WEBVTT
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Can you imagine if their boss called them and said, hey, you, I'm gonna need you to come in today.
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And I don't know if you're gonna be paid.
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I'll let you know at the end.
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But please come in, please show up, please do the job, give your best, give your best, and I'm gonna have a lot of questions for you.
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And depending on the answers, I may or may not pay you.
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Thank you.
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See you soon.
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This is Appointment Only, the podcast for custom clothiers and entrepreneurs building profitable high-end businesses.
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If you want control, profitability, and freedom from what feels like an endless hustle, this is for you.
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We're Kenny and Danny, twin brothers from day one and business partners for more than 15 years.
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We're sharing insights from our own experiences as luxury custom clothiers who built our own business from nothing.
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The highs, the lows, and what we've learned along the way that will help you build a high-end business you actually enjoy running and isn't running you.
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Clothier Coaching's official podcast.
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Appointment only starts now.
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The episode that we said we're never gonna do this episode because it's too basic for our listener.
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Well, we're gonna do it because not not because we feel like we have to talk down, but because we've had a little bit of a change of scenery from the bottom.
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Life is different from the bottom.
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What's happening here?
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What kind of an intro is this?
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I'm so confused.
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Well, we did say this isn't this is an episode about all about consultations.
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I remember in what what's that line from Succession?
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Fuckle up, knucklehead.
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Or no, knuckle up, fucklehead.
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Yeah, knuckle up, fucklehead.
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We're talking about consultations.
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And there was a time where I think we just said we're not going to talk about that anymore.
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Everybody listening knows they shouldn't take consultations.
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Everybody knows that we don't.
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Well, you know what?
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No, you they no they don't.
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No, they don't.
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They don't.
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We posted something on Instagram that essentially said we don't take consultations.
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We never have.
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We never will.
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We never will either.
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I can tell you right now, if the requirement to do this job was that I had to have consultations in order to get sales, I promise you right now, and you're on board with this too, we would stop this.
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I would go find something else to do.
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I would do something else.
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I hate them that much.
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I might have zero skills, but I would figure out a way to live a life outside of running this business because I will never, I will never be told or be convinced that consultations need to happen in order for people to buy clothes.
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And here's the deal.
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I know you disagree.
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I I hear I hear from you.
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You you send me the DMs, we get the comments.
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I know.
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And that's okay.
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You're allowed to waste your time if you want.
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I just don't want to.
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And when we say, Oh, I just spilled on the front of my shirt.
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Whatever.
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I couldn't have more than one shirt.
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Hear you spill.
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I listened to the to it happen.
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And I wish I could take a time machine back and undo that.
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Or at least have my headphones on.
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Good thing I have more than one shirt to wear.
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Yeah, exactly.
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Do your clients have more than one shirt to wear?
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Every time I spill on myself, and actually just this is a new shirt.
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I just noticed there's like a little thing on it that was that came is from obviously the it's probably on the fabric.
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And who cares?
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I don't care.
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I don't care.
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So every time something happens to something I wear when I rip a pair of pants or I get a pull in a jacket or I spill coffee on myself, I'm always so relieved because I'm like, yes, this is another story I can tell.
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Uh to a horror story that I can sort of point out to my clients why you're not all set if you have one custom shirt or why one jacket isn't gonna cut it.
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So back to consultations.
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Back to consultations.
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I know you disagree.
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It's everyone always does.
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We know it's an unpopular opinion.
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Before I hit publish on that uh that post, I was like, oh boy, here we go.
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And you, oh boy, you didn't disappoint.
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Thank you, regulars.
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But here's the here's the deal.
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I also can tell, by the way, when those of you who are are trolls and you know who you are, are commenting and just also not listening to the podcast.
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Oh, yeah, absolutely.
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Whether you're a troll or here's the deal.
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We're never gonna pay the troll toll.
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So you can feel free to be in the comments, trolls.
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You ain't getting paid.
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We are not gonna pay the troll toll.
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Because I don't want, I don't, I don't want what's on the other side of that.
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There isn't if you know, you know.
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There isn't always sunny referencing.
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We're not gonna say the sunny.
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I don't want that.
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So sorry, troll.
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Not gonna happen.
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But here's the deal.
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Here's sort of the recent, it's not recent revelation.
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There are people out there who don't want to run businesses without consultations.
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They I think they prefer having consultations because of the relationship side of it.
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There are people that like that.
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And that exists, and that is okay.
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That's just not us.
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And I'm not gonna say that because we don't take consultations with people, that means we don't care about people.
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Because that's also not true.
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But we don't see what we do as a relationship first.
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We see what we do as we are able to meet certain people's needs.
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And certain people are willing to commit to that ahead of time, whether we have a relationship or not.
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Well, speak it's so funny that you're using this this language because one of the comments we got on this post, and you you did mention, you know who you are, you mentioned, oh, yeah, maybe it was a bad analogy.
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I, you know, I'm not sure if I said that well.
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But it was funny because they basically said, like, I see it as kind of you're starting a new relationship consultations, you're starting a new relationship and you're dating.
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And I said, We we disagree on how you see that.
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We don't see working with people as a relationship, we see it as our job.
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Of course, if you work with them long enough, you learn about them, it becomes a relationship.
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But the first time I see them, I don't see it as though we're dating.
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I said in my comment back to this person, we aren't dating them.
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They have a need and we can meet it for them.
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They need to trust us to do our job.
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We're not trying to marry them.
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And that's true.
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And two things can be true.
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There can be custom clothiers out there who run their business that way.
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Like relationship first, need meeting second.
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And I see, I see the benefit there.
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I think where we did where we disagree from a fundamental perspective is the right types of clients, like the consultations that you are doing are probably all wedding clients who are comparing you to this place over there and that place over there, and and they're getting all of these bids, and you're just another stop along the way.
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We don't have relationships, we uh collectively here, you too.
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We collectively we don't have relationships with wedding buyers because we, for the most part, don't see them again.
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And there's nothing wrong with that either.
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And there's nothing wrong with naming that and admitting that our best clients, none of them ever started as a wedding buyer and turned into a really great client of ours.
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We have great relationships with a lot of our clients, but it didn't start because we had a really in-depth consultation first, it started because there was trust the moment they walked through the door on both ends.
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On both ends.
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We trusted that they got the emails, they were ready to do business, they were ready to listen to the experts, they were ready to meet some needs.
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They trusted that we know what we're doing, that we're gonna have a process for them, that we're gonna take their time seriously, and that we're gonna be able to meet their needs.
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Trust is a really important part here of a relationship, of a personal relationship, of a business relationship.
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Trust is huge.
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And when we eliminate consultations and we say we're not gonna do that first, we there's no point.
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We're essentially requiring people get to the let to the level of trusting us first and trusting that we trust ourselves.
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If we were allowing people to come in, kick tires, and leave, and they would because our prices are so much higher than what anywhere else they're gonna go, they are not trusting this.
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This is not how it's gonna go.
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And what happens when you open yourself up to consultations?
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I'm just gonna say this, and then I'm gonna point out where you're coming from, where you're you're already coming at us about why we shouldn't, why we should change our perspective on consultations.
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What happens if you're a business that takes consultations and that's just part of what you do is what are you trying to convince them of?
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You're trying to convince them to purchase whatever your lowest priced option is.
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You're not trying to convince them to pay for what you actually want to sell.
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You're trying to make a sale on the lowest possible thing.
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And then they're gonna take that low dollar amount and go price shop that around.
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And maybe they'll be back or maybe they won't.
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But even if they do come back, you made a low-end sale.
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Congratulations.
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That's not a win.
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What you're coming at me with, with some of the comments, and you know what I will say is the majority, the vast majority of what I hear uh on from any of you is agreement.
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But I also hear a lot of trepidation because there's an uncertainty on what to do next.
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There's an agreement, and we did put a poll on Instagram too, and I have that pulled up.
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We have the the over half of you said yes.
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The equivalent of 76% of you.
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Well, the vast majority said, yes, I agree with the fact that we don't want to take consultations, but I don't know how to change it.
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So that's where most custom clothiers that I'm hearing from are living, is they know they shouldn't, or they at least know they don't want to, but they don't feel empowered to do anything about it because they don't know what to do.
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There is a small portion of people out there who completely hate this take.
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And I'm sure every time we say it, which must be a lot, they probably are.
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Yes, it's a lot.
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It's a lot.
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They're probably just completely rolling their eyes, and they hate every time we say anything about it because they supposedly like it or something.
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And they're coming from probably what Danny was saying, where it's really more of a relationship thing.
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Also, also just gonna be completely transparent here.
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This is for appointment-only businesses.
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Right.
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This is not for retail.
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If you're in retail, of course, you're gonna have people coming through that aren't ready to sit down and spend$10,000.
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And you've got to entertain them and you've got to engage them.
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And if they have questions about custom, you've got to answer the questions.
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That's not what we're talking about.
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Also, by the way, if you're in retail, we have we have actually outlined a strategy for how to at least get to the bottom of the tire kicking and eliminate the the complete time wasters from any significant chunk of your day.
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I believe we outline that in the clothier kingdom in one of the trainings.
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It's either that or million-dollar manual.
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I can't remember.
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I can't remember either.
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But I'm not saying if you are in a retail store and you're sitting and people walk in and out all day long that this is gonna work for you.
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I'm not that's not what I'm saying.
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I'm saying for those of us who and do I even need to say this?
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I think I might.
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Those of you who are going to people, oh, mobile, mobile clothiers who are going to people for a consultation.
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Are you crazy?
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Thank you for moving your mic when you screamed.
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Are you crazy?
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Are you crazy?
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It's like an ASMR.
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Are you fucking crazy for doing that?
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But seriously, how?
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Why?
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You don't have to, you don't have to.
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Okay?
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Starting today, you no longer do that.
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But here's here's the thing, because I do want to acknowledge that there are there are people out there who are running successful businesses and they supposedly really l enjoy and require the consultation piece first.
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We aren't gonna see eye to eye here.
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I am 100% set in my ways at this point, as are you.
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Have you ever tried to argue with your uncle about politics on Facebook?
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No one's changing each other's minds here.
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That's the situation that we're in.
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There are people who exist that that operate this way, and you're running a successful business doing it.
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I I've never I I I I don't know that.
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I mean, I would assume so.
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I'm just gonna be devil's advocate here.
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Coming from where they're coming from, maybe, maybe I might be wrong.
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But maybe part of you is saying, well, I have to do a consultation to make sure we're aligned.
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Right.
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Pre-qualification consultation, which goes both ways.
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Totally get that.
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But what I'm saying is you don't have to have an appointment for that.
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You don't have to sit down and do that.
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You can have the information they need, all of the information they could possibly need on your website.
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You could also implement what we've done, what we figured out, and boy, did it take a long time to figure this out.
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Years of tweaking and changing and this, and we're gonna change this sentence.
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And oh, this, so we better add this, and we better bold this text, and we better rearrange the emails.
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The pre-fitting emails that every single client, I don't care if you're the head coach of the Vikings or if you're a groom, every single client gets the exact same email.
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And boy, oh boy, is that the MVP of what we do?
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We don't have to sit down and talk about your needs and have a consultation to make sure we're aligned because that email is going to do it for us.
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All that to say, there are clearly people out there who disagree with the take that you don't need to take consultations and you shouldn't be taking them because they have experienced apparently the positive side of what doing consultations with frequency can yield.
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I have not.
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I have only been on the negative side of that because I expect when people come they're ready to do business.
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And I don't need to use my time when I'm wearing a suit to pre-qualify.
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We aren't going to agree because I have experienced the other side where I have experienced what it looks like to run a successful business and do zero consultations.
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And every time somebody's walking in, I know they're committed to me.
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I know that they trust me, I know they're ready to do business, and I know that I'm not wearing a suit to sing and dance and try to sell my low-end stuff.
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And I have experienced the positive side of that side of the coin.
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So of course I'm not going to see your side.
