Wes Schaeffer: Making Every Sale

Have you ever worried about not having enough cash on hand? Well, a line of credit from Financing Solutions is the ultimate cash backup plan because it costs nothing when you're not using it, and it's easy. Get in place as a loyal listener to Entrepreneurship Elevated. If you visit fscreditline.com FS AS in Financing Solutions fscreditline.com today and put Mike in the referral section, Financing Solutions will give you a $400 credit on file, instant cash. 400 bucks from me. And listen, I wouldn't complain if you send me a gift worth $399. You never know when you might have an emergency, so don't wait. Get that line set up today. All right, my friends, strap on that 70 point seatbelt system that you got sitting right next to you, because today we're talking about the five proven steps to make every sale work. Welcome to entrepreneurship elevated. I like this music, especially with our hair looking the way it's looking today. If you're watching our YouTube, you get it. Today's Halloween here as we record this. And Kelsey had this great idea with this nickname we've given to AmyCartelli. Kelsey deemed her Billy Ray Cyrus because of her hair issue. And she said, why don't we all dress like Billy Ray Cyrus? So the three of us in the studio today are wearing our Billy Ray Cyrus gear. My name is Mike Picows. I'm on a mission to eradicate entrepreneurial poverty. You know that gap, that perceived success you're having with the struggle, that is your reality? Well, we fix that on today's episode and every episode. So welcome. And also I'm joined in the studio by or with Kelsey Ayres.

Hello, friend. Please don't forget to subscribe wherever you're listening to us.

All right? Hey, do you mind taking your phone and put it on the windowsill? Because mine goes. We pick that up on the microphone. And also in the studio is Jay Kablone.

Hey, what's up?

How you doing, man?

Good. Yeah.

And you're. You're dressing up for Halloween, right? It's a salv Salvatory White trash.

It's after. It's a mystery dinner, but the theme is a trailer park. Trailer park, trailer park murder.

Trailer park, trailer park. And the. The Halloween costume you worn today, you're basically wearing the same thing, but you're also getting your face tattooed.

I'm getting temporary tattoos on my face.

Oh, it's so cool.

Yeah. And then the rest of the outfit is gonna be cut off. Flannel With a Dale Earnhardt jacket.

Classy.

Cut off jean shorts, super high. White socks and boots.

Dude.

Nice.

Yeah, dude.

And then I got some fake dip.

Didn't you dip for a while though? For real?

Yeah.

Have you stopped?

Oh, yeah, yeah. My brother still does. I stopped.

Super dangerous. I mean.

Yeah, I. I used it when I worked in restaurants. I used to smoke because it was only get a break and then I wanted to quit smoking so I kind of used it to wean off.

Oh. And I used. Don't tip it off. Good for you, man.

Yeah.

What are you doing for Halloween? Anything special?

No, nothing. Actually I have dinner tonight with my friends, but it's not really Halloween related.

So is it like. So you're not dressing up or anything?

No, I'm taking this off.

It does look actually like your real hair.

It looks like, doesn't.

It kind of does. And it kind of looks like you just were sitting in front of the mirror for two hours today. Just curling.

Doing my hair.

Yeah, doing your hair.

It does have quite the like quality off on top. And every time I look at it, it's doing something different.

Your hair.

Right.

That's the problem with the 80s. You know what women had to go through back then.

I know. Could you imagine with hairspray and teasing.

Oh my gosh. Men was easy. The mullet, it was, you know, it's, it's. It's business in the front, party in the back. You don't have to do anything, you just walk out. But your hair, that's a lot of quaffing.

Yeah.

Seriously, to achieve. It's funny, a woman's mullet.

It has a lot of body though. I mean, that's not nice.

Yeah, it is. It is pretty subtle.

I enjoy the color and it's very shiny. It looks like you've been using Herbal Essence or something. Yeah.

It doesn't smell that nice.

Right. It has a nice sheen to it. I noticed that too.

Thank you. Thank you very much, guys.

I want to thank our corporate partner makes the show a reality. So a big thanks to Nextiva VoiceOver IP phone system. We'll tell you about. Their new features are coming out within the, the, the space because there's a lot of customers that have mullets. You got to design a phone that works the mullet. So we'll be talking about that and I think is that. Do we have any listener shout outs?

We do.

Did you just itch?

Your head is so itchy.

Your entire forehead, you're up and down raking along your face with Your wig.

Okay, so this comes from Amanda. She writes, we've already identified 33% in expenses to reduce over the next quarter and started winding down some of those expenses already. And just love what you're doing in the world. Inspiring, motivating. And I want you to know we emailed our entire list last week about 3,000 coaches prescribing them to read your books just because they are that good. Stay amazing.

