Clay Clark explains the 10 specific steps to build a systematic sales super machine.
Show Notes – https://docs.google.com/document/d/1o7Ei37IPDqtt9d4IoX-AfmiWQ4CVr6R31LzDWe8neFk/edit?usp=sharing
Podcast Audio – https://www.dropbox.com/s/mo4ul2ec7g9ijzd/11.22.19%20-%20Title%20-%20How%20to%20Build%20Systematic%20Super%20Success.mp3?dl=0
NOTABLE QUOTABLE – “Chains of habit are too light to be felt until they are too heavy to be broken.” – Warren Buffett
Systematic Sales Checklist – Page 143 of the “Boom” book
Notable QUOTABLE: “People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents.” – Andrew Carnegie
NOTABLE QUOTABLE: “Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.” – Steve Jobs
All right, Jason, on today’s show, we’re going to cover a lot of ground. We’ve got a little bit of overhead music ahead today because we are recording from the office as opposed to the man-cave studios right now. So we’re going to talk about how to build systemic sales, super success, right? We’re going to cover the 10 steps to building the sales machine only. Tim, what the 10 steps. We’re going to cover the only 10 today. And here, here’s a little sneak peek about what we’re going to cover. We’re going to cover how to get your team to fall the script. Oh, sweet. Why? It’s important to use proper tone, pauses and voice inflection. Three, bring the energy to every call. I can feel the energy. Step four, we’re going to talk about educating the team on learning the product. Oh, got another product. Step five, we’re gonna talking about role playing until your head explodes.
Love, love, a good role play. We’re gonna talk about six. Uh, you gotta have coachable people because everyone thinks they got it until they tell you they don’t got it, but they ain’t got it right. Now. Step seven. We’re gonna talk about following up until your head explodes. Step eight, we’re going to talk about creating a culture of immediate feedback. Step nine, we’re gonna talk about checking your bias at the door. And step 10, we’re gonna talk about holding people accountable all while referencing Tupac. Oh yes. Milli Vanilli we sure did. And uh, um, Oh, one more. One more rap artist. Who else did we referenced? Oh man. Uh, bunk dunks in Herman. Yeah. Bone thugs and harmony. We got Tupac. We’ve got a vanilla milli Vanilli and the 10 steps to building a sales machine. Jason, I’m excited. Oh, me too. It’s a powerful episode. [inaudible]
shut it off. You can run it a flow.
Some shows don’t need a celebrity in the writer to introduce a show, but this show does to may eight kids co-created by two different women. 13 moat time, million dollar businesses. Ladies and gentlemen, welcome to the thrive time show
[inaudible] from the bottom. Yes, yes, yes. And yes. Drive nation on today’s show. It is a very special, okay, Vanessa, it’s because
Jason Beasley is rockin SM 58 handheld microphone. Can you explain to the thrive nation what this microphone looks like? Looks like your standard. Like I’m stand standup comedian, microphone. It’s like what they walk around and just like fiddle with. And it’s an omnidirectional mic, which means you’re going to be getting data points, getting audio coming in from a variety of sources. You might hear the background music on today’s show, but that’s fine. So here we go. So we’re talking today about how to build system, systematic sales, super success, 10 steps to building the machine. Now Jason, I have a thought for you. The deep thought for you. I’m ready. If you knew that you were listening to a show that could dramatically increase your sales, would you take notes? 100% and I’ve discovered that the note takers are the game changers, the people that attend our workshop and take notes.
Those are the ones who make making the money. So we’re going to go through 10 steps that you need to take to have ultimate sales success. It works. And we’re going to get through all 10 of these in 36 minutes. And if you knew that in 36 minutes you could have the keys to the sales super universe, would you take notes for 36 minutes? Absolutely. Okay, so here we go. Step number one, how do you get your people to follow the script? How do you, Jason, you work with a lot of clients. Uh, how difficult, how difficult it is, is it for people to follow a script more so than I originally thought? Why? Um, well having been an ex employee or former play, I guess I should say of the elephant in the room call center, that was the first call center job that I had that had a script.
So I thought it was weird, but then I realized the more I used it, the better I did. And so a lot of people, it’s not like I’m, what’s the excuse? I always get it. It’s not what my industry does or we do it differently in my industry. Okay. So this is what we’re going to do. Um, step number one, we want to, we want to write a script that works and the owner should actually test the script on himself or herself. Why would you want to test the script on yourself before you have your other team or your other team members do it well, cause they’re going to follow it blindly. They’re going to say, okay, I’m going to read what you gave me and if we have, I mean you and I, we did it for about 45 minutes for a client, one Saturday morning just reading over and over.
And we found errors in ways to modify it during that time. So step one, you write the script and you test it on yourself. Now step two, you want to install clarity, voice.com if possible. And I know some organizations you can’t install a call recording because your organization doesn’t let you do it. Um, but you want to install clarity, voice.com, Jason, why would you want to install call, call recording for quality assurance. You also want to make sure that people are actually following the script, sticking to it. Okay? So you want to have the cameras installed as well. The nest.com why would you want to install nest dot count? Calm cameras. Why do you think Walmart has cameras in the self checkout line? Why does target have cameras? Why does quick trip have cameras? Why does the airport have cameras? Why do you want install video cameras?
The video cameras are again another point of accountability. You can make sure that it’s not. He said, she said it’s like, okay. At two 55 on this call you said this. No I didn’t. Okay. We have the audio and we have the video showing your butt planted in that seat saying that thing. So step one we, we, we get, we write a script that works. We tested ourselves. Step two we install clarity. voice.com for quality assurance. The that that records the phone calls. Step three we installed nest cameras so you can see what’s going on video video wise. Okay. Then step four, we have a, have we scheduled a weekly sales training? Why does it have to be a standing meeting? It’s the same thing every week. Why do you have to schedule a weekly sales meeting? Well, if you don’t do it every week, people start to drift and you talk about the same thing because that thing works.
And so if something works, you do it over and over again. Okay. And then why do we have to schedule a morning huddle every single morning for the rest of our lives? A morning huddle to go over the number of leads that came in and how many closed. Why do we have to do that every single morning? Just make sure if anybody has any questions, you address them before the end of or before the beginning of the day. That way you can hit it hard on everything else that’s about to come your way. I have a question for you. Yeah. Um, are you, are you thinking about building a house or are you going to buy an existing house eventually? What’s your plan? I think building is cool. I would like to just buy one to start. You don’t want to build one. You don’t want to like go to someplace like shower where you can build it.
Kind of customize it or you want to buy when it’s already there? When I’ve hit my financial goals, yeah I want to build it. And then also once I have once I can a lot more of that time cause it’s a lengthy process. It’s like what, eight months? You do a lot of it for you. But I know that my wife and myself want to be very involved with it so it’d being able to hit the meetings and everything. I, I’m not there yet as a grownup, but the end goal is by the time I have a second house, it’s going to be one that we built or somebody built. What happens though, what happens? What would you have? Would you have a lack of confidence in a sales person that a NAC, let’s say you were talking to a salesperson for a home builder and you found out they didn’t use blueprints when building houses and they just kind of winged it.
