Are you committed?

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

And the bet was that if you win, I give you an additional $100,000, right? But if I win, I get your entire net worth, all of it.

I get the car, I get the house, I get the 401k, all of it. It's all gone if I win. And all you have to do is bring in one more deal by the end of August.

How many of you think you would probably do that? If all of that was on the line, how many of you think you would do that? I think most of you would, if not all. That's not the question. The question is, if that was the actual bet, what would you do differently over the next 30 days than you're doing now? If that was literally the best.

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

Minimize the Gatekeeper, Maximize Access

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

Between 7 and 9 a.m. The reason why I do that is that I minimize the gatekeepers that keeps me away from my prospects. I know at 7 a.m., business owner, decision makers, get their phone, it's arm's distance away, and they can't help themselves.

They'll see that phone ring and they're like, Oh, my assistant isn't around. Someone has got to answer this phone. Ring number three, ring number four.

Drives them crazy. Go to that networking event. You know who's there? They're truly committed.

In the summer, yeah, the meetings aren't as big, but who's there? The board, the influencers, the people that never miss. These are the people that you want to make sure that you're networking with. That trade show that you were like, I don't know if I'm going to go to this.

Go. Go and have some fun with it.

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

Take an Honest Assessment

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

Too good at what you do to not have the lead flow that you need.

You're too good at what you do. So I know darn well if you went to every trade show and if you were at every event and you were typing in every time I asked and you were going for it 100%, you'd have your leads, right? And so July is a great opportunity to say, all right, yeah, yeah, yep. I went to go see the 4th of July fireworks on the 2nd of July.

Also, instead of doing that thing that I knew I should have done and I didn't send out those proposals and I didn't make a few of those calls, and I let this slide a little bit. I get it. We all do.

Just take an honest assessment.

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

Commitment Over Convenience

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

Are you in the committed mode? Are you in the convenient mode? And here's what we find out almost 100% of the time.

You're not getting the results you want, you probably fell into the convenient mode. And I understand. I live in a shore state, New Jersey.

We have a beach, backs right up to the Atlantic Ocean. And guess where everybody is from now until Labor Day? There. Guess where they're not? At networking events, schlepping out to a trade show, and taking the extra phone call.

They blocked out their calendar. All of a sudden their Calendly link has nothing on it. That's where they're at, right? So last week I got the op, hey Carl, you wanna go to that concert? Or hey Carl, are you coming to the networking event that you have to drive to New York for? That's an hour and a half away, one way.

Which one do you think I wanted to go to? Now, turns out I went to the networking event. Made two nice contacts. Missed the concert. Okay, that's what happens.

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

Referral Party

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'm trying to make it sound fun, like, yay, referral party, but we also call it a one-to-one house call. It's a meeting with somebody where you sit down and you say to them, Here's what's going on in my world. And here's what a good introduction looks like for me. Tell me what's going on in your world and what a good introduction makes for you.

And we don't get off the phone until we make at least one introduction for each other. You do that with five people every month. Who can I introduce you to that's meaningful? Now you might not always get a perfect qualified lead.

That's why you want to do five. You might say, Oh, well, my son or daughter is about to take their SATs to get into college. Oh, I know a great, you know, SAT tutor.

I'll make that introduction. All right. Well, I was hoping for someone that was going to buy 10 units, but I'll take the SAT tutor.

Sometimes it's that, sometimes it's just relationship building.

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

Talk to 24 People—Get One Referral pt.2

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

I don't know where the universe or the volcanic activity that regulates this is, but when I have 12, I get no leads. When I have 36 or 48, leads, the quality of them goes down. Somewhere in that bubble of 24, and here's what I think, I think it's because I stay in touch with them, their frequent dinner or networking people, I see them on a regular basis, we tend to talk a lot, we tend to have deep conversations, something pops.

So if you don't have 24 referrers, set that as a goal. If you could look and say, all right, so how many accountants, how many attorneys, how many realtors, how many business brokers, how many private equity funds?

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

Talk to 24 People—Get One Referral

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

What can we bring in? What are other activities? So if you look at the second one right there, one of the things that I like to have is I like to have I found over the years, I don't know what the magic science is behind it.

I don't know how the planets rotate to make this work. After 35 years as an advisor and 40 years as an entrepreneur total, what I found is if I maintain a good stable of 24 people that will refer me once per year, that helps my deal flow stay pretty active. That means once a year, these 24 people are going to say, Hey Carl, you should meet so-and-so.

Hey Carl, here's an investor. Hey Carl, here's a landlord. Hey Carl, here's a realtor.

Hey Carl. You see what I mean? That gets me to a month, and I found that that's pretty consistent.

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

Bottom of the Funnel

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

Things that I've noticed is bottom of that funnel results tend to match the top of the funnel activities.

In other words, if you're 10% ahead of your goal and you look to your top of the funnel activities, you might say, Oh yeah, you know what, I do. I've got, I've been to 10% more networking events than I normally do. I've had 10% more one-on-ones.

I've had 10% more, I went to that extra trade show I don't normally go to, or I stayed for that extra day. If you're behind, that tends to be the case too. We've seen a correlation between bottom of the funnel and, top of the funnel.

In other words, if you're looking at your year and saying, I'm 20% behind, and you say, all right, let me, how many leads did I generate? Boom, not as many as I thought. How many phone calls did I make? A little bit less than normal. How many days of networking did I do? Ooh, that's right, I skipped that whole week on vacation.

I didn't go to those three events. And we tend to find that you're, oh, I didn't make that many outbound calls, or I didn't do that many emails, or I didn't send as many check-in text messages with my existing client base as I normally do. They tend to correlate.

I'm down 10% on the bottom of the funnel. I tend to be down 10% top of the funnel.

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