WEBVTT 00:00:00.000 --> 00:00:01.780 Hey everybody, welcome back to another episode 00:00:01.780 --> 00:00:03.940 of Vision Pros Live. I'm your host and coach, 00:00:04.099 --> 00:00:06.259 Fletcher Ellingson. I'm so glad you're here. 00:00:06.360 --> 00:00:09.000 I'm so glad that you're in this conversation 00:00:09.000 --> 00:00:12.400 because when we have these conversations with 00:00:12.400 --> 00:00:16.039 visionaries, it's a reminder of what's possible 00:00:16.039 --> 00:00:20.140 and it's easy to lose track of that. So that's 00:00:20.140 --> 00:00:22.579 why we're here. We're here to remind you of what's 00:00:22.579 --> 00:00:24.780 possible and we're introducing you to people 00:00:24.780 --> 00:00:28.839 who are... making their visions come true. Today 00:00:28.839 --> 00:00:32.659 on the show, we have Samuel Timothy from OneIMS. 00:00:32.759 --> 00:00:35.399 Welcome to the show, Samuel. I'm super excited. 00:00:35.539 --> 00:00:37.539 Thank you so much for the opportunity. Yeah. 00:00:37.939 --> 00:00:40.420 Before we get started, where are you calling 00:00:40.420 --> 00:00:43.520 in from today? I am in Chicago. Well, everybody 00:00:43.520 --> 00:00:46.119 says Chicago, but it's like outside of Chicago, 00:00:46.219 --> 00:00:48.380 but a nearby suburb, correct? All right. All 00:00:48.380 --> 00:00:50.359 right. So Chicago. Okay. Well, thanks for being 00:00:50.359 --> 00:00:54.119 here. Before we jump into what you do and your 00:00:54.119 --> 00:00:56.920 vision. I want to hear something that's going 00:00:56.920 --> 00:01:00.179 well in your life, professionally or personally. 00:01:01.140 --> 00:01:03.439 You know, there's a lot of uncertainty and suffering 00:01:03.439 --> 00:01:06.439 going on all around the globe. We want to remind 00:01:06.439 --> 00:01:09.659 people that there's still good happening, that 00:01:09.659 --> 00:01:12.560 there's still feel -good things happening. And 00:01:12.560 --> 00:01:14.799 what's wrong with the world is always available. 00:01:15.680 --> 00:01:17.939 What's right with the world is always available. 00:01:18.060 --> 00:01:20.700 It's a matter of where we are putting our focus. 00:01:21.040 --> 00:01:23.239 So lay it on us, Samuel. What's something that's 00:01:23.239 --> 00:01:25.840 going well in your world? Yeah, I'm a blessed 00:01:25.840 --> 00:01:29.560 man. I'm a married man with five kids that we 00:01:29.560 --> 00:01:31.579 were homeschooling our kids for quite some time. 00:01:31.640 --> 00:01:34.700 And we just finally put our oldest three kids 00:01:34.700 --> 00:01:38.700 to public school system. So and just amazing 00:01:38.700 --> 00:01:41.260 to see how they're getting adjusted to the school 00:01:41.260 --> 00:01:43.579 world because they were always homeschooled for 00:01:43.579 --> 00:01:46.099 most of their lives. So that's what I would say 00:01:46.099 --> 00:01:48.680 is very positive for me at the moment. Right 00:01:48.680 --> 00:01:52.939 on. Right on. So there's a there's a big adjustment 00:01:52.939 --> 00:01:56.900 in your. in your family life and you're seeing 00:01:56.900 --> 00:02:00.260 you're seeing the kids adapt you know the ability 00:02:00.260 --> 00:02:04.959 to adapt man that's something we really want 00:02:04.959 --> 00:02:08.680 to put some focus on what's your ability to adapt 00:02:08.680 --> 00:02:11.199 i'm just asking our viewers right now are you 00:02:11.199 --> 00:02:15.080 rigid or can you go with the flow do you embrace 00:02:15.080 --> 00:02:20.039 change or do you bristle at it because the answer 00:02:20.039 --> 00:02:23.430 whatever your answer is You're going to learn 00:02:23.430 --> 00:02:24.889 something about yourself. Would you agree with 00:02:24.889 --> 00:02:28.349 that, Samuel? 100%. So our oldest son is 13. 00:02:28.509 --> 00:02:30.490 It's the first time he's actually going to a 00:02:30.490 --> 00:02:32.289 public school system. So he was homeschooled. 00:02:32.289 --> 00:02:35.379 Majority of his... uh life right and he's starting 00:02:35.379 --> 00:02:38.060 in eighth grade which was a big transition for 00:02:38.060 --> 00:02:41.280 the guy and i i can really relate to him because 00:02:41.280 --> 00:02:43.879 i was a timid guy all through my school years 00:02:43.879 --> 00:02:46.819 in college i was not the extrovert i am today 00:02:46.819 --> 00:02:49.719 i was totally an introvert never really liked 00:02:49.719 --> 00:02:51.860 group projects i've done everything on my own 00:02:51.860 --> 00:02:54.379 and i kind of lived in little bubble until i 00:02:54.379 --> 00:02:56.919 became a sales guy right you start you become 00:02:56.919 --> 00:02:59.340 an entrepreneur your kind of a sales function 00:02:59.340 --> 00:03:02.039 is naturally your responsibility as an entrepreneur 00:03:02.039 --> 00:03:04.919 then i realize I can't live in my shell. I got 00:03:04.919 --> 00:03:06.879 to get out of my comfort zone. I got to put myself 00:03:06.879 --> 00:03:09.680 out there. So I've been taking him on networking 00:03:09.680 --> 00:03:12.199 events. I took him on a lot of networking events 00:03:12.199 --> 00:03:15.759 on business leaders with CEO people. And I dress 00:03:15.759 --> 00:03:18.039 them up, put them in nice blazer, put them in 00:03:18.039 --> 00:03:20.120 confidence. And I say, walk with your head up, 00:03:20.219 --> 00:03:22.620 just talk to people. And everybody appreciated 00:03:22.620 --> 00:03:25.639 him for just showing up to the events. And it 00:03:25.639 --> 00:03:27.780 was a big transition for him to just go from 00:03:27.780 --> 00:03:30.780 sitting at home doing his computer learning in 00:03:30.780 --> 00:03:34.680 a private