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[00:00:00] Cool. All right, man, who’s got some wins to share. Anybody for some big wins this week?

[00:00:11] I got a couple of little ones.

[00:00:12] Ok, well, little ones can be big ones, it depends on how you sell it, Neal.

[00:00:18] Again, I got some more jabs from clients, you know, from people they knew or and I kind of like kind of mapped out some areas. I was asking some of my clients. And I think we got to live this week and I right before I hopped on the call, I got another one from another client.

[00:00:36] That’s cool. Are they sticking or are they in or are they in good niches and everything and they’re sticking? Yeah.

[00:00:42] Oh yeah, they’re solid. I’m trying to just do the Patrick antenna thing, you know? Yeah. So you want to do a little bit? I had a win loss.

[00:00:54] Are they in good, nick? There you go. Finally, got that.

[00:00:59] It kind of had a win loss with a client. I’m doing it for someone else and partners on their site. It’s just carpet cleaning. And I’m not big on carpet cleaning, but I got kind of got a relationship with a guy who really likes me. But our GMB went down and haven’t been able to get him any leads, and he past couple of months he’s been with a company called They Do Just Facebook, and they’ve been killing it for him, and he’s paying like seven hundred a month for carpet cleaning with. I’ve never heard of the company. I’ll have to come back to that. I had it written down. I was trying to find there out of California. They do nothing but Facebook, and they’ve been killing it. But he said, Listen, I love you. I’m going to stick with you. But if you can get me the kind of stuff they’re getting me, I’d rather pay you, you know?

[00:01:46] Yeah, yeah, you know, I did sales for somebody who does Facebook. And I found the lead quality was very low. So I don’t know if it’s I mean, I’m sure it’s niche dependent, location dependent. I found that I was just fighting a lot with the contractors that I got on board because they were like, Oh, well, this one’s not qualified, they’re out of my zip code like whatever. They always had an excuse and you’re just nickel and diming and nitpicking every single thing. So I’m not really excited about Facebook ads. You know, again, I tried it and I did that for, I guess, six or eight months, maybe.

[00:02:22] And it’s a company that’s just getting the leads to him.

[00:02:26] Well, that was I was a sales guy for a company that that’s exactly what they did. They did, you know, lead arbitrage from Facebook contract?

[00:02:35] Yeah. Seventeen hundred a month. But he’s getting over ten thousand a month in business. And then he did say, though I do prefer Google leads. Yeah, he says, I want you to get back in action because I’d rather be with you than that.

[00:02:48] So, yeah, well, good. Yeah, get those jobs and get back in action. Who else has a win? Anybody? Devon? They’ve.

[00:03:02] Nobody might be a personal of. Let’s go first. Oh, I’m sorry, Dave. I’m getting ready to move in a couple of weeks. So it’s like one of the big things that’s just been it’s becoming a big time vacuum, but finally got people to take the furniture.

[00:03:17] I’ll be finding some place to work for the next few weeks that I’m still in Vegas. But you know, just where are you? For anyone so inclined to

[00:03:26] Moving out to Stillwater, Oklahoma.

[00:03:29] Stillwater, that’s right.

[00:03:30] Yeah. All right. We won’t hold it against you, Deb. I hope not. If you can find me out there, you know. At least, you know, it’s a great win to share. So thanks, Devon.

[00:03:43] That’s a great that’s a place where people go to hide right to better themselves.

[00:03:48] It’s a place for people that are better themselves, better themselves.

[00:03:54] And, you know, nature and well, it’s OK, Devon, we won’t hold it against you. What do you got? I’m actually jealous. So for me, I pretty much have a and I’m a humble guy, so I’ll be very vague about the wind that I have. Ok, and say that it’s it’s. It’s it’s multiple sites with everywhere pages, I guess, is the best way to say it. And these aren’t small sites

[00:04:31] Like location pages like neighborhood pages out the wazoo. Is that what I’m picking up?

[00:04:38] Yes. No. What? You’re stepping in? Ok, so I’ll be very specific. Please understand this is not something where I like to brag. It’s 15 different websites, each of them with. Give or take. And in between anywhere from two hundred and fifty pages each well to six hundred pages each.

[00:05:04] Wow. And did you do like a mass page generator or how did you do it?

[00:05:10] That’s that’s what I do. I work with mega page websites and I take on clients every day of the week. But this is probably one of the smaller ones that I had. So it was worth sharing,

[00:05:28] And it works out for you building all those pages. Yeah. Awesome. Great to hear it. All right, well, we got a few wins there. I don’t see anybody on Facebook is a little hard for me to manage everything. Patrick is not on the call tonight. Ok, hold on. Patrick’s not going to be on the call tonight. So I’m kind of, you know, juggling everything myself. So it’s hard for me to go back and forth between Zoom and Facebook and whatnot. But if anybody on Facebook wants to drop, win or anything that can look over there and grab that, and what we want to do tonight is talk more about sales. That’s sort of my sweet spot. So if you have questions about sales, you have anything that you want to discuss about sales, how to prospect in the, you know, with the heat maps or anything like that, you know, pretty much open game. We’ll just kind of keep it cash as usual and go that direction with somebody else wanted to share something.

[00:06:32] And kind of an an interesting new prospecting way to get that I closed someone today is I was on a I guess I closed today, but I was on a run last Thursday and I had just lost a client for a mason site. And I saw Mason doing some work and I jogged over to him and said, Hey, could you do some more work and close the deal this morning?

[00:06:53] So. Wow, that’s also a new way of

[00:06:57] Getting a new

[00:06:59] Way of practicing. It goes exercise and then got a win.

[00:07:03] So yeah, yeah, that’s awesome. Shannon Beets is both out there.

[00:07:09] Yeah, I mean, I guess if you if you’re building your stuff and your your local area, then you can do that. If you’re doing it, you happen to be a local one. Yeah, yeah. I had a similar win like that. My mom’s boyfriend had some stuff being built in and I have a site, you know, close to where we live. So it wasn’t producing, but it got a lead. And, you know, I texted it to him and he kind of let it fall by the wayside. And then another one came in. So I went over as he was doing the work for my mom’s boyfriend and just kind of said, Hey, this is what I do. You know, this is what I got. Are you interested? And he’s like, Oh yeah, man, I’m interested. So he wants to do a rev share deal. And so I’ve sent him a couple of things and, you know, trying to spend a little bit more time on that site to get it, get it to rank better since I have somebody in place who’s at least willing to take them. So that’s a win on my part, and

[00:08:01] I think Shannon still beats you out there, Jeff. I see was Patrick, but I think Shannon still wins there, Jeff.

[00:08:13] I don’t know how, but sounds pretty, pretty, pretty much the same.

[00:08:17] I mean, jogging right up to somebody and closing it right? Then that’s strong.

[00:08:22] I drove up in my car and it’s like,

[00:08:25] No, I mean, no, you got to get out there and beat feet on the street, you know?

