New Year’s Special: Live Q&A with Sales Snipers James and Marco

All right, wicked. So we're live, guys, just for context, we wanted to do a live Q and A episode of Coffee is for Clothes. So welcome, Marco. I know you were just on our recent episode that got released today. You'll be seeing it firsthand here, but shall be released, I believe, next week or the week after. So with that being said, guys, welcome to another episode of Coffee is for Closers. Excited to have you here today. And what we'll do right now is 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 now.

I don't have any major question, I guess like how. Let's ask you the first one. How's things?

Things are good. It's back in Sydney, you know, mostly people where we just got back from Arizona, starting to set up the office. Unfortunately it seemed like a bit of a waste of time because everything is on back order. You know, we'll keep that under wraps for the time being, but there'll be some exciting stuff happening in January, although none of our furniture is going to be there as we have the whole team in the office, so that's disappointing. It'll be there February, which will be cool. We've got a new podcast desk which I'm ordering today, fully customized for the podcast with Jeremy. Maybe we'll get over there, we'll hijack it, run a few episodes from there as well, which would be exciting. It's a cool looking desk. All of the furniture looks first class. I can't wait to have it all in there and actually do some live videos from the area. But it's also good to be back. I'm in my home office today as I got a couple of things going on. But being in the actual office with all the toys and pool table has, has been fun. I wish there was more people around to, to actually play with Marco. Hint, hint.

The good one as well, that we all come into Arizona. We can't tell why just yet, but we're gonna come to Arizona in January. So if you are by Arizona, you're by the office. Come and say hi.

Come out to Scottsdale.

Come out Scottsdale. And how are you? Yeah, not bad. Busy, busy, period. Which is good. Matt is in holiday, so for Me and you is busy. Tough time busy.

Unfortunately, you're gonna have to see our head a bit more as we put up all the content for the time being. So unfortunately you guys are gonna have to deal with that.

Okay, we got some questions as well. First one is from Christian. How's your marketing? So good. Oh, thanks for that. I really appreciate it.

You're the person that thinks that, I.

Don'T know, you got to be more, more specific. Which part of the marketing is. We're doing a lot of marketing men and believe it or not, we're not spending a ton of marketing either. Right. We do like terms of Facebook groups. That's pretty much all the things we pump into. And the podcast, that's all the other one is all organic. I think he's like, we go lucky that number one, Matt is a content machine. Play content machine. So is definitely not struggling in front of a camera. The second thing is we've been giving value away since day one. If you watch from day one of the YouTube channels or day one in the group, you pretty much should be good at selling by now. Just watching free stuff now, it's never going to be enough. You're going to get to 50, 60k a month. But giving value away and caring a lot about the sell scene overall, that is one help us a lot.

Yeah, I think, I think marketing has like a really strong correlation in terms of finance. Right. Running paid ads and, and running stuff is like it is equivalent of being rich. You get an immediate money, you spend it, you waste it, you bring things in. But you know, wealth is created when you don't have to work. And what we've done is like our whole concept of, you know, being able to market long term is by giving away stuff. And I see content as a way to generate wealth, meaning that it's, it's relatable in the way that the more you put in, you give away heaps of free stuff, you do heaps of content, deliver immense value to people, then long term that pays more dividends and keeps you going. Right. So we always come from the idea with our marketing is like, yeah sure, we'll run paid ads and stuff. And the way that we can stop them from being used as a non asset compared to an asset is, is by backing that up with significant amounts of actual infrastructure value and deliver just on that, by producing content and doing a lot of free stuff, giving away to charities, all the things that we would want to be doing anyway because it just, it builds the foundation for our marketing to Work, which therefore makes it cheaper, meaning that we can get out there and be more places all at once. And hopefully that resonates well enough with people that they want to opt in and potentially buy things from us in the future.

And the other one, the question we got is, what's the most satisfying feeling you get when you're running your teams? You start first. James.

