Podcast: Play in new window | Download (Duration: 1:01:46 — 40.4MB)
Subscribe: Apple Podcasts | Google Podcasts | Spotify | Amazon Music | Stitcher | Email | RSS | More
Chad Burmeister – ScaleX.ai
Want to hear more? Hit it: [themo_button text=”More Business Podcast Episodes” url=”https://drawincustomers.com/category/podcast/” type=”standard”]
[00:00:07]
You have found Authentic Business Adventures,
[00:00:09]
the business program that brings you
the struggle
[00:00:11]
stories and triumphant successes
of business owners across the land.
[00:00:15]
We are coming to you remotely.
[00:00:17]
We got Chad over in Denver.
Is that right, Chad?
[00:00:20]
That’s right.
[00:00:21]
I’m in Golden, Colorado, at the moment
in Colorado, starting to snow.
[00:00:25]
Nice.
And I’m outside of Madison, Wisconsin,
[00:00:28]
where we are hoping that it doesn’t snow,
but it’s inevitable, I guess.
[00:00:32]
Chad Burmeister is the CEO
[00:00:34]
of ScaleX.ai as well as
the co-founder of SalesClass.ai.
[00:00:38]
Chad, how are you doing today?
[00:00:41]
I’m doing fabulous.
[00:00:42]
It’s,
you know, just just post election season.
[00:00:46]
It seems like pre so
we’ll see what happens there.
[00:00:49]
But yeah, business is good,
family is good.
[00:00:53]
And I just in fact started this workout.
[00:00:55]
I don’t know if you’ve heard about this.
[00:00:57]
Seventy five hard.
[00:00:59]
It’s more of a mental toughness
application and workout. Two workouts a day.
[00:01:04]
All right.
Forty five minutes each.
[00:01:06]
Seventy five days in a row now.
[00:01:10]
And by the way, there is no alcohol.
[00:01:12]
There’s no, you have to drink
a gallon of water a day.
[00:01:16]
Read ten pages in a book, OK?
[00:01:18]
And probably three or four other things.
[00:01:20]
So I’m on day 22, so I feel really good.
Nice.
[00:01:25]
And is it mental alone or mental
and physical or something?
[00:01:29]
Well, it’s mental and physical.
[00:01:30]
The forty five minute workouts can
kind of be what you want them to be.
[00:01:33]
So I have the peloton app so I’ll do
[00:01:37]
stretching and workout and then I’ll do
a run in the afternoon or vice versa.
[00:01:43]
Wow.
And one of them has to be outdoors.
[00:01:44]
So with, with some snow coming down today,
[00:01:47]
I’m thinking it might be 20
degrees before you know it.
[00:01:51]
You know, I run all year long
[00:01:53]
because I have a dog in my rules is that
a tired dog is a good dog.
[00:01:58]
So we got to run in the snow.
[00:02:00]
I mean, twenty five below.
[00:02:03]
I’ve been out there not very long,
[00:02:05]
but to the point that your
eyebrows are icing up.
[00:02:08]
Yeah.
Yeah.
[00:02:09]
See, that’s what I remember.
[00:02:10]
I was born in Madison, Wisconsin.
[00:02:12]
So when we come back to see
my relatives in Milwaukee or Madison.
[00:02:17]
Yeah, I always remember that when your
[00:02:20]
nose hairs freeze, that’s the difference
between Colorado and Wisconsin.
[00:02:25]
I have this friend that’s always asking
why do we live where our face can hurt.
[00:02:31]
Why do we live here.
[00:02:32]
Yeah, but it toughens you up for the times
that you go to other places.
[00:02:36]
That’s that’s fair.
That’s fair.
[00:02:38]
Yeah.
[00:02:38]
And it’s fifty degrees
and we’re in shorts.
[00:02:42]
Awesome.
[00:02:43]
Don’t you tell us about ScaleX.ai
[00:02:45]
This is an intriguing thing
you got going on here.
[00:02:48]
Yeah.
[00:02:48]
So we started in fact I look
at it like the Dell model, right.
[00:02:54]
They sell inventory before they build it.
[00:02:56]
And so my tip from trial and error over
[00:03:01]
the years is, you know,
before you leave your day job,
[00:03:05]
figure out what the market will bear
[00:03:07]
and what what the market
would would be interested in.
[00:03:10]
So I had a business partner, I say,
in past tense because I ended up buying
[00:03:14]
him out after after I joined
the business full time.
[00:03:18]
Nice.
But, you know, we
[00:03:20]
crafted a number of different offerings
from twenty five thousand to forty
[00:03:25]
thousand dollars within the first quarter,
which was Q4 of 2017.
[00:03:31]
We sold three hundred and thirty seven
[00:03:33]
thousand dollars worth
of product and services.
[00:03:36]
Wow.
[00:03:37]
So at that point I knew I like
to call it the dog would hunt.
[00:03:42]
Right.
We knew the dog would hunt
[00:03:44]
at that quarter and I thought, OK,
now I can afford to take the level of risk
[00:03:49]
to leave the day job
and go build a business.
[00:03:53]
Sure.
[00:03:53]
You did that in the first
quarter of your existence.
[00:03:56]
Yeah, yeah.
[00:03:58]
By year two we did nine hundred thousand.
[00:04:00]
Year three we did at one
point two million.
[00:04:04]
This is now the fourth year and we should
[00:04:08]
finish around two million
to two point five million
[00:04:14]
off of a one point two from last year.
[00:04:16]
So it’s definitely scaling.
Yeah.
[00:04:18]
The ball, the snowball is rolling
down the mountain, as they say.
[00:04:22]
Sure.
Very cool.
[00:04:23]
So what is ScaleX?
[00:04:26]
It’s a pipeline as a service
is what we think of it.
[00:04:28]
It’s the highest level.
[00:04:30]
And what that means is that there’s
kind of three aspects to it.
[00:04:34]
I look at it is 3D.
[00:04:35]
So data, digital and dials.
Right.
[00:04:39]
You first have to get data.
[00:04:41]
Good gas in the tank is
what I think of it as.
[00:04:44]
So do they have a valid phone number,
[00:04:47]
ideally mobile phone number in today’s
world because most people work at home.
[00:04:51]
So mobile number is important.
[00:04:53]
A LinkedIn URL is key.
[00:04:55]
And does the person
still work there today?
[00:04:58]
And so there’s.
[00:04:59]
A lot of change over the last six to eight
[00:05:01]
months,
so you have to get a data source and we
[00:05:04]
have to right there,
the two best providers,
[00:05:06]
rather than you going and writing a check
for twenty five to forty thousand dollars,
[00:05:11]
you can buy data from scale
as needed basis.
[00:05:16]
All right.
[00:05:17]
So it’s kind of a nice
way to subscribe to data.
[00:05:20]
Then when we look at digital,
there’s kind of three components.
[00:05:23]
There’s email outreach,
[00:05:26]
which has become the hardest way
to do customer prospecting outreach.
[00:05:30]
It’s the least performing channel in most
cases and can be one of the highest.
[00:05:35]
But in most cases,
[00:05:37]
from an outbound perspective, you know,
think about a call, the email.
[00:05:40]
How many times are going to reply?
[00:05:43]
Very few men know if there’s a video
[00:05:45]
embedded and it has your LinkedIn profile
and then a picture of me in the corner
[00:05:50]
that you can tell them about to say
something to you, you are going to click
[00:05:54]
that because you’re like,
what’s this guy talking about?
[00:05:57]
So we figured out a way to put video
[00:05:59]
embeds into the email at scale so that you
can get a very high performing open rate
[00:06:06]
and reply rate
nine emails for social second.
[00:06:10]
And when it comes to social,
we’re seeing the kind of performance
[00:06:14]
that you used to see an email,
eight to 12 percent reply rates.
[00:06:19]
Wow.
It’s amazing.
[00:06:20]
So as long as you have a product
or service that’s not,
[00:06:26]
you know, obsolete or something,
[00:06:29]
if typewriter repair or something
like the iPhone one and we’re all
[00:06:34]
11 and 12,
you know, you’ve got to make sure
[00:06:38]
that the market’s ready
for what it is you’re selling.
[00:06:40]
But
[00:06:41]
for example, we’re reaching out
to podcast hosts right now at scale.
[00:06:46]
And when you do that through LinkedIn,
we’re getting a 50 percent.
[00:06:50]
Yes.
I’d like to have you on my podcast.
[00:06:53]
So we are here.
We are right.
[00:06:56]
I mean, that’s that’s the value and beauty
of leveraging technology to help you find
[00:07:03]
podcast hosts and get
on podcast at scale than I was.
[00:07:07]
I landed on Fox News and Newsmax
the day of the election.
[00:07:13]
Wow.
That’s right.
[00:07:15]
I was the very last interview before
the election coverage started on Newsmax.
[00:07:19]
When you going to
[00:07:21]
get that?
Wow.
[00:07:23]
It’s crazy, right? That’s awesome.
[00:07:25]
So so data digital is email social.
[00:07:29]
And the third leg of the stool
for the digital outreach is paid ads.
[00:07:33]
So most companies might go to a Facebook
[00:07:35]
or a LinkedIn and spend two to three
grand a month and optimize one channel.
