WEBVTT
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Alright, we made it.
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Welcome to episode one of Scale From Here, the new format of the podcast.
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We've been talking about this thing for four weeks.
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So excited to get this thing launched, and away we go.
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It's a new format.
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We haven't talked a lot about the format, but the new format is we are going to do four-month seasons.
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Each season will have a loose theme.
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So we're going to try to do at least half the shows on that theme.
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And then at the end of each season, we're going to bring back our favorite guests and we'll do a round table on that theme.
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If that makes sense.
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This season one's theme is revenue generation.
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I know it's feaster famine out there right now.
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We have interest rates that just went up.
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Money's expensive to borrow.
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We have tariffs.
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We have, Jesus, we have all kinds of stuff going on.
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Trade wars.
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We have a conflict in the Gulf.
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Gas prices are through the roof.
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Diesel's through the roof.
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So how can we stay focused on revenue generation in these uncertain times?
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That is the focus for our first season.
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In keeping with that, we have an amazing guest today.
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So fortunate to have him on the podcast.
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And what he we're going to be talking about is his theory of a hundred percent of a hundred percent.
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And if you're looking for a way to make sure your clients know what you do, everything you do, everything you offer, you're going to want to stick around for our conversation today.
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You've built a real business.
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The next stage takes more than working harder.
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Welcome to Scale From Here, the podcast for small business owners ready to grow.
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Each week, host Corey Harlock brings you the people, playbooks, and decisions that help real businesses scale.
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Follow the show, find us on social, and visit scalefromhear.com.
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Now, let's get into it.
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Alright, before we get started, if I can just take 30 seconds of your time and ask a favor, while you're listening to this, would you be against just going up, pulling up your phone and going up to the top and hitting the subscribe?
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That three-second action, I know it doesn't feel like a lot, and you're probably thinking, Corey, really?
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But it helps a ton.
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It gets us into the algorithm and it gets more eyeballs on our show and lets us help more people.
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And that's why we do this.
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So we can help small business owners.
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So if you're not against helping us, if you don't think it's a horrible idea, just hit that subscribe button.
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It would mean the world to us if you could help us out.
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All right, let's get into this.
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Um, going back September 14th, we did a show.
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Uh, I did a show on 683,000 people, 683,000 people enter the job force and what it means for you and your hiring.
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Go back and check it out.
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We've got a lot of great feedback on it.
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It was very timely, and there's some really great actionable advice in that podcast.
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So go back and listen to our September 14th episode.
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Also, September 21st, uh had my friend from my Vistage Group, Shannon Willems from New Edge Capital Group, come on, and he was talking about um the Fed possibly hiking interest rates.
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It was a 90% chance at the time.
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I think it's a reality now.
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But he talked about what that means for your business.
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We talked about all kinds of stuff, all the things I outlined in our opening.
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We talked about tax, we talked about tariffs, we talked about the conflict, we talked about the price of fuel, the cost of borrowing money, all of that good stuff.
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So if you want to understand from a financial perspective how to navigate some of those waters, go back and listen to our September 21st episode with Shannon Willems.
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It's an amazing episode, and we got some really great feedback on that one as well.
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Okay, today's show.
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As I mentioned, we have a great guest, super excited to have him, Dr.
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Jeffrey McGee.
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I think we're just gonna call him Jeff, though, for the rest of the show, if he's okay with that.
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He's recognized as one of the leading voices in human capital development.
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Uh, he's authored over three 30 plus best-selling books, and he addresses audience across five continents.
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He also delivers the perform uh a performance-driven selling academy and boot camps.
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Uh, he actually has one coming up here in Houston.
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He's based in Houston, so maybe we'll be able to get you that information out as well.
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But uh enough of me, Amaron.
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Let's get Dr.
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Jeffrey on the show.
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Good day, sir.
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Good to see you again.
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Are we formal or can I call you Jeff, or do you want the doctor?
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Hey, let's just let's just get right in there.
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We're working together.
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It's Jeff or Jeffrey's time.
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Awesome.
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Um, so I mean, we actually really you're one of the few guests where I've actually had a chance to meet you live and in person before we got on the show and we went and had lunch.
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It was such a great lunch.
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Um, you've written a ton of books and you have a million things going on.
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So just give us the 30,000-foot overview of what you have going on, and then we'll jump into this hundred percent of a hundred percent philosophy.
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I love it.
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Yeah, really, my whole focus is all about unleashing your talent, uh, Corey.
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And again, you're talking about you know revenue uh growth in the economy right now.
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Where do you find it?
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How do you keep it?
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How do you grow it?
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How do you scale your business is the kind of the theme of where you're headed, and how do you scale from here?
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And unleashing your talent really comes in three packages.
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You know, every day, you and I look in the mirror.
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So if you're a business owner, you're a business leader, you're a solo entrepreneur, it doesn't matter where you are, how do you really unblock and unstick yourself so that wherever you're stuck, you can unleash your own talent?
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Second to that, the people we lead, the people that we're around, our peer group.
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How do you unleash the talent of the people around you?
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And then from an organizational standpoint, how do you unleash that talent?
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And that's really the 30,000-foot uh levels.
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I work with business owners, business leaders, and military leaders as well.
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It really is all about how do you create the environment, the culture, the systems, the tools, the processes, the mindset, and most importantly, the activities that will allow you to unleash that talent.
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So that's uh that's the big game.
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Jeff, you really need to hone your message.
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And you know, you need to do some work on honing your message.
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And no, no, no one wants to talk about unleashing that talent.
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We want to talk about all the problems, all the excuses, all of the all the hurdles.
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It's like, look, you're the boss, fix it.
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You can't fix it, leave.
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You're not the boss anymore.
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I mean, come on, step it up, let's go.
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So we were talking about this hundred, your your full your theory of a hundred percent of a hundred percent.
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Just walk us through what what does that mean?
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You know, fantastic.
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So from the days when I was in frontline sales, uh working in a Fortune 100 company, working in private industry and sales, sales management, sales leadership, owning a business, selling a business, this concept of 100% of 100% always has been hanging out there.
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Um, and in challenging times, it's even more important to really zero in on it.
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So if you're using any sort of a CRM system, even more power to you.
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If you are engaged in looking at the AI, uh, you know, ways to augment anything you're doing, even more so.
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But it when the dust settles, here's the premise.
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Every day, if I'm in sales, let's just speak to it from that perspective.
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If I'm in sales, my focal point every morning when I start has to be until I've engaged 100% of my customers and engage them about 100% of what I have to offer, it does me no good to do anything else today.
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So do I need to prospect?
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Absolutely.
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Do I need to do customer care?
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Absolutely.
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Do I need to fill in the blank?
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There's a zillion things we have to do, absolutely.
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But the focal point has to be 100% of 100%.
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So what that looks like is let's say I have three customers.
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Then with customer number one, I'm gonna say, okay, so of 100% of what I actually have to offer right now, whether that's services, deliverables, tangibles, intangibles, doesn't matter.
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Until I've talked to that first customer about 100% of it, whatever I have to offer that's appropriate, it does me no good to go anywhere else.
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Then I do that with my second and my third customer, if I had three.
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Now, here's what you'll start talking about clarification.
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Current customer, someone you're doing.
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Current customers, exactly.
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Not inactive customers, great catch, Corey.
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He's talking like a leader here.
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We'll come back to inactive customers.
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We'll talk about prospects and etc.
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But if I just look at customer number one, let's just take this with just three as a focal point.
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Three active customers, if that's all I had in my universe.
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So the first one I have to look at is okay, 100% of what I have to offer, how do I know if they know what 100% of what I have to offer really looks like?
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Because most of the time we look at that first customer, what are they buying from us?
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What are we delivering to them?
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And that might be product number one, a lot of it.
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Maybe product or service number two, a lot of it.
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But what if we had 10 products or services we have to sell and we start to recognize, wow, seven of that.
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So 70% of our market opportunity right now, ready to go, is sitting on the shelf getting dust.
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So I need to look at that first person.
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Now we're not even done.
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Second way of looking at that one, then would be okay.
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If they're now doing 100% of what they can with me, and I'm doing a phenomenal job on that, and I'm building a deep relationship with them through the process of what I'm delivering, then it would make sense for me to say, okay, who are the people maybe they know that they could be introducing me to?
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Now it's not cold calling time, now it's strategically very smart prospecting time.
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And there's a whole lot more we talk about in our fundamentals of strategic and tactical selling and our advanced sales class, but that's just one little thread.
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Then you do the same exercise with customer number two and customer number three.
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Then we can look at the inactive customers in our database.
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Now, you you you opened the door on that one, so let's go right down that hallway.
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There is a tremendous amount of business in every mature organization out there that's inactive business that's become inactive because we have forgotten about them and they forgot about us.
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Example, I have a client, billion-dollar corporation, I've been working with since they're about 300 million or now over a billion.
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We were having a strategic conversation several years into the relationship, and I was talking about this very concept right here of 100% of 100%, and at this level we're now talking about, which is inactive customers.
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And I asked the question of the credit manager.
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She was sitting in the room, we had about 40 of us in this room, and I asked the question, I said, so let me, I'm not here to put anyone on the spot, I'm not here to toss anyone under the bus.
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We're all in this together.
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And sometimes the person from outside can ask the most obvious question once you hear it, that you go, holy crap, never thought about that one.
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I thought someone else had that one covered.
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And the question was, can you produce a list of every inactive customer we have right now that's ever been a customer?
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She said, Absolutely.
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Can you produce that list of customers just in the last five years that are inactive right now?
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Absolutely.
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From that list, can you very quickly recognize which ones are inactive maybe for a credit reason?
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So polls off the list, and then that leaves us with a new net.
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She said, Absolutely.
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I said, could you do that at lunch today?
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She said, absolutely.
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That day she came back in with the list, and on the list were some massive national name brand clients.
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Everyone in the room kind of looked around the room and go, How did we miss this?
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And it happens because again, if two or three key account people change in your organization simultaneously, two or three people change on their side.
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Even if you're on the line card, as they say, or you were the authorized, approved vendor of choice, and I hate that label, things fall through the cracks.
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They're doing business, but not with you.
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So, Corey, you just gave everyone another billion-dollar answer, or whatever a billion dollars looks like in any one of our customers that are playing here, or people just listening.
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So, one is you look at the active customers you had, we just role-played as an example, you had three.
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Of those three, once you recognize there's nothing else I can talk to them about that I have to offer, do you have a relationship by which they can introduce you to people?
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Because part of selling is you first have to establish trust in you to the new person you're talking to.
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Well, if Corey, you and I know each other, we're doing business with each other, and you introduce me to someone, then part of your credibility with them is extended to mean that introduction becomes fast tracked.
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So once you do it with your active customers and you do it with your inactive customers, and then you worry about prospecting.
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And that's another conversation as to how to prospect smarter and faster.
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Okay, awesome.
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So I now as you I came up with two questions as you were talking.
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The first one is the 100% of 100%.
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There's also you talked about are they utilizing all of our services and supplies, equipment, products, whatever it might be.
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But what about you're doing 100% of business with that one person in that business?
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But who else in that business should you be talking to that can use your business that that can also do business with you?
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Absolutely.
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So we had an example of that.
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Uh again, a major client right here in Houston's recording this.
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I have clients all across the United States and internationally, but we'll just stay fixated here on Houston, where the top five business cities in America.
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So if you're listening in to us from Mobile, Alabama, or Boise, Idaho, this model still applies.