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We disagree foundationally at our core of how we believe you run successful businesses in this industry.
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We disagree.
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Fundamentally, how we've experienced great clients who buy the access point and the on-ramp into that.
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We have experienced different ways of getting them there.
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Our way works.
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Your way apparently works.
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But guess I'm never going to experience it because I'm never going to go back.
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I'm never, well, we never even did consultations when we were brand new.
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I mean, because even when we were dead once on accident and we said, we're never doing this, it's crazy.
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We're never doing this again.
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So I I do want to acknowledge that there are people out there who say, I this is part of what I do, I enjoy it, I actually really do enjoy it.
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But most of you, most of you, are saying this is part of what I do.
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I don't enjoy it.
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And I want to change it, but I don't know how.
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Right.
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That's what the equivalent of 76% of the custom clothiers out there have said.
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And we're saying we hear you and we know that feeling because I remember when we felt that.
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And boy, does that feel like uh let me just reverse back to something you said.
00:17:19.599 --> 00:17:24.000
Oh I made a really hell of a lot more than one consultation.
00:17:24.240 --> 00:17:24.640
No, no, no.
00:17:24.720 --> 00:17:26.480
I'm not saying it's only ever happened once.
00:17:26.640 --> 00:17:31.440
What I'm saying is the first time it happened, we said, this is not the business we're gonna run.
00:17:31.599 --> 00:17:33.039
No, we need to figure this out.
00:17:33.200 --> 00:17:34.559
We need to, yes.
00:17:34.880 --> 00:17:45.279
That being said, even with our awesome emails, even with that language on our website, even with all of that, every once in a while someone will slip through the cracks because they are in consultation mode.
00:17:45.359 --> 00:17:50.559
They'll they'll think that's what we're about to do, and they're not ready to buy, and it is what it is.
00:17:50.720 --> 00:17:54.160
And I feel absolutely used and abused in that situation.
00:17:54.400 --> 00:17:55.200
And you know what?
00:17:55.279 --> 00:17:57.599
We've just started to do when we're getting that sense.
00:17:57.759 --> 00:18:00.480
It just actually happened this week or last week.
00:18:00.720 --> 00:18:05.200
I was getting a weird vibe, and I'm about 95% right.
00:18:05.440 --> 00:18:07.119
This was a five percenter, though.
00:18:07.279 --> 00:18:10.319
Sitting down, we're talking, I'm like, this is I'm not getting a good vibe here.
00:18:10.400 --> 00:18:11.039
Something's wrong.
00:18:11.119 --> 00:18:13.519
So I said, Hey, did you have a chance to read through the emails?
00:18:13.680 --> 00:18:14.480
Yeah, I sure did.
00:18:14.640 --> 00:18:16.000
Okay, do you have any questions about that?
00:18:16.160 --> 00:18:19.200
Do you have any questions about the experience or any of the expectations?
00:18:19.359 --> 00:18:21.119
No, I'm ready to do it.
00:18:21.440 --> 00:18:22.319
Okay, all right.
00:18:22.480 --> 00:18:25.839
And he was great, but there's no shame in saying that.
00:18:26.000 --> 00:18:29.920
There's no shame in when you get to the point and you're it's very clear.
00:18:30.079 --> 00:18:34.160
I mean, they're they're gonna you might have to ask some loaded questions.
00:18:34.319 --> 00:18:35.839
Oh, what else are you up to today?
00:18:35.920 --> 00:18:38.000
Well, sometimes they'll offer it up.
00:18:38.160 --> 00:18:43.759
I mean, one of the times it was we were measuring someone, and right after the measuring, because we measure first.
00:18:44.160 --> 00:18:45.359
That's what we do.
00:18:45.599 --> 00:18:50.799
Right after the measuring, the person this guy was with is like, when you don't take consultations, you can measure first.
00:18:50.880 --> 00:18:51.200
Yeah.
00:18:51.359 --> 00:18:53.680
If you take consultations, don't bother.
00:18:53.920 --> 00:18:54.960
Exactly.
00:18:55.119 --> 00:18:58.160
But we measure first, and he's like, wow, that was so many more measurements than the other place.
00:18:58.319 --> 00:19:00.000
We're like screaching halt.
00:19:00.640 --> 00:19:01.839
Like, tell me more.
00:19:02.000 --> 00:19:02.559
What other place?
00:19:02.720 --> 00:19:04.319
Oh, so you're suit chopping today.
00:19:04.400 --> 00:19:06.160
Okay, so where's your head at?
00:19:06.240 --> 00:19:07.039
Oh, okay, all right.
00:19:07.119 --> 00:19:09.119
Well, I don't know that there's anything more for us today.
00:19:09.359 --> 00:19:09.599
What?
00:19:09.680 --> 00:19:10.480
Are you serious?
00:19:10.720 --> 00:19:11.920
Oh, how rude.
00:19:12.160 --> 00:19:20.480
It's like, no, it's not so rude because you you got those emails and you whether you read them and are ignoring it, that's bad.
00:19:20.559 --> 00:19:24.000
Or whether you got the email and ignored it and didn't read it, that's also bad.
00:19:24.160 --> 00:19:25.440
So that's kind of rude.
00:19:25.599 --> 00:19:27.839
Yeah, because they always say, Oh, I guess I didn't know what to expect.
00:19:27.920 --> 00:19:31.680
It's like, that's why the email's titled What to Expect, dumbass.
00:19:32.400 --> 00:19:32.720
Right?
00:19:32.880 --> 00:19:33.599
Yeah, exactly.
00:19:33.759 --> 00:19:41.759
So it's not that we've only ever done one consultation, it happens every single year, at least once.
00:19:41.839 --> 00:19:42.960
It hasn't happened this year yet.
00:19:43.359 --> 00:19:43.839
I know.
00:19:44.079 --> 00:19:45.680
It hasn't happened yet this year.
00:19:46.000 --> 00:19:50.480
All this to say there are two sides to this issue.
00:19:50.880 --> 00:19:54.400
We are very firmly planted on ours.
00:19:54.559 --> 00:20:05.920
There are other people who are firmly planted on theirs, but actually, I've learned the majority of you clothiers are wanting to get over to our side, but don't know how to get there.
00:20:06.000 --> 00:20:08.079
They don't, you don't know the directions.
00:20:08.319 --> 00:20:10.720
And we're not going to read verbatim the email here.
00:20:10.799 --> 00:20:15.599
You can you have access to it if you're in Clothier Kingdom and it's clothiercoaching.com.
00:20:15.680 --> 00:20:19.680
You go there and you just you you have to go into the clothier kingdom and get the emails.
00:20:19.759 --> 00:20:20.240
You can have them.
00:20:20.400 --> 00:20:21.039
You can start.
00:20:21.119 --> 00:20:22.880
We we encourage you to copy and paste them.
00:20:22.960 --> 00:20:24.880
I mean, they were written that intentionally.
00:20:25.200 --> 00:20:30.400
But that was our off-ramp to consultations, was just implementing that.
00:20:30.640 --> 00:20:32.240
And it's amazing.
00:20:32.480 --> 00:20:33.920
And you know what I'll tell you too?
00:20:34.079 --> 00:20:36.000
Every time the email works, it's a bummer.
00:20:36.160 --> 00:20:36.799
Oh, absolutely.
00:20:36.960 --> 00:20:42.480
Every time we have someone in our calendar and then they get the emails and they respond, they're like, oh, this isn't what I was looking to do.
00:20:42.559 --> 00:20:45.359
I was actually just looking to get an idea of what you had.
00:20:45.519 --> 00:20:46.240
That sucks.
00:20:46.400 --> 00:20:47.359
And I hate that.
00:20:47.680 --> 00:20:53.759
But you know what I hate more is going through the process and then not getting paid.
00:20:54.400 --> 00:20:56.559
And it's a little bit of know thyself.
00:20:57.039 --> 00:21:01.200
We were just in an appointment yesterday with someone, and oh my goodness.
00:21:01.519 --> 00:21:03.039
It was a it was a rough one.
00:21:03.359 --> 00:21:04.240
It was painful.
00:21:04.559 --> 00:21:06.079
What was the grand total on that?
00:21:06.240 --> 00:21:07.599
Uh 6,500.
00:21:07.920 --> 00:21:09.839
Yeah, which is great, right?
00:21:10.240 --> 00:21:10.880
It's not bad.
00:21:11.440 --> 00:21:16.240
I told Danny, I was like, whoa, I don't remember the last time I had to work that hard for one suit.
00:21:16.799 --> 00:21:20.319
I can't imagine how it would have felt if I didn't know if I was getting paid at the end of it.
00:21:20.400 --> 00:21:21.680
Oh my goodness.
00:21:22.559 --> 00:21:23.440
Right, boy.
00:21:23.759 --> 00:21:24.160
Yeah.
00:21:25.039 --> 00:21:26.480
When I'm on, I am on.
00:21:27.279 --> 00:21:28.559
I am in this with you.
00:21:28.720 --> 00:21:33.759
We are checked into you, and we are giving you our very best.
00:21:34.240 --> 00:21:45.440
We're paying a lot of money to be in this beautiful shop, in this awesome neighborhood with a great experience and access to the absolute best fabrics that this industry has to offer.
00:21:45.680 --> 00:21:51.599
You you will receive free beverages, you will receive a great experience, a lot of expertise.
00:21:52.160 --> 00:21:59.759
Having put thought into how we look and what we're wearing, and how we are presented.
00:22:00.559 --> 00:22:04.319
To you, we are we are putting thought into that.
00:22:04.480 --> 00:22:09.200
We are, for the most part, freshly shaven, unless we're in that stage where it still looks okay.
00:22:09.440 --> 00:22:16.000
Danny's got this like sweet spot that he's always chasing where it's like a shadow where it's what is it, three days?
00:22:16.240 --> 00:22:17.519
Well, it makes it look like I have a jawline.
00:22:17.759 --> 00:22:22.240
Yeah, he's like he really likes his jawline if there's a certain day and he's blessing you with it today.
00:22:22.400 --> 00:22:23.279
Yeah, I've got it today.
00:22:23.440 --> 00:22:24.000
You're welcome.
00:22:24.160 --> 00:22:28.160
I actually like the way that, you know, just to be just to give you a little insight.
00:22:28.400 --> 00:22:33.279
I actually like the way that I look, generally speaking, uh freshly shaven.
00:22:34.000 --> 00:22:34.240
Gotcha.
00:22:34.400 --> 00:22:34.960
That's my preferred.
00:22:35.440 --> 00:22:40.079
I mean, you you're it's not we don't do this for free.
00:22:40.319 --> 00:22:42.160
And it's we love what we do.
00:22:42.319 --> 00:22:43.599
We love it just like you do.
00:22:43.759 --> 00:22:46.480
We love what we do, but we don't do it for fun only.
00:22:46.640 --> 00:22:48.079
We do it for money.
00:22:48.400 --> 00:22:50.480
And we don't do it for free.
00:22:50.799 --> 00:23:00.960
And you, I'm talking to a client here, a prospect, a person trying to get a consultation, you don't go to your job and do it for funsies either.
00:23:01.359 --> 00:23:02.880
Nobody does.
00:23:03.279 --> 00:23:04.480
Nobody goes to work.
00:23:04.799 --> 00:23:06.240
Can you imagine funsies?
00:23:06.559 --> 00:23:12.160
Can you imagine if this person who's reaching out to you and saying, I need a consultation to make sure you have the right green for my wedding?
00:23:12.480 --> 00:23:15.519
Can you imagine if their boss called them sharded?
00:23:16.160 --> 00:23:17.519
That's what that deserves.
00:23:17.680 --> 00:23:28.960
Can you imagine if their boss called them and said, Hey, you, I'm gonna need you to come in today, and I don't know if you're gonna be paid.
00:23:29.200 --> 00:23:30.960
I'll let you know at the end.
00:23:31.119 --> 00:23:34.799
Uh, but please come in, please show up, please do the job.
