well, did you do that to get a good outcome or do that because it made you feel good about yourself? Because you, like, you pulled an offer on someone because they were being short to you or something? It's like, well, how about you just maybe take that on a chin champ.

Or maybe you should have done better and gave them a reason not to be short with you.

Yeah, exactly. Like if someone ghosts you of the best lessons I ever learned was, I was in the car with my dad and I got cut off. And I was like, this guy cut me off. My dad looks at me and goes, you think he cut you off? Did you? I was like, what? And he's like, you just happen to be the human being in the middle box in the spot where he wanted to be.

Yeah.

And I was like, nothing to do with you. I was like, ah, that's a really good point. And like, I take that point into sales, and it's like, somebody wants somebody. No shows, no showing. You raise your hand right now.

Ever.

No show in somebody. I have. Did I hate that salesperson. No, I didn't. Didn't even know who they were. Didn't even cross my mind. You know what? I was busy as. I just forgot. And it was. And then the guy called me, and I was busy, and I was like, oh, man, that's that sales guy. I really need to get back to him. I don't have time for this conversation now. I'll call him back. And then I forget. And then sometimes, and everyone's done this and don't pretend you haven't. It's gone so long that you feel.

Like a piece of.

And you ghost him because you're embarrassed.

Yeah. Yeah.

But that sales guy, his job is then to normalize that and say, like, hey, listen, I know you probably got caught up. It's totally fine. It happens all the time. Don't stress about it. If you want, I like, I'll take one minute of your time. We can just book an entire works for you. No stress. I know. This happens all the time. Instead of going like, you know, we have an appointment. It's disrespectful. Yada, yada, yada. It serves no one except for your ego.

And you burn that lead. They could have been a good buyer in a month.

You're basic.

Yeah, My missus, someone cut her off. Like this guy, she just goes, he must be busting. I was like, I've been busting before and cut people off.

Yeah.

To get home.

Yeah.

And now every time someone cuts me off, I just go, you're probably busted.

Yeah, exactly right?

Like, it's so true. It's like, you just lack so much context. And I think that it's such an important. On the inner circle call that I took Today, I reckon 10 minutes of it was taken up with like, you cannot make ego driven decisions as a sales rep. Yeah. It will be the thing that givings you undone. And like, for some reason there is guys who make between 150 and $300,000 a year in sales, which is not a lot.

It is a lot, but not by comparison.

No.

If you're in this commission on the sales game, I think you should be making more than that. But like. Or maybe I got kicked out of.

A group for saying that the other day.

Those guys are going to get me straight.

I messaged the dude. You should have seen the message I wrote. It was the most politest you ever.

Yeah.

Didn't even open it. I was like, outstanding. You want to play this game?

You know who you are.

If you're listening.

Yeah.

Yeah.

I have never said anything negatively public about you guys.

He's a caribou.

But believe me, I will.

Yeah.

Probably won't to be fair, but I don't have time.

You're safe for now.

But yeah, like there's a, there's a, there's a swath of salespeople who have inclusive incredibly high egos. And it's like.

Yeah.

What they don't realize is that they think they know everything. They think they're doing really well. And that causes them to treat prospects in a certain way and more importantly, not educate themselves to become really where they probably could be.

Yeah.

Which is in the hundreds and hundreds and hundreds of thousands of dollars. Like, because like I can tell you right now, like without any formalized training whatsoever, I made like 250 grand a year as a commission. Only sales rep in my. I was on that run rate in the first month.

Yeah, yeah, yeah.

And then I think I produced, man. I produced a lot. Like I had to look back. I did for my first client. I did 88 sales in four months.

A big thing that really fixed us is we had a bad client. You could say they're in the jail. No, not really specific jail for those people. And we learned that we have to sell good stuff because sales price is so.

Good stuff.

Sales price is a superpower.

Shall be done.

It is a superpower. And you can use that for good or you can use that for bad. Right? You can use that for bad. You can do it. Jordan Belfort didn't sell everyone out of penny stocks. And he can do that because he's good at sales or he could sell good to good people that need it and use it in a positive way. I really think It's a superpower. People sell people into pyramid schemes all the time. They sell people into cults. They sell people into everything that's bad for negative reasons other than them making money.

I review one of Marco sales calls.

Yeah.

Today and yesterday, actually. And it's like he never once even found out what the guy did.

Yes.

Nor did he really accurately tell him what he was, what the outcome was going to be.

Yeah.

And I paid.

But the guy was so excited to. And at the end of the call, and this is how you know. And it's a great program he's selling. The guy will do really well. Like, I have no doubt about it. But at the end of the call, he was like. The guy asked him, after 40 minutes of ever knowing this guy making a $31,000 decision when the guy was already in significant debt and didn't make much money, he goes, do you think this is the best thing for me? And it was like asking a person that you've known for 40 minutes that question. That is a superpower. That is the ability to persuade someone. Like, he could get him to drink the Kool Aid if he wanted to.

Yeah.

It might take him, you know, a couple more weeks, but he could for sure can drink the Kool Aid. But he said, you have to. If you're actually really good, you have to take it with a grain of responsibility that you can't just go around because the scammiest stuff pays the best. You can go out and sell these crazy Forex, you know, things, and you get 50% comms on a 10k offer. And it's like, yeah, the comms are great. One of our guys was selling something with, like, a 35% commission. He was like, isn't that great? And I go, bro, it's because it's a scam.

Yeah.

And he was like, what do you mean?

I go.

I go, well, let's break down what 35% commissions is. And I was like, just think of it. I was like, what is not being done to be able to afford that? Because, like, paying someone a third of the gross revenue of a coaching program is crazy. Because, like, good coaching programs only run it, like a 30% profit.

Exactly.

Because they have delivery costs.

So a lot of delivery costs.

Like, what's happening on that? Like, what is not happening? And so, like, that was one thing. We. We had one month where we had really high net profit margins. And then, I mean, we kind of went the other way on that one for a little bit.

Yeah.

It's like, spend it.

Yeah. So we just spent a bunch of money and here we are.

Not really high end people.

2200, 2500 square foot office with 50 G's worth of camera equipment and microphones and four TVs. And yeah, we got pool table. Did it for you guys. Thanks, guys. And we. We did all this so that we can assert our dominance.

Yeah.

Well, speaking of asserting dominance, I think that's a really good place to finish up. So thank you, guys.

We're out.

Yeah.

Don't forget to.

Don't forget to, like, subscribe. Hit notification bell wherever it is you're watching this. Share this with your friends if you want to go to our Facebook group. It's called the closing code. We go go live. I went live for an hour today, but we go live every single day. And if you want to participate and ask first questions in Those lives, it's 50 bucks a week. Otherwise, the content is totally free.

Yep.

Thank you so much.

See you later.

Bye. Bye.

Put that coffee down.

Coffee's for closers only.