Stop Letting Your Heart Kill Your Sales

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

In the game we're in, we sell us as good as anyone, and we have to sell us, alright. Now-

Nobody does (unclear word follows)

Nobody does, right? However, I've learned a few things after certifying and helping 7,000 people like you launch their business, is you are heartless servants. You want to change the world, you want to help people, and you will work for free to help somebody else rather than make them uncomfortable by charging them. And before you tell me no, that's not me, right? It's all of us. So we need a system to be the bad cop. You need some bad cops in your life. You are the good cop. The good cop is the one who delivers on the content, who delivers on, right. So the bad cop sells, the good cop delivers. So you say, wait, does it have to be the bad cop? Your job is to magnify their emotion beyond their capacity to handle it. Yes, you are the bad cop.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Consistency Beats Intensity in Growth

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Now, as a general rule of thumb, we say 90 minutes a day of business development. Whatever these five are to the best that you can, do 90 minutes a day. If you can't avoid it, try not to do more than that. Unless you're like, I'm at a networking event. It's eight hours long. Like when I'm at Board of Advisors, Ray and I are members of Board of Advisors in Minnesota, you know, it's an all-day event. So I'm, you know, networking more than 90 minutes those days, but then there are some days I don't do it, right. You know, if you stick to 90 days, it's not too much. It's enough that you stay consistent. Right? And so you could build 90 minutes a day, or 90 minutes into a day, reasonably. Reasonably. Now, you might say, Well, can I leverage that up to my team? Yes, you can. However, I would say don't yet. Until you nail your– you nail. Like you walk into a room and you're like, where are my bad four-quarter Johns? 1,2,3,4 I could tell by your dress how bad that quarter was. I know exactly what to ask this one. Like you walk into a home and you know that room.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Urgency Starts With Knowing Their Pain

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

What you do want to ask yourself is what keeps them up at night? Because if you're going to solve the problem of what keeps them up at night worrying, and what exists in their life or their business right now that makes calling you a necessity today, then you are really well dialed in to who your ideal client is, right? So you know, I live in the northeast, I live right near our ski resort. There's probably two weeks left of the ski season. Skiers know this. This is a problem for skiers. Skiers want to get that last couple runs in before the end of the year. So if you're a skier, what exists right now. It's a sunny day. I walked out today and like oh, you know, I feel like I missed the whole ski season. I'm a skier. I live near the ski resort. What do you think that company ought to be doing right now? Right. Trying to push that pain button, alright. Hey, two more weeks. That's it and the season's over. One last chance, come on out.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

If You Won't Guarantee It, Why Should They Buy?

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

The issue is who has the guts to take the mark? Because you all know the answers to, right. So I trade now. So I use this in all of our businesses, and I use this with all of our clients. So I've trained over 7000 business coaches, right, to that long and a have a business coaching and consulting business. And so one of the things that I teach is for them to give you. So think about this next time you hire consultants of five to one guarantee, which means if they are not making your saving five times the amount of the fee, their fee, then the whole thing is free. How much advice do you have currently that offers a five to one ROI guarantee? Now, how many of you do you think could offer you that? How many could offer? All of them. They all could. They don't do their job, they can't give you your money back? They can all do it. How many of them do? None. I offer a five-to-one guarantee, so who am I competing with? Nobody. We'll know what the problems are,right? Who has the guts to just say, I'll stand up, and I'll deliver your money back. Oh, I don't know, what if they don't take the action? And what if they don't follow through and I can't hold them accountable and I'm short that meetings. That's a problem with you--then your programs not compelling enough that they want to show up on a phone call, that's not their problem. That's your problem, right? Well, how am I going to control my supply chain? Right, I have yet to meet now by coach a lot of you types already. You will fall in love with your supply chain and very efficiently at the best price and you stick with it. I've yet to find a company where the diversity of their supply chain is their problem, if you know what I mean.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Stop Selling Positives—Solve Problems Instead

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Now, I know the biggest mistake you kick your way, I want to know what the biggest mistake you are making in your business is, so we can go and fix that problem. Here's the biggest mistake. Talking about the positives of your business too much, or giving it too much airtime, right. That's not what it is in a current client working. In the season of business that we're in cold winter, people defer to experts, right. Experts are people that can do two things: solve problems no one else can solve and then charge what no one else can charge. Those are the two things that will determine whether your clients will keep you as an expert or not, right. So here's what we start. So for those of you out with the last one, we'll do a little bit last time, is first thing we want to do is we want to hear, what are the top complaints that you are getting from your prospects and your clients? And what are the top complaints about your industry, not just about you, and some of these complaints that might not even be about your company. But take a moment, write down what are the top five complaints you are hearing from your prospects and your clients about working with a company like yours. What I used to hear is people will start on time, tell me you're going to start (unclear follows) You say you're gonna be done by April 1st, you're not done by April 1st. Tell me one price and there are complaints, change orders or you don't have, you know, you quote them with one price, but then you're short on supply, but you can find it from another source as long as they're willing to pay more. And in my service business, the complaint was we didn't give enough, long enough guarantee on the hardscape and landscape materials. And there wasn't a senior manager on site, those are the top five I heard.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

How Structure Creates Scalable Systems Part 1

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Buy a system i.e you buy a franchise before that franchise can be successful you must have a structure in place, so what's the difference? Structure means you're taking people and putting them in certain roles and giving them certain task, now that is different than a system because in the beginning you are not controlling 100% of everything they do, this is one of the hardest things to grasp in a business because you need to put people in place and with minimal training they have to serve the client and use initiative and their flexibility and along the way of putting people in place, putting people in that structure out of that you will begin to develop your systems. Much like an airplane that sits on a runway, awaiting its time to take off. The pilot must use his common sense and the maximum amount of flexibility in order to get the plane, the cargo and the people in it in the air. He is given a system in the beginning, there is a system for having a plane take off, and there is a structure and a checklist in order for that pilot to launch that plane into the air.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Before he does that, there must be a structure in place and he is given that structure, that structure is called the standard day, meaning the ideal conditions in order to take that plane off, based on weather and weight and wind he–there is a very specific structure in order to take that plane off, off and get it off the ground. If the pilot waited for that ideal day to come around, the standard day, how long do you think the pilot in that plane would remain on the runway waiting to take off? If you guess 6 to 9 months? You'd be close. Now we get upset when we wait an extra 15 minutes in a plane, imagine the pilot announcing that we have to wait for the perfect conditions in order to take off because the systems says so, we cannot exercise any common sense or any judgment whatsoever so therefore we will wait for the ideal day in order to take off and hope we don't run out of water and hope we have plenty of batteries because it might be a while. And that standard day that ideal day, comes around a few times a year.

Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

How Structure Creates Scalable Systems Part 1

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Buy a system i.e you buy a franchise before that franchise can be successful you must have a structure in place, so what's the difference? Structure means you're taking people and putting them in certain roles and giving them certain task, now that is different than a system because in the beginning you are not controlling 100% of everything they do, this is one of the hardest things to grasp in a business because you need to put people in place and with minimal training they have to serve the client and use initiative and their flexibility and along the way of putting people in place, putting people in that structure out of that you will begin to develop your systems. Much like an airplane that sits on a runway, awaiting its time to take off. The pilot must use his common sense and the maximum amount of flexibility in order to get the plane, the cargo, and the people in it in the air. He is given a system in the beginning, there is a system for having a plane take off and there is a structure and a checklist in order for that pilot to launch that plane into the air.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.