00:23:34.960 --> 00:23:43.119
Give your best, give your best, and I'm gonna have a lot of questions for you, and depending on the answers, I may or may not pay you.
00:23:43.359 --> 00:23:43.759
Thank you.
00:23:43.920 --> 00:23:44.640
See you soon.
00:23:45.839 --> 00:23:46.640
Hard pass.
00:23:46.960 --> 00:23:47.759
Who would do that?
00:23:47.920 --> 00:23:50.160
I mean, that's actually crazy.
00:23:50.720 --> 00:23:52.799
But that's what they're asking you to do.
00:23:53.039 --> 00:23:54.000
How insulting.
00:23:55.359 --> 00:23:56.559
You shouldn't do that.
00:23:57.359 --> 00:24:00.799
What does that say about you if you're willing to do that?
00:24:01.359 --> 00:24:05.039
It says you don't take your time seriously, you don't value your own expertise.
00:24:05.359 --> 00:24:06.240
Is that true?
00:24:06.799 --> 00:24:08.160
Is that how you see yourself?
00:24:08.799 --> 00:24:10.000
It's not how I see you.
00:24:10.640 --> 00:24:15.599
Yeah, it's even even listening to this, like listening to the podcast.
00:24:15.680 --> 00:24:16.880
We're trying to build you up.
00:24:17.200 --> 00:24:28.720
We're trying to, and we're trying to instill in you the permission that you may have been looking for to make those changes.
00:24:28.880 --> 00:24:31.279
And we've already told you, we've got the emails all written for you.
00:24:31.359 --> 00:24:32.079
You just got to get them.
00:24:32.319 --> 00:24:32.880
But you know what?
00:24:33.599 --> 00:24:35.279
You could also do write your own.
00:24:35.440 --> 00:24:39.839
Write your own, run it through chat, tweak it, run it through chat, tweak it.
00:24:40.079 --> 00:24:45.200
There, you don't have to be a phenomenal writer to come up with a phenomenal email script.
00:24:45.440 --> 00:24:53.440
We even if you are a phenomenal writer like we are, which I did, by the way, put our emails through chat and say, clean it up for absolutely make it more clear.
00:24:53.519 --> 00:24:56.079
And the stuff it was spitting back at me was ridiculous.
00:24:56.240 --> 00:24:58.880
So I just it's not better at all.
00:24:59.039 --> 00:25:04.480
Uh so uh, but you don't have to be a great writer, even if you are though, like we are.
00:25:04.799 --> 00:25:07.440
The responses you're gonna get to the email are sometimes rude.
00:25:07.680 --> 00:25:08.480
Yeah, they suck.
00:25:08.720 --> 00:25:11.440
Because the only people and it will offend people.
00:25:11.680 --> 00:25:15.519
It will, it'll offend people who weren't planning to buy anything.
00:25:15.759 --> 00:25:16.400
No big deal.
00:25:16.559 --> 00:25:23.279
The thing is, it's it's like it's it's written very in a very whoa, I can like hear you gulp.
00:25:23.599 --> 00:25:24.000
Sorry.
00:25:24.240 --> 00:25:27.920
It's written, it's written in a very approachable tone.
00:25:28.240 --> 00:25:34.640
So if somebody is gonna read it with the wrong tone, they're they're offended.
00:25:34.880 --> 00:25:42.000
I mean, it's going to offend people who want to come in and waste your time, who want to come in and kick tires.
00:25:42.079 --> 00:25:46.240
We always say your business can't kick ass if your clients kick tires.
00:25:46.880 --> 00:25:49.519
It's going to offend tire kickers.
00:25:49.680 --> 00:25:51.119
And that's the point.
00:25:51.839 --> 00:25:57.200
Because our email gets gets compliments from the right people.
00:25:57.359 --> 00:25:58.880
People come in laughing about it.
00:25:59.039 --> 00:26:03.519
They're like, oh, before we get started, I've got to hear why you why you have to send that email.
00:26:03.680 --> 00:26:05.119
I say, No, you don't.
00:26:05.359 --> 00:26:06.319
We don't have the time.
00:26:06.400 --> 00:26:07.680
Let's get let's get going.
00:26:08.000 --> 00:26:10.160
But it's it's one of those things.
00:26:10.319 --> 00:26:11.359
And and you know what?
00:26:11.519 --> 00:26:19.119
When you send an email like that, maybe an entire week will go by and all you get are fitting cancellations because of it.
00:26:19.279 --> 00:26:20.720
Maybe maybe an entire month.
00:26:20.960 --> 00:26:29.440
Oh, but that's a so much of a better outcome than having come in, suited up, gone through the process, you know, paid to park.
00:26:29.680 --> 00:26:39.279
Some of you pay to park, you're paying for drinks for people, going through this, singing and dancing, giving them all sorts of information that they're going to go shop around, and then they leave.
00:26:39.519 --> 00:26:41.839
I would so much rather have no appointments than do that.
00:26:42.079 --> 00:26:43.200
Count the cost.
00:26:43.920 --> 00:26:45.359
Literally do it.
00:26:45.759 --> 00:26:47.200
Every single day you're at work.
00:26:47.279 --> 00:26:51.359
I want you to take your rent and your utilities, divide it by 31, all right?
00:26:51.599 --> 00:26:57.440
Before you've even put your, before you've even walked out to your fitting area, you've spent that amount of money.
00:26:57.599 --> 00:27:00.960
For us, we eat breakfast next door, we get coffees next door.
00:27:01.119 --> 00:27:08.559
It that ends up being, you know, 30, 40 bucks every single day before we even see anybody, we've spent that amount of money.
00:27:08.799 --> 00:27:12.799
We're wearing suits that we bought for this business.
00:27:13.039 --> 00:27:13.920
You got kids?
00:27:14.079 --> 00:27:15.440
Are they in daycare?
00:27:15.839 --> 00:27:16.319
Yeah.
00:27:16.640 --> 00:27:18.319
Gas to and from.
00:27:18.880 --> 00:27:21.359
You know, there is a cost here.
00:27:21.680 --> 00:27:24.480
I am not doing this for free or for fun.
00:27:24.799 --> 00:27:25.119
No.
00:27:25.359 --> 00:27:28.880
I am not buying a$40 breakfast for the two of us, of course.
00:27:29.039 --> 00:27:30.160
A$20 breakfast.
00:27:30.319 --> 00:27:31.359
It's not even a good breakfast.
00:27:31.440 --> 00:27:32.559
It's just expensive.
00:27:33.200 --> 00:27:40.799
I'm not doing that so I can give you the expertise that I have spent well over a decade getting.
00:27:41.039 --> 00:27:48.079
I'm not showing you fabrics that I have spent over a decade selling these cloths so I have access to.
00:27:48.240 --> 00:27:50.799
I'm not turning the lights on for you that I'm paying for.
00:27:50.880 --> 00:27:55.440
I'm not offering you LaCroix or drinks that I bought.
00:27:55.680 --> 00:27:59.839
I'm not doing that so that you get to have something for free.
00:28:00.000 --> 00:28:01.440
It's just not happening.
00:28:01.680 --> 00:28:05.119
If you don't want to pay for it, I don't want you to have it.
00:28:05.359 --> 00:28:09.759
We just spent a good amount of time with uh our mentor who said that to us once.
00:28:10.000 --> 00:28:11.519
Jeff Jeff Nicholson.
00:28:11.759 --> 00:28:12.559
He doesn't even remember saying that.
00:28:12.880 --> 00:28:13.599
He doesn't remember saying it.
00:28:13.680 --> 00:28:14.240
I've told him before.
00:28:14.319 --> 00:28:16.000
I was like, thank you so much for changing my life.
00:28:16.160 --> 00:28:16.880
He's like, What?
00:28:17.119 --> 00:28:18.240
Jeff Nicholson.
00:28:18.319 --> 00:28:20.559
I'm wearing one of the Hampstead collection.
00:28:20.640 --> 00:28:24.880
That's one of his new This is probably the first time anyone's ever seen this because we just got the box today.
00:28:24.960 --> 00:28:26.000
He was just here.
00:28:26.240 --> 00:28:27.839
We just did an order.
00:28:27.920 --> 00:28:29.839
So this is actually for next spring summer.
00:28:29.920 --> 00:28:31.920
So this is a year, a year in advance.
00:28:32.240 --> 00:28:35.200
Doesn't this tie just absolutely crush perfect with that?
00:28:35.440 --> 00:28:35.920
It's awesome.
00:28:36.079 --> 00:28:38.559
If you don't want to pay for it, I don't want you to have it.
00:28:38.720 --> 00:28:42.000
If you don't want to pay for it, I don't want to have a meeting with you.
00:28:42.960 --> 00:28:50.000
And I'm not gonna spend my time trying to convince you that you should want to pay for it.
00:28:50.240 --> 00:28:52.240
You either want to pay for it or you don't.
00:28:52.480 --> 00:28:55.119
Also, by the way, we didn't cold call you.
00:28:55.359 --> 00:28:55.599
Right.
00:28:55.759 --> 00:28:56.640
You reached out to me.
00:28:56.799 --> 00:28:58.559
We didn't beg you to come in for a meeting.
00:28:58.640 --> 00:28:59.519
You reached out to me.
00:28:59.599 --> 00:29:02.160
You presumably want to use me, right?
00:29:02.319 --> 00:29:04.240
Okay, so do you trust me or not?
00:29:04.880 --> 00:29:06.240
It's a yes or a no.
00:29:06.559 --> 00:29:12.640
This is not an industry where industry standard has to apply.
00:29:13.359 --> 00:29:17.359
There are industries out there where it's just part of the job.
00:29:17.680 --> 00:29:22.960
You know, if you're a if you are a let's just call it a landscaper, right?
00:29:23.599 --> 00:29:26.240
Part of the job is giving bids.
00:29:26.319 --> 00:29:26.640
Yeah.
00:29:26.799 --> 00:29:30.880
Showing up to houses that you may or may not ever come back to.
00:29:31.039 --> 00:29:37.519
If you sell windows, part of the job is you're showing up to houses that you may or may not install windows on.
00:29:37.599 --> 00:29:38.720
It's just, it's just part of it.
00:29:38.880 --> 00:29:42.559
Wedding vendors, that's part of the wedding vendor gig as well.
00:29:42.799 --> 00:29:51.519
And that's why we are so adamant about the fact that we're not wedding vendors because the majority of our appointments and the majority of our income doesn't have anything to do with weddings.
00:29:51.680 --> 00:29:56.480
So, no, we're not wedding vendors, but of course we can do your wedding suit if you want to follow our process.
00:29:56.720 --> 00:30:03.839
But there are there are certain things that are quote unquote industry standard in this industry that there are no rules.
00:30:04.079 --> 00:30:06.319
You don't have to do it that way.
00:30:06.559 --> 00:30:10.799
Consultations, I don't even know if that's industry standard or not, but we don't do them.
00:30:12.319 --> 00:30:17.599
Paying half up front and half at delivery, that might be industry standard, but we don't do it that way.
00:30:17.759 --> 00:30:20.960
We don't want to be a standard operating business in this industry.
00:30:21.039 --> 00:30:22.720
We want to be exceptional.
00:30:22.960 --> 00:30:27.680
We want we want to run a better business than most other businesses in this industry.
00:30:27.920 --> 00:30:38.079
So there are inevitably gonna be things that aren't standard operating procedures that we have to figure out a way to do a little bit differently and a little bit better.
00:30:38.480 --> 00:30:43.680
And consultations are one of those things where I'm not gonna do it.
00:30:44.000 --> 00:30:45.599
I don't need to do it.
00:30:46.079 --> 00:30:53.279
I don't need to do it because there's enough information online and you either trust me or you don't.
00:30:53.759 --> 00:30:58.240
And that's where relationships start, I believe, in this business.
00:30:58.480 --> 00:31:03.200
It's I don't believe that in you know, personal relationships, they all start with a whole bunch of trust.