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So a couple years ago, we had an energy crisis, just like at the time recording this, you went through at the beginning of this cast five major economic challenges that we're dealing with here in our country today, and at differing variations depending upon the business leaders that are listening to us.
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But at that time, oil and gas was flatlined, and the buyer in this business was primarily connected with, in essence, my client from an uh oil and gas standpoint.
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And we had exactly that conversation.
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I said, wait a second, does this organization do anything in renewable energies, in green, in wind, in solar, in hydro, in you know, mirror farms, et cetera?
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And as I was going down the list, their heads started going, yeah, yeah, yeah, yeah.
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I go, are you talking any of those buyers?
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No, no, no, no.
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And it's like you're missing it.
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So this 100% of 100% is a massive concept.
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I mean, for some businesses, if you really were to think about this, and some businesses, this is why they have business development or strat accounts, strategic account, you know, leaders, that's what they're doing.
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They're taking just one or two of these major accounts and drilling in deeper and deeper on 100%, 100%.
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Right.
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And you know, and even another way to look at this, again, I I maybe we should pause just so everyone can get new pencils and pens, because if they're taking notes, they should have blown up at this point.
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Another way to look at this 100% of 100% is then one of the things I talked about is percent of wallet, an old banking phrase and term.
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But percent of wallet here on the 100% of 100% is again, let's go back to we're just role-playing.
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We have only three customers in our database buying from us right now.
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Customer number one, whenever they request a quote for something, how much would it cost for X?
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Can you deliver whatever?
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Is to stop and ask them, okay, this order you're placing with me, this purchase you're making with me, what percentage of the overall project is this attached to?
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I'm getting a quote for X, and I'm winning that quote and getting it.
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But if you take a step back and say, well, wait a minute, how much of the project is this quote for?
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And it's only for 10% of the job, who's getting the other 90% quotes?
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Who's getting the other 90% of this job?
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And how do you keep growing it?
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So 100% of 100% really talks about two things.
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Talks about market share.
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We're not even going to talk about market share because if someone doesn't know what that is, they need to back them go to elementary school.
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Everyone knows market share, everyone's been taught market share, everyone talks about market share, and yes, it's important to make sure you have market share.
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But what everyone misses in that market share conversation, which typically, because it's being facilitated by someone who's never actually owned a business, so you can have all kinds of views when you never actually have owned and done something.
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No disrespect, but that takes about 90% of the voices out of our conversation, is market potential.
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See again, if everyone's fighting over the same piece of the pie, that's market share.
00:15:33.200 --> 00:15:34.879
What percentage of that pie are you getting?
00:15:34.960 --> 00:15:35.919
That's market share.
00:15:36.080 --> 00:15:41.679
As opposed to how do you find create new business where there are buyers that didn't exist yesterday?
00:15:41.840 --> 00:15:43.120
That's market potential.
00:15:43.200 --> 00:15:58.240
So part of that comes back to the 100% of 100%, just simply from the standpoint of if there's buyers in an organization that you don't know about and you can become connected with them, you're bringing more potential to the table versus just trying to get the same piece from the same person that you and everyone else is calling on.
00:15:58.320 --> 00:16:01.279
As well as create new customer bases.
00:16:01.360 --> 00:16:02.480
That's market potential.
00:16:02.639 --> 00:16:07.919
Find people that can buy what you have to offer that maybe no one else is calling on right now.
00:16:08.159 --> 00:16:12.159
So for some people, that's where you go about saying, you know what, maybe I'm in the construction space.
00:16:12.399 --> 00:16:24.080
If I could get the architect to spec out in the architectural process my product specifically by code, by name, by spec, now I've created a new way of getting into the business.
00:16:24.159 --> 00:16:30.240
So I'm not having to call on the you know the the contractor or the subcontractor or the suppliers or etc.
00:16:30.879 --> 00:16:39.840
So it's funny, as you're talking, I I'm gonna rebrand your 100% of 100%, and I'm gonna call it 100% of a hundred percent cube.
00:16:40.480 --> 00:16:46.240
Because there's a hundred percent of are you using a hundred percent of my products and services?
00:16:46.720 --> 00:17:02.080
Am I getting access to a hundred percent of your business, even though I might be dealing with you, but I'm not dealing with the other potential buyers, and then there's the um 100% of the project I'm bidding.
00:17:02.240 --> 00:17:05.759
Am I getting 100% of the actual deal we're talking about?
00:17:06.079 --> 00:17:10.079
So there's it's it's not linear, right?
00:17:10.240 --> 00:17:17.279
It's whatever negotiation you're having, you have to be thinking, am I get you're gonna steal my 100% cubed, aren't you?
00:17:17.359 --> 00:17:19.200
I'm gonna TM it before you get there.
00:17:19.359 --> 00:17:22.400
Um but you have to be thinking about the conversation.
00:17:22.480 --> 00:17:26.079
Um are we just talking about, hey, here's the business we're doing?
00:17:26.319 --> 00:17:29.440
Can I can you can I give you more of what we do?
00:17:29.680 --> 00:17:34.240
But it's also how much of am I getting of what you're you're selling?
00:17:34.480 --> 00:17:47.039
And then if I mean that's the coaching conversation I have on our the the entire square walls, how many other buyers or decision makers, what percentage of those am I talking to?
00:17:47.680 --> 00:17:59.200
And that's the coaching conversation I find myself having more so uh today than anything else, is is the is the first level understanding and application and execution of this concept we talked about.
00:17:59.359 --> 00:18:01.440
And then the second one and the third one.
00:18:01.519 --> 00:18:02.319
And it is amazing.
00:18:02.400 --> 00:18:05.680
You know, everyone looks at this from that percentage of market share.
00:18:05.839 --> 00:18:07.839
That's the first part of 100% of 100%.
00:18:08.079 --> 00:18:12.720
But then that market potential is where you start to exponentially blow it up again.
00:18:12.799 --> 00:18:14.480
How do I get more of each quote?
00:18:14.640 --> 00:18:16.319
Why am I not getting a larger opportunity?
00:18:16.400 --> 00:18:18.640
Sometimes it is okay, hey, we want to spread the business around.
00:18:18.720 --> 00:18:21.200
Okay, that's fine, but let's talk about that then.
00:18:21.279 --> 00:18:23.279
Is anyone getting a larger percentage than me?
00:18:23.359 --> 00:18:24.480
And if so, why is that?
00:18:24.640 --> 00:18:26.079
Because those are the learning opportunities.
00:18:26.160 --> 00:18:30.319
It could come back to your capacity, your delivery, your quality service, your follow-up.
00:18:30.480 --> 00:18:39.440
I mean, where is it that maybe somewhere historically my team, you know, before maybe even I even came to this company, tripped uh, and we have to do some damage repair to win that back.
00:18:39.519 --> 00:18:41.680
But the potential out there is tremendous.
00:18:41.839 --> 00:18:48.720
And then again, if I'm coaching or consulting with a new entry to the marketplace, I'm gonna use this same concept.
00:18:48.799 --> 00:18:50.880
Okay, where's the competition strong?
00:18:51.119 --> 00:18:52.400
We'll worry about that second.
00:18:52.480 --> 00:18:55.920
See, everyone's trying to figure out how to unseat someone from their area of strength.
00:18:56.160 --> 00:18:56.960
Big mistake.
00:18:57.119 --> 00:18:58.319
Where are their weaknesses?
00:18:58.480 --> 00:18:59.440
Where are their gaps?
00:18:59.599 --> 00:19:00.880
That's your entry point.
00:19:01.119 --> 00:19:06.160
Again, if if I know uh that that everyone owns the marketplace, but guess what?
00:19:06.240 --> 00:19:12.640
You know, they're the hard to get a hold of after hours, or the hard to get a hold of on the weekends, or the hard to get a hold of on the holidays.
00:19:12.799 --> 00:19:15.440
That's gonna be all my advertising and marketing efforts right there.
00:19:15.519 --> 00:19:18.400
Let me be your you know, in-a-pinch supplier vendor.
00:19:18.480 --> 00:19:19.920
You know, I'll be your after hours.
00:19:20.000 --> 00:19:24.559
Uh, you know, call me on the weekends, and all you have to do is win one or two of those and do a phenomenal job.
00:19:24.720 --> 00:19:28.720
They're gonna start giving you a percentage of what the big guy thought they're it's such an interesting point.
00:19:28.799 --> 00:19:41.279
So I I'm gonna get sidetracked because I have another question I want to ask you, but uh just dealing with a client today who they they have this amazing warehouse full of full of supplies that no one else in town has.
00:19:41.359 --> 00:19:43.920
And they're and I said you're the best kept secret in town.
00:19:44.000 --> 00:19:46.079
And as you said, that should be their entry point.
00:19:46.160 --> 00:19:48.880
They should be saying, need something in a pinch?
00:19:49.039 --> 00:19:49.519
We got it.
00:19:49.599 --> 00:19:50.960
Give us a call, we'll get it to you.
00:19:51.200 --> 00:19:52.799
There's a tag line, right?
00:19:53.039 --> 00:20:04.640
Uh, you so way back, you really glazed over the you know, the person you were doing business with today, uh yesterday, they might have moved on and there might be a new person in there.
00:20:04.960 --> 00:20:11.680
And I think most people understand people don't buy the product or the company, they buy the person that's selling it.
00:20:11.920 --> 00:20:21.839
And I know that is a a big problem, especially if you're not in regular contact or it's a customer that fell off and you're like, oh, I'll call so-and-so over there.
00:20:21.920 --> 00:20:25.759
You call and so-and-so is not there anymore, and no one knows you anymore.
00:20:26.000 --> 00:20:30.000
So and that's exactly it is a people touch business no matter what you're in.
00:20:30.079 --> 00:20:43.680
Now, the only asterisk to that is if you are just if you're just gonna play in the commodity game, and that's the place you want to be in, then the people isn't gonna be as important as ease and efficiency.
00:20:43.839 --> 00:20:49.440
So then you better be so massively easy for them to do business with that that's how you win the day.
00:20:49.519 --> 00:20:51.839
Now, imagine if you can mash up both of those.
00:20:52.000 --> 00:21:05.279
You're so incredibly easy to do business with, and you have the ability to, in you know, it's almost like intuition to know what they need before they say it, so you can deliver it, and you have the people connection, you're gonna own the market space.
00:21:05.519 --> 00:21:06.000
Very cool.
00:21:06.160 --> 00:21:08.160
And you touched on one of my philosophies.
00:21:08.319 --> 00:21:30.079
I talk a lot about a lot of business owners, and and you just gave the solution to it, but a lot of business owners I have experienced are addicted to chaos, they're addicted to how hard it is to deliver their product versus the quality, the speed, the the on-time delivery.
00:21:30.240 --> 00:21:39.359
And I've had clients where I've offered a very easy solution to fix something, and they say, Yeah, but now we can't charge as much because we don't have to work as hard to do it.
00:21:39.519 --> 00:21:46.000
And I and I told them people aren't paying you because you're working hard, they're paying you because you can get it to them when they need it.
00:21:46.240 --> 00:21:47.680
And if And that's it.
00:21:47.839 --> 00:21:48.799
Everyone has a need.
00:21:48.880 --> 00:21:50.160
And again, let's go back to selling.
00:21:50.240 --> 00:21:51.359
It's 100% of 100%.
00:21:51.839 --> 00:21:59.359
Sometimes the reason why on our side we're not selling more is that we're not having the conversations with the customer to find out when they need things.