[00:07:39]
And in order to optimize, you have
to spend two or three grand to channel.
[00:07:43]
We’ve aggregated a lot of different
customers across the spend
[00:07:48]
so that you don’t have to go
spend two or three grand a month.
[00:07:51]
I have customers spending one hundred
[00:07:53]
to five hundred a month
and it’s as if they’re spending two
[00:07:56]
thousand because we’re aggregating
the spend across multiple customers.
[00:08:00]
Now we can say,
[00:08:02]
let’s go figure out who are the thousand
to five thousand people or even ten
[00:08:06]
thousand that we think might
need your product or service.
[00:08:10]
And let’s only advertise to them
based on their IP address.
[00:08:15]
So so that’s sort of that’s what you can
automate from a digital perspective,
[00:08:19]
the last days in the equation is Dial’s
so data digital dials.
[00:08:24]
And when it comes to Dial’s,
most people are still manually picking up
[00:08:28]
the phone, the dial, the number,
and then they get voicemail and then they
[00:08:32]
do it again and they get voicemail
20 to 40 times in a row.
[00:08:36]
And when they leave a voicemail,
it feels good to them at the time because
[00:08:39]
they feel like they’ve
done something right.
[00:08:42]
However,
[00:08:43]
it’s kind of I think that’s a train or
a whole thing or something behind me.
[00:08:47]
I’m in golden, right.
[00:08:48]
So that thing looks like it’s going
up a hill that’s slow, right?
[00:08:52]
Chug, chug, chug.
I think I can.
[00:08:54]
I think I can.
[00:08:54]
And then finally someone picks up
and they go, oh, is this a cold call by?
[00:08:58]
And you go, Oh, I just spent all morning
[00:09:01]
for three hours to talk to you
so that you could hang up on me.
[00:09:04]
That’s just almost had a person.
[00:09:06]
Yeah, right.
[00:09:07]
And so what what agent assisted dialing
[00:09:10]
does is says, hey,
let’s go get a group of five hundred
[00:09:14]
people who are good at navigating
gatekeepers and switchboard’s.
[00:09:17]
Let’s have them go be that train climbing
up the hill slowly and let’s have four or
[00:09:22]
five of those trains going
in parallel at a time.
[00:09:25]
And the first person to pick up will not
[00:09:28]
transfer immediately
over to the salesperson.
[00:09:31]
So we have reps that are doing on behalf
of customers anywhere from one thousand
[00:09:36]
to two thousand miles per day per
day using agent assisted dialing.
[00:09:41]
Yeah, they will do in one day what
most reps do in one to two months.
[00:09:46]
Yeah, we for our Isleton,
I want to say the average was.
[00:09:51]
Fifteen an hour,
yeah, 15, and that’s that’s a highly
[00:09:55]
productive so 15 an hour,
four hours that 60 dials.
[00:09:59]
Yeah.
[00:10:00]
Now imagine doing that to doing that
two times in one hour.
[00:10:05]
You can do 60 dials in 30 minutes.
This way.
[00:10:07]
That’s cool.
Yeah.
[00:10:09]
So see if you can do data sourced
[00:10:12]
by a smart person rather than putting
the data sourcing in the hand of a rep
[00:10:17]
who doesn’t even understand
what the word data means.
[00:10:20]
You have a data scientist or a data
analyst go in and build the list.
[00:10:24]
Then you set up the email,
[00:10:26]
the social the paid ads to in parallel
do the outreach again, better messages.
[00:10:32]
A lot of people think, well,
you’re just going to spam the town.
[00:10:36]
Yeah, that’s what your reps will
do if you give them the tools.
[00:10:39]
Right.
If you have a smart person with high IQ,
[00:10:42]
which, by the way, it actually goes
against people like you and me male,
[00:10:48]
we we tend to be lower on the IQ,
higher than the IQ for sure, you know,
[00:10:52]
and it’s kind of a broad
stroke I’m making there.
[00:10:55]
But generally speaking,
[00:10:57]
I’d rather have my wife or my daughter
write the email than me because they can
[00:11:03]
be more empathetic and put
it in the customer voice.
[00:11:07]
And so why not
standardize that part of the process
[00:11:11]
on someone who’s really good at it
and then let the reps who like to talk
[00:11:15]
on the phone, be it a thousand
or two thousand dial a day clip.
[00:11:19]
That’s how we’ve helped more than one
[00:11:20]
hundred companies architect their entire
sales revenue machine by automating
[00:11:26]
the automated and not
automating what can’t be.
[00:11:29]
That’s so it totally makes sense because I
can tell you that I’m fairly certain
[00:11:34]
that I’ve lost sales
because I was presenting essentially logic
[00:11:39]
like you have a problem,
I have a solution.
[00:11:42]
It fits your budget.
[00:11:43]
Why are we still talking?
[00:11:46]
Yeah, and really,
[00:11:48]
it’s an emotional we as a people can
operate four million, five million,
[00:11:54]
whatever it’s called,
transactions per second, let’s say,
[00:11:57]
where your conscious mind can only do
ten, twenty, thirty thousand.
[00:12:03]
And so your unconscious mind
is what drives you in life.
[00:12:07]
Right.
[00:12:07]
So you need to be able to fashion
the emails, the voice mails, the videos.
[00:12:12]
Hey, look, the politicians
have figured it out.
[00:12:15]
They know how to play and trigger us as
human beings, no matter where you sit
[00:12:20]
and think, oh, that’s me
that’s speaking my language.
[00:12:24]
Right.
[00:12:24]
And and it and that’s kind of where things
are going with the AI world,
[00:12:29]
is that you can know beyond a reasonable
doubt what someone’s personality is.
[00:12:34]
Therefore, what language and words
would match for that personality.
[00:12:38]
A human could never do that.
[00:12:39]
But the I can tell you that.
[00:12:42]
Interesting.
[00:12:43]
Farstad, that’s cool.
[00:12:45]
So what kind of businesses
use you, you clx.
[00:12:49]
Well, it used to be funded companies,
[00:12:51]
so a series A through D funded startup,
they just got a great round of money
[00:12:55]
and they come to us and we say, hey,
for twenty five to thirty thousand bucks
[00:12:58]
over three months,
we’ll do ten times the number of touches
[00:13:02]
that you could do if you
hired someone internal.
[00:13:05]
Wow.
Well that, that worked until March
[00:13:08]
of twenty twenty and there’s still
funding, but a lot of companies said,
[00:13:13]
you know, we’re seed round
or I’m an entrepreneur.
[00:13:16]
What do you have for me?
[00:13:17]
Because you know, Chad,
I’ve seen some of your podcasts.
[00:13:20]
I’ve seen your videos.
You like to help people like me.
[00:13:23]
What do you got?
[00:13:24]
And seven thousand dollars
a month is not the right answer.
[00:13:29]
So the entrepreneurs leveraging a five
[00:13:32]
hundred dollars a month social outreach
platform that does one hundred connection
[00:13:36]
requests a day,
100 emails and can do what?
[00:13:41]
Get you 70 to 80 percent of the value as
if you’re spending seven thousand dollars
[00:13:46]
a month,
so that product has taken off to about six
[00:13:51]
or seven hundred thousand
dollars this year.
[00:13:53]
And it’s highly affordable.
[00:13:56]
And a lot of entrepreneurs like once they
get their hands on it, they’re like, oh,
[00:14:00]
I can’t afford not to do this
at five hundred bucks a month.
[00:14:03]
Nice.
Yeah.
[00:14:05]
So let me pause you for a moment
just to dig a little deeper in that.
[00:14:08]
So feel like we got a lot of listeners
that are in that entrepreneur train
[00:14:12]
and a lot of them are really
good at what they do.
[00:14:15]
And marketing is more or
less an afterthought.
[00:14:19]
And it’s my rule is that people
don’t know you exist.
[00:14:21]
It doesn’t matter how good you are at it.
[00:14:23]
They won’t buy from you.
[00:14:24]
They don’t know you exist.
[00:14:26]
So for us, this is go down the dad,
[00:14:29]
a digital dial’s,
the dad, and they tell you what they’re
[00:14:32]
looking for, who they
want to target or do.
[00:14:35]
A lot of times they
don’t necessarily know.
[00:14:37]
I mean, they think,
yeah, so you’re exactly right.
[00:14:40]
When we can go in and scream,
[00:14:41]
share and say, how many employees
do they have thought about that?
[00:14:45]
Oh, OK.
Well, here’s the choices.
[00:14:47]
You know, five to 50, 50 to 100 to 50.
[00:14:51]
Oh yeah, 50 to 50.
Got it.
[00:14:53]
I mean, I met with someone this morning
[00:14:55]
for three hours near Dédé Gaylord Hotel,
and I said, what’s your range?
[00:15:00]
And he said, fifty to one hundred.
He knew exactly.
[00:15:02]
Paperlinx.
That’s a that’s a large universe.
[00:15:05]
Fifty two hundred businesses guys.
What’s the title.
[00:15:07]
Founder CEO.
Got it.
[00:15:09]
What
[00:15:12]
are they looking for.
Anything.