setting to actually having to go in 00:03:34.680 --> 00:03:38.159 classroom setting. So to just see him just make 00:03:38.159 --> 00:03:40.620 that transition and not be afraid of crowd and 00:03:40.620 --> 00:03:44.080 just adjusting to it was a very big win for me. 00:03:44.360 --> 00:03:49.500 Oh, I absolutely appreciate that. I'm going to 00:03:49.500 --> 00:03:51.759 just pause here because I want to spotlight this 00:03:51.759 --> 00:03:55.139 for our listeners and our viewers. Consider what 00:03:55.139 --> 00:03:59.800 he just said. He deliberately took it upon himself 00:03:59.800 --> 00:04:05.439 to. Create opportunities for his son to begin 00:04:05.439 --> 00:04:11.139 practicing confidence. You know, I'm all about 00:04:11.139 --> 00:04:14.280 the practice. I mean, my curriculum is called 00:04:14.280 --> 00:04:16.519 the practice of feeling good. Right. And when 00:04:16.519 --> 00:04:20.519 I say good, I mean safe, enthusiastic, positive, 00:04:20.680 --> 00:04:23.540 optimistic, connected, courageous. Right. There's 00:04:23.540 --> 00:04:26.980 a lot of ways of feeling good. Right. Confident 00:04:26.980 --> 00:04:30.790 is one of them. And it just doesn't happen. we 00:04:30.790 --> 00:04:33.589 practice it for so for a lot of people who are 00:04:33.589 --> 00:04:35.689 listening they'll be like oh boy you know i yeah 00:04:35.689 --> 00:04:39.050 i i'm really insecure in those situations i want 00:04:39.050 --> 00:04:43.050 you to hear this we're we are insecure in our 00:04:43.050 --> 00:04:46.370 adulthood because we are practiced at being insecure 00:04:46.370 --> 00:04:51.949 we are masterfully practiced at it what i love 00:04:51.949 --> 00:04:57.189 that you just said is i put my son in a new situation 00:04:57.189 --> 00:05:01.259 and i helped him i taught him how to be stand 00:05:01.259 --> 00:05:04.339 up straight put your head up you know we're going 00:05:04.339 --> 00:05:06.439 to learn how to get introduced we're going to 00:05:06.439 --> 00:05:10.040 learn how to introduce um we're going to learn 00:05:10.040 --> 00:05:13.560 how to practice confidence now the more we practice 00:05:13.560 --> 00:05:19.620 a way of being the more it happens for us naturally 00:05:19.620 --> 00:05:23.660 and so so my hat's off to you for that i love 00:05:23.660 --> 00:05:27.019 that and especially as entrepreneurs We've got 00:05:27.019 --> 00:05:29.920 to pay attention to our ways of being. And if 00:05:29.920 --> 00:05:32.660 they're not serving us, we need to practice some 00:05:32.660 --> 00:05:35.199 new ways of being. Yes or no? A hundred percent. 00:05:35.259 --> 00:05:39.959 I think what I saw as a weakness going into entrepreneurship 00:05:39.959 --> 00:05:43.379 was I wasn't trained in ways of conducting myself 00:05:43.379 --> 00:05:46.519 in public and being a confident human being, 00:05:46.600 --> 00:05:48.680 right? When you walk into an entrepreneur, like 00:05:48.680 --> 00:05:51.220 a CEO's business room or conference room, you're 00:05:51.220 --> 00:05:54.100 surrounded by a bunch of senior leaders. how 00:05:54.100 --> 00:05:56.079 do i conduct myself how do i position myself 00:05:56.079 --> 00:05:58.500 as a subject matter expert so i don't look like 00:05:58.500 --> 00:06:00.579 i don't have it figured out and i had to learn 00:06:00.579 --> 00:06:03.980 that very very fast because when you're uh much 00:06:03.980 --> 00:06:05.420 younger than some of the people that you're probably 00:06:05.420 --> 00:06:07.160 sitting across from they've probably been in 00:06:07.160 --> 00:06:09.339 business longer than you've been alive and they 00:06:09.339 --> 00:06:11.620 have done multiple millions of dollars in businesses 00:06:11.620 --> 00:06:13.860 and things like that so you're over there trying 00:06:13.860 --> 00:06:15.879 to make a case of why they should trust you and 00:06:15.879 --> 00:06:18.680 do business with you if you don't if you don't 00:06:18.680 --> 00:06:20.899 exude confidence and you know what you're talking 00:06:20.899 --> 00:06:22.819 about and you're going to take their money and 00:06:22.819 --> 00:06:24.860 deliver on the promise that you made and you 00:06:24.860 --> 00:06:27.300 can't convey that to them right and if they can 00:06:27.300 --> 00:06:30.399 can they can't be they cannot see that i can 00:06:30.399 --> 00:06:32.800 trust this individual who's in in front of me 00:06:32.800 --> 00:06:34.279 they're not going to do business with you we 00:06:34.279 --> 00:06:36.139 always say it right people do business with whom 00:06:36.139 --> 00:06:38.360 they like and trust and if you can't get them 00:06:38.360 --> 00:06:40.259 to like you and trust you they're not going to 00:06:40.259 --> 00:06:42.829 do business with you So that is a hard lesson. 00:06:42.910 --> 00:06:45.009 I had to learn the hard way in my early days 00:06:45.009 --> 00:06:47.529 of trying to feed our family and building a company. 