WEBVTT
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Stop wearing your cheap shit.
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Yeah.
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At some point, we got to the point where we said, okay, I I don't need to do five new suits for myself every season.
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Like, let's just wear our nice stuff.
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That's where it starts.
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If you're not wearing it, why the hell would anyone buy it?
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This is Appointment Only, the podcast for custom clothiers and entrepreneurs building profitable high-end businesses.
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If you want control, profitability, and freedom from what feels like an endless hustle, this is for you.
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We're Kenny and Danny, twin brothers from day one and business partners for more than 15 years.
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We're sharing insights from our own experiences as luxury custom clothiers who built our own business from nothing.
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The highs, the lows, and what we've learned along the way that will help you build a high-end business you actually enjoy running and isn't running you.
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Clothier Coaching's official podcast.
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Appointment only starts now.
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We're back between appointments and we are well, we're not really between appointments.
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We're after post-apointments.
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After post-apointments.
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After hours, 2 p.m.
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And it's after hours.
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That's how it goes.
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We just had a wedding fitting come in and it was uh well we would have made more if Danny would have remembered to charge for the pants.
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We'll get it on the we'll get it on the back end there.
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But it was a quick uh 15, was it?
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15, 9.
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Yeah.
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That's how the wedding suits look now.
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If you would have told me a couple years ago that that's like a wedding order, I would have been a floored.
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If I charged right, it would be like 18 and a half.
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Yeah, that would have been nice.
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Yeah.
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But here's the thing do I look stressed about this?
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No, no.
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Because when you're working with the right kinds of people, you're selling the right kinds of things, your margins are strong, something like that, a mistake and oversight where you forgot to charge for two pairs of pants, it doesn't ruin you.
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It doesn't ruin the sale.
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If your margins are so slim where you can't afford to do that, I mean, not I'm not bragging about it.
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And it's not like a good thing.
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I'm glad I forgot to charge it.
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No, of course.
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And we will charge for it on the back end, but if you're in a place where your margins are so slim you can't even imagine having been able to have done that and be laughing about it, I think you have some work to do.
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And we can we can help.
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I'm not gonna help you for free on the podcast, but we we can help you.
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Uh speaking of helping you, that's what this episode is.
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I sent something out on Instagram and I said, what do you want to hear?
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What topics do you want to hear?
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And it kind of turned into a bit of a QA.
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So that's what we're gonna do.
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I'm gonna read, I'm not gonna, I'm not gonna out anyone, I'm not gonna say who said it uh or berate anyone, but we are gonna read the questions and and we're gonna answer the questions.
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But before we get into that, I just wanna share a couple of I'm not gonna say nuggets.
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Nougats.
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Newguts.
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Yeah, I'm not gonna say that.
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Um little tidbits.
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Yep, some some tidbits for you.
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I've mentioned before, if you're if you read the newsletter, if you get the newsletter, I've mentioned this.
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I have a bit of an overcoat tracker going on.
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Uh I came home on the other day after we had done a series of final fittings.
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And first of all, is there anything worse than having a day full of final fittings?
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Oh, nothing's worse.
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Is there anything better though than having done final fittings and there's not a single alteration?
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Uh, everyone leaves with everything.
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How many hangers did we get rid of?
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On Friday alone, just to do the math real quick.
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Little caveat though, before you hear the number and I was gonna say cream your jeans.
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That's not what I meant.
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If you're if before you hear the number and your jaw hits the floor, I gotta tell you, we also now get all of our shirts pressed because we are selling the Thomas Mason line exclusively.
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And we've said this before when you raise your prices, you better level your game up too.
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So the presentation on the Thomas Mason shirts, we now pay to get each shirt professionally pressed.
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So each of those shirts is also on a hanger.
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So this is not like we offloaded this many suits, but it's a mix of shirt shirts and suits.
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On Friday, we offloaded 30 hangers, yeah, which freed up a lot of space physically and mentally.
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There's nothing that feels better than doing that, but it's a pain when you have to schedule that because of course you feel like you're not making money.
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And we decided a couple of years ago that instead of looking at these days of final fittings and deciding we're not making money, how about we figure out a way to make some damn money?
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Let's just try.
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How about we make some money?
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And I have to say, it was a success on Friday.
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We and when you're working with the right people, again, when you're it's all about working with the right people who are comma decision makers, can easily come in and place new orders.
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Um, I don't remember what we saw.
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I'm pulling it up.
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I'm pulling it up.
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Okay.
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So a couple more overcoats, I think.
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Was it two more?
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One more.
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One more.
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Um, so on Friday, you know you're good at sales by the way.
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Three, four final fittings.
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You know you're good at sales by the way, when you're sell when you've already sold a handful of cashmere overcoats when it's in uh a hundred degrees outside.
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Not not to uh, you know, pat myself on the back, but so we're proud of it.
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We had four final fittings on Friday and an actual fitting.
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You good?
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Yeah.
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Looks like our first final fitting bought a tie.
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Looks like our second final fitting bought a couple of ties and a bunch of socks.
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Third final fitting bought a tie and a pair of socks, and the last final fitting did like uh an overcoat, an additional suit, and four ties and six socks.
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So we made some decent money, really good money, just from final fittings, and that none of that is including the actual fitting, the new fitting that we had that day.
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Yeah.
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So from the final fittings, had we only had those, it still would have been a five-figure day.
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Just from what we ended up offloading sales-wise, which actually that's that's a great uh that's a great representation because I've always said when in six-figure upsells, we kind of teach you the mindset and the strategy behind how to do this.