Wow, Amanda, you rock. Can't touch this. Wow, Amanda, thank you so much for spreading the word. You rock. And. Well, just. Thank you. You know, we got a brand new game is going to be happening later.

Oh, I'm excited.

Brand spanking new.

Really?

Yeah, Yeah. I thought of it a few days ago. I didn't really have times to. To really build this out, but if we enjoy playing these games over the next few weeks, then this may become a mainstay.

Awesome.

So just tease.

You gotta at least give us a hand.

I don't. I don't want. Okay, I'll tell you what it is. The whole idea, though, is I want to keep our listeners engaged. And I thought. I'm not saying. But I'll tell you what it is. Entrepreneurs have come up with job requests. So I'll give you an example. So there's an entrepreneur that is seeking a train pusher. And so that's a real job. Or maybe not. I have three listed. You know the routine. Three listed. Two are real jobs and one's a fake job. So these are real job offers that are out there or have recently been out there or not. And you think.

Yes.

How'd you find it? Did you.

I typed in real crazy job.

Okay.

But don't. Don't Google that because I don't want you researching in advance. There was a guy once on Price is Right. There's a documentary on this guy on Netflix.

You told the story already.

This is like the third time. Yeah.

You guys are the. Even in costume your asses. I never like either of you.

You know what? That reminds me.

Even Bob Barker was like, I've heard this one before.

Yeah.

You know Mike Rowe. We did Dirty Jobs.

Yeah.

And you watch it and you're like, that can't be a real job. And I mean jobs that you never.

Even insane in some filthy, gross things. I wonder if some of that stuff.

That was a good show.

That was a good show.

That was a great show. All right, let's get to our guest here, because we're going to talk about the five proven steps to make every sale. His name is Wet. A hair just went into my mouth from my mullet. Wes Schaefer is the sales whisperer, a pig headed entrepreneur who rehabilitates salespeople and trains their managers. He's a reassuringly expensive copywriter. That's a great way of positioning that sought after speaker and marketing automation aficionado. He is the author of two and a half books. He's got one actively writing on sales, marketing, entrepreneurship and is the host of the sales podcast and the CRM Sushi podcast With no further ado, Wes. Welcome to our show.

Welcome, Wes.

I like the way you say that.

There's a. Thank you. The CRM Sushi podcast. So let's get right into it. When it comes to proven steps of sales, I wonder if people already challenge that because I know so many salespeople that say sales is an art. It's not science. It can't be proven. There can't be a sequence, there can't be five steps. How is this proven?

People that say that are either rookies or they're just full of crap.

That's a nice selling jujitsu move.

Selling is as prescriptive as manufacturing paperclips. People are so predictable. It's, it's unbelievable that people don't know this. You know the, the classic example, I mean, if we had video on, you know, you could just. I'm imagining your mullet, right? I grew up in the South. You know, my dad may or may not still have a mullet. I may or may not still have a mullet. So look there. But you know, the classic example, if I just said, you know, an extreme example would be like, dude, what is up with your hair? That's so 80s, it's, it's ridiculous. You know, do you think you look good in that? I mean, it's an extreme example, right? You're going to get, you're going to get irritated, right?

It's confrontational.

Yeah. You're going to get pissed off. I mean, boom, I just pushed your button. Okay? I know with 99 certainty how you're going to react. Now, conversely, I walk in, I'm like, dude, I love your hair. You know, dude, great office. Hey, I love your bib overalls. You are a great dresser, right? You're going to think, man, I like this guy, he's got a good taste. So now those are extreme examples. But the more now there's an art to knowing when and where and how thick to put it on, when to play hard to get, when to press, you know, a little more to get the true answer. But people are very predictable, man. And if you don't have a process, it's like, give me a break. You know, years ago, I got to see the band Chicago. Their lead singer bought my. One of my books at a conference, and. And we. We hit it off. He says, dude, when we come to town, I'll give you some tickets. I'm like, okay, cool. And he did. And I went and heard the band Chicago. Right now, some of the original founders are literally older than my dad. They're in their 70s. They've been singing these songs since 1967. I guarantee you now, they sounded exactly like their album. All right, they were perfect. But they, you know, they've been doing it for, like, 50 years. They have art, Obviously, they're creative, but they followed an exact process for every show for 50 years. Okay. And they have. That's the difference between a professional and a rookie, right? A rookie will practice it until they get it right. A professional will practice it until they can't get it wrong.

Oh, I like that.

