1 00:00:00,000 --> 00:00:05,360 Alright, welcome in to Vision Pros Live. 2 00:00:05,360 --> 00:00:08,480 I'm Jackson Calame, I'm your show host. 3 00:00:08,480 --> 00:00:14,400 We'll be doing interviews for visionary entrepreneurs and guests, guest leaders who are building 4 00:00:14,400 --> 00:00:15,920 fantastic visions out there. 5 00:00:15,920 --> 00:00:20,560 Ultimately, I just want to go through some of the things that might help you with your 6 00:00:20,560 --> 00:00:21,560 vision. 7 00:00:21,560 --> 00:00:24,600 If you have a vision that you're pursuing, drop a link in the comments and let us know 8 00:00:24,600 --> 00:00:25,600 what that is. 9 00:00:25,600 --> 00:00:32,080 If you're a business or a brand, if it's a non-profit that you run, be happy to promote 10 00:00:32,080 --> 00:00:35,560 it, be happy to talk to you about it, and if you'd like to apply to be on Vision Pros 11 00:00:35,560 --> 00:00:57,360 to be interviewed about that vision, then by all means, feel free to reach out. 12 00:00:57,360 --> 00:00:58,360 Welcome to Vision Pros. 13 00:00:58,360 --> 00:00:59,860 Are you ready to dive in? 14 00:00:59,860 --> 00:01:01,040 Yeah, I would love to, man. 15 00:01:01,040 --> 00:01:03,440 Thank you so much for having me on the show. 16 00:01:03,440 --> 00:01:07,640 You know, Jackson, I've had the nice city of getting a chance to meet with you and connect 17 00:01:07,640 --> 00:01:10,880 with you a bit, and I'm grateful to have a chance to chat on your podcast because I 18 00:01:10,880 --> 00:01:16,120 think what you do is visionary, and you definitely say the right things and know what to do. 19 00:01:16,120 --> 00:01:17,720 So I'm grateful to be here. 20 00:01:17,720 --> 00:01:18,720 Thanks, Sean. 21 00:01:18,720 --> 00:01:24,400 And Visionary Pros out there who are listening to this, don't be caught off guard by Sean's 22 00:01:24,400 --> 00:01:27,920 humility and his praise, his ability to honor me. 23 00:01:27,920 --> 00:01:33,120 Sean's a husband, yes, a cat dad, a disc golfer, a serial entrepreneur, too, and a cell by chat 24 00:01:33,120 --> 00:01:34,120 expert. 25 00:01:34,120 --> 00:01:35,120 He does a lot of amazing things. 26 00:01:35,120 --> 00:01:39,920 What you need to know is that he's also owned eight different businesses, and his strengths 27 00:01:39,920 --> 00:01:43,920 come from nearly two decades of studying communication, which, again, you'll see in 28 00:01:43,920 --> 00:01:48,240 his ability to honor people throughout the show, his business and his professional sales. 29 00:01:48,240 --> 00:01:52,440 Now, he's closed more than $130 million in his own sales career, and he's personally 30 00:01:52,440 --> 00:01:57,160 built three seven-figure businesses and two eight-figure businesses with an amazing business 31 00:01:57,160 --> 00:01:58,160 partners and team. 32 00:01:58,160 --> 00:02:00,320 Sean and I have become friends quite fast. 33 00:02:00,320 --> 00:02:01,320 Is that a fair word to use, Sean? 34 00:02:01,320 --> 00:02:02,320 Yeah, yeah. 35 00:02:02,320 --> 00:02:03,320 I love this. 36 00:02:03,320 --> 00:02:08,200 So, you know, if you're listening, a lot of times people kind of keep people at a distance 37 00:02:08,200 --> 00:02:10,480 until a certain amount of time passes. 38 00:02:10,480 --> 00:02:11,960 I don't like the time concept, personally. 39 00:02:11,960 --> 00:02:16,080 You know, it's like once I met somebody, I kind of, it's like Will Rogers said, you 40 00:02:16,080 --> 00:02:20,640 know, I've never met somebody I didn't like, and pretty much everybody was a friend. 41 00:02:20,640 --> 00:02:23,200 But there's a reciprocation factor that I've had with Sean. 42 00:02:23,200 --> 00:02:28,760 So from day one, Sean came in, ready to be a friend, reciprocating, willing to give referrals. 43 00:02:28,760 --> 00:02:33,360 He had done his due diligence to look up who I was and what I do and the different ventures 44 00:02:33,360 --> 00:02:34,560 I've been involved in. 45 00:02:34,560 --> 00:02:36,240 I had done the same for him. 46 00:02:36,240 --> 00:02:41,120 And that allowed us to start with a degree of harmony that most people, most interactions 47 00:02:41,120 --> 00:02:42,320 are kind of missing in life. 48 00:02:42,320 --> 00:02:46,000 If you haven't done your own due diligence in the front end, your relationships are going 49 00:02:46,000 --> 00:02:47,520 to start out kind of stale. 50 00:02:47,520 --> 00:02:50,800 Why not take the five minutes, 10 minutes, 15 minutes, or even 30 minutes? 51 00:02:50,800 --> 00:02:55,240 If you keep going down a rabbit hole and you keep seeing value, find out where it goes 52 00:02:55,240 --> 00:02:56,240 to. 53 00:02:56,240 --> 00:02:59,360 And I'll show all of that because then it enriches the process of the relationship up 54 00:02:59,360 --> 00:03:00,360 front. 55 00:03:00,360 --> 00:03:03,480 So that would be one of my greatest visions for those of you who are kind of getting started 56 00:03:03,480 --> 00:03:07,360 in business or who are still kind of hiding behind a wall at any point in time. 57 00:03:07,360 --> 00:03:09,520 I can hang this call up on Sean, right? 58 00:03:09,520 --> 00:03:14,280 If he decides to offend me or he decides to start selling me, I can say, no, thank you. 59 00:03:14,280 --> 00:03:16,640 It's great to see you Sean have a wonderful day. 60 00:03:16,640 --> 00:03:21,280 But I don't need to be scared or timid when, when I get on a phone call, I should be put 61 00:03:21,280 --> 00:03:24,880 myself in a position to where I know enough to feel comfortable with the conversation. 62 00:03:24,880 --> 00:03:31,400 So with that said, we're going to tie that back to that keyword that you use, sell by 63 00:03:31,400 --> 00:03:33,880 chat experts in just a minute. 64 00:03:33,880 --> 00:03:36,960 But Sean, where did you pick these principles up? 65 00:03:36,960 --> 00:03:39,960 What led you to be such an open, awesome leader with people? 66 00:03:39,960 --> 00:03:46,440 Well, I can share that I think, you know, my, my background is, is now almost just over 67 00:03:46,440 --> 00:03:49,200 two decades of studying communications. 68 00:03:49,200 --> 00:03:52,480 Because I believe when you know how to communicate effectively and some of the things you mentioned 69 00:03:52,480 --> 00:03:56,280 are so valuable that you can really advance yourself. 70 00:03:56,280 --> 00:03:57,280 You can advance your career. 71 00:03:57,280 --> 00:03:58,280 You can grow a business. 72 00:03:58,280 --> 00:03:59,280 You can do a lot of things. 73 00:03:59,280 --> 00:04:02,920 You can have amazing relationships, whether it be with your wife or your partner or your 74 00:04:02,920 --> 00:04:05,840 kids or, or business partners or however. 75 00:04:05,840 --> 00:04:09,880 And so my journey started when I came, kind of came out of college and I only had really 76 00:04:09,880 --> 00:04:10,880 one question on my mind. 77 00:04:10,880 --> 00:04:12,920 And that question was like, how do I make a lot of money? 78 00:04:12,920 --> 00:04:14,720 That's what I wanted to do. 79 00:04:14,720 --> 00:04:17,760 And so I asked my dad because he was the only guy that was pretty successful. 80 00:04:17,760 --> 00:04:19,840 And he said, well, Sean, you have three choices. 81 00:04:19,840 --> 00:04:20,920 And I was like, great. 82 00:04:20,920 --> 00:04:22,200 I love choices. 83 00:04:22,200 --> 00:04:23,200 What are they? 84 00:04:23,200 --> 00:04:25,320 And he says, number one, are you a CEO? 85 00:04:25,320 --> 00:04:28,600 And I'm 22 at the time and I didn't even know what those initials meant. 86 00:04:28,600 --> 00:04:31,440 So I'm like, dad, I don't even know what those initials mean. 87 00:04:31,440 --> 00:04:32,440 That's not me. 88 00:04:32,440 --> 00:04:34,320 He goes, okay, are you an entertainer? 89 00:04:34,320 --> 00:04:37,240 And I go, well, I can't really sing or dance. 90 00:04:37,240 --> 00:04:38,440 So I think I'm out. 91 00:04:38,440 --> 00:04:39,440 That's not me. 92 00:04:39,440 --> 00:04:40,440 What, what is the third choice? 93 00:04:40,440 --> 00:04:43,880 Cause like clearly there's gotta be the, and he said, you better learn sales. 94 00:04:43,880 --> 00:04:47,120 And so I said, okay, well, that, you know, like me, the simple minded guy, I went and 95 00:04:47,120 --> 00:04:50,640 I looked for a sales job and I studied all the different sales jobs that were out there. 96 00:04:50,640 --> 00:04:51,640 And there's a lot of them, right? 97 00:04:51,640 --> 00:04:55,760 And so what, what I, what I fell into was manufacturers rep where I would actually sell for about 98 00:04:55,760 --> 00:05:00,760 15 different companies across 40 industries, kind of the higher echelon. 99 00:05:00,760 --> 00:05:06,400 It's selling stuff that everybody needs and nobody cares about example, sheet metal, wire, 100 00:05:06,400 --> 00:05:10,360 cable, bar, electronics, all that stuff, right? 101 00:05:10,360 --> 00:05:15,000 And so it was, you know, and I took the job and, and I sucked. 102 00:05:15,000 --> 00:05:18,600 Like a true statement. 103 00:05:18,600 --> 00:05:24,320 So my first six weeks, my boss gave me this big book of manufacturers numbers and said, 104 00:05:24,320 --> 00:05:27,360 call these manufacturers, go set appointments and sell them stuff. 105 00:05:27,360 --> 00:05:30,520 Of course, my, you know, my whole upbringing, my parents and my sister and my family and 106 00:05:30,520 --> 00:05:32,520 my friends are like, you have the gift of gab. 107 00:05:32,520 --> 00:05:34,640 You'll be able to talk to anybody and I'm like, okay, cool. 108 00:05:34,640 --> 00:05:35,640 I'll just go from that. 109 00:05:35,640 --> 00:05:37,520 Cause I didn't have any formal training. 