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We've gotten a hell of a lot better since we came out with six-figure upsells, which is what we talk with LCC about.
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But I've I I was always under the impression it was about like between 25 and 30 percent of the time somebody's buying an extra piece instead of just accessories.
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So that's accurate based on that.
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But everyone who bought 25% of the actual final fittings ended up buying more in the meeting.
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Right.
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And when your accessories are what they, you know, should cost, when they're high-end accessories and you're charging a good amount, you you actually we call it trash can money.
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When you you just make money back that you already spent, it just is like feels it's it feels awesome.
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It's a great feeling.
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So that's what we've been up to.
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Um, and again, anytime we say this, and we put a reel out a couple days ago where we were listing off some dollar amounts that had been swiped over the course of one of our weeks of what was has traditionally and historically been one of our slowest months of the year.
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And w when we're saying this stuff, it's it's not because we're, first of all, it's not because it's ever record breaking.
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We've never shared with you any records that we've set, business-wise, sales-wise, anything.
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We're trying to communicate this is possible.
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We're trying to to prove to you and to show you and to be honest with you about the fact that this is something that's doable.
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And there's nothing special about us.
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I think the way we do things is different, and it is, you know, it is special, but it's not so special that you can't figure out a way to do it too.
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And uh those those dollar amounts that we listed off on Instagram are a direct result of us looking at what we know is probably gonna be a slow month, us looking ahead at a calendar that doesn't look or feel particularly full, but knowing that we are the ones who have got to make sure that we are maximizing the appointments that we do have.
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That is the piece of this that we are in control of.
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So whether we're talking about final fittings and presenting accessories or being ready to offer recommendations for an overcoat or for an additional piece.
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I mean, Kenny told me before that last final fitting, he said, I'm gonna sell this guy an overcoat.
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I'm gonna sell him an overcoat.
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Wouldn't that feel great if you felt confident enough in your business and in your salesmanship or saleswomanship where you could say, This person coming in to pick up this rack full of clothes, I'm gonna sell them a six, seven thousand dollar overcoat.
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And it's it's not a secret on how to do it.
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And I am going to tell our LCC group uh on our next call exactly what to do, exactly how to do it.
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And it's amazing when you find something that works.
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That's that's also like the fourth, it's the fourth time that we've had a final fitting and sold an overcoat at the final fitting this year, this month, in the last calendar month.
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It's been during the summer.
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So it's like it is it is a language to use, it is a way to phrase something.
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And it does start with, I think this is the right type of client for this.
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But then it becomes about the strategy of it.
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Kenny didn't say I want to.
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He said, This is going to happen.
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And it did.
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And then he did another suit as well because we were prepared and we were ready to have some strategic conversations in his final fitting.
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But again, the all this to say, this is not us saying, Oh, look how amazing at sales we are.
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This is us saying, we're looking down the barrel of what has been a slow month.
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The calendar doesn't feel very great.
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So it is up to us to make sure that we're maximizing the meetings that we are going to have.
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And by the way, we've been doing this for years.
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We've been figuring out what's the language, what's the what's the opportunity, what works, what doesn't work, what can we repeat, what can we teach someone else how to do?
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That's what we've been doing the in almost the entire time we've been doing this.
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And especially the last, you know, seven or eight years, we've gotten really, really good at identifying habits, patterns, and repeatable processes that we can show you how to do that take the guesswork out of a lot of this.
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Because there is so much in this business that we're not in control of.
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But there turns out there's a lot more that we are in control of than some clothiers think.
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And you can take, we can take what generally is understood as an unpredictable business and make it as predictable as humanly possible.
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So much so that I can say, I'm gonna sell this guy an overcoat, and it happens.
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You can figure out how to do that too, and we can help you do that.
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So just a little uh is it an encouragement?
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Yeah, I think so.
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It's an encouragement.
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I wish I would have heard that, you know, years ago.
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That would have been awesome.
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Well, we always thought we were in such a bad overcoat market for so the the thing is that the things that we talk about, at one point in time, we actually believed it was the opposite.
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At one point in time, we actually believed that we weren't in control of the meetings that we were having.
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At one point in time, we actually believed that our clients weren't ready to buy expensive things.
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At one point in time, we actually believed that everybody coming to us was only interested in buying one thing.
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We actually believed these things, and then somewhere, some way, we changed our thinking, and now we know that it is possible, and it what we believed was not true, and in fact, it was totally false.
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And I'm not afraid to admit that.
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Absolutely not.
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We were working with at an earlier iteration of our business.
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I promise you, we were working with people who wanted who were ready to spend more and ready to buy more, and we weren't ready to take them through anything because we didn't have anything to take them through.
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Yeah.
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At one point in time, we believed our clients wanted us to say yes to them every time.
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I mean, there are so many things that clients do that we actually believed and we thought it was something.
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What's wrong with our people?
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What's wrong with our market?
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What's wrong with our business?
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Nothing.
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There was a lot that was wrong with us though.
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Yeah, tons.
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All right.
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So we're gonna we're gonna get to your your questions.
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The when I put the call out on Instagram, what do you want to hear us talk about?
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Thank you for those of you who responded.
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And for the record, next time you see a story that goes, it's because we're doing something like this.
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So I we do want to hear from you.
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We want to be able to address what you're feeling like is is timely and important to discuss.
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We want to help you.
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That's why we created appointment only.
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And if I'm carrying myself a little bit differently today, it is me.
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It is me from the viral reel that uh you may recognize.