00:06:47.709 --> 00:06:49.750 And then I said, I don't want that to be the 00:06:49.750 --> 00:06:51.930 case for my children. I want them to learn because 00:06:51.930 --> 00:06:53.870 obviously our public school system does not train 00:06:53.870 --> 00:06:55.949 you to have some of those things. They just teach 00:06:55.949 --> 00:06:57.769 you, sit in the classroom, listen to the teacher, 00:06:57.850 --> 00:06:59.990 do the homework. Don't ever ask me a question 00:06:59.990 --> 00:07:02.829 and you just do what I tell you, right? Never 00:07:02.829 --> 00:07:04.750 teaching our children how to ask questions, how 00:07:04.750 --> 00:07:08.459 to actually even. shake somebody uh with firmness 00:07:08.459 --> 00:07:10.300 and actually say appreciate me you know thank 00:07:10.300 --> 00:07:12.019 you for meeting me appreciate the opportunity 00:07:12.019 --> 00:07:14.019 just being able to recognize a person and look 00:07:14.019 --> 00:07:16.040 them in the eye when you're talking right like 00:07:16.040 --> 00:07:19.000 that shows a level of maturity that sometimes 00:07:19.000 --> 00:07:21.100 some people never learn in their in their lifetime 00:07:21.100 --> 00:07:25.379 yeah um absolutely and uh you know a lot of us 00:07:25.379 --> 00:07:27.139 in business we take some of those things you 00:07:27.139 --> 00:07:30.459 just said for granted but we all had to learn 00:07:30.459 --> 00:07:33.079 it we all had to learn it we all had to practice 00:07:33.079 --> 00:07:38.379 it um samuel go ahead and uh because i know some 00:07:38.379 --> 00:07:39.779 of the people listening are like yeah this is 00:07:39.779 --> 00:07:42.000 cool this guy is cool man he's got it going on 00:07:42.000 --> 00:07:46.000 but what is it that you do uh you work uh with 00:07:46.000 --> 00:07:49.060 a company called one ims which stands for integrated 00:07:49.060 --> 00:07:53.079 marketing solutions what does one ims do yeah 00:07:53.079 --> 00:07:56.579 we're a growth agency we help growth minded leadership 00:07:56.579 --> 00:07:59.240 right go from obscurity to market dominance. 00:07:59.500 --> 00:08:01.920 So many of our clients will come to us, they're 00:08:01.920 --> 00:08:04.639 what they usually say, right? If only more people 00:08:04.639 --> 00:08:07.439 knew who we were, who we are, we'll be a much 00:08:07.439 --> 00:08:09.519 larger company than we are today, right? What 00:08:09.519 --> 00:08:11.399 they're describing is they have a lack of awareness 00:08:11.399 --> 00:08:13.379 problem, not a lot of people knowing they're 00:08:13.379 --> 00:08:15.720 in their sphere of influence that that company 00:08:15.720 --> 00:08:18.439 exists. So we take such organizations from obscurity 00:08:18.439 --> 00:08:20.500 to market dominance. And we have created what's 00:08:20.500 --> 00:08:22.480 called a growth formula framework, we help implement 00:08:22.480 --> 00:08:24.699 that in organization. So we consider ourselves 00:08:24.699 --> 00:08:28.920 a more of a tech enabled growth agency. Got it. 00:08:28.920 --> 00:08:31.660 All right. Cool. Thanks for that. So a growth 00:08:31.660 --> 00:08:34.980 company. I like that. So if you're if you're 00:08:34.980 --> 00:08:36.500 listening to this or watching this and you're 00:08:36.500 --> 00:08:38.440 a company that's like looking to scale, looking 00:08:38.440 --> 00:08:41.419 to grow. And I really appreciate what you just 00:08:41.419 --> 00:08:46.320 said. Usually what there's some sort of problematic 00:08:46.320 --> 00:08:51.059 element of an inability to let your sphere know 00:08:51.059 --> 00:08:55.960 effectively about your company. So really cool. 00:08:56.019 --> 00:08:59.409 I like the way you said that. The show that we're 00:08:59.409 --> 00:09:03.389 on today is called Vision Pros. I just define 00:09:03.389 --> 00:09:07.889 a vision as a clarified story in the head, in 00:09:07.889 --> 00:09:12.649 the mind, that we effort to bring into the physical 00:09:12.649 --> 00:09:16.389 realm. And so what I want to know from you, Samuel, 00:09:16.529 --> 00:09:20.250 is what's your vision? Yeah. I mean, I don't 00:09:20.250 --> 00:09:22.690 know if I will call it a vision or mission, but 00:09:22.690 --> 00:09:25.350 I'm on a mission to help 10 ,000 small business. 00:09:25.950 --> 00:09:28.029 to go from obscurity to market dominance. And 00:09:28.029 --> 00:09:30.269 it could be done through education or through 00:09:30.269 --> 00:09:32.570 some sort of a service that we can offer. So 00:09:32.570 --> 00:09:35.029 I actually do create a ton of content myself 00:09:35.029 --> 00:09:37.789 and provide a lot of free webinars on education 00:09:37.789 --> 00:09:41.210 with that very mission of how do we help organizations? 00:09:41.289 --> 00:09:43.629 Because what most people don't realize is not 00:09:43.629 --> 00:09:46.009 the size of your wallet that matters. It's the 00:09:46.009 --> 00:09:47.629 creativity, right? It's the size of your brain 00:09:47.629 --> 00:09:50.889 cells. Can you be creative enough to get yourself 00:09:50.889 --> 00:09:54.090 known in the marketplace so you don't live in... 00:09:54.320 --> 00:09:56.899 poverty mindset. You don't live in, you know, 00:09:56.919 --> 00:10:00.100 this fear of, oh, tomorrow my company can close 00:10:00.100 --> 00:10:02.179 down. Right. We want them to get them out of 00:10:02.179 --> 00:10:04.159 that. Right. Like we said, go from obscurity 00:10:04.159 --> 00:10:06.340 to market dominance. And that can be done if 00:10:06.340 --> 00:10:08.340 you with a proper system and training and knowledge. 