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