[00:08:29] Right? All right. Anybody have any specific questions that they have about sales or anything that you think that I might be able to answer? You can go ahead and raise your hand and or chime in, and we’ll kind of take it like that if you have specific questions. If not, it’s going to be a really boring hour. Well, what do you got named?

[00:09:01] You know, everybody has their own style of selling when it comes to when it comes to getting in front of people. If you had to put a number to the different sales styles, how many would there be? That’s the first part. And secondly, is there a chance that you could actually execute a couple of them to demonstrate for us?

[00:09:31] That’s a great question. I think you’re right. There are there are multiple different styles. All I know is the ones that I use because they fit my personality and they fit my what I you know what I know. So the ones that I use. And it’s also, I think, dependent upon your specific situation, you know, like with me, I spend as little time as I can on each one because we have so many that need to be sold. So I can’t just like focus on one because I have leads coming in from nine other properties or whatever at any given time. So for me, it’s like I have to go really fast, really short, and I found that that approach works better for me because then I don’t seem desperate. I’m just like, Hey, yeah, I just take it like, whatever. I’ll follow up with you later, and they’re just kind of like, Whoa, like, whoa, this chair. They’re like, Whoa, that’s a $5000 job or whatever. So they get excited about it. Whereas if I were just trying to harp on them or they were the only thing that I had going, then they might get a little spooked, in my opinion, because I have too much time for them or I’m I care too much about that one deal. You know what I mean? So that’s why I think Patrick and I would always recommend having more shoes on the shelf, more more sites ready to roll so that you can actually not be that desperate about any single one.

[00:11:02] So I think that that kind of also plays into like what you’re saying, Dave, about the style, right? Because your style is going to, you know, your desperation level is going to impact the style and the way that you come off to your prospects. And so for me, it’s been a game changer to have something, you know, a lot of stuff that’s really valuable to sell because then you know, it just it just makes my job easy, right? So for for my purposes, you know, I just go and try to prospect as much as I can as many different properties as I can. The ones that obviously I’m prioritizing are the ones that are producing the most leads and the ones that are not producing as much leads as many leads. I’ll still try to get a trial client, and there’s several of them that I have right now that are really they could be really, really valuable. We just don’t have them ranking high enough yet and pulling in enough calls to make that value give that value to them. But we have I have trial clients ready to roll like like good trial clients. So, you know, I’m just constantly trying to fill that pipeline.

[00:12:17] So I know that, you know, that doesn’t specifically answer your question. And you know, I’ve kind of alluded to some of the tactics that I’ve used in the past, like especially with texting. You know, that one that I closed earlier this year where it was just like a lead came in a form submission came in and the specific location. And I just texted this contractor randomly. I just said, Do you do work in this location? And they said, you know, first they tried to hijack the conversation, but I was just like, No, I’m just answer my question. And they did. I set a standard with them, like a rapport with them and close them. And they’ve been amazing clients ever since. And they’re expanding into another niche of maybe two months ago, they paid a startup fee on the second niche. So I expect them to be a really good long term multiple niche client just off of a five word text, you know? So I think that for me, it’s all real and really intuition now is how I approach a given contractor based on what I have coming in, the kinds of leads that I have in my hand and how much time and effort I’ve already spent on that location. Another win that I had recently, just in the last couple of weeks, was I had something that was producing very, very high and very high level, but it’s not very high value leads like the number is off the hook, but they’re not very they’re not very valuable.

[00:13:55] They’re just like little repair jobs and stuff like that. So I couldn’t sell it to anybody. And then I got this guy who called like looking for for for referrals, I mean, he actually called the line and he’s like, Hey, do you guys have any referral work you can give me? And I’m like, Yeah, I can give you a whole bunch of referral work. So he actually took other niches and other locations as well. And so because he has like a, you know, multiple city type of a capability. So we’re going to see where that goes. But you know, I just got lucky and, you know, listen to the calls enough to where, you know, I caught on to the the guy who was actually looking for referrals. So that was a huge win for me because I spent probably the last six to eight months trying to find somebody to take that. And so now I have somebody who’s hyped, he’s ready to roll. He’s another one of those younger guys who grew up in the business, so he knows the business really well and has the capability to hopefully to grow at a level where we can take him. So we’re getting all that

[00:15:02] Stuff out for

[00:15:03] Him. So those are a couple of examples of how it’s working for me. And again, it’s just dependent upon the specific niche and situation that we find ourselves.

[00:15:15] And so as a follow up, Jeff, you can probably say that confidence comes in length of time you’ve been doing sales calls. The specific space that you’re looking to get into and the potential customer or the interviewee, or however you want to say the other person on the end of the line that you’re talking. Right? All those come into play, right?

[00:15:47] Yeah, I mean, because I’m trying to, you know, now that I’ve been through this dance a few times, you know, I’m trying to eliminate them as much as I can to before. And when I did that lead arbitrage for Facebook, you know, that was I was banging the phone nonstop, and that’s really where I got over any kind of fear. You know, it was just every day like my back was to the wall, like I had to pay the bills, like it was like that. And so that was a blessing in disguise because now I can pick up the phone and call anybody or I prefer not to call because, you know, most of the time, they’re not going to answer the call anyway. So I just go by text or Facebook message things like that generally, and I do pretty well that way. But the confidence is is definitely, probably without a doubt the most important factor that

[00:16:45] Has given me a level of

[00:16:48] Success. You know, it’s like you just, you know, I don’t have to be afraid of not getting the deal, and there’s nothing they can say to me that is going to upset me or like whatever they can tell me, I’m whatever and hang up. I don’t care. Like, no hearing. No doesn’t bother me at all. And it’s like, OK, they’re not the right one. I’ve just realized time and time again that even if I’ve really prospected an area in a specific niche and I think that I’ve exhausted all possibilities, the next thing I know, I found a whole nother list of 20 more contractors, you know, so I’m not afraid to lose somebody if they’re not the right one. You know, we want to work with the right people and not just anybody. And that’s not always possible. You know, sometimes you have to take on somebody and find out for yourself. But you know, overall, if I can, you know, disqualify people along the way in the early stages, then it’s going to be a lot more beneficial for me in the long term because we really want those clients that are going to be with us three, five, seven years down the road. You know, I’m not looking for a six month deal and then they they bail, you know?

[00:18:07] So hey, Jeff, I don’t want to monopolize the entire Q&A session here, but I can. I can go on with question after question after question that may be of benefit to other people. But I mean, if there’s anybody else that has questions, I don’t want to hold anybody back. If that’s OK with you, Jeff, I don’t. Yeah, sure,

[00:18:30] Neil looks like he’s got a question. Let’s let let Neal have a chance and then come back to you, Dave. No problem.