00:10:08.899 --> 00:10:11.799 Anyone can take a business from just basically 00:10:11.799 --> 00:10:15.240 surviving to a thriving environment. Cool. Cool. 00:10:15.419 --> 00:10:19.580 Yeah. So so your your mission, you said, is to 00:10:19.580 --> 00:10:23.340 help 10 ,000 businesses thrive. Right. So cool. 00:10:26.130 --> 00:10:30.990 And it's interesting. I'm saying what I'm about 00:10:30.990 --> 00:10:34.429 to say because I believe language matters. And, 00:10:34.570 --> 00:10:35.809 you know, he said, well, I'm not sure if I have 00:10:35.809 --> 00:10:38.889 a vision as much as a mission, but the mission 00:10:38.889 --> 00:10:42.669 stems from our vision. And as soon as you said 00:10:42.669 --> 00:10:45.549 my mission is to help 10 ,000 businesses grow, 00:10:45.629 --> 00:10:49.029 I knew what your vision was because you've already 00:10:49.029 --> 00:10:53.259 envisioned helping. these 10 000 businesses like 00:10:53.259 --> 00:10:55.860 you've envisioned your your company growing you 00:10:55.860 --> 00:10:58.799 you guys scaling and and reaching out and making 00:10:58.799 --> 00:11:02.820 an impact so i love that you have this vision 00:11:02.820 --> 00:11:07.879 of making an impact for 10 000 businesses and 00:11:07.879 --> 00:11:11.279 now has translated into a mission and you guys 00:11:11.279 --> 00:11:13.539 are in action and by the way i checked out your 00:11:13.539 --> 00:11:17.500 website i saw all i mean go to their website 00:11:17.500 --> 00:11:22.360 oneims .com and you'll see all these video testimonials 00:11:22.360 --> 00:11:25.779 of people who are singing your praises and who 00:11:25.779 --> 00:11:29.720 you have impacted. So congratulations on being 00:11:29.720 --> 00:11:33.120 in action. Yeah, certainly is an overnight success, 00:11:33.240 --> 00:11:36.879 right? No, it's a 20 years in the making, right? 00:11:36.940 --> 00:11:38.840 That's kind of what I would say, right? It's 00:11:38.840 --> 00:11:42.000 a process of building trust, earning trust, and 00:11:42.000 --> 00:11:43.559 then delivering on the promise that you make 00:11:43.559 --> 00:11:46.100 to people. And once you do that, you will have 00:11:46.100 --> 00:11:49.320 customers who love you and refer you and continue 00:11:49.320 --> 00:11:52.059 to stay with you for a very long term. Yeah, 00:11:52.200 --> 00:11:55.700 yeah. Let's talk about, because there are people 00:11:55.700 --> 00:11:57.580 watching and listening and they're like, yeah, 00:11:57.639 --> 00:12:00.679 I mean, I would love to, you know, go from obscurity 00:12:00.679 --> 00:12:04.940 into being well -known. I'd love to expand my 00:12:04.940 --> 00:12:10.600 reach. If they're listening to this, they probably 00:12:10.600 --> 00:12:12.700 want to know, well, what are the sectors? What 00:12:12.700 --> 00:12:16.820 are the businesses that you... um are you know 00:12:16.820 --> 00:12:19.919 proficient at helping yeah our core focus has 00:12:19.919 --> 00:12:22.919 been in the b2b business to business sector but 00:12:22.919 --> 00:12:25.360 we've built a framework that's universally true 00:12:25.360 --> 00:12:28.200 so in terms of our customer base is the mixed 00:12:28.200 --> 00:12:31.399 bag of uh industry manufacturing companies technology 00:12:31.399 --> 00:12:33.460 and software and professional uh professional 00:12:33.460 --> 00:12:35.820 firms those are who we typically work with what 00:12:35.820 --> 00:12:37.740 we look at right what's the unique about all 00:12:37.740 --> 00:12:40.059 of them they all have a high value product or 00:12:40.059 --> 00:12:42.879 services they have a long sales cycle which means 00:12:42.879 --> 00:12:44.759 it's not a compulsive purchase that somebody 00:12:44.759 --> 00:12:47.759 just make, right? It's like 10 ,000, 20 ,000. 00:12:47.799 --> 00:12:50.039 Sometimes some of our clients are selling equipments 00:12:50.039 --> 00:12:51.600 that are worth millions of dollars, right? So 00:12:51.600 --> 00:12:53.519 it's a considered purchase process. And it's 00:12:53.519 --> 00:12:55.840 actually multiple decision makers involved in 00:12:55.840 --> 00:12:58.500 the process. So what they all have in common 00:12:58.500 --> 00:13:01.179 is they have to create awareness for their product 00:13:01.179 --> 00:13:03.000 or services. They have to earn trust in the minds 00:13:03.000 --> 00:13:05.460 of their customers and become the go -to product 00:13:05.460 --> 00:13:08.299 or service provider, right? That's where we shine 00:13:08.299 --> 00:13:10.639 the best. But the framework we built is called 00:13:10.639 --> 00:13:12.620 our growth formula framework. It's very simple. 00:13:13.179 --> 00:13:17.659 acquisition plus retention equals growth so if 00:13:17.659 --> 00:13:20.440 i can just explain just slightly right anytime 00:13:20.440 --> 00:13:23.840 if any company that is focused only on acquisition 00:13:23.840 --> 00:13:26.100 but they do a very poor job of retaining growing 00:13:26.100 --> 00:13:29.399 existing account they tend to stay stagnant or 00:13:29.399 --> 00:13:33.279 even uh may not even grow at all right so acquisition 00:13:33.279 --> 00:13:35.519 is most companies in the early days very focused 00:13:35.519 --> 00:13:38.779 on acquisition if some companies are very poor 00:13:38.779 --> 00:13:41.039 like in manufacturing sector they're not very 00:13:41.039 --> 00:13:43.100 focused on customer acquisition they're very 00:13:43.100 --> 00:13:45.419 good at delivering on the promise do what they 00:13:45.419 --> 00:13:48.200 say and do it very good for getting good work 00:13:48.200 --> 00:13:50.679 for a good handful of customers they do a great 00:13:50.679 --> 00:13:52.759 job of retention but they do a very poor job 00:13:52.759 --> 00:13:55.259 of acquisition so when there's one customer one 00:13:55.259 --> 00:13:56.740 day decide that they don't want to do business 00:13:56.740 --> 00:13:59.039 with them or cancel the contract immediately 00:13:59.039 --> 00:14:00.940 they're in trouble because oh shoot we got to 00:14:00.940 --> 00:14:03.039 now cut down the number of shifts that we have 00:14:03.039 --> 00:14:04.960 to you have to lay off some people so you have 00:14:04.960 --> 00:14:07.309 to be as a company do acquisition efforts and 00:14:07.309 --> 00:14:09.750 retention effort consistently then only you can 00:14:09.750 --> 00:14:12.269 have consistent growth so we have some methodology 00:14:12.269 --> 00:14:15.370 and practices that we implement to actually execute 