00:22:00.160 --> 00:22:02.559
You know, the heavy heavy building industry as an example.
00:22:02.960 --> 00:22:05.759
Again, you want a quote for 100% of whatever.
00:22:05.839 --> 00:22:06.319
Okay, that's great.
00:22:06.400 --> 00:22:09.680
I'm going to give you this 100% of this product and load it on our trucks and ship it to you.
00:22:09.839 --> 00:22:11.200
But when do you really need it?
00:22:11.359 --> 00:22:20.400
You maybe don't need 100% of it sitting on your yard or in your construction site for days or weeks on end before you really need it, which would make it easier for them for my factories to produce.
00:22:20.559 --> 00:22:21.200
What do you need?
00:22:21.279 --> 00:22:23.680
And let me drip it out to you as you need it.
00:22:23.839 --> 00:22:28.640
Everyone wins, and that gives me more capacity at my end to sell more products to other people.
00:22:28.799 --> 00:22:34.400
So when you think of what 100% of 100% means, and it's not just it's squared or it's cubed, it's infinity.
00:22:34.559 --> 00:22:37.119
There's layers of applications and implications to it.
00:22:37.279 --> 00:22:40.720
And we start thinking this way, it creates a need.
00:22:41.119 --> 00:22:44.400
Now here's where that unleash your talent comes back into the conversation.
00:22:44.559 --> 00:22:58.240
It creates a need for the organization to be able to communicate more effectively within so they can ebb and flow more effectively versus having friction points where it's me versus you and it creates internal chaos back to your business person chaos statement a minute ago.
00:22:58.400 --> 00:23:03.200
Again, a lot of times we're shipping, we're delivering things faster than they need.
00:23:05.839 --> 00:23:07.759
We went out for uh for sushi.
00:23:08.240 --> 00:23:12.400
I'm an American kid, I like you know steaks, I like baked potatoes, I like all kinds of food.
00:23:12.480 --> 00:23:13.759
So we went out to a sushi restaurant.
00:23:13.839 --> 00:23:20.640
But what made it different was as we ate, they delivered more versus they bought all of it and dropped it off.
00:23:20.720 --> 00:23:24.799
So it made it easy for them to assemble it's a factories, what this restaurant really is.
00:23:24.960 --> 00:23:26.720
So they were, in essence, selling more.
00:23:26.799 --> 00:23:35.279
They actually sold more to our table by delivering it in bites, basically, you know, small amounts at a time versus bringing a whole big huge tray and leaving it and be gone.
00:23:35.519 --> 00:23:37.759
So again, 100% of 100%.
00:23:38.160 --> 00:23:40.079
What all do we have to offer?
00:23:40.319 --> 00:23:43.599
I mean, everyone in business needs to back up and take that inventory.
00:23:43.839 --> 00:23:50.240
Restaurants, clothing stores, department stores, automotive stores, just go down the line.
00:23:50.400 --> 00:23:51.839
People don't think this way.
00:23:52.000 --> 00:23:55.440
And that's why a lot of times their businesses go up.
00:23:55.680 --> 00:23:56.960
Oh my gosh, this is great.
00:23:57.119 --> 00:24:00.400
It levels off before they realize it, and because they're not paying attention, then it craters.
00:24:00.559 --> 00:24:05.680
And again, that happens with the economy, but it doesn't have to always happen if you're thinking differently.
00:24:05.920 --> 00:24:11.440
I had a manufacturing client, just to illustrate your point, they had a massive order.
00:24:11.599 --> 00:24:16.559
They thought there was a deadline on it, so they backed everything up and they focused on this massive order.
00:24:16.799 --> 00:24:18.400
Everything behind it was late.
00:24:18.559 --> 00:24:21.440
So they had two or three really pissed off clients.
00:24:21.599 --> 00:24:24.880
They delivered this huge order, and they're like, it's ready to ship.
00:24:24.960 --> 00:24:28.319
And they're and the client came back to them and said, Oh, didn't we tell you?
00:24:28.400 --> 00:24:30.640
Like, we pushed this back a month.
00:24:31.680 --> 00:24:34.960
Because no one was in contact with them and no one was following up.
00:24:35.039 --> 00:24:41.839
And and they push an order through that they thought was urgent, that the client didn't think was urgent anymore.
00:24:42.000 --> 00:24:49.039
And so now they got to hold this huge order in their warehouse, and they got three angry clients because their orders are now late.
00:24:49.519 --> 00:24:51.119
Yeah, people do not communicate.
00:24:51.279 --> 00:24:52.960
We push way too much off to the side.
00:24:53.119 --> 00:24:57.759
So, again, just this one strategic thought of 100% of 100% have so many applications.
00:24:57.839 --> 00:25:04.640
And then it also gives you a way of looking at, you know, again, if you do have this massive database, you obviously have you obviously have a lot more than three active customers.
00:25:04.720 --> 00:25:06.559
And again, what are your inactive customers?
00:25:06.640 --> 00:25:08.000
Who are your old customers?
00:25:08.160 --> 00:25:12.640
Again, who are businesses that emerge that are still in your database, you don't even have it updated.
00:25:12.799 --> 00:25:18.319
Uh, looking at your product in your inventory, what products should you really keep going into the next quarter, next year?
00:25:18.480 --> 00:25:24.400
Again, this this analysis also gets you to recognize are you trying to be, you know, the Walmart of your industry?
00:25:24.559 --> 00:25:28.079
And some Walmarts of your industry are gonna make a lot of money.
00:25:28.160 --> 00:25:31.759
But a lot of times you try to be all things to all people and you go out of business.
00:25:32.000 --> 00:25:36.640
So think about what the business metaphor and benchmark is for where you're headed, but get smart.
00:25:36.799 --> 00:25:42.480
Again, some businesses, as a customer, if you pay attention, they'll teach you exactly how to find 100%.
00:25:42.880 --> 00:25:45.359
During COVID, so it's back up a couple years ago.
00:25:45.519 --> 00:25:47.519
During COVID, anyone who didn't know who Mr.
00:25:47.599 --> 00:25:49.680
Amazon was quickly figured out who Mr.
00:25:49.759 --> 00:25:50.799
Amazon was.
00:25:50.960 --> 00:25:54.960
And then in that, all of a sudden, people weren't going to the Walmarts very much.
00:25:55.039 --> 00:25:57.599
They weren't going to the Costco's as much.
00:25:57.759 --> 00:26:12.079
And so for a period of time, if you order something through Amazon, the box that showed up might have actually said Walmart on it, because Walmart realized they had to find different, not in essence, distribution channels for getting product, but distribution channels for sending product.
00:26:12.240 --> 00:26:13.200
And so it's the same thing.
00:26:13.279 --> 00:26:18.640
They want 100% of 100%, but they realize, wait a second, we used to be what everyone benchmarked against, and this Mr.
00:26:18.799 --> 00:26:20.960
Amazon guy is the one making money this week.
00:26:21.119 --> 00:26:28.640
So again, look at where you're a customer and see how people engage you if you view yourself as an active customer.
00:26:28.799 --> 00:26:35.440
And just see how many times that organization doesn't engage you to purchase, but you have to beg them to take your money.
00:26:35.519 --> 00:26:37.200
Like, you know, can I get crazy?
00:26:37.440 --> 00:26:38.799
Why weren't they anticipating that?
00:26:39.119 --> 00:26:39.599
I agree.
00:26:39.680 --> 00:26:43.200
And the COVID example is a good one, especially with restaurants.
00:26:44.000 --> 00:26:53.279
All of the door dashing, they started building ghost kitchens, just these little kitchens in the in the middle of an industrial mall where the door dash orders will come out of.
00:26:53.519 --> 00:27:03.759
So when people do go into the restaurant, how many times have you gone into a restaurant or a coffee shop and had to wait because they're preparing all of the to-go orders, right?
00:27:03.839 --> 00:27:04.480
The online orders.
00:27:04.720 --> 00:27:05.440
Orders in front of you.
00:27:05.599 --> 00:27:06.960
And so they created these most.
00:27:07.359 --> 00:27:14.640
The largest restaurant in America that generates the most money in America is in Houston, Texas.
00:27:14.960 --> 00:27:31.519
And DoorDash paid them a half a million dollars to open up just an order pickup to go restaurant in the suburb of Houston because they do over 2,000 just drive-up pickup meals a day.
00:27:31.680 --> 00:27:35.359
That's not including the 4,000 diners that come into the restaurant every day.
00:27:35.599 --> 00:27:36.079
Who is that?
00:27:36.240 --> 00:27:37.039
It's massive.
00:27:37.279 --> 00:27:38.720
Can you say who it is?
00:27:39.039 --> 00:27:40.079
Yeah, it's Agas.
00:27:40.480 --> 00:27:40.720
Who?
00:27:40.880 --> 00:27:42.400
It's a Pakistani Agas.
00:27:42.559 --> 00:27:44.240
It's the Pakistani Indian restaurant.
00:27:44.319 --> 00:27:50.640
It's the largest restaurant in the United States in terms of the volume it sells on a daily, weekly, monthly basis.
00:27:50.880 --> 00:27:54.559
Go on, there's a great, there's lots of videos on YouTube about this restaurant.
00:27:54.880 --> 00:27:58.480
But uh the the CO, you know, Shakunt is phenomenal.
00:27:58.559 --> 00:28:00.240
I you know, I've met him many, many times.
00:28:00.400 --> 00:28:04.160
It's a great restaurant, but again, it's an example of them 100% of 100%.
00:28:04.480 --> 00:28:10.319
Not only do they do they take your order, but they're also reading the table for what else they recommend.
00:28:10.400 --> 00:28:11.920
They don't wait for you to beg.
00:28:12.160 --> 00:28:17.359
And then again, they're not high pressure in any way, shape, or form, but they've expanded so many times.
00:28:17.440 --> 00:28:19.680
I mean, they're you know, they're in a stripped shopping center.
00:28:19.759 --> 00:28:24.319
It's kind of like, you know, they kicked out Marshall's and TJ Maxx and took over their space, basically.
00:28:24.559 --> 00:28:26.000
But it's amazing what they've done.
00:28:26.079 --> 00:28:29.920
And it's back to this, you know, uh envisioning where you can grow your business.
00:28:30.000 --> 00:28:32.720
And to your point about it, you know, DoorDash, it's the same thing.
00:28:32.799 --> 00:28:34.160
It's not just you know, COVID.
00:28:34.319 --> 00:28:37.920
We're now several years past that, and people are still not figuring it out.
00:28:38.000 --> 00:28:38.799
That's what's amazing.
00:28:39.359 --> 00:28:40.640
Simple concept, 100%.
00:28:41.039 --> 00:28:47.200
Create your Excel spreadsheet, and and it will it will keep you productively, profitably busy every day.
00:28:47.519 --> 00:28:48.079
Amazing.
00:28:48.319 --> 00:28:51.440
Well, there's only one question left to ask, Dr.
00:28:51.680 --> 00:28:52.319
Jeff.
00:28:52.640 --> 00:28:54.640
You've given us a lot of great information.
00:28:54.799 --> 00:29:00.960
If I'm a business owner listening to this podcast, how can I take this information and scale from here?
00:29:01.759 --> 00:29:02.640
Absolutely huge.
00:29:02.799 --> 00:29:03.519
Several ways.
00:29:03.759 --> 00:29:09.759
One, create the Excel spreadsheet, and down the vertical side, just create your active customers to start with.