00:31:03.440 --> 00:31:04.319
You know, the trust gets built.
00:31:05.759 --> 00:31:12.880
But in this business, you can start the relationship with a mutual trust and a mutual understanding before you ever meet in person.
00:31:13.279 --> 00:31:23.759
It is possible if you've done the right thing in providing information that's accessible on a website, in emails, and let me etc.
00:31:24.000 --> 00:31:25.359
And let me say it again.
00:31:26.079 --> 00:31:32.720
When you start saying, I don't take consultations, there will be people who don't book with you.
00:31:32.960 --> 00:31:33.599
Oh yeah.
00:31:33.839 --> 00:31:40.640
There will be people who are currently booked with you, and then they get that information and they cancel.
00:31:41.359 --> 00:31:44.240
That 100% will happen.
00:31:44.480 --> 00:31:44.960
I promise you.
00:31:45.279 --> 00:31:49.279
Send the expectations email to everyone that you have in your hopper right now.
00:31:49.680 --> 00:31:51.519
Send it right now, send it today.
00:31:51.839 --> 00:31:59.039
They will there will be some cancellation, some people will cancel, but the people who stay in, you know you're getting paid.
00:31:59.359 --> 00:32:07.039
And you can check in to that appointment, you can be present, you can enjoy yourself because the pressure's off because you're making money and you know you are.
00:32:07.200 --> 00:32:17.119
And by the way, here's the other thing too is people who are committed to buying are much more likely to buy more.
00:32:17.680 --> 00:32:26.480
Somebody who's not sure if they're even gonna buy anything to begin with, best case scenario, they buy the one thing for their wedding.
00:32:26.720 --> 00:32:39.839
The hardest decision a wedding groom has to make, as far as it is related to the suit goes, is not what color, what shade of green is it gonna be, or is it gonna be a two-piece suit or a three-piece suit?
00:32:40.079 --> 00:32:44.720
The hardest decision they have to make is when am I gonna actually buy this thing?
00:32:44.880 --> 00:32:47.039
And who am I gonna buy this thing from?
00:32:47.279 --> 00:32:57.119
If we can get them in when they've when we've already required they make the hardest decision they have to make in the entire process, the rest is easy.
00:32:57.279 --> 00:33:06.559
And they are so much more able and willing to buy additional things or to, or to add the vest, or to, oh, you know what, I thought it was gonna be this color, but I'm actually really liking this.
00:33:06.720 --> 00:33:07.759
Let's do that instead.
00:33:08.000 --> 00:33:12.559
Everything else feels like a cakewalk because they've already made that tough decision.
00:33:12.640 --> 00:33:17.200
I mean, think about it in terms of any big decision you can make.
00:33:17.519 --> 00:33:26.000
When you finally make it, you finally spend the money, doesn't there's just like kind of a sense of relief where you're like, okay, finally I did that thing that I should have been doing.
00:33:26.160 --> 00:33:26.319
Yeah.
00:33:26.480 --> 00:33:27.680
There's big relief.
00:33:27.839 --> 00:33:35.279
You know, I finally hired the landscaper, or I finally bought the car, or I finally booked that trip that we've been talking about, finally paid for those flights.
00:33:35.759 --> 00:33:37.039
That feels good to have that off my plate.
00:33:37.279 --> 00:33:39.839
Just feel there's an element of relief, and that's the hardest part.
00:33:39.920 --> 00:33:42.160
Is like, when am I going to actually do this thing though?
00:33:42.319 --> 00:33:44.160
I've been thinking about it for so damn long.
00:33:44.319 --> 00:33:47.039
It's like I time to take some action, right?
00:33:47.359 --> 00:33:52.160
You know, we we're sitting here telling custom clothiers, take some, take some action.
00:33:52.480 --> 00:33:55.680
Don't just think about it, do it.
00:33:56.160 --> 00:34:00.480
And we can have versions of those conversations to our clients too.
00:34:00.559 --> 00:34:02.240
Like it's time to take action now.
00:34:02.319 --> 00:34:05.359
Like when you're in my calendar, it's action time.
00:34:05.519 --> 00:34:08.800
We just wanted to fill you in on where we're coming from.
00:34:08.880 --> 00:34:12.320
And we know that this perspective is unpopular because you tell me.
00:34:12.559 --> 00:34:21.199
And we know that some of you are as set in your ways as we are in ours, but the majority of you are in this place where you're still doing it, even though you don't want to.
00:34:21.360 --> 00:34:24.000
And I said a few minutes ago, know thyself.
00:34:24.800 --> 00:34:37.599
Think for a second about what might change for you in your next appointment if you weren't wondering if you were gonna make a sale, but instead you knew you were gonna make a sale.
00:34:37.920 --> 00:34:45.199
It was just a matter of how successfully you were able to execute your sales process and how many items you were gonna sell.
00:34:45.440 --> 00:34:47.440
Do you think that might feel more enjoyable?
00:34:47.679 --> 00:34:51.199
Do you think it might do you think it might show?
00:34:51.920 --> 00:35:02.079
Do you think that that customer, that client you're working with might have a better experience if you're having a better experience because you're not wondering if you're gonna make any money?
00:35:03.119 --> 00:35:04.719
I think the answer is yes.
00:35:05.119 --> 00:35:06.000
I know the answer is.
00:35:06.320 --> 00:35:08.000
I think the sky is the limit.
00:35:08.159 --> 00:35:17.199
If you just bite the bullet, send those emails, get the tire kickers out of your way and start kicking some ass.
00:35:17.760 --> 00:35:29.119
I think you might realize that life looks a whole lot different when you're able to run a business rather than let the business run you.
00:35:29.760 --> 00:35:39.599
And we're not trying to convince those of you who run a successful business and consultations are a humongous part of it, and you never you don't want to change.
00:35:39.760 --> 00:35:42.239
I'm not trying to convince those of you who don't want to change to change.
00:35:42.400 --> 00:35:51.519
There are a lot of things out there that we do and don't do that other people are very successful, more successful than us, that they have chosen to do differently.
00:35:51.679 --> 00:35:52.960
That's great.
00:35:53.519 --> 00:35:55.599
Do it if it works for you.
00:35:55.760 --> 00:35:56.079
Yeah.
00:35:56.239 --> 00:36:00.480
I'm not trying to convince, I'm not trying to convince everybody of this.
00:36:00.800 --> 00:36:08.719
I'm trying to communicate that those of you who know that you don't want to do consultations anymore, you don't have to.
00:36:09.760 --> 00:36:15.519
And life is pretty great when you don't have to wonder if you're gonna get paid or not.
00:36:15.840 --> 00:36:18.079
Well, that's all for this appointment.
00:36:18.320 --> 00:36:19.760
We will see you at your next one.
00:36:19.920 --> 00:36:44.480
If you're a custom clothier and you want to be more profitable, less stressed, and work with more of your target demographic client who spends more and buys more often, we share our exact strategies on how to do that in our resources available now on clothiercoaching.com, including Million Dollar Manual, our playbook for turning your sixth-figure business into a custom clothing business that makes more than a million dollars every year.
00:36:44.639 --> 00:36:54.880
For higher touch, more direct access to us, we have a small mentorship group called Luxury Clothier Collective, where we're actively helping clothiers around the country become their markets leader.
00:36:54.960 --> 00:37:02.320
If you're serious about finally building that profitable luxury custom clothing business you've always wanted, this is your next move.
00:37:02.480 --> 00:37:05.440
Join the wait list and we'll let you know when enrollment opens again.
00:37:05.599 --> 00:37:06.960
Thanks for listening.
00:00:00.000 --> 00:00:05.360
Can you imagine if their boss called them and said, hey, you, I'm gonna need you to come in today.
00:00:05.599 --> 00:00:08.720
And I don't know if you're gonna be paid.
00:00:08.880 --> 00:00:10.000
I'll let you know at the end.
00:00:10.160 --> 00:00:16.800
But please come in, please show up, please do the job, give your best, give your best, and I'm gonna have a lot of questions for you.
00:00:16.960 --> 00:00:20.480
And depending on the answers, I may or may not pay you.
00:00:20.719 --> 00:00:21.039
Thank you.
00:00:21.199 --> 00:00:21.839
See you soon.
00:00:22.079 --> 00:00:28.640
This is Appointment Only, the podcast for custom clothiers and entrepreneurs building profitable high-end businesses.
00:00:28.800 --> 00:00:35.679
If you want control, profitability, and freedom from what feels like an endless hustle, this is for you.
00:00:35.840 --> 00:00:41.200
We're Kenny and Danny, twin brothers from day one and business partners for more than 15 years.
00:00:41.359 --> 00:00:47.759
We're sharing insights from our own experiences as luxury custom clothiers who built our own business from nothing.
00:00:47.920 --> 00:00:55.840
The highs, the lows, and what we've learned along the way that will help you build a high-end business you actually enjoy running and isn't running you.
00:00:56.000 --> 00:00:58.479
Clothier Coaching's official podcast.
00:00:58.640 --> 00:01:00.719
Appointment only starts now.
00:01:05.200 --> 00:01:16.319
The episode that we said we're never gonna do this episode because it's too basic for our listener.
00:01:16.560 --> 00:01:30.879
Well, we're gonna do it because not not because we feel like we have to talk down, but because we've had a little bit of a change of scenery from the bottom.
00:01:31.200 --> 00:01:32.799
Life is different from the bottom.
00:01:33.120 --> 00:01:34.560
What's happening here?
00:01:34.959 --> 00:01:36.560
What kind of an intro is this?
00:01:36.959 --> 00:01:37.920
I'm so confused.
00:01:38.159 --> 00:01:42.799
Well, we did say this isn't this is an episode about all about consultations.
00:01:43.280 --> 00:01:46.959
I remember in what what's that line from Succession?
00:01:48.000 --> 00:01:48.959
Fuckle up, knucklehead.
00:01:49.040 --> 00:01:50.879
Or no, knuckle up, fucklehead.
00:01:50.959 --> 00:01:52.400
Yeah, knuckle up, fucklehead.
00:01:52.560 --> 00:01:54.159
We're talking about consultations.
00:01:54.480 --> 00:01:58.879
And there was a time where I think we just said we're not going to talk about that anymore.
00:01:59.040 --> 00:02:01.359
Everybody listening knows they shouldn't take consultations.
00:02:01.439 --> 00:02:03.439
Everybody knows that we don't.
00:02:03.680 --> 00:02:04.719
Well, you know what?
00:02:05.040 --> 00:02:06.159
No, you they no they don't.
00:02:06.400 --> 00:02:06.879
No, they don't.
00:02:06.959 --> 00:02:07.519
They don't.
00:02:07.760 --> 00:02:12.400
We posted something on Instagram that essentially said we don't take consultations.
00:02:12.479 --> 00:02:13.439
We never have.
00:02:13.759 --> 00:02:14.400
We never will.
00:02:14.560 --> 00:02:15.680
We never will either.
00:02:15.919 --> 00:02:28.000
I can tell you right now, if the requirement to do this job was that I had to have consultations in order to get sales, I promise you right now, and you're on board with this too, we would stop this.
00:02:28.240 --> 00:02:29.599
I would go find something else to do.
00:02:29.840 --> 00:02:30.800
I would do something else.
00:02:31.039 --> 00:02:32.080
I hate them that much.
00:02:32.240 --> 00:02:50.240
I might have zero skills, but I would figure out a way to live a life outside of running this business because I will never, I will never be told or be convinced that consultations need to happen in order for people to buy clothes.
00:02:50.479 --> 00:02:51.120
And here's the deal.
00:02:51.199 --> 00:02:52.000
I know you disagree.
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I I hear I hear from you.
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You you send me the DMs, we get the comments.
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I know.
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And that's okay.
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You're allowed to waste your time if you want.
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I just don't want to.
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And when we say, Oh, I just spilled on the front of my shirt.
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Whatever.
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I couldn't have more than one shirt.
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Hear you spill.
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I listened to the to it happen.
