אודות פרק זה
Short and Sweet
Most thought leaders don't lose sleep over the stage. They lose it in the middle of the night, wondering if they followed up with that client or remembered one of the dozens of things that have to happen before every event.
Dan Kerrigan is Chief of Staff and COO at the Trust Edge Leadership Institute, the team behind Hall of Fame speaker David Horsager. In this episode he walks through how they moved a lead-to-event process that ran on yellow sheets of paper into one CRM, and the task templates that now tell everyone what to do and when.
Full Show Notes
"A lack of trust is everyone's greatest expense." Turns out that includes trusting your own systems.
Trust Edge was already winning. Big clients, big platform, a team that genuinely cares about people. But every inquiry went on a yellow sheet, sales stages lived in spreadsheets spread across SharePoint, Dropbox and Google Drive, and the old CRM had over 1,300 tags nobody could use. The work got done. The team just stopped sleeping.
Dan's fix wasn't more hustle. It was one place for everything, and task templates that remember so people don't have to.
What we get into:
- The yellow sheet: running a Hall of Fame speaker's sales and event logistics on paper
- Why "systems equal better sleep" is the real return on a CRM
- Rebuilding the plane while it's in the air, and how he got a nervous team on board
- The one click on a signed agreement that notifies accounting, logistics and David's EA, then books flights six weeks out, even for events 18 months away
- How a new logistics hire got up to speed faster than anyone before them
- The milk truck test: could someone step into your role tomorrow?
- Why systems grow out of failures, and what to do right after a ball gets dropped
- The lost-deal cadence, including a personal gift three months after a no (ask about the ferret mug)
- Reconnecting with old relationships, no ask attached, and the significant clients that followed
Learn more about the Trust Edge Leadership Institute at trustedge.com and connect with Dan on LinkedIn.