Yeah. Okay. And then that's from Luke, I guess, you know, and I'll speak directly to you. Not me, Marco. Luke, the guy that asked it. It's like a couple of conversations that we had when we were away is like, the most satisfying things about developing a team is we come into mind with having the team that we want to be around. You know, I don't want to walk into an office with people I don't like. We're not interested in the corporate way things are. And we've built a team around genuine people that we want to be around that we enjoy being around. And it becomes like that. People that you want to support. I want to give my time to people on my team because I enjoy it. And seeing the outcome of when people develop, they start getting things what they want, seeing the progress in those, it's just satisfying in the same way that you see your brother succeed or a best friend succeed, and everyone can relate to that feeling. And, you know, that's the most. I guess the satisfying thing is just seeing the success of other people and knowing that the time that I spend helping, enabling someone else's success is selfishly helps me as well, because it grows our company, which means that, you know, we can get paid more and then we can give more opportunities to do that for more and more people. So it works both. Both ways, where we get the opportunity to make someone else's life better. And in return, us doing that enables it for us. Because I always look at, like, businesses, you set up people first. And rather than. We don't go out there to aim to make money, we go out there to aim to have a fun time. And I hope it's clear that we're there to have a fun time and do things. And we got really good at our job, lucky. We attracted really good people to our company. And as a reward, we get to be paid for it. We get a lot of accolades. We get to meet interesting people. We get to. You know, I had dinner with Brad Lee. I think Matt's speaking to him today as well. And I've been fortunate enough to have dinner with many people that are more successful than what Brad Is that. That's awesome. So they're all the rewards of putting people first and as a result, you know, enabling them to get what they want. So I think that's satisfying in many ways.

Yeah. For me, it's like, I've seen people making 30 to 40 to 50amonth after, like, six, seven months, which they've been through a lot. That's. That's the best for me because, like, I can relate to that. So.

Yeah. You went through the same process right when you started, you're making what, like, two, three grand a month? No, no.

With the. With the gym. I used to. After tax was 6.

There you go. Okay.

For a consent. True. On salary.

But that's. That's just gone up and up and up in the same way. And, like, we figured out that process on, you know, our guys that were initially on the team, there was you, Will Adams, Tony Road, and now they're the guys teaching the younger kids how to follow that same process, repeat what they did, ideally quicker, because we know what mistakes are there. We know what to cut out. Yeah, that's satisfying. Seeing just the progress.

Yeah, because that's. That's the. That's. The whole point is, like, once you. Once you get good, is that you got to give it back. Right. That's why Jeremy does what he does or some other he does. And that's why we do what we do. So that's. That's the main part of it. We don't have many questions, but I want to ask you a question. What's the top moment that you had and what's the lowest moment that you had in the whole process?

Yeah. Okay. Well, both really recently, and these might not be the. But it's. It's a very forefront of mind was one is starting out in rooms like this. Now we've got multiple offices. We never really met anyone that we worked with, and it was a very, very long time, particularly with COVID limiting things and not being able to travel the best. And an incredibly humbling experience to fly out to Arizona and surprise the team in the mansion that we run in for the sales retreat. Just going out, 40 of our team members there. And it was really surreal in the way that is meeting people for the first time and as opposed to just over meetings like this where we're not physically in the same room and just having, like, chats with people. And it became like, more or less like a real moment and humbling understanding, like, the level of respect that our staff and people outside of our organizations actually have for it. I know a lot of people, you know, say certain things about how they. They love, you know, working for us and stuff like that. But seeing that happen in person and reading body language, it was super clear that, you know, we were fortunate enough to build something where people genuinely love working for us and have a huge amount of respect for us. And to me, that was incredibly humbling. And I've never felt anything like that. And it just all of a sudden became real, you know, and that was probably the best point.

That's good for me. Top moment. I think we had that moment when we bought the watch, the watch on Matt, that we kind of seen each other a little bit and I was like, we can buy those things, right? Yeah, that was like. Yeah, that was a little bit exciting. Just like. It's good.

Yeah. So for reference, the guys listening, for Christmas, me, Marco and Jeremy bought Matt a brand new Rolex. It was extremely expensive. And being in a position that's no longer a problem. I could barely buy an Apple watch three years ago. So being able to buy a gift, you know, which is the price of some people's houses was. Was some. Most people's cars was exciting. And seeing the excitement on his face.

Was, you know, I remember the phone call that we had, which is like. Actually, to be honest, the struggle to actually buy an expensive watch is to find the watch.

It was so hard, wasn't it?

But it's like, I remember we had a call which is like, we can buy things like, oh, masks.

Yeah, yeah, it was good. There was a. It was definitely. Something was in my eye. Definitely wasn't tears. Yeah, it was something else. Right. I think I was leaking, so.

But yeah.

Any other, like, major experiences?

No, I gotta be honest, the. The good one as well is like ego. You come in live, there is 10 people, 12, 30, 20. Well, I was many, but it's like annoying. There's people that come in and see what we do is like, man, I love it. There's just a good feeling because people are here because they know that we're like, with the real. With the real guys. In terms of down sales, down settings, we've done what we say we've done, so they come and follow it. That's a good feeling.