00:29:09.839 --> 00:29:15.599
And then when you ran out of all your active customers, then go through and think about all your inactive customers, category two.
00:29:15.920 --> 00:29:20.640
Third category, think about all of the prospects that you know are buying your product from your competition.
00:29:20.720 --> 00:29:23.039
That could go down the left side for category three.
00:29:23.119 --> 00:29:27.039
So again, we're not even gonna talk about find someone who maybe is or is not buying your product.
00:29:27.119 --> 00:29:31.359
I gave you three demographics down the left side across the top, all of your active products.
00:29:31.519 --> 00:29:35.519
And then again, once you go through this exercise, you'll see who's buying which products.
00:29:35.599 --> 00:29:40.000
That'll give you a clue of what you should or shouldn't keep, where your profit centers are, where your cost centers are.
00:29:40.160 --> 00:29:51.680
Then you look at how do I go about understanding from our earlier part of our conversation with each one of those customers, are they in fact buying 100% of each of the products that I'm tagging them to be buying from me right now?
00:29:51.759 --> 00:29:53.759
And how much more opportunity is there right there?
00:29:53.920 --> 00:29:55.039
How do I grow that?
00:29:55.200 --> 00:29:56.400
That's one way of looking at it.
00:29:56.559 --> 00:30:05.440
Second way they can take action right now is to actually plug it into your CRM system or plug it into, you know, pick up your phone and just use your own phone and plug it right into your calendar of your own phone.
00:30:05.519 --> 00:30:11.519
At least you know, at the beginning of each week, one of the models I teach in our sales training program is whether you act upon this or not doesn't matter.
00:30:11.680 --> 00:30:14.000
The mere fact you're thinking about it is what's most important.
00:30:14.079 --> 00:30:18.960
But every Monday, have your calendar ping you with some sort of outbound marketing initiative.
00:30:19.119 --> 00:30:23.680
Again, I call it rule 152x in our sales training programs and in my sales mastery book.
00:30:23.759 --> 00:30:27.920
And 152x simply says one is every Monday, 52, 52 weeks in a year.
00:30:28.160 --> 00:30:30.000
X represents a demographic.
00:30:30.079 --> 00:30:32.000
So the quantity of the demographic doesn't matter.
00:30:32.160 --> 00:30:33.519
It could be five, it could be 500.
00:30:33.599 --> 00:30:34.160
You decide.
00:30:34.319 --> 00:30:36.160
But who's a demographic this week?
00:30:36.240 --> 00:30:40.480
I need to reach out to to engage in a growth sales conversation.
00:30:40.559 --> 00:30:43.680
So there's a third way to take these ideas and make them forward.
00:30:43.759 --> 00:30:49.440
And if that pings you every Monday, you're never gonna be in a position of having an empty sales funnel of who to talk to.
00:30:49.599 --> 00:30:53.200
Last answer one of the things I also teach is called five at five.
00:30:53.279 --> 00:31:04.079
Every Friday by 5 p.m., have a separate list or a separate report that tells you by salesperson or by organization who are the top five next potential sales in each product category.
00:31:04.160 --> 00:31:08.559
And you'll very quickly recognize how much of this 100% of 100% you're not doing.
00:31:08.799 --> 00:31:09.519
Very cool.
00:31:09.759 --> 00:31:10.319
Thank you.
00:31:10.640 --> 00:31:11.519
Good advice.
00:31:11.680 --> 00:31:16.079
So, uh Jeff, if people are listening to this and they're thinking, hey, I'd love to learn more.
00:31:16.319 --> 00:31:19.279
I know you have a seminar coming up, I think.
00:31:19.440 --> 00:31:20.160
When is that?
00:31:20.240 --> 00:31:21.519
How can we get in touch with you?
00:31:21.680 --> 00:31:22.559
Let us know.
00:31:22.880 --> 00:31:23.519
Great question.
00:31:23.599 --> 00:31:25.119
So you can find out more about what we're doing.
00:31:25.200 --> 00:31:26.640
Obviously, my name's on the screen.
00:31:26.720 --> 00:31:29.279
So just go to my website, jeffreymagegee.com.
00:31:29.359 --> 00:31:31.680
Make sure the McGee is spelt the right way, M-A-G-E-E.
00:31:31.759 --> 00:31:34.000
So Jeffrey McGee.com, you can find out all the things we're doing.
00:31:34.480 --> 00:31:34.960
No C's.
00:31:35.039 --> 00:31:37.599
There's no there's no, it's an A, not Mick.
00:31:38.000 --> 00:31:43.359
And then with that, uh, first week of November, we're doing a two-day sales mastery boot camp here in Houston, Texas.
00:31:43.519 --> 00:31:46.160
I just recently relocated here from uh Las Vegas.
00:31:46.240 --> 00:31:49.839
Uh, and every year I will do a boot camp once uh once a year.
00:31:50.000 --> 00:31:50.880
Open enrollment.
00:31:50.960 --> 00:31:56.640
Anyone can bring their team, sales leaders, sales team, and we uh go through day one, strategic selling.
00:31:56.720 --> 00:32:02.319
We lay down a framework, we give people insights and ideas as to what strategic selling looks like and what your business is.
00:32:02.480 --> 00:32:06.240
Day two is tactical implementation activities to generate more sales.
00:32:06.400 --> 00:32:09.119
Uh, tremendous number of people today, Corey, in business.
00:32:09.200 --> 00:32:18.960
Um, I'm finding have never actually had the opportunity to go to a good, structured, formal sales training program in their life, yet they're trying to do selling the best they can.
00:32:19.039 --> 00:32:21.200
So we're gonna be doing that one first in November.
00:32:21.279 --> 00:32:23.599
Uh so check us out and uh we'd love to see you here.
00:32:23.839 --> 00:32:24.400
Awesome.
00:32:24.720 --> 00:32:25.200
All right.
00:32:25.279 --> 00:32:31.440
Well, uh a new thing we're doing with this show is we're uh we have a members area.
00:32:31.519 --> 00:32:33.279
It's free to sign up right now.
00:32:33.440 --> 00:32:38.319
So we're gonna say goodbye to Jeff right now, but we're gonna pick up the conversation in the members area.
00:32:38.400 --> 00:32:43.680
So if you haven't signed up, make sure you go sign up to be a member and hear the rest of the conversation.
00:32:44.079 --> 00:32:46.240
Uh what else we have for you?
00:32:46.559 --> 00:32:47.680
Man, I think that's it.
00:32:47.759 --> 00:32:49.279
So I'd like to thank everyone for listening.
00:32:49.359 --> 00:32:52.799
I'm Corey Harlock, and remember, you built a real business.
00:32:52.960 --> 00:32:56.480
The only question left is how do you scale from here?
00:00:00.320 --> 00:00:01.679
Alright, we made it.
00:00:01.840 --> 00:00:06.559
Welcome to episode one of Scale From Here, the new format of the podcast.
00:00:06.639 --> 00:00:08.880
We've been talking about this thing for four weeks.
00:00:09.119 --> 00:00:12.640
So excited to get this thing launched, and away we go.
00:00:12.800 --> 00:00:13.759
It's a new format.
00:00:13.919 --> 00:00:20.719
We haven't talked a lot about the format, but the new format is we are going to do four-month seasons.
00:00:21.039 --> 00:00:23.359
Each season will have a loose theme.
00:00:23.440 --> 00:00:28.000
So we're going to try to do at least half the shows on that theme.
00:00:28.160 --> 00:00:35.200
And then at the end of each season, we're going to bring back our favorite guests and we'll do a round table on that theme.
00:00:35.920 --> 00:00:37.439
If that makes sense.
00:00:37.759 --> 00:00:41.119
This season one's theme is revenue generation.
00:00:41.520 --> 00:00:44.399
I know it's feaster famine out there right now.
00:00:44.479 --> 00:00:46.799
We have interest rates that just went up.
00:00:46.960 --> 00:00:48.640
Money's expensive to borrow.
00:00:48.799 --> 00:00:50.000
We have tariffs.
00:00:50.240 --> 00:00:53.119
We have, Jesus, we have all kinds of stuff going on.
00:00:53.359 --> 00:00:54.079
Trade wars.
00:00:54.320 --> 00:00:56.560
We have a conflict in the Gulf.
00:00:56.719 --> 00:00:58.320
Gas prices are through the roof.
00:00:58.560 --> 00:01:00.000
Diesel's through the roof.
00:01:00.159 --> 00:01:05.040
So how can we stay focused on revenue generation in these uncertain times?
00:01:05.280 --> 00:01:08.879
That is the focus for our first season.
00:01:09.280 --> 00:01:12.400
In keeping with that, we have an amazing guest today.
00:01:12.640 --> 00:01:14.799
So fortunate to have him on the podcast.
00:01:15.120 --> 00:01:23.599
And what he we're going to be talking about is his theory of a hundred percent of a hundred percent.
00:01:23.840 --> 00:01:37.280
And if you're looking for a way to make sure your clients know what you do, everything you do, everything you offer, you're going to want to stick around for our conversation today.
00:01:37.680 --> 00:01:39.439
You've built a real business.
00:01:39.680 --> 00:01:42.400
The next stage takes more than working harder.
00:01:42.640 --> 00:01:47.680
Welcome to Scale From Here, the podcast for small business owners ready to grow.
00:01:47.840 --> 00:01:54.560
Each week, host Corey Harlock brings you the people, playbooks, and decisions that help real businesses scale.
00:01:54.719 --> 00:01:59.359
Follow the show, find us on social, and visit scalefromhear.com.
00:01:59.599 --> 00:02:01.519
Now, let's get into it.
00:02:02.560 --> 00:02:17.360
Alright, before we get started, if I can just take 30 seconds of your time and ask a favor, while you're listening to this, would you be against just going up, pulling up your phone and going up to the top and hitting the subscribe?
00:02:17.680 --> 00:02:23.520
That three-second action, I know it doesn't feel like a lot, and you're probably thinking, Corey, really?
00:02:24.000 --> 00:02:26.000
But it helps a ton.
00:02:26.159 --> 00:02:31.759
It gets us into the algorithm and it gets more eyeballs on our show and lets us help more people.
00:02:31.840 --> 00:02:33.120
And that's why we do this.
00:02:33.199 --> 00:02:35.919
So we can help small business owners.
00:02:36.240 --> 00:02:42.719
So if you're not against helping us, if you don't think it's a horrible idea, just hit that subscribe button.
00:02:42.879 --> 00:02:45.680
It would mean the world to us if you could help us out.
00:02:45.919 --> 00:02:47.759
All right, let's get into this.
00:02:48.560 --> 00:02:52.000
Um, going back September 14th, we did a show.
00:02:52.159 --> 00:03:02.159
Uh, I did a show on 683,000 people, 683,000 people enter the job force and what it means for you and your hiring.
00:03:02.479 --> 00:03:03.680
Go back and check it out.
00:03:03.759 --> 00:03:05.439
We've got a lot of great feedback on it.
00:03:05.520 --> 00:03:10.560
It was very timely, and there's some really great actionable advice in that podcast.
00:03:10.719 --> 00:03:14.560
So go back and listen to our September 14th episode.
00:03:14.960 --> 00:03:28.240
Also, September 21st, uh had my friend from my Vistage Group, Shannon Willems from New Edge Capital Group, come on, and he was talking about um the Fed possibly hiking interest rates.
00:03:28.400 --> 00:03:30.080
It was a 90% chance at the time.
00:03:30.240 --> 00:03:31.759
I think it's a reality now.