[00:18:36] Jeff, just curious, do you have different you’ve given someone leaves for a set of the trial period. What’s your clothes or how do you approach at the end of the trial period? You have different methods on right time to pay, bitch. No. How do you what’s your

[00:18:57] I mean, basically, I start trying to season them on what my expectations are throughout the trial. So if I’m getting a significant number in that trial could be longer than you would expect it to be in some cases. If if the if the calls are just trickling in, like if it’s a newer asset or we’re just we just don’t have the ranking there yet. Pardon me. Then I might give them leads for a lot longer than you would expect, but I’m trying to season them along the way to normalize what it is. You know what it is that my expectations are? So if I’m like, Hey, you know, you’ve gotten like three or four really solid deals here, you know, we need to get paid on this, too. So, you know, what are your thoughts? Is this something that you want to move forward with? And if they’re like, Oh, well, whatever you know, like, I try to kind of tell them what’s normal and what’s not normal? I say, Well, normally the contractors we work with are really, you know, they understand the value that we bring to the table. And so once we get into a, you know, a business relationship with them, then we put them on a monthly and they start paying. So we might if it’s like right now, it’s whatever the 10th of the month, yeah, the 10th of the month. So it’s a little bit earlier in the month, so we might prorate them.

[00:20:27] If this were the day when the trial should end, we might prorate them and say, Hey, I’m going to make it easy on you. I’m just going to charge. You might even just charge them for half of the month for this month, you know what I mean? So you’ve already gotten the leads from the beginning of the month and all of that. And then in December, you know, then we’ll charge you the full full price, so we’ll try and make it as easy for them as possible. But again, I’m always trying to use the words normal and fair as much as possible and be like, you know, our contractors, you know, this is just the way we do it. And this is it works for them. It works for all the other contractors. And then it kind of makes them seem like an oddball or an odd, odd person out. If they don’t want to operate that way, then it’s kind of like, Well, you know, that’s not the way we do it. And that’s it’s just it just doesn’t work for us. It doesn’t work for our business model. All of our other contractors are killing it, and this is what we do. So do you want to be one of those contractors that are killing it or not? You know, so that’s kind of the way I I tee it up now.

[00:21:32] If it’s just a few leads like starting out, do you try to do the flat rate because what I’ve done is gone on a percentage until we can get up to? Yeah, it’s a little bit.

[00:21:45] Yeah, it’s a little bit of a transition period for us because we we stopped doing ads last year, you know, before we would take the, you know, the the monthly and then we would run ads. And you know, Patrick has described that multiple times on the calls, how that just wasn’t working for us because we would go in the red and then the client would bounce. And we have an asset we don’t have a client for and we’re in the red and, you know, we have to pay more development costs and all of that. So so we’re not doing that anymore. So I’m more inclined to like we have a remodeling site in a location right now, and they’ve paid a couple of, you know, like referral fee split, if you will, like a 10 or 15 percent type of a deal on the two deals that they’ve gotten. And so I’m OK with that in the early stages while I’m building a relationship because I’ve done the research on these people and I know they’re legit. It’s a family business. They’ve been around for decades. You know, I’m comfortable doing that. It’s I know they’re not just Jimmy in a pickup truck and they’re going to, you know, they’re not. Some fly by night deal. If they want to work with us, then I know that they have the capacity to do that. So I’m a little bit more lenient again because there’s not that many leads coming in either. So if we were being inundated with leads, that would be a different story. But you know, I take each one and try to monetize it to the best of my ability, you know, based on what’s coming in at any given time. And if I have to take a per lead, you know, I will. I don’t like that. Definitely not. Not not top of the list, but if I had to do it to make the deal work, and that’s going to be more on a lower volume, lower value niche. But I would do it, you know?

[00:23:42] Yeah. Right back to you, Dave.

[00:23:49] That’s really what I want to know.

[00:23:51] That was good. Thanks.

[00:23:52] Thanks, Jill. No, those are great questions, Neal. I mean, there’s not a lot of people that really know how to approach closing the sale afterwards. So that really helps. And Jeff, you hit it right on the head when it comes to that. So, yeah, cool. It falls right in line with closing style and confidence. Now the question to follow up on what Neal is asking is when, when you start reaching out, obviously, the phone doesn’t weigh a ton and you have to have thick skin when people reject you. But do you call one? Uh, you call several people in one specific niche, or do you reach out to several people in several different niches at the same time during the same period?

[00:24:46] That’s a great question. You know, my responsibilities have expanded quite a bit over the last six months or so when I first came on with Patrick and I was doing pretty much 100 percent sales, you know, last year, beginning of last year, it was like there were so many sites to sell and all of that. It was nonstop. So I would take the, you know, how do you I guess it’s the shotgun approach, if you will. And I was reaching out to, you know, I would do a lot of research and get the prospects prospect list and then just start banging it phone Facebook Messenger tax, like, however, I could do it. And now it’s a little bit. It’s a little bit more under control because I’ve sold a lot of the stuff that is, you know, was was sitting on the shelf ready to be sold. There’s still some of it. And but the things that are or the assets that we’re producing the most and that were really good deals for people like I sold all that stuff. So now it’s kind of like to have these kinds of thorns in my side, if you will like that one that I was mentioning earlier on the call where I tried to sell that for like the last six or eight months.

[00:26:04] So I pretty much given up on it because I was like, it’s not well positioned. It’s pulling crappy leads like really low, low value leads that nobody wants and we need to reposition it. So our team has been working on that part of it. But then I get this rando guy who calls and says he wants referrals is like, OK, we’ll just take everything that comes in off of this, right? And then on the other side of that, Dave, is that I’ll just kind of like, you know, I have a list of all of this stuff that needs to be sold. And so there’s a lot, you know, I mean, it’s I don’t want to toot my own horn here because, you know, I’m not I wouldn’t consider myself to be a great sales guy or anything. It’s like when you have great stuff to sell, it’s just selling becomes easy, right? So I have a long list of stuff that’s not monetized, but I have great clients already in place. Like I was saying, like they’re ready to roll. It’s just not producing enough leads to actually get a monthly for. So that’s one thing that we’re working on internally with our team is to go and continue to build that stuff out so that we can produce and we can get those things monetized because for whatever reason, they were assets that were built for for whatever purpose and they just were never completed and and all of that.

[00:27:30] And so we have some of that stuff. But a lot of those, I mean, like I say, I already have great clients just sitting there waiting and they’re taking the leads as they come in and I’m trying to monetize them. So I’m following up any time I see a lead. I’m always like, like keyed on the lead. So if I see a good one coming in, I’ll make sure that I’m pinging them. Hey, that looks like a great win. You know, like trying to continue to build that relationship with them. So then when it does come time, they ask for the money, then they already know what’s what’s right. I’m not starting from scratch or trying to build that rapport with them. You know, at the last minute, it’s like they’ve already gotten, you know, 10 texts from me or whatever or had a conversation or whatever. So that’s kind of the way I’ve been working it. Ok.

