7 days to set up Salesforce or she’s fired

Alright guys, so sales is the lifeblood of any business, and we've been kinda struggling with our sales process recently. Feel like we've kinda been all over the place. One of the main reasons why is because our CRM sucks. We've been using Close CRM, and Close CRM, if you're watching this, yeah, you guys totally lost our business. We've been sending you so many emails trying to update the tool, provide different things. It's breaking all the time. It's been a total disaster. So really, over the last like month and a half, We've been down this path of trying to figure out our CRM so that we can actually level up our sales process entirely. This week we're gonna be launching it. We are moving to Salesforce. So we'll take you behind the scenes, exactly what we're gonna do to get this thing up and live. Close was very, very underpowered. Now we got Kate over here. Kate's been working on the Salesforce program, so we're gonna shoot some videos this week getting Salesforce launched. You said Friday? Yeah, by Friday it's gonna be launched. So she said Thursday last week, but she told me that if it's not done by Friday, then what?

I don't want to repeat that one.

What did you say? No, say it, say it. I need to get this documented.

I'm fired.

She said if she doesn't get it filmed— or not filmed— if she doesn't get it done and launched by Friday, she's fired, which obviously it's just gonna get done.

Yeah, it's gonna get done.

Okay, perfect, cool. So that's a really big deal.

It's 10:13 AM Monday morning, May 18th. I'm supposed to have the new CRM ready to launch in 4 days max. The agreement was if it's not ready, I'm fired. So, you know, let's see how it's going so far, okay? I sent 1, 2, 3, 4, 5 emails. Guess how many emails I got back?

Zero.

Zero. Over the whole weekend. I came in this morning, I had zero emails from anybody about the CRM. I sent another email this morning, and what did I get back? An out of office notification for the person that's supposed to be helping me with the CRM. So my job is screwed. Uh, and if you don't hear from me again, you And you know why? We just roll with the punches.

So the key is, yes, let's do all of those things. That way we can't hide behind vanity metrics. One of my biggest pet peeves is when an agency says, "Hey, it's $5,000 a month." You're like, "Okay, great." And you're like, "That includes ad spend as well?" And I say, "Yes." And then you start thinking about it. "Hey, how much money have you spent on ads?" And they won't give you the number, ends up coming back at $5,000 or $500. You're like, "Dude!" You know what I mean? Not good. Not good. Not good. Not good. So, um, let me go here. Sean, do you want me to set you up as the customer and what email address is the best one for you? Yeah, so this call you're about to watch is literally 6 months in the making. You're gonna see that there's nothing special I do here. There's no special word track I've memorized, no like special salesmanship tool that you guys can pull out that's gonna magically make you more sales. What I'm gonna tell you how I made this sale is the following: consistency and follow-up. I've been emailing them every single day 6 months. I've been sending personalized emails. I've also been sending them case studies and testimonials about what it looks like to work with us and educating them on our system. So when I finally got them on a call, it was every single thing that needs to take place for them to feel confident and comfortable moving forward. It's just been smashed. It's just been completely decimated.

So can I ask, how long does the onboarding take? Is it a day long? Is it just a couple hours?

The onboarding call is usually gonna be about 30 to 45 minutes. The onboarding process from getting everything set up, initial ads created and edited, you send the videos back to us, my team edits them, we build the landing pages, all of that from initial onboarding call to launching your ads is 14 days. So we're gonna move fast. Next item of business is just the agreement. So, you know, let's go ahead and get that signed and then I'll connect you with your account strategist and we'll go from there. I'm looking forward to working with you guys. Okay. Thanks, Tanner. See you guys. Have a good one. Thank you, bye. That right there is how you do a 2-call close. The first call is all about just overwhelming them with value and overcoming all their objections, leaving them with homework, saying, hey, we'll get on another call the second you can let me know what your goal customer acquisition cost is. Without knowing what that goal customer acquisition cost is, my team can't be held accountable. So they went, met, sent me an email about, here's all the numbers that you guys need from us. I sent them an email back saying, perfect, I feel confident my team's abilities to go ahead and handle this for you. If this is truly what your goals are, your numbers, then let's hop back on another call and let's just get you set up. So here's some of the things that you can do to do the exact same thing and start building really highly qualified pipeline that will close into deals. Maybe not right now, but hey, who knows, maybe over the next 2 months, 3 months, 6 months. So the first thing, I have the belief that— and mindset— that people, if they're interested in your service, they're they're also interested in dozens of other services that are directly competitive simultaneously. So if they've seen your ads or they've opted into a funnel or have actually gotten on a conversation with you, booked a, booked a phone call, guess what? They've done the same thing with dozens of other people. So that's the beautiful thing and the difficult thing with the world we live in. Meta's gonna be pushing ads and services and businesses to every single person trying to solve their problems. So that's a good thing and bad thing. We can leverage that to get in front of qualified people to generate qualified leads, but it means the competition is higher. So I'm going to literally take it personally to give them more information, more context than anybody else. Right after somebody opts into our book call or to speak with my team, we send them 15 emails. Typically people are booking next day out. So by the time they actually get on a conversation with my team, we have sent them 15 personalized case studies via email format. But Tanner, doesn't that seem way too over the top? I mean, don't people not read those emails and get burned out? Yeah, they do. And guess what? Those people never close anyways. The people that genuinely are interested, they need to see as much information about your process, your system, how you're going to solve their problems as possible. Are you looking to do your marketing yourself or do you want somebody to do it for you?