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And I wish I could take a time machine back and undo that.
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Or at least have my headphones on.
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Good thing I have more than one shirt to wear.
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Yeah, exactly.
00:03:17.280 --> 00:03:19.280
Do your clients have more than one shirt to wear?
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Every time I spill on myself, and actually just this is a new shirt.
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I just noticed there's like a little thing on it that was that came is from obviously the it's probably on the fabric.
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And who cares?
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I don't care.
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I don't care.
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So every time something happens to something I wear when I rip a pair of pants or I get a pull in a jacket or I spill coffee on myself, I'm always so relieved because I'm like, yes, this is another story I can tell.
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Uh to a horror story that I can sort of point out to my clients why you're not all set if you have one custom shirt or why one jacket isn't gonna cut it.
00:03:58.800 --> 00:04:00.000
So back to consultations.
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Back to consultations.
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I know you disagree.
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It's everyone always does.
00:04:04.159 --> 00:04:05.599
We know it's an unpopular opinion.
00:04:05.840 --> 00:04:11.360
Before I hit publish on that uh that post, I was like, oh boy, here we go.
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And you, oh boy, you didn't disappoint.
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Thank you, regulars.
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But here's the here's the deal.
00:04:15.919 --> 00:04:25.839
I also can tell, by the way, when those of you who are are trolls and you know who you are, are commenting and just also not listening to the podcast.
00:04:26.079 --> 00:04:26.720
Oh, yeah, absolutely.
00:04:27.279 --> 00:04:28.800
Whether you're a troll or here's the deal.
00:04:28.959 --> 00:04:30.720
We're never gonna pay the troll toll.
00:04:30.959 --> 00:04:34.319
So you can feel free to be in the comments, trolls.
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You ain't getting paid.
00:04:35.839 --> 00:04:38.160
We are not gonna pay the troll toll.
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Because I don't want, I don't, I don't want what's on the other side of that.
00:04:42.480 --> 00:04:44.399
There isn't if you know, you know.
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There isn't always sunny referencing.
00:04:46.480 --> 00:04:47.199
We're not gonna say the sunny.
00:04:47.439 --> 00:04:48.319
I don't want that.
00:04:48.879 --> 00:04:50.319
So sorry, troll.
00:04:50.639 --> 00:04:51.519
Not gonna happen.
00:04:51.680 --> 00:04:52.639
But here's the deal.
00:04:52.800 --> 00:04:56.560
Here's sort of the recent, it's not recent revelation.
00:04:56.959 --> 00:05:06.000
There are people out there who don't want to run businesses without consultations.
00:05:06.720 --> 00:05:14.319
They I think they prefer having consultations because of the relationship side of it.
00:05:14.959 --> 00:05:16.879
There are people that like that.
00:05:17.360 --> 00:05:19.920
And that exists, and that is okay.
00:05:21.040 --> 00:05:22.959
That's just not us.
00:05:24.160 --> 00:05:31.759
And I'm not gonna say that because we don't take consultations with people, that means we don't care about people.
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Because that's also not true.
00:05:34.879 --> 00:05:41.040
But we don't see what we do as a relationship first.
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We see what we do as we are able to meet certain people's needs.
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And certain people are willing to commit to that ahead of time, whether we have a relationship or not.
00:05:56.720 --> 00:06:07.759
Well, speak it's so funny that you're using this this language because one of the comments we got on this post, and you you did mention, you know who you are, you mentioned, oh, yeah, maybe it was a bad analogy.
00:06:07.839 --> 00:06:10.800
I, you know, I'm not sure if I said that well.
00:06:10.959 --> 00:06:17.759
But it was funny because they basically said, like, I see it as kind of you're starting a new relationship consultations, you're starting a new relationship and you're dating.
00:06:18.000 --> 00:06:22.240
And I said, We we disagree on how you see that.
00:06:22.399 --> 00:06:27.040
We don't see working with people as a relationship, we see it as our job.
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Of course, if you work with them long enough, you learn about them, it becomes a relationship.
00:06:31.680 --> 00:06:34.560
But the first time I see them, I don't see it as though we're dating.
00:06:34.720 --> 00:06:38.639
I said in my comment back to this person, we aren't dating them.
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They have a need and we can meet it for them.
00:06:41.519 --> 00:06:43.439
They need to trust us to do our job.
00:06:43.600 --> 00:06:45.600
We're not trying to marry them.
00:06:46.160 --> 00:06:47.279
And that's true.
00:06:47.519 --> 00:06:49.680
And two things can be true.
00:06:49.839 --> 00:06:54.399
There can be custom clothiers out there who run their business that way.
00:06:54.560 --> 00:06:58.399
Like relationship first, need meeting second.
00:06:58.639 --> 00:07:01.519
And I see, I see the benefit there.
00:07:01.839 --> 00:07:24.160
I think where we did where we disagree from a fundamental perspective is the right types of clients, like the consultations that you are doing are probably all wedding clients who are comparing you to this place over there and that place over there, and and they're getting all of these bids, and you're just another stop along the way.
00:07:24.480 --> 00:07:28.399
We don't have relationships, we uh collectively here, you too.
00:07:29.040 --> 00:07:38.959
We collectively we don't have relationships with wedding buyers because we, for the most part, don't see them again.
00:07:39.439 --> 00:07:42.160
And there's nothing wrong with that either.
00:07:42.319 --> 00:07:57.519
And there's nothing wrong with naming that and admitting that our best clients, none of them ever started as a wedding buyer and turned into a really great client of ours.
00:07:57.839 --> 00:08:11.519
We have great relationships with a lot of our clients, but it didn't start because we had a really in-depth consultation first, it started because there was trust the moment they walked through the door on both ends.
00:08:11.839 --> 00:08:13.199
On both ends.
00:08:13.680 --> 00:08:24.480
We trusted that they got the emails, they were ready to do business, they were ready to listen to the experts, they were ready to meet some needs.
00:08:24.959 --> 00:08:34.960
They trusted that we know what we're doing, that we're gonna have a process for them, that we're gonna take their time seriously, and that we're gonna be able to meet their needs.
00:08:35.279 --> 00:08:44.320
Trust is a really important part here of a relationship, of a personal relationship, of a business relationship.
00:08:44.639 --> 00:08:46.240
Trust is huge.
00:08:47.039 --> 00:08:53.279
And when we eliminate consultations and we say we're not gonna do that first, we there's no point.
00:08:54.159 --> 00:09:03.919
We're essentially requiring people get to the let to the level of trusting us first and trusting that we trust ourselves.
00:09:04.399 --> 00:09:13.360
If we were allowing people to come in, kick tires, and leave, and they would because our prices are so much higher than what anywhere else they're gonna go, they are not trusting this.
00:09:13.519 --> 00:09:15.279
This is not how it's gonna go.
00:09:15.360 --> 00:09:18.480
And what happens when you open yourself up to consultations?
00:09:18.639 --> 00:09:28.720
I'm just gonna say this, and then I'm gonna point out where you're coming from, where you're you're already coming at us about why we shouldn't, why we should change our perspective on consultations.
00:09:28.879 --> 00:09:34.879
What happens if you're a business that takes consultations and that's just part of what you do is what are you trying to convince them of?
00:09:35.120 --> 00:09:38.960
You're trying to convince them to purchase whatever your lowest priced option is.
00:09:39.200 --> 00:09:42.879
You're not trying to convince them to pay for what you actually want to sell.
00:09:43.039 --> 00:09:46.240
You're trying to make a sale on the lowest possible thing.
00:09:46.399 --> 00:09:50.159
And then they're gonna take that low dollar amount and go price shop that around.
00:09:50.240 --> 00:09:52.159
And maybe they'll be back or maybe they won't.
00:09:52.240 --> 00:09:55.360
But even if they do come back, you made a low-end sale.
00:09:55.600 --> 00:09:56.320
Congratulations.
00:09:56.639 --> 00:09:57.759
That's not a win.
00:09:58.000 --> 00:10:09.120
What you're coming at me with, with some of the comments, and you know what I will say is the majority, the vast majority of what I hear uh on from any of you is agreement.
00:10:09.519 --> 00:10:15.759
But I also hear a lot of trepidation because there's an uncertainty on what to do next.
00:10:16.000 --> 00:10:19.840
There's an agreement, and we did put a poll on Instagram too, and I have that pulled up.
00:10:19.919 --> 00:10:24.240
We have the the over half of you said yes.
00:10:24.639 --> 00:10:26.879
The equivalent of 76% of you.
00:10:27.120 --> 00:10:35.120
Well, the vast majority said, yes, I agree with the fact that we don't want to take consultations, but I don't know how to change it.
00:10:35.440 --> 00:10:50.480
So that's where most custom clothiers that I'm hearing from are living, is they know they shouldn't, or they at least know they don't want to, but they don't feel empowered to do anything about it because they don't know what to do.
00:10:50.799 --> 00:10:56.320
There is a small portion of people out there who completely hate this take.
00:10:56.480 --> 00:11:00.320
And I'm sure every time we say it, which must be a lot, they probably are.
00:11:00.799 --> 00:11:01.840
Yes, it's a lot.
00:11:02.080 --> 00:11:02.639
It's a lot.
00:11:02.879 --> 00:11:15.120
They're probably just completely rolling their eyes, and they hate every time we say anything about it because they supposedly like it or something.
00:11:15.440 --> 00:11:20.240
And they're coming from probably what Danny was saying, where it's really more of a relationship thing.
00:11:20.639 --> 00:11:24.799
Also, also just gonna be completely transparent here.
00:11:25.200 --> 00:11:28.320
This is for appointment-only businesses.
00:11:28.480 --> 00:11:28.799
Right.
00:11:28.960 --> 00:11:30.080
This is not for retail.
00:11:30.240 --> 00:11:36.720
If you're in retail, of course, you're gonna have people coming through that aren't ready to sit down and spend$10,000.
00:11:37.120 --> 00:11:39.519
And you've got to entertain them and you've got to engage them.
00:11:39.600 --> 00:11:42.720
And if they have questions about custom, you've got to answer the questions.
00:11:42.879 --> 00:11:44.240
That's not what we're talking about.
00:11:44.480 --> 00:11:59.679
Also, by the way, if you're in retail, we have we have actually outlined a strategy for how to at least get to the bottom of the tire kicking and eliminate the the complete time wasters from any significant chunk of your day.
00:12:00.000 --> 00:12:04.080
I believe we outline that in the clothier kingdom in one of the trainings.
00:12:04.159 --> 00:12:05.759
It's either that or million-dollar manual.
00:12:05.840 --> 00:12:06.480
I can't remember.
00:12:06.720 --> 00:12:07.679
I can't remember either.
00:12:07.840 --> 00:12:16.159
But I'm not saying if you are in a retail store and you're sitting and people walk in and out all day long that this is gonna work for you.
00:12:16.320 --> 00:12:18.240
I'm not that's not what I'm saying.
00:12:18.320 --> 00:12:21.360
I'm saying for those of us who and do I even need to say this?
00:12:21.679 --> 00:12:22.480
I think I might.
00:12:23.279 --> 00:12:32.720
Those of you who are going to people, oh, mobile, mobile clothiers who are going to people for a consultation.
00:12:33.360 --> 00:12:34.480
Are you crazy?
00:12:34.879 --> 00:12:36.799
Thank you for moving your mic when you screamed.
00:12:37.039 --> 00:12:37.840
Are you crazy?
00:12:38.000 --> 00:12:39.039
Are you crazy?
00:12:39.279 --> 00:12:40.639
It's like an ASMR.
00:12:40.879 --> 00:12:43.200
Are you fucking crazy for doing that?
00:12:44.399 --> 00:12:46.159
But seriously, how?
00:12:46.720 --> 00:12:47.200
Why?
00:12:47.360 --> 00:12:49.840
You don't have to, you don't have to.
00:12:50.159 --> 00:12:50.480
Okay?
00:12:50.879 --> 00:12:53.759
Starting today, you no longer do that.