[00:28:20] So, yeah, I don’t I don’t want to hold back, I see will coming in connecting the audio. I will. Well, how are you doing tonight, buddy? What is up? How are you doing? You know, we’re talking sales tonight and I’m just lobbing questions left and right at. Jeff, so what’s going on with Father

[00:28:42] Patrick’s taken a night for himself tonight, so. So I’m kind of stepping in here and just doing sales questions and and going from there.

[00:28:54] Oh, beautiful. I guess the inmates are running the asylum?

[00:28:57] Yeah, exactly. Exactly. Anybody have any questions for sales? Let me see Amy saying she she needs to sell sites bad. The I’d like to hear about how some are using new automations. Have some big plans coming up. We’d also like an update on them. Ok. That’s yeah, that’s going to be those are going to be really good questions for Patrick.

[00:29:26] I actually have a question since I’m still off mute and jump, right? So I’m not a big fan of pre-selling sites. My question is more, when you’re getting a new site up and running and assuming you have a website and a GMB with that. What’s your standard timeline that you would say you do all your steps? And by this many days in after it’s live, you’re getting calls and you’re getting close to getting that thing rented out.

[00:30:04] Man, if it were that

[00:30:05] Easy, I know, right?

[00:30:08] Yeah, I mean that that has so many variables to it. You know, as far as like location and niche, the competition, how good you are at what you do, like, how fast can you get everything dialed in? I mean, it’s it’s really there’s there’s no easy answer to that. Well, it can be. It can be a long time, depending on the niche. You know, some of the niches that we’ve gone into our hyper competitive and it takes six months to a year or more to really get to be in a in a more prominent dominant position in a given location. The other ones we found we did a deal last year and the guy blew out on us and we ended up with some really high quality, high level, high producing assets, and I was able to sell those and it was just it was over. I think we started around this time last year, and by February, when the weather started getting better, it just started cranking. And it was like it was unbelievable the volume that was coming through those lines. We only had two or three GM bees, but it was, you know, it was it was a lot and it was. It’s not predictable because, you know, it wasn’t expected either, you know, it was. I would have expected that to take a lot, lot longer. But so,

[00:31:40] You know, I think that’s actually helpful, though, just giving the longer time range on the other end, right? But sometimes you see things pop, and if you do everything you know, 60, 90 days after you get it live and you do your backlinks and citations whatnot. But then there’s other stuff that just doesn’t quite happen. So it’s important to not just give up on that right and let it keep giving it love and let that mature.

[00:32:07] Well, yeah. And if you you kind of caught the drift from Patrick, he doesn’t. He doesn’t give up.

[00:32:14] You have noticed that, right?

[00:32:16] So it’s just, you know, it depends on a lot of different variables. And I made mistakes when when I got into this business model and I have stuff that I’m still working on ranking and I’m, you know, three years in basically. So I’m expecting those things to to to rank better and start producing better. Any moment, you know, I mean, I am making a little bit off of them, but not what they’re what they should be worth. But you know, I went into the most competitive niches and the most competitive places with, you know, zero skill set screwed it all up. You know, I think another factor is also like, how good can you get the the naming of your GMB in place? You know, if you if you can get some really, really good keyword rich GMB, then you might pop a lot faster, you know? But some, some areas it’s it’s way in and niches it’s it’s way more difficult to get those live and get them to stick, you know?

[00:33:19] Yeah, for sure. Now did you make did you say there that you have multiple GMB linked to one website? Yeah. Ok. So you do like. On one Gbps, the URL listed on that profile would be root domain slash service

[00:33:39] Area or something like that. Yeah. World location. Yeah, yeah. Either were.

[00:33:46] And there’s been no negative impact of doing a linking multiple to one site.

[00:33:53] Not that I’m aware of, and we do it all the time. I do it on my own assets, and Patrick does it on on his as well.

[00:34:02] Well, that’s a that’s a big benefit right there, I can build a third as many sites, but I’m going for three in one location.

[00:34:10] Yeah, I mean, that was one of the mistakes that I made when I first got into the model was I came out and swinging and got like 25 GM bees and then I was like, Oh, I got to build twenty five sides. Yeah, oh man.

[00:34:23] Well, it was a mistake.

[00:34:25] It seems like I’m making a lot of the mistakes you did.

[00:34:28] Oh yeah. How long have you? How long have you been doing this?

[00:34:33] Probably, really. Seriously, like, I started building my outsource team probably six, six or eight months ago, like I joined originally J K close to a year ago.

[00:34:46] Ok, that’s that’s still pretty new. Yeah, yeah, it is. Yeah. Here’s Jackson just dropped a comment, and he’s been around for a minute. I do this with a site in San Diego and San Diego city to city three city for GMB to homepage, GMB to city to page, you know, beat a city three page. Yeah, that’s pretty much what we do. Cool.

[00:35:12] That makes sense to me, Jackson, thank you.

[00:35:14] Yeah, definitely makes sense. Mm hmm. Any other sales questions? Let me see what’s going on over here in the chat. Yeah, no, no problem, Amy. I just know with the automations, especially, you know, that stuff is changing so much. There’s so much development going on like, I can’t keep up with it. You know, for my purposes, when I’m using the software for my clients, that’s when I’m using that. But I don’t I’m not involved in on the development side. So I’m not as in the loop on what’s happening on any at any given time on the automations and whatnot. So yeah. And then verified GMB without a postcard. On any location or service area each and one hundred and thirty dollars. I don’t know what that guy’s doing. Pariah, hurry. Are you trying to sell us jobs right now? Can’t be verification on the call. Thanks. Appreciate it. No thanks. I definitely prefer postcard verified. Gmb definitely seem to stick a lot better than any others that I’ve heard of or known of. And I know that there’s been sweeps that have eliminated a lot of jobs, a lot of them phone verified or otherwise, you know, and we’ve just been lucky that we haven’t gotten caught up in that too much so. Anyway, so no other, no other, no other questions in the Facebook chat. Anybody have any other questions on like sales mindset, anything like that? We’ve been working a lot on mindset. We’ve been doing a lot of masterminding and, you know, reading a lot of books about business mindset and all of these things. So if you have any questions about that kind of stuff, I might try to answer that which you got, Neal.

[00:37:20] I just wanted to say that the accountability group. Mm hmm. That has been great.

[00:37:27] Yeah. Yeah, I meant to ask about that. Thanks for bringing it up.

[00:37:31] It’s been. It’s been great. You know, I mean, we all keep it. We’re on each other. You know, and in a good way. And I just it keeps me more focused during the week, I’ll be like, Oh, I oh, I only got till Wednesday. You know, it’s like right now I’ve got a deadline where I got Piers, you know, are going to tell me, Are you where you’re supposed to be? You know, if not, why?

[00:37:55] And now you’re you’re in a group chat for that. Is that the way that works, Neal?

[00:38:00] I we do a Zoom

[00:38:01] Just like this zoom once a week.