00:14:15.370 --> 00:14:18.029 that framework in organizations yeah really cool 00:14:18.029 --> 00:14:21.889 I like the way you break that down so and this 00:14:21.889 --> 00:14:27.129 is foundational and a principle that you want 00:14:27.129 --> 00:14:29.450 to continue to come back to whether you're a 00:14:29.450 --> 00:14:32.090 startup or whether you're well established and 00:14:32.090 --> 00:14:36.480 thanks for articulating it uh so precisely i 00:14:36.480 --> 00:14:38.519 just want to recap because i want to bring a 00:14:38.519 --> 00:14:41.860 spotlight to that for our viewers acquisition 00:14:41.860 --> 00:14:48.000 and retention if we focus on one and not the 00:14:48.000 --> 00:14:51.980 other we're in trouble there has to be this dual 00:14:51.980 --> 00:14:58.000 focus yes yes yeah um so uh so that so and and 00:14:58.000 --> 00:14:59.980 companies like you said some companies are great 00:14:59.980 --> 00:15:04.710 at acquiring Not so good at retention. Others, 00:15:04.789 --> 00:15:07.269 when they get a client in and that retention 00:15:07.269 --> 00:15:11.450 is good, but they're not so great on the acquisition 00:15:11.450 --> 00:15:15.250 part. Yeah. And that's so what you're saying 00:15:15.250 --> 00:15:20.929 is your company has a framework for helping kind 00:15:20.929 --> 00:15:24.779 of mature. in that in that process of of hitting 00:15:24.779 --> 00:15:27.360 both is that accurate yeah so when we go into 00:15:27.360 --> 00:15:29.559 a company we are assessing their kind of what 00:15:29.559 --> 00:15:32.320 we call our their growth readiness right where 00:15:32.320 --> 00:15:34.419 are they as a company and their maturity in marketing 00:15:34.419 --> 00:15:36.740 and sales and all of those areas well we come 00:15:36.740 --> 00:15:39.159 to find out right companies that are in an established 00:15:39.159 --> 00:15:41.460 market there's existing demand for their product 00:15:41.460 --> 00:15:43.860 or services they have a tremendous opportunity 00:15:43.860 --> 00:15:46.620 to capture existing demand from the market right 00:15:46.620 --> 00:15:49.590 so Without getting too technical, if you take 00:15:49.590 --> 00:15:51.690 your total adjustable market, let's just say 00:15:51.690 --> 00:15:54.210 there's 100 companies that you can sell to at 00:15:54.210 --> 00:15:57.210 any given time. Only about 1 % to 3 % of that 00:15:57.210 --> 00:15:59.970 total adjustable market in a buying cycle. The 00:15:59.970 --> 00:16:02.429 rest of the 97 % people, either they don't know 00:16:02.429 --> 00:16:04.690 that they need help, or they kind of know, but 00:16:04.690 --> 00:16:06.789 they're not actively in the buying cycle, or 00:16:06.789 --> 00:16:08.509 they might be researching and learning more about 00:16:08.509 --> 00:16:12.009 it, right? So the 97 % of the people are not 00:16:12.009 --> 00:16:14.309 in the market. Many times, most companies are 00:16:14.309 --> 00:16:16.970 ignoring those people. That's the biggest audience 00:16:16.970 --> 00:16:19.029 a lot of times that you can actually educate 00:16:19.029 --> 00:16:21.669 by creating content, distributing that content, 00:16:21.769 --> 00:16:23.850 get in front of them, help them articulate the 00:16:23.850 --> 00:16:25.990 problem that they're experiencing, but they don't 00:16:25.990 --> 00:16:28.649 even know how to say it to their own peers, right? 00:16:28.769 --> 00:16:31.570 So that's the 97%. And then the 1 % to 3 % of 00:16:31.570 --> 00:16:33.549 the people, they're actively, they know they 00:16:33.549 --> 00:16:35.009 have a problem. They're going to Google. They're 00:16:35.009 --> 00:16:37.429 going to search engines of any type, .gpt or 00:16:37.429 --> 00:16:39.409 anywhere. They're describing their problem and 00:16:39.409 --> 00:16:41.970 saying, who can help me solve this problem? You 00:16:41.970 --> 00:16:43.889 want to be getting found with those people. So 00:16:43.889 --> 00:16:46.139 what we do on the acquisition. side capture existing 00:16:46.139 --> 00:16:48.840 demand from the in -market audience and then 00:16:48.840 --> 00:16:51.419 create awareness in the out -of -market audience 00:16:51.419 --> 00:16:53.879 who are not in an active buying cycle they just 00:16:53.879 --> 00:16:56.600 they need to know you exist so if you do that 00:16:56.600 --> 00:16:59.000 you're actually taking care of both of those 00:16:59.000 --> 00:17:02.080 audiences and ultimately when they the 97 percent 00:17:02.080 --> 00:17:04.019 of people once they become warm and ready to 00:17:04.019 --> 00:17:06.420 buy Who are they going to think first? Oh, I've 00:17:06.420 --> 00:17:08.700 been watching this guy's content. I've been learning 00:17:08.700 --> 00:17:10.700 from their webinars. I've went to their website. 00:17:10.779 --> 00:17:13.200 I watched their testimonial videos. I used some 00:17:13.200 --> 00:17:15.640 of their free resources. Yeah, I do remember 00:17:15.640 --> 00:17:17.500 they can take care of our needs. Let me go to 00:17:17.500 --> 00:17:19.220 them, right? So your chance of winning those 00:17:19.220 --> 00:17:22.240 deals. are much higher because you've done so 00:17:22.240 --> 00:17:25.599 much to educate and kind of evangelize to that 00:17:25.599 --> 00:17:27.920 audience for a very, very long period of time. 00:17:28.039 --> 00:17:29.859 And then you also don't want to ignore that one 00:17:29.859 --> 00:17:31.839 to three person who are now right now in the 00:17:31.839 --> 00:17:33.960 market to buy. You want to make sure you're capturing 00:17:33.960 --> 00:17:35.839 those. So when you look at the majority of a 00:17:35.839 --> 00:17:37.799 business and see where's the biggest opportunity 00:17:37.799 --> 00:17:40.279 for win, and then we want to focus on those quick 00:17:40.279 --> 00:17:42.160 win opportunities. So that's the acquisition 00:17:42.160 --> 00:17:44.779 side of the equation. I can give you a little 00:17:44.779 --> 00:17:46.920 bit more on the retention if you want me to explain 00:17:46.920 --> 00:17:52.119 that. Well, I want to say something because some 00:17:52.119 --> 00:17:56.500 of our clients or some of our listeners, they 00:17:56.500 --> 00:18:02.579 might be saying like, you know, I get it intellectually. 