A little bit of both.

Cool. Yeah, yeah. The unique selling proposition that you have is, is pretty unique, actually.

I know that I won't have to babysit you. I know you know your property, you know I know your property, so we can just do it more cost-effective.

Yep.

And you get to keep 2%.

The thing to me, I got a couple questions for you. This parking thing is like an eyesore. It makes up 45% of your revenue, but it feels like a complete and total disconnect from the construction and the brokerage side of the business. Right. So, as it relates to, What do you want to do and what parts of the business or your kind of empire, your portfolio you're building up, do you feel like is the most scalable? Because what I'll tell you is you are one, you're one guy, right? And if your goal is to make more money, I'm gonna tell you to pick one of these things. You can do both, you can straddle multiple of these different kind of disciplines, but I think it's hurting you. I think if you were to go all in on the parking side, right, you'd actually not just make up for the other 55% from your construction and brokerage, I think that you'd actually make way more than that. And I'm gonna tell you the same thing on the construction brokerage side. It just is, what do you like to do? What do you feel most passionate about? What is like the most scalable part of the business for you?

I think I like your idea, and my but is this, but, One helps the other back and forth with cash flow.

Sure, you can share your crews and your cost and your expense across that. I understand that.

And revenues.

Yep. I understand that you're subsidizing parts, pieces of the business, and you're sharing the weight load. Correct. But what I'm telling you is, let's talk growth here. Like right now what you're thinking is a defensive mindset. Right. It's, I'm hedging my bet. Versus no, I'm gonna go all in and I'm gonna be offensive in my approach. You make $50,000 per construction job. What is your bandwidth on that? How many of those jobs could you do in a year?

2 to 3 max.

A year? Yeah. Okay, so you're gonna make—

'Cause I'm also doing my bookkeeping.

Okay, well you're not doing that anymore. You're gonna have Tax Hive do that for you.

I hope so.

Yeah, that's number one. You need to outsource things that you're not an expert in so it can free up time, man. That's mental capacity. Gotta get rid of. So you're gonna see— you're telling me on the construction side of things that is maximum gonna be $150,000-ish a year in revenue. For you to go do an extra $150,000 in revenue, you have to do— what is that? An extra $750,000 to $800,000.

Are you talking about the parking?

Parking. Correct. Yeah, so why wouldn't you just think to yourself, how can I find a way, leverage AI, improve my systems and processes for me to go land just an extra 2 to 3 more construction projects a year? Now I eliminate all of the headache from my parking. I'm not dealing with crews. I'm operating a business that is generating me 20% margin. I can literally go double what I'm making right now, AKA completely replace my parking side of my business, and it's gonna literally cost me basically nothing. Like, that's what I'm thinking about right now. I don't think the parking is a bad business. I don't think that, but right now I think it's a bad business for you.

I really want to take action. It's just that the parking situation is a personal thing. So it's the person I'm helping, and I'm helping him develop this business. He's also a friend of mine. Uh-huh. And we have a long-term relationship with him. Nice. We've been doing doing business for over 15 years now.

Nice. So you don't want to let that just— I didn't understand that before. Yeah, you don't want to let that just slide by the wayside.

It's not just a business decision, it's a very personal decision too, and it's gonna hurt my relationship with that, with that person.