[00:15:13]
So there’s a technology called Bundoora
[00:15:16]
and they look for what’s
called intent data.
[00:15:19]
So intent data means they were searching
on Google or on the web
[00:15:24]
and they searched for
one of seven thousand three hundred
[00:15:29]
different items,
unified communications as a service,
[00:15:32]
sales, marketing, advertising,
whatever term they searched for.
[00:15:37]
So you can go work with a customer
and say, hey, not only can we tell you
[00:15:41]
fifty to one hundred founder CEO,
but we can also look at someone looking
[00:15:46]
for your product or
a product that’s like yours.
[00:15:50]
Right.
[00:15:50]
And if it goes above threshold,
meaning the baseline of what
[00:15:54]
that company’s used to looking at,
but now it’s higher than the baseline,
[00:15:58]
then, oh, let’s put that on the list and
let’s not put the other ones on the list.
[00:16:03]
So you can get really,
really smart when it comes to list
[00:16:06]
building, then what technologies do they
have deployed because they’re scraping.
[00:16:10]
So you can say, oh,
they have sales for some Marquito,
[00:16:13]
which is now Adobe or they have
some shopping cart technology.
[00:16:19]
Shopify, like you can go in and get
that specific and say,
[00:16:23]
I only want Shopify Deployment’s
or Oracle eloquent appointments.
[00:16:27]
And then by the way,
[00:16:28]
one database sells Intel might have,
which is partnered with data nids.
[00:16:33]
I get these mixed up data.
[00:16:36]
So HP data looks at the world.
[00:16:37]
They might have thirteen hundred
Oracle Eloqua customers zoom info.
[00:16:41]
Another big provider might
only have two hundred.
[00:16:45]
So if you were to buy from one of those
[00:16:47]
two companies
without going through ScaleX,
[00:16:51]
then you might say, oh, wow,
this is great, they’re fifteen hundred,
[00:16:54]
or you might go, oh,
they only have two hundred.
[00:16:56]
Right.
It’s it’s important to know what’s out
[00:17:00]
there from a data perspective before you
place your bets on one data provider.
[00:17:05]
Interesting.
All right.
[00:17:07]
Yeah.
So then the the digital portion,
[00:17:10]
are you guys actually sending out
the emails and placing social ads?
[00:17:15]
So you’d be telling the company we’ve
[00:17:18]
we believe that everybody think about when
you first got your first email address
[00:17:23]
and it was like, you know,
someone probably I was in New Zealand
[00:17:26]
at the time and I was sending letters back
and forth to my parents
[00:17:30]
on a study abroad program.
And someone said, oh,
[00:17:35]
aren’t you familiar with the email now?
And I’m like, what? What do you mean
[00:17:37]
e-mail? Like, how do those
two things go together?
[00:17:40]
E mail.
E mail.
[00:17:43]
OK,
so then I was able to move to digital
[00:17:46]
and I’m like, wait, you mean I can send
it and they’ll have it later that day.
[00:17:49]
Like the same day at the same moment.
[00:17:50]
Yeah, easy.
[00:17:51]
And I don’t have to spend the twenty five
[00:17:53]
cents or a dollar a minute calling them
because it’s New Zealand to the US.
[00:17:57]
So, so that came out.
[00:17:58]
So I believe everyone will have a virtual
assistant in the not too distant future.
[00:18:04]
So right now for my company,
[00:18:05]
I have about eight virtual assistants,
Melissa, Marissa, Alyssa.
[00:18:11]
I can’t remember all their names.
[00:18:13]
Right, Jordan.
So it’s funny.
[00:18:16]
We actually did an exercise where we said,
hey, let’s come up with ten standard
[00:18:20]
virtual assistant names so that when
the customer says, well,
[00:18:23]
which one performs the best,
we actually have an answer.
[00:18:26]
Funny.
And so.
[00:18:28]
And it turns out.
[00:18:29]
Females outperform males in the virtual
assistant landscape most of the time.
[00:18:34]
20 percent higher reply rate looks
[00:18:38]
so, but it varies by industry.
[00:18:41]
So these are some of the things that you
[00:18:43]
you know, when you start working
with hundreds of customers,
[00:18:46]
you can start seeing this information
from A to B, C,
[00:18:50]
and so a virtual assistant,
Elyssa, will execute the emails.
[00:18:55]
And now Allissa could be doing a campaign
for me, you and one other person.
[00:18:59]
Right.
It’s not a one to one relationship.
[00:19:01]
Could be a one to two, one to three.
[00:19:03]
But it’s such a low cost relative to
[00:19:06]
what people used to spend for a human
to go spend seven to eight thousand
[00:19:10]
dollars a month to send
50 to 80 miles a day.
[00:19:14]
Well, now you can have a virtual assistant
send one hundred and fifty a day.
[00:19:18]
It’s ideal and it might only cost you
five hundred thousand dollars a month.
[00:19:22]
Nice.
[00:19:23]
So the more you have, the more you buy,
the lower the cost it comes per unit.
[00:19:27]
Mm hmm.
So.
[00:19:30]
Why not hire an army of virtual assistants
if it’s if it’s that low of a cost?
[00:19:34]
The key is the messaging has to be
has to be done, right.
[00:19:38]
You can’t just mail blast.
[00:19:40]
Hey, let me tell you all about my product.
Yeah.
[00:19:42]
That’s not going to work.
[00:19:43]
And then waiting for this
email or something.
[00:19:46]
Oh, awesome.
Let me buy.
[00:19:49]
So do you guys place ads
on the social platforms?
[00:19:52]
Yes.
[00:19:53]
So the ads, the way we typically look
at the ads is that it’s air cover.
[00:19:56]
So it’s not you could set it up to drive
people to a calendar and book a meeting.
[00:20:02]
But the way we look at it is if I’m let’s
just say I’m selling ScaleX, for example,
[00:20:08]
I want those one thousand people that I’m
reaching out to on a monthly basis.
[00:20:11]
I want them to start seeing ScaleX
[00:20:13]
and LinkedIn and Facebook
and on all the social platforms that
[00:20:18]
these guys are everywhere.
Right.
[00:20:21]
Just like a billboard.
[00:20:22]
You may not recognize it,
but now you get a voicemail from someone
[00:20:25]
on my team, you get an email, you get a
social connection and you see a paid ad.
[00:20:30]
I think of it like going fishing.
[00:20:32]
I go up to Alaska about once every two to
three years with my dad and my brother.
[00:20:37]
And, you know, we’ve got a deep,
[00:20:38]
deep pool, a shallow pool
and a middle middle pool.
[00:20:42]
And so you troll with all
these different levels.
[00:20:46]
Same thing when it comes
to all multichannel outreach.
[00:20:49]
Why go with one when you know
let’s see what’s hitting first.
[00:20:53]
Maybe the middle pole that’s 20 pulls out,
gets all the fish perfect.
[00:20:58]
Now let’s put them all down to 20.
[00:21:00]
And that’s what we do when it comes
to phone, email, social paid ads.
[00:21:04]
If one channel outperforms the others,
[00:21:07]
then we may go and say, hey,
you’re spending a thousand dollars a month
[00:21:10]
on two virtual assistants for email
and you only got ten replies.
[00:21:14]
And eight of them said, Take me off
your list, stop spending one thousand.
[00:21:18]
Let’s put two more social virtual admins
[00:21:21]
on so that you can get eight
to ten percent reply rate.
[00:21:25]
But we never know until we start.
[00:21:26]
Right.
[00:21:28]
All right, that’s cool, that’s very cool.
[00:21:30]
So how are you guys marketing
to potential entrepreneurs like that?
[00:21:35]
I mean, the main outreach mechanism has
[00:21:38]
been drink our own champagne,
eat our own dog food, so to speak.
[00:21:42]
And that’s what’s gotten us
to the level we are today.
[00:21:45]
All right.
Now, there’s a point where you probably
[00:21:47]
need a little bit more
rocket fuel in the tank.
[00:21:50]
And the latest pivot that we’ve done is we
[00:21:54]
use the social technology
to reach out to pot.
[00:21:57]
I mentioned that earlier, right.
[00:21:58]
Podcast’s so recently.
[00:22:01]
I talked to weeks ago to a gentleman
[00:22:02]
in Florida who gets three hundred
and fifty thousand downloads.
[00:22:07]
And so I think it airs this week or next,
[00:22:11]
and I can tell when it’s a podcast
that gets that kind of followership
[00:22:15]
because I’ve had days where seven
leads will pop into our system.
[00:22:21]
All in one pot.
[00:22:22]
Nice, so, you know,
it’s the same tool just being deployed
[00:22:27]
in a smart way and then paid ads, you can
start to crank up the knob a little bit.
[00:22:34]
So.
Right.
[00:22:34]
Instead of spending one hundred dollars
a month, you can move to five and five
[00:22:37]
could move to a thousand
and so on and so forth.
[00:22:40]
But for now, the virtual the combo
model is what works best for us.
[00:22:46]
We you know, we don’t want to tell our
[00:22:48]
customers to do something
and do something else.
[00:22:51]
That wouldn’t be a good idea.
That’s fair.
[00:22:53]
That’s totally fair.