Would you lose confidence in that person? At first I’d be like, well that’s impressive. And then immediately I would think, Oh no. So why do they use the blueprints to build buildings? Because it’s the structural foundation. Somebody has taken the time to do the math and the measurements to make sure not only does this look good, but this is safe and it works. Why does the thrive time show guest Wolfgang puck insist on using recipes at his restaurants? Well, cause if you’re going into, I’ve tried blind cooking before and it’s a mess. So what happens if you don’t use a recipe? Do you don’t use a recipe. Your, your flavors are off, your cooking temperatures are off. You could end up serving somebody raw meat, which could make them sick. What if you don’t use a blueprint to build an airplane or a building or a house?
All of those things are coming apart. So when you have a sales system, don’t you want to also follow up load print? You got to follow a system. True. I just want to wing it. Why? Why would you wing it and sales and not wing it and building a house. It’s easier for most people in sales or they just think, Oh, you know, this one was different. The next one’s going to be better. So page one 43 of the boom book I’ll have you type out these specific things we have to have in place. Okay, we have to have an inbound script in an outbound script, pre-written sales emails, pre-written sales texts, create a sales one sheet. We’ll type all this on the show notes. Create a pre-written sales presentation book, create a pre-written sales presentation script, create sales FAQ sheet related to the questions asked by your ideal and likely buyers.
Create a sales manual print review and post the deal wheel method at every station. Create a documented sales workflow using a whiteboard and we create a lead tracker spreadsheet from page one 43 of the boom book available for all of our listeners to download for free. They can download the ebook of the boom book by going to thrive time show.com. They click on the podcast button and there they can download the boom book for free and they get page one 43 here it is, and we’re going to type it on the show notes too. Now what if you skip one of these things? What if you have all this right, but you don’t have pre-written sales scripts or you have the all this right, but you don’t have a daily huddle or you have all of this right, but you don’t install video cameras to see what people are doing.
What happens? It’s like going back to the whole cake metaphor. You could have the most amazing recipe from Wolfgang puck, but if you mess up and skip the eggs, you don’t have a cake. Alright, so step number two, step number two of building the ultimate sales machine, how to build systemic sales, super success. Step two, you’ve got to use the proper tone, pauses and voice inflection. Now, the question I would have for you is how in the crap are you going to know if you’re using the proper tone pauses or voice inflection if you can’t hear yourself when you got to Julliard, the dance school, the famous dance school. Julliard, why do they make you dance in front of mirrors, Jason? So you can make sure that you are hitting your form properly. Oh my gosh. Why does bill Bellacheck Billy be the coach of the new England Patriots?
Why does he watch game Phil to know if he had any holes in his defense or if anybody wasn’t quite measuring up to, you know, the, the plays in hand. Why does he have his players watch the game film while he’s watching the game film? So he can critique them and they can be critiqued while watching him critique them. Why doesn’t he have them watch the film on their own? And then he watched the film on his own. Why do they have to watch it together? Oh cause they’re not going to do it. It’s also to hold them accountable. So you got to use the proper tone, pauses and voice inflection. But you’re not going to do that unless you listen to your own calls. Yeah. You know, fun fact, Tupac went to Julliard. Tupac. Really? He was a dancer before he was a rapper. You know, I want to do, I want to do, I’m a Tupac right now. Acappella can we do a Tupac acapella? Can we do that? A Tupac. Capella. Tupac, Capella. Nice. Let’s do, um, uh, changes by what? See we have thug mansion. Let’s, we can find a thug mansion, Tupac. And this’ll be the acappella. So let’s queue it up here. I’m gonna make you it up here. Let me get it dug, man. Here we go. Come on Tupac. Get it.
Just spend my quiet nights sound to him. One. So much press in this life for mom. I cried times. I once contemplated suicide and wouldn’t try, but when I,
okay, he leaves doing this method called voice layering or voice doubling. So he’s saying the same thing twice. So listen to it.
Someone’s contemplated suicide and wouldn’t try. But when I held that now and all I could see was my mama [inaudible],
I said, all I can see is my mama’s eyes. But again, he doubled the way he dealt with. He said the same thing twice
bladed suicide and wouldn’t try. But when I held that night and all I could see was my mama’s eyes.
So what you do is you’ve got to double it though, right? That’s how you double it. And then that’s what creates that sound, right?
It’s my struggle. They only see the trouble not knowing when it’s hard to carry on when no one loves you.
But he, I guarantee you he has reference monitors so he can hear himself. Oh absolutely. While he’s recording the words, why would you want to hear yourself while you’re recording? So if you’re trying to do doubling, you can make sure the effect works. But also if you are singing or even rapping, you know what people always say, you know, rapping doesn’t have any, you know, chromatic value. But there’s pace, there’s tone, there’s attack, there’s staccato. And so if you’re listening, you can see if you’re, you know, matching up to the beat. If your intensity is where it needs to be. Let’s do another one. Let’s do a Michael Jackson. Acappella. Here we go. This is Bella here. Here we go. You can hear the headphones. That’s right. Here’s his headphones. He was more like a beauty queen from a movie scene. [inaudible]
cooler Danes, the flow and the ground. Who would dance? But he, I guarantee you he could hear himself was, and so therefore he could improve, right? But if you can’t, you can’t improve. If you don’t know what’s going on, you measure what you treasure. You’ve got to look and yet look at your own presentation, listen to your calls and get feedback. It has to be a high feed back culture. All right, so step two, you’ve got to schedule, and we talked about, you’ve got to skew in that sales meeting, cover tone, pauses and voice inflection. You people hate cold colors by the way. So if you sound like a cold caller, you’re going to be treated poorly like, like a Roach. But if you sound like a human who’s not cold calling, you won’t be treated poorly. You gotta listen to your calls. All right.
Now step three to build the ultimate sales machine here. How to build the systemic sales super success, have energy and your conversations and don’t just focusing on getting done with the call. Jason, why do we have to sound like we have energy on every single call? You and you, by the way, you have to train your people every day with the huddle. Yup. Every day with a huddle, pull up a call list and do it every day with the huddle. Pull up the call, listen to every day, everyday and then have a weekly sales meeting, but every day have a 15 to 30 minute huddle and Jason, why do you have to have energy in the conversation and not just focus on getting to the end of the script? I can answer that question with an example. So I won’t say the name of the company, but the company I used to work for when I was in customer service, everybody’s main focus was to end that freaking call as fast as possible, even though our job is to help people.