00:03:31.919 --> 00:03:34.080
But he talked about what that means for your business.
00:03:34.319 --> 00:03:38.479
We talked about all kinds of stuff, all the things I outlined in our opening.
00:03:38.719 --> 00:03:47.759
We talked about tax, we talked about tariffs, we talked about the conflict, we talked about the price of fuel, the cost of borrowing money, all of that good stuff.
00:03:47.919 --> 00:04:00.319
So if you want to understand from a financial perspective how to navigate some of those waters, go back and listen to our September 21st episode with Shannon Willems.
00:04:00.400 --> 00:04:04.560
It's an amazing episode, and we got some really great feedback on that one as well.
00:04:04.800 --> 00:04:06.319
Okay, today's show.
00:04:06.560 --> 00:04:10.159
As I mentioned, we have a great guest, super excited to have him, Dr.
00:04:10.240 --> 00:04:11.280
Jeffrey McGee.
00:04:11.599 --> 00:04:15.520
I think we're just gonna call him Jeff, though, for the rest of the show, if he's okay with that.
00:04:15.919 --> 00:04:20.000
He's recognized as one of the leading voices in human capital development.
00:04:20.160 --> 00:04:26.879
Uh, he's authored over three 30 plus best-selling books, and he addresses audience across five continents.
00:04:27.040 --> 00:04:32.720
He also delivers the perform uh a performance-driven selling academy and boot camps.
00:04:33.040 --> 00:04:35.600
Uh, he actually has one coming up here in Houston.
00:04:35.680 --> 00:04:40.399
He's based in Houston, so maybe we'll be able to get you that information out as well.
00:04:40.639 --> 00:04:42.639
But uh enough of me, Amaron.
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Let's get Dr.
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Jeffrey on the show.
00:04:45.040 --> 00:04:45.839
Good day, sir.
00:04:46.000 --> 00:04:46.800
Good to see you again.
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Are we formal or can I call you Jeff, or do you want the doctor?
00:04:50.240 --> 00:04:51.920
Hey, let's just let's just get right in there.
00:04:52.079 --> 00:04:52.720
We're working together.
00:04:52.800 --> 00:04:54.160
It's Jeff or Jeffrey's time.
00:04:54.879 --> 00:04:55.680
Awesome.
00:04:55.920 --> 00:05:03.839
Um, so I mean, we actually really you're one of the few guests where I've actually had a chance to meet you live and in person before we got on the show and we went and had lunch.
00:05:03.920 --> 00:05:05.120
It was such a great lunch.
00:05:05.199 --> 00:05:09.920
Um, you've written a ton of books and you have a million things going on.
00:05:10.160 --> 00:05:18.800
So just give us the 30,000-foot overview of what you have going on, and then we'll jump into this hundred percent of a hundred percent philosophy.
00:05:19.360 --> 00:05:19.920
I love it.
00:05:20.079 --> 00:05:23.920
Yeah, really, my whole focus is all about unleashing your talent, uh, Corey.
00:05:24.000 --> 00:05:27.759
And again, you're talking about you know revenue uh growth in the economy right now.
00:05:27.839 --> 00:05:28.480
Where do you find it?
00:05:28.560 --> 00:05:29.120
How do you keep it?
00:05:29.199 --> 00:05:29.920
How do you grow it?
00:05:30.079 --> 00:05:33.839
How do you scale your business is the kind of the theme of where you're headed, and how do you scale from here?
00:05:34.000 --> 00:05:36.319
And unleashing your talent really comes in three packages.
00:05:36.399 --> 00:05:38.160
You know, every day, you and I look in the mirror.
00:05:38.240 --> 00:05:48.079
So if you're a business owner, you're a business leader, you're a solo entrepreneur, it doesn't matter where you are, how do you really unblock and unstick yourself so that wherever you're stuck, you can unleash your own talent?
00:05:48.319 --> 00:05:52.160
Second to that, the people we lead, the people that we're around, our peer group.
00:05:52.319 --> 00:05:54.639
How do you unleash the talent of the people around you?
00:05:54.720 --> 00:05:57.199
And then from an organizational standpoint, how do you unleash that talent?
00:05:57.279 --> 00:05:59.839
And that's really the 30,000-foot uh levels.
00:06:00.000 --> 00:06:03.040
I work with business owners, business leaders, and military leaders as well.
00:06:03.199 --> 00:06:13.199
It really is all about how do you create the environment, the culture, the systems, the tools, the processes, the mindset, and most importantly, the activities that will allow you to unleash that talent.
00:06:13.279 --> 00:06:14.720
So that's uh that's the big game.
00:06:14.959 --> 00:06:16.800
Jeff, you really need to hone your message.
00:06:16.879 --> 00:06:20.959
And you know, you need to do some work on honing your message.
00:06:21.279 --> 00:06:23.839
And no, no, no one wants to talk about unleashing that talent.
00:06:23.920 --> 00:06:28.000
We want to talk about all the problems, all the excuses, all of the all the hurdles.
00:06:28.079 --> 00:06:30.639
It's like, look, you're the boss, fix it.
00:06:30.959 --> 00:06:32.240
You can't fix it, leave.
00:06:32.319 --> 00:06:33.279
You're not the boss anymore.
00:06:33.360 --> 00:06:34.959
I mean, come on, step it up, let's go.
00:06:35.199 --> 00:06:40.480
So we were talking about this hundred, your your full your theory of a hundred percent of a hundred percent.
00:06:40.639 --> 00:06:43.120
Just walk us through what what does that mean?
00:06:43.839 --> 00:06:44.800
You know, fantastic.
00:06:44.879 --> 00:06:59.519
So from the days when I was in frontline sales, uh working in a Fortune 100 company, working in private industry and sales, sales management, sales leadership, owning a business, selling a business, this concept of 100% of 100% always has been hanging out there.
00:06:59.600 --> 00:07:04.000
Um, and in challenging times, it's even more important to really zero in on it.
00:07:04.160 --> 00:07:08.000
So if you're using any sort of a CRM system, even more power to you.
00:07:08.079 --> 00:07:15.279
If you are engaged in looking at the AI, uh, you know, ways to augment anything you're doing, even more so.
00:07:15.360 --> 00:07:17.680
But it when the dust settles, here's the premise.
00:07:17.920 --> 00:07:21.680
Every day, if I'm in sales, let's just speak to it from that perspective.
00:07:21.839 --> 00:07:36.800
If I'm in sales, my focal point every morning when I start has to be until I've engaged 100% of my customers and engage them about 100% of what I have to offer, it does me no good to do anything else today.
00:07:37.120 --> 00:07:38.639
So do I need to prospect?
00:07:38.800 --> 00:07:39.279
Absolutely.
00:07:39.439 --> 00:07:41.120
Do I need to do customer care?
00:07:41.360 --> 00:07:41.759
Absolutely.
00:07:41.920 --> 00:07:43.439
Do I need to fill in the blank?
00:07:43.519 --> 00:07:45.600
There's a zillion things we have to do, absolutely.
00:07:46.000 --> 00:07:48.720
But the focal point has to be 100% of 100%.
00:07:48.959 --> 00:07:52.399
So what that looks like is let's say I have three customers.
00:07:52.560 --> 00:08:01.600
Then with customer number one, I'm gonna say, okay, so of 100% of what I actually have to offer right now, whether that's services, deliverables, tangibles, intangibles, doesn't matter.
00:08:01.759 --> 00:08:10.399
Until I've talked to that first customer about 100% of it, whatever I have to offer that's appropriate, it does me no good to go anywhere else.
00:08:10.639 --> 00:08:13.199
Then I do that with my second and my third customer, if I had three.
00:08:13.279 --> 00:08:15.439
Now, here's what you'll start talking about clarification.
00:08:15.680 --> 00:08:17.199
Current customer, someone you're doing.
00:08:17.680 --> 00:08:18.800
Current customers, exactly.
00:08:18.959 --> 00:08:21.120
Not inactive customers, great catch, Corey.
00:08:21.199 --> 00:08:22.319
He's talking like a leader here.
00:08:22.399 --> 00:08:24.160
We'll come back to inactive customers.
00:08:24.240 --> 00:08:26.639
We'll talk about prospects and etc.
00:08:26.800 --> 00:08:31.120
But if I just look at customer number one, let's just take this with just three as a focal point.
00:08:31.199 --> 00:08:33.759
Three active customers, if that's all I had in my universe.
00:08:34.000 --> 00:08:44.240
So the first one I have to look at is okay, 100% of what I have to offer, how do I know if they know what 100% of what I have to offer really looks like?
00:08:44.399 --> 00:08:48.399
Because most of the time we look at that first customer, what are they buying from us?
00:08:48.480 --> 00:08:49.519
What are we delivering to them?
00:08:49.600 --> 00:08:51.759
And that might be product number one, a lot of it.
00:08:51.840 --> 00:08:54.080
Maybe product or service number two, a lot of it.
00:08:54.240 --> 00:08:59.600
But what if we had 10 products or services we have to sell and we start to recognize, wow, seven of that.
00:08:59.679 --> 00:09:05.360
So 70% of our market opportunity right now, ready to go, is sitting on the shelf getting dust.
00:09:05.519 --> 00:09:07.360
So I need to look at that first person.
00:09:07.440 --> 00:09:08.559
Now we're not even done.
00:09:08.879 --> 00:09:11.039
Second way of looking at that one, then would be okay.
00:09:11.200 --> 00:09:25.840
If they're now doing 100% of what they can with me, and I'm doing a phenomenal job on that, and I'm building a deep relationship with them through the process of what I'm delivering, then it would make sense for me to say, okay, who are the people maybe they know that they could be introducing me to?
00:09:26.080 --> 00:09:30.320
Now it's not cold calling time, now it's strategically very smart prospecting time.
00:09:30.399 --> 00:09:36.320
And there's a whole lot more we talk about in our fundamentals of strategic and tactical selling and our advanced sales class, but that's just one little thread.
00:09:36.480 --> 00:09:40.159
Then you do the same exercise with customer number two and customer number three.
00:09:40.399 --> 00:09:43.840
Then we can look at the inactive customers in our database.
00:09:44.000 --> 00:09:47.120
Now, you you you opened the door on that one, so let's go right down that hallway.
00:09:47.360 --> 00:10:00.399
There is a tremendous amount of business in every mature organization out there that's inactive business that's become inactive because we have forgotten about them and they forgot about us.
00:10:00.639 --> 00:10:05.759
Example, I have a client, billion-dollar corporation, I've been working with since they're about 300 million or now over a billion.
00:10:05.919 --> 00:10:16.639
We were having a strategic conversation several years into the relationship, and I was talking about this very concept right here of 100% of 100%, and at this level we're now talking about, which is inactive customers.
00:10:16.799 --> 00:10:18.879
And I asked the question of the credit manager.
00:10:18.960 --> 00:10:26.879
She was sitting in the room, we had about 40 of us in this room, and I asked the question, I said, so let me, I'm not here to put anyone on the spot, I'm not here to toss anyone under the bus.
00:10:26.960 --> 00:10:28.159
We're all in this together.
00:10:28.399 --> 00:10:36.240
And sometimes the person from outside can ask the most obvious question once you hear it, that you go, holy crap, never thought about that one.
00:10:36.320 --> 00:10:37.679
I thought someone else had that one covered.
00:10:37.759 --> 00:10:43.919
And the question was, can you produce a list of every inactive customer we have right now that's ever been a customer?