[00:22:54]
So what were you doing before you started
[00:22:56]
Scalextric before you get
involved with Skillings?
[00:22:59]
Well, my first job out of school
was with a staffing company.
[00:23:04]
And I had I had kind of done some selling
[00:23:07]
in college and I thought, oh,
this is going to be easy.
[00:23:10]
I’m a born sailor.
[00:23:12]
And I learned that,
you know, that’s great.
[00:23:14]
You can you can have the genes.
[00:23:16]
But if you don’t have the skills to go
[00:23:18]
along with the genes,
then it’s just isn’t going to work.
[00:23:21]
So you’re eight months
in fired from the first job.
[00:23:24]
So that’s what looking back,
it was actually one of the best things
[00:23:28]
that could have happened
because it lit the fire.
[00:23:30]
And what I’ve learned
over the years is that.
[00:23:34]
The number one most important thing
to be a successful salesperson.
[00:23:39]
Take a guess, what would
you think it would be?
[00:23:43]
Persistance.
[00:23:45]
Yeah, that’s very that’s that’s totally
fits within what I’m about to tell you.
[00:23:50]
All right.
[00:23:51]
You have to want to be
successful in sales.
[00:23:54]
All right.
[00:23:55]
Are you going to just have to have
the belief that you can be and want to be
[00:23:59]
and then persistence would
be in the same sentence?
[00:24:02]
Sure.
[00:24:03]
Being rejection proof and just saying,
no, I know I can do it.
[00:24:06]
I see other people do it,
therefore, why can’t I?
[00:24:10]
So it has to do a lot
with confidence, I imagine.
[00:24:12]
Yeah.
And to the point of your mentors and yeah.
[00:24:15]
Just I call it revenue equals
frequency times competence.
[00:24:19]
I learned that from a former
taught 20 years.
[00:24:23]
He’s been writing books
for twenty five years.
[00:24:25]
Sky’s so frequency.
[00:24:28]
You know how many calls you’re making,
how many emails you’re sending, how many
[00:24:32]
social connections are doing,
how many podcasts are you on.
[00:24:35]
Competency.
How many books have you read, how many,
[00:24:39]
how good are you when
you get on a sales call.
[00:24:41]
Do you have a methodology for me it’s
amcom gain acceptance, state your purpose,
[00:24:46]
probe consulting, overcome
objections, motivate to act.
[00:24:50]
I’ve committed all that to my subconscious
competence where it’s just there.
[00:24:55]
Right.
[00:24:55]
I go in, I, I used to freeze
on gaining acceptance.
[00:24:58]
Oh.
[00:24:59]
What did we do when we
first opened the call.
[00:25:01]
Oh you’re in Madison.
[00:25:02]
Oh that’s where I was born right now it’s
like you have to be human to human first.
[00:25:06]
Find the common ground.
Yeah.
[00:25:07]
Yeah.
Then purpose.
[00:25:09]
The purpose of the podcast today is we
like to expose these kinds
[00:25:12]
of entrepreneurship adventures
in life and how we got it.
[00:25:16]
OK, that’s the purpose.
Right?
[00:25:18]
Then I ask a couple questions.
[00:25:19]
You ask a couple overcome objections
motivate you to act.
[00:25:23]
And it’s just a standard thing that I now
[00:25:25]
go through that I’ve been
using for twenty five years.
[00:25:28]
More frequency, early confidence comes
[00:25:31]
by practicing across the number
of conversations that you have.
[00:25:36]
Hmm.
So that’s how it all started.
[00:25:39]
And now I’ve seen corporations.
[00:25:42]
I’ve always been I’ll call
myself a corporate rebel.
[00:25:45]
All right.
So what you probably don’t see a lot
[00:25:48]
in Madison is a guy with a one
and a half foot tall Mohawk.
[00:25:52]
And that was me.
Not a ton of one and a half foot.
[00:25:55]
Yeah, that and then it takes some time.
[00:25:57]
Sophomore in high school.
[00:25:59]
And it was really shaved on the side.
All right.
[00:26:03]
Really long and bleached on the tips.
[00:26:06]
And I’m the break point kind of person.
[00:26:09]
Like, I go in and I’m going to create
something versus go with the status quo.
[00:26:14]
That’s my value.
Right.
[00:26:15]
God made me for a purpose is to say,
wait, why are you doing it that way?
[00:26:20]
If you just changed a couple of things,
you could do so much more.
[00:26:24]
And so being in companies that said, no,
[00:26:26]
no, no, you have to comply,
you have to do it this way,
[00:26:29]
I realized after twenty years I’m like,
wait a minute, I should have known this
[00:26:33]
whole I had a Mohawk, didn’t like
to comply even way back then.
[00:26:37]
And so as an entrepreneur,
I’m now in the lane.
[00:26:41]
Apparently I’m reading this book
on success and I’ve heard the term flow
[00:26:46]
before flow, but I never
realized what it meant.
[00:26:49]
I thought flow meant, oh,
that’s pushing the easy button then.
[00:26:52]
It is.
And it is.
[00:26:54]
You’re talking a lot of work flow.
[00:26:56]
No, well, I’m sure
that’s probably similar.
[00:26:58]
This is a book called
Success Talking about flow.
[00:27:01]
Oh, how you get in flow and flow
when you’re in the most flow.
[00:27:05]
It’s a highly challenging.
[00:27:08]
You’re doing work that’s challenging,
[00:27:11]
but your skill is also high, so high
challenge, high skill to meet that.
[00:27:17]
And so when you’re way up there
in that upper right quadrant.
[00:27:20]
Now, the bad news is you may not have
that high skill early on,
[00:27:24]
so you have to constantly pressure
yourself to the next level to learn.
[00:27:30]
Right.
And I wasn’t just a natural CEO.
[00:27:32]
There’s cash flow things that you
have to learn how to be a CFO.
[00:27:36]
So if I were to just say, well,
flow is just being easy and I want
[00:27:41]
to match low skill and low,
low challenge, well, that’s
[00:27:46]
that’s not what you were made
for nor made to do hard things.
[00:27:52]
Mm hmm.
And match your personality and what you
[00:27:56]
were built to do in that area
is more getting in the zone, I imagine.
[00:28:00]
Like get the zone.
[00:28:02]
Yeah, I get in to boxing and the rule
there is if you think you stink.
[00:28:07]
So the idea is I to practice enough so
[00:28:09]
that you’re not thinking while you’re
in the ring that it’s just automatic.
[00:28:13]
And so it becomes on the verge of easy
except for getting punched in the face.
[00:28:17]
Yeah, it does get on the verge
of easy when you know you’ve arrived.
[00:28:21]
It’s like the here is the hardest thing
[00:28:24]
for me as an entrepreneur two years ago,
OK? It’s called imposter syndrome.
[00:28:30]
And almost everybody gets
a look in the mirror and they’re like,
[00:28:34]
dude, you faked it,
you just faking it still.
[00:28:40]
And I’m like, well, so you can’t just say,
well, I’ve written five books I have.
[00:28:45]
And it’s like, OK, so what
what it took for me to clear
[00:28:49]
that mechanism
is to go deep into your own life.
[00:28:55]
And it took a four day executive retreat
[00:28:58]
that I went to called
the Litvin Intensive.
[00:29:00]
Rich Litvin is the guy who used to be
a high school teacher
[00:29:05]
and now he coaches some of the most
fabulous, powerful people in the world.
[00:29:10]
Nice.
And when I went into this room of one
[00:29:12]
hundred fifty people, I’m like,
oh, that person is part of the UN.
[00:29:16]
Like, she’s fabulous
and that person’s that.
[00:29:19]
And then then finally,
when it starts to connect the dots
[00:29:22]
and they stand up and he goes, what
do you do in college, what do you do?
[00:29:26]
And now what’s your problem?
[00:29:27]
Well, I can’t find new clients or I can’t
[00:29:29]
help them with their breakthrough
or whatever their problems were.
[00:29:31]
Tell me about college.
Now, tell me about when you were six.
[00:29:34]
What was your passion?
[00:29:35]
And some people are like they break down
[00:29:38]
in tears, are like, yeah,
my life was left when I was six.
[00:29:42]
And other people are like, no,
[00:29:43]
my life was amazing, and here’s
what it was great about it and.
[00:29:49]
One hundred percent of the time, though.
[00:29:52]
At age six,
your passion is who God meant you to be,
[00:29:58]
like your unfiltered, so there’s no
pastors that have influenced you.
[00:30:03]
There’s parents have an influence you
[00:30:05]
like think about when you’re six,
how freeing it was to be a kid.
[00:30:11]
And so when he could connect the dots back
[00:30:13]
and it took literally eight to 12 minutes
for him to do this over and over and over.
[00:30:19]
And so for me,
[00:30:20]
it was my dad was a radiologist and so
he was always working on weekends.
[00:30:25]
So my mom was at the football games and I
[00:30:27]
didn’t play football,
lacrosse, soccer and swimming.
[00:30:31]
Sure, I did a little bit of flag
football, but who’s counting?
[00:30:35]
And so for me, it was all Dad’s not
at the games and Dad was born
[00:30:40]
in the Midwest or he went
to University of Mass UW Madison.