So you get on the phone and everybody says the same thing, thank you for calling such and such. What is your problem? How can I help? Nothing sounds more insincere than that, right? People feel marginalized or they’re angry at you, right? So if you want to have ultimate sales success, and I know you do, you’ve got to get the team to follow the script, right? We’ve got to use a proper tone and voice inflection. But third, we got to have energy in the conversations and not just focus on getting to the end of the script, right? The difference though was when I first started working for you guys, it says at the, at the beginning of the script, you have to read this script through every call and you have to be talking with a smile. And I thought, well, that’s weird. And then I realized when I did that, it immediately made me more energetic.
So then the call went from, thank you for calling elephant in the room to thank you for calling elephant in the room. This is Jason, how can I help you? There it is. And you did a great job over there, which is why you got promoted. Now, if you’re listening to this right, and you’re saying, I don’t like sales calls, well I’ve got two ways for you to get out of that job. One, get promoted to get fired. You can choose either way you get promoted or get fired. So I would recommend that if you’re listening to this, you’d want to implement this, the systems that you’re learning here right now. Step number four, you want to make sure that you know what the crap you’re selling. Step four, you have to know about the products. You have to educate yourself. You have to know about the products and services that you offer.
So Jason and elephant in the room. Tell the listeners out there and what are the things that we offered elephant in the room for the people who come into the elephant in the room? Men’s grooming lounge. Oh, well, for your first time in, you get a beverage, a consultation, a tailored haircut, a shampoo and condition, both the scalp massage, face moisturizer, a face massage as well as a style. You’ll get two free ad-ons. So you know this though. I do you know this. How do you know this? I trained every single Friday. Now, single Monday. Now, okay, now what you want to do is you as the owner have to educate your team because you know what the team’s not going to do Jason, when you give them homework, what are they not gonna do? Homework. I was, I was a bad student. I know, but I mean isn’t this isn’t, is this not true?
Oh, absolutely. Okay, so you’re it as an owner, you have to accept right now your people are not going to take the homework home. And if you are an employee and you, you, you would want to take it home. So you get good at your job, but I’m just telling you, if you’re an owner, you have to understand that people are not going to take home or Komen. Why Jason? They don’t want to do it. They don’t see the value in taking work home with them. They just want to do the work when they’re there. Right. So you have to schedule time in the work day for the team to role play like a, and if you played basketball, you’d practice shooting free throws over and over and over till you can’t miss. If you were a piano player, you would practice the scales over and over until you can’t get it wrong.
And only a skilled piano player who wants to be a professional would actually practice at home. Sure. But as a teacher and music lessons isn’t the only time that the student practices, is it during that lesson? Oh yeah. Oh yeah. And only like the next level people practice at home. You can preach about it to your head explodes, but most people won’t do it. So you as the owner of the business have to schedule time during the work day to teach these people about the product. Right. And you pop quiz them over the same thing over and over and over and over and over and over and over until they can’t get it. What wrong. Oh, you practice until you can’t get it wrong. Correct. But I just wanted to practice until I get it right. I just want to practice until I do it right. That one time.
Talk to me about elephant in the room, managing those stores. Did you not have a daily huddle every day? Had a daily 10 to 15 minute huddle every day. And what’d you cover in that meeting? Every day. Cause it’s something new every day. Nope. Phones in the back. Keep your phones or the status of smart phones. Those in the store. Smart phones. Here’s the item of the month or the month. Our membership sales are here. Waco probably up out of the month. Wake up, go. We were a day late on that. Really? Oh yeah. Item of that. Let me do, let me, let me do a, you were in that song first of the month. Yeah. Bonethugs you like that song? Oh yeah. It, uh, I didn’t realize what yesterday was. I told you I had a really interesting afternoon. Yeah. I went to quick trip and I went to target and I thought, why are these lines so long? I was talking to my mom on the way home and she’s like, it’s the first Jason. Everybody’s buying everything. Oh, government checks or something. Or I am, Oh, I didn’t know that. I did not know.
Used to wake up, wake up.
[inaudible] it’s the first time, and I’m just telling you, if you’re out there today and you’re training your team, you got to have every single day we go over what, what do we go over again? An elephant in the room with the, with the huddles every day with the huddles, we go over our stats. So where our membership numbers are, where they need to be. Same thing with products. We make sure that everybody knows we’re asking every single customer for a objective review, try to get a video testimonial. Ask them if they are subscribed to the podcast. But we do our circle of service, we do the exact same things over and over and over, and it’s the same conversation about 10 minutes before we open every single day.
Start again. It’s the product is the product. Get up, get up.
We go over the same thing over and over. It’s like listen to the same song over and over and over.
Is it not?
Oh yeah. And it’s maddening to people. They’re like, God, yeah, but I’m crazy and I’m that person. If you get on my Spotify, it has an on repeat playlist and it’s all the songs I’ve always listened to on repeat. People don’t want to hear the people’s people said, I don’t want to do the same sales meeting every day. Then you don’t want to be successful. That’s how you get good. You know, tiger woods doesn’t change. His Bay is a golf swing stance every day. It doesn’t change the motion every day. I mean a Steph Curry, the basketball player doesn’t change the way he shoots a basketball every day. Nope, but isn’t the board, I’m sure he is. But he, he’s also successful because of everything that he does over and over. So again, great people bore down and unsuccessful people struggle with boredom. So you’ve got to do it over and over and over. Now step five for building the ultimate sales system. Step five, roleplay.
You had explodes. Role play until your head explodes. Jason, please explain why we role play and how role play can help you. Well, it as a personal example, it helped me tremendously because I thought that I was God’s gift to membership selling. Then I actually started tracking my numbers and I thought, Oh, I’m not as good as I thought. How can I get better? And every Friday when we break up, stylists go do their trading managers go to ours. We go through the sales process as if we were talking to a new customer every single Friday. And I believe, I remember there was one day where you said, you know, you’re doing it over and over for an hour and then you can go. But typically it’s, you know, you do it three to five times. But the point is we do the same sales pitch over and over to see where’s the hole?
It’s like watching the game footage. Like where’s the holes in my defense? Am I talking too fast? Am I not pointing out enough of the um, ad-ons? What am I doing wrong? So it allowed me to grow because I was getting, so I go into the gym, I was able to tear down that muscle and rebuild it stronger. Now Andrew Carnegie wants to chime in from page one 46 from the boom book. We’ll put this in the show notes. Page one 46, Andrew Carnegie, a guy who grew up poor, who became the world’s wealthiest man, says people who are unable to motivate themselves must be content with what? Jason mediocrity, who people who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents. So if you as the owner of the company cannot motivate yourself to do this over and over and over, you can’t win.