[00:38:03] Once a week. Yep. Gotcha. Yeah, about an hour. With that usually about an hour, we flip flip the screen back and forth to each other, and we show because we were supposed to have X amount of goals for the next three months and we were talking tonight, we’re going to continue this after this three months. I’m already planning my next goals because I plan on getting these and where they are. It’s been great.

[00:38:30] Yeah, that’s cool. I’m glad to hear that. Yeah, I did. I had an accountability partner about maybe eight years ago or so, and we used to get on a five minute phone call every morning and just kind of touch base. And we did it for probably about a year. And it’s just, you know, building the muscle. Not to say that you couldn’t continue to get something out of it if you were doing that, but it was a pretty big commitment, even though it’s five minutes. But it’s every morning, you know, my kids were younger. I’m trying to juggle my kids and juggle my accountability for, like all that, you know? You know, it’s every morning. So it’s a commitment. But I mean, really, even just I think, like I said, building that muscle in your own head where you’re then you can kind of like start to keep yourself accountable in a better way. Or you know what I mean, in a more powerful way, even if you don’t have that person to to bounce things off of. So I’m glad that you’re getting a lot out of it. Is anyone else in the accountability groups and having good success?

[00:39:33] You care to share. Coming up on getting into the next accountability group, but I do have a question for Neal, if it’s OK. Yeah, go for it. Is there like a specific format that you guys go through on your Zoom calls? I mean, as in like first the first thing there’s like a roll call, second thing there’s who shares wins, third thing and you see what I’m saying, like a regimented process or is it just a free for very informal?

[00:40:03] We get on there. Hey, how was your week? You know, it’s. And then we get to the meat of it, you know, and some will say, All right, I’m ready, I’ll go and we bring up and we’ve got the form that Patrick sent out and we get on the form to show where we’re at that week. And if we fell behind, why do we fall behind, if we’re how to get ahead? And yeah, it’s just it’s just good that we’re keeping on each other. And I think I am more focused and I get more done because, you know, I got to answer to these

[00:40:36] Guys, you know? Right? That’s that’s awesome. Is there is there anywhere on that form where you guys have done any kind of like mock sales calls between each other?

[00:40:48] No, it’s really about our goals. I mean, and everybody’s got different goals in our group, I mean, I’ve got. I think four or five goals, you know, and you know, two are personal and three are with business. So yeah, and it’s once you get going and you open up with each other. It’s we really tell each other anything, you know, it’s it’s become a good, close knit group of guys, you know?

[00:41:21] Awesome. So thanks, Neil. I appreciate that. So.

[00:41:26] I’m we’re our group is similar, Neal, we we meet, we always go first in whatever order doesn’t matter and talk about, did we meet our goals or not? And then after that, because we meet about an hour, we share, like some of us are like I built more of a team than the other two have and one of the others has more GMP experience than I have. And so, so we we kind of then just share experiences and help each other out. We share templates. We’ve shared a whole bunch of things like that. So that’s so it’s partly the accommodation accountability. But the second half that has helped is also sharing different ideas or different or helping each other out on something that happened that week, something like that.

[00:42:12] Yeah, that’s great. Yeah, it definitely helps. I mean, there’s so many different moving pieces to this business, and to do it well, it’s like one thing that I realized once I started working with Patrick, and one of the reasons why I started working with them was because I don’t want to go build a big team like like Patrick has like, you know, but that’s that’s what you have to do if you’re going to really scale and and build something bigger. And so for me, it’s like if I were going to go do that, I’d be looking for somebody who’s an executor like Patrick, so I might as well just partner with Patrick. But I think at the end of the day, one of the things that I’ve learned from him and book that we’re reading, fix, fix this next, I think, is the book where this bank accounts? Yeah, it was, you know, he basically says, if you’re going to if you’re going to be a real business owner, like stop trying to do the stuff and just continuously try to build the process and get the people to do the stuff for you, you know? And so Patrick’s been really masterful at that with the team that he’s he has around him. And in my own business, with my own assets and the other things that I’m doing on my own, which I still do, you know, I need to continue to build a team around me as well and to build that kind of process. And so I think that’s really important for for people like you will like anybody on the call, but especially people who maybe are a little bit newer in the game and just realize, like, you know, learn what it is. You have to know what you know, how things work and everything. Once you learn that, like, you know, make it below your pay grade, you know, make it so that you need to outsource it and make it so that somebody else takes on those responsibilities, because that’s how you’re really going to scale this thing into something that’s going to be a game changing for you.

[00:44:14] I absolutely agree with that, Jeff. And I’d have to ask, you know, at what point do you feel where it’s good to bring on other people for sales? And if there’s a specific process that you guys have put in place, or if you would put in place building your team for that sales team to be? Are, you know, up and running in a very short period of time?

[00:44:42] Yeah, that’s a great question, Dave. And all I can do is give you the example of how it’s worked for Patrick. And so if you take Patrick as an example, he he hired people, he hired the team to do the fulfillment and he kept the sales on on him because that’s his sweet spot. He’s really good at it. He’s really good with people. It’s the part that I think he misses the most. Now that I’m doing it is because he loves to learn about people and get inside their heads and do all do all that stuff. That’s why he’s so good at it. But there was that point in time and partly it was just, you know, that the right timing when I came along and needed to needed somebody to sell for, and he was like, Well, I guess this is the right time when I need to start exiting that. And then he was able to hand that off to me. So I don’t think that there’s there’s a there’s not a process in place or an exact right time, like how we’re doing it, like we’re not hiring a big sales team or anything like that. It’s like it’s like me and Patrick. We still tag team on calls sometimes when it’s necessary. But for the most part, like I’m doing all that in.

[00:45:59] So he really took on more or actually delegated the the fulfillment part, which is the part that is more cumbersome for him. And and I and I think that’s the same thing I would do if I were just going to build an agency on my own or Allegiant portfolio on my own. I would I would retain the responsibilities of client communication and sales, and I would start offloading and outsourcing the fulfillment part. That being said, for most people, I would think it’s a big hurdle to start hiring people. And I think even in that book or, you know, one of the books that we’ve read recently, it’s like hire, hire, slow and fire fast, right? It’s like, I think that’s really important. But at the same time, it’s like I didn’t. I’ve never had employees. I was an employee most of my life, so I don’t have that skill set. You know, it’s a skill set that you have to develop and build and hire wrong. Get hosed, fire. Think you made another great hire? Get hosed again. Like it’s the same thing as building, you know, a GMB or a website and being like, Oh, I made that mistake again. Like, Dang, you know, like, how did that happen? I thought I knew what I was doing, you know?

[00:47:19] Yeah, a lot of the higher, the higher slow fire, fast mentality. It really revolves around the culture of the company as well, because you don’t want one bad apple breaking all the processes down with everybody else’s on the teams. Right. So I certainly understand that. But it all comes down to each of those teams, whether it’s the the outbound team or the inbound team, or whether it’s a to call close or even a joint close where you’ve got somebody calling inbound because they’re interested in a program and you’re setting it up for a closer, you’ve run into that before, right?