00:10:44.000 --> 00:10:45.120
She said, Absolutely.
00:10:45.360 --> 00:10:49.519
Can you produce that list of customers just in the last five years that are inactive right now?
00:10:49.679 --> 00:10:50.320
Absolutely.
00:10:50.480 --> 00:10:54.720
From that list, can you very quickly recognize which ones are inactive maybe for a credit reason?
00:10:54.799 --> 00:10:57.360
So polls off the list, and then that leaves us with a new net.
00:10:57.440 --> 00:10:58.320
She said, Absolutely.
00:10:58.399 --> 00:11:00.240
I said, could you do that at lunch today?
00:11:00.320 --> 00:11:01.519
She said, absolutely.
00:11:01.759 --> 00:11:07.200
That day she came back in with the list, and on the list were some massive national name brand clients.
00:11:07.440 --> 00:11:10.480
Everyone in the room kind of looked around the room and go, How did we miss this?
00:11:10.639 --> 00:11:19.519
And it happens because again, if two or three key account people change in your organization simultaneously, two or three people change on their side.
00:11:19.679 --> 00:11:27.200
Even if you're on the line card, as they say, or you were the authorized, approved vendor of choice, and I hate that label, things fall through the cracks.
00:11:27.279 --> 00:11:28.639
They're doing business, but not with you.
00:11:28.720 --> 00:11:37.279
So, Corey, you just gave everyone another billion-dollar answer, or whatever a billion dollars looks like in any one of our customers that are playing here, or people just listening.
00:11:37.440 --> 00:11:42.159
So, one is you look at the active customers you had, we just role-played as an example, you had three.
00:11:42.399 --> 00:11:48.720
Of those three, once you recognize there's nothing else I can talk to them about that I have to offer, do you have a relationship by which they can introduce you to people?
00:11:48.799 --> 00:11:54.159
Because part of selling is you first have to establish trust in you to the new person you're talking to.
00:11:54.320 --> 00:12:04.399
Well, if Corey, you and I know each other, we're doing business with each other, and you introduce me to someone, then part of your credibility with them is extended to mean that introduction becomes fast tracked.
00:12:04.480 --> 00:12:09.600
So once you do it with your active customers and you do it with your inactive customers, and then you worry about prospecting.
00:12:09.679 --> 00:12:12.559
And that's another conversation as to how to prospect smarter and faster.
00:12:12.799 --> 00:12:13.759
Okay, awesome.
00:12:13.840 --> 00:12:17.279
So I now as you I came up with two questions as you were talking.
00:12:17.440 --> 00:12:19.519
The first one is the 100% of 100%.
00:12:20.240 --> 00:12:29.519
There's also you talked about are they utilizing all of our services and supplies, equipment, products, whatever it might be.
00:12:29.759 --> 00:12:35.519
But what about you're doing 100% of business with that one person in that business?
00:12:35.679 --> 00:12:42.960
But who else in that business should you be talking to that can use your business that that can also do business with you?
00:12:43.279 --> 00:12:43.679
Absolutely.
00:12:43.759 --> 00:12:44.960
So we had an example of that.
00:12:45.039 --> 00:12:47.759
Uh again, a major client right here in Houston's recording this.
00:12:47.840 --> 00:12:54.559
I have clients all across the United States and internationally, but we'll just stay fixated here on Houston, where the top five business cities in America.
00:12:54.639 --> 00:13:00.639
So if you're listening in to us from Mobile, Alabama, or Boise, Idaho, this model still applies.
00:13:00.960 --> 00:13:14.639
So a couple years ago, we had an energy crisis, just like at the time recording this, you went through at the beginning of this cast five major economic challenges that we're dealing with here in our country today, and at differing variations depending upon the business leaders that are listening to us.
00:13:14.879 --> 00:13:23.360
But at that time, oil and gas was flatlined, and the buyer in this business was primarily connected with, in essence, my client from an uh oil and gas standpoint.
00:13:23.440 --> 00:13:24.960
And we had exactly that conversation.
00:13:25.039 --> 00:13:34.559
I said, wait a second, does this organization do anything in renewable energies, in green, in wind, in solar, in hydro, in you know, mirror farms, et cetera?
00:13:34.639 --> 00:13:37.600
And as I was going down the list, their heads started going, yeah, yeah, yeah, yeah.
00:13:37.759 --> 00:13:39.600
I go, are you talking any of those buyers?
00:13:39.759 --> 00:13:40.639
No, no, no, no.
00:13:40.720 --> 00:13:41.919
And it's like you're missing it.
00:13:42.000 --> 00:13:45.679
So this 100% of 100% is a massive concept.
00:13:45.759 --> 00:13:55.759
I mean, for some businesses, if you really were to think about this, and some businesses, this is why they have business development or strat accounts, strategic account, you know, leaders, that's what they're doing.
00:13:55.840 --> 00:14:00.720
They're taking just one or two of these major accounts and drilling in deeper and deeper on 100%, 100%.
00:14:00.960 --> 00:14:01.039
Right.
00:14:01.200 --> 00:14:09.279
And you know, and even another way to look at this, again, I I maybe we should pause just so everyone can get new pencils and pens, because if they're taking notes, they should have blown up at this point.
00:14:09.519 --> 00:14:16.960
Another way to look at this 100% of 100% is then one of the things I talked about is percent of wallet, an old banking phrase and term.
00:14:17.120 --> 00:14:21.200
But percent of wallet here on the 100% of 100% is again, let's go back to we're just role-playing.
00:14:21.279 --> 00:14:24.240
We have only three customers in our database buying from us right now.
00:14:24.480 --> 00:14:30.399
Customer number one, whenever they request a quote for something, how much would it cost for X?
00:14:30.639 --> 00:14:32.080
Can you deliver whatever?
00:14:32.240 --> 00:14:41.039
Is to stop and ask them, okay, this order you're placing with me, this purchase you're making with me, what percentage of the overall project is this attached to?
00:14:41.200 --> 00:14:44.799
I'm getting a quote for X, and I'm winning that quote and getting it.
00:14:44.879 --> 00:14:48.879
But if you take a step back and say, well, wait a minute, how much of the project is this quote for?
00:14:48.960 --> 00:14:52.799
And it's only for 10% of the job, who's getting the other 90% quotes?
00:14:52.960 --> 00:14:54.879
Who's getting the other 90% of this job?
00:14:54.960 --> 00:14:56.080
And how do you keep growing it?
00:14:56.159 --> 00:14:59.759
So 100% of 100% really talks about two things.
00:15:00.080 --> 00:15:01.759
Talks about market share.
00:15:02.080 --> 00:15:06.320
We're not even going to talk about market share because if someone doesn't know what that is, they need to back them go to elementary school.
00:15:06.399 --> 00:15:12.399
Everyone knows market share, everyone's been taught market share, everyone talks about market share, and yes, it's important to make sure you have market share.
00:15:12.480 --> 00:15:22.320
But what everyone misses in that market share conversation, which typically, because it's being facilitated by someone who's never actually owned a business, so you can have all kinds of views when you never actually have owned and done something.
00:15:22.480 --> 00:15:28.720
No disrespect, but that takes about 90% of the voices out of our conversation, is market potential.
00:15:28.960 --> 00:15:33.120
See again, if everyone's fighting over the same piece of the pie, that's market share.
00:15:33.200 --> 00:15:34.879
What percentage of that pie are you getting?
00:15:34.960 --> 00:15:35.919
That's market share.
00:15:36.080 --> 00:15:41.679
As opposed to how do you find create new business where there are buyers that didn't exist yesterday?
00:15:41.840 --> 00:15:43.120
That's market potential.
00:15:43.200 --> 00:15:58.240
So part of that comes back to the 100% of 100%, just simply from the standpoint of if there's buyers in an organization that you don't know about and you can become connected with them, you're bringing more potential to the table versus just trying to get the same piece from the same person that you and everyone else is calling on.
00:15:58.320 --> 00:16:01.279
As well as create new customer bases.
00:16:01.360 --> 00:16:02.480
That's market potential.
00:16:02.639 --> 00:16:07.919
Find people that can buy what you have to offer that maybe no one else is calling on right now.
00:16:08.159 --> 00:16:12.159
So for some people, that's where you go about saying, you know what, maybe I'm in the construction space.
00:16:12.399 --> 00:16:24.080
If I could get the architect to spec out in the architectural process my product specifically by code, by name, by spec, now I've created a new way of getting into the business.
00:16:24.159 --> 00:16:30.240
So I'm not having to call on the you know the the contractor or the subcontractor or the suppliers or etc.
00:16:30.879 --> 00:16:39.840
So it's funny, as you're talking, I I'm gonna rebrand your 100% of 100%, and I'm gonna call it 100% of a hundred percent cube.
00:16:40.480 --> 00:16:46.240
Because there's a hundred percent of are you using a hundred percent of my products and services?
00:16:46.720 --> 00:17:02.080
Am I getting access to a hundred percent of your business, even though I might be dealing with you, but I'm not dealing with the other potential buyers, and then there's the um 100% of the project I'm bidding.
00:17:02.240 --> 00:17:05.759
Am I getting 100% of the actual deal we're talking about?
00:17:06.079 --> 00:17:10.079
So there's it's it's not linear, right?
00:17:10.240 --> 00:17:17.279
It's whatever negotiation you're having, you have to be thinking, am I get you're gonna steal my 100% cubed, aren't you?
00:17:17.359 --> 00:17:19.200
I'm gonna TM it before you get there.
00:17:19.359 --> 00:17:22.400
Um but you have to be thinking about the conversation.
00:17:22.480 --> 00:17:26.079
Um are we just talking about, hey, here's the business we're doing?
00:17:26.319 --> 00:17:29.440
Can I can you can I give you more of what we do?
00:17:29.680 --> 00:17:34.240
But it's also how much of am I getting of what you're you're selling?
00:17:34.480 --> 00:17:47.039
And then if I mean that's the coaching conversation I have on our the the entire square walls, how many other buyers or decision makers, what percentage of those am I talking to?
00:17:47.680 --> 00:17:59.200
And that's the coaching conversation I find myself having more so uh today than anything else, is is the is the first level understanding and application and execution of this concept we talked about.
00:17:59.359 --> 00:18:01.440
And then the second one and the third one.
00:18:01.519 --> 00:18:02.319
And it is amazing.
00:18:02.400 --> 00:18:05.680
You know, everyone looks at this from that percentage of market share.
00:18:05.839 --> 00:18:07.839
That's the first part of 100% of 100%.
00:18:08.079 --> 00:18:12.720
But then that market potential is where you start to exponentially blow it up again.
00:18:12.799 --> 00:18:14.480
How do I get more of each quote?
00:18:14.640 --> 00:18:16.319
Why am I not getting a larger opportunity?
00:18:16.400 --> 00:18:18.640
Sometimes it is okay, hey, we want to spread the business around.
00:18:18.720 --> 00:18:21.200
Okay, that's fine, but let's talk about that then.
00:18:21.279 --> 00:18:23.279
Is anyone getting a larger percentage than me?
00:18:23.359 --> 00:18:24.480
And if so, why is that?
00:18:24.640 --> 00:18:26.079
Because those are the learning opportunities.
00:18:26.160 --> 00:18:30.319
It could come back to your capacity, your delivery, your quality service, your follow-up.
00:18:30.480 --> 00:18:39.440
I mean, where is it that maybe somewhere historically my team, you know, before maybe even I even came to this company, tripped uh, and we have to do some damage repair to win that back.