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Uh, not to brag, but someone went viral this week and yeah, it's pretty good.
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What's the definition of going viral?
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I don't know what the definition is.
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I depending on the metric you look at.
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Yeah, a lot of shares.
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We had a lot of shares on that depending on the metric you look at, it's far from viral.
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But for us, it's viral for us for appointment only.
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Appointment only, it's very viral.
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It's not the most viewed reel we've had, but it's definitely.
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I mean, for us, like we had two at this point, 273 shares on that one, which is really good.
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That's like more than twice as many shares as we got when we made the announcement we were moving our entire business to the neighborhood we're in.
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People are on Instagram.
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I feel like it's turned into a it's turned in, it's not like a collaborative environment anymore.
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It's more like people just scroll past stuff.
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They don't like, they don't comment a lot.
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Absolutely true.
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It's like you have to be like, it really has to hit them in all the right ways in order to for them to share.
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Well, I'll be like really into there's like this this guy who plays guitar and he's like super good singer, and I've seen him pop up on my algorithm a bunch of times.
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And the other day I was like trying to figure out who this person was.
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I wasn't even full of it.
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Yeah, because you weren't following him.
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I know.
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Because I didn't even hit follow.
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I just was just like obsessed with him.
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You just like I'll watch it when it shows up in my explanation.
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So I'm like back on back and explore, like looking at, oh, there he is again.
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And then I finally did give him a follow.
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But you're right, it isn't very collaborative, it's very much uh uh consume, like let me get the content.
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Take, take, take.
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I know that's what it is.
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So speaking of take, take take, we're gonna give, give, give today, and we're gonna answer some of your questions.
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So we we didn't, I'm not gonna answer all these, um, but we'll we'll pick a handful that we can go through.
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And some of them are sort of in the same vein.
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So I'm it might not be your specific question you asked, but it's basically the answer that you need.
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So the first one is someone wants to hear about our the funny thing is it's that when we ask questions, what do you want to hear?
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What's struggl?
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What are you struggling with?
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There's a lot of things that I feel like custom clothers do struggle with and are struggling with that never get asked because I feel like a lot of times the questions are all about marketing and like certain things that are just like not that important in the grand scheme of running a business.
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I'm shocked when I when I put it out there and say, what do you want us to talk about?
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That people aren't more, you know, interested in hearing about how to run a profitable business.
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But I understand that's not sexy, it's not that interesting.
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I mean, would I listen to a podcast about it?
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That's like all the stuff I listen to.
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Yeah, that's true.
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Profit, profit, profit.
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It helps.
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Uh, here's a tip.
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If you want to be profitable, make sure you're uh getting paid for each piece you sell.
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Yeah, you know what?
00:16:25.120 --> 00:16:26.320
We should think about doing that.
00:16:26.799 --> 00:16:28.080
I'd love to try that next time.
00:16:28.320 --> 00:16:29.840
I mean, they the the the guys left.
00:16:29.919 --> 00:16:32.000
It's like, oh my god, you know it right away.
00:16:32.240 --> 00:16:33.200
I knew it right away.
00:16:33.360 --> 00:16:39.039
The option is you either chase him down the street, yeah, or you just figure out a way to bring it up next time.
00:16:39.200 --> 00:16:41.679
It's like we'll just charge them for the pants when they come back in.
00:16:41.919 --> 00:16:43.039
Yeah, they'll be fine.
00:16:43.279 --> 00:16:49.279
Okay, so one of the questions here we got was experiences with pro athletes.
00:16:49.440 --> 00:16:55.600
And they specifically mentioned Thor, which listen, I'm all about talking about Thor.
00:16:55.679 --> 00:16:56.639
You know we love Thor.
00:16:56.720 --> 00:17:04.960
If you've been following us for any amount of time, he you know that he's uh been a client of ours for many years, uh a decade at this point.
00:17:05.119 --> 00:17:06.799
We've become good friends.
00:17:07.039 --> 00:17:11.920
Um but the whole pro athletes thing is tough.
00:17:12.079 --> 00:17:12.799
It's tough.
00:17:13.119 --> 00:17:36.319
It's tough, it's tough, and it's I will say it's very infrequently worth it unless you're able to get an A-list guy that you are willing to bend over backwards, move hell in high water, and always get the marketing out of it that you need.
00:17:36.559 --> 00:17:53.759
Our best friend in this business works with one of these people, like a total A-list athlete who everybody knows who he is, and he is willing to go above and beyond and do so many things for him because it is so worth it working with him.
00:17:54.559 --> 00:17:57.279
And those situations are rare.
00:17:57.519 --> 00:17:59.759
I mean, let's just call a spade a spade.
00:18:00.000 --> 00:18:12.400
It is very rare to have the caliber of person that you need in order for you to do what you need to do in order to work with them and have it pay off for you and have it have it ROI.
00:18:12.640 --> 00:18:28.960
The the other trick in working with uh athletes, especially, or you know, whatever it may be, if you're located in in LA, perhaps this would be true of Hollywood people as well, is the agent piece.
00:18:29.279 --> 00:18:34.799
And I know that some people have had awesome experiences with agents, we have as well.
00:18:35.359 --> 00:18:41.759
And I know firsthand, we have also had some really awful experiences with agents too.
00:18:42.319 --> 00:18:50.559
Just where they're getting in the way, they're trying to prove to their client that they're they're a valuable piece of this puzzle, too, and they never really let you do your thing.
00:18:50.799 --> 00:18:54.480
And to us, like that's just never gonna be worth it to us.