Okay. And so there is absolutely a process, and. And people, they can say what they. What they want, but everything's aligned. Life is a stage. Life is a game. Okay? You know, classic example. You know, hi, Mike. How are you? Mike says, I am well, and if you're really nice, you'll say, I'm well, thank you. How are you? And I'll say, hey, I'm good too. Thanks for asking. Hey, what are you doing? Any big plans for Halloween? Hey, did you watch the World Series last night? You're gonna go, oh, no, I didn't get to catch the game. But, you know, it's a script, right?

Yeah, it's true. And it's authentic. It's authentic. Like when I asked Kelsey, how you doing? I mean, between you and me, Wes, I really didn't care. But when I asked Kelsey, how you doing? I kind of. I'm trying to come across authentic. And I care.

You just proved that you weren't authentic.

Oh, that's a good point. Dice mess up my sales. Is that one of the five unproven sales steps?

Yeah, exactly.

So, okay, so I get it. So scripts work when they're rooted in authenticity or prepared so effectively that you can't get it wrong. How do I start going by this process in establishing a routinized sales approach?

So is routinized the word Lindsey? Can you look that up while we're. While we're talking?

Yeah, I think it is a word, right? Kelsey would make fun of Me, if it's not, look it up.

I'm originally from Louisiana. English was an elective. So look.

Good one classic, classic sales line.

The. So the, the five steps. I mean, we've heard you, you've heard of funnels, you've heard of pipelines, and those are valid to a degree. The problem is they are one direction, okay? Pack enough stuff in the top, something's going to come out the bottom. Most salespeople think, what do I have to do to make the sale? Very few think about what do I have to do to get the fifth sale from this person, okay? And so that's why in mine, it's in again. I'm from the South. Keep it simple, abcde. But if you were to draw this, draw it as a circle, okay, with your little arrows and it's cyclical. It's never ending. Y' all remember the, the water cycle in school? You know, it snows on the mountains, right?

Yes.

You know, it evaporates, it melts, it makes the rivers, runs into the ocean, evaporates, makes the clouds and makes snow again, right? It's it. We're not making any more water. It just moves around, okay? It transforms itself. So the same thing as this cycle. So first you're attracting, okay, you're attracting people to your website, to your. To your storefront, to your trade show booth, whatever. What are you doing to get them there? And what attractive offer are you giving them to identify themselves? Okay, if you have a bakery, you don't make any money by people, you know, sticking their greasy noses on your window and just salivating. You need them to identify themselves. Maybe you give them a free sample, maybe you have. You let them join the, you know, donut of the month club. So now you have their contact information and multimedia is preferred. So ideally, you get their email, their cell phone number, their address, all right? Mail them a postcard, mail them a, you know, a pamphlet, mail them a catalog. They can't opt out of physical mail, all right? So you attract them and now you can bond with them. And again, multimedia, multi step I on my website, when people opt in, I get notified. And I've got this little free tool some guys in Australia made called Bonjoro. And I just send a quick personal video, you know, hey, Mike, thanks for downloading the Seven Deadly Sins of Selling. You know, let me know how it works for you. Have a great day. Seven seconds. Done. Oh, that doesn't scale. You're right, it doesn't scale. But, you know, do you want a thousand prospects that are 10% sold, or do you want a hundred prospects or even 10 prospects that are 100% sold?

Yeah.

Okay, that makes an impact. So you're bonding with them. Multimedia, multi step. So you want me to go through CD&E, or do you have questions?

I do. I. I just. I was thinking with that donut, you said, like, the donor of the month club is a good way to identify themselves. Well, I can tell you if someone signs up for the donut of the month club, it's a police officer, so you know immediately who they are. You don't like that.

Where's your rim shot?

Both you guys are. Yeah, let me hit my rim shot. Where's my rim shot? Both you guys are just jerks. All right, but. But in seriousness, how do I get people to identify themselves online? Maybe it's capturing email.

But.

But if I have a retail store, maybe it is a bakery, and I get someone a sample of our donuts. Is. Am I trying to do an exchange here to collect their information in some way, or is that. Is that too aggressive of an approach?

Well, you need to be creative, right? I remember this. There's a meme, you know, it's like, I remember when I could just go to the grocery store and just buy something with cash and leave, you know, now you got to enter your phone number and that's right, you know, all these different things. Like, dude, I just want these snickers. And I got, you know, I'm. I'm hangry. You know, I'm not myself. So you need to be creative about it. And every. Every store is going to be a little bit different. But, you know, what's your personality? What's your style? Are you doing a giveaway? Are you doing a raffle? I mean, make it. Make it enticing. And so. And it's got to be relevant, right? I mean, vegans don't buy bacon even if it's on sale, okay? They're not going to enter your drawing for, you know, free side of beef. You know, they're just not. So you got to use your brain. And the good and bad with this is that, you know, we. We suffer from ad fatigue. We see something over and over again. We just stop noticing and paying attention. So the. The bad news is you got to keep working on things. The good news is your competitors won't. They're lazy. All right? But why does McDonald's bring the McRib back every now and then? Why does Disney, you know, release, you know, Snow White from the vault? It's A digital thing, they can sell it at any time.