110 00:05:37,520 --> 00:05:43,640 And so I started making these calls and I did 80 cold calls a day for six weeks, 2,400 111 00:05:43,640 --> 00:05:44,640 attempts. 112 00:05:44,640 --> 00:05:48,000 Jackson, how many calls do you think I, or how many appointments do you think I booked? 113 00:05:48,000 --> 00:05:49,000 Zero. 114 00:05:49,000 --> 00:05:50,000 Oh man. 115 00:05:50,000 --> 00:05:51,000 Full on goose egg. 116 00:05:51,000 --> 00:05:53,120 Hey, let's be, let's be fair here though. 117 00:05:53,120 --> 00:05:54,120 Okay. 118 00:05:54,120 --> 00:05:55,320 I didn't get as far as you. 119 00:05:55,320 --> 00:06:00,760 I interviewed a Granger three times, which is that one of those manufacturing or, yeah, 120 00:06:00,760 --> 00:06:02,760 no, they turned me down. 121 00:06:02,760 --> 00:06:04,400 I didn't even get the job. 122 00:06:04,400 --> 00:06:05,920 So, so did Home Depot. 123 00:06:05,920 --> 00:06:09,720 So I was like, oh man, I can't even get a job at Home Depot. 124 00:06:09,720 --> 00:06:11,920 And so, so yes, go ahead, man. 125 00:06:11,920 --> 00:06:12,920 I'm feeling. 126 00:06:12,920 --> 00:06:15,680 And so, and so I completely struck out. 127 00:06:15,680 --> 00:06:19,240 My boss was getting really fed up with me and he was kind of pissed off every time I'd 128 00:06:19,240 --> 00:06:21,160 see him stormed by my office. 129 00:06:21,160 --> 00:06:25,280 And then I was like about to throw in the white flag and I'm like, I hate this. 130 00:06:25,280 --> 00:06:26,440 It's not for me. 131 00:06:26,440 --> 00:06:30,360 And I called my dad at work and I'm like, dad, I'm just having a really rough day. 132 00:06:30,360 --> 00:06:31,600 And he goes, well, don't quit. 133 00:06:31,600 --> 00:06:32,960 I'm like, okay, what's the advice? 134 00:06:32,960 --> 00:06:35,120 He says, go to the library and read a book. 135 00:06:35,120 --> 00:06:38,200 And I'm like, oh my God, like you couldn't just give me the answer. 136 00:06:38,200 --> 00:06:41,760 So, so of course I was like, all right, and I took off for lunch and instead of going to 137 00:06:41,760 --> 00:06:44,960 lunch, I actually went down to the library and I went to the sales section. 138 00:06:44,960 --> 00:06:47,840 And I was like, well, if I'm selling stuff, maybe there's some books on sales. 139 00:06:47,840 --> 00:06:49,120 And I walked through the sales department. 140 00:06:49,120 --> 00:06:52,840 I found a Tom Hopkins, how to master the other selling stuff book. 141 00:06:52,840 --> 00:06:56,280 And I opened it and I started reading through and I got to like chapter seven and I was 142 00:06:56,280 --> 00:07:01,600 like, oh my God, there's a system that I could follow step by step in order to set an appointment. 143 00:07:01,600 --> 00:07:05,720 And so I went and I checked the book out and I took it on Friday and I went back to my 144 00:07:05,720 --> 00:07:08,880 office and I was so excited, but I had to make more calls and get my quota. 145 00:07:08,880 --> 00:07:12,520 Of course, no appointments were booked, but I took the book home for the weekend and I 146 00:07:12,520 --> 00:07:16,240 started reading and I geeked out over this and I memorized the little system because 147 00:07:16,240 --> 00:07:17,320 I was always pretty good in school. 148 00:07:17,320 --> 00:07:21,440 I figured like, well, I can remember five steps or whatever it takes to book a call. 149 00:07:21,440 --> 00:07:25,320 And so I go back on Monday, I pick up the phone and I start trying these new little 150 00:07:25,320 --> 00:07:26,320 systems. 151 00:07:26,320 --> 00:07:30,560 And I'd messed up a bunch of times and then I got to the place where I had a conversation 152 00:07:30,560 --> 00:07:31,640 that followed it exactly. 153 00:07:31,640 --> 00:07:35,280 And then I got to the place where I needed to say the line to book the appointment and 154 00:07:35,280 --> 00:07:36,800 I was about to say it. 155 00:07:36,800 --> 00:07:40,480 And the next thing you know, the hairs on the back of my neck stand up and sweat beads 156 00:07:40,480 --> 00:07:44,040 are coming down my forehead and I totally butchered the line. 157 00:07:44,040 --> 00:07:48,120 Like I didn't even get close, but the guy on the other end was cool enough and he said, 158 00:07:48,120 --> 00:07:49,280 Sean, I know what you're doing, man. 159 00:07:49,280 --> 00:07:50,280 I need some of your stuff. 160 00:07:50,280 --> 00:07:51,840 Like come over on Tuesday at nine. 161 00:07:51,840 --> 00:07:53,080 Let's have a conversation. 162 00:07:53,080 --> 00:07:56,600 And I hung up the phone on Monday and I was started to cheer and I was like, yeah, this 163 00:07:56,600 --> 00:07:58,440 is my boss runs into my office. 164 00:07:58,440 --> 00:08:00,360 Like I don't even must have been standing there listening or something. 165 00:08:00,360 --> 00:08:02,120 And he goes, did you just close the deal? 166 00:08:02,120 --> 00:08:04,320 And I was like, no, no, no, no, I just booked an appointment. 167 00:08:04,320 --> 00:08:05,320 And he's like, oh, come on. 168 00:08:05,320 --> 00:08:07,320 And he like walked off, right? 169 00:08:07,320 --> 00:08:13,720 And I was hoping for that, but for me, that moment really sparked my career because I 170 00:08:13,720 --> 00:08:18,400 realized a couple of things like I sucked at it and I knew I sucked at it, but there 171 00:08:18,400 --> 00:08:19,880 was a thing that I could study. 172 00:08:19,880 --> 00:08:23,160 And that's where I started learning like, oh, sales is trained. 173 00:08:23,160 --> 00:08:24,960 It's not, you just don't have the gift of gaps. 174 00:08:24,960 --> 00:08:28,840 Some people are okay at that, but there's structure and there's a science behind it. 175 00:08:28,840 --> 00:08:32,960 And that's when I realized like, oh, if I become one of the best in the world at studying 176 00:08:32,960 --> 00:08:36,920 these little systems and learning how they work and applying them, what I can do is I 177 00:08:36,920 --> 00:08:40,800 can have the sciences, the baseline, and I can create my art and I can drop that on 178 00:08:40,800 --> 00:08:41,800 top. 179 00:08:41,800 --> 00:08:44,600 And that's where you create unique personalities in the sales world. 180 00:08:44,600 --> 00:08:45,600 Love it. 181 00:08:45,600 --> 00:08:46,600 Super well said. 182 00:08:46,600 --> 00:08:47,600 All right. 183 00:08:47,600 --> 00:08:49,760 I got to, I got to unlock the database now. 184 00:08:49,760 --> 00:08:55,120 Since you're on that path in your study and let's download as fast as we can. 185 00:08:55,120 --> 00:08:56,120 What are their books, Sean? 186 00:08:56,120 --> 00:08:59,360 What are the resources for sales have you hit? 187 00:08:59,360 --> 00:09:01,240 Because again, this is so guys, this is so important. 188 00:09:01,240 --> 00:09:05,120 If you're listening, this is again about sales based on relationships too. 189 00:09:05,120 --> 00:09:06,120 Right? 190 00:09:06,120 --> 00:09:09,680 It's based on the art of understanding how to inspire, not to manipulate. 191 00:09:09,680 --> 00:09:11,200 I think that's the case. 192 00:09:11,200 --> 00:09:12,200 That's my case. 193 00:09:12,200 --> 00:09:13,200 Sean, how about you? 194 00:09:13,200 --> 00:09:14,200 Yeah. 195 00:09:14,200 --> 00:09:16,520 I mean, you can never, you can never convince another person. 196 00:09:16,520 --> 00:09:21,280 You can never, you can say the right things to get them to think in a specific direction. 197 00:09:21,280 --> 00:09:25,160 But again, decisions have to be made by the person and it has to be in the best interest 198 00:09:25,160 --> 00:09:26,160 of the person. 199 00:09:26,160 --> 00:09:29,560 And so what I always teach, because I've taught over 5,000 people to be killers in 200 00:09:29,560 --> 00:09:34,200 sales, I say always for good, never for evil, because you can take the concepts that I teach 201 00:09:34,200 --> 00:09:37,560 and probably that you teach and you can do some dirty things. 202 00:09:37,560 --> 00:09:42,400 Case in point, Jordan Belfort got arrested because he manipulated people out of how many 203 00:09:42,400 --> 00:09:43,400 millions of dollars. 204 00:09:43,400 --> 00:09:46,560 By the way, his straight line persuasion selling system is epic. 205 00:09:46,560 --> 00:09:48,040 It's a very good system. 206 00:09:48,040 --> 00:09:50,240 But again, always for good, never for evil, right? 207 00:09:50,240 --> 00:09:51,240 Like that's the move. 208 00:09:51,240 --> 00:09:56,600 Well, there's Jordan Belfort's, there's the science and the art of selling. 209 00:09:56,600 --> 00:09:59,240 There's, I don't know, Jeremy Miner is a big play. 210 00:09:59,240 --> 00:10:02,520 He has an NEP, he studies. 211 00:10:02,520 --> 00:10:06,400 He's, let's see, got spin selling, you got the challenger sale. 212 00:10:06,400 --> 00:10:11,000 Like again, I geeked out on probably 40 different selling systems. 213 00:10:11,000 --> 00:10:16,040 My favorite one that I fell upon because at the time I was selling business to government, 214 00:10:16,040 --> 00:10:18,640 I found the Sandler sales system. 215 00:10:18,640 --> 00:10:20,160 Yes, my favorite too. 216 00:10:20,160 --> 00:10:21,160 Yep. 217 00:10:21,160 --> 00:10:24,760 And there's a book called, You Can't Teach a Kid to Ride a Bike at a Seminar. 218 00:10:24,760 --> 00:10:25,760 David Sandler. 219 00:10:25,760 --> 00:10:26,760 I know that. 220 00:10:26,760 --> 00:10:31,240 That's probably the best selling book to learn a selling system in a format that's digestible. 