Now you can go to a Tony Robbins conference and you’ll take your money. You can take your whole team there and they’ll motivate. They’ll motivate. What’s the problem though about external motivation? Jason? What happens if you take your team to some motivational sales seminar? What happens after they get back, you know, two days. The first day they get back, they’re on fire day number two. What happens? Well, it’s momentary. It’s like your new year’s resolution. Hmm. November, not November. What the crap. Uh, January 2nd, you’re in the gym, you’re throwing back weights, you’re on that elliptical, you’re kicking butt, and then by Thursday you’re like, well, pizza doesn’t sound too bad. Then sitting on the couch watching Netflix sounds really good. So it’s like you get that momentary burst of energy and overall just like excitement and that first day you’re on fire and then you don’t have Tony Robbins there every single day giving you that same energy. So it starts to just dwindle. Can we talk about sex for a second? Always. Okay, here we go. Ms song, salt and pepper. Let’s turn the radio off. Oh yeah. Here we go.
Why am I, let me explain to you why I’m talking about sex. The vast majority of men and women that I know who have gotten married got married because they wanted to have sex or were having sex. Now won’t let me tell you, one of the things that you’re going to do less than anything in your life once you get married is have sex. Because even if you’re like having sex on a date, and by the way, I do believe it’s your daily duty to please the booty, but if it is your, it’s your daily duty to please the booty. But I’m saying even if you are fulfilling your God given marital duties, it’s your daily duty to please the booty. If it is your, if it is your daily, if you are checking off your checklist and it is your daily duty to please the booty.
If you are a home run hitter, if that’s what you’re doing, you’re probably only doing that like once a day. Yeah, so the rest of the day you’re what you’re talking about life. You’re planning your bills, you’re paying your bills, you’re getting your job, you’re changing the oil. You’re, that wasn’t a sexual reference. You’re changing the oil. You’re taking your partner to the grocery store that might’ve been, you are planning the future for your kids or that that was sexual. Um, and you are saving for college, if you know what I mean. And so you’re doing all these things, but the number one reason to get married should not be based upon sex. True. Because that’s going to be the thing that you’re doing the least amount of time when you’re married, right? So all these sales people that get a job doing sales, I want success.
Woo. Cause they’re motivated. Woo. They’re motivated, they’re motivated. But the problem is after you get done watching the Tony Robbins seminar or Rudy for the 47th time, you have to actually make sales calls. True. And so you’ve got to business coach your team on a daily basis, which takes us into move number six. Step number six, be coachable. Because you’re going to think your team has it. You’re going to, you’re going to think they got it and they’re going to tell you they got it, but they ain’t got it. They’re going to go, Oh Hey, I have it. Listen, we’ve had this meeting yesterday, we’ve had it the day before. We’ve had the week before. I get it. I don’t need to go over the fact that I can’t have my cell phone at work today. I don’t need to be told to keep my smartphone in my car. And then what are they doing? You turn around, they’re on their phone. They’re like, Oh, I don’t need, I mean it’s, it’s every single day. It’s like a military operation. It’s like doing a, uh, in the middle in the military, Jason, every day they have this thing called PT. You heard about P T I believe this is a physical training. Yeah. This is what you got here. This
military PT at Fort Jackson. Whoa, Whoa, Whoa, Whoa. Maybe this guy’s a rapper. Woo. Woo.
None of these people are doing PT when they get home. Nope. Why do people get in? Why do people tend to get out of shape when they get out of the military? Ooh. Uh, because they don’t have that daily PT. They don’t have, you know, Sergeant gunny yelling at him. Why are they, what are most people who are former athletes get out of shape when they’re done playing ball? They don’t have somebody like Belichick breathing down their neck. You are the owner of the business. You can’t let your team get out of shape and the areas of success, you can’t let your team get bad at sales. You’ve got to every day lay down the hammer, drew every single day. So step number six, be coachable. Make sure your team is coachable and business coach management is mentorship, okay? Management is mentorship. Make sure your team is coachable. And then business coach, don’t just say, Oh, they got it because they’re going to tell you they got it, but they ain’t got it true. I’m just telling you, they’re going to say, you’re going to start to think, Oh man, these guys have it. These guys are awesome. It’s going so well. We had a great, a great July, a great August. Great. So in September, let’s stop business coaching. We have a great January.
February was good. So they got it, but they ain’t got it. Yup. And then it’s going to fall apart. All right. So get that training and get it in your mind. Find coachable people. And then business coach. Step number seven, the fortune my friends is in the follow up, the fortune, the money, the gold is in the follow up. The fortune is in the followup. Okay. The fortune is in the follow up. You’ve got to follow up. I could read, I could quote to you the ultimate sales machine by Holmes. Great book, the ultimate sales machine read cover by Chet homescreen. Book soft selling in a hard world by Vass. We’ve actually interviewed Jerry Vass on the podcast. We can’t interview Chet Holmes cause he’s no longer with us. But I tried. Um, you could, um, you could quote, you know any of the best books out there about sales, your OG Mandino augmenting or the OJI OG Mandino.
His books are the best salesman in the world. You could, he could read all these books and at the end of the day you’ve got to follow up. You know, Forbes is showing the average person right now won’t answer their phone if they don’t know the number. Why I do the same thing. I don’t even think about it. It’s not my call already. I don’t, I don’t want to waste my time if I don’t know who you are. Why? Because I could be working on something else and I don’t want to get trapped in a, in a got a minute or some sales pitch. You remember at one of the best bands in the history of America, probably the best RNB
the group do all of all time. Oh yeah, come on. This milli Vanilli don’t forget my number. Come on. Come on. Come on. Thrive nation.
You know these guys wear lipstick, but we don’t.
Oh yeah, we didn’t even know who sang this song. Here we go. What’s crazy about it?
This is, they actually claimed that they didn’t know that they were lipstick.
It’s like salespeople that stick. They’re awesome. Then they hear their own calls, they realize we’re not awesome. Right. You’re holding my hand cause his dad goes by.
Well, I got, I got to put the lyrics like we’ve got to get into this. This is again, one of my grandpa’s favorites of all time. Hey, you gotta go ahead and Google search rope. Your grandpa loved milli Vanilli. Yeah. How was your grandpa? You say, how old was he? How old is he? Oh no, he’s no longer with us. How old was he when he passed? He was late sixties and he loved Billy vanilla. Tony was, he was just like a, he was oil, oil industry. So he was like a rough and tumble guy. Kind of like a Charles Bukowski. Yeah. And I always say this and it freaks people out. Slightly racist. He was my quiet grandfather. Cause your, your, your, your, your uh, your mother is white. Yes, I heard others African-American. Right. And so her dad was a white guy and he was racist.
He was very, yeah, but he loved Confederate tee shirts. He loved me and he loved to milli. Vanilli okay. So let’s go ahead, let’s go ahead and play on this. Let’s hit play on this thing and I want you to find the lyrics. I’m going to play it, but you need to find the lyrics cause you gotta go with me here. We’re going to crazy dad. We’ve, we vaguely know the lyrics to the song or we don’t know him at all, but it’s like karaoke kind of a thing. All right, so let’s, let’s go ahead and cue that up there. You got the lyrics. Everybody, you pulling up there and you getting serious. Okay, you got it. Here we go.