[00:30:46]
Oh, nice.
[00:30:47]
And never really said,
hey, I love you as a kid.
[00:30:49]
And I didn’t know at the time
that that mattered.
[00:30:52]
Like, I’m a boy.
I don’t need that.
[00:30:54]
I was he was he really seeing me?
[00:30:57]
Mom saw me so took me up until two years
ago to realize that that actually matter.
[00:31:03]
And once I figured that out
and I’m like, oh wow.
[00:31:07]
So I got the Mohawk as
a result of Dad not he got it.
[00:31:12]
I need to get his attention
and it got it about right.
[00:31:15]
And every time we tried to get in the car,
[00:31:18]
tried to get in the car, or hopefully you
don’t light a match, go up in flames.
[00:31:24]
But by me realizing that and then talking
[00:31:27]
to dad and saying, hey, you know,
just so you’re aware,
[00:31:30]
like I wrote up a four pager from this
thing and told them eight weeks after
[00:31:33]
the event took a little
while and we connected.
[00:31:36]
And now, like even this morning
[00:31:38]
on the drive, you know, he’s like
he’s like, yeah, I’m catching myself.
[00:31:41]
Thank you for pointing that out
because it’s like I never realized it.
[00:31:44]
It’s just something that we used to do.
[00:31:46]
My dad and his dad just get stuck
in their day to day thing again.
[00:31:52]
And so so by clearing the mechanism
[00:31:55]
on that, it’s I can start
to go to thirty thousand.
[00:31:59]
Fuck you look down and go, oh,
that’s why I did this, this and this.
[00:32:03]
So you may think of it as a traumatic
experience as a kid, and that’s OK.
[00:32:08]
That actually became my superpower because
I had to be seen by Dad and therefore I
[00:32:14]
had to chase the kind of money
that he made as a radiologist.
[00:32:18]
And to do that in sales
is a lot harder to make.
[00:32:22]
Three hundred and fifty
thousand dollars in one year.
[00:32:24]
And so I found myself moving across
[00:32:26]
the country, getting promoted from job
to job, but never being fully satisfied.
[00:32:30]
Finally, when I hit it, I’m like,
wait a minute, Dad was right.
[00:32:33]
He goes, You don’t have to chase money.
[00:32:35]
You should be happy.
[00:32:37]
Line up your costs with what makes you
happy living in that zone of excellence.
[00:32:44]
Like we just talked about the flow.
[00:32:46]
So I heard Gary V talk recently.
He said, you know,
[00:32:49]
it’s better to make thirty thousand
dollars a year and be happy.
[00:32:54]
Then to make three hundred thousand
[00:32:56]
dollars a year and be unhappy. Oh,
yeah, look at that pancake in your head
[00:33:01]
and go, wait, who am I
trying to impress here?
[00:33:03]
So I took my income from three,
four or five hundred thousand dollars
[00:33:06]
a year, down to one hundred
to be a CEO of my own company.
[00:33:10]
And all right.
Oh, I had to seriously adjust,
[00:33:13]
my wife had to get a job again
and it was like painful for a while.
[00:33:17]
And and then I’m but I’m living
in my zone of genius now.
[00:33:22]
I can help other people, entrepreneurs and
other people realize their dreams.
[00:33:27]
Now that snowball goes down the hill,
[00:33:29]
when you go from three thirty seven
to one point two to two point eight.
[00:33:34]
Now, three years in, I can finally
take a breath again and go, oh, OK.
[00:33:39]
But now I’m in my zone.
In my way.
[00:33:42]
Yeah, that’s what I want to leave
with your listeners here is man
[00:33:47]
God, don’t be afraid to uncover
and turn over the stones.
[00:33:52]
What you find there may be
bloody and gory and bad, right?
[00:33:58]
Totally.
[00:33:58]
You know, when you hear JoCo,
there’s this one thing.
[00:34:02]
JoCo Willink.
Yeah.
[00:34:04]
Former Marine.
Right willink.
[00:34:06]
I’ve been pronounces
his name wrong I might say willink.
[00:34:10]
Willink.
I’ve met him once too.
[00:34:12]
I may have I may make it a sure
but you know what I mean.
[00:34:16]
Yeah.
It’s not this one video.
[00:34:18]
If you look come up after this call,
[00:34:20]
put it in show notes or whatever,
you could put on it.
[00:34:22]
But if everybody who’s
listening today Google.
[00:34:26]
What’s bad or when it’s bad, good, JoCo,
[00:34:31]
and it’s like it shows a picture
of a heart, it’s like
[00:34:34]
and think about it right now in the world
we live in where it feels good versus
[00:34:40]
evil, whatever side you’re on,
it doesn’t matter.
[00:34:43]
Right.
[00:34:44]
It’s just a weird world
time we’re living in.
[00:34:47]
And so Jaycox as if it’s bad, good.
[00:34:50]
I can breathe.
[00:34:51]
I’m alive right now.
[00:34:52]
He just goes through and it’s
like got fired from your job.
[00:34:55]
Good.
[00:34:56]
Didn’t get the promotion he wanted good,
didn’t get the raise good,
[00:35:01]
and it’s like because now I’m learned
and I can continue to figure things out.
[00:35:06]
And what I’m telling you is if you think
you need to get two hundred and fifty
[00:35:10]
thousand five hundred thousand,
fifty thousand, whatever your upper limit
[00:35:13]
number is, I can tell you that when you
get there, you’re not going to be happy.
[00:35:17]
You need to focus first
on what’s important to you.
[00:35:21]
You’re what am and then align
[00:35:25]
that zone of genius that flow state
to your personal life.
[00:35:30]
And, ma’am, you just take off this, you
know, the thorns get removed from you.
[00:35:37]
I mean, a huge weight on your
shoulder, huge weight.
[00:35:40]
So now that me and my dad are good
[00:35:42]
and, you know, you tell yourself
a story about your parents.
[00:35:46]
Sure.
And then he flew across the country.
[00:35:48]
He helped me put a workbench
in at every house I ever moved to.
[00:35:51]
The only build a skateboard ramp.
[00:35:53]
He let me have a Mohawk in the house like
some parents would never allow that.
[00:35:57]
Right.
[00:35:58]
So in actuality,
the story I told was a fallacy.
[00:36:03]
And so it’s probably a lot of times
[00:36:05]
the story you’re running
in your head is incorrect.
[00:36:09]
And so if you can just clear that out,
leave it leave it behind you and live
[00:36:14]
in this moment, this is
all you have this moment.
[00:36:17]
So I’m very happy talking to you
[00:36:18]
on the phone with my moving laptop and Fox
and whatever Berlo are here, you know,
[00:36:26]
like do your thing, live in the moment
and follow your passion.
[00:36:30]
That’s cool.
That’s cool.
[00:36:32]
Sounds like you’ve.
[00:36:34]
You’ve achieved essentially what every
entrepreneur eventually
[00:36:38]
does or that’s their goal, regardless
of if they realize that it’s their goal.
[00:36:43]
Yeah, that’s the hardest part, because
you could easily keep setting the next.
[00:36:49]
Goal that’s unreachable and that’s OK.
[00:36:52]
It’s OK to have goals, I’m not telling
you just live in the moment and right.
[00:36:56]
You know, live off the government.
[00:36:59]
That is the opposite of what
I’m trying to say here to.
[00:37:03]
Still, goals are OK.
[00:37:04]
My goal next is I want to either build
[00:37:08]
a place in Beaver Creek, Colorado,
or I just met the owner of Powder Mountain
[00:37:12]
in Utah, the biggest mountain
in all of all of the United States.
[00:37:16]
Nice.
Ten thousand acres.
[00:37:18]
How trip, ski trip.
[00:37:20]
And we want to build an executive retreat
for people to come and executives come in,
[00:37:24]
figure out what their superpower is,
clear the mechanism
[00:37:29]
to help them build their own personal
website, film it,
[00:37:32]
capture it on audio, and then help them
build their own story for their business.
[00:37:38]
Wow.
And we’re yeah, we’re getting close.
[00:37:41]
And we just this idea was
born eight weeks ago.
[00:37:44]
No,
we want to own like a ten million dollar
[00:37:47]
house in the mountains and pay for that as
a group of four or five of us
[00:37:53]
with the proceeds from the Executive
Leadership Transformation Workshops.
[00:37:58]
When that’s cool and it’s like once you’ve
[00:38:00]
once you’ve figured out how to
run the flywheel on one business,
[00:38:06]
it becomes exponentially easier to say,
oh, sales class sounds like a good idea.
[00:38:12]
Let’s go solve that problem.
[00:38:14]
And now this executive treat
sounds like a good idea.
[00:38:17]
It’s and you got it.
You got to be able to put the right people
[00:38:20]
in the right positions
to be able to do that.
[00:38:22]
One founder can’t do that.
No.
[00:38:25]
As much as we try.
Yeah.
[00:38:28]
Believe we can get muscles for that.
[00:38:30]
But they don’t always work.
It’s just time.
[00:38:32]
Right.
Even if you could even mentally.
[00:38:35]
Right.
