Tim Frey breaks down ABC: Always Be Closing, the daily habit of replacing lost customers through sales, outreach, content, or ads. He shares concrete targets like 50 minutes of content daily, $50 on ads, or 50 outreach attempts, and uses follower math to show why most people won't convert without consistent effort.
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Foreign. Welcome to the Successful podcast. I'm your host, Tim Ferray, and today I'm talking about a concept called abc Always Be closing. So this is about sales. This is actually the number one thing you need to do to build your business. And I'm going to explain why. You need to do this every day and you will be successful. And if you can't do it every day, someone in your company needs to do this every day. Because sales equals revenue, which equals profit, which equals success. Without sales, that's where everything falls away. Depends what kind of business you're in. But there will be a natural amount of churn in any business. So what I mean by churn is customers leaving. It's natural. It's inevitable. One day all your customers will leave and you need to replace some of them. Let's talk about a coaching program as an example here. Just so you guys really understand this, let's say I have 100 people in a coaching program. Hypothetically, let's say it's successful, my coaching program, and we had 10% or our churn rate was 10%. So we'd lose 10 per month. In 10 months time, we would have zero clients if we weren't adding them back in. That is why sales needs to be the lifeblood of what you do. So before we get into that, I'd like to kick this off with a story. So I was telling a friend of mine, Brennan, how a Lamborghini was my dream car. And honestly, ever since I was a kid, it was a dream of mine. I never thought I would or could or would ever own a Lamborghini. And no, I don't have one and I haven't bought one yet. Maybe I will one day. But it's okay to actually love and like luxury stuff. I know it's frowned upon in some circles, especially some circles I'm in where it's kind of cool just to live basically homeless and live minimalist and not have the things you want. I even saw an influencer say, when you share things like this, it's ego posting and you shouldn't do it at all because it doesn't provide value to anyone. Which, you know, I agree to an extent. It doesn't provide value to anyone, but it's valuable to you and, and you as an entrepreneur listening to this show, you can and should have whatever the fuck you want because it's your life. Shouldn't give a fuck what anyone thinks. And honestly, for me, Lamborghinis, fast cars, cool shit, it's inspiring for me Personally, it inspires me to be better. Inspires me to be, you know, a more well rounded entrepreneur. Because I guess that's the point in being successful, is you can just enjoy whatever you want if you are successful. And for me, that is the whole purpose of it. I know some people that are even worth eight figures and honestly, they look homeless. And there's no point in that for me because I feel like if you are successful and you are wealthy and you are well off, you may as well enjoy the luxury or the finer things in life. So I want a Lambo. And I was at my friend Brennan's birthday the other week and he brought me out a box and then he said, I bought you a Lambo. And I was kind of thinking to myself, how the fuck's a Lambo going to fit in a box? But inside was a toy Lamborghini. And I kind of laughed and I was like, it's pretty sweet and such a nice gesture. But finally, I own a Lamborghini. And I can't remember the last time a full grown man bought me a gift. But hey, I appreciate the shit out of it. Now I have it on my desk upstairs. I'm in my podcast studio at the moment, or our studio, and I stare at it all day. And it makes me want to hustle more. And hustling more is an incredible thing because that drives revenue, profit, and more success. There has to be a degree of hustle in what you do. So what does having a Lamborghini have to do with this podcast? Well, today I'm talking about sales. And not like the ick used car sales, but the principles that you need to follow. If you want a Lambo or you want anything in life, you're going to need to make sales. The better you sell, the better your life will be. Let that sit with you. The better you sell, the better your life will be. And it doesn't have to be gross. Okay? We've done a ton of sales. Like, I've literally done over a thousand sales consultations. Face to face. That is like hand to hand combat. That is war. That is going to war in a sales realm, making tons of sales. But it made me a better person. It made me sell a lot. It gave me the life that you guys see right now. And sales is the lifeblood of that. So I'm gonna talk about the concept of abc, and it means always be closing. And I originally heard it from a guy called Grant Cardone, who was like a legend. If you look up Grant Cardone, he looks like 40 and he's 65 and one of the most inspiring guys I've ever probably seen. He's a really good entrepreneur. He's on a show called, I think he's on season two, Undercover Billionaire. Basically what happens on Undercover Billionaire is they give them $100 and they drop them in a random town in America and they have to make tons of money with a hundred dollars. They can't use their brand or their rep. They have to literally go incognito. So this guy is, he gets dropped in. I don't even know where it is. It was, I watched it probably 12 months ago. But he gets dropped in a small town and he starts just selling for people. Okay, so he's selling like, I think he's selling r rugs and TVs and gym memberships and stuff like that. Eventually he makes it pretty big and I think he gets like partner in a business and this is all within like a 45 day period. I actually can't remember the specifics of this, but Undercover Billionaire Grant Cardone, season two, really good, really good show. But every time I watch him and I think about it, I always think of always be closing. And why I'm telling you this is because literally every minute, every day when you're working and you're doing your palace and you're focusing, you're. You should be thinking about how you can make more sales and help more people. Because that's what this is about, is helping more people. You need to show people your service or product to make sales. Clients are the lifeblood of your business. They are generated by marketing generally. Okay, then marketing. You make sales, you have a really nice, non icky sales conversation with them and then you help them with your service or product. They get a result, you get a result, everyone wins. Okay, what you guys really need to understand here is literally every minute of the day, first thing you do, you need to list out ways that you can make sales. This is a really easy