Here we go. Number people, they don’t know your number. They’re not going to pick up right. Here we go. Don’t be shy when you’re holding my hand cause it goes back. Understand it’s you. Oh wow. Oh up the baby. In your eyes. I can see you so clearly, so strong and you never go wrong. Oh, I’m going to get the chorus. Call me. Any attack on Jason? Leave me hanging here. Unbelievable. I want to live for the listeners here. Here we go. Hi. Hi. Hi. Hi. I’ve been searching. No. Oh, I don’t it. People are not going to call it. They don’t know your number through. Oh, here we go. Hello. How strong is Tundra? That’s a question I’m not going to pick up. I don’t know the number. How
are people going to know? The number. If they don’t know who you are, they’re not. So you’ve got to call often got to call often and text, call and text. That makes money. Jason, how is that a game changer for your clients? When they start calling and texting every lead every time. So many people are surprised by the double-tap as I like to refer to it because everybody wants to call and they’ll call that one time and they’re like, yeah, I left a voicemail. But typically if somebody is not answering your call on the first time, they’re not listening to the voicemail either. I’ve been guilty of that, but no one listens to voicemail. Right? People just go, Hey, mr. Call, we’re all guilty of no one listened to voicemail, come on. But the second you send a followup text like, Hey, boss, just reaching out.
I’m so-and-so with such and such, here’s the offer. They’re like, Oh, now I know who you are. I don’t know why you’re calling. Call me back or I’ll call you back. You know, I’ve been reinventing a voicemail recently. I’ve been sending voice memos that people do answer. I record those and I sent it as a text attachment. That’s awesome. And people answer them. Hmm. It’s a tough line. I’m reinventing voicemail, right? And I might have to so move call, text, voice memo. I’ve been doing that a lot of Holy turn. I just, I mean it’s not scalable, but it’s funny to do. I’ll send people like a recording of something ridiculous. But the point is you got to call text and email. I have found in my office with inbound leads, we have to call the average person North of 10 times before they answer the phone.
Yeah. So step seven, follow up until your heads explode. Step number eight, we’re trying to make the ultimate great sales system. All right. Get ready for this. You gotta be ready for immediate feedback as the leader provide immediate feedback, provide immediate feedback. And if you are the person being trained, ask for immediate feedback. Get the feedback right when it happens, right? When you get rejected, pull the call and find out what you could do better, right? Then don’t wait for it to pass. Get it right. Then there’s a book cold. The one minute manager. Great book. We’ve interviewed the author of that book, the one minute manager. Got to give people immediate feedback. And if you’re a salesperson listening to this, you want to seek immediate feedback. Now step number nine, check your bias at the door. Check your bias at the door. I see this all the time with cosmetic surgeons who hire people that don’t believe in cosmetic surgery or the ladies calling to have a breast augmentation.
The chances are she’s looking to have a what? A breast augmentation. And just because you don’t want to have one or you don’t believe in one doesn’t mean you should convince people not to buy. No. Another example, I see people who sell mufflers. I’m involved in the automotive industry and in one of the businesses I’m involved in a, we want to make sure that everybody has brakes that helped them stop, right? And the sales person who’s broke wants to try to convince the person not to change the brake pads cause they’re like, well I tell you what, you know, you could probably run on those for another 500 miles or so. I’ll tell you what, yeah. You know what they say? If the brakes don’t stop it, something will ride. Right. But I’m just saying is this, I see a lot of sales people who are broke and so they try to convince the customer to be broke.
Yup. Um, I see a lot of people in the muffler industry trying to convince people to not buy a muffler because they don’t want a new muffler. I see a lot of furniture, people convincing people they don’t need a nice mattress because they don’t want an ice mattress. I see people in the cosmetic surgery business trying to convince people not to have a cosmetic surgery because they don’t want one. So let’s go with insurance as an example. Um, you want to have a bad day and not a bad life unless you’re a jackass, right? You don’t have a bad day and not a bad life unless you’re a jackass. So if you’re a business owner, you want to have enough insurance so that you won’t have a bad life when something bad happens. But the sales rep might not believe in having insurance. So they try to convince the person to have as little insurance as possible, just enough to stay legal.
Jason, why do I want to have more than the minimum required amount of insurance? More than the minimum will? Because again, you don’t want, you want to make sure that your bases are covered no matter what. If you have the minimum amount, it’s going to cover the minimum amount. So you never know when it comes to. That’s why insurance is really cool and a lot of people don’t get it is like, yeah, you pay for it now. But like you said, I love that quote. You know, have a bad day. Not a bad life. I just want to have enough insurance and I’ve had multi, I talked to an insurance guy actually this week who tried to sell me the freaking minimum amount of money. We’re building a thing and he’s been a, it’s, it’s a big thing. And I’m asking for the insurance quote and this guy has tried to convince me to get the least amount of insurance possible.
No, I don’t want that sales. You know when my house flooded, remember when my house flooded? My house flooded here during the great rainstorms of 2019 April. Man, did I cry about it? No, you were. You were here the very next day and you’re like, well mama stuff’s under water. There it is. They were like, did your house flood? What happened yet? Flooded. But you know what? I have insurance so I can have a bad day. That bad day is when I buy the big policy. Yup. But not a bad life. Cause when it flooded I’m not crying about it. Yeah. Now let’s talk about the final aspect of this. This is step number 10 is holding people accountable, holding people accountable. And I want you to put the Steve jobs quote here, but most people are not used to an environment where excellence is expected. Most people are not used to an environment where excellence is expected.
So therefore you have to be use. You have to get used to the fact that unless you want your success to be a fiction, you got to get used daily friction. Hmm. Okay. Now, unless you want your success to be fiction, you’ve got to get used to daily friction. Oh yeah. You got to hold people accountable, right? Turns out people don’t like accountability. They hate it, but we have a team up here that loves accountability cause you know why they want to get, they want to get better. Yeah, but if you’re an owner out there and you’re trying to avoid that friction, your success will be a fiction. Now Jason, we’d like to end each and every show with a boom, but before we do that, just want to encourage all the listeners. All of these show notes are available for you to download simply by finding this show on the thrive time show website, thrive time show.com website and this, this show is called how to build systematic sales, super success, 10 steps to building the machine.
Now, if you go to thrive time show.com and you click on testimonials, you’re going to see companies like Shaw homes.com it’s Shaw homes.com that have been able to double their sales, double their sales over the past three years simply by implementing the systems. But again, when we implemented the systems, there was a friction. Therefore, our success is not a fiction. When you go up there and you see Dell wrecked clinical research, they have success. I can go to thrive time, show.com and click on testimonials. There’s over a thousand video testimonials of people out there just like you. And this is not a haiku or a metaphor or an allegory. All of them have had success, not because they avoided friction, but because they leaned into it. They implemented the systems. Anybody who was not willing to implement the system, they fire, right? But you have to fire the people that are not willing to do what is required. So go to thrive time show.com. Click on the testimonials. See great people like you who are having massive success and quit trying to run your business by consensus, by democracy, by majority vote. Get out there and hold people accountable to the proven system. My name is clay Clark and we’re going to end today’s show with a, with a boom. Jason Beasley. Are you prepared? Always. Mr. listener, are you prepared? Here we go. Three, two, one, boom.