221 00:10:31,240 --> 00:10:33,400 And that one worked really well for me, right? 222 00:10:33,400 --> 00:10:34,920 Because I was in business to government. 223 00:10:34,920 --> 00:10:40,600 However, if you're selling B2C or even B2B, some of the stages in that system aren't quite 224 00:10:40,600 --> 00:10:44,960 there, but it's a very, very good baseline to start from, right? 225 00:10:44,960 --> 00:10:49,520 And yeah, I ended up investing over $12,000 personally into this program. 226 00:10:49,520 --> 00:10:51,360 I had a sales coach. 227 00:10:51,360 --> 00:10:56,680 I met with him twice a week, talked with him daily for a long time until I got so good 228 00:10:56,680 --> 00:10:57,680 at this. 229 00:10:57,680 --> 00:11:01,960 And he asked me to come and be a rep for his Sandler organization and I started selling 230 00:11:01,960 --> 00:11:04,320 sales training at some point in my career, right? 231 00:11:04,320 --> 00:11:07,480 So I got that good, right? 232 00:11:07,480 --> 00:11:09,280 Because I was closing all these deals and I was doing big things. 233 00:11:09,280 --> 00:11:16,000 I took my, at the time, I had actually started an electronics corporation here in Las Vegas. 234 00:11:16,000 --> 00:11:18,040 We were selling circuit boards. 235 00:11:18,040 --> 00:11:20,200 And well, actually, let me back up a second. 236 00:11:20,200 --> 00:11:21,200 I learned these systems. 237 00:11:21,200 --> 00:11:25,840 I got really good at being a manufacturer as rep and I started making a boatload of money. 238 00:11:25,840 --> 00:11:29,600 And then I had cars and boats and houses and all this other stuff after I'd learned it. 239 00:11:29,600 --> 00:11:30,600 And I wanted more. 240 00:11:30,600 --> 00:11:31,600 I wanted to be an entrepreneur. 241 00:11:31,600 --> 00:11:32,600 I wanted my own business. 242 00:11:32,600 --> 00:11:38,160 So I ended up buying into this electronics company here in Vegas and I took those systems 243 00:11:38,160 --> 00:11:42,200 and I put them in and I set appointments and I closed deals and I set appointments and 244 00:11:42,200 --> 00:11:44,160 I closed deals and it was just this awesome cycle. 245 00:11:44,160 --> 00:11:48,040 And I got to meet these really great people and I was enhancing their lives and amplifying 246 00:11:48,040 --> 00:11:49,560 their businesses. 247 00:11:49,560 --> 00:11:54,600 And I took that company from $250,000 a year to almost $9 million, it was $8.5 million 248 00:11:54,600 --> 00:11:55,880 in revenue. 249 00:11:55,880 --> 00:11:59,960 And during that time, it was a windfall. 250 00:11:59,960 --> 00:12:02,800 So it was like, everything was just happening and business was growing and booming. 251 00:12:02,800 --> 00:12:04,800 And I was like, this is incredible. 252 00:12:04,800 --> 00:12:06,920 And then what happened, I hit the dark spot, right? 253 00:12:06,920 --> 00:12:09,800 Because every entrepreneur has a cycle. 254 00:12:09,800 --> 00:12:11,400 So that was kind of the high peak. 255 00:12:11,400 --> 00:12:16,240 My business partner sold the company from behind my back in less than two weeks. 256 00:12:16,240 --> 00:12:19,160 And I own 47% of this company. 257 00:12:19,160 --> 00:12:21,760 He didn't even tell me that he sold it, but it was a private entity. 258 00:12:21,760 --> 00:12:22,920 So there's nothing I could have done. 259 00:12:22,920 --> 00:12:28,960 And so that sent me down to the depths of all of the liquor bottles in Las Vegas. 260 00:12:28,960 --> 00:12:35,000 I got to a place where I was really depressed and I didn't know what to do. 261 00:12:35,000 --> 00:12:38,720 Luckily, I found my wife at a bar during that period of time. 262 00:12:38,720 --> 00:12:41,000 And I started dating her. 263 00:12:41,000 --> 00:12:44,600 And she was like that shining light and that lightning bolt that says, hey, I believe in 264 00:12:44,600 --> 00:12:46,840 you, you've done some really cool things in the past. 265 00:12:46,840 --> 00:12:50,600 Like stop doing the drinking thing and get out on your way and go do what you're good 266 00:12:50,600 --> 00:12:51,600 at. 267 00:12:51,600 --> 00:12:52,600 Motivation filled up my wings. 268 00:12:52,600 --> 00:12:56,440 And that's what I think is very important to surround yourself with the right people. 269 00:12:56,440 --> 00:12:58,920 Because if you do that, then you can always fly. 270 00:12:58,920 --> 00:13:01,520 And so that was a big lesson that I learned in my dark spot. 271 00:13:01,520 --> 00:13:06,440 And she helped me get to a place where I put my resume out, I pick up a job selling roofing 272 00:13:06,440 --> 00:13:08,280 material of all things. 273 00:13:08,280 --> 00:13:10,480 Like I mean, big commercial roofing. 274 00:13:10,480 --> 00:13:13,240 And I was like, okay, well, maybe I'll just try my systems in this thing too. 275 00:13:13,240 --> 00:13:18,760 And I put them in there and I broke every sales record they'd ever had in the first 18 months. 276 00:13:18,760 --> 00:13:20,560 I was on all their stages. 277 00:13:20,560 --> 00:13:24,640 They were sending people across the country to train with me for a period of time to learn 278 00:13:24,640 --> 00:13:26,440 what I was doing and how I was doing it. 279 00:13:26,440 --> 00:13:30,520 And after about 18 months, I realized like, yeah, I could stay in this profession and do 280 00:13:30,520 --> 00:13:36,440 the thing, but I don't vibe with roofers, not my people, like no offense. 281 00:13:36,440 --> 00:13:39,360 And so I ended up exiting that organization. 282 00:13:39,360 --> 00:13:41,000 And that was about seven years ago. 283 00:13:41,000 --> 00:13:43,120 And that's when we found the online space. 284 00:13:43,120 --> 00:13:46,360 And I thought to myself, because my wife and I like, I loved her and I, you know, like 285 00:13:46,360 --> 00:13:48,400 she, she didn't really like her job. 286 00:13:48,400 --> 00:13:50,840 She was an office manager at a dentist's office. 287 00:13:50,840 --> 00:13:54,280 And we wanted to spend more time together as we're getting courting about to get married. 288 00:13:54,280 --> 00:13:58,400 And she said, what if we could do it online and you could get me out of my job? 289 00:13:58,400 --> 00:13:59,720 And that became my new goal. 290 00:13:59,720 --> 00:14:01,880 Like that was the one objective that I set. 291 00:14:01,880 --> 00:14:06,200 And we found this online system, which taught us marketing. 292 00:14:06,200 --> 00:14:09,680 Now I don't claim to be a marketer, but I study it like crazy. 293 00:14:09,680 --> 00:14:10,960 And I know sales. 294 00:14:10,960 --> 00:14:14,120 So I thought to myself, well, this little marketing system can bring eyeballs. 295 00:14:14,120 --> 00:14:15,520 I can probably convert them. 296 00:14:15,520 --> 00:14:21,600 And so we picked up this multi-level marketing organization out of Japan selling water systems. 297 00:14:21,600 --> 00:14:25,600 And we, again, broke all the records, we got all their magazines and all this other stuff. 298 00:14:25,600 --> 00:14:29,080 We built this massive network marketing business. 299 00:14:29,080 --> 00:14:32,160 We had about half a million people falling us around online. 300 00:14:32,160 --> 00:14:35,840 We had 2,500 people that had invested over 10 grand with us. 301 00:14:35,840 --> 00:14:37,400 So the numbers are huge. 302 00:14:37,400 --> 00:14:42,400 And they said to us, we got to a point where we're just, it was running nicely. 303 00:14:42,400 --> 00:14:46,000 And they said, Sean, Melissa, Chris, because Chris, my business partner at the time, that's 304 00:14:46,000 --> 00:14:47,320 where I started business partners with him. 305 00:14:47,320 --> 00:14:48,840 He said, your system sucks. 306 00:14:48,840 --> 00:14:50,520 We're like, whoa, it's not our system. 307 00:14:50,520 --> 00:14:51,520 It's that other guy. 308 00:14:51,520 --> 00:14:52,680 And they're like, we don't care, fix it. 309 00:14:52,680 --> 00:14:56,360 And that led us in the journey into becoming software people. 310 00:14:56,360 --> 00:15:01,040 And so we started our very first software organization dedicated to that network marketing 311 00:15:01,040 --> 00:15:03,520 organization to help those people. 312 00:15:03,520 --> 00:15:07,480 And what that did, very simply put, it's called digital genius lab. 313 00:15:07,480 --> 00:15:12,960 And it helped the nine fiver with the nine to five life and go online and build a lifestyle 314 00:15:12,960 --> 00:15:16,640 business, very pretty challenging sale to make. 315 00:15:16,640 --> 00:15:20,400 But again, had a lot of success with our goal was to hit 100 families to where they were 316 00:15:20,400 --> 00:15:22,400 making 20,000 a month. 317 00:15:22,400 --> 00:15:27,360 We got to 69 and I completely burned out to the point where I was going to a mastermind. 318 00:15:27,360 --> 00:15:32,240 And again, another lesson I learned is always have a coach, always have a coach in every 319 00:15:32,240 --> 00:15:35,120 aspect that you're trying to get better at. 320 00:15:35,120 --> 00:15:37,840 Trying to coach that knows more that knows how to click the buttons. 321 00:15:37,840 --> 00:15:39,960 And I was going to see our coach Russell Brunson. 322 00:15:39,960 --> 00:15:42,520 If you want to see in the name, whether you know, I've been in his nurse circle for five 323 00:15:42,520 --> 00:15:44,920 years, dear friend of mine, love his family. 324 00:15:44,920 --> 00:15:48,120 And I was driving up the highway and I saw a tree and I was so burned out. 325 00:15:48,120 --> 00:15:51,080 I thought to myself, man, I'm just going to drive in the tree and end it because I don't, 326 00:15:51,080 --> 00:15:52,400 I don't want to be here anymore. 