[00:48:08] We’re I have an inbound lead

[00:48:10] Where you have somebody calling inbound and you’re able to qualify them first with all the questions to set that up for somebody that will actually close them for the sale. Are you familiar with that?

[00:48:27] I understand what you’re saying. That’s just it’s not how we do it. You know, when we get inbound leads, I mean, we could if we had. And if our team was double the size or whatever, like pick a number of how many more people we had, then we could just go and ask our clients and be like, Hey, who would you refer to us?

[00:48:49] And I mean, would you mind? Would you mind sharing the entire process, Jeff? Because I’m sure you could do it much better than I.

[00:48:59] Of inbound leads,

[00:49:01] Well, inbound leads in the to call close.

[00:49:05] Well, I mean, at that point when the referrals are coming in, I mean, it’s they’re pretty easy to close. I mean, it’s sometimes it revolves around timing when they hear the number because they’re like, Oh, I have to wait for this deal to close or whatever. And it’s like, we don’t, we don’t hassle them. Sometimes those people will promise they’re going to come on board and then sometimes they don’t. But for the most part, if, like, we’ve had people who we’re really good to our clients, you know, and we give them a lot of leeway. And so they feel, you know, indebted and obligated to us to some degree. Not all of them, but they’re in certain situations. And sometimes in this one case last year in particular, Patrick went over and above four for one of our good clients. And then the guy just started sending us like dozens of referrals, like dozens and dozens. So many we we didn’t even we don’t have the bandwidth to take them all on, you know, and it’s like, so those closes become really easy. It’s like, OK, well, let me get on the phone with this person. Give them a number and tell them the spiel.

[00:50:13] And they’re pretty much it’s like shooting fish in a barrel. It’s not even shooting fish in a barrel. I mean, they’re just like jumping on the ship, you know, or whatever. But we don’t. We only have a certain amount of bandwidth that we can allocate to to take it on new client. So we’re not really in that hyper growth mode. In that sense, we want to get the stuff that’s already in the portfolio and is not producing. We want to get all that shored up and sold before we go and take on new clients and new projects. We have stuff that’s half built that’s just sitting, sitting there, doing nothing, you know, and that’s those are the ones that we want to monetize first. So we have a few things that we need to get in place before we can really start taking on clients at that level. I think that we will, you know, eventually do do that and be more aggressive about taking on more clients than we probably will need salespeople at that point to do the same thing basically that I’m doing now. But just, you know, at a at a higher volume, but we’re just not there yet.

[00:51:24] So before I find my next question, I’m going to take a small pause. And yeah, I’m sure

[00:51:31] Ariel is posted a question in the chat and Facebook had a trial client on trial and a high Typekit niche for about a week gotten three leads. One of them was a monster. Today, sales cycle can take a while to complete. At what point would you approach the sales topic with the business owner to rent out the site? I’m assuming I would. I should wait to see how many of the leads he actually closes to factor that into the conversion. And I should mention it’s an estimate bid kind of a thing. I haven’t gotten word whether he’s been awarded any yet. Yeah, Ariel, I would start putting the pressure on him right away and be like you. You see what I’m delivering like. Would you be able to, you know, generate those kinds of leads on your own? If so, or, you know, then you probably already would have. If not, then you need me. So I would start kind of like teeing it up right away and making it clear that your expectation is that he’s going to close at least one of these three leads. I would think that would be a reasonable expectation to close thirty thirty five percent of the leads, right? So I wouldn’t just hammer him up front like that, but I would be like, Hey, you know, I don’t just again, like, tell them what’s normal, you know, like, make it clear what’s normal and be like, Hey, you know, out of these three leads, it would be normal to close like one of them. So one of them is going to be whatever the number is.

[00:53:07] And then, you know, let’s start talking about like what my expectations are of a fee for this. So then you kind of start comparing what the fee that you have in mind is compared to that close and be like, yeah, some of them are going to be a monster like this. And if you get that one, that’s going to be a slam dunk. These are the ones so we can average it out and we can see that the average ticket here is whatever 10 grand. You know, my expectation is that I’m going to be charging you two grand a month. So I definitely want you to be getting, you know, 10 leads a month. And out of those 10 leads, you should be closed in two or three of them. My fee is a no brainer. Doesn’t that sound normal and fair to you? And just let let them, you know, either disqualify themselves or or whatever, but I would start teeing it up, you know, as soon as possible and not. Let it run on, especially if you’ve given them, you know, really high quality leads already the the smart real business owners are going to see the value and they’re going to be willing to pay even if the sales cycle isn’t complete. So that’s a little bit tricky that you have to you kind of need to fish around a little bit if you can’t tell from who they are to begin with, just from the research that you’ve done on them, you know, through their website or whatever, you can tell if they’re if they’re super established, they have a great website and all that kind of stuff.

[00:54:38] They know how to spend money, right? They have money to spend or they’ve had money to spend. So then it shouldn’t be a big deal to be like, Hey, let’s let’s lock this down today, you know, for from November the 10th, I’ll prorate it for the first month. So I’m going to charge you two grand a month. So why don’t you just give me 12 50 for the rest of November and then we’ll we’ll amp you up to two grand at the beginning of December? Obviously, if there’s the lead volume isn’t there, then I’m not going to expect you to pay. This is the way we do it. We don’t do contracts. You can bounce any time you want. If you’re not getting the value, we can renegotiate. But based on what’s coming in and the value of the leads that are coming in, you know, I think $2000 is more than reasonable. I’d rather overdeliver and get paid less rather than nitpick. You know, I just want to make my monthly and move on. So that’s kind of the way I would do it. Well, if anybody else has any anything that they would add. Rafael is saying, what sales book do you recommend Patrick is chiming in Ultimate Sales Machine by Chet Holmes. Good book, yeah, yeah, I listen to that, I need to go listen to that, probably. I listen to it about maybe two years ago. Listen to the the audio book.

[00:56:15] Yeah, I have an extensive library on my audio. Yeah, constantly listening to automatic customer, you know, anything by Mike McCalla, which is great. You know, everybody talks about Michael Gerber super books that he’s got out, not just not just the one revisited, but his original seminar that he had. That is fabulous. And that is what actually got me started in my entrepreneurial career. It’s it’s literally the E-Myth. And if you look for it on Audible or I actually got my program on cassette tape, I don’t know if anybody remembers those, but that was through Nightingale Conant. I see Shannon laughing.

[00:57:10] Yeah, yeah, I think I’ve read The E-Myth also.

[00:57:13] Oh, great. Great seminar. I mean, it was absolutely fabulous. See Shannon still shaking her head so you can identify it by the by the purple. In the in the cover, and that’s the only one that he has its purpose, right? But, you know, certainly great books out there, you know, ready fire aim. Great book. You know, it’s all about taking action before you actually do what you need to do so. And I’m sure, Jeff, you’ve got more, more more books that you can recommend as well. I mean, I’m not I’m not the be all end all.