There’s only twenty four hours in a day
[00:38:38]
and there’s going to be limitation
of scale just based on what you can do,
[00:38:42]
what you can physically do
with all the plates that.
[00:38:45]
Yeah, let me tell you what
Dan Martell shared with me.
[00:38:48]
So Dan is a really big entrepreneur
[00:38:51]
in Canada, and yet he’s
humble as heck and age.
[00:38:55]
His eye opening moment was
he was on drugs and all kinds of stuff,
[00:39:00]
went to this home that helped
them get through it.
[00:39:03]
And then he realized he’d like
computer software, changed his life.
[00:39:06]
Now he goes back and gives
back all the time.
[00:39:09]
He spoke recently on a Facebook live post
and he said, look,
[00:39:15]
think about hiring people,
maybe, maybe let’s say I’m 100 percent
[00:39:19]
dann’s 100 percent
of the possible, he said.
[00:39:23]
Now, let’s say you hired two
people that are 60 percent.
[00:39:27]
Well, that’s one hundred twenty.
[00:39:28]
That’s better than that’s.
[00:39:30]
You’re just duplicated yourself and goes
by the way,
[00:39:33]
I tend to hire people that are one
hundred and twenty percent in my mind.
[00:39:37]
So now you hire a lot of people,
[00:39:39]
even if you mess it up,
you got to that 60s or for that or 50s
[00:39:44]
before 50 years or two
hundred percent of me.
[00:39:47]
So you have to be able to think like that.
[00:39:51]
And the other thing he said is you either
[00:39:53]
have a ten dollar problems,
hundred dollar problems,
[00:39:55]
thousand dollar problems,
ten thousand, one hundred thousand.
[00:39:58]
So he’s like,
think of the size of your problems.
[00:40:00]
And that’s all the level
of entrepreneur you will ever be.
[00:40:04]
Oh, interesting.
[00:40:06]
So honestly,
my like I have a twenty five thousand
[00:40:09]
dollar problem across three customers
that didn’t want to pay me Unkovic, OK,
[00:40:14]
before that would have been holy cow,
that’s like I have to go sell.
[00:40:19]
At least one hundred thousand to make up
[00:40:22]
for that loss,
because we bought the services on the back
[00:40:25]
end and we had our costs
and they’re just going to walk.
[00:40:29]
And so now it’s like, OK, well,
I’ve got this collections agency.
[00:40:33]
They’re going to take twenty
five percent off the top.
[00:40:35]
But I know not to get my head over my skis
[00:40:37]
on a twenty five thousand dollar problem
you just saw of.
[00:40:41]
Take the emotion out of it.
[00:40:43]
So if you’re living and he goes,
if you’re driving down the freeway
[00:40:46]
and someone cut you off in traffic,
that’s a ten dollar problem.
[00:40:48]
Then if you have a problem with that,
like wake up and smell the coffee,
[00:40:53]
how do you move yourself to where
he’s now inviting problems?
[00:40:56]
There’s another guy, Antarctic Mike.
[00:40:59]
He his wife fell off a cliff
in Boulder that was 80 foot high.
[00:41:05]
Oh.
Barely lived to tell and still goes
[00:41:09]
to the hospital to the point where she’s
nearly not made it multiple times.
[00:41:14]
So Antarctic Mike said, you know what,
[00:41:15]
I want to live
in in a level where to the pain that you
[00:41:20]
feel so that I can connect with you,
my spouse, in a better way.
[00:41:23]
So he trained in a freezer,
running back and forth so he can go do
[00:41:28]
a hundred mile, run an ultra marathon
in Antarctica, I think it was.
[00:41:33]
Or Alaska or something like that.
Go figure.
[00:41:36]
So so that when he did that all the way
[00:41:39]
to the hardest possible thing and you
could do physically
[00:41:42]
then anything that comes his way,
he actually now invites them.
[00:41:46]
He’s like, God,
[00:41:47]
give me the problems you need me
to have so that I can further expand.
[00:41:52]
So if you’re living through something
[00:41:53]
that’s just the worst problem
in your life right now.
[00:41:57]
Mm hmm.
Take a breath.
[00:42:00]
Put one foot in front of the other.
[00:42:01]
Here’s the biggest tip for that,
[00:42:03]
because I know there’s I’m getting
goosebumps telling you this tip right now,
[00:42:06]
because I know there’s people who are
going to be listening to this con man.
[00:42:09]
You don’t understand.
[00:42:11]
I’m in a divorce, I lost everything.
[00:42:13]
Sure, all of it, right?
Mm hmm.
[00:42:15]
So John Guyton was a former player
[00:42:19]
for CU Buffaloes, and he went
through an entrepreneur program.
[00:42:23]
And right after March of twenty nineteen,
[00:42:25]
I had a tough month and I literally
was like, what am I going to do?
[00:42:29]
And even to the point where I felt like
there was an evil spirit in my room
[00:42:33]
at night and I’m like,
what is going on? I mean
[00:42:36]
I’ve got angels on my side,
what is going on? And because the finances
[00:42:40]
were stretched thin,
well I wished I had got guidance
[00:42:45]
before because three months later
I was like, yeah, that’s what I did, man.
[00:42:51]
If I knew it.
[00:42:52]
He says, OK, everybody in this
audience of one hundred people.
[00:42:56]
All right, you’ve all seen the Flintstones
because I want you to say yabba dabba doo.
[00:43:03]
And so people say,
yeah, Chad, you don’t understand.
[00:43:06]
Yeah, but.
[00:43:08]
My
[00:43:10]
my wife just left or.
[00:43:12]
Yeah, but
[00:43:13]
my business is four hundred thousand and I
only make one hundred thousand so I yeah
[00:43:18]
but yeah but and so he
would say, yeah but yeah.
[00:43:21]
But do.
[00:43:23]
And so what do you have control of
the do you to stop telling yourself?
[00:43:29]
Yeah, but just say yabba dabba doo.
[00:43:31]
And so when you’re in your own head
and it’s all twisted and you’re getting
[00:43:34]
dark place to go to church
on Sunday, call your friend.
[00:43:39]
Hey, can we go for a walk?
[00:43:41]
I’m just not feeling it today.
[00:43:43]
For me, it was doing puzzle time with my
wife for two hours a night from month.
[00:43:48]
And just literally,
literally puzzles,
[00:43:52]
we started the five hundred one and we
went to a thousand and we went to a two,
[00:43:55]
I think we did a four and I
was like, wow, you know.
[00:43:58]
Yeah.
So yeah, but yeah.
[00:44:00]
But do so.
Then I learned from T.K. Carter,
[00:44:03]
the former CEO of TOUTE app, which sold
the marquito which sold to Adobe.
[00:44:08]
And he was that a strategy.
[00:44:09]
If he went from like a 10 year period,
having nothing and being overweight
[00:44:14]
to having everything and being
in perfect alignment with his flow.
[00:44:18]
Wow.
And his thing is on Sunday mornings,
[00:44:20]
he wrote a book called
How to Punch the Sun Jitters in the Face
[00:44:26]
as every entrepreneur who’s living with I
[00:44:29]
got employees that I got all
these expenses and what do I do?
[00:44:32]
And so it’s what you do last week.
[00:44:34]
What can you celebrate?
[00:44:36]
There’s certainly things where it’s like,
[00:44:37]
well, I didn’t go out of business,
OK, write it down.
[00:44:41]
My car didn’t get repossessed.
[00:44:43]
OK, write that down and be happy about it.
It was my birthday.
[00:44:45]
It was whatever.
And then what am I going to do next week?
[00:44:48]
Yabba dabba doo.
[00:44:50]
So every week what was good
and what am I going to do.
[00:44:52]
And if you chunk it out in little weeks
[00:44:55]
at a time,
it took me that one month and then we had
[00:44:58]
the best month ever
at two hundred thousand.
[00:45:01]
And then last quarter, you know,
[00:45:03]
now a year later, I can tell
you the end of the tape.
[00:45:06]
If you just go week by week by week,
the end of the tape is you will succeed,
[00:45:12]
just like you said earlier, persist.
[00:45:15]
Knowing the belief is the biggest thing
that you need to focus on the belief
[00:45:21]
that you can do it once you
of abundance, forget about it.
[00:45:24]
You could do whatever you want.
[00:45:25]
Totally true.
Totally true.
[00:45:28]
Yeah.
I run into a lot of entrepreneurs
[00:45:29]
that just get stuck like their
spinning and we’ll always think of the
[00:45:33]
Smashing Pumpkins song.
[00:45:35]
It’s like despite all my rage, I’m still
just a rat and a kick in the cage.
[00:45:40]
And I was just like, Dude,
you got to just step out of there because
[00:45:43]
otherwise you’re just an employee
in your own business.
[00:45:46]
You got it.
You know, it was interesting.
[00:45:48]
I just met with the the CEO and founder,
not founder, CEO of of a company.
[00:45:55]
He’s from Louisiana and he
flew through Denver.
[00:45:57]
He’s got a big retreat
in Colorado Springs that he’s doing.
[00:46:01]
And he said that a lot of times Christians
think that it’s bad
[00:46:06]
to make a lot of money,
and so he said the church tends to even
[00:46:12]
cause you to say, well, living in scarcity
is what you should do and what he.