327 00:15:52,400 --> 00:15:53,400 That's pretty low. 328 00:15:53,400 --> 00:15:55,440 That's as low as a point skit, Sean. 329 00:15:55,440 --> 00:15:57,040 Thank you for sharing that. 330 00:15:57,040 --> 00:15:58,560 It was a, gives me the chills. 331 00:15:58,560 --> 00:16:01,720 Just think about it because it was, it was like real and I stopped the car and I started 332 00:16:01,720 --> 00:16:04,080 crying and I was like, babe, I can't do this anymore. 333 00:16:04,080 --> 00:16:07,840 She's in the pastor's seat and she goes, well, let's just go talk to Russell. 334 00:16:07,840 --> 00:16:08,840 See what he has to say. 335 00:16:08,840 --> 00:16:13,080 And so we went to this presentation and we were the last ones to go and all these people 336 00:16:13,080 --> 00:16:16,440 in the room have been having tens of millions of dollars of success, but not really many 337 00:16:16,440 --> 00:16:18,000 people talk about the downs. 338 00:16:18,000 --> 00:16:19,760 I was at such a low place in my life. 339 00:16:19,760 --> 00:16:22,040 I was living off Taco Bell and coffee. 340 00:16:22,040 --> 00:16:23,040 Like it sucked, right? 341 00:16:23,040 --> 00:16:25,080 Like it was just a terrible lifestyle. 342 00:16:25,080 --> 00:16:30,080 I wasn't getting, I was working 20 some hours a day and I did this for multiple years. 343 00:16:30,080 --> 00:16:32,280 I was doing three webinars a week live. 344 00:16:32,280 --> 00:16:34,160 Like I was just burning it, right? 345 00:16:34,160 --> 00:16:35,440 Like as much as you can burn it. 346 00:16:35,440 --> 00:16:38,880 So again, lesson here, set parameters around yourself. 347 00:16:38,880 --> 00:16:42,440 Like have parameters to put those things that fulfill you and 348 00:16:42,440 --> 00:16:45,720 I was going to ask what I'm going to ask a really vulnerable question. 349 00:16:45,720 --> 00:16:50,160 What's the difference, Sean, between what you were doing then and what you were doing 350 00:16:50,160 --> 00:16:51,920 now or are you on that? 351 00:16:51,920 --> 00:16:52,920 Are you stuck in that same? 352 00:16:52,920 --> 00:16:59,160 Oh, no, it's, it's a very simple solution is having a team and having a system. 353 00:16:59,160 --> 00:17:04,480 If you have team and system, you can achieve incredible things and you can still allow 354 00:17:04,480 --> 00:17:09,360 yourself the cushion or the padding to fulfill your boat. 355 00:17:09,360 --> 00:17:13,320 Because if you as the visionaries are listening to this, if you're the visionary in your organization 356 00:17:13,320 --> 00:17:17,840 and you feel like you're burning out, set yourself some parameters, go back to the people 357 00:17:17,840 --> 00:17:22,120 you work with and say, look, I'm stopping work at 6pm and then hold yourself to that 358 00:17:22,120 --> 00:17:23,520 accountability. 359 00:17:23,520 --> 00:17:28,720 Stop at 6pm and go do karate or go for a hike or go play disc golf or whatever it is that 360 00:17:28,720 --> 00:17:31,320 fills your, your, you know, your bubble. 361 00:17:31,320 --> 00:17:35,480 Because if you come to the business and you're in the wrong spot, everyone's going to feel 362 00:17:35,480 --> 00:17:39,000 that you're going to emanate that vibe and then nobody will hang with you. 363 00:17:39,000 --> 00:17:40,000 Right. 364 00:17:40,000 --> 00:17:41,000 You won't be able to grow. 365 00:17:41,000 --> 00:17:42,000 You won't be able to do anything. 366 00:17:42,000 --> 00:17:44,240 Let's talk about some secrets of teams then. 367 00:17:44,240 --> 00:17:45,440 You say have a team. 368 00:17:45,440 --> 00:17:49,440 I've got a chart that says right team versus wrong team. 369 00:17:49,440 --> 00:17:50,440 Right. 370 00:17:50,440 --> 00:17:51,560 Because you do have both. 371 00:17:51,560 --> 00:17:54,640 So what, what did you do to get the right team in place? 372 00:17:54,640 --> 00:17:56,680 What are some principles you followed to do that? 373 00:17:56,680 --> 00:18:00,960 Well, before you could have the team, we needed an infrastructure and so we didn't really 374 00:18:00,960 --> 00:18:02,160 know what to do. 375 00:18:02,160 --> 00:18:06,600 And it wasn't until we ended up, well, so, so just kind of fast forwarding my story. 376 00:18:06,600 --> 00:18:11,560 We're at this mastermind and we do this presentation about the highs and the lows and we did a launch 377 00:18:11,560 --> 00:18:15,800 and we did a quarter million dollars in an hour and like, like huge numbers, right? 378 00:18:15,800 --> 00:18:17,560 And Russell, the whole room was cheering. 379 00:18:17,560 --> 00:18:21,360 And then at the end, Russell says, you're going to hate to hear this, Sean, but you 380 00:18:21,360 --> 00:18:23,080 need to kill your baby. 381 00:18:23,080 --> 00:18:24,080 And I was like, what does that mean? 382 00:18:24,080 --> 00:18:28,240 And he goes, you need to dump your software company because it's killing your soul. 383 00:18:28,240 --> 00:18:30,520 You're a level 10 guy doing a level two thing. 384 00:18:30,520 --> 00:18:32,840 If you make a change, everything will be better. 385 00:18:32,840 --> 00:18:34,400 Which software was this? 386 00:18:34,400 --> 00:18:35,400 This was the digital genius. 387 00:18:35,400 --> 00:18:36,400 This is what we got done. 388 00:18:36,400 --> 00:18:40,120 As long as you got the 69 families you've blessed, but you're burning out and okay, 389 00:18:40,120 --> 00:18:41,640 he tells you that's it. 390 00:18:41,640 --> 00:18:44,800 Like you, you, you belong at a higher level. 391 00:18:44,800 --> 00:18:47,440 And so, and so we're like, well, how do you, how do you do that? 392 00:18:47,440 --> 00:18:49,760 How do you, how do you position a company to get sold? 393 00:18:49,760 --> 00:18:52,040 And then we realized, oh, you need this infrastructure. 394 00:18:52,040 --> 00:18:56,000 And so that led us into hiring another coach, Alex Sharfin, who I love dearly that dude 395 00:18:56,000 --> 00:19:00,560 and Russell saved my life more times than I can imagine and tell them every day. 396 00:19:00,560 --> 00:19:02,840 I just bless them. 397 00:19:02,840 --> 00:19:05,800 And we went through Alex's high ticket program. 398 00:19:05,800 --> 00:19:12,200 It was $65,000 for anyone listening and interested in that, like in a year's long program. 399 00:19:12,200 --> 00:19:17,800 And he showed us this Sharfin cadence that he'd created of how to set up the infrastructure 400 00:19:17,800 --> 00:19:20,480 in a business where you can actually put the team. 401 00:19:20,480 --> 00:19:22,120 It's now called simple operations. 402 00:19:22,120 --> 00:19:23,120 Yeah, there's Russell. 403 00:19:23,120 --> 00:19:25,760 If you don't know who Russell is, you should definitely study him. 404 00:19:25,760 --> 00:19:27,800 He's one of the greatest marketers alive. 405 00:19:27,800 --> 00:19:33,160 He did three million dollars in a 90 minute session. 406 00:19:33,160 --> 00:19:34,160 So that's Russell. 407 00:19:34,160 --> 00:19:38,480 Alex Sharfin built a $250 million real estate empire when he's 21. 408 00:19:38,480 --> 00:19:42,800 And he realized that all businesses suffer without having this infrastructure. 409 00:19:42,800 --> 00:19:47,080 And so he created the simple operations, which is the Sharfin method, right? 410 00:19:47,080 --> 00:19:48,080 And that's it. 411 00:19:48,080 --> 00:19:54,800 We went through his program and he totally revamped everything we were doing internally. 412 00:19:54,800 --> 00:19:55,800 And guess what happened? 413 00:19:55,800 --> 00:19:58,960 All of a sudden, people were now interested in buying the software. 414 00:19:58,960 --> 00:20:01,880 And so then we were able to unload the software company and we sold it. 415 00:20:01,880 --> 00:20:03,720 So it took us 12 months to do it, but we did it. 416 00:20:03,720 --> 00:20:04,920 And I was so grateful. 417 00:20:04,920 --> 00:20:07,240 His podcast is epic, by the way. 418 00:20:07,240 --> 00:20:09,480 He's the one he actually gave me that pair of seals glasses. 419 00:20:09,480 --> 00:20:11,560 He's wearing gave me a pair just like this year. 420 00:20:11,560 --> 00:20:12,560 Nice. 421 00:20:12,560 --> 00:20:13,560 Swanwick. 422 00:20:13,560 --> 00:20:16,400 And because I used to get headaches from looking at a screen all day. 423 00:20:16,400 --> 00:20:19,280 And the Swanwick blue blockers really helped me with that. 424 00:20:19,280 --> 00:20:20,280 So yeah. 425 00:20:20,280 --> 00:20:21,280 Sweet. 426 00:20:21,280 --> 00:20:22,280 That's awesome. 427 00:20:22,280 --> 00:20:26,360 So, so, so to answer your question directly, Jackson, we put the infrastructure in with 428 00:20:26,360 --> 00:20:31,520 his systems and then we put team into that to run those certain positions. 429 00:20:31,520 --> 00:20:32,520 I agree with you. 430 00:20:32,520 --> 00:20:33,520 Right team. 431 00:20:33,520 --> 00:20:36,760 So you have to look at what he calls the four R documents. 432 00:20:36,760 --> 00:20:41,480 So that's role, responsibility, requirement and results required for each person. 433 00:20:41,480 --> 00:20:43,920 And we would write out the job description. 434 00:20:43,920 --> 00:20:48,040 And then that's what we would go to market to find that person that was good at that. 435 00:20:48,040 --> 00:20:52,040 And that's how we started finding the right team and bringing them into our world. 436 00:20:52,040 --> 00:20:53,040 Excellent, man. 437 00:20:53,040 --> 00:20:54,040 Well, that's awesome. 