00:18:54.640 --> 00:19:10.960
It's it's never gonna be worth it to work through a third party to give somebody something, presumably for free, or a number of things for free, with the hopes of like I I can't pay my bills in tickets to your games.
00:19:11.119 --> 00:19:11.359
Sorry.
00:19:11.599 --> 00:19:12.640
Or shout-outs.
00:19:12.960 --> 00:19:24.799
As much as I like attending sporting events and I love having great seats to those things, I can buy that for myself if I make enough money.
00:19:25.119 --> 00:19:27.039
I don't need it, I don't need it for free.
00:19:27.119 --> 00:19:28.799
I can't pay any bills with it for free.
00:19:28.960 --> 00:19:32.640
So it's all about the value proposition that you that you have.
00:19:32.880 --> 00:19:46.000
And our sensibility has always been if we can figure out a way where we can do what we need to do with this person and we can post what we want to post of this person, it's probably gonna be a yes.
00:19:46.319 --> 00:20:07.759
I was just talking to one of our LCC members about this this past week, where he was working with somebody who was in sports, and the there was, of course, uh miscom not even a miscommunication, so much as uh uh the expectations were not aligning with what they were expecting him to do, basically what they were expecting him to comp.
00:20:08.400 --> 00:20:25.920
And I shared with him that if you feel like this is the the the move and this guy is your guy and he's your your show pony and you're gonna be able to get mileage out of this and some sort of a compensation from this in you know some other way, then you should.
00:20:26.079 --> 00:20:26.960
You should comp.
00:20:27.119 --> 00:20:31.200
We comp for the right people at the right times and for the right reasons.
00:20:31.359 --> 00:20:51.359
But if this is just like some guy who plays on some team, happens to play on the team now and is expecting free stuff, and there's no real, there's no real guarantee that it's gonna actually monetize for you, I would encourage you to not dish out a bunch of free stuff.
00:20:51.599 --> 00:20:54.720
You have to be able to realistically see the ROI.
00:20:54.799 --> 00:21:02.720
And I would encourage you to not allow introductions to be the thing that that you're banking on.
00:21:02.960 --> 00:21:22.000
You you have to you have to take sort of the worst case scenario approach when you're working with a high profile or a famous person, where you have to be able to tell yourself, if they don't hold up any of their end of this bargain, can I still get something out of this that I need?
00:21:22.480 --> 00:21:32.000
Because we have also worked with with uh, I was gonna say celebrities, but hardly, athletes who promised this and promised that and and promised this.
00:21:32.400 --> 00:21:35.359
And we didn't even get tickets.
00:21:35.920 --> 00:21:44.319
They didn't hold up any of their end of the bargain, but we weren't in a position where we were having to go back to the agent and be like, oh, where's my tickets?
00:21:44.480 --> 00:21:53.279
Because we were able to get what we needed in the in the way of uh photography and pictures and whatever, whatever we wanted, we already got it.
00:21:53.519 --> 00:21:55.759
They didn't have to hold up their end of the bargain.
00:21:55.920 --> 00:21:57.519
Now, did we do it again the next year?
00:21:57.680 --> 00:21:57.920
No.
00:21:58.160 --> 00:21:59.599
And what feels worth it to us now.
00:22:00.079 --> 00:22:06.160
And what feels like it's uh valuable to us now is very different than what used to feel worth it and valuable to us back then.
00:22:06.400 --> 00:22:12.160
That changes the goalposts, no pun intended, move as you were run your business.
00:22:12.480 --> 00:22:24.640
But with agents and athletes specifically, that's you know, any that is almost always one of the absolute first questions out of any custom clothier's mouth when we give an opportunity to ask questions.
00:22:24.799 --> 00:22:30.000
And we always lead with this caveat where you just got to be careful, be very, very careful.
00:22:30.160 --> 00:22:38.400
And these days, athletes are being conditioned even earlier than before to need free stuff with the the um NIL.
00:22:38.720 --> 00:22:39.200
Is that what it is?
00:22:39.680 --> 00:22:45.920
Name, image, likeness, the NIL stuff that they can now start in like the end of high school, kind of technically.
00:22:46.160 --> 00:22:47.839
Yeah, probably just early college.
00:22:48.000 --> 00:22:51.279
So it's not going to get easier or more clear.
00:22:51.359 --> 00:22:52.640
And I will say this too.
00:22:52.799 --> 00:22:56.000
I've got to stop saying I will say, and I need to just say it.
00:22:56.240 --> 00:23:00.480
There's so many agencies out there dedicated to NIL college stuff.
00:23:00.640 --> 00:23:06.000
You know, I would imagine most of these college athletes will not go pro.
00:23:06.480 --> 00:23:09.359
You will get contacted by some who will.
00:23:10.319 --> 00:23:16.960
I would encourage you to make sure that this pro career of theirs is a guarantee before you start giving them free things.
00:23:17.279 --> 00:23:24.319
Unless you're in a college exclusive market, like maybe you don't have sports teams, but you have a humongous awesome.
00:23:24.799 --> 00:23:26.319
The college athletes are like the big stars.
00:23:26.559 --> 00:23:27.200
They're the stars.
00:23:27.359 --> 00:23:28.000
Yeah, that could be.
00:23:28.160 --> 00:23:35.200
I would just say make sure you're able to get out of this what you need in the in the way of whatever, whatever it may be for you.
00:23:35.440 --> 00:23:38.720
Photos, uh testimonials, can I put you on my website?
00:23:38.880 --> 00:23:39.839
Whatever it is.