Now thrive nation, one of our longtime clients is called Shaw homes.com Shaw homes.com they’re one of the largest home builders now in America, but the largest in Oklahoma. And we’ve been able to work with them to double, double doubles, double the size of their company from approximately $40 million to $80 million and just under three years as a result of implementing the proven systems. And one of my frustrations as a business coach is when people reach out to you for help, they say, I am on your website, I need help. Can you help me? And then what you do is you tell them what to do. And even when you present them with the facts, they won’t do it because they don’t agree with it, even though it works. Uh, because, and then in their mind they say, well, but it’s, Google’s changed to see Google’s changed.
Or you see sales is different than it used to be. So you can’t train millennials that way or you can’t, you can’t teach people that way. It’s all changed or Google changed. It doesn’t work that way or, or, yeah, but in my opinion, this or in my opinion that, or yeah, I know this is the best website layout for conversion and for ranking in Google, but I, I, even though I am confronted with the facts, I still don’t want to implement it because I just, I don’t like it. Um, and I don’t get it. I don’t understand it. It’s like when you’re building an airplane, there are certain rules of physics that allow an airplane to fly. And regardless of whether you, and I think that the plane won’t fly or not, it will fly. If a seven 37 is constructed the way it was supposed to be constructed.
So I asked my good friend, Aaron [inaudible], who’s been a client for a long, long time. I asked him if he’d be willing to come into the studio and to share about his experience implementing the sales systems that we’re teaching here and his experience implementing the group interview and his experience implementing the search engine strategies and his experience implementing the checklist and his experience implementing the branding and his experience, implementing the accounting and his experience, et cetera, et cetera. That way you could hear from somebody who doesn’t make a dime. He doesn’t benefit at all if you benefit, he does not come out ahead. If you come out of it at kill him, come out ahead. But he knows what it’s like to have a business that stuck. And so he, whenever possible, likes to share with great people like you about the success. So if you’re asking yourself, well, how do I know he’s real?
Well, one just Google search, Google search, Shaw Holmes, S H a w Shaw, homes.com they’re the guys building the st Jude’s home this year. Just Google Shaw, homes.com and you’ll find them. And you can see they’re building the st Jude’s home, which is where you build a home and you sell a ticket for an opportunity to win the home for $100 and they’ll be given away the Shaw homes, the st Jude home this year. Also, if you go to Shaw homes.com, you can see the hundreds of houses that they have already sold this year. Um, you can see the new floor plans. Um, and if you Google search Aaron [inaudible], Aaron, that’s a R O N [inaudible], a, N, T, I S, Aaron [inaudible]. You can see him on video sharing about his experience. I’m doubling the size of his company. Um, and if that’s not good enough for you, you can listen to the following audio testimonials.
Or if that’s not good enough, you should come to an in person thrive time show workshop because he often comes up and speaks at the conference when I ask him to, to share about implementation. Because once you, step one is we have to figure out what to do. But once you know what to do, nothing is worse than knowing what to do. And just refusing to do it because your deeply passionate and wrong. You know, if you’re wrong and passionate, that’s a bad combination. So I would encourage you, if you’re wrong and passionate, just ask yourself, Hey, you know what? What am I doing here? Why? Why am I passionate about the holding onto what’s wrong? Why am I so loyal to dysfunction? Well, the reason why people are loyal to dysfunction is because of this thing that Warren buffet calls habits, habits. Warren buffet talks about these things called habits.
Porn. Buffet talks about habits. Yeah, Warren buffet says this, he says, the chains of habit are too light to be felt until they are too heavy to be broken. What yet? But chains of habits are too light to be felt until they are too heavy to be broken. So a lot of times people are just used to not following. Scripts used to being unsuccessful. And by the way, nine out of 10 business owners fail. Nine out of 10 startup businesses fail. Nine out of 10 fail. Think about that. In America today, only nine out of a hundred people start a company. 9% of the population starts a company, and nine out of 10 of the companies fail, which means that if you go around asking the average person for advice, they’re wrong, and not only are they wrong, they’re super wrong. So you should not ask the average person for advice.
No, you shouldn’t. No, you should not be asked. The average person for advice. Don’t do it. The worst thing you could possibly do is ask the average person for advice about anything. 75% of people lie on their resumes according to, or sorry, 85% of people lie on their resumes according to inc magazine. Look that up. 85% of people lie on the resumes according to inc magazine. That means you shouldn’t ask 85% of people for resume tips. 75% of people, 75% of people steal from the workplace according to the U S chamber, which is why you should not ask 75% of people for tips on work ethic. 78% of men, according to the Washington post, have had an affair. I didn’t fair an extra extramarital affair with somebody they’re not married to, so you shouldn’t seek marriage advice from 78% of men. Are you seeing the pattern here? Nine out of 10 businesses fail. 78% of marriages fail. At least that’s how I would classify it. 75% of people steal from the workplace. 85% of people lie on resumes. Therefore, you should not ask most people for feedback about anything because they’re wrong, they’re wrong, and we are right as it relates to growing a business. You can’t make this stuff up. Listen to what Aaron Anta says and take notes because this is your year to move beyond just surviving.
Our sales have gone up eight point $2 million so far through the end of third quarter, which is a 20.3% increase from last year, so pretty hot. If you’re doing math. Now I want to talk about, have you talked about three things and you don’t have to look into him or you can just talk to the team. Three things you’re doing. There’s a lot been, well, there’s three things
I think I want to hammer home on is one, as you get Google reviews and you add content. So one is rubric reviews and content. Two is the group interview and three is scripting and firing the idiots that won’t call the scripts. Cool. Let’s go with Google reviews and content. How do you do it? Um, how have you gotten your team to do it? Just the people in here can then take this knowledge and share with their clients.
So a year ago I had a 16 member sales team. Today I have two of those people still remaining on my team. So, um, I meet with them every single week and make sure that they’re doing Google reviews and we have 16 different locations on Google my business. So we have a lot of locations to get reviews for in the last 30 days we have between all of those locations, uh, just under 200 Google reviews and um, but I force them to do a certain number every single week. And so, um, they saw a, you know, the people who were there have heard from the people or the people who are there heard from the people who used to be there. That when we started getting more Google reviews, we started having more people come in the doors. And actually our traffic in our models is way up. And if you look behind the scenes on insights, you can see where people are clicking on driving directions and showing up at our models because of Google and they’re ready to buy. Yeah, they’re convinced before they get there. Um, when we hit a hundred, it seemed like it was a tipping point on our main page that at a hundred the customers were convinced before they came in that they wanted a home from us, which I never saw before. And we
don’t change the ads pretty much. The ads are the same a long time. And the ads work because of the reviews. You know, you guys are writing content, right?