438 00:20:54,040 --> 00:20:56,000 And it's, it's interesting. 439 00:20:56,000 --> 00:21:00,280 So many people avoid the mentors, you know, and they, they, they wonder, am I good enough 440 00:21:00,280 --> 00:21:01,280 to talk to this person? 441 00:21:01,280 --> 00:21:03,440 Well, this person really liked me. 442 00:21:03,440 --> 00:21:04,440 You had the tenacity. 443 00:21:04,440 --> 00:21:09,120 In large part of your sales career probably had a little bit to do with your ability to 444 00:21:09,120 --> 00:21:10,320 jump in and do that. 445 00:21:10,320 --> 00:21:12,360 But it doesn't matter if you have that or not. 446 00:21:12,360 --> 00:21:13,600 Just go say hi. 447 00:21:13,600 --> 00:21:16,800 You know, like just go up to these people and ask them for help. 448 00:21:16,800 --> 00:21:20,120 If you're in a position where you need help or let them know what you're doing. 449 00:21:20,120 --> 00:21:24,520 And you know, if you show up with the right type of attitude, the right type of charm 450 00:21:24,520 --> 00:21:29,120 that I found that people like that tend to embrace you quite fast or give you some type 451 00:21:29,120 --> 00:21:31,520 of lighted direction of you go there. 452 00:21:31,520 --> 00:21:32,520 Right. 453 00:21:32,520 --> 00:21:36,440 And if you follow it and you come back to them again, you've honored them, especially 454 00:21:36,440 --> 00:21:37,760 if you thank them for it. 455 00:21:37,760 --> 00:21:41,880 You know, I think it's a big piece of it as well as is expressing the gratitude all along 456 00:21:41,880 --> 00:21:44,680 the way. And again, I see you doing that throughout the show. 457 00:21:44,680 --> 00:21:48,760 Visionaries, if you, if you didn't catch it, think back to the things that Sean said about 458 00:21:48,760 --> 00:21:53,800 thinking Russell Brunson every day, honoring his wife for pulling him, you know, out of 459 00:21:53,800 --> 00:21:59,800 one of his toughest spots of life, you know, and not only being vulnerable, but also being 460 00:21:59,800 --> 00:22:03,600 able to recognize the people who are pivotal in moving his life forward. 461 00:22:03,600 --> 00:22:07,240 If you can do that, your life's going to be so much more rich. 462 00:22:07,240 --> 00:22:10,520 I would also like to circle back a little bit to you can't teach you to ride a bike 463 00:22:10,520 --> 00:22:11,520 at a seminar. 464 00:22:11,520 --> 00:22:16,280 If you're a salesperson or not, doesn't matter if you've never read that book chapter one 465 00:22:16,280 --> 00:22:17,600 can save your life. 466 00:22:17,600 --> 00:22:20,440 I will say that chapter one can be life saving. 467 00:22:20,440 --> 00:22:24,880 And I think it's chapter one, the one about the R versus the I, the role versus the identity 468 00:22:24,880 --> 00:22:28,320 that is so important to remember and never forget. 469 00:22:28,320 --> 00:22:33,440 Or it's a slippery slope off the deep end, if you don't, and in all roles and life. 470 00:22:33,440 --> 00:22:34,960 So big fan of that. 471 00:22:34,960 --> 00:22:41,500 I will say that as far as the Sandler Cells training goes, it's like any franchise that 472 00:22:41,500 --> 00:22:42,500 is out there. 473 00:22:42,500 --> 00:22:45,520 If you go to the worst subway franchise in the world, you're going to have a negative 474 00:22:45,520 --> 00:22:46,520 experience. 475 00:22:46,520 --> 00:22:49,560 If you go to the best subway in the world, you might have a positive experience if you 476 00:22:49,560 --> 00:22:50,960 happen to like the sandwiches. 477 00:22:50,960 --> 00:22:51,960 Right? 478 00:22:51,960 --> 00:22:56,120 Well, the same is true with Sandler, especially since David Sandler is passing. 479 00:22:56,120 --> 00:22:57,360 Fantastic individual. 480 00:22:57,360 --> 00:23:01,400 I've had very mixed results with the Sandler Cells Institute. 481 00:23:01,400 --> 00:23:06,880 They have plenty of room to either work with Schaeferen, Sharfinn, rather, or work with 482 00:23:06,880 --> 00:23:09,200 Russell or coming to work with first class business. 483 00:23:09,200 --> 00:23:14,480 Also, I bet they'd benefit tremendously from implementing FlowChat and what it is that 484 00:23:14,480 --> 00:23:19,600 they're up to because it's amazing what happens when you have an influx of revenue and cash, 485 00:23:19,600 --> 00:23:23,520 the amount of flexibility that you then have to take a step back, look at your systems 486 00:23:23,520 --> 00:23:29,080 and say, okay, now we can really focus on what we need to do to grow, not what we need 487 00:23:29,080 --> 00:23:30,360 to do to survive. 488 00:23:30,360 --> 00:23:31,360 Right? 489 00:23:31,360 --> 00:23:35,480 Thrive versus survive are two very different mindsets and realities of what you think 490 00:23:35,480 --> 00:23:37,160 about what you focus on doing. 491 00:23:37,160 --> 00:23:41,400 So, Sean, I'm going to move into a couple of your case studies here. 492 00:23:41,400 --> 00:23:43,520 We're going to talk about them in a little bit more depth. 493 00:23:43,520 --> 00:23:46,400 Let me get some of these awesome windows closed real quick. 494 00:23:46,400 --> 00:23:47,400 Let's see here. 495 00:23:47,400 --> 00:23:52,640 We'll come back to pricing as well for what FlowChat is and my little surprise there. 496 00:23:52,640 --> 00:23:53,640 So, all right. 497 00:23:53,640 --> 00:23:55,600 So, I want to dissect this a little bit for the audience too. 498 00:23:55,600 --> 00:24:00,840 As you're looking at case studies, friend foe, unknown doesn't matter. 499 00:24:00,840 --> 00:24:05,680 Use your eyeballs, use your comprehension skills, and figure out the details that are 500 00:24:05,680 --> 00:24:08,520 missing because there's two things that exist in the details. 501 00:24:08,520 --> 00:24:10,520 We've heard one, the devil's in the details. 502 00:24:10,520 --> 00:24:14,120 Well, I also like to say the divine is in the details as well. 503 00:24:14,120 --> 00:24:15,320 Both are true, right? 504 00:24:15,320 --> 00:24:17,400 One's just a meme that people love to share. 505 00:24:17,400 --> 00:24:20,920 So the 17,000 a month, the 30,000 a month, and eight weeks. 506 00:24:20,920 --> 00:24:26,000 Was this her initial eight weeks working with FlowChat or was this an eight weeks after 507 00:24:26,000 --> 00:24:28,240 the fact that occurred? 508 00:24:28,240 --> 00:24:30,120 From day zero to day eight weeks. 509 00:24:30,120 --> 00:24:31,120 Okay, awesome. 510 00:24:31,120 --> 00:24:38,480 So, she goes from 17,000 to 30,000, did, and I haven't read this yet, did she make adjustments 511 00:24:38,480 --> 00:24:41,520 to her business model, you know, dramatic adjustments? 512 00:24:41,520 --> 00:24:42,520 Was her business model set? 513 00:24:42,520 --> 00:24:43,520 Yeah. 514 00:24:43,520 --> 00:24:44,520 Did the y'all coach her on that? 515 00:24:44,520 --> 00:24:45,520 Yeah. 516 00:24:45,520 --> 00:24:49,560 And so, just to kind of like keep it in line with my story and I'll jump into Brook and 517 00:24:49,560 --> 00:24:51,640 just a sec, so give me like 20 seconds here. 518 00:24:51,640 --> 00:24:57,000 So what happened was, so now we killed the software company and then we're like, well, 519 00:24:57,000 --> 00:24:58,080 what should we do? 520 00:24:58,080 --> 00:25:00,760 And then Alex and Russell both say, well, what are you good at? 521 00:25:00,760 --> 00:25:02,720 And we said, we're really good at sales. 522 00:25:02,720 --> 00:25:04,280 And they said, well, guess what? 523 00:25:04,280 --> 00:25:06,840 All these online entrepreneurs don't want to sell. 524 00:25:06,840 --> 00:25:09,840 And we're like, oh, we didn't even know that we weren't even thinking about that. 525 00:25:09,840 --> 00:25:10,840 Right. 526 00:25:10,840 --> 00:25:14,440 So we went and we interviewed all these sales, these entrepreneurs that were trying to get 527 00:25:14,440 --> 00:25:15,440 their message out. 528 00:25:15,440 --> 00:25:19,120 And what we found was they didn't want to sell clear enough, just like our coaches told 529 00:25:19,120 --> 00:25:20,120 us. 530 00:25:20,120 --> 00:25:23,800 And so what we did at that stage, we said, well, hey, let's, let's start an agency showing 531 00:25:23,800 --> 00:25:27,000 them how to hire on board and train a sales team. 532 00:25:27,000 --> 00:25:29,120 And that worked like lightning, right? 533 00:25:29,120 --> 00:25:32,160 So we picked up five clients, high ticket, we started helping them. 534 00:25:32,160 --> 00:25:36,240 We built the entire ecosystem for putting a sales team in and it fixed their revenue 535 00:25:36,240 --> 00:25:38,520 problem for about four months. 536 00:25:38,520 --> 00:25:42,480 And then at the end of four or five months, they came back to us and they said, all of 537 00:25:42,480 --> 00:25:46,120 them, Sean, Chris, thank you so much for teaching me how to sell. 538 00:25:46,120 --> 00:25:50,280 Now I can't sleep at night though, because I don't know how to feed the team. 539 00:25:50,280 --> 00:25:51,280 You just built me. 540 00:25:51,280 --> 00:25:54,760 And we're like, oh, well, we have a system for that. 541 00:25:54,760 --> 00:25:57,800 And that is the system that has actually now become flow chat. 542 00:25:57,800 --> 00:26:01,760 And we put that in their businesses as kind of a test model from our agency. 543 00:26:01,760 --> 00:26:05,140 And we saw the results starting to happen like crazy. 544 00:26:05,140 --> 00:26:07,960 And then we said, well, hold on, we're going to take this model and we're going to stop 545 00:26:07,960 --> 00:26:08,960 the high ticket agency. 546 00:26:08,960 --> 00:26:10,440 We're going to do a mastermind. 