00:23:40.079 --> 00:23:47.039
Make sure you can get something, even if they don't give you the free tickets, even if they don't give you the signed jersey or helmet.
00:23:47.200 --> 00:23:53.200
Like if they don't do anything they say they're gonna do, make sure you at least get what you need out of that.
00:23:53.359 --> 00:24:08.079
And sometimes it works out awesome, like our experience with Thor, who actually started as a paying client until we said, we are getting so much in with the way of marketing and promotion from this guy, I don't even feel comfortable charging him anymore.
00:24:08.319 --> 00:24:10.319
And so it now it does look a little bit different.
00:24:10.480 --> 00:24:19.519
Or in the case of our of our friend who works with like the primo guy in the NFL, like that has evolved over time for him.
00:24:19.759 --> 00:24:27.599
He's not doing now what he started doing, but it worked out so well that it's worth doubling down on year over year.
00:24:27.759 --> 00:24:28.799
And that makes sense.
00:24:29.039 --> 00:24:31.519
Sometimes you end up in one of those situations.
00:24:32.400 --> 00:24:39.440
But I would, I, I, I, I will also say, and he will also say that should never be your goal.
00:24:39.759 --> 00:24:46.720
Your goal should never be to simply to work with an athlete or a famous person.
00:24:46.880 --> 00:24:54.480
We used to have that as like one of our micro goals every year was we want to work with three more high-profile people.
00:24:54.880 --> 00:25:09.039
And I think what it ended up doing as we as we started going after that as a goal, is it started to put us in a position where we were doing things that were unhealthy for our business simply so we could check that off of our list.
00:25:09.279 --> 00:25:17.119
Well, and our we had a bigger, and this is all, by the way, that we talk about this in in the last week of Million Dollar Manual, the marketing lesson.
00:25:17.200 --> 00:25:18.880
We talk specifically about athletes.
00:25:19.039 --> 00:25:23.680
We talk specifically about the earned media you can get from working with athletes and that sort of thing.
00:25:23.920 --> 00:25:30.240
I tell you about strategies behind how to do this, who to contact at the station, who to contact at the magazine, all of that.
00:25:30.400 --> 00:25:32.400
We give you all of that in million dollar manual.
00:25:32.559 --> 00:25:36.799
So we're not gonna we're not gonna give it all to you for free here on the podcast.
00:25:37.119 --> 00:25:42.960
Also, that would be very boring for all of us listeners who've already gone through the million dollar manual.
00:25:43.279 --> 00:25:54.880
But it would have the larger goal was we were using that as a means to an end, which was publicity, credibility, uh, eyeballs, clicks, articles, etc.
00:25:55.359 --> 00:25:57.599
There's a strategy behind how to do that.
00:25:57.759 --> 00:26:04.640
So that would also be a good way to do it and think about that because I know a lot of custom clothiers have never even thought about that piece.
00:26:04.799 --> 00:26:07.599
We heard that all the time when we were doing Million Dollar Manual.
00:26:07.759 --> 00:26:12.480
So if this is seeming like, oh yeah, I want to hear more about this, you can in Million Dollar Manual.
00:26:12.880 --> 00:26:18.480
What has been the most effective way to generate new leads without a storefront?
00:26:18.720 --> 00:26:24.880
So this is where I think we have to be very honest about the the business model that we have.
00:26:25.359 --> 00:26:29.440
The business model that we have is not being, we are not mobile.
00:26:29.680 --> 00:26:32.640
We haven't been mobile for what year is it?
00:26:32.799 --> 00:26:33.680
2026?
00:26:33.839 --> 00:26:36.480
We haven't been mobile for 13 years.
00:26:36.960 --> 00:26:43.759
So I don't know that I can definitively speak to being mobile today in 2026.
00:26:44.160 --> 00:26:45.200
I can give you a one-word answer.
00:26:45.359 --> 00:26:49.359
How did we generate leads before we had a storefront?
00:26:49.680 --> 00:26:50.400
Slowly.
00:26:50.720 --> 00:26:53.039
It happens a lot a lot more slowly.
00:26:53.200 --> 00:27:00.240
I I I believe that in our experience was as soon as we got, and it wasn't a storefront.
00:27:00.400 --> 00:27:04.640
No, it wasn't a showroom, it was essentially a glorified office.
00:27:04.880 --> 00:27:05.759
It's just an office.
00:27:06.480 --> 00:27:13.839
But as soon as we got that, we did notice an uptick in people just organically finding us online.
00:27:15.039 --> 00:27:16.319
That is the truth.
00:27:17.119 --> 00:27:22.799
And I think whoever asked this question sure speaks for a lot of mobile clothiers.
00:27:23.680 --> 00:27:28.240
But that was one of the best things that we ever did for our business.
00:27:28.559 --> 00:27:35.440
By the way, this is something we walk you through in lesson one, two of Million Dollar Manual.
00:27:35.599 --> 00:27:36.400
Market Market.
00:27:36.880 --> 00:27:43.839
We talk about this, we talk about our story, we share the strategy behind what to do, how to do, why and when we did this.
00:27:44.559 --> 00:27:56.319
So it is going to be more difficult and happen slower when you don't have a physical location just because of how Google is set up.
00:27:57.039 --> 00:28:02.640
It it is gonna happen slower, but that doesn't mean it's not gonna happen.
00:28:03.119 --> 00:28:08.720
And I think that the best thing that we can do in this business is operate with consistency.
00:28:09.359 --> 00:28:20.079
And somebody who's mobile, the bulk of your best leads are gonna come through probably some sort of a referral or some sort of networking that you're doing.