exercise or concept. You don't have to do this every single day. But it needs to be at the forefront of your mind that we need to get new clients. How am I going to do this? So the exercise I've got for you to start Here is list 10 actions you can take to get new clients into your business. And there's three ways generally to get more leads, AKA clients which turn into sales. The three ways are outreach, content and paid ads generally. So outreach. We've got warm and cold. So warm is people, you know, cold is people who have no idea who you are. Content is social media. That can be TikTok, Instagram, literally, YouTube, whatever social media platform you want. You need to make content to get in front of people. And the last way is paid ads. Okay? This is expensive, takes a long time to learn, and you'll probably waste a lot of money if you don't know what you're doing. So you've got Google, Facebook, Instagram, TikTok, Twitter, like literally whatever. You've got paid advertising there, okay? There's many ways to do it, but three main ways to grow, get more leads and make sales, Outreach content and paid ads. Okay, so if you've got no time and you've got tons of money, I would recommend doing paid ads. If you've got no money, I would recommend doing outreach and content. So I'm just gonna do a little bit of follower math for you, okay? So everyone's kind of like, yeah, I've got all these social media followers, why can't I build a seven figure business on it? I'm gonna do this really simple math for you. I did this in our program success school and people were blown away with the simplicity of this follower math. So let's hypothetically say you've got a thousand followers, and of those thousand followers, you have a hundred potential clients or people that fit your perfect avatar or perfect client. Then of those a hundred people, you've got 10 that may be interested in the thing you're trying to sell. So from a thousand, we're down to 10. Then let's say your sell rate is 50%. So you've got five clients. Okay? Then you've exhausted your entire audience and you've got five clients from it. So if you sell something that's really cheap, you've got five clients and they probably haven't paid you much. Okay, so two things here. You need a new offer that's higher ticket or you need a bigger audience. This is where paid ads can come in because you can buy an audience pretty quickly and get in front of a lot of people. And this is where outreach goes really well because you can reach out to people that potentially are not your followers or just people you know or don't know. Because you can outreach a bunch of people who have no idea about you and get in front of them. These are just some things you need to consider when it comes to growing a business. Because everyone wants to start a business. Everyone wants seven figures, everyone wants to make it, everyone wants to make money. But then you realize how hard it actually is. And what goes into it. And this abc always be selling concept or this always be marketing or whatever you want to call it is the key to making and building a seven figure business. You gain a bigger audience by doing outreach, by doing ads and by doing content. So where I would start if I were you, I would pick one. Are you going to cold outreach people warm or cold? Sometimes that can feel a little bit gross. I've done both many times. I've done all this stuff. Then you could do content. Are you going to do enough content? The key here is volume. And I say this on all my coaching calls in success school. If you're doing one post a week, it is not going to be enough to cut through the nose. And if you're just starting out and you're doing it yourself, you're probably going to be pretty bad at content anyway. So it's not going to cut through the noise. Volume is key for content, which takes time as well. And then what are you going to do? Are you going to do ads? Okay, ads is the other thing that you need to learn of all three of these concepts, contents or way to get new clients. Outreach is probably the simplest because you already have a bunch of people that know, like and trust you in your warm audience. And what I mean by that is probably like your Facebook friends. I think the average was about 460 Facebook friends per person on Facebook. So you know a bunch of people that you could help with your service or product. I want to go into a little bit of a story. Okay, so owning a gym is incredible, especially the first two years because all my friends wanted to train with me and my friends friends. And that is my warm audience, that's my warm outreach. So what happens after the first two years is things get really hot because you've exhausted your list, you've trained all your friends, maybe they've moved on. You know, not saying it went badly or anything, but generally people move on from a business. And at that point I didn't even realize it, but I sucked at marketing. I had no idea about marketing. So you've burnt your audience out and you need to find a new audience. This is where business gets very challenging and this is where what I've been telling you about in this podcast episode will be most important to you. You're out of the support phase and then you find out what it's really like to own a business. So if you're in that first two year honeymoon, you need to know that you need to get better at marketing and getting new clients and selling new clients. That's where. And that's when I learned content, paid ads and outreach. Like legit outreach, not just being like, come train in my gym, like actual outreach processes. And that's how I grew seven figure businesses with one of those or a combination of those. So where do you start? Here you've got the three things. We've got outreach, we've got ads, and we've got content. I would recommend doing 50 minutes of content a day, spending $50 on paid ads per day, or do 50 outreach attempts per day as a way to start. Okay, scale that up, Get a bunch of clients, sell your service or product, provide value, get referrals, and then go from there. That is literally the process that I used. It was more informal than that and I didn't know I was doing that at the time, but essentially that's what I did to grow many businesses. So focus on one of those things, get really good at it, then add another. Then add another. On the next episode of the Success School Podcast, I'm going to be talking to you about the metrics that matter in business and what to track so you know you are making progress. Lastly, guys, just a little bit of housekeeping. Don't forget to subscribe or follow the Success School podcast. Share it with someone if you got one piece of value. This show grows by word of mouth. Mouth. And lastly, if you could leave a rating, it would be muchly appreciated by me and the successful team. Thanks, guys.