547 00:26:10,440 --> 00:26:14,280 So we got a mastermind coach, Chris Williams, love the guide to death helped us to build 548 00:26:14,280 --> 00:26:16,560 a kick ass mastermind system. 549 00:26:16,560 --> 00:26:18,240 And we used our system to fill that up. 550 00:26:18,240 --> 00:26:22,280 And we taught our system in that mastermind and we gave some high level sales coaching. 551 00:26:22,280 --> 00:26:25,840 And then all the people in our mastermind, I'm talking about 80% of them are having 552 00:26:25,840 --> 00:26:27,280 the best results they've ever had. 553 00:26:27,280 --> 00:26:31,600 They said, how do we, like this is archaic, Sean, you're selling it off a piece of paper 554 00:26:31,600 --> 00:26:34,240 and a spreadsheet and we're like, ah, yeah, we kind of know. 555 00:26:34,240 --> 00:26:37,240 And then the software was built because it was a market need. 556 00:26:37,240 --> 00:26:39,960 It wasn't just some idea that came out of our brain. 557 00:26:39,960 --> 00:26:43,640 And so that's when we said, okay, let's find some good case studies. 558 00:26:43,640 --> 00:26:45,560 Yeah, there's Chris, Chris, coach, nation. 559 00:26:45,560 --> 00:26:49,080 If you're, if you're thinking about running a mastermind or you're, you're wanting to 560 00:26:49,080 --> 00:26:53,040 learn how to sell to group settings or you want to do something like that, I would encourage 561 00:26:53,040 --> 00:26:54,600 you to go learn from Chris. 562 00:26:54,600 --> 00:26:56,840 He's one of the best 100%. 563 00:26:56,840 --> 00:26:59,600 And if Jackson, if you want to connect with him, he's badass, right? 564 00:26:59,600 --> 00:27:01,280 So I'm happy to do that for you. 565 00:27:01,280 --> 00:27:05,680 But so, so now we're in this place where we're like, okay, we have the software, let's get 566 00:27:05,680 --> 00:27:06,680 some case studies. 567 00:27:06,680 --> 00:27:09,600 Brooke, what happened to be one of the first case studies before we even had any of the 568 00:27:09,600 --> 00:27:12,240 mean or tech that, that is now what's available. 569 00:27:12,240 --> 00:27:15,480 It's a totally different software that it was when she started. 570 00:27:15,480 --> 00:27:19,440 But what, when she came in, what she was doing is she was paying tremendous amounts of dollars 571 00:27:19,440 --> 00:27:26,800 for paid advertising and it was driving right into her inbox and she had no way of managing 572 00:27:26,800 --> 00:27:29,720 all of the people that were in her inbox. 573 00:27:29,720 --> 00:27:35,000 And so we said, okay, well, cool, cause her process prior was run the paid ad. 574 00:27:35,000 --> 00:27:39,120 And then when you have time, two hours a day, go and respond on comments and then start 575 00:27:39,120 --> 00:27:42,960 some DM conversations with these people and then start converting. 576 00:27:42,960 --> 00:27:45,640 And so that's what happened with Brooke. 577 00:27:45,640 --> 00:27:50,120 When she came to flow chat, we said, hold on, stop spending all that money on ads because 578 00:27:50,120 --> 00:27:55,380 you've already spent over a million dollars in the past 12 months on ads. 579 00:27:55,380 --> 00:28:01,200 She had all of the posts that she was running as paid ads and she had thousands and thousands 580 00:28:01,200 --> 00:28:04,880 of likes and thousands and thousands of comments on her ads. 581 00:28:04,880 --> 00:28:10,280 And we said, instead of that hire a VA to go out and click one button and one click 582 00:28:10,280 --> 00:28:15,080 import all of the people that have liked her ad, one click import all of the people that 583 00:28:15,080 --> 00:28:17,560 have commented on her posts. 584 00:28:17,560 --> 00:28:23,280 And then that gets put into a flow chat pipeline system and now she'll never lose track of 585 00:28:23,280 --> 00:28:24,960 any conversations. 586 00:28:24,960 --> 00:28:28,440 And from there, she just managed putting in the messaging that will go. 587 00:28:28,440 --> 00:28:30,200 So what flow chat does is very simple. 588 00:28:30,200 --> 00:28:35,120 It allows you to one click import as many qualified leads as you want to have a little 589 00:28:35,120 --> 00:28:37,840 qualification process in that flow. 590 00:28:37,840 --> 00:28:42,120 And then we set up a messaging sequence that we want to send to those people. 591 00:28:42,120 --> 00:28:43,280 It's not canned. 592 00:28:43,280 --> 00:28:46,940 It's very custom because authenticity is real. 593 00:28:46,940 --> 00:28:48,440 And so we help each business. 594 00:28:48,440 --> 00:28:50,680 You can structure it any which way you want. 595 00:28:50,680 --> 00:28:54,720 And she started sending these messages and saying, Hey, I noticed you saw my ad. 596 00:28:54,720 --> 00:28:56,080 What was the part you liked about it? 597 00:28:56,080 --> 00:28:57,960 And people would say, Oh, I was struggling with this. 598 00:28:57,960 --> 00:28:58,960 Oh, great. 599 00:28:58,960 --> 00:28:59,960 Let's book a call. 600 00:28:59,960 --> 00:29:03,880 And all of a sudden Brooke starts booking a call and in her first week, she was actually 601 00:29:03,880 --> 00:29:07,360 able to close more deals than she had in the previous entire month. 602 00:29:07,360 --> 00:29:09,920 And so that was like, that's a really good thing to see. 603 00:29:09,920 --> 00:29:15,120 And then you can see the results went from 17 K up to 30 K in just eight weeks of time. 604 00:29:15,120 --> 00:29:20,240 And that's a consistent run right now where she's doing, you know, 30,000 40,000. 605 00:29:20,240 --> 00:29:23,760 And she just actually, I think hit 50,000 for her first month. 606 00:29:23,760 --> 00:29:27,080 Just because she's continued to implement that system. 607 00:29:27,080 --> 00:29:28,080 So Oh, wow. 608 00:29:28,080 --> 00:29:29,080 Excellent, man. 609 00:29:29,080 --> 00:29:34,560 And one of the things that, that I see that are the other visionaries that I'm working 610 00:29:34,560 --> 00:29:38,880 with and that I'm seeing in the market are not doing is highlighting their case study 611 00:29:38,880 --> 00:29:39,880 stories. 612 00:29:39,880 --> 00:29:42,760 You guys are exceptional in that regard. 613 00:29:42,760 --> 00:29:48,000 You guys do a great job of really caring about what it is that, that these entrepreneurs 614 00:29:48,000 --> 00:29:52,160 are treating achieve and look at Brooke, you know, we just, if you're watching this, what 615 00:29:52,160 --> 00:29:56,880 I've done is, or if you're not watching what I've done, I've scrolled through this monster, 616 00:29:56,880 --> 00:30:01,880 basically sales page where they've focused 100% of their effort on sharing Brooke elders 617 00:30:01,880 --> 00:30:06,000 story, helping them people understand the value that she is to the market, helping them see 618 00:30:06,000 --> 00:30:10,560 of course what flow chat has done to help her move her business to the next level. 619 00:30:10,560 --> 00:30:14,240 And I love at the outro, you do have your clear call to actions. 620 00:30:14,240 --> 00:30:17,800 Y'all use UX and UI is fantastic, by the way. 621 00:30:17,800 --> 00:30:22,280 And down below that, you've got connect with Brooke and big bold letters, right? 622 00:30:22,280 --> 00:30:27,840 And go see her systems and you send us directly to her link, her pages, you're honoring your 623 00:30:27,840 --> 00:30:29,960 clients by putting them out there. 624 00:30:29,960 --> 00:30:33,240 And there's just this reciprocal effect that occurs when you do that, when you see the 625 00:30:33,240 --> 00:30:38,960 world as a win-win opportunity, more and more opportunities will gravitate towards you. 626 00:30:38,960 --> 00:30:40,960 And Sean, your phenomenal example of that. 627 00:30:40,960 --> 00:30:45,160 So where did you learn to reciprocate so well? 628 00:30:45,160 --> 00:30:46,160 I don't know, man. 629 00:30:46,160 --> 00:30:49,600 I just believe in the golden rule, like treat other people the way that you'd want to be 630 00:30:49,600 --> 00:30:50,600 treated. 631 00:30:50,600 --> 00:30:53,880 I would love if any of the vendors and people that I buy from would do something like this 632 00:30:53,880 --> 00:30:54,880 for me. 633 00:30:54,880 --> 00:30:56,160 And so I figure, why don't I just do it with them? 634 00:30:56,160 --> 00:30:59,040 I'll take the energy and do it and see what happens. 635 00:30:59,040 --> 00:31:04,240 And like you said, it's been pretty powerful because I think the law of reciprocities is 636 00:31:04,240 --> 00:31:06,960 obviously one of the biases in my study cognitive biases. 637 00:31:06,960 --> 00:31:08,680 So I know that it works. 638 00:31:08,680 --> 00:31:10,480 But like the proof is in the pudding, right? 639 00:31:10,480 --> 00:31:15,440 I mean, Brooke and her team, Louise Henline is her operator and they're just phenomenal 640 00:31:15,440 --> 00:31:16,760 people. 641 00:31:16,760 --> 00:31:19,200 So shout out to them for kicking ass. 642 00:31:19,200 --> 00:31:24,880 They've sent us a ton of referrals just because they love us and they continue to work with 643 00:31:24,880 --> 00:31:25,880 us. 644 00:31:25,880 --> 00:31:27,880 So it's just great to have that type of reciprocity. 