00:12:54.000 --> 00:13:09.679
But here's here's the thing, because I do want to acknowledge that there are there are people out there who are running successful businesses and they supposedly really l enjoy and require the consultation piece first.
00:13:10.240 --> 00:13:12.639
We aren't gonna see eye to eye here.
00:13:13.600 --> 00:13:19.360
I am 100% set in my ways at this point, as are you.
00:13:19.759 --> 00:13:23.840
Have you ever tried to argue with your uncle about politics on Facebook?
00:13:24.080 --> 00:13:26.320
No one's changing each other's minds here.
00:13:26.879 --> 00:13:28.799
That's the situation that we're in.
00:13:29.039 --> 00:13:38.159
There are people who exist that that operate this way, and you're running a successful business doing it.
00:13:38.480 --> 00:13:41.120
I I've never I I I I don't know that.
00:13:41.200 --> 00:13:42.159
I mean, I would assume so.
00:13:42.879 --> 00:13:44.240
I'm just gonna be devil's advocate here.
00:13:44.720 --> 00:13:47.600
Coming from where they're coming from, maybe, maybe I might be wrong.
00:13:48.080 --> 00:13:54.000
But maybe part of you is saying, well, I have to do a consultation to make sure we're aligned.
00:13:54.240 --> 00:13:54.559
Right.
00:13:54.879 --> 00:13:58.320
Pre-qualification consultation, which goes both ways.
00:13:58.559 --> 00:13:59.600
Totally get that.
00:13:59.840 --> 00:14:02.639
But what I'm saying is you don't have to have an appointment for that.
00:14:02.879 --> 00:14:04.639
You don't have to sit down and do that.
00:14:04.799 --> 00:14:11.840
You can have the information they need, all of the information they could possibly need on your website.
00:14:12.399 --> 00:14:17.759
You could also implement what we've done, what we figured out, and boy, did it take a long time to figure this out.
00:14:18.080 --> 00:14:22.639
Years of tweaking and changing and this, and we're gonna change this sentence.
00:14:22.720 --> 00:14:28.799
And oh, this, so we better add this, and we better bold this text, and we better rearrange the emails.
00:14:28.960 --> 00:14:40.960
The pre-fitting emails that every single client, I don't care if you're the head coach of the Vikings or if you're a groom, every single client gets the exact same email.
00:14:41.200 --> 00:14:45.600
And boy, oh boy, is that the MVP of what we do?
00:14:45.840 --> 00:14:52.320
We don't have to sit down and talk about your needs and have a consultation to make sure we're aligned because that email is going to do it for us.
00:14:52.559 --> 00:15:12.159
All that to say, there are clearly people out there who disagree with the take that you don't need to take consultations and you shouldn't be taking them because they have experienced apparently the positive side of what doing consultations with frequency can yield.
00:15:12.720 --> 00:15:14.000
I have not.
00:15:14.320 --> 00:15:21.039
I have only been on the negative side of that because I expect when people come they're ready to do business.
00:15:21.360 --> 00:15:28.399
And I don't need to use my time when I'm wearing a suit to pre-qualify.
00:15:28.799 --> 00:15:39.759
We aren't going to agree because I have experienced the other side where I have experienced what it looks like to run a successful business and do zero consultations.
00:15:40.000 --> 00:15:43.279
And every time somebody's walking in, I know they're committed to me.
00:15:43.360 --> 00:15:51.200
I know that they trust me, I know they're ready to do business, and I know that I'm not wearing a suit to sing and dance and try to sell my low-end stuff.
00:15:51.440 --> 00:15:56.879
And I have experienced the positive side of that side of the coin.
00:15:57.120 --> 00:16:00.000
So of course I'm not going to see your side.
00:16:00.240 --> 00:16:08.159
We disagree foundationally at our core of how we believe you run successful businesses in this industry.
00:16:08.559 --> 00:16:10.000
We disagree.
00:16:10.399 --> 00:16:19.759
Fundamentally, how we've experienced great clients who buy the access point and the on-ramp into that.
00:16:19.919 --> 00:16:23.039
We have experienced different ways of getting them there.
00:16:23.919 --> 00:16:25.679
Our way works.
00:16:26.320 --> 00:16:27.840
Your way apparently works.
00:16:28.000 --> 00:16:30.879
But guess I'm never going to experience it because I'm never going to go back.
00:16:31.039 --> 00:16:34.240
I'm never, well, we never even did consultations when we were brand new.
00:16:34.559 --> 00:16:38.799
I mean, because even when we were dead once on accident and we said, we're never doing this, it's crazy.
00:16:38.960 --> 00:16:40.559
We're never doing this again.
00:16:40.960 --> 00:16:50.720
So I I do want to acknowledge that there are people out there who say, I this is part of what I do, I enjoy it, I actually really do enjoy it.
00:16:51.200 --> 00:16:55.840
But most of you, most of you, are saying this is part of what I do.
00:16:56.000 --> 00:16:57.440
I don't enjoy it.
00:16:57.759 --> 00:16:59.840
And I want to change it, but I don't know how.
00:17:00.000 --> 00:17:00.639
Right.
00:17:00.960 --> 00:17:07.759
That's what the equivalent of 76% of the custom clothiers out there have said.
00:17:07.920 --> 00:17:12.480
And we're saying we hear you and we know that feeling because I remember when we felt that.
00:17:12.640 --> 00:17:19.279
And boy, does that feel like uh let me just reverse back to something you said.
00:17:19.599 --> 00:17:24.000
Oh I made a really hell of a lot more than one consultation.
00:17:24.240 --> 00:17:24.640
No, no, no.
00:17:24.720 --> 00:17:26.480
I'm not saying it's only ever happened once.
00:17:26.640 --> 00:17:31.440
What I'm saying is the first time it happened, we said, this is not the business we're gonna run.
00:17:31.599 --> 00:17:33.039
No, we need to figure this out.
00:17:33.200 --> 00:17:34.559
We need to, yes.
00:17:34.880 --> 00:17:45.279
That being said, even with our awesome emails, even with that language on our website, even with all of that, every once in a while someone will slip through the cracks because they are in consultation mode.
00:17:45.359 --> 00:17:50.559
They'll they'll think that's what we're about to do, and they're not ready to buy, and it is what it is.
00:17:50.720 --> 00:17:54.160
And I feel absolutely used and abused in that situation.
00:17:54.400 --> 00:17:55.200
And you know what?
00:17:55.279 --> 00:17:57.599
We've just started to do when we're getting that sense.
00:17:57.759 --> 00:18:00.480
It just actually happened this week or last week.
00:18:00.720 --> 00:18:05.200
I was getting a weird vibe, and I'm about 95% right.
00:18:05.440 --> 00:18:07.119
This was a five percenter, though.
00:18:07.279 --> 00:18:10.319
Sitting down, we're talking, I'm like, this is I'm not getting a good vibe here.
00:18:10.400 --> 00:18:11.039
Something's wrong.
00:18:11.119 --> 00:18:13.519
So I said, Hey, did you have a chance to read through the emails?
00:18:13.680 --> 00:18:14.480
Yeah, I sure did.
00:18:14.640 --> 00:18:16.000
Okay, do you have any questions about that?
00:18:16.160 --> 00:18:19.200
Do you have any questions about the experience or any of the expectations?
00:18:19.359 --> 00:18:21.119
No, I'm ready to do it.
00:18:21.440 --> 00:18:22.319
Okay, all right.
00:18:22.480 --> 00:18:25.839
And he was great, but there's no shame in saying that.
00:18:26.000 --> 00:18:29.920
There's no shame in when you get to the point and you're it's very clear.
00:18:30.079 --> 00:18:34.160
I mean, they're they're gonna you might have to ask some loaded questions.
00:18:34.319 --> 00:18:35.839
Oh, what else are you up to today?
00:18:35.920 --> 00:18:38.000
Well, sometimes they'll offer it up.
00:18:38.160 --> 00:18:43.759
I mean, one of the times it was we were measuring someone, and right after the measuring, because we measure first.
00:18:44.160 --> 00:18:45.359
That's what we do.
00:18:45.599 --> 00:18:50.799
Right after the measuring, the person this guy was with is like, when you don't take consultations, you can measure first.
00:18:50.880 --> 00:18:51.200
Yeah.
00:18:51.359 --> 00:18:53.680
If you take consultations, don't bother.
00:18:53.920 --> 00:18:54.960
Exactly.
00:18:55.119 --> 00:18:58.160
But we measure first, and he's like, wow, that was so many more measurements than the other place.
00:18:58.319 --> 00:19:00.000
We're like screaching halt.
00:19:00.640 --> 00:19:01.839
Like, tell me more.
00:19:02.000 --> 00:19:02.559
What other place?
00:19:02.720 --> 00:19:04.319
Oh, so you're suit chopping today.
00:19:04.400 --> 00:19:06.160
Okay, so where's your head at?
00:19:06.240 --> 00:19:07.039
Oh, okay, all right.
00:19:07.119 --> 00:19:09.119
Well, I don't know that there's anything more for us today.
00:19:09.359 --> 00:19:09.599
What?
00:19:09.680 --> 00:19:10.480
Are you serious?
00:19:10.720 --> 00:19:11.920
Oh, how rude.
00:19:12.160 --> 00:19:20.480
It's like, no, it's not so rude because you you got those emails and you whether you read them and are ignoring it, that's bad.
00:19:20.559 --> 00:19:24.000
Or whether you got the email and ignored it and didn't read it, that's also bad.
00:19:24.160 --> 00:19:25.440
So that's kind of rude.
00:19:25.599 --> 00:19:27.839
Yeah, because they always say, Oh, I guess I didn't know what to expect.
00:19:27.920 --> 00:19:31.680
It's like, that's why the email's titled What to Expect, dumbass.
00:19:32.400 --> 00:19:32.720
Right?
00:19:32.880 --> 00:19:33.599
Yeah, exactly.
00:19:33.759 --> 00:19:41.759
So it's not that we've only ever done one consultation, it happens every single year, at least once.
00:19:41.839 --> 00:19:42.960
It hasn't happened this year yet.
00:19:43.359 --> 00:19:43.839
I know.
00:19:44.079 --> 00:19:45.680
It hasn't happened yet this year.
00:19:46.000 --> 00:19:50.480
All this to say there are two sides to this issue.
00:19:50.880 --> 00:19:54.400
We are very firmly planted on ours.
00:19:54.559 --> 00:20:05.920
There are other people who are firmly planted on theirs, but actually, I've learned the majority of you clothiers are wanting to get over to our side, but don't know how to get there.
00:20:06.000 --> 00:20:08.079
They don't, you don't know the directions.
00:20:08.319 --> 00:20:10.720
And we're not going to read verbatim the email here.
00:20:10.799 --> 00:20:15.599
You can you have access to it if you're in Clothier Kingdom and it's clothiercoaching.com.
00:20:15.680 --> 00:20:19.680
You go there and you just you you have to go into the clothier kingdom and get the emails.
00:20:19.759 --> 00:20:20.240
You can have them.
00:20:20.400 --> 00:20:21.039
You can start.
00:20:21.119 --> 00:20:22.880
We we encourage you to copy and paste them.
00:20:22.960 --> 00:20:24.880
I mean, they were written that intentionally.
00:20:25.200 --> 00:20:30.400
But that was our off-ramp to consultations, was just implementing that.
00:20:30.640 --> 00:20:32.240
And it's amazing.
00:20:32.480 --> 00:20:33.920
And you know what I'll tell you too?
00:20:34.079 --> 00:20:36.000
Every time the email works, it's a bummer.
00:20:36.160 --> 00:20:36.799
Oh, absolutely.
00:20:36.960 --> 00:20:42.480
Every time we have someone in our calendar and then they get the emails and they respond, they're like, oh, this isn't what I was looking to do.
00:20:42.559 --> 00:20:45.359
I was actually just looking to get an idea of what you had.
00:20:45.519 --> 00:20:46.240
That sucks.