[00:46:20]
What he biblically quoted is that multiple
[00:46:22]
places said, no,
that’s not the case at all.
[00:46:25]
He actually says multiply right like here,
I’m going to give you four million.
[00:46:29]
Let me give you two and I’ll give you one.
[00:46:30]
The guy with the four went to ten.
[00:46:33]
The guy went the two went to three.
[00:46:34]
The guy with one went to one because
he was living in a scarce mindset.
[00:46:38]
And he said, no.
[00:46:39]
He goes, no, God actually wants you to go
from four to ten, but then give it away.
[00:46:46]
Right.
[00:46:46]
Help, help other people build
businesses, be helpful.
[00:46:50]
And you know that that to me is
[00:46:53]
the the key is is really having a growth
mindset and not a scarcity mindset.
[00:46:59]
And it turns out God’s got your
back when it comes to that.
[00:47:03]
He’s not there to impede you until, you
know, he’s actually there to tell you.
[00:47:08]
Yes, right.
[00:47:10]
There’s an opportunity
[00:47:11]
and I suppose an obligation that people
have that they if they misinterpret some
[00:47:17]
things, they’re probably
feeling guilty for no reason.
[00:47:20]
Yes.
Yes.
[00:47:22]
And that goes back to the story
that you’re probably telling yourself as
[00:47:24]
a six year old kid,
because we’re all just big kids.
[00:47:29]
It’s thirty six years ago.
[00:47:31]
That’s
[00:47:34]
right.
Yeah.
[00:47:35]
I don’t have a Mohawk anymore,
but maybe someday.
[00:47:39]
So tell me.
[00:47:40]
So I had a mullet, which is nowhere
near a foot and a half long ago.
[00:47:46]
It started with the mullet.
[00:47:47]
I think that’s probably what got me
to the point where I could do the Mohawk
[00:47:50]
so I can remember when I got rid
of my mullet, it was it was weird.
[00:47:55]
It was a big decision.
Right.
[00:47:57]
Big decision to get rid of Mullet,
but it was weird how things just changed.
[00:48:03]
So how did it change for you
when you get rid of the Mohawk?
[00:48:06]
Well, the short story is
that I went to a concert.
[00:48:11]
My dad came to pick me up.
[00:48:14]
I got kicked out.
[00:48:15]
I it was a it was called dry,
this punk band.
[00:48:19]
I got thrown on stage and kicked
out and my dad came and teared up.
[00:48:24]
And I realized, oh,
[00:48:25]
if obviously if someone cries about you,
then they care about you, fair,
[00:48:30]
so so that that moment was the pivotal
point where I was like, oh OK, cool.
[00:48:39]
And then I went, cut it off.
[00:48:41]
We bought a waterbed, which is in the 90s,
and we bought a waterbed.
[00:48:46]
We built a corkboard in my room.
[00:48:48]
I took down a bunch of the stuff
[00:48:51]
within within weeks or months I got
a girlfriend and then my senior year
[00:48:56]
there were like five
of the cutest girls in school.
[00:48:59]
And I dated four of the five little boy.
[00:49:03]
And I was like, wow.
[00:49:05]
But you see,
[00:49:07]
if you don’t take off that upper
cap on your life, that same story of what
[00:49:13]
held me back in high school will hold
you back when you’re forty five.
[00:49:17]
Forty seven.
Fifty seventy five.
[00:49:20]
Right.
Never too late.
[00:49:22]
Right face you pass.
[00:49:23]
It’s just like Luke Skywalker in the cave
[00:49:26]
when it’s like going against
the demon and it’s like,
[00:49:30]
you know, you gotta step up, be a man
and look in the mirror and go and look.
[00:49:37]
There’s more things I need to go deep on.
[00:49:38]
I’m sure it’s never over.
Well, you never done.
[00:49:41]
You’re never done.
[00:49:42]
But man, the chiropractic of the mind,
when you can get those one or two big ones
[00:49:46]
out of the way,
it just there’s now no upper limit on what
[00:49:52]
level of success that I can be
because I’m I am successful.
[00:49:58]
Previously, you asked me two years ago,
are you successful? Can I go?
[00:50:01]
Well, I will be when this happens.
And now it’s.
[00:50:05]
Yeah, you bet I’m successful.
[00:50:07]
Do I have millions of dollars in the bank?
No.
[00:50:09]
But do I own a company that’s worth the
twenty two point eight million in sales?
[00:50:13]
Yeah, that’s cool.
[00:50:15]
I’ve written five books.
[00:50:16]
I’ve been voted ten years in a row,
top twenty five
[00:50:19]
by the American Association
of Inside Sales Professionals.
[00:50:23]
Like I can wear that now with honor
[00:50:26]
and not be arrogant about it.
[00:50:29]
Just be, it’s just it’s a fact.
[00:50:32]
Right.
[00:50:34]
I’ve been on more than 50 other
people’s podcast this year.
[00:50:37]
I ran sixty of my own and sixty podcast.
[00:50:40]
Sixty podcasts and webinars.
Yeah.
[00:50:43]
Wow.
Yeah
[00:50:46]
I have one.
[00:50:48]
And that’s so you know,
anything’s possible for anyone.
[00:50:54]
It doesn’t matter where you come from.
[00:50:57]
Look, here’s a here’s a something.
[00:50:58]
This is a good topic for the political
climate we’re looking.
[00:51:02]
Who are some of the most successful
people that you know in your life.
[00:51:07]
There are people who may have come from
Europe and their parents had nothing.
[00:51:10]
Zero eight.
I remember this.
[00:51:13]
This is a funny comedian said one time. He
[00:51:15]
said, you know,
when when a homeless person comes up to me
[00:51:19]
on the corner and says, hey,
man, can I bum a dollar?
[00:51:21]
He goes, Dude,
you’re you’re you’re at least at break.
[00:51:25]
Even I owe twenty thousand
dollars on my credit card.
[00:51:28]
Started with negative.
I’m a negative twenty now that kind.
[00:51:32]
I mean it’s kind of a funny
point, but the point is.
[00:51:36]
Some of the most successful people came
[00:51:38]
from humble upbringings, so one of the
friends of our family, Robert White.
[00:51:45]
Ran a company called Lifespring,
[00:51:46]
it was one of the very early mindset
companies since graduated over one point
[00:51:51]
three million people from all
of the different things that he’s done.
[00:51:56]
Well, he wrote a book called How
to Live an Extraordinary Life.
[00:51:59]
At one of his events, he said, OK,
everybody in this room, 50 hundred people
[00:52:04]
go out and I want you to go find someone
that you could bring back to the room
[00:52:08]
that might be interested
in transforming their lives.
[00:52:12]
One of the people went out
and found a bomb under the freeway.
[00:52:17]
They brought the bomb back to the
[00:52:20]
to the room
and he joined the next few days
[00:52:23]
of transformation, and it turns
out he was an ex military vet.
[00:52:28]
He had a family.
[00:52:29]
And just things took a turn for the south
Canada becoming the head of sales
[00:52:33]
for the company, and he ended up
being the best friend of the CEO.
[00:52:38]
Nice.
And so,
[00:52:40]
you know where I’m at at age forty seven,
heading into the back.
[00:52:44]
The back nine of life.
Mm hmm.
[00:52:46]
It’s now OK.
[00:52:47]
Now that I cleared the mechanism,
God gave me the ability to build
[00:52:50]
a multimillion dollar company
and hire Rich Blakeman, who’s amazing.
[00:52:55]
And Nick Caputo’s amazing.
[00:52:57]
Now that we’ve got all these people put
[00:53:00]
around me, how do we go find
the parts of the world?
[00:53:04]
Art, was the guy’s name under the bridge?
Yeah.
[00:53:07]
How do we go find and inspire those people
to become the best version of themselves?
[00:53:12]
Mm.
[00:53:13]
That’s what I’m looking
forward to on the back nine.
[00:53:16]
That’s cool, because then you’re you’re
improving the world,
[00:53:20]
having fun doing it and adding
to your success in the whole process.
[00:53:24]
So, yeah, Ziggler had
some quote about that.
[00:53:27]
Right.
The more you do how the more people you
[00:53:30]
help, the more you’re
going to help yourself.
[00:53:32]
And.
Right.
[00:53:33]
You know, I always knew that when I heard
[00:53:35]
him say that quote was always,
yeah, that makes intuitive sense.
[00:53:40]
But is that real?
[00:53:42]
It turns out it is
[00:53:45]
in a bad way.
Yeah, absolutely.
[00:53:48]
That’s super cool.
[00:53:49]
Do you want to talk really
briefly about sales class today?
[00:53:52]
Yes.
[00:53:52]
So that’s that’s a good one
to cover for a few, because
[00:53:57]
that company is where scale was, you know,
years back, only we didn’t have a three
[00:54:02]
hundred thirty seven thousand
dollars first quarter.
[00:54:04]
All right.
[00:54:06]
We we went after to to change the way
[00:54:10]
that sales training is delivered
through a YouTube kind of experience.
[00:54:15]
OK, like the A.I. serves up what
class you should take next.