00:28:20.400 --> 00:28:26.400
We've never particularly enjoyed network networking or been strong at it.
00:28:26.640 --> 00:28:31.200
It's never really been exciting to us, so we never have really even explored that side.
00:28:31.440 --> 00:28:37.920
I really think the most effective the question is what's the most effective way to generate new leads without having a storefront or location?
00:28:38.079 --> 00:28:44.640
I really think the probably the most effective way would be to get your hustle pants on, to grind.
00:28:45.519 --> 00:28:47.839
And there is something to be said for that.
00:28:48.000 --> 00:28:53.119
I mean, I don't even need to say his name on the podcast, and I'm not going to, but you know who I'm talking about on Instagram.
00:28:53.359 --> 00:28:55.440
We see all those videos, which I love by the way.
00:28:55.519 --> 00:28:58.240
I don't dislike him, but it's just a funny super entertaining.
00:28:58.480 --> 00:28:59.200
Super entertaining.
00:28:59.359 --> 00:28:59.839
So yeah.
00:29:00.160 --> 00:29:01.599
And you don't have to you don't have to do that.
00:29:01.839 --> 00:29:03.920
You don't have to do that, but you do have to hustle.
00:29:04.079 --> 00:29:05.200
It's a lot harder.
00:29:05.440 --> 00:29:06.559
It's a lot harder to do.
00:29:06.799 --> 00:29:09.920
And and and maybe it's straight up asking for recommendations.
00:29:10.240 --> 00:29:12.559
Does that feel a little MLM?
00:29:12.720 --> 00:29:15.519
Hey, do you know of any people who would benefit from my services?
00:29:15.680 --> 00:29:16.400
Yes, it does.
00:29:16.640 --> 00:29:27.119
But people like helping people, and if it would help you, I think you could phrase it in a way that would be, you know, not off-putting and just be honest with who you're working with, try it out.
00:29:27.359 --> 00:29:31.759
You know, like we're not experts in that specific area, unfortunately.
00:29:31.839 --> 00:29:41.039
I wish, I mean, I'm glad that we're not, but it's I wish I had something more concrete to tell you, but it is harder if you're feeling the struggle.
00:29:41.279 --> 00:29:43.039
Yeah, I'm sure you are.
00:29:43.200 --> 00:29:45.039
I'd look into getting an office.
00:29:45.279 --> 00:29:54.000
Yeah, and sorry we can't be more helpful there, but I do think it's important that there's a lot that we know definitively to be true in this business.
00:29:54.160 --> 00:30:01.359
And there are other things that I don't feel like my finger is is uniquely on the pulse of because it's not the situation we're in.
00:30:01.519 --> 00:30:07.200
And this is one of those things where I'm sure there's somebody, some mobile clothier out there who is absolutely killing it.
00:30:07.440 --> 00:30:07.599
Yeah.
00:30:07.759 --> 00:30:08.160
Yeah.
00:30:08.400 --> 00:30:11.119
And I'm sure they would have a much different approach to that question.
00:30:11.279 --> 00:30:14.880
But we talk about some of this stuff in the market lesson in Million Dollar Manual.
00:30:14.960 --> 00:30:16.640
Okay, this is along the same lines.
00:30:16.799 --> 00:30:21.839
How do you execute your philosophy and presentation for clothiers who see clients in their home or office?
00:30:22.079 --> 00:30:25.599
So how do you how do you can basically how do you the philosophy is not difficult at all?
00:30:25.920 --> 00:30:28.720
The philosophy is lesson one of million dollar manual.
00:30:29.680 --> 00:30:30.799
Are you noticing a theme?
00:30:30.880 --> 00:30:39.519
And I promise I didn't do this on purpose where I'm, you know, teeing people up to throw a softball my way so I can say million dollar manual.
00:30:39.920 --> 00:30:46.559
But the reality is that this, all of these questions that you clothiers have, we have talked about.
00:30:46.799 --> 00:30:50.160
We have resources dedicated to them for you.
00:30:50.640 --> 00:30:53.359
And most of you haven't even explored that.
00:30:53.440 --> 00:30:59.279
We have million dollar manual, which covers so far every question that's been asked and every question to come, by the way.
00:30:59.440 --> 00:31:01.680
We have mastering the wedding suit game.
00:31:01.839 --> 00:31:11.680
So it's more tips, tricks, strategies specifically about wedding clients, because you and I both know wedding clients are a different animal than business clients, right?
00:31:12.000 --> 00:31:17.119
We also have six-figure upsells, which is what we were talking about at the beginning of the episode.
00:31:17.279 --> 00:31:20.000
How to do that, how to recognize when to do it.
00:31:20.240 --> 00:31:24.720
Also, how to read the room and recognize when it's not the right time, when to not push it.
00:31:24.880 --> 00:31:26.000
We talk about that too.
00:31:26.079 --> 00:31:31.519
Uh, and then clothe your kingdom, which is our email scripts that everybody gets sent.
00:31:31.680 --> 00:31:42.079
It's specific training, 16 of them that cover specific uh things in the clothing business, which if you click through the link, you can see what the actual topics are.
00:31:42.240 --> 00:31:49.759
It's like mobile fittings, remote fitting, like Zoom stuff, final fitting strategies, communication tips and tricks.
00:31:49.839 --> 00:31:54.480
And then the creme de la creme, which is LCC, which, as you know, we've talked about it before.
00:31:54.720 --> 00:31:57.759
That is our, we're actually talking with you.