00:20:46.400 --> 00:20:47.359
And I hate that.
00:20:47.680 --> 00:20:53.759
But you know what I hate more is going through the process and then not getting paid.
00:20:54.400 --> 00:20:56.559
And it's a little bit of know thyself.
00:20:57.039 --> 00:21:01.200
We were just in an appointment yesterday with someone, and oh my goodness.
00:21:01.519 --> 00:21:03.039
It was a it was a rough one.
00:21:03.359 --> 00:21:04.240
It was painful.
00:21:04.559 --> 00:21:06.079
What was the grand total on that?
00:21:06.240 --> 00:21:07.599
Uh 6,500.
00:21:07.920 --> 00:21:09.839
Yeah, which is great, right?
00:21:10.240 --> 00:21:10.880
It's not bad.
00:21:11.440 --> 00:21:16.240
I told Danny, I was like, whoa, I don't remember the last time I had to work that hard for one suit.
00:21:16.799 --> 00:21:20.319
I can't imagine how it would have felt if I didn't know if I was getting paid at the end of it.
00:21:20.400 --> 00:21:21.680
Oh my goodness.
00:21:22.559 --> 00:21:23.440
Right, boy.
00:21:23.759 --> 00:21:24.160
Yeah.
00:21:25.039 --> 00:21:26.480
When I'm on, I am on.
00:21:27.279 --> 00:21:28.559
I am in this with you.
00:21:28.720 --> 00:21:33.759
We are checked into you, and we are giving you our very best.
00:21:34.240 --> 00:21:45.440
We're paying a lot of money to be in this beautiful shop, in this awesome neighborhood with a great experience and access to the absolute best fabrics that this industry has to offer.
00:21:45.680 --> 00:21:51.599
You you will receive free beverages, you will receive a great experience, a lot of expertise.
00:21:52.160 --> 00:21:59.759
Having put thought into how we look and what we're wearing, and how we are presented.
00:22:00.559 --> 00:22:04.319
To you, we are we are putting thought into that.
00:22:04.480 --> 00:22:09.200
We are, for the most part, freshly shaven, unless we're in that stage where it still looks okay.
00:22:09.440 --> 00:22:16.000
Danny's got this like sweet spot that he's always chasing where it's like a shadow where it's what is it, three days?
00:22:16.240 --> 00:22:17.519
Well, it makes it look like I have a jawline.
00:22:17.759 --> 00:22:22.240
Yeah, he's like he really likes his jawline if there's a certain day and he's blessing you with it today.
00:22:22.400 --> 00:22:23.279
Yeah, I've got it today.
00:22:23.440 --> 00:22:24.000
You're welcome.
00:22:24.160 --> 00:22:28.160
I actually like the way that, you know, just to be just to give you a little insight.
00:22:28.400 --> 00:22:33.279
I actually like the way that I look, generally speaking, uh freshly shaven.
00:22:34.000 --> 00:22:34.240
Gotcha.
00:22:34.400 --> 00:22:34.960
That's my preferred.
00:22:35.440 --> 00:22:40.079
I mean, you you're it's not we don't do this for free.
00:22:40.319 --> 00:22:42.160
And it's we love what we do.
00:22:42.319 --> 00:22:43.599
We love it just like you do.
00:22:43.759 --> 00:22:46.480
We love what we do, but we don't do it for fun only.
00:22:46.640 --> 00:22:48.079
We do it for money.
00:22:48.400 --> 00:22:50.480
And we don't do it for free.
00:22:50.799 --> 00:23:00.960
And you, I'm talking to a client here, a prospect, a person trying to get a consultation, you don't go to your job and do it for funsies either.
00:23:01.359 --> 00:23:02.880
Nobody does.
00:23:03.279 --> 00:23:04.480
Nobody goes to work.
00:23:04.799 --> 00:23:06.240
Can you imagine funsies?
00:23:06.559 --> 00:23:12.160
Can you imagine if this person who's reaching out to you and saying, I need a consultation to make sure you have the right green for my wedding?
00:23:12.480 --> 00:23:15.519
Can you imagine if their boss called them sharded?
00:23:16.160 --> 00:23:17.519
That's what that deserves.
00:23:17.680 --> 00:23:28.960
Can you imagine if their boss called them and said, Hey, you, I'm gonna need you to come in today, and I don't know if you're gonna be paid.
00:23:29.200 --> 00:23:30.960
I'll let you know at the end.
00:23:31.119 --> 00:23:34.799
Uh, but please come in, please show up, please do the job.
00:23:34.960 --> 00:23:43.119
Give your best, give your best, and I'm gonna have a lot of questions for you, and depending on the answers, I may or may not pay you.
00:23:43.359 --> 00:23:43.759
Thank you.
00:23:43.920 --> 00:23:44.640
See you soon.
00:23:45.839 --> 00:23:46.640
Hard pass.
00:23:46.960 --> 00:23:47.759
Who would do that?
00:23:47.920 --> 00:23:50.160
I mean, that's actually crazy.
00:23:50.720 --> 00:23:52.799
But that's what they're asking you to do.
00:23:53.039 --> 00:23:54.000
How insulting.
00:23:55.359 --> 00:23:56.559
You shouldn't do that.
00:23:57.359 --> 00:24:00.799
What does that say about you if you're willing to do that?
00:24:01.359 --> 00:24:05.039
It says you don't take your time seriously, you don't value your own expertise.
00:24:05.359 --> 00:24:06.240
Is that true?
00:24:06.799 --> 00:24:08.160
Is that how you see yourself?
00:24:08.799 --> 00:24:10.000
It's not how I see you.
00:24:10.640 --> 00:24:15.599
Yeah, it's even even listening to this, like listening to the podcast.
00:24:15.680 --> 00:24:16.880
We're trying to build you up.
00:24:17.200 --> 00:24:28.720
We're trying to, and we're trying to instill in you the permission that you may have been looking for to make those changes.
00:24:28.880 --> 00:24:31.279
And we've already told you, we've got the emails all written for you.
00:24:31.359 --> 00:24:32.079
You just got to get them.
00:24:32.319 --> 00:24:32.880
But you know what?
00:24:33.599 --> 00:24:35.279
You could also do write your own.
00:24:35.440 --> 00:24:39.839
Write your own, run it through chat, tweak it, run it through chat, tweak it.
00:24:40.079 --> 00:24:45.200
There, you don't have to be a phenomenal writer to come up with a phenomenal email script.
00:24:45.440 --> 00:24:53.440
We even if you are a phenomenal writer like we are, which I did, by the way, put our emails through chat and say, clean it up for absolutely make it more clear.
00:24:53.519 --> 00:24:56.079
And the stuff it was spitting back at me was ridiculous.
00:24:56.240 --> 00:24:58.880
So I just it's not better at all.
00:24:59.039 --> 00:25:04.480
Uh so uh, but you don't have to be a great writer, even if you are though, like we are.
00:25:04.799 --> 00:25:07.440
The responses you're gonna get to the email are sometimes rude.
00:25:07.680 --> 00:25:08.480
Yeah, they suck.
00:25:08.720 --> 00:25:11.440
Because the only people and it will offend people.
00:25:11.680 --> 00:25:15.519
It will, it'll offend people who weren't planning to buy anything.
00:25:15.759 --> 00:25:16.400
No big deal.
00:25:16.559 --> 00:25:23.279
The thing is, it's it's like it's it's written very in a very whoa, I can like hear you gulp.
00:25:23.599 --> 00:25:24.000
Sorry.
00:25:24.240 --> 00:25:27.920
It's written, it's written in a very approachable tone.
00:25:28.240 --> 00:25:34.640
So if somebody is gonna read it with the wrong tone, they're they're offended.
00:25:34.880 --> 00:25:42.000
I mean, it's going to offend people who want to come in and waste your time, who want to come in and kick tires.
00:25:42.079 --> 00:25:46.240
We always say your business can't kick ass if your clients kick tires.
00:25:46.880 --> 00:25:49.519
It's going to offend tire kickers.
00:25:49.680 --> 00:25:51.119
And that's the point.
00:25:51.839 --> 00:25:57.200
Because our email gets gets compliments from the right people.
00:25:57.359 --> 00:25:58.880
People come in laughing about it.
00:25:59.039 --> 00:26:03.519
They're like, oh, before we get started, I've got to hear why you why you have to send that email.
00:26:03.680 --> 00:26:05.119
I say, No, you don't.
00:26:05.359 --> 00:26:06.319
We don't have the time.
00:26:06.400 --> 00:26:07.680
Let's get let's get going.
00:26:08.000 --> 00:26:10.160
But it's it's one of those things.
00:26:10.319 --> 00:26:11.359
And and you know what?
00:26:11.519 --> 00:26:19.119
When you send an email like that, maybe an entire week will go by and all you get are fitting cancellations because of it.
00:26:19.279 --> 00:26:20.720
Maybe maybe an entire month.
00:26:20.960 --> 00:26:29.440
Oh, but that's a so much of a better outcome than having come in, suited up, gone through the process, you know, paid to park.
00:26:29.680 --> 00:26:39.279
Some of you pay to park, you're paying for drinks for people, going through this, singing and dancing, giving them all sorts of information that they're going to go shop around, and then they leave.
00:26:39.519 --> 00:26:41.839
I would so much rather have no appointments than do that.
00:26:42.079 --> 00:26:43.200
Count the cost.
00:26:43.920 --> 00:26:45.359
Literally do it.
00:26:45.759 --> 00:26:47.200
Every single day you're at work.
00:26:47.279 --> 00:26:51.359
I want you to take your rent and your utilities, divide it by 31, all right?
00:26:51.599 --> 00:26:57.440
Before you've even put your, before you've even walked out to your fitting area, you've spent that amount of money.
00:26:57.599 --> 00:27:00.960
For us, we eat breakfast next door, we get coffees next door.
00:27:01.119 --> 00:27:08.559
It that ends up being, you know, 30, 40 bucks every single day before we even see anybody, we've spent that amount of money.
00:27:08.799 --> 00:27:12.799
We're wearing suits that we bought for this business.
00:27:13.039 --> 00:27:13.920
You got kids?
00:27:14.079 --> 00:27:15.440
Are they in daycare?
00:27:15.839 --> 00:27:16.319
Yeah.
00:27:16.640 --> 00:27:18.319
Gas to and from.
00:27:18.880 --> 00:27:21.359
You know, there is a cost here.
00:27:21.680 --> 00:27:24.480
I am not doing this for free or for fun.
00:27:24.799 --> 00:27:25.119
No.
00:27:25.359 --> 00:27:28.880
I am not buying a$40 breakfast for the two of us, of course.
00:27:29.039 --> 00:27:30.160
A$20 breakfast.
00:27:30.319 --> 00:27:31.359
It's not even a good breakfast.
00:27:31.440 --> 00:27:32.559
It's just expensive.
00:27:33.200 --> 00:27:40.799
I'm not doing that so I can give you the expertise that I have spent well over a decade getting.
00:27:41.039 --> 00:27:48.079
I'm not showing you fabrics that I have spent over a decade selling these cloths so I have access to.
00:27:48.240 --> 00:27:50.799
I'm not turning the lights on for you that I'm paying for.
00:27:50.880 --> 00:27:55.440
I'm not offering you LaCroix or drinks that I bought.
00:27:55.680 --> 00:27:59.839
I'm not doing that so that you get to have something for free.
00:28:00.000 --> 00:28:01.440
It's just not happening.
00:28:01.680 --> 00:28:05.119
If you don't want to pay for it, I don't want you to have it.
00:28:05.359 --> 00:28:09.759
We just spent a good amount of time with uh our mentor who said that to us once.
00:28:10.000 --> 00:28:11.519
Jeff Jeff Nicholson.
00:28:11.759 --> 00:28:12.559
He doesn't even remember saying that.
00:28:12.880 --> 00:28:13.599
He doesn't remember saying it.
00:28:13.680 --> 00:28:14.240
I've told him before.