Okay. Yeah, it's really weird, right? I don't develop in the traditional way of, like, here's a course I very much develop by problem solving and becoming aware that there's a problem that needs to be solved and then figuring it out. And I think seeing that has like opened up. It's like ah, okay well that was a potential problem. What are other potential problems? And then have really, really analyzed a lot of things in our business but not just sales sniper like across the other assets that we, that we hold is like okay well what are some potential things that could go wrong? And I've recently been really switching to like more of a macroeconomic role and looking at okay well if this equated to this potential problem happening, what if say this happens, what could be the potential problem? What are the flow on effects? And looking at that from more of a protection mechanism for the company, we've got just over 100 people that we found that they're in a bit of strife and making sure that we can retain that for them by putting processes and procedures and things in place to make sure that that standard stays across. But also looking at how we can expand and grow rapidly whilst maintaining the same level of culture is a, is a difficult one through a scale. So I've been looking at, you know, where the future is headed and really, really briefing out and looking at you know, current world things. So like as an example and has probably gone into more detail than we typically could go on on a podcast is there's many things happening in the world right now that may have very, very strong correlations to how business is done. Such as, you know, the metaverse that's happen we in three years are we going to be interacting in the same way that we do now through Facebook? Chances are maybe, maybe not. Like I've been looking at over the next six months speaking to many people like I've just organized a guy where we're looking at NFTs and going into how we can use utilize that in our business. And maybe instead of paying for the closing code in the future, you buy an NFT that gives you access to that. Maybe that's where business is going, maybe it's not. We don't know. It's too early in that to tell what's going to happen. But if we can predict what's going to happen in one, three, six years, I believe that you know, in the future will our offices will be redundant and going live in the Facebook group is not going to happen. But maybe there's an avatar of us sitting in a sandbox office where speaking together and Jeremy or Matt, they're presenting to a crowd where you can physically or not physically, but metaphorically physically pull up a chair in that metaverse and watch him live ask questions. Maybe we can have an office where if you guys have avatars or whatever, can walk into that office, play a game of pool with us, ask questions as we're hanging around in there instead of like our physical office. Like there's some of the things that are happening in the world in that side of things are really cool and it's cool to think about and potentially predict where in the future things might going and then ideally get ahead of the game and you know, get some first movers advantage and maybe over the next 12 months we look at doing something like that, you know, it could be exciting and in worst case, it could just be fun to do for, you know, something and it might not equate to anything. But having some of those things happen is really like expanded the macroeconomic views of. Of where business is at and where it could potentially go. So that's exciting.

Absolutely. I don't have anything else on my site.

Okay. And you guys got questions that are watching, like, feel free to pop them in. We can talk about whatever you want to talk about. I'm where we pride ourselves on the level of transparency that we have, you know, to it to a degree. Feel free to ask any questions that whether they were sales that Marco can answer, whether they're with other things that, you know, I'm. I think I make it pretty clear that I'm not the expert in sales here. I like to think I'm pretty good at it, but compared to these guys, I'm definitely not. So anytime I get a good question, I direct it to them. But there's other things that I can, can speak on.

Okay.

In the future we should announce that we're going live Q A, Right?

Yeah. Probably not 10 minutes before we go live, but yeah, that's. That's definitely, definitely changed the equation. Yeah.

If anyone's listening, if you want to jump on and I can send you the zoom link and ask questions, that'd be cool.

Yeah. If you want to jump on, man, just message me. So how do you learn to allow that you are without getting all warm and burnt out? That's good question.

You tend to be immune to burnout. So maybe you can speak on it and then I'll speak on it in general terms to people that aren't machines. Okay.

I'm gonna dissect in two parts. Right. Because first things I gotta. I gotta understand what everyone. I used to live with Dan. He's one of my best friend. I lived with him for two months. He was burnt out every week. It was just tired, man. People think like I get tired as well. But I've got responsibility, right? That's, that's, that's what, that, what keeps me going is like I got responsibilities. So the responsibility that I've got is to provide my team with the best leads, the best things and the best accounts I can ever get. So that is contracted to be burning out. So what I do is like if I feel burnt out, I go to sleep. Yesterday I went to sleep at 6pm and I woke up this morning at 4:30am, right. You want to call that burnt out? I don't. I was tired, I went to sleep, came back. I'm fresh like a rose, right. So I know my limits at this point. Getting overwhelmed. Learning doesn't get me overwhelmed. It's actually the country that gets me overwhelmed. It's like sometimes I get to the stage, it's like, oh man, what, what I should, what should I learn next? Right. I'm a bigger going through courses that when I get into that I don't have a point of what I should learn. That's what I get lost. So you gotta wide that around, which is like learning shouldn't get you overwhelmed. And I know Kyle, that you got a kid as well. Right. Because we've been on a sales call a while ago, so. But is understanding, you gotta understand your limits.