Yeah. Same thing every week. I make sure that they do podcasts. And I gave you, I don’t even know how many this last week, but lots of them. So everybody every week.
Well, the reason why, uh, Eric, the relationship I have with Aaron is really solid as far as the business coaching relationship goes, is that he does not bring in his employees and ask for their feedback about the things I’m telling him. No, he does not ask them, Hey, what do you guys think? And so I can say to him in a meeting, Hey, fire those people. And then one of the people that he fired, uh, goes to dr [inaudible] chiropractic center, cause he’s getting an adjustment and he’s like, you work with clay, don’t you just, yes. He’s like, I hate that guy. He got me fired. So Brett says something the effect of did. Uh, okay, well I’m gonna adjust your back. And he continues to share how he doesn’t like that he got fired. But it is the end of the day. The reason why, whoever it was, I don’t even know the person’s name, they got fired. So they just would not ride reviews. And wouldn’t. Right. So yeah, it’s very important with your clients that they shouldn’t bring their employees to those meetings if at all possible. Cause that’s a problem.
Yeah. And the other thing was at first I started by just doing the group interview when I needed somebody. And then it seemed like the more and more I held people accountable, the more and more I needed somebody all the time. So, um, you know, that
crucible where I think we worked there about a year and a half and I remember we had a conversation and I, if I’m saying it wrong correctly, but it was somebody effect of, is having this much turnover. Good.
Yeah. It fixed. I think I said it in that tone of voice,
you have high turnover, your bad boss. And I would tell you that if you’d have low turnover here.
So a really cool meeting that happened is one of the people that I most recently fired who was demanded a meeting with Glen Shaw to complain about, um, the thrive method of doing things. And that we had, we had turned over 31 people in two years. He had counted and uh, he had gone and gotten transcripts from all of them to share with Mr. Shaw about how horrible the thrive way, uh, doesn’t work. And so as he sat down to start explaining this, he’s like, well let me just explain that that system doesn’t work and there’s been so much turnover and Glen goes, let me just stop you right there. The last three years have all been record setting years for us, both in volume and profitability. So that argument isn’t going to fly right here. So did you have something else you wanted to talk about? So that was the entirety of our conversation
since you give examples. Cause he and I are both Patriots fans and they got a guy, um, Dan Watson, I believe his name was, who? Let’s draft it on the Patriots. He put on the patient’s strength three seasons, two seasons and then they let him go play somewhere else. And he’s been in the NFL for I think 15 years. And they convinced he and his wife and their seven kids to move back to England and unretired deployed this year’s tied in. And then they just cut him the other day because it wasn’t a good fit. So the point is, it’s like if you look at the roster of the Patriots or any team that wins at anything, you’re very loyal people who perform. If people who can’t get it done and you’re not making me mad, I’m just like, I realize that you and your wife and your seven kids moved here and you came out of retirement, all these things are great, but we’re cutting because you’re not performing within the system. And the whole goal of a business is to grow the business. The goal is not to create a fun camp environment for the employees to hang out. Does that make sense? So it’s very different though then. So, but if you hadn’t cut that, those people, we couldn’t do it. Now you have a great team. A lot of them have been there now six months or a year we’re starting to get, and then those people should stick around for years.
Yeah. And like 50 people a week. Keep coming looking and everybody wants to work at our company and it’s pretty awesome.
So let’s recap the group interviews every week. How many candidates do you have every week or showing up at this point?
I mean we get like 50 ish a week. Yeah. I mean yeah we had 70 something but like 50 show up and then um, that’s out of like 120 to 130 that apply every week.
And that’ll last week’s batch. We probably had eight people. I mean nine people that I think would be a great fit for shop. Yup. But um, it’s cause they want it not because they have experienced some houses internet once a week and then content you’re getting every week. Reviews you’re getting every week. You’re not changing your ads every week.
I’m going to throw one more thing in here that you didn’t ask about, but that was really relevant for me and that is I feel like what we do is super specialized. When I first came in here, I was like, but you don’t understand our business is different. I know you guys have all heard this, right? You don’t understand. Our business is different. This is so specialized. There’s so much training that needs to go into this and I never in a million years thought that I could get people to like sell homes right away that hadn’t been here for a year. Going through intensive training and the interesting part of it is we just hired a couple of people who have never done this, don’t know what they’re doing, plugged them into the system. One of them did 1.5 million in sales his first 30 days, which is just nuts and he’s never done this before. The other one was like 1.2 million in 30 days and we’ve sold with tons of brand new people. By the way, while I was out of town in Alaska for two weeks, we sold in 60 days we sold 46 houses. So kind of crazy with all brand new people
and then the scripting we have going on starting this week, I think you guys are bringing by workstations and then we’ll hire two people that’ll work in this building. But just calling just for you, your leads all the time and the scripting. Can you explain how the scripting has fixed things too? Now there’s a script for them.
Yeah. So that was the part about like them having to be like so proficient in what we do. I thought they needed to know everything about the entire company and all the massive amounts of data and charts and stuff we have. But interestingly, if I just give them four things they need to talk about in each home on a one sheet and then a, what we call the path, which explains how to buy a home. And I literally make them read the bullet points while pointing to each bullet point on this chart. The customer completely understands how to buy a home from us. And then we created a, what we call the John Kelly method of pricing out the customer thanks to John kudos. Um, for the, for the pricing out of the home, which was like the most complicated part cause you needed to know everything about how a home is built. Well you no longer do, it’s just literally a PowerPoint where they read what’s on every slide as they go through this slide show. And it literally asks them the question, do you want this or this? This is how this works. Do you want this or this? And they don’t.
No. Three years ago before we met, what were the sales for the year? Cause you’d already sold $100 million. 1,000
yeah. That year I want to say we were at a 36 million.
And what are we going, what are we at right now? So far? Uh, today we are at 62 million and then we’re going to end the year. Unless we suck. I think we’ll be at 80 million this year. One thought for you when you sell a house, you make a profit about 6% of the company mix. That’s net after all expenses. Although that number is up, we’re probably going to be at about eight and a half percent this year. So if a house is 300,000, the average house and the profit was 10% it just not, that would be 30,000 so it’s 8% of the 24,000 so $24,000 of profit per house you sell. Yup. And then I make $2,000 per month. That’s what I charge you. Or 1700. We are 2,500. Okay. Cause you’re exclusive for houses. So you guys $300. So if he sells one house, he paid for me for the year and usually sell a house a week, which means I paid myself for the year every week. I’m pretty sure out of the extra 8.2 million this year, we can afford you easiest. What we did the math, I had our accounting department look at that real close. Eric’s going be honest shipping us. I’ll use a lot of questions for Aaron because Shaw, this is an example of what the relationship should look like after three years. If you have any questions for real life when I have a question. Yeah.
So for you coming in with a mindset of we’re unique or different, how was it, what did they do? How did he get you to think differently about your business?