00:18:03.980 --> 00:18:10.740 And I just haven't been good at it. I have not 00:18:10.740 --> 00:18:13.380 been good at this. What I want to remind people 00:18:13.380 --> 00:18:16.940 is this is not your fault. It's not your fault 00:18:16.940 --> 00:18:21.180 that you suck at acquiring and or retention. 00:18:21.740 --> 00:18:24.740 You see, I mean, business owners and entrepreneurs, 00:18:25.619 --> 00:18:29.799 they you're not expected to be able to wear all 00:18:29.799 --> 00:18:34.460 hats. And yet you have to many times. But if 00:18:34.460 --> 00:18:36.740 you're if you really are flailing acquisition 00:18:36.740 --> 00:18:40.680 and or retention, I just want to hear this. It's 00:18:40.680 --> 00:18:44.240 not your fault, but it's 100 percent your responsibility. 00:18:46.220 --> 00:18:48.319 And the reason I'm saying it's not your fault, 00:18:48.380 --> 00:18:51.839 and this is the good news, it's because many 00:18:51.839 --> 00:18:54.460 business owners are passionate about the widget 00:18:54.460 --> 00:18:58.000 or the service that they're offering. They're 00:18:58.000 --> 00:19:00.180 passionate about it. That's why they got into 00:19:00.180 --> 00:19:05.759 it, right? But many, many, and maybe it's even 00:19:05.759 --> 00:19:07.140 the majority, I don't know, and I'm raising my 00:19:07.140 --> 00:19:12.019 hand because this is me, is that I didn't formally 00:19:12.019 --> 00:19:16.099 get an education on... business on how to run 00:19:16.099 --> 00:19:20.220 it on how to acquire or how to retain I didn't 00:19:20.220 --> 00:19:23.759 I didn't spend you know four years studying that 00:19:23.759 --> 00:19:30.380 and or eight years studying it and so I'm I I 00:19:30.380 --> 00:19:35.400 don't have all that that those skill sets um 00:19:35.400 --> 00:19:38.680 or there was I I'm operating from what I what 00:19:38.680 --> 00:19:41.599 I what I don't know I don't know right and and 00:19:41.599 --> 00:19:45.589 so It's not my fault, but it's 100 percent response, 00:19:45.710 --> 00:19:50.609 my responsibility. And so what I love about companies 00:19:50.609 --> 00:19:54.509 like yourself is you do have the knowledge and 00:19:54.509 --> 00:19:58.509 you can impart it and mentor and coach and help 00:19:58.509 --> 00:20:04.130 and and help guide people who are ready to take 00:20:04.130 --> 00:20:09.569 responsibility. Right. And and I love that you 00:20:09.569 --> 00:20:12.400 said. you look at a company's growth readiness. 00:20:13.779 --> 00:20:17.299 Yeah. Tell me, I like that term, growth readiness, 00:20:17.460 --> 00:20:19.579 and I'm encouraging our listeners to hear this. 00:20:19.920 --> 00:20:23.039 Yeah. What is my growth readiness? What is my 00:20:23.039 --> 00:20:24.980 company's growth readiness? What is my growth 00:20:24.980 --> 00:20:28.660 readiness as just an individual person? What's 00:20:28.660 --> 00:20:32.180 my growth readiness? Am I ready for growth? And 00:20:32.180 --> 00:20:34.400 you can apply this right. to your marriage, to 00:20:34.400 --> 00:20:37.380 your parenting, to your friendships, to my business. 00:20:37.859 --> 00:20:40.819 What's your growth readiness? What an awesome 00:20:40.819 --> 00:20:43.980 term. Yeah. So I can give you some real -world 00:20:43.980 --> 00:20:48.079 stories of how this comes to true. So we have 00:20:48.079 --> 00:20:50.259 customers that come and self -diagnose a problem. 00:20:50.420 --> 00:20:53.400 Oh, we just need more leads so we can sell more, 00:20:53.579 --> 00:20:55.420 right? And then the solution is, well, let's 00:20:55.420 --> 00:20:57.359 figure out how to drive more leads in this organization. 00:20:57.700 --> 00:20:59.769 But they don't necessarily have... understanding 00:20:59.769 --> 00:21:02.190 of the root problems that they might have that 00:21:02.190 --> 00:21:03.970 is probably holding them back from the growth 00:21:03.970 --> 00:21:06.609 trajectory what i mean by that so let's say if 00:21:06.609 --> 00:21:08.329 i drive a ton of leads and we had a manufacturing 00:21:08.329 --> 00:21:11.490 company that was in chicago that did uh in industrial 00:21:11.490 --> 00:21:14.349 flooring solutions they said oh we if only we 00:21:14.349 --> 00:21:16.349 had more leads our sales people are just really 00:21:16.349 --> 00:21:19.380 good at selling the product We were able to solve 00:21:19.380 --> 00:21:21.440 for that lead problem. What we ended up discovering 00:21:21.440 --> 00:21:23.859 was that they had a very poor sales process. 