645 00:31:27,880 --> 00:31:28,880 Yeah. 646 00:31:28,880 --> 00:31:29,880 I love it. 647 00:31:29,880 --> 00:31:32,560 And we're going to skip over Fabi Palini's story a little bit because we are running 648 00:31:32,560 --> 00:31:33,560 short on time. 649 00:31:33,560 --> 00:31:36,600 There's a couple of things I want to get to regarding Flow Chat before we wrap up. 650 00:31:36,600 --> 00:31:40,960 But we will leave the link in the show notes so that anybody can go in and learn about 651 00:31:40,960 --> 00:31:44,440 Fabi's story as well and what she's experienced with Flow Chat. 652 00:31:44,440 --> 00:31:49,040 That's a bit of a different and again, just the major distinction there is what Brooke 653 00:31:49,040 --> 00:31:52,080 was doing was driving paid ads right to her DMs. 654 00:31:52,080 --> 00:31:56,600 What Fabi was doing was driving paid ads into a Facebook group where she was nurturing a 655 00:31:56,600 --> 00:31:59,920 bit and then going for a book call afterward. 656 00:31:59,920 --> 00:32:01,840 Both systems work very well. 657 00:32:01,840 --> 00:32:04,280 There's a lot of different methodology there. 658 00:32:04,280 --> 00:32:08,880 What Fabi ended up doing, what happened was she had so many people entering her Facebook 659 00:32:08,880 --> 00:32:10,920 group, she was just losing track of all of them. 660 00:32:10,920 --> 00:32:16,000 So again, in Flow Chat, you have a one click import of all your group members or even if 661 00:32:16,000 --> 00:32:21,360 it's not your group, you can import all the people from any group right into a system 662 00:32:21,360 --> 00:32:23,960 and you can start messaging them one to one at scale. 663 00:32:23,960 --> 00:32:27,440 That's what Flow Chat allows you to do so you can amplify your message. 664 00:32:27,440 --> 00:32:29,240 We are message empowerment. 665 00:32:29,240 --> 00:32:31,360 That's what we stand for. 666 00:32:31,360 --> 00:32:32,360 Very, very simply put. 667 00:32:32,360 --> 00:32:34,280 So Fabi was able to do that. 668 00:32:34,280 --> 00:32:36,160 She stopped the people from slipping through the cracks. 669 00:32:36,160 --> 00:32:40,040 The next thing you know, she's now doing quarter million dollar months with her branding agency. 670 00:32:40,040 --> 00:32:41,040 I love it. 671 00:32:41,040 --> 00:32:44,440 Hey look, one of the things I'm grateful for about Sean as well is that he's willing to 672 00:32:44,440 --> 00:32:47,360 push back when he knows there's value to talk about. 673 00:32:47,360 --> 00:32:48,800 So you guys have heard me on this show. 674 00:32:48,800 --> 00:32:50,560 Kind of try to move it forward. 675 00:32:50,560 --> 00:32:53,920 Sean brings me back to the value so they don't miss it. 676 00:32:53,920 --> 00:32:55,200 It's a healthy dialogue. 677 00:32:55,200 --> 00:32:58,680 It's something that again, I want more of you are listening to the show to learn that 678 00:32:58,680 --> 00:33:03,040 when you're speaking with somebody who is respectful in nature, they're going to understand 679 00:33:03,040 --> 00:33:04,880 that you have something great to guide them towards. 680 00:33:04,880 --> 00:33:07,280 Will this episode be a little bit longer than the others? 681 00:33:07,280 --> 00:33:08,280 Absolutely. 682 00:33:08,280 --> 00:33:10,760 Will it have the value that we need to have? 683 00:33:10,760 --> 00:33:11,760 Absolutely. 684 00:33:11,760 --> 00:33:15,120 We don't build based on mechanisms. 685 00:33:15,120 --> 00:33:17,000 That's just not how we work at first class business. 686 00:33:17,000 --> 00:33:20,920 It's not about having that 10 minute video or that 900 word blog post. 687 00:33:20,920 --> 00:33:23,200 It's about making sure that the right value comes out. 688 00:33:23,200 --> 00:33:27,200 So I'm grateful for you to do that shot for you doing that because so many people would 689 00:33:27,200 --> 00:33:32,320 allow me to just move right into the next topic and steamroll the value that they have 690 00:33:32,320 --> 00:33:33,320 there. 691 00:33:33,320 --> 00:33:37,160 One thing I noticed on Fabi's page for those of you who can't see is, and this is the case 692 00:33:37,160 --> 00:33:38,920 study page for Fabi. 693 00:33:38,920 --> 00:33:41,120 It says what her clients say about her. 694 00:33:41,120 --> 00:33:45,400 And then it's got seven different pictures of her clients and their testimonials. 695 00:33:45,400 --> 00:33:48,800 Once again, Flowchat has gone to great links. 696 00:33:48,800 --> 00:33:49,960 You click on that? 697 00:33:49,960 --> 00:33:52,520 If click on one of those, it's actually a video. 698 00:33:52,520 --> 00:33:53,520 Yeah. 699 00:33:53,520 --> 00:33:54,520 Okay. 700 00:33:54,520 --> 00:33:55,520 So we need the GIF in there. 701 00:33:55,520 --> 00:33:57,320 Have you seen Amberville Howers? 702 00:33:57,320 --> 00:33:58,320 By the way, shout out to Amber. 703 00:33:58,320 --> 00:33:59,320 Yeah, yeah, yeah. 704 00:33:59,320 --> 00:34:00,320 The GIF needs to be in there, I guess. 705 00:34:00,320 --> 00:34:03,320 Oh man, the little GIF feeds, you'd be able to see those at the video. 706 00:34:03,320 --> 00:34:06,520 So yes, you got the video testimonials laced right in there. 707 00:34:06,520 --> 00:34:12,360 It would be so easy as a developer to be worried about costs or worried about rushing things 708 00:34:12,360 --> 00:34:16,240 and say, you know, people can just go to her website and see these testimonials. 709 00:34:16,240 --> 00:34:20,240 But the fact that you guys have taken the time to add the testimonials adds an even 710 00:34:20,240 --> 00:34:26,560 further depth to this case study and further authenticity so that people value what it 711 00:34:26,560 --> 00:34:27,560 is they're reading. 712 00:34:27,560 --> 00:34:32,560 And ultimately that leads to a far easier decision to move forward in the direction that 713 00:34:32,560 --> 00:34:37,360 I need to move based on what my needs are as a potential prospect of FlowChat or now 714 00:34:37,360 --> 00:34:39,960 as a potential prospect of Fobby. 715 00:34:39,960 --> 00:34:44,560 And if I signed with Fobby, right, let's say I go process a transaction with her, I let 716 00:34:44,560 --> 00:34:46,920 her know, hey, I found you through FlowChat. 717 00:34:46,920 --> 00:34:51,200 What are Fobby Paulini's sentiments and thoughts going to be about her connection to FlowChat? 718 00:34:51,200 --> 00:34:53,120 Yeah, I mean, it'll obviously strengthen her. 719 00:34:53,120 --> 00:34:57,040 And what's really interesting is because she's a member of FlowChat, we have a very robust 720 00:34:57,040 --> 00:34:58,040 affiliate program. 721 00:34:58,040 --> 00:35:02,240 And so in this page is laced with her personal affiliate booking link. 722 00:35:02,240 --> 00:35:05,720 So if you do go to any of her sites and you end up buying FlowChat, guess who's getting 723 00:35:05,720 --> 00:35:09,160 the 25% affiliate recurring commission, Fobby. 724 00:35:09,160 --> 00:35:12,480 So not only is she's going to have her super kill like, oh my God, I love FlowChat. 725 00:35:12,480 --> 00:35:15,560 Now she's going to be earning money because that's the other thing that FlowChat chat 726 00:35:15,560 --> 00:35:19,600 can do is can become a profit center in your business. 727 00:35:19,600 --> 00:35:21,640 When, when, when, when, when, when, when, right? 728 00:35:21,640 --> 00:35:26,240 However far we can stretch that phrase of a win-win scenario. 729 00:35:26,240 --> 00:35:28,240 It's in the best interest of everybody involved. 730 00:35:28,240 --> 00:35:30,600 So that's awesome, man. 731 00:35:30,600 --> 00:35:35,160 As we're getting ready to wrap up the show, one thing I wanted to ultimately surprise 732 00:35:35,160 --> 00:35:40,280 you with is first class business has been studying FlowChat and what you all are up 733 00:35:40,280 --> 00:35:41,280 to. 734 00:35:41,280 --> 00:35:42,840 We're also ready to get started. 735 00:35:42,840 --> 00:35:46,320 So we're going to be getting started with FlowChat ourselves and utilizing this. 736 00:35:46,320 --> 00:35:48,440 We're excited to work with your team. 737 00:35:48,440 --> 00:35:49,960 I've gone through the videos. 738 00:35:49,960 --> 00:35:54,440 Jaime and Amman Well both went through the videos and went through a, so here's the type 739 00:35:54,440 --> 00:35:56,760 of research that I do everybody. 740 00:35:56,760 --> 00:36:00,120 So as a visionary again, it's important to do your research. 741 00:36:00,120 --> 00:36:04,480 We didn't have to go to the steps, but it certainly has enriched our commitment to FlowChat. 742 00:36:04,480 --> 00:36:09,680 So number one, their CTO hit me with a message on Facebook that was quite sound. 743 00:36:09,680 --> 00:36:12,440 And I was like, man, they really follow my, like my principles too. 744 00:36:12,440 --> 00:36:13,560 I feel like I aligned with this. 745 00:36:13,560 --> 00:36:17,040 So I reached out, we created a little bit of connection and it just kind of marinated 746 00:36:17,040 --> 00:36:18,720 right there. 747 00:36:18,720 --> 00:36:21,880 He asked me about the different businesses I was running. 748 00:36:21,880 --> 00:36:23,560 And so I was like, okay, cool. 749 00:36:23,560 --> 00:36:26,560 I will strike up a conversation with them, see where it goes. 750 00:36:26,560 --> 00:36:34,480 And then I sent Amman Well and Jaime, I said, can you guys go study the system, book an appointment, 751 00:36:34,480 --> 00:36:35,480 get a demo. 752 00:36:35,480 --> 00:36:36,720 I want to know what y'all's thoughts are. 753 00:36:36,720 --> 00:36:41,360 They came back and shared their thoughts based on their level of expertise. 754 00:36:41,360 --> 00:36:45,480 They didn't have the ability to fully evaluate the software, but it was enough to again create 755 00:36:45,480 --> 00:36:46,640 some interest. 756 00:36:46,640 --> 00:36:49,120 Then Sean and I met and we start talking. 