00:31:57.839 --> 00:31:59.759
We're actually helping you run your business.
00:31:59.920 --> 00:32:04.319
We're workshopping this stuff weekly, daily, sometimes in real time.
00:32:04.480 --> 00:32:10.640
We're solving the problems together, and we're helping you along the way.
00:32:10.880 --> 00:32:15.200
So there are resources to get these questions answered.
00:32:15.440 --> 00:32:25.279
You just might have to take an additional step and make a very, very small investment in yourself and in your business to get those answers.
00:32:25.599 --> 00:32:27.599
So, what was the yeah, I know, right?
00:32:27.920 --> 00:32:30.640
How do you execute your philosophy and presentation for clothiers?
00:32:30.880 --> 00:32:30.960
Right.
00:32:31.119 --> 00:32:34.720
Full philosophy is easy because that's you, that's how you're showing up.
00:32:34.799 --> 00:32:38.480
That's how not literally, like figuratively, it's how you're showing up to your appointments.
00:32:38.559 --> 00:32:42.480
It's the mindset in which you in which you operate.
00:32:43.200 --> 00:32:51.200
The presentation is as a mobile clothier where it becomes more tricky because you're not in control of the environment.
00:32:51.440 --> 00:32:53.920
Maybe the natural light wherever you're sitting is garbage.
00:32:54.000 --> 00:32:55.839
Maybe you're sitting That's a big deal, by the way.
00:32:56.000 --> 00:32:59.039
Maybe you're sitting somewhere and you don't really have the space you wish you did.
00:32:59.119 --> 00:33:03.119
Like you have to be able to adapt to those surroundings.
00:33:03.359 --> 00:33:09.279
Maybe you're doing a final fitting for someone and it's July and you don't feel like you can sell them an overcoat because you didn't bring them.
00:33:09.599 --> 00:33:11.519
The presentation is on you.
00:33:11.759 --> 00:33:20.160
I will say my tip and trick for that would be you need to be a better upfront communicator before you have this appointment.
00:33:20.319 --> 00:33:25.279
You need to, you need to tell them the type of setting in which you want to see them.
00:33:25.519 --> 00:33:39.200
You need to ask explicitly for a large surface in which to spread out, and you need to get you need to get really specific with them on what you typically bring and if there's anything they are going to be asking for.
00:33:39.519 --> 00:33:42.559
It's going to require more upfront communication.
00:33:42.799 --> 00:33:46.799
It's not as simple necessarily as just grabbing your normal go bag and and going.
00:33:47.039 --> 00:33:48.799
Unless you happen to have all that.
00:33:49.200 --> 00:33:50.319
Everything in your car or something.
00:33:50.640 --> 00:33:59.519
But I when when we were mobile, we were constantly selling ourselves short, literally, yeah, because we weren't bringing the right stuff sometimes.
00:33:59.759 --> 00:34:06.640
Because we hadn't, we weren't confident enough in ourself to have certain conversations on the front end.
00:34:07.039 --> 00:34:23.199
But if you're running a mob a mobile business and you have been and you feel like you're, you know, you're pretty good at it, and you've been in the business for a while, I think you need to double down on your upfront communication and get really get really specific on what you need.
00:34:24.079 --> 00:34:26.960
You're just asking for what you what you want, what you need.
00:34:27.280 --> 00:34:31.760
What what you need for this appointment and telling them exactly what you're bringing.
00:34:31.840 --> 00:34:35.119
And if they have anything else they work they're gonna want to see, they need to let you know.
00:34:35.280 --> 00:34:36.320
Okay, here's one.
00:34:36.480 --> 00:34:42.960
Uh, this person wants us to talk about fabrics and what to carry and how to upsell the more expensive ones.
00:34:43.440 --> 00:34:47.199
So I'm I'm I'm really trying to be gracious here.
00:34:47.760 --> 00:34:49.679
Do you know what I told Danny before we hit record?
00:34:49.760 --> 00:34:51.119
I said, we can't be mean today.
00:34:51.280 --> 00:34:52.239
I'm not gonna be mean.
00:34:52.320 --> 00:34:55.280
No, I'm not I'm not I'm not saying you're mean or that you're going to be mean.
00:34:55.440 --> 00:34:57.679
I'm and I said, what did I say right afterwards?
00:34:57.760 --> 00:35:00.960
I said, I'm telling you that as much, or I'm telling me that as much as I'm telling you.
00:35:01.119 --> 00:35:01.360
Yeah.
00:35:01.599 --> 00:35:04.719
But it does get sort of, what's the word?
00:35:05.039 --> 00:35:06.559
Old, I guess.
00:35:06.960 --> 00:35:08.480
Repeating over and over.
00:35:08.719 --> 00:35:10.559
I mean, there's a reason, million dollar manual.
00:35:10.880 --> 00:35:16.960
There's a reason why we the courses and the stuff that we've come out with, that we came out with those things.
00:35:17.199 --> 00:35:19.360
It's because we know people have questions about them.
00:35:19.519 --> 00:35:21.760
And by the way, it's not to get rich because they're cheap.
00:35:22.000 --> 00:35:22.239
Yeah.
00:35:22.400 --> 00:35:25.679
They're inexpensive on purpose because we want to help you.
00:35:25.920 --> 00:35:27.119
We haven't had a single month.
00:35:27.199 --> 00:35:29.039
I'm just shoot straight with you regulars.
00:35:29.199 --> 00:35:40.000
We haven't had a single month where our revenue from clothier coaching stuff took us somewhere that we couldn't have gone.