00:21:24.039 --> 00:21:26.359 They did not have a very well -established sales 00:21:26.359 --> 00:21:28.619 methodology. They didn't have the tools that 00:21:28.619 --> 00:21:31.259 detract the sales metrics and performance. So 00:21:31.259 --> 00:21:33.039 what ended up happening is inefficiency in the 00:21:33.039 --> 00:21:35.640 sales process really destroyed that sales organization 00:21:35.640 --> 00:21:38.480 because all they did was just squander the opportunities 00:21:38.480 --> 00:21:40.220 that were thrown at them, right? Because they 00:21:40.220 --> 00:21:41.880 didn't know what to do because they had too many 00:21:41.880 --> 00:21:45.509 leads to handle. if you're not ready to handle 00:21:45.509 --> 00:21:48.329 the volume just don't say oh we need more leads 00:21:48.329 --> 00:21:50.430 you gotta solve for all of those things another 00:21:50.430 --> 00:21:52.829 thing is if you don't have baseline metrics what 00:21:52.829 --> 00:21:55.359 if I am able to drive leads. But if you can't 00:21:55.359 --> 00:21:57.460 tell me what's my typical percentage of from 00:21:57.460 --> 00:21:59.859 an initial visit to my website to converting 00:21:59.859 --> 00:22:02.660 into a form fill, to initiating a booked meeting, 00:22:02.900 --> 00:22:05.740 to having qualified as a prospect that can buy, 00:22:05.859 --> 00:22:08.839 to proposal stage, to closed one lost or closed 00:22:08.839 --> 00:22:11.660 one, right? Closed lost or closed one. If I don't 00:22:11.660 --> 00:22:13.839 have baseline metrics of what those metrics are, 00:22:13.900 --> 00:22:15.960 how do I know where my weakness is? How do I 00:22:15.960 --> 00:22:18.420 know where is my biggest problem? Is it a sales? 00:22:18.759 --> 00:22:20.859 personnel problem is it a process problem is 00:22:20.859 --> 00:22:23.299 it my product problem or is it my pricing problem 00:22:23.299 --> 00:22:25.980 where is the problem because you don't know like 00:22:25.980 --> 00:22:27.980 if the process what does sales people always 00:22:27.980 --> 00:22:30.619 say oh they didn't have the money or they weren't 00:22:30.619 --> 00:22:32.779 ready to buy but they will never admit i have 00:22:32.779 --> 00:22:34.920 a problem with my sales methodology i'm not sure 00:22:34.920 --> 00:22:36.839 how to do discovery i don't know how to position 00:22:36.839 --> 00:22:39.220 the product our business properly they will never 00:22:39.220 --> 00:22:41.200 acknowledge that and they will always point finger 00:22:41.200 --> 00:22:43.519 at the marketing leader and say the leads were 00:22:43.519 --> 00:22:47.440 bad so if you're not ready You just got to recognize 00:22:47.440 --> 00:22:49.539 that like what you said, it's not your fault, 00:22:49.619 --> 00:22:51.160 but it's your responsibility. So the leadership 00:22:51.160 --> 00:22:54.180 has to recognize we have a problem. Our salespeople 00:22:54.180 --> 00:22:57.119 are order takers. They're not well educated in 00:22:57.119 --> 00:22:59.599 how to handle a discovery call or how to do a 00:22:59.599 --> 00:23:02.200 sales performance or a sales conversation. If 00:23:02.200 --> 00:23:04.299 they're not good at it, acknowledge that and 00:23:04.299 --> 00:23:08.160 you need to own it and fix it, right? So me throwing 00:23:08.160 --> 00:23:10.339 more leads or implementing a marketing program 00:23:10.339 --> 00:23:12.299 isn't going to solve their revenue growth problem. 00:23:12.420 --> 00:23:14.680 They have to be ready to handle. that future 00:23:14.680 --> 00:23:16.980 growth. So that's where, right? So when we do 00:23:16.980 --> 00:23:19.480 assessment, we're looking at the areas of the 00:23:19.480 --> 00:23:21.220 business where they actually have opportunity 00:23:21.220 --> 00:23:23.880 to win. And then we can only fix the things that 00:23:23.880 --> 00:23:26.259 we can fix. We cannot fix their personnel problem. 00:23:26.460 --> 00:23:29.539 That is an internal HR dynamics that they would 00:23:29.539 --> 00:23:31.339 have to handle, right? Those are the kinds of 00:23:31.339 --> 00:23:33.019 things that we look at from a readiness standpoint. 00:23:33.480 --> 00:23:38.019 Right on. I love how you articulated all of that. 00:23:38.059 --> 00:23:41.400 And because it's giving our listeners an opportunity 00:23:41.400 --> 00:23:45.150 to self -identify. I mean, I mean, I mean, I'm 00:23:45.150 --> 00:23:48.369 totally like, is this me? You know, I can see 00:23:48.369 --> 00:23:53.109 a lot of this in myself. You know, I I'm an entrepreneur. 00:23:53.329 --> 00:23:56.470 I have a very small team. But yeah, I so I'm 00:23:56.470 --> 00:23:58.869 internalizing all of this and self -identifying. 00:23:59.670 --> 00:24:03.430 I encourage our listeners to ask yourself this 00:24:03.430 --> 00:24:06.309 question, too. Like this is an opportunity to 00:24:06.309 --> 00:24:10.910 expand. Like, is this me? And and if the answer 00:24:10.910 --> 00:24:14.970 is yes, then. That's not a point of shame or 00:24:14.970 --> 00:24:18.710 embarrassment. This could be your greatest opportunity 00:24:18.710 --> 00:24:22.650 to have an honest conversation with yourself. 00:24:23.130 --> 00:24:28.990 Because what I heard you say is the myth or the 00:24:28.990 --> 00:24:31.529 misconception that most companies think, God, 00:24:31.529 --> 00:24:33.849 if we just had more leads, if we just had more 00:24:33.849 --> 00:24:38.869 leads, right? No, no, no. It's if I had more 00:24:38.869 --> 00:24:44.089 leads and I had a process. for handling them 00:24:44.089 --> 00:24:48.829 effectively. And that's what many companies are 00:24:48.829 --> 00:24:50.309 missing. And that's what I'm hearing you say, 00:24:50.390 --> 00:24:52.210 right? A hundred percent. I think if you were 00:24:52.210 --> 00:24:54.410 in the medical field and if I self -diagnose 00:24:54.410 --> 00:24:56.130 a problem and go to the doctor and say, give 00:24:56.130 --> 00:24:58.750 me this prescription, they call that malpractice 00:24:58.750 --> 00:25:01.470 in the medical field. But we do it in the business 00:25:01.470 --> 00:25:04.049 world every day. We allow the customer to decide 00:25:04.049 --> 00:25:07.190 for themselves what the solution should be. But 00:25:07.190 --> 00:25:09.349 