00:28:14.319 --> 00:28:16.000
I was like, thank you so much for changing my life.
00:28:16.160 --> 00:28:16.880
He's like, What?
00:28:17.119 --> 00:28:18.240
Jeff Nicholson.
00:28:18.319 --> 00:28:20.559
I'm wearing one of the Hampstead collection.
00:28:20.640 --> 00:28:24.880
That's one of his new This is probably the first time anyone's ever seen this because we just got the box today.
00:28:24.960 --> 00:28:26.000
He was just here.
00:28:26.240 --> 00:28:27.839
We just did an order.
00:28:27.920 --> 00:28:29.839
So this is actually for next spring summer.
00:28:29.920 --> 00:28:31.920
So this is a year, a year in advance.
00:28:32.240 --> 00:28:35.200
Doesn't this tie just absolutely crush perfect with that?
00:28:35.440 --> 00:28:35.920
It's awesome.
00:28:36.079 --> 00:28:38.559
If you don't want to pay for it, I don't want you to have it.
00:28:38.720 --> 00:28:42.000
If you don't want to pay for it, I don't want to have a meeting with you.
00:28:42.960 --> 00:28:50.000
And I'm not gonna spend my time trying to convince you that you should want to pay for it.
00:28:50.240 --> 00:28:52.240
You either want to pay for it or you don't.
00:28:52.480 --> 00:28:55.119
Also, by the way, we didn't cold call you.
00:28:55.359 --> 00:28:55.599
Right.
00:28:55.759 --> 00:28:56.640
You reached out to me.
00:28:56.799 --> 00:28:58.559
We didn't beg you to come in for a meeting.
00:28:58.640 --> 00:28:59.519
You reached out to me.
00:28:59.599 --> 00:29:02.160
You presumably want to use me, right?
00:29:02.319 --> 00:29:04.240
Okay, so do you trust me or not?
00:29:04.880 --> 00:29:06.240
It's a yes or a no.
00:29:06.559 --> 00:29:12.640
This is not an industry where industry standard has to apply.
00:29:13.359 --> 00:29:17.359
There are industries out there where it's just part of the job.
00:29:17.680 --> 00:29:22.960
You know, if you're a if you are a let's just call it a landscaper, right?
00:29:23.599 --> 00:29:26.240
Part of the job is giving bids.
00:29:26.319 --> 00:29:26.640
Yeah.
00:29:26.799 --> 00:29:30.880
Showing up to houses that you may or may not ever come back to.
00:29:31.039 --> 00:29:37.519
If you sell windows, part of the job is you're showing up to houses that you may or may not install windows on.
00:29:37.599 --> 00:29:38.720
It's just, it's just part of it.
00:29:38.880 --> 00:29:42.559
Wedding vendors, that's part of the wedding vendor gig as well.
00:29:42.799 --> 00:29:51.519
And that's why we are so adamant about the fact that we're not wedding vendors because the majority of our appointments and the majority of our income doesn't have anything to do with weddings.
00:29:51.680 --> 00:29:56.480
So, no, we're not wedding vendors, but of course we can do your wedding suit if you want to follow our process.
00:29:56.720 --> 00:30:03.839
But there are there are certain things that are quote unquote industry standard in this industry that there are no rules.
00:30:04.079 --> 00:30:06.319
You don't have to do it that way.
00:30:06.559 --> 00:30:10.799
Consultations, I don't even know if that's industry standard or not, but we don't do them.
00:30:12.319 --> 00:30:17.599
Paying half up front and half at delivery, that might be industry standard, but we don't do it that way.
00:30:17.759 --> 00:30:20.960
We don't want to be a standard operating business in this industry.
00:30:21.039 --> 00:30:22.720
We want to be exceptional.
00:30:22.960 --> 00:30:27.680
We want we want to run a better business than most other businesses in this industry.
00:30:27.920 --> 00:30:38.079
So there are inevitably gonna be things that aren't standard operating procedures that we have to figure out a way to do a little bit differently and a little bit better.
00:30:38.480 --> 00:30:43.680
And consultations are one of those things where I'm not gonna do it.
00:30:44.000 --> 00:30:45.599
I don't need to do it.
00:30:46.079 --> 00:30:53.279
I don't need to do it because there's enough information online and you either trust me or you don't.
00:30:53.759 --> 00:30:58.240
And that's where relationships start, I believe, in this business.
00:30:58.480 --> 00:31:03.200
It's I don't believe that in you know, personal relationships, they all start with a whole bunch of trust.
00:31:03.440 --> 00:31:04.319
You know, the trust gets built.
00:31:05.759 --> 00:31:12.880
But in this business, you can start the relationship with a mutual trust and a mutual understanding before you ever meet in person.
00:31:13.279 --> 00:31:23.759
It is possible if you've done the right thing in providing information that's accessible on a website, in emails, and let me etc.
00:31:24.000 --> 00:31:25.359
And let me say it again.
00:31:26.079 --> 00:31:32.720
When you start saying, I don't take consultations, there will be people who don't book with you.
00:31:32.960 --> 00:31:33.599
Oh yeah.
00:31:33.839 --> 00:31:40.640
There will be people who are currently booked with you, and then they get that information and they cancel.
00:31:41.359 --> 00:31:44.240
That 100% will happen.
00:31:44.480 --> 00:31:44.960
I promise you.
00:31:45.279 --> 00:31:49.279
Send the expectations email to everyone that you have in your hopper right now.
00:31:49.680 --> 00:31:51.519
Send it right now, send it today.
00:31:51.839 --> 00:31:59.039
They will there will be some cancellation, some people will cancel, but the people who stay in, you know you're getting paid.
00:31:59.359 --> 00:32:07.039
And you can check in to that appointment, you can be present, you can enjoy yourself because the pressure's off because you're making money and you know you are.
00:32:07.200 --> 00:32:17.119
And by the way, here's the other thing too is people who are committed to buying are much more likely to buy more.
00:32:17.680 --> 00:32:26.480
Somebody who's not sure if they're even gonna buy anything to begin with, best case scenario, they buy the one thing for their wedding.
00:32:26.720 --> 00:32:39.839
The hardest decision a wedding groom has to make, as far as it is related to the suit goes, is not what color, what shade of green is it gonna be, or is it gonna be a two-piece suit or a three-piece suit?
00:32:40.079 --> 00:32:44.720
The hardest decision they have to make is when am I gonna actually buy this thing?
00:32:44.880 --> 00:32:47.039
And who am I gonna buy this thing from?
00:32:47.279 --> 00:32:57.119
If we can get them in when they've when we've already required they make the hardest decision they have to make in the entire process, the rest is easy.
00:32:57.279 --> 00:33:06.559
And they are so much more able and willing to buy additional things or to, or to add the vest, or to, oh, you know what, I thought it was gonna be this color, but I'm actually really liking this.
00:33:06.720 --> 00:33:07.759
Let's do that instead.
00:33:08.000 --> 00:33:12.559
Everything else feels like a cakewalk because they've already made that tough decision.
00:33:12.640 --> 00:33:17.200
I mean, think about it in terms of any big decision you can make.
00:33:17.519 --> 00:33:26.000
When you finally make it, you finally spend the money, doesn't there's just like kind of a sense of relief where you're like, okay, finally I did that thing that I should have been doing.
00:33:26.160 --> 00:33:26.319
Yeah.
00:33:26.480 --> 00:33:27.680
There's big relief.
00:33:27.839 --> 00:33:35.279
You know, I finally hired the landscaper, or I finally bought the car, or I finally booked that trip that we've been talking about, finally paid for those flights.
00:33:35.759 --> 00:33:37.039
That feels good to have that off my plate.
00:33:37.279 --> 00:33:39.839
Just feel there's an element of relief, and that's the hardest part.
00:33:39.920 --> 00:33:42.160
Is like, when am I going to actually do this thing though?
00:33:42.319 --> 00:33:44.160
I've been thinking about it for so damn long.
00:33:44.319 --> 00:33:47.039
It's like I time to take some action, right?
00:33:47.359 --> 00:33:52.160
You know, we we're sitting here telling custom clothiers, take some, take some action.
00:33:52.480 --> 00:33:55.680
Don't just think about it, do it.
00:33:56.160 --> 00:34:00.480
And we can have versions of those conversations to our clients too.
00:34:00.559 --> 00:34:02.240
Like it's time to take action now.
00:34:02.319 --> 00:34:05.359
Like when you're in my calendar, it's action time.
00:34:05.519 --> 00:34:08.800
We just wanted to fill you in on where we're coming from.
00:34:08.880 --> 00:34:12.320
And we know that this perspective is unpopular because you tell me.
00:34:12.559 --> 00:34:21.199
And we know that some of you are as set in your ways as we are in ours, but the majority of you are in this place where you're still doing it, even though you don't want to.
00:34:21.360 --> 00:34:24.000
And I said a few minutes ago, know thyself.
00:34:24.800 --> 00:34:37.599
Think for a second about what might change for you in your next appointment if you weren't wondering if you were gonna make a sale, but instead you knew you were gonna make a sale.
00:34:37.920 --> 00:34:45.199
It was just a matter of how successfully you were able to execute your sales process and how many items you were gonna sell.
00:34:45.440 --> 00:34:47.440
Do you think that might feel more enjoyable?
00:34:47.679 --> 00:34:51.199
Do you think it might do you think it might show?
00:34:51.920 --> 00:35:02.079
Do you think that that customer, that client you're working with might have a better experience if you're having a better experience because you're not wondering if you're gonna make any money?
00:35:03.119 --> 00:35:04.719
I think the answer is yes.
00:35:05.119 --> 00:35:06.000
I know the answer is.
00:35:06.320 --> 00:35:08.000
I think the sky is the limit.
00:35:08.159 --> 00:35:17.199
If you just bite the bullet, send those emails, get the tire kickers out of your way and start kicking some ass.
00:35:17.760 --> 00:35:29.119
I think you might realize that life looks a whole lot different when you're able to run a business rather than let the business run you.
00:35:29.760 --> 00:35:39.599
And we're not trying to convince those of you who run a successful business and consultations are a humongous part of it, and you never you don't want to change.
00:35:39.760 --> 00:35:42.239
I'm not trying to convince those of you who don't want to change to change.
00:35:42.400 --> 00:35:51.519
There are a lot of things out there that we do and don't do that other people are very successful, more successful than us, that they have chosen to do differently.
00:35:51.679 --> 00:35:52.960
That's great.
00:35:53.519 --> 00:35:55.599
Do it if it works for you.
00:35:55.760 --> 00:35:56.079
Yeah.
00:35:56.239 --> 00:36:00.480
I'm not trying to convince, I'm not trying to convince everybody of this.
00:36:00.800 --> 00:36:08.719
I'm trying to communicate that those of you who know that you don't want to do consultations anymore, you don't have to.
00:36:09.760 --> 00:36:15.519
And life is pretty great when you don't have to wonder if you're gonna get paid or not.
00:36:15.840 --> 00:36:18.079
Well, that's all for this appointment.
00:36:18.320 --> 00:36:19.760
We will see you at your next one.
00:36:19.920 --> 00:36:44.480
If you're a custom clothier and you want to be more profitable, less stressed, and work with more of your target demographic client who spends more and buys more often, we share our exact strategies on how to do that in our resources available now on clothiercoaching.com, including Million Dollar Manual, our playbook for turning your sixth-figure business into a custom clothing business that makes more than a million dollars every year.
00:36:44.639 --> 00:36:54.880
For higher touch, more direct access to us, we have a small mentorship group called Luxury Clothier Collective, where we're actively helping clothiers around the country become their markets leader.
00:36:54.960 --> 00:37:02.320
If you're serious about finally building that profitable luxury custom clothing business you've always wanted, this is your next move.
00:37:02.480 --> 00:37:05.440
Join the wait list and we'll let you know when enrollment opens again.
00:37:05.599 --> 00:37:06.960
Thanks for listening.