Yeah. I think burnout happens when you're not incredibly passionate about what it is that you're, you're doing and or you don't have the processes in place to support that. From a lifestyle perspective when you're, you're not super clear and don't have the clarity on what you're doing that compounds on how quickly it burns you out. So what like we, we harp on like the congruency, you know, it's something that we say all the time and for good reason is because that's setting up like getting a congruent lifestyle feeds that and it slows down the rate of burnout or overwhelm. So when you can combine that with something you're super passionate about, you need to put things in your lifestyle that allow you to stem or slow down the rate of burnout. Or if that does start to happen, you need to take things away, take things off your plate or find something that doesn't trigger that. And what I mean by that is like you're always going to be at a point where sometimes you just got to suck it up. You are going to burn out. But when you typically break through that barrier, you get to a new income level, you get to a new Knowledge level where everything's easier and that's when you can start, you know, pulling things back. Right. Right now I am, I feel amazing after I'm in cold water and I go for a swim in the beach most mornings of the week, not every day. And as I come out of that like I, it's, I get up at 5:30, I go for a walk at 6, usually in the water at 6:30 on a couple of days. And I feel like absolute shit doing that because it's been, you know, maybe I was up late last the night before doing work because there's international things and everything. And immediately when I do that I've identified something that makes me feel amazing. So I put that into my routine so that I turn up to work and I'm incredibly refreshed right now. That can't happen when you have too much on your plate or you're not passionate about what you're doing. So it accelerates the rate of burnout. So one is like one figure out exactly what you're doing, identify what you're wasting your time on in terms of that learning and focus solely on getting one thing right. And then make sure that your lifestyle is allowing that to be productive so it comes through easier and quicker and doesn't take as much time to persist on. That's like usually the key that we go through is making sure that you're spending your time doing the right thing and that it's something that you love learning about and then set the rest of your life up to push that until you get to a point where you're able to pull it back because it becomes easier. That knowledge is, is known. You can recite it like, like that. That's probably my suggestion. Bj, Are you gonna do live face to face events? Absolutely, man. Like we've got a couple of plans of things. Once the world starts going back to normal, we enjoy interacting with people. I love going out doing events and then you know, going for dinner, going to the pub, having a drink and really building more relationships with, you know, whether the clients stuff. I think that's just so exciting. And it's. When we started the business, it was something that we enjoyed and we wanted to have in mind. And therefore you just create the business around what you want and how your life you want it to be. And because of that if we are doing live events, that means we get to write off tax on, on holidays. You know, we could put a rev at event in Hawaii and it means we're able to now take our family to Hawaii because it's for business. And then we could do an event for a week and stay there for a week and you know, setting up things like. And then that just touches on the point that I said to Kyle is you set your lifestyle around what you're doing and then it's easier.

What's the next one? What do you think about sales? People complain about marketing.

How G rated do you want the answer? Right. I'll let you handle this one, Marco.

Number one is like if you don't know how to sell, you're not going to get a better job. That's one. Number two is if you don't know how to sell, you don't even know if he's good about marketing. So yeah, absolutely.

Best point is it's always bad marketing because you don't know the difference between good and bad.

What were the biggest mindset shift? It took you from 10k a month to 20k a month? I don't think the biggest one was between 10 to 20k a month. I think the big one was from 10 to 50, man.

Personally, I didn't think there was any mindset shift that needed to happen. I mean, like, I think when we started we probably floated around that for a period of time. And I don't think there was a mindset shift because we come in overly ambitious, wanting to crush it. And we were like that from from day one. What the shifts that happened were was knowledge. And the key from getting to there to that was a really the plan and execution on how to do it right. So there wasn't like a mindset that needed to be overcome. There wasn't anything holding us back outside of knowing what to do to get from there to that. And once we figured out how we could do that, it's really just like a matter of time and the changing of strategy and executing on that strategy. I don't think personally there's been any real major mindset shifts in the way we thought about things. Going from 10k a month to well over a million dollars a month. And that's just in one single business, I think. And there hasn't really been many mindset shifts outside of like understanding where gaps of knowledge were and learning new knowledge of how to solve set problems that come at each phase. Like typically from. From 10 to 20k. The issue is having people to speak to. Right. To get enough business. So once you solve that problem of like lead generation, marketing, networking, depending on whatever area you're in, as long as you have people to pitch to your income goes up without needing to make a mindset shift from there, then the next typical like stranglehold is usually going to be like okay, how do I deliver? How do I onboard, how do I structure so that I can continue to bring in revenue but have other people deliver? Then from there there's another whole set of different business problems that need to be solved to move into those stages. And it's not necessarily like a mindset that prevents that from happening, but a lack of knowledge and strategy on how to move through those faces and navigate them in the easiest way to break through those barriers. Not of mindset, but of understanding. Or maybe there is a mindset like what I say for us is not the same for everyone else.