[00:57:59] But yeah, no. There’s like you say that Mike McCall with the profits first is next on the list and then see, we have a few that we’re going through. I’m trying to I’m trying to follow more what Patrick’s doing so that I have that I’m almost in the same mindset that he is. Measure what matters. Just fix the snacks. The goal by Healy, who gold, something that’s those are on my list right now. So, so that’s that. Anybody else have any other questions. We’re at an hour. I’ve been a little just rambling around here talking about sales, kicking the can back and forth. I’ve really enjoyed it. And if anybody has any other questions about sales or anything else that I might be able to answer, please don’t ask me about the details of automations. I’ll be back soon and you can answer that.

[00:58:57] No. Seriously, Jeff, I can fire questions at you for another solid two hours.

[00:59:01] And you know, I appreciate that, Dave. Thanks for helping me keep the conversation going. And it seems like we get value out of them. But they don’t always know what to ask. You know, it’s like, I feel like I have a lot of a lot of, you know, rep sales reps under my belt. So I have I have a good, you know, sort of overall sensibility about what I’m doing, but I don’t I don’t, you know, I change things around a lot too, just to see, you know, into, you know, my intuition tells me a certain thing about a certain niche or a certain location or a certain prospect. And I might approach things in a completely different way because I’m not in the beginning when I was doing all of that prospecting and banging the phone. I did follow a very regimented, not script, but outline structure that I could go and ask the right questions, plug all the holes, get all the information, refer back and do all those things that are important. And you know, I’m certainly not an expert at it, but I just have done it enough to where I, you know I can. I’m trying to be. I’m also an efficiency freak. So I, you know, I won’t spend two hours on the phone with somebody. I’ll try to either qualify them or disqualify them and get them either in my life or out of my life. You know, more, you know, more quickly. And sometimes that is probably not the the, you know, doesn’t increase my my close rate. Sometimes I might lose a really good potential client, but you know, we’re all different. Like Dave said, you know, we’re all different. We all have different approaches to things.

[01:00:44] So those are those are super great points, Jeff. And you know, if I could really chime in and just say that the questions I’m asking are really good of the group, I have a lot of support behind me, just like you. But if I could a couple of really basic softball questions that really, I think should be touched on is when you actually start smiling and dialing to make those contacts and get the contracts as it were. How do you qualify, whether or not you’re talking to the right person to begin with? And secondly, how do you overcome objections to getting to the right person that you need to talk to, right?

[01:01:36] Yeah. Well, I mean, that’s part of the reason why I don’t bang the phone anymore, because that there’s too many gatekeepers voicemails a gatekeeper. You know, it’s like you can’t get past it, right? So I’ll try to do a real surgical strike text like I’m saying, and that has worked better for me than than anything else. Because if I might see that text up in the right way and in the right timing, then the gatekeepers vaporized. And I’m talking to the business owner,

[01:02:14] You know, say that you do actually get a gatekeeper on the phone. How do you qualify, whether or not it’s the right person to talk to to begin with?

[01:02:23] Well, I can kind of tell by the way, that they I’m listening to everything I’m listening to, the way they answer the phone, I’m listening to their. They’re they’re sort of B.S. filter or how jaded they they might be for someone like me, you know? You know, obviously I don’t, I want to I want to distinguish myself as much as I possibly can from from Angie’s List. You know, it’s like Angie’s. Oh, we’ve rebranded. We’re different now. They’re not different. You know, it’s just Angie’s, right? So I’m always trying to distinguish myself from them. So you never want to, you know, call or or contact a business owner or be like, Hey, can I speak with the business owner? Like, Let me come on, like, you’re out, you know, if that’s happening, so. So I’m I’m always trying to be the person who’s so different that they don’t even know what to think of me, you know? And so when I do do that and then I follow that up with value, I’m like, the no BS guy. I’m like, Look, I have, I have. Sometimes my pitch will be, Hey, do you take referrals? And they’ll be like, well, what do you mean? It’ll be like, well, sometimes I get I get people wanting, just work that you do. Would you be willing to pay me something for it? Oh, yeah, yeah. Yeah, sure, man. I’d say, OK, well, here’s here’s here’s a lead. Go do it. You know, like, it can be like that simple. You know, it’s

[01:04:01] Like, I try not to complicate it. Well, if you get to a gatekeeper that that answers the phone, what what do you do to overcome the objections to not being connected with the person that can make the decision?

[01:04:17] You mean, if I get if I get a gatekeeper on the phone?

[01:04:21] Yeah, so you call in, you get the receptionist making a call to the owner. Well, the owner is not in. Yeah.

[01:04:28] I just never I never do that anymore. It’s a waste of time, in my opinion. As an efficiency freak, it’s a waste of time because I’m not paying. I’m not playing phone tag with anybody. If I can’t get the business owner, either on a text or Facebook message or something like that, or I could call them, you know, and sometimes I would. But not not as often, you know, it’s like, Well, here’s an example. It doesn’t always work that way because sometimes the gatekeeper will have enough enough

[01:05:03] Authority, maybe

[01:05:04] A 40 thank you authority to to carry the conversation to the next level. And that happened recently with something that we had and and it ends up with an 80 year old family owned company. They’re regional. They’re they could be an amazing client for us. And, you know, I was struggling and struggling with this with this asset and we were on a team call. We have our team calls on Monday, and Patrick mentioned something that was like, Oh, yeah, hey, I’m trying that yet. And so I did. Next thing I knew I had these people on the phone, I’m like, OK, great. They’re not paying us a lot of money yet just because of where the asset is. But it was, you know, sort of the admin person. But she happened to be in charge of marketing. And when I’m calling it, that does remind me like one thing I will do is if I am making a phone call like a cold call to a company like that, I’ll just be like, Hey, you guys have anybody in charge of marketing over there? And they’ll be like, Oh, that’s me. Or they’ll be like, Oh, yeah, that’s that’s Jennifer or whatever. Let me get her on the phone or get you over to her or whatever. But that’s the way I’ll do it, and I’ll just be like, Yeah, do you have somebody in charge of marketing? And we’ll be like, And then you just start the conversation, say, Hey, I see that you have x y z going on with your website. You know, I get referrals for you, your niche all the time. You know, I’d love to be able to work with you guys. Is that even a possibility? Like, I just play stupid, you know, and just keep it simple and. It seems to work out for me.

[01:06:48] That’s a that’s a really nice sneak into a back door, if you will, to get to somebody that’s in the marketing department and then. And in addition to in addition to what you’re talking about,

[01:07:02] Well, in this case, Dave, like the the person that I ended up contact and I did, that was the exact that was the exact line that I think I used, if I remember is like, Hey, do you guys have somebody in charge of marketing? What are they responsible for for creating business, right? So it’s like if you’ve got business, you can just hand them. I mean, they’re looking for, you know, hundreds of leads a month is what they’re trying to fill. I can’t I can’t do that for them yet. Maybe, maybe we can grow into that relationship. But it’s like, Hey, I have something really super powerful that can add onto which you know what you’re already doing. Then they’re usually all ears.