Right.

But they, they, they give it to you, then they pull it back. So you got to cycle through different campaigns, different promotions, different offers to pique their interest. And the other thing is, when someone opts in multiple times, you know, that's a great prospect.

Oh, that's interesting. Yeah.

Okay. The more they engage, the more they sign up for the better, you know, so have a system to somehow spend a little more time and attention on them. They're going to spend more money. See, old 8020 rule, 80% of the people are going to probably say no. But from those 20%, it's literally, it's exponential. It never ends. You can add a zero to your offer and 20%, roughly are going to buy. So if you have a $100 gizmo that you're selling, 20% of those people will pay $1,000 for the next gizmo for an enhanced VIP, you know, limited edition gizmo. And 20% of them will spend $10,000.

Oh, that's interesting.

For the next.

What I'm hearing is super elite. You could. Yeah, right. There's a super elite. So if you keep on applying that 20% rule, if I have a 100 base customers, 20% of my elite ones will buy something higher. 20% of that would be four people willing to buy something higher. And 20%, that's one person willing to buy something that's extraordinarily high. Is that. Okay, I get it.

Look at what Apple came out with their watch, right? It was like a fifteen thousand dollar Hermes gold edition. Whatever. Like who the hell is going to buy that?

And someone did.

Someone, right?

Yeah, someone did. So, okay, so you talked about attract. I get it. It's attracting and offering a way for them to identify them. An offer so they identify themselves, bonding with them. You talked about using a personal video. What, what was the cde? The other three steps.

So C is the cash, right? The cash, the client, the close, the conversion, the customer. This is the actual transaction. But if you notice, we're only the halfway point.

Yeah. It's not the end.

It's not the end. Rookies, take the money and run. But how many times have people filed a charge back, ask for a refund, give you a one star review on Yelp? You wish you'd never met this person. Hey, it's just like getting married. I just had my 24th wedding anniversary 24 years ago. We weren't done. We were just beginning. Right. The relationship simply changed. It deepened. Right. But in A lot of ways. Most ways, the real work began, all right, so the customer gives you the money. So now you have to deliver, you have to delight, okay? You have to deliver that wow experience. And that's where most people fail. They're like, well, they, you know, got a hundred dollar thing and they gave me $100 and I gave them the $100 service. But they should just be shut up and just be happy. It's like you don't want just satisfied customers, you want thrilled customers. You want people that can't shut up. That's how you endear yourself to them. Now they're taking pictures in there and they're posting it on Instagram. They're going live saying, look at my new gizmo. I just got. Oh look, we're at our favorite restaurant. Oh look, there's Joe. He's our favorite waiter. We love this restaurant. We, any special occasion, we come here and we ask for Joe. People are like, damn, I need, I need some Joe in my life. You know, they endeared themselves now, okay, my daughter, she just had her 15th birthday. We went to Vince's Spaghetti and we know the family, it's, it's a family tradition and we post a picture and people are like, oh, I love Vinces. Now we're attracting more people to Vince's Spaghetti and the cycle continues.

It almost sounds like it's to your benefit. Us love that restaurant. You promote it, your friends start going there. Now you're running into your friends there, so it further endears you with it. It sounds like you actually get a reward by actually promoting that business. It's also serving you.

Yeah, I guess certainly I can see like who else enjoys this restaurant like me. So I mean there's, there's some bonding maybe that can go on with other like minded people, you know, but we, we want to help our friends and, and you know, share with those that may not know. We want to help the owners, right? Help them get more business. So it's, yeah, it's a mutually rewarding exercise, but you have to delight to the upside. You have to over deliver. Okay? And they, they do. And so, you know, great food, great value, you know, easy to get in and get out. And so now we, they've endeared themselves to us. We share it. It helps attract more business to them. And, and the cycle continues. But now the people that come to eat after they see that post, they came for free, right? Vince's didn't pay money, right? These new customers, right? You know, so maybe they Spent a little money, you know, maybe we got a huge part, right? We, I mean, we show up. I got seven kids. So when we show up, we show up big, right? We got in laws, we got grandparents, man, we got 20 people that show up.

Hot diggity.