oftentimes, like you said, the business owner 00:25:09.349 --> 00:25:11.519 that's running some sort of a whatever manufacturing 00:25:11.519 --> 00:25:13.940 software they're good at that craft but they 00:25:13.940 --> 00:25:15.859 need to understand they don't know everything 00:25:15.859 --> 00:25:18.240 so they need to go to professionals and ask hey 00:25:18.240 --> 00:25:20.460 i have these issues what do you think is the 00:25:20.460 --> 00:25:23.200 solution to the problem and oftentimes that is 00:25:23.200 --> 00:25:26.119 not happening and they're just describing a need 00:25:26.119 --> 00:25:28.599 and telling the buyer like whatever the service 00:25:28.599 --> 00:25:31.640 provider oh i need this give me that right that's 00:25:31.640 --> 00:25:33.579 where we see a lot of times business leaders 00:25:33.579 --> 00:25:35.839 fail because they're just not open -minded to 00:25:35.839 --> 00:25:37.900 willing them ready to listen to somebody else 00:25:37.900 --> 00:25:40.690 and also just one advice a lot of times As a 00:25:40.690 --> 00:25:43.210 buyer, oftentimes we see the salesperson as a 00:25:43.210 --> 00:25:45.569 threat. I have to hold all my card. I don't want 00:25:45.569 --> 00:25:48.509 to disclose my weaknesses and my problem because 00:25:48.509 --> 00:25:50.369 they're going to use that against me. But don't 00:25:50.369 --> 00:25:52.430 ever have that attitude. If you're genuinely 00:25:52.430 --> 00:25:54.589 caring about someone else to come and help you, 00:25:54.630 --> 00:25:57.359 you'll be genuine and open about. what your problems 00:25:57.359 --> 00:25:59.539 are, because the more you can disclose about 00:25:59.539 --> 00:26:01.519 your challenges, the person on the other end 00:26:01.519 --> 00:26:03.980 has a lot more conversations than you about the 00:26:03.980 --> 00:26:05.460 same problem with hundreds of other companies. 00:26:05.579 --> 00:26:07.920 They can tell you, Hey, in this scenario, we 00:26:07.920 --> 00:26:09.920 did this for that company and that helped them 00:26:09.920 --> 00:26:13.400 get to the next stage. So be very open -minded 00:26:13.400 --> 00:26:16.160 and just be genuinely interested in seeking help. 00:26:16.240 --> 00:26:18.220 And nobody's there to criticize you. Like you 00:26:18.220 --> 00:26:20.900 said, it's you own the problem. And if you seek 00:26:20.900 --> 00:26:22.740 the help, there's hundreds of professionals out 00:26:22.740 --> 00:26:24.680 there that can actually help you get to the, 00:26:24.700 --> 00:26:27.839 get the help you need. Yeah, right on. And one 00:26:27.839 --> 00:26:32.359 last final thought on that about asking for help. 00:26:32.500 --> 00:26:34.319 One of the things I always say is, you know, 00:26:34.319 --> 00:26:39.359 many times, well, at least in our country, the 00:26:39.359 --> 00:26:44.619 concept of asking for help, many of us, especially 00:26:44.619 --> 00:26:48.259 men, have been grown up and told like, you got 00:26:48.259 --> 00:26:49.880 to just do it yourself, figure it out yourself. 00:26:50.299 --> 00:26:53.309 Asking for help is a sign of weakness. I'm here 00:26:53.309 --> 00:26:56.049 to tell you that asking for help is a sign of 00:26:56.049 --> 00:27:01.529 strength and wisdom. So, yes, get in contact 00:27:01.529 --> 00:27:07.690 with Samuel and his team. Go to 1IMS .com, book 00:27:07.690 --> 00:27:10.490 a discovery call, have a conversation, and find 00:27:10.490 --> 00:27:15.789 out if they can assist you and assess your growth 00:27:15.789 --> 00:27:18.210 readiness and see if you're ready to go to that 00:27:18.210 --> 00:27:23.819 next stage. Samuel. We're just up coming towards 00:27:23.819 --> 00:27:27.059 the end of our time here. But again, please give 00:27:27.059 --> 00:27:30.940 us how to get in touch with you. And any last 00:27:30.940 --> 00:27:34.000 closing thoughts? Yeah, obviously, when I was 00:27:34.000 --> 00:27:36.500 like you gave, that's the main website. And please 00:27:36.500 --> 00:27:38.700 find me on LinkedIn. I do put out a lot of educational 00:27:38.700 --> 00:27:41.240 resources there. And I also have a show called 00:27:41.240 --> 00:27:43.619 Coffee with Closers where I interview entrepreneurs. 00:27:43.720 --> 00:27:46.000 So please do look that up on YouTube and hopefully 00:27:46.000 --> 00:27:48.220 you'll find some nuggets of wisdom from some 00:27:48.220 --> 00:27:49.839 interviews I've done with other entrepreneurs. 00:27:50.559 --> 00:27:53.220 Right on. Thank you so much for being on the 00:27:53.220 --> 00:27:55.720 show. Our guest today has been Samuel Timothy 00:27:55.720 --> 00:28:00.200 from OneIMS. You can connect with him at OneIMS 00:28:00.200 --> 00:28:03.619 .com. And now it's time for you all to get out 00:28:03.619 --> 00:28:06.440 there. Be a source of kindness. Be a source of 00:28:06.440 --> 00:28:08.680 contribution. You do have something to offer 00:28:08.680 --> 00:28:11.400 this world. And I believe in you. Thank you for 00:28:11.400 --> 00:28:13.380 being here today. I'm really happy that you tuned 00:28:13.380 --> 00:28:15.700 in to Vision Pros Live. I'm looking forward to 00:28:15.700 --> 00:28:18.980 seeing your reactions as these episodes continue 00:28:18.980 --> 00:28:20.740 to move forward. This is going to get more and 00:28:20.740 --> 00:28:22.799 more fun. We'll have more and more engagement 00:28:22.799 --> 00:28:24.880 as well. We'll invite people to participate in 00:28:24.880 --> 00:28:27.180 the show. Thank you for giving us your time and 00:28:27.180 --> 00:28:29.599 attention. Have an excellent time building out 00:28:29.599 --> 00:28:31.680 your vision and becoming a vision pro yourself.