[01:07:40] So I’ve used a similar back door technique as well, and I’ve called up and I’ve literally asked, who answered the phone? Do you guys have a marketing and advertising department? And if so, can you go ahead and transfer me to them? With the answer being no from the person I’m talking to, then I immediately come back with. Well, how do I become your marketing and advertising specialist? Mm hmm. And that’s gotten that’s gotten me into a couple of different doors, but it’s extremely effective because they’re not expecting it to begin.

[01:08:19] That’s right. That’s what I try to go for is the unexpected. I try to differentiate myself so they don’t know. It throws them off when they can’t, they can’t place you or identify you or put you into a category. So I just, you know, I do that a bunch of different ways. And again, a lot of it nowadays is more intuitive based on my mood in the situation. You know, the situation that I’m in and what I have to offer, you know, and I just I just roll with it. Do you have another question here on Facebook? Real quick, as Lisa’s asking, Do you handle account management after you close them or is that someone else? What’s the best practices? Lisa, yes, I handle the client management and in the beginning I was very good at touching base with every client, often often enough. But then once I kind of got, you know, more involved in the company and have other responsibilities and whatever, it’s just it’s just been more difficult to do that. But I do tend to keep a very close lock on what is in jeopardy or what might what could be in jeopardy. That’s part of the what we’re trying to write into. The to the software also is notifications. If call volume goes up or down or you’re your ranking goes up or down, then you’re getting notifications notified about that kind of stuff. I mean, these are holes in the system where when you have dozens and dozens of clients that you’re managing, then you know you don’t know. And we have one where that’s happened, where, you know, leads have gone way down. It’s like, Well, I didn’t see it until the client made it, you know, told me about it.

[01:10:23] And so it is kind of hard to scale your personal time to monitor every aspect, especially of, I don’t know, one hundred and fifty three hundred seven hundred clients at one time.

[01:10:36] So well, yeah, I mean, we don’t have nearly that many, but it’s still hard and I think it’s still. You know, some clients, they don’t want to hear from me, either. Like I also learned that that’s another kind of I’m very intuitive person, so I wanted to be, you know, Johnny on the spot and be there and make sure that everything’s cool and at least once a month and be like, Hey, everything cool. Like, I see that coming in like whatever, you know, but I found that, you know, a lot of clients, they don’t even text back. They’re like, I’m too busy running my business. Like, Just take my money and leave me alone.

[01:11:18] Ok, cool, cool. That’s a that’s a really good problem to have, in my opinion.

[01:11:25] Yeah, exactly. But I mean, I had to learn that because I was like, Wow, like, I want to make sure that I keep them in the right position so that we don’t ever find ourselves in jeopardy on any of our clients. It’s unrealistic. You know, there’s so many things that can happen that are out of your control. I think that the the the notifications being built into the system are going to be a game changer for this type of client management, Lisa, because then, you know, the more that you can kind of take out of your the bandwidth in your head and put it into an automated system that’s going to ping you and tell you what’s up, then it just allows you to do so many other things that are potentially more important. I mean, that’s a very important factor, but it’s very difficult to keep up with that many clients and recognize where there’s a slight variation that might be affecting them in a very in a very big way.

[01:12:27] And certainly to be able to delegate that to anybody else on the team would be very beneficial as well after you’ve been able to scale your business when you agree to.

[01:12:40] Yeah, but I mean, I think it’s it’s definitely if it can be automated, then why delegate it? I mean, that’s the thing.

[01:12:47] No, I’m talking about when when you get that notification, you have so many of them over the course of a day or a month to be able to have somebody on on your sales team that can reach out and touch base because that that personal touch really does make a difference, right?

[01:13:04] Yeah. Oh yeah, it does. I mean, right now, you know, Patrick and I are the only ones who talk to clients and, you know, he’s slowly. It’s it’s hard. It’s it’s been difficult. When Patrick started the relationship, he’s managed the relationship and then all of a sudden he’s like, Hey, I’m going to hand you off to this dude. You know,

[01:13:24] It’s like, they don’t, you know, you don’t want

[01:13:29] To be handed off to somebody else.

[01:13:31] You know, that’s a great point. When do you, as a business owner, take on a team or anybody and then figure out how to transfer that individual or those individuals that are on your team off of you so that you gain that time? When does that occur?

[01:13:54] I mean, it’s it’s real. I mean, that’s a real that’s a real challenge. And there’s still there’s still some clients that that Patrick manages and that I don’t some of them, I don’t even know their names. I don’t even know who they are, right? And I don’t need to. But if they start being needy or need something, even if it’s something good, if they want to expand or whatever and they start coming out of the woodwork, well, at that point, then it’s like, OK, we’ll hear go talk to Jeff because, you know, Patrick didn’t have time, but those are real. Those are real issues in a business is like once you do hire somebody else to manage your client, that’s a big that’s a big, you know. And I feel very grateful that Patrick trusts me with with his client or his clients. You know, it’s his his company, right? But to be able to do that and to have somebody that you can trust, that’s not easy. It’s not an easy thing. Is definitely

[01:14:52] Not. I’ve found for myself personally as I’ve started to grow in transition that being able to introduce the next person that is going to be that representative taking care of them. That was a tough one for me personally to let go of so that I could continue working on what I do and not ten dollars per hour thing that that other person that I’ve delegated to can handle. Now I get to focus on the thousand items that are bringing business in.

[01:15:28] Yeah. I mean, that’s that’s the way it is. That’s the way it is. All right. Well, I think we’ve been on here for coming up on an hour and a half hour and 20 minutes or something like that. So I’m ready to call it a night if if you guys are. We only have a few people left. So I appreciate all of your questions, Dave and Neil.

[01:15:48] And like I said, for for the good of the group, I wanted to continue this conversation because it’s that important and to everybody that’s watching Facebook or otherwise. Thank you. I hope you got value out of it.

[01:16:01] Yeah, I appreciate that. I appreciate it a lot. So, all right. Thanks a lot. Everyone go out there and gets more wins and we look forward to seeing you next week. We are going to be in a what they call an office day here in Nashville. I just flew into Nashville today and Friday. We’re going to be in an office day with some mentors and just continue to up level our skill set and just definitely encourage all of you guys to do the same. It really does help so much to have people around you who are excelling and learning and growing and motivating you and holding you accountable and all of those things. So get out there and do it, and we look forward to hearing some more wins next week when we get back on the call. Thanks a lot, everyone.

[01:16:49] Jeff Brady, Thank you.

[01:16:51] Thank you, guys. Appreciate it. Take care.