So, okay, so they give us a couple little free scoops of ice cream. All right? So, so they paid like a whopping like 87 cents, okay? To endear themselves to us even further. So that, that's their cost, 87 cents to bring in. Who knows how many more people to come eat there? Because we shared our experience with them.

Wes, as the sales whisperer, you've probably worked with. You have worked with countless salespeople, people that want to improve their sales process. Where are most people stuck? What do most people need to fix first of these five steps?

Most people, they, most salespeople misunderstand what their number one job is. They think it's to sell. And the reality is I can't force someone to give me their money. I can force myself to do the right activity, okay? Just like I can't force my body to lose weight. But I can choose. At 7am Do I eat a donut or do I eat an apple at noon? Do I get the full size Happy Meal, you know, super size, or do I bring my own lunch? And it's, you know, it's a protein shake. And you know, and I can control. If I go to bed at a decent hour, so I can wake up at a decent. Which means I don't pound, you know, a six pack of beer just before I go to bed. So all those things add up. So I can control the input. So the same thing in sales. Our number one job is to prospect. But we hate prospecting. Because we think it's an art, not a science. And because we think it's an art, not a science, we wait until we feel right, till we're in the moment, till everything is ready. But it's like. It's like television, right? Or movie, like lights, camera, action. The show must go on. How does the show go on? Because they've prepared it in advance. I've got the script. How much money did the Rock make last year? I'll give you an. I'll give you the quick answer. Over $60 million for the last several years. What does the Rock do for a living? Regurgitates lines prepared in advance. Any.

Oh, yes, that's right. That's true.

Makes it his own, right, George Clooney. I don't care. Pick any of them. What do they do? Even, even, you know, Oprah, Letterman, Kimmel, what do they do? They ask interesting questions prepared in advance if you know what you're going to do. If I know, I've got a system in place. I'm calling Joe and it's my first call, I'm calling Lindsey, it's the second call to her, I'm calling Mike, it's the third call to him, I'm calling Mark, it's the fifth call call to him. And I've got different scripts for each of those steps and I've got emails that have backed it up and reinforced it. I don't have to be in a good mood, I just have to do the work. Okay. And so if you can get systematic about it, it's like, just like exercise. And we've had days like you, you don't feel like working out, but you do. And you're always feel better that you went than, than if you didn't. Right. And if you have your routine prepared in advance, hey, Monday, you know, back in the legs, you know, Tuesday, 30 minutes run, you know, Wednesday, chest and arms. I mean, so you got it mapped out, you're more likely to stick with it.

Over my 12 years of being an author devoted to the small business entrepreneur, I've discovered the biggest challenge. And you know what it is? It's profitability. That's why I wrote Profit first and that's why I'm now hosting a two day workshop here at my offices in Boonton, New Jersey where I will teach you and my team will teach you how to become permanently profitable. Go to profitfirstlive.com right now to get details again, profitfirstlive.com find the dates that work for you and I'll see you here at my office. What about the, the deliver phase? So you said we had to delight our customers. Is that the company's responsibility or is that the salesperson responsibility or is there some kind of amalgamation of the two?

Depends on the company, right? If you, if you work for a big company, there could be some things that are out of, of your control to a degree. You know, obviously like if you're a salesperson working for Dell, you're not, you're not packaging that computer and shipping it to them.

Right.

But there's nothing that prevents you from writing them a handwritten note. Okay. You know, you, you got some multi million dollar client, you know, you're making a good six figures a year, you can't spend $5 of your own money over the company. Should pay for that. Yeah, they should. But if they don't, you do it. And, and, and it's. It. Maybe it's a over time, you know, so you got a great. You got a great client, and, you know, you're making bank off of them. The company won't do jack Daly squat, but, you know, the guy likes a bourbon. All right, spend 50 bucks once a year, send the guy a nice bottle of bourbon.

Hopefully it's Eagle rare. My favorite bourbon, by the way, is pretty good.

You know, there's angels, envy. There's all kinds.

I have not had that. I'm into Knob Creek, Eagle rare and Bullet.

Yeah, not a Bullet fan.

Yeah, they can make me a little tough.

Okay, so, hey, if you're buying, I'll drink it.

Oh, that's my man.

My favorite is free.

Oh, I have not tried that yet.

Free bourbon.

Write that down stat. I want to get that. So the endearing phase. All these things attract bond, convert, deliver. Sounds like a deliberate activity. I'm doing the endearing phase. At least how I heard you talk about that restaurant, so forth. It sounds like it's a natural response from the customer. Or is there something I can do to facilitate that?