You know, I think I understand what she's trying to say because like I'm a big believer in to this. Right. So you got to stop believing it a little bit in terms of like if you want to make 20amonth, you got to walk to 20amonth, huh?

Yeah.

Okay, right. So like for me personally I always walk the 100k month walk. So I knew it might sound coggy if you're watching this, but I'm, I want to be confident but I always know what I got to work on. I always work the under K walk. Right. That's, that's, that's the way how I want to jam. So I knew that I was going to get that. So that's why I've done everything that it took. Forget that. So my one wasn't really a mindset things because I already kind of knew as a came and I've been all my life struggling like he can't be always dark. So I just going to do it for some people, just forgive an answer on that. You got to stop believing into it because if you don't believe into you lose before to run.

Yeah, I actually kind of take back a little what I said because there is mindset that plays into it. And it could probably be argued that it's not mindset, it's more of an understanding and more of like an accepting reality. Right. So one of the biggest things where we immediately exploded and we got to a certain level was and I, I can't remember what revenue we were doing there for a, you know, almost a 10 10x where we were at in a period of a couple of months was I think there was like a inherent belief system that what we were doing was. It's like ah, you know, like where we want to be is like a fairy Tale. It's kind of like a dream. And then all of a sudden we had certain levels of success which made that more of a reality. And all of a sudden where we were aiming to go to was no longer a dream of is that even possible? But it became as like, oh, that's absolutely possible. We've already done X, Y, Z. There's no reason we can't be there. The only preventative factor is time. And once you realize that, yes, okay, my goal, to take this to $100 million a year company. Once you understand that that's possible and it can be done and what needs to happen, then all of a sudden it's not like a dream in fairyland. It's reality. And when you have that full understanding, the execution is easy because all you need now is the strategy and the time because time takes time. And I think like that mindset of realizing, is this possible? To this is absolutely possible is rings true. And I think one of the major points that made that happen is we had a conversation with myself and Matt. We were doing a little bit of mentoring with Sirhan and we came to him foreseeing a set of problems that we might have. It's like, hey, I feel like this could be a problem in the future. We run a very similar business to him in terms of the done for you. It's essentially we run a real estate brokerage. We just don't sell real estate. We sell other people's products for them. And we came to him with this, okay, I foresee this problem happen because he had this major problem and he's a couple years ahead of where we're at. And we thought of the solution to this problem. And instead of him giving advice, he just reiterated the exact thought that we have by confirming that what we're going to do is the right thing. And we both, me and Matt came out of that meeting going, ah, you know what? He's not the exception to the rule. He's not a God. He doesn't have these super business powers. He's just a regular guy. And he's been doing it for longer than us. He's no, not better than us. He's just had more time in the game and therefore has a higher level of success. And it's like we have every skill that that man has. It just time takes time. We haven't explored it. You know, it'll take us time to figure out the problems that he's figured out. We have to face the problems to figure them out. So there's really like this long spate of realization that ah, you know, in five, six years there'll be people having that same conversation with us and going, ah, we're just like him. We can do exactly what he did. It's just a matter of time. So, you know, you can put that down to mindset, you can put that down to understanding or knowledge or whatever it is. But there, you know, there is definite shifts that need to happen in order to unlock barriers of business. Okay, that was a bit of a tangent, sorry. Yeah, yeah. It doesn't look like there's many major other questions that are coming through, so appreciate you guys listening. I might do a short intro video pointing to where all the subscribe buttons are and to check out all of that stuff. But if you're in the closing code you, you probably know them already. So there's not, not much point in it. But thanks guys. I appreciate you actually take time out of your day to listen to us talk again. That's pretty humbling and it's getting to a space where people actually want to listen to you is a, is a surreal moment.

So thank you guys. Bye.

See ya. Bye. Me, Marco and Jeremy bought matter a brand new Rolex. It was extremely expensive.

To be honest, the struggle to actually buy an expensive watch is to find the watch.

It was so hard. Wasn't was good. There was definitely something was in my eye. Definitely wasn't tears. There was something else.