Here's what I'm willing to do for you if you keep this between us. I have a 4-month minimum commitment. There's gonna be a bunch of other people out there that are signing up for that minimum commitment. I'll make it a month-to-month relationship for you. That's how confident I am in this working. Meaning you can cancel anytime with a 30-day written notice. So it's not a $10,000 commitment. It's a $3,500 let's get it all set up. And then it's let's play it by ear month to month. The only reason in my right mind I'd do that is 'cause I wanna work with you and because I'm confident in us working together 'cause I like what you're doing here. And you've, you're generating really great revenue All my team has to do is go get you an extra 2 or 3 jobs a year. You make $150,000 to maybe $300,000 in profit.

And as you said, that'll be life-changing.

And guess what? It's gonna be a $3,500 risk plus some ad spend.

I like it.

Okay, let's do it, man. We can put it on a credit card. That way you get net 30 terms. It's even better for cash flow.

Um, how about tomorrow morning?

Um, it's gonna save me like a lot of time if we can just do it right now because I had so many people booking there.

I'm slammed.

Yeah, let's just get it done right now, man. We know you want to do it. I'm gonna do it month to month. Let's go.

No, tomorrow. Let me sleep on it, please. I appreciate your offer. It's very generous. Sure, I will. I'll report back tomorrow.

Okay, tomorrow morning, what time?

What time do they start? 9? What time are you in?

I'm in at 9 AM. Do you want to sync up right at 9?

Yeah.

Okay.

Might as well.

Sync up with Vito at 9. Okay. All right, man. Sounds good. I think the mic really hurt us. That's what I was thinking too. I was like, I think I need to like leave. That was really great. And how you did that and you went into the other room, because I think he felt like at that point— did you notice the second that you left with the camera, his body language immediately— well, not just that, but he immediately started to give me more information that I was kind of hoping for. Yeah. So, so it's like he's gonna think about it. We'll see what happens. All right.

Okay, here's what I did today. So I did go in and did some research on how to integrate it into Salesforce. You need to set up a phone number first and you have to like buy the phone number for $1.15. And so then I went in and found a phone number. I also looked into taking the phone number from Close and what do you call it, like—

Yeah, porting it over because that's the one thing I'm concerned about. We have all these existing conversations going with Pype and it's like, hey, all of a sudden we got this new number. I mean, it's not the end of the world, but it'd be great to be able to keep our numbers. We can't.

And that's because, uh, I don't know, it just the— I don't know.

Is that a Close problem or is that a Salesforce problem or is it some other problem?

It's not Salesforce, Twilio. It's a Twilio porting tester. I'm doing everything I can to make it a really clean transition, but there's just going to be a little bit of like, you know, catch up and clean up work and I'm prepared for that. The other thing is we only have one phone number in Close. Yeah. So I mean, it might be a little bit messy.

It's okay, but we can make it work. It's a sacrifice.

Yeah, and at this point, like, let's just get going and we can clean up after the fact.

Let's just get this thing operational.

Yeah, it's an add-on.

We have dialer done, check.

Well, it's not done.

It's so—

okay, it's in the works because here's the thing. So I've been working on all day. There's all these, um, you can either do a local phone number or a toll-free phone number, and I was like, well, let's do a local phone number. Like, it's better for recipients and, and like trust and things like that. So, um, yeah, tomorrow I'll be like, I just have to finish optimizing all the data for migration and then I'll be uploading it into Salesforce. And then the last thing that I have to do is upload all of the— because the custom activity or the activities and tasks, they're more complicated to do and they have to be done separately. So I'm going to do them all at once. And Hayden's on board to help me with that. Cool. So I'll be working on that tomorrow as well. And then yeah, I already have an outline for, you know, the sales guys when we get ready to train them. I'm sure tomorrow's gonna be crazy, but I would love to do a walkthrough on Thursday morning.

Well, Friday we're still gonna hit that goal. If not, what's the consequence?

I've said it too many times.

We're gonna hit it.

We're gonna hit it.

We're not even gonna put it out there.

No, I'm, I'm not worried about it. I'm—

you know I'm joking, right?

Yeah, well, I'm the one who said it.

I know, you know I'm joking. I'm taking that. I'm— yeah, she said last week that if she didn't have the Salesforce everything set up by Friday that she would be fired. So that's what we're referring to.

I am— that's how confident I am it'll be set up.

Obviously we would never fire her over that. She's way too valuable of an asset, but That is kind of a funny inside joke now.

It is Wednesday, May 20th, 11:52. Welcome to day 3 of the week. We've already scheduled the training for Friday morning, so wish me luck. I have about 5 hours left. I've been working so hard on this, so I'm really excited for tomorrow.