You can do a little bit. I mean, you could just. You could ask, right? You could have a sign up, hey, could you please check in on Facebook? Please share your experience, right? And if you do know people over time, if they're a regular, you could just straight up ask them, hey, would you mind sharing this? Help us, you know, build a little word of mouth. But in general, if you take care of people, they're going to talk about their service, okay? They're going to share with others. And again, depending on your business, get the tough stuff done up front. Very few people ask for enough testimonials and referrals, so ask up front and put yourself on notice. You know, it's like, hey, Mike, you know, before we get started, as crazy as it sounds, even though I've been sales my whole life, I'm terrible about asking for testimonials and referrals. You know, if at the end of this, if you are overwhelmed, overjoyed, thrilled, ecstatic with the service that I deliver, would it be okay if I ask for an occasional referral and maybe get a testimonial from you when. When all said and done, it's fully deployed, operational, and. And it's as good as we said, would that be okay?

What's smart, right?

I mean, yeah, of course. Yeah, no problem. All right, so now you've put yourself on notice. Maybe. This is a one hour sales call. May, a one year sales cycle. A very complex sale. Okay. A year goes by, it's deployed. Big Fancy computer system, $100,000, you know, and I call back, Mike, how's it going, dude? The system's great. Fantastic. Remember when we got started I asked would it be okay, like if you were totally thrilled if I really came through and over delivered, you know, would it be okay if I got, you know, a referral and testimonial? Well, yeah, absolutely. Hey, how'd I do? Dude, you were great. Okay. Get that testimonial. Right. So, so you can, you can plan this. You can, you can make it happen, you know, but you see online all the time, people taking pictures, you know, of their new shoes or their new car or their new house, whatever. I mean, they're, they're talking up the things that they do. Working out at the gym, the, the meal prep that they're doing. They share it. When you, you do a good job of, of over delivering.

Yeah, I think that's a great point in particularly now with social media. People love to express their activities, the things they're enjoying and appreciating. And what I'm hearing, Wes, is we, as the provider of those services or products, can channel our customer to just to don't just say you're at the gym, say you're at the, you know, Mike's muscle gym or whatever.

Yeah, people do usually check in with the exact location. But yeah, make sure they do. Make it easy. Right? Make it, make it worthwhile. Make it obvious that, you know, they, they're having a great experience and they want to check in.

Yeah, we had an author come on here. His name is Roger Dooley, author of Friction, a book that I just have fallen in love with. And his point is exactly consistent with yours, Wes. He said, just make the process of what you want your clients to experience and do on your behalf as friction free as possible, as easy as possible. And they will do it. It's like, you know, a river follows the easiest path. That's kind of the, the plight of humanity. Hey, Wes. Where can our listeners get more about the Sales Whisperer? The work you're doing? What are the links and places that people can go to?

The simplest. Just go to the homepage, the sales whisperer.com. everything's there. My social media, you can connect with me, my phone number. I actually answer my own phone. I do my own social media.

Oh, nice.

And so if you're a pushy Cheesy jerk. You just won't hear from me.

Right.

But it's not that somebody filtered you, it's that you filtered yourself. So I'm active online. LinkedIn, Twitter, Instagram, Facebook, and then I've got several free reports there, things they can opt in on. It's big blue buttons. They're easy and obvious, and you take a CRM quiz to see which one's right for you. There's seven daily sins of selling. It's a free series, so all types of things on there.

Great. So we'll have those resources shared in the show Notes. Also, my friends, make sure you subscribe to the CRM Sushi podcast. Wes, thank you for joining us today.

Thanks. My pleasure. Thank you, Kel.

In a second, we're gonna recap what we learned. Jay Colone's got some insights he wants to share. I suspect we're gonna play a game that's just gonna blow your mind and. And then we'll call it a day. But first, you ever have a mullet and it's difficult to do a phone call. I don't know. If you look at this phone, I have a smartphone here so many times, you can see how the hair is sticking. It's my eye. It just got in my eye. The hair on my head's got my eye. Trying to answer the phone. That's almost deadly. People die.

I'm waiting for the name of this so bad.

I'm still thinking about it. I can't recall. They told me. I can't recall.

Too much pressure.

But they have built this device, it's called a handset, that when you pick up the phone, it pushes against your ear, and then it loops out around your mullet, and the other side connects near your mouth. So this technology is called a handset. Only nextiva has it.

So mullet loop.

That's even better. Yeah, the ML. The mullet loop. Yeah. So if you want a handset or mullet loop, Nextiva is the provider. Go to nextiva.com and these happen to be an extraordinary phone company.

So innovative.

Yeah. That attract people. That's. That's step one of Wes's system. Now I have to bond with people. You have a massive mullet. It looks beautiful on you. You need the mullet loop. All right, Kels, what'd you learn today?