00:18:39.519 --> 00:18:41.680
But the potential out there is tremendous.
00:18:41.839 --> 00:18:48.720
And then again, if I'm coaching or consulting with a new entry to the marketplace, I'm gonna use this same concept.
00:18:48.799 --> 00:18:50.880
Okay, where's the competition strong?
00:18:51.119 --> 00:18:52.400
We'll worry about that second.
00:18:52.480 --> 00:18:55.920
See, everyone's trying to figure out how to unseat someone from their area of strength.
00:18:56.160 --> 00:18:56.960
Big mistake.
00:18:57.119 --> 00:18:58.319
Where are their weaknesses?
00:18:58.480 --> 00:18:59.440
Where are their gaps?
00:18:59.599 --> 00:19:00.880
That's your entry point.
00:19:01.119 --> 00:19:06.160
Again, if if I know uh that that everyone owns the marketplace, but guess what?
00:19:06.240 --> 00:19:12.640
You know, they're the hard to get a hold of after hours, or the hard to get a hold of on the weekends, or the hard to get a hold of on the holidays.
00:19:12.799 --> 00:19:15.440
That's gonna be all my advertising and marketing efforts right there.
00:19:15.519 --> 00:19:18.400
Let me be your you know, in-a-pinch supplier vendor.
00:19:18.480 --> 00:19:19.920
You know, I'll be your after hours.
00:19:20.000 --> 00:19:24.559
Uh, you know, call me on the weekends, and all you have to do is win one or two of those and do a phenomenal job.
00:19:24.720 --> 00:19:28.720
They're gonna start giving you a percentage of what the big guy thought they're it's such an interesting point.
00:19:28.799 --> 00:19:41.279
So I I'm gonna get sidetracked because I have another question I want to ask you, but uh just dealing with a client today who they they have this amazing warehouse full of full of supplies that no one else in town has.
00:19:41.359 --> 00:19:43.920
And they're and I said you're the best kept secret in town.
00:19:44.000 --> 00:19:46.079
And as you said, that should be their entry point.
00:19:46.160 --> 00:19:48.880
They should be saying, need something in a pinch?
00:19:49.039 --> 00:19:49.519
We got it.
00:19:49.599 --> 00:19:50.960
Give us a call, we'll get it to you.
00:19:51.200 --> 00:19:52.799
There's a tag line, right?
00:19:53.039 --> 00:20:04.640
Uh, you so way back, you really glazed over the you know, the person you were doing business with today, uh yesterday, they might have moved on and there might be a new person in there.
00:20:04.960 --> 00:20:11.680
And I think most people understand people don't buy the product or the company, they buy the person that's selling it.
00:20:11.920 --> 00:20:21.839
And I know that is a a big problem, especially if you're not in regular contact or it's a customer that fell off and you're like, oh, I'll call so-and-so over there.
00:20:21.920 --> 00:20:25.759
You call and so-and-so is not there anymore, and no one knows you anymore.
00:20:26.000 --> 00:20:30.000
So and that's exactly it is a people touch business no matter what you're in.
00:20:30.079 --> 00:20:43.680
Now, the only asterisk to that is if you are just if you're just gonna play in the commodity game, and that's the place you want to be in, then the people isn't gonna be as important as ease and efficiency.
00:20:43.839 --> 00:20:49.440
So then you better be so massively easy for them to do business with that that's how you win the day.
00:20:49.519 --> 00:20:51.839
Now, imagine if you can mash up both of those.
00:20:52.000 --> 00:21:05.279
You're so incredibly easy to do business with, and you have the ability to, in you know, it's almost like intuition to know what they need before they say it, so you can deliver it, and you have the people connection, you're gonna own the market space.
00:21:05.519 --> 00:21:06.000
Very cool.
00:21:06.160 --> 00:21:08.160
And you touched on one of my philosophies.
00:21:08.319 --> 00:21:30.079
I talk a lot about a lot of business owners, and and you just gave the solution to it, but a lot of business owners I have experienced are addicted to chaos, they're addicted to how hard it is to deliver their product versus the quality, the speed, the the on-time delivery.
00:21:30.240 --> 00:21:39.359
And I've had clients where I've offered a very easy solution to fix something, and they say, Yeah, but now we can't charge as much because we don't have to work as hard to do it.
00:21:39.519 --> 00:21:46.000
And I and I told them people aren't paying you because you're working hard, they're paying you because you can get it to them when they need it.
00:21:46.240 --> 00:21:47.680
And if And that's it.
00:21:47.839 --> 00:21:48.799
Everyone has a need.
00:21:48.880 --> 00:21:50.160
And again, let's go back to selling.
00:21:50.240 --> 00:21:51.359
It's 100% of 100%.
00:21:51.839 --> 00:21:59.359
Sometimes the reason why on our side we're not selling more is that we're not having the conversations with the customer to find out when they need things.
00:22:00.160 --> 00:22:02.559
You know, the heavy heavy building industry as an example.
00:22:02.960 --> 00:22:05.759
Again, you want a quote for 100% of whatever.
00:22:05.839 --> 00:22:06.319
Okay, that's great.
00:22:06.400 --> 00:22:09.680
I'm going to give you this 100% of this product and load it on our trucks and ship it to you.
00:22:09.839 --> 00:22:11.200
But when do you really need it?
00:22:11.359 --> 00:22:20.400
You maybe don't need 100% of it sitting on your yard or in your construction site for days or weeks on end before you really need it, which would make it easier for them for my factories to produce.
00:22:20.559 --> 00:22:21.200
What do you need?
00:22:21.279 --> 00:22:23.680
And let me drip it out to you as you need it.
00:22:23.839 --> 00:22:28.640
Everyone wins, and that gives me more capacity at my end to sell more products to other people.
00:22:28.799 --> 00:22:34.400
So when you think of what 100% of 100% means, and it's not just it's squared or it's cubed, it's infinity.
00:22:34.559 --> 00:22:37.119
There's layers of applications and implications to it.
00:22:37.279 --> 00:22:40.720
And we start thinking this way, it creates a need.
00:22:41.119 --> 00:22:44.400
Now here's where that unleash your talent comes back into the conversation.
00:22:44.559 --> 00:22:58.240
It creates a need for the organization to be able to communicate more effectively within so they can ebb and flow more effectively versus having friction points where it's me versus you and it creates internal chaos back to your business person chaos statement a minute ago.
00:22:58.400 --> 00:23:03.200
Again, a lot of times we're shipping, we're delivering things faster than they need.
00:23:05.839 --> 00:23:07.759
We went out for uh for sushi.
00:23:08.240 --> 00:23:12.400
I'm an American kid, I like you know steaks, I like baked potatoes, I like all kinds of food.
00:23:12.480 --> 00:23:13.759
So we went out to a sushi restaurant.
00:23:13.839 --> 00:23:20.640
But what made it different was as we ate, they delivered more versus they bought all of it and dropped it off.
00:23:20.720 --> 00:23:24.799
So it made it easy for them to assemble it's a factories, what this restaurant really is.
00:23:24.960 --> 00:23:26.720
So they were, in essence, selling more.
00:23:26.799 --> 00:23:35.279
They actually sold more to our table by delivering it in bites, basically, you know, small amounts at a time versus bringing a whole big huge tray and leaving it and be gone.
00:23:35.519 --> 00:23:37.759
So again, 100% of 100%.
00:23:38.160 --> 00:23:40.079
What all do we have to offer?
00:23:40.319 --> 00:23:43.599
I mean, everyone in business needs to back up and take that inventory.
00:23:43.839 --> 00:23:50.240
Restaurants, clothing stores, department stores, automotive stores, just go down the line.
00:23:50.400 --> 00:23:51.839
People don't think this way.
00:23:52.000 --> 00:23:55.440
And that's why a lot of times their businesses go up.
00:23:55.680 --> 00:23:56.960
Oh my gosh, this is great.
00:23:57.119 --> 00:24:00.400
It levels off before they realize it, and because they're not paying attention, then it craters.
00:24:00.559 --> 00:24:05.680
And again, that happens with the economy, but it doesn't have to always happen if you're thinking differently.
00:24:05.920 --> 00:24:11.440
I had a manufacturing client, just to illustrate your point, they had a massive order.
00:24:11.599 --> 00:24:16.559
They thought there was a deadline on it, so they backed everything up and they focused on this massive order.
00:24:16.799 --> 00:24:18.400
Everything behind it was late.
00:24:18.559 --> 00:24:21.440
So they had two or three really pissed off clients.
00:24:21.599 --> 00:24:24.880
They delivered this huge order, and they're like, it's ready to ship.
00:24:24.960 --> 00:24:28.319
And they're and the client came back to them and said, Oh, didn't we tell you?
00:24:28.400 --> 00:24:30.640
Like, we pushed this back a month.
00:24:31.680 --> 00:24:34.960
Because no one was in contact with them and no one was following up.
00:24:35.039 --> 00:24:41.839
And and they push an order through that they thought was urgent, that the client didn't think was urgent anymore.
00:24:42.000 --> 00:24:49.039
And so now they got to hold this huge order in their warehouse, and they got three angry clients because their orders are now late.
00:24:49.519 --> 00:24:51.119
Yeah, people do not communicate.
00:24:51.279 --> 00:24:52.960
We push way too much off to the side.
00:24:53.119 --> 00:24:57.759
So, again, just this one strategic thought of 100% of 100% have so many applications.
00:24:57.839 --> 00:25:04.640
And then it also gives you a way of looking at, you know, again, if you do have this massive database, you obviously have you obviously have a lot more than three active customers.
00:25:04.720 --> 00:25:06.559
And again, what are your inactive customers?
00:25:06.640 --> 00:25:08.000
Who are your old customers?
00:25:08.160 --> 00:25:12.640
Again, who are businesses that emerge that are still in your database, you don't even have it updated.
00:25:12.799 --> 00:25:18.319
Uh, looking at your product in your inventory, what products should you really keep going into the next quarter, next year?
00:25:18.480 --> 00:25:24.400
Again, this this analysis also gets you to recognize are you trying to be, you know, the Walmart of your industry?
00:25:24.559 --> 00:25:28.079
And some Walmarts of your industry are gonna make a lot of money.
00:25:28.160 --> 00:25:31.759
But a lot of times you try to be all things to all people and you go out of business.
00:25:32.000 --> 00:25:36.640
So think about what the business metaphor and benchmark is for where you're headed, but get smart.
00:25:36.799 --> 00:25:42.480
Again, some businesses, as a customer, if you pay attention, they'll teach you exactly how to find 100%.
00:25:42.880 --> 00:25:45.359
During COVID, so it's back up a couple years ago.
00:25:45.519 --> 00:25:47.519
During COVID, anyone who didn't know who Mr.
00:25:47.599 --> 00:25:49.680
Amazon was quickly figured out who Mr.
00:25:49.759 --> 00:25:50.799
Amazon was.
00:25:50.960 --> 00:25:54.960
And then in that, all of a sudden, people weren't going to the Walmarts very much.
00:25:55.039 --> 00:25:57.599
They weren't going to the Costco's as much.
00:25:57.759 --> 00:26:12.079
And so for a period of time, if you order something through Amazon, the box that showed up might have actually said Walmart on it, because Walmart realized they had to find different, not in essence, distribution channels for getting product, but distribution channels for sending product.
00:26:12.240 --> 00:26:13.200
And so it's the same thing.