00:35:40.239 --> 00:35:40.559
No.
00:35:41.199 --> 00:35:45.039
Where it's like, well, man, it's a good thing we have all this revenue coming in from clothier coaching.
00:35:45.119 --> 00:35:46.079
Otherwise, no.
00:35:46.320 --> 00:35:48.400
No, it's not like that at all.
00:35:48.559 --> 00:35:50.079
This is not a money grab for us.
00:35:50.159 --> 00:35:53.599
This is actually a this is supposed to be helpful for you.
00:35:53.920 --> 00:36:03.280
And we priced these things so damn low on purpose because we wanted it to be a no-brainer amount for you, where you would just very easily be able to say, Yeah, and I'll take that and I'll take that.
00:36:03.440 --> 00:36:06.480
Oh shit, I need to do a better job with my wedding stuff.
00:36:06.559 --> 00:36:07.440
I'm gonna buy that quick.
00:36:07.519 --> 00:36:11.679
I mean, we're talking about a few hundred bucks and it could literally change your life.
00:36:12.079 --> 00:36:29.360
So it's a little frustrating when we keep getting asked the same questions that we've already answered over and over, and that we've poured time, energy, and our own money into creating resources for you that you have access to if only you want to spend a couple hundred bucks.
00:36:29.599 --> 00:36:30.960
So the question was what?
00:36:31.119 --> 00:36:31.280
Yeah.
00:36:31.679 --> 00:36:38.079
And I don't, I also don't want this to prevent you from asking a question or we're saying, like, hey, we're like, hey, what we should talk about on the pod.
00:36:38.239 --> 00:36:48.880
Like, we appreciate the questions that the where we're coming from, though, is like the answer to there is so far the every answer is in the answer to what you're asking is already available.
00:36:49.119 --> 00:36:49.840
It already exists.
00:36:50.000 --> 00:36:50.559
It's already there.
00:36:50.719 --> 00:36:51.840
We've already talked about it.
00:36:52.079 --> 00:36:54.480
You don't need to wonder about this stuff anymore.
00:36:54.639 --> 00:36:55.519
Okay, so what's the question?
00:36:55.760 --> 00:36:58.000
Fabrics to carry and how to upsell more expensive.
00:36:58.239 --> 00:37:00.559
Fabrics to carry is on you.
00:37:01.199 --> 00:37:03.760
And which ones to carry, it is on you.
00:37:03.920 --> 00:37:05.360
That is a personal preference thing.
00:37:05.519 --> 00:37:08.639
Certain, certain clothiers are drawn to different things.
00:37:08.880 --> 00:37:12.559
We have our sweet spot fabrics in the mills that we do really well with.
00:37:12.719 --> 00:37:15.519
What I'd like to encourage you though is don't be a fabric collector.
00:37:15.679 --> 00:37:23.440
Don't be a fabric book collector where you just take everything because eventually you're gonna stop getting anything because you're not selling anything with enough frequency.
00:37:23.599 --> 00:37:28.880
The fabric mills track that and they are limited in what they can provide to you.
00:37:29.119 --> 00:37:36.320
And in this case, you know, there's more is more is not better when you get to a certain point.
00:37:36.559 --> 00:37:42.480
You've got to be able to focus on, I would say focus on a handful of mills that you really want to do business with.
00:37:42.800 --> 00:37:49.840
Well, speaking of more is not better, that's the answer to how do you sell more expensive stuff is stop wearing your cheap shit.
00:37:50.079 --> 00:37:50.400
Yeah.
00:37:50.559 --> 00:37:56.559
At some point, we got to the point where we said, okay, I I don't need to do five new suits for myself every season.
00:37:56.719 --> 00:37:58.960
Like, let's just wear our nice stuff.
00:37:59.199 --> 00:38:00.880
That's where it starts.
00:38:01.519 --> 00:38:05.199
If you're not wearing it, why the hell would anyone buy it?
00:38:05.840 --> 00:38:12.239
So, step number one in selling more expensive is stop wearing your cheap shit.
00:38:13.119 --> 00:38:19.679
And it sounds rude, but it would say it's literally this is a conversation that we had however many years ago.
00:38:19.760 --> 00:38:21.920
Like, we gotta stop wearing our cheap shit.
00:38:22.079 --> 00:38:22.719
Yeah.
00:38:23.280 --> 00:38:25.119
We gotta really spend some money on ourselves.
00:38:25.199 --> 00:38:26.239
We gotta invest in ourselves.
00:38:26.559 --> 00:38:27.599
We have to invest in ourselves.
00:38:28.000 --> 00:38:29.519
It's not an expense, it's an investment.
00:38:29.760 --> 00:38:38.800
And if that means that every season when we're doing our new personals, we're spending an extra two or three thousand dollars, we will make it up as we sell it.
00:38:39.039 --> 00:38:40.400
In one fitting, you'll make it up.
00:38:40.639 --> 00:38:42.159
In one fitting, we will make it up.
00:38:42.320 --> 00:38:44.000
So that's step number one.
00:38:44.239 --> 00:38:49.920
Selling more expensive, again, that is the sales presentation in million dollar manual.
00:38:50.000 --> 00:38:54.880
It is it is out there for you in six-figure upsells.
00:38:55.119 --> 00:39:00.000
Um, it is a strategy, it will not happen on accident.
00:39:00.880 --> 00:39:06.239
Unless somebody comes in and says, I only want to see stuff that costs this and up.
00:39:06.400 --> 00:39:