What did I learn?

Oh.

I really like when he talked about ad fatigue, that people see the same thing over and over. They just tune it out. So you need to constantly switch up your offers and your ways of getting folks Attention. And then those who do engage every single time, you know that those are your ideal prospects.

That is such a good observation. Do you never notice on Facebook you kind of scroll through and the same ad pops up over and over the first time. Maybe it catches your attention by the third or fourth time. You see, it's like you, you know.

They'Re getting very tricky.

What do you mean?

Facebook is.

Yeah. You think it's somebody's post.

I think it's our sponsor, our posts being sponsored. But it's not. It just says sponsored. And then you scroll down, it says, well, you could have.

Oh, you could have. Yeah.

Oh, yeah, yeah.

Oh, like to boost a post.

Well, no, they're trying. Yeah, they're trying to hook you in.

It looks.

Yeah, yeah, yeah, yeah, yeah, yeah.

It's crazy.

What'd you learn today, Jake?

So I can relate to sales. It's funny, when I worked in retail, I did sales without even knowing it. People would ask me questions about food, and without me knowing, I would just sell them products. Or if they didn't have something, I'd be like, well, what are you making? I can maybe steer you in my direction. But then, like, when I started doing the insurance, it was completely nerve wracking. So I like how he breaks it down. It's just a process. Just get your process in place and then, you know, follow that.

Yeah. I liked what do you need to do to get the fifth sale? Question. So when you're talking to a customer, instead of saying, what do I need to get the sale? In your mind, what do I need to get the fifth sale? And now you're looking at a relational kind of sale as opposed to getting the deal done. I also liked that people get paid to regurgitate lines. You know, the rock made 60 mil. I know he doesn't.

But I do feel like that's still a skill set. I don't feel like it is a skill set necessarily has that.

But it's fed to him and he. And he's. Well, to. To Wes's point, the professional. Yeah. Will practice until they can't get it wrong, where the amateur practices until they get it right.

Right.

Rock is professional.

Yeah. And even for you, it's the same thing. I feel like when you do a speech, it looks so seamless and it comes off so easy.

Yeah.

You spend so much time practicing and rehearsing that and doing it so many times like that. That isn't off the cuff.

Yeah, that's a good point. What were you gonna say?

J kbl The Rock, to his credit, he the markets himself very well, but he is one of the hardest working people in Hollywood. I mean, just if you watch the amount of exercise that this guy does on a daily basis, it's just maniac. It's. It's crazy.

Yeah, it's almost. He's starting to show on his body now. You can see that he's actually works out a little bit.

A little bit.

Just starting to see it a little bit. You know who I heard a great, great things about? It's actually Tom Cruise, actually two people. Tom Cruise and Michael J.

Fox.

Tom Cruise, who may have a not the best reputation in some spaces, purportedly is one of the nicest people in the set. He memorizes every person's name. And you know, that crew could be 50 or 100 people. Lights, camera. And whenever he completes a segment, he will go and thank every single person by name. I appreciate you. Done. Because he goes, this is not. I'm the guy in front of the camera. The. The entire setup is what makes this come reality. So that's impressive. Michael J. Fox. So I recorded one of my audio books. It was. I think it was Clockwork I went to. Did I tell you the story already?

Yes.

Jesus. Have a total air. I didn't have a total on air.

I don't think so.

Okay. So I went to the recording studio and I'm recording Clockwork and the producer's there, and I'm reading and I'm making some errors. And she's like, let's do it again. And it just comes up. I said, who was here prior to me? She goes, oh, Michael J. Fox. Now, Michael J. Fox has Parkinson's. Right. And so he's ill. And so I said, wow, how was the experience for him? She goes, he's phenomenal. He's a workhorse. She goes, he's actually a thoroughbred. He wants to be whipped to run faster. He nailed every single line. That's the definition of a true professional. And here as an amateur reader, it was just a debacle. It was a debacle.

You should had him read lines from your book.

I should have. I should have had my ot. All right, do we have anything else before you go to our amazing game?

No.

The energy is a little low today, isn't it? Is it just me? It's a little low. It's the weather. It's. You guys.

It's cold in here. Yeah, it's cold.

It's definitely cold. It's definitely gold outside. All Right.

It's like 70 degree outside.

Right. It's awkwardly warm.

Oh, really?

I went for a run today in the rain. I was actually just in a T shirt. It was. I was sweating in the rain. It was bizarre. Jeremy, you're gonna pick the cat. The section we. Do you want to do section one, two or three?

I don't know what they are.