00:26:13.279 --> 00:26:18.640
They want 100% of 100%, but they realize, wait a second, we used to be what everyone benchmarked against, and this Mr.
00:26:18.799 --> 00:26:20.960
Amazon guy is the one making money this week.
00:26:21.119 --> 00:26:28.640
So again, look at where you're a customer and see how people engage you if you view yourself as an active customer.
00:26:28.799 --> 00:26:35.440
And just see how many times that organization doesn't engage you to purchase, but you have to beg them to take your money.
00:26:35.519 --> 00:26:37.200
Like, you know, can I get crazy?
00:26:37.440 --> 00:26:38.799
Why weren't they anticipating that?
00:26:39.119 --> 00:26:39.599
I agree.
00:26:39.680 --> 00:26:43.200
And the COVID example is a good one, especially with restaurants.
00:26:44.000 --> 00:26:53.279
All of the door dashing, they started building ghost kitchens, just these little kitchens in the in the middle of an industrial mall where the door dash orders will come out of.
00:26:53.519 --> 00:27:03.759
So when people do go into the restaurant, how many times have you gone into a restaurant or a coffee shop and had to wait because they're preparing all of the to-go orders, right?
00:27:03.839 --> 00:27:04.480
The online orders.
00:27:04.720 --> 00:27:05.440
Orders in front of you.
00:27:05.599 --> 00:27:06.960
And so they created these most.
00:27:07.359 --> 00:27:14.640
The largest restaurant in America that generates the most money in America is in Houston, Texas.
00:27:14.960 --> 00:27:31.519
And DoorDash paid them a half a million dollars to open up just an order pickup to go restaurant in the suburb of Houston because they do over 2,000 just drive-up pickup meals a day.
00:27:31.680 --> 00:27:35.359
That's not including the 4,000 diners that come into the restaurant every day.
00:27:35.599 --> 00:27:36.079
Who is that?
00:27:36.240 --> 00:27:37.039
It's massive.
00:27:37.279 --> 00:27:38.720
Can you say who it is?
00:27:39.039 --> 00:27:40.079
Yeah, it's Agas.
00:27:40.480 --> 00:27:40.720
Who?
00:27:40.880 --> 00:27:42.400
It's a Pakistani Agas.
00:27:42.559 --> 00:27:44.240
It's the Pakistani Indian restaurant.
00:27:44.319 --> 00:27:50.640
It's the largest restaurant in the United States in terms of the volume it sells on a daily, weekly, monthly basis.
00:27:50.880 --> 00:27:54.559
Go on, there's a great, there's lots of videos on YouTube about this restaurant.
00:27:54.880 --> 00:27:58.480
But uh the the CO, you know, Shakunt is phenomenal.
00:27:58.559 --> 00:28:00.240
I you know, I've met him many, many times.
00:28:00.400 --> 00:28:04.160
It's a great restaurant, but again, it's an example of them 100% of 100%.
00:28:04.480 --> 00:28:10.319
Not only do they do they take your order, but they're also reading the table for what else they recommend.
00:28:10.400 --> 00:28:11.920
They don't wait for you to beg.
00:28:12.160 --> 00:28:17.359
And then again, they're not high pressure in any way, shape, or form, but they've expanded so many times.
00:28:17.440 --> 00:28:19.680
I mean, they're you know, they're in a stripped shopping center.
00:28:19.759 --> 00:28:24.319
It's kind of like, you know, they kicked out Marshall's and TJ Maxx and took over their space, basically.
00:28:24.559 --> 00:28:26.000
But it's amazing what they've done.
00:28:26.079 --> 00:28:29.920
And it's back to this, you know, uh envisioning where you can grow your business.
00:28:30.000 --> 00:28:32.720
And to your point about it, you know, DoorDash, it's the same thing.
00:28:32.799 --> 00:28:34.160
It's not just you know, COVID.
00:28:34.319 --> 00:28:37.920
We're now several years past that, and people are still not figuring it out.
00:28:38.000 --> 00:28:38.799
That's what's amazing.
00:28:39.359 --> 00:28:40.640
Simple concept, 100%.
00:28:41.039 --> 00:28:47.200
Create your Excel spreadsheet, and and it will it will keep you productively, profitably busy every day.
00:28:47.519 --> 00:28:48.079
Amazing.
00:28:48.319 --> 00:28:51.440
Well, there's only one question left to ask, Dr.
00:28:51.680 --> 00:28:52.319
Jeff.
00:28:52.640 --> 00:28:54.640
You've given us a lot of great information.
00:28:54.799 --> 00:29:00.960
If I'm a business owner listening to this podcast, how can I take this information and scale from here?
00:29:01.759 --> 00:29:02.640
Absolutely huge.
00:29:02.799 --> 00:29:03.519
Several ways.
00:29:03.759 --> 00:29:09.759
One, create the Excel spreadsheet, and down the vertical side, just create your active customers to start with.
00:29:09.839 --> 00:29:15.599
And then when you ran out of all your active customers, then go through and think about all your inactive customers, category two.
00:29:15.920 --> 00:29:20.640
Third category, think about all of the prospects that you know are buying your product from your competition.
00:29:20.720 --> 00:29:23.039
That could go down the left side for category three.
00:29:23.119 --> 00:29:27.039
So again, we're not even gonna talk about find someone who maybe is or is not buying your product.
00:29:27.119 --> 00:29:31.359
I gave you three demographics down the left side across the top, all of your active products.
00:29:31.519 --> 00:29:35.519
And then again, once you go through this exercise, you'll see who's buying which products.
00:29:35.599 --> 00:29:40.000
That'll give you a clue of what you should or shouldn't keep, where your profit centers are, where your cost centers are.
00:29:40.160 --> 00:29:51.680
Then you look at how do I go about understanding from our earlier part of our conversation with each one of those customers, are they in fact buying 100% of each of the products that I'm tagging them to be buying from me right now?
00:29:51.759 --> 00:29:53.759
And how much more opportunity is there right there?
00:29:53.920 --> 00:29:55.039
How do I grow that?
00:29:55.200 --> 00:29:56.400
That's one way of looking at it.
00:29:56.559 --> 00:30:05.440
Second way they can take action right now is to actually plug it into your CRM system or plug it into, you know, pick up your phone and just use your own phone and plug it right into your calendar of your own phone.
00:30:05.519 --> 00:30:11.519
At least you know, at the beginning of each week, one of the models I teach in our sales training program is whether you act upon this or not doesn't matter.
00:30:11.680 --> 00:30:14.000
The mere fact you're thinking about it is what's most important.
00:30:14.079 --> 00:30:18.960
But every Monday, have your calendar ping you with some sort of outbound marketing initiative.
00:30:19.119 --> 00:30:23.680
Again, I call it rule 152x in our sales training programs and in my sales mastery book.
00:30:23.759 --> 00:30:27.920
And 152x simply says one is every Monday, 52, 52 weeks in a year.
00:30:28.160 --> 00:30:30.000
X represents a demographic.
00:30:30.079 --> 00:30:32.000
So the quantity of the demographic doesn't matter.
00:30:32.160 --> 00:30:33.519
It could be five, it could be 500.
00:30:33.599 --> 00:30:34.160
You decide.
00:30:34.319 --> 00:30:36.160
But who's a demographic this week?
00:30:36.240 --> 00:30:40.480
I need to reach out to to engage in a growth sales conversation.
00:30:40.559 --> 00:30:43.680
So there's a third way to take these ideas and make them forward.
00:30:43.759 --> 00:30:49.440
And if that pings you every Monday, you're never gonna be in a position of having an empty sales funnel of who to talk to.
00:30:49.599 --> 00:30:53.200
Last answer one of the things I also teach is called five at five.
00:30:53.279 --> 00:31:04.079
Every Friday by 5 p.m., have a separate list or a separate report that tells you by salesperson or by organization who are the top five next potential sales in each product category.
00:31:04.160 --> 00:31:08.559
And you'll very quickly recognize how much of this 100% of 100% you're not doing.
00:31:08.799 --> 00:31:09.519
Very cool.
00:31:09.759 --> 00:31:10.319
Thank you.
00:31:10.640 --> 00:31:11.519
Good advice.
00:31:11.680 --> 00:31:16.079
So, uh Jeff, if people are listening to this and they're thinking, hey, I'd love to learn more.
00:31:16.319 --> 00:31:19.279
I know you have a seminar coming up, I think.
00:31:19.440 --> 00:31:20.160
When is that?
00:31:20.240 --> 00:31:21.519
How can we get in touch with you?
00:31:21.680 --> 00:31:22.559
Let us know.
00:31:22.880 --> 00:31:23.519
Great question.
00:31:23.599 --> 00:31:25.119
So you can find out more about what we're doing.
00:31:25.200 --> 00:31:26.640
Obviously, my name's on the screen.
00:31:26.720 --> 00:31:29.279
So just go to my website, jeffreymagegee.com.
00:31:29.359 --> 00:31:31.680
Make sure the McGee is spelt the right way, M-A-G-E-E.
00:31:31.759 --> 00:31:34.000
So Jeffrey McGee.com, you can find out all the things we're doing.
00:31:34.480 --> 00:31:34.960
No C's.
00:31:35.039 --> 00:31:37.599
There's no there's no, it's an A, not Mick.
00:31:38.000 --> 00:31:43.359
And then with that, uh, first week of November, we're doing a two-day sales mastery boot camp here in Houston, Texas.
00:31:43.519 --> 00:31:46.160
I just recently relocated here from uh Las Vegas.
00:31:46.240 --> 00:31:49.839
Uh, and every year I will do a boot camp once uh once a year.
00:31:50.000 --> 00:31:50.880
Open enrollment.
00:31:50.960 --> 00:31:56.640
Anyone can bring their team, sales leaders, sales team, and we uh go through day one, strategic selling.
00:31:56.720 --> 00:32:02.319
We lay down a framework, we give people insights and ideas as to what strategic selling looks like and what your business is.
00:32:02.480 --> 00:32:06.240
Day two is tactical implementation activities to generate more sales.
00:32:06.400 --> 00:32:09.119
Uh, tremendous number of people today, Corey, in business.
00:32:09.200 --> 00:32:18.960
Um, I'm finding have never actually had the opportunity to go to a good, structured, formal sales training program in their life, yet they're trying to do selling the best they can.
00:32:19.039 --> 00:32:21.200
So we're gonna be doing that one first in November.
00:32:21.279 --> 00:32:23.599
Uh so check us out and uh we'd love to see you here.
00:32:23.839 --> 00:32:24.400
Awesome.
00:32:24.720 --> 00:32:25.200
All right.
00:32:25.279 --> 00:32:31.440
Well, uh a new thing we're doing with this show is we're uh we have a members area.
00:32:31.519 --> 00:32:33.279
It's free to sign up right now.
00:32:33.440 --> 00:32:38.319
So we're gonna say goodbye to Jeff right now, but we're gonna pick up the conversation in the members area.
00:32:38.400 --> 00:32:43.680
So if you haven't signed up, make sure you go sign up to be a member and hear the rest of the conversation.
00:32:44.079 --> 00:32:46.240
Uh what else we have for you?
00:32:46.559 --> 00:32:47.680
Man, I think that's it.
00:32:47.759 --> 00:32:49.279
So I'd like to thank everyone for listening.
00:32:49.359 --> 00:32:52.799
I'm Corey Harlock, and remember, you built a real business.
00:32:52.960 --> 00:32:56.480
The only question left is how do you scale from here?