Um, he mocked me with humor, um, and repeatedly over and over again and um, told me different stories of other examples from other industries. And, um, I definitely had a pain threshold there that I was willing to at least look at it. I think I believed half of what he told me at the beginning and thought, prove it to me on the other half. And so as I started to get wins in certain areas, like the Google review thing really gave us wins and then the no brainer gave us a bunch of wins and we started getting a lot more leads coming in. So that credibility lended itself to going, okay, maybe he’s right about some of this other stuff too. Um, so I started like trying other parts of it. Like I remember the first time I did the group interview, I was shocked at how much time it saved me. And so literally
like 50 hours of time, maybe more than that. Oh yeah, for sure. It’s terrible. I mean, I, so you guys know if you are, Aaron did, you didn’t have a group interview that you’d have to go through and read all the resumes and then guess who’s lying and who’s not based upon penmanship or the calls they went to or how they formatted it or whatever. And then you’d have to interview the people and then you’d have, it’s just terrible.
I can also remember like some meetings sitting in and it was like the fourth or fifth time he had told me the same thing, but just in a slightly different way, always with humor because if you’re going to be honest, you gotta be funny.
You, you look at Bible verses and you and I have seen this before, we’ve been to church long enough to see this, but there are pastors in America today who advocate that this money is bad because it’s the river volume. I’m sure you’ve all heard that argument apparently heard, sorry. I’m sure you’ve heard pastors paraphrase parts of scripture that explained that you should basically be poor because money is bad tree. You’ve heard this, but if anybody here would actually read the context of it, you’d understand that the love of money over all is just money in and of itself. Just the thing so bad or good. But anyway, like so when you guys are citing things, most marketing companies and Tulsa, either a do not cite things or they cite emotional arguments. So it’d be like this, if you’re dealing with most marketing companies in Tulsa, they would say, I’m asking for reviews, doesn’t work.
And furthermore, you can’t ask in the home because if you ask me in the home, it’s going to show up as a review from the same IP address and then the reviews won’t count. And so really what we want to do is make this app for you and this app called pilot, what’s it called? Pilot pilot. Trustpilot. What’s another one? Just like wait, it’s going to text people or email them and ask them how their experience was and then they’ll leave a review that way. And so when I’m telling my client, you have to get reviews in the home, right? Then boom, boom, boom. It is flying in the face of every other marketing firm in Tulsa. Everybody else is saying opposite of what I’m saying. Your employees are saying the opposite of what I’m saying. Articles online that are written by randos who have blogs are also saying. So, and then I had a couple that thought you were nuts. Yeah, yeah. But if I didn’t cite it, there’s zero hope. Yeah. You can’t just go in there and say things and you cannot not be funny. Like not being funny is a really bad thing. You have to be very honest with people.
I mean you had some painful conversations with me through the process. Um, you know, I mean probably out of the first 20 times we met, I only cried like eight times. So, um, but during those painful conversations when you mix it with humor, made it a little bit easier to palate. So, um, and then it was logical argument too. So I would go home and like think through the logic of what you mentioned and then think about the cited stuff. But
false logic is what other marketing firms use. I’m going to show you. Understand you can’t just say, well Mo a nine out of 10 business owners are using Trustpilot to get from painters and you can’t, that’s not a, that’s false logic. You know what I mean? It’s like yeah they are, which is why they’re wrong. Or you can’t say that nine out of 10 business owners think that the group interviews unethical and it doesn’t work. Yeah. That’s also false logic. Of course they don’t cause it cause they’re wrong. Um, and so it’s almost like I told you that I didn’t Nick, I said if anybody said, if everybody says something, I always then go the opposite of what they think is true. So it makes sense. And so we have to teach these clients this stuff and it’s, you got to sign it. Otherwise, I’m just telling you, cause other marketing firms are teaching false logic business coaches, nine out of 10 people say you shouldn’t use a script because you don’t want to make your employees feel like robots.
Well that’s great. That is a great step. You know. But you shouldn’t be asking your employees if they want to feel like robots or not. That’s a false question. So any are questions for Aaron because Aaron’s been out down in the past. You have a system for years now and doing a great job. I need next year. If the Trump wins, I think you’d do $100 million of sales you loses. I think you’ll probably do 80 again. We’ll see it. But I mean, what do you, what do you, do you agree with that? I would agree with that, but I’ll say either way. We’re doing 100 million next year.
Okay. You’re recording for a, I have a question about the sales scripting process and also the John Kelly method process. When you go to do that project to work on your business, was that harder than you thought it was going to be initially? Like once you’ve been through the process, what was that like compared to what you thought it would be like?
Oh, um, I wouldn’t say it was harder. I mean the one thing, you know the, the phrase first, you nail it, then you scale it. Like I already had all the information in my brain. It was more of a thing of like putting it all down on paper and it really helped like having John live to talk to because he had just been through our old process and so he was like, I can’t picture what you’re talking about. You’re trying to describe to me what crown molding on top of these windows looks like. And I don’t have a picture in front of me, I can’t see it. So it was a delegation of getting all these photos brought together, but then literally what clay said is write down exactly what they, what you would say and then make them say what you would say, but you have it all written down. And so that part was pretty easy. Although it took a little bit of time, the content was easy. And I think for most people, if they’re like they come from the place of being a technician in their business and now they’re trying to be the business owner, they should be able to take that technician information and just translate it down. You might need to be the person who kind of steers the ship a little bit if they do kind of not know how to like communicate well or something.
I had one more thought that, uh, I’ll let me know that Aaron was on the right track. He now hates website edits the way I do. Yes. Cause realize it’s stupid things that don’t actually help. I do. So we do as few as possible. We have to do inventory, I have to update it. But I mean most clients want to do endless website edits and we got to a place where you and I had a conversation on what media was, but I said something like, Aaron, I want your website to be able to do this, that and this. I want us to be able to have a, an app that does online sales going to go online and pick their own crap. I want, I want this to happen, but it’s not canonically compliant. So your site won’t rank high if we do those things.
So I think we make the site look great, but no one would find it, if that makes sense. So we’re going to make it look as good as it can while sticking within the guidelines of Google and, but there was a time where we, I could tell, you can tell whether the relationship is good or not. When the client starts to disdain website edits because they recognize it as not being a profitable activity. When I also started to realize it actually really doesn’t matter that much. What your website looks like. It just matters if it gets found. And then what’s your no brainer is like those are the things you put on your site where, where do people spend their time on your side?
Uh, they only go to, we had all these different things they could go do and we found out out of like the 10 things they could do, they only looked at move in, ready, available homes in the photo gallery and that was it. They didn’t go anywhere else and they never went below the fold. Never, never scroll down.
Hmm. I guess a go in Oklahoma. Yes, Eric questions,
tons of content below the fold. Oh God. So much good stuff that nobody ever saw. It was awesome.
Anybody? No. Well, Aaron, big win.