Yeah, no, just pick three. Three. Okay. So, Kelsey and Jeremy, here's the contest. I'm gonna give you three job positions. One is fake, one's real. You gotta figure out which one the fake one is. Okay, first position is a scuba diving pizza delivery man. Yes. The job exists. Today. You can deliver pizza underwater to guest dining. Down under. As in down and under the water. Pay equals soggy pizza.

Now, one of those like pods that are under the water.

You can't ask details. All I can do is. Yeah, is this like. Why don't you say, is this a real job or not? That's how lame you are. You are so freaking lame. So I can only read the description that I provide. Now these may or may be not real ads. All of my use my own language. And the pay part I just added because the pay would sounds. Yeah. So pay is free soggy pizza. Okay, that's a joke.

It's clever.

Is this one of those pods?

Glad you added that.

Snake milker. This is not for the light hearted squeeze.

That's real.

Are you the biggest ass ever, Kelsey? Can I finish anything?

Keep going.

This is not for light hearted Squeeze out the milk from those tiny snake teats. Pay is not enough. And the last one is a snoo. A schnew. A shoe sniffer. A shoe sniffer or a schnew sniffer. A shoe sniffer. Test out our shoe line to find out which shoes smell better and which ones smell worse after weeks of wear. Pay is keep the sticky shoes you want. Okay, one of those. So one of those jobs is a fake. The other two are actively hiring Jacob Loan because you haven't blurted out any answers and ruined the game. What's your choice? These are all entrepreneurs, by the way, offering these positions.

That's the tie back to entrepreneurship between the. The snake milker.

Well, Kelsey yelled out. That's right.

And the shoe sniffer. I. I do think snake milking is the venom.

Where are their teeth?

They milk it for their venom.

Yeah. Yeah.

Oh, I thought it was like a cow. Like snakes have little teats and you got to go under the scale, pull their little teeth down.

That's exactly.

Supposedly when you pull on snake teeth, it makes that Sound.

Hold on. Only mammals have teats.

What are you talking about? Are you. You saying you can milk mammals? Yeah, you can milk mammals.

I swear I saw him on the frog the other day.

Are you saying you can milk mammals?

Yes, I've got teeth.

Can you milk me?

Yes.

What movie is that from?

I don't know.

It's Meet the Fockers.

Meet the Fockers. All right, so which one is it, Jerry?

Yeah, the snake milker.

Stameller is a fake. The real. I'm saying two are real.

That's real, right?

Wait.

Yeah.

So what is the fake one?

Oh, two are real.

Oh, here, you gotta reponder.

All right, all right, if two are real.

Yeah.

Then I'm gonna say the shoe sniffer and the snake are the real.

Are the real ones or two fakes? They're the two real ones.

I say the same thing. The scuba diving pizza delivery is the fake.

Okay, so both of you are wrong. This is a miracle. The shoe sniffer, shockingly, is not a position.

That was my. Like, I definitely feel like that one's.

Can you someone wear shoes for a week and you sniff it?

Well, I feel like that would be something a shoe company would do.

Maybe an odor eater company.

Yeah, yeah, yeah.

I can see, like, if they have antibacterial, like, lining or something.

So the scuba diving pizza delivery man. In fact, there is an underwater hotel to your point in Florida and they have a pizza guy get in a scuba suit. I guess he's a scuba guy who delivers pizza, not pizza guy. And he has an underwater watertight case for pizza and does deliver pizza. And then the snake milkers, to your point, because you guys are so knowledgeable about this, it is for venom. You can extract venom from snakes by squeezing their teeth. And go.

Okay, the venom definitely comes in their teeth.

The shoe sniffer. It sounds like it could be a real job. I could not find it. Yeah, I don't know if this game's going to make it. I got two more of these types of games. I don't know if we should try again next week. What do you think?

Why not?

Okay. All right, Kels, what else you got for us? What are we doing with the Ask Mike's now?

So we're asking folks to email ask mikemcalowitz.com and then we're going to record Mike answering that on a video and putting it on YouTube.

Oh, great. So send your questions to us. Do anything else to discuss, Kels?

No, that's it. But don't forget to subscribe.

Yeah. Make sure you do that. Like, listen, you're listening to this podcast. And why aren't you a subscriber? Why aren't you a subscriber? Plus, I think we have T shirts coming out soon, right?

Yeah, I'm working on next week.

It's big news. Jake Kablone's coming on here full time, I hear. We're excited. His first job. Get his T shirts to milk some snakes. All right. And, hey, one more thing. Go to mikemotorbike.com that's mikemotorbike.com Click on Get the tools, and I'll hook you up with content from all my books, plus other juicy stuff. All right, See you later. Go milk some snakes first.