[00:54:20]
So we got three thousand on demand
videos in no time at all.
[00:54:25]
Sandler training
[00:54:27]
Ben Grasso is another big one
and multiple trainers.
[00:54:32]
Twenty five I think we have now.
[00:54:34]
I’ve said yeah, yeah,
I’ll do live classes, I’ll be on demand
[00:54:38]
and then we charge ten to twenty
five dollars for each student.
[00:54:41]
It’s free for university students
that want to be in sales.
[00:54:46]
Well we’ve had maybe seventy five hundred
subscribers sign up,
[00:54:51]
but what we’re learning is
[00:54:53]
that the contributors or
the sales gurus as we call them.
[00:54:57]
They could use more help with paid ads,
digital outreach,
[00:55:02]
all of this stuff that it turns out Scolex
does really well and I’m like, you know.
[00:55:07]
Maybe the play is is maybe we got it
wrong, maybe it’s a complete 180.
[00:55:12]
What if it’s free to the subscribers?
[00:55:15]
Because my heart says I want to help
people and entrepreneurs and salesmen
[00:55:21]
because remember, I was fired
for my first sales job and I made it.
[00:55:24]
So why don’t I give people
the tools for free?
[00:55:27]
Let’s flip the model and charge the gurus.
[00:55:31]
Not something that’s unfair.
[00:55:33]
And with huge markup,
[00:55:34]
let’s if it’s five hundred dollars a month
in paid ads that we’re going to spend
[00:55:38]
on their behalf, well, that’s probably
why don’t you spend 500 bucks.
[00:55:42]
I’ll put it all to good work.
Sure.
[00:55:44]
So if we can make this just to break even
and do it for the right reasons,
[00:55:51]
the pivot in this case is a 180.
[00:55:53]
What scale is a very couple of degrees,
usually one or two degrees off.
[00:55:57]
Right.
So it was a flip, a pancake completely.
[00:56:00]
And now we’re starting to do that.
[00:56:01]
Emii is reaching out to people.
[00:56:03]
Hey, I’ve been doing a little
bit of it started today.
[00:56:05]
In fact, we’re doing some research.
[00:56:07]
You seem like a really good power hitter.
[00:56:09]
We’d like to invite you to be
one of the sales gurus.
[00:56:12]
Do you have 15 minutes?
[00:56:13]
We could tell you what it’s about and then
we can go, here’s the free version.
[00:56:16]
Here’s the middle, here’s the large.
[00:56:18]
Do you want us to make you famous or
do you want to just be partly famous?
[00:56:22]
Just dabble.
Yeah, go go for a little jumping.
[00:56:26]
So I think it’s like
zero fifteen hundred a quarter.
[00:56:31]
So six grand a year or twenty
five hundred a quarter.
[00:56:34]
Ten grand a year.
All right.
[00:56:36]
And we’ll get you five or six podcast’s.
[00:56:39]
The quarter will get you
[00:56:41]
50 to 100 people doing your webinars like
it would be a huge value for a low cost.
[00:56:47]
But why should the subscribers pay if
[00:56:49]
the entrepreneurs could
they have a need to grow their audience?
[00:56:54]
And we can do it, I suppose to a point.
[00:56:57]
The subscribers are the product.
Yeah, right.
[00:57:00]
It’s kind of like the social media
that believe me,
[00:57:04]
I’ve been wrestling with that with myself,
like the social dilemma talks about
[00:57:08]
the customers are the product,
and I certainly don’t want it to be
[00:57:11]
a vendor fest where they
discover or pay us 50 grand.
[00:57:15]
And we’ll put you at the top of the list
like that is not our intention at all.
[00:57:19]
Right now, intention is to make it
[00:57:21]
a valuable asset for both
sides of the equation.
[00:57:25]
Yeah, it’s interesting you mentioned
[00:57:26]
Sandler because that’s a sales training
that I went through four years.
[00:57:30]
Way back when
[00:57:32]
whatever eventually dropped off of that,
because I thought,
[00:57:35]
what if I actually spent this time
on the phone reaching out
[00:57:38]
instead of just hanging on training,
hoping to get better?
[00:57:42]
That’s right.
So it is good stuff.
[00:57:45]
But it’s interesting because I’ve met
[00:57:46]
other salespeople that had
different sales training.
[00:57:49]
It was interesting just to compare notes.
[00:57:51]
Yeah, well, see,
people these days want to
[00:57:55]
take pieces of the training in 90
seconds or five minute excerpts.
[00:58:01]
So what we’re looking to do for 2.0
of the platform is, OK, great.
[00:58:07]
It’s a 60 minute show like this one.
[00:58:09]
Imagine an AI that goes through thephone.
[00:58:13]
Here’s your five minutes of recap time
[00:58:15]
and it just fast forwards the tail
of the tape to the chase scene.
[00:58:19]
Nice.
That would be nice, right? Supercool.
[00:58:22]
That’s what we do for salesclerks.
[00:58:24]
All right.
[00:58:26]
Yeah, check it out, sales class.
[00:58:28]
I, I think the first month is a dollar
if anybody wants to experience it.
[00:58:34]
If you’re a you know,
if you’re with a university and you’re
[00:58:37]
a student and you’re looking
to be in sales, let me know.
[00:58:41]
I’ll give you a free login.
[00:58:42]
They can save that book.
Save the buck.
[00:58:45]
That’s half of my beer or something.
All right.
[00:58:49]
Awesome.
[00:58:51]
Appreciate you being on the show.
[00:58:52]
Can you tell us really quick
[00:58:54]
what books you’ve written
and where people can find them?
[00:58:57]
Yeah, if you go to Amazon and look up
Sales Hack, you have to put a space.
[00:59:01]
I do this every time I look at myself.
[00:59:03]
I’m like, wait, where is it.
Oh, yes.
[00:59:05]
Sales space Hack.
All right.
[00:59:07]
You’ll see two books.
[00:59:09]
Sales Hack, one and two.
[00:59:11]
And then my most recent is called AI
For Sales, and I would say that’s the most
[00:59:16]
interesting because there’s 21 chapters
talking about all different ways companies
[00:59:21]
are using artificial
intelligence to further sales.
[00:59:26]
A lot of people think, oh,
is this going to replace me?
[00:59:29]
No, I’ve been in the space
for three years.
[00:59:31]
If all you’re doing is pulling data
[00:59:33]
and sending email blasts, OK,
your job might be at risk.
[00:59:36]
Sure, you might want
to uplevel your skills.
[00:59:38]
The good news is, do you really graduate
college and want to be a data blaster?
[00:59:42]
No, you want to you want to be able to
exercise your intelligence and intellect.
[00:59:48]
And so, you know, move up a level,
let the A.I. do what the A.I. does well
[00:59:53]
and let the humans do
what the humans do well.
[00:59:54]
So that’s what you’ll
find in A.I. for sales.
[00:59:57]
It’s a it’s a pretty compelling book.
[00:59:59]
It comes out on audio
here later this month.
[01:00:02]
Nice super cool.
[01:00:04]
We give people the link
in the description, all that jazz.
[01:00:07]
This has been Buthentic business
Adventures,
[01:00:09]
the business program that brings you
the struggles,
[01:00:11]
stories and triumphant successes
of business owners across the land.
[01:00:16]
I am.
[01:00:17]
Oh, what do I got to say here?
I got to tell people to like,
[01:00:19]
subscribe and share because
it’s all social stuff, right?
[01:00:22]
I always make fun of my kids videos that are
like like subscribe and share.
[01:00:26]
That’s right.
That’s right.
[01:00:27]
I always pick on that because he watches
videos that have millions of views. And I
[01:00:31]
just wonder how do these
guys have millions of views?
[01:00:36]
Well here is the world
we’re in right.
[01:00:38]
My name is James Kademan
[01:00:39]
and Authentic Business Adventures is brought
to you by Calls On Call,
[01:00:42]
offering call answering and receptionist
services for service businesses across
[01:00:46]
the country, on the web at CallsOnCall.com.
As well as Draw In Customers,
[01:00:51]
Business Coaching offering business
coaching services for entrepreneurs in all
[01:00:54]
stages of their business on the web
at DrawInCustomers.com.
[01:00:58]
And of course, The Bold Business Book,
a book for the entrepreneur in all of us
[01:01:02]
available on Amazon and wherever
fine books are sold.
[01:01:06]
We’d like to thank you our wonderful
listeners as well as our guest.
[01:01:08]
Chad Burmeister, CEO of ScaleX.ai
and co-founder of SalesClass.ai
[01:01:15]
Find us airing on 103.5 FM
Wednesdays at 1 p.m. That’s local Sun Prairie, and
[01:01:20]
Sundays at 2:00 p.m., as well as
SunPrairieMediaCenter.com.
[01:01:24]
But the best place to find
us is at DrawInCustomers.com
[01:01:28]
Just click on the podcast link.
[01:01:30]
We are also at the
Draw In Customers YouTube channel.
[01:01:32]
Thank you for listening.
We’ll see you next week.
[01:01:34]
I want you to stay awesome.
[01:01:36]
And if you do nothing else,
enjoy your business.