757 00:36:49,120 --> 00:36:53,880 I found out my business partner Dean has also talked to you guys in the past. 758 00:36:53,880 --> 00:36:58,440 And finally, with all the distractions in life, I took some time to actually look at 759 00:36:58,440 --> 00:37:03,360 the demo after Ashley of the tail publishing one of our other clients. 760 00:37:03,360 --> 00:37:06,640 She got a demo of it and I got to hear her evaluation assessment of it. 761 00:37:06,640 --> 00:37:10,960 So while it's a long time coming at any point in time, Sean could have said, Jackson, come 762 00:37:10,960 --> 00:37:15,080 on, just make a make a decision already or try to like pressure me in with some type of 763 00:37:15,080 --> 00:37:17,440 traditional sales tactic. 764 00:37:17,440 --> 00:37:22,720 We both know that, you know, again, I'm speaking for Sean a little bit, but we both know that 765 00:37:22,720 --> 00:37:26,520 people deserve the space to be able to make their right decision. 766 00:37:26,520 --> 00:37:30,120 And they deserve to know that we care enough to be able to provide the right type of support 767 00:37:30,120 --> 00:37:31,480 for them to win and succeed. 768 00:37:31,480 --> 00:37:34,160 And I've seen that at every corner of flow chat. 769 00:37:34,160 --> 00:37:38,160 You guys, again, you have one of the best support solutions, one of the best ways of 770 00:37:38,160 --> 00:37:39,720 honoring case studies. 771 00:37:39,720 --> 00:37:42,920 And you wouldn't be doing that if you didn't have a system that was working for a lot of 772 00:37:42,920 --> 00:37:43,920 people. 773 00:37:43,920 --> 00:37:48,000 So there's just so much, there's so much going on with your system that I know two things. 774 00:37:48,000 --> 00:37:51,800 Number one is a provider as a prospect, as a new client of y'all is coming in. 775 00:37:51,800 --> 00:37:53,040 I have to do my part. 776 00:37:53,040 --> 00:37:55,040 I have to utilize the tool properly. 777 00:37:55,040 --> 00:37:59,440 I have to have the skill sets as well necessary to be able to utilize such a tool. 778 00:37:59,440 --> 00:38:03,800 But at the same time, I also now have no doubt in my mind that I'm going to have a team of 779 00:38:03,800 --> 00:38:05,920 support ready to help me along the way. 780 00:38:05,920 --> 00:38:11,560 And as I get to the points of uncomfortableness with a new system or new software, new interface, 781 00:38:11,560 --> 00:38:13,480 that I can at least turn you guys to get some help. 782 00:38:13,480 --> 00:38:17,640 And I don't think that's true of the nature that, oh, I'm a podcaster. 783 00:38:17,640 --> 00:38:18,640 So you'll do that for me. 784 00:38:18,640 --> 00:38:22,520 I see you doing that with everybody that y'all are working with up and down from Highmana 785 00:38:22,520 --> 00:38:27,720 Manuel, who are two virtual assistants based in Columbia to my provide to my client Detail 786 00:38:27,720 --> 00:38:33,640 Publishing all the way up to where I guess I'm at in this, in this relationship, so to 787 00:38:33,640 --> 00:38:35,340 search series of relationships. 788 00:38:35,340 --> 00:38:39,320 So thank you, Sean, for honoring your customers the way that you do. 789 00:38:39,320 --> 00:38:40,400 It deserves honor. 790 00:38:40,400 --> 00:38:43,680 I hope many people pull out some valuable notes from this. 791 00:38:43,680 --> 00:38:49,440 I'm going to say, you know what, how can I shift my business or my vision to also be 792 00:38:49,440 --> 00:38:52,000 a vision of reciprocity? 793 00:38:52,000 --> 00:38:54,200 So Sean, anything else you'd like to add before we wrap up? 794 00:38:54,200 --> 00:38:58,120 Well, first of all, I'd love a copy of the raw file because I'll send it to my team and 795 00:38:58,120 --> 00:39:01,800 I'll chop it up and put it on our social and promote you as well because, you know, first 796 00:39:01,800 --> 00:39:05,000 class businesses is, I mean, you guys are rock stars as well. 797 00:39:05,000 --> 00:39:09,000 Like if you haven't had the chance to get in, you know, get with Dean or get with Jackson 798 00:39:09,000 --> 00:39:13,600 or their team, I think what you'll find is it's an enlightening conversation. 799 00:39:13,600 --> 00:39:18,360 And they do really focus on honoring other people and sharing good things and pointing 800 00:39:18,360 --> 00:39:19,840 out things that are working really well. 801 00:39:19,840 --> 00:39:23,360 See, I don't believe in, you know, a lot of people are like pain, pain, pain, pain, pain, 802 00:39:23,360 --> 00:39:25,360 pain, kind of a thing, standard, right? 803 00:39:25,360 --> 00:39:26,600 Find the pain, pain, pain, pain. 804 00:39:26,600 --> 00:39:29,600 But I also think there's a lot of pleasure and there's a lot of good that a lot of people 805 00:39:29,600 --> 00:39:30,600 are doing. 806 00:39:30,600 --> 00:39:35,000 And if you don't highlight that, at least before you dive into some of the pain conversation, 807 00:39:35,000 --> 00:39:36,320 the conversation is a little bit sour. 808 00:39:36,320 --> 00:39:38,560 So it's like, I like to kind of just have both sides. 809 00:39:38,560 --> 00:39:43,120 And I know Jackson, one thing that I really appreciate you about you is the fact that 810 00:39:43,120 --> 00:39:47,680 you're very quick to honor and you're very nice to say good words and kind words to everybody. 811 00:39:47,680 --> 00:39:51,040 But when there's something that needs to be said, you don't quash it. 812 00:39:51,040 --> 00:39:52,600 You just say, this is what it is. 813 00:39:52,600 --> 00:39:53,600 We need to talk about it. 814 00:39:53,600 --> 00:39:57,840 And you go down the path of saying, this is the situation, good, bad, or indifferent, 815 00:39:57,840 --> 00:39:58,840 doesn't matter. 816 00:39:58,840 --> 00:39:59,840 Here's the options. 817 00:39:59,840 --> 00:40:01,200 What do you think you should do? 818 00:40:01,200 --> 00:40:05,960 And I think you are very good at giving other people space to say, oh, let me make this 819 00:40:05,960 --> 00:40:08,960 decision myself, even though you've prompted them with questioning. 820 00:40:08,960 --> 00:40:12,120 And that's what makes you an expert and a great visionary. 821 00:40:12,120 --> 00:40:13,120 Thank you, man. 822 00:40:13,120 --> 00:40:14,120 I appreciate that. 823 00:40:14,120 --> 00:40:17,520 Let's add one final piece of absolute value to people. 824 00:40:17,520 --> 00:40:18,880 You sparked it, Sean. 825 00:40:18,880 --> 00:40:21,880 It's a concept that I don't hear spoken about in the market of sales. 826 00:40:21,880 --> 00:40:26,000 It's something more experts need to be putting out there. 827 00:40:26,000 --> 00:40:31,960 And that's that we know from a sales standpoint that people buy because of two reasons, right? 828 00:40:31,960 --> 00:40:33,920 Pain and pleasure. 829 00:40:33,920 --> 00:40:36,320 And that's only 66% of the formula. 830 00:40:36,320 --> 00:40:39,680 What I don't hear anybody talking about in the market and what most people don't realize 831 00:40:39,680 --> 00:40:43,520 and know, but you're going to be like, holy crap, he's right, is that there's a third level 832 00:40:43,520 --> 00:40:44,880 that people buy from. 833 00:40:44,880 --> 00:40:45,880 And that is not pain. 834 00:40:45,880 --> 00:40:46,880 It is not pleasure. 835 00:40:46,880 --> 00:40:50,640 You have to ignore both if you want to get to the next level, which is purpose, purpose-driven 836 00:40:50,640 --> 00:40:52,320 selling. 837 00:40:52,320 --> 00:40:57,440 The superstar athletes out there, the superstar entrepreneurs out there have learned to discipline 838 00:40:57,440 --> 00:41:02,000 themselves to often ignore their pain and ignore their pleasure and do the right thing. 839 00:41:02,000 --> 00:41:06,160 So when you start connecting with people about their greater driven purpose or you try to 840 00:41:06,160 --> 00:41:10,840 connect to entrepreneurs at the highest levels, a lot of them are driven by that purpose, 841 00:41:10,840 --> 00:41:12,560 not the pain or the pleasure. 842 00:41:12,560 --> 00:41:13,680 They've learned to ignore those. 843 00:41:13,680 --> 00:41:16,720 So tactic, but nonetheless, use it for good. 844 00:41:16,720 --> 00:41:18,540 It's a resource just like fire. 845 00:41:18,540 --> 00:41:21,120 Use it to warm people up, not to burn people. 846 00:41:21,120 --> 00:41:23,640 Visionary pros, thank you for being on Vision Pros with us. 847 00:41:23,640 --> 00:41:25,080 We're excited to get to know you. 848 00:41:25,080 --> 00:41:29,480 Don't hesitate to reach out to Sean, myself or any of our team members and have a fantastic 849 00:41:29,480 --> 00:41:30,480 rest of your day. 850 00:41:30,480 --> 00:41:31,480 Bye-bye. 851 00:41:31,480 --> 00:41:32,480 Thank you, Jackson. 852 00:41:32,480 --> 00:41:33,480 Bye-bye. 853 00:41:33,480 --> 00:41:34,480 Thank you for being here today. 854 00:41:34,480 --> 00:41:36,800 I'm happy that you tuned in to Vision Pros Live. 855 00:41:36,800 --> 00:41:43,160 I'm looking forward to seeing your reactions as these episodes continue to move forward. 856 00:41:43,160 --> 00:41:44,880 We optimize them as the months go by. 857 00:41:44,880 --> 00:41:46,600 This is going to get more and more fun. 858 00:41:46,600 --> 00:41:49,040 We'll have more and more engagement as well. 859 00:41:49,040 --> 00:41:51,600 We'll invite people to participate in the show. 860 00:41:51,600 --> 00:41:57,040 And thank you for giving us your time and attention and have an excellent time building 861 00:41:57,040 --> 00:42:00,000 out your vision and becoming a Vision Pro yourself. 862 00:42:00,000 --> 00:42:01,000 I'll talk to you soon. 863 00:42:01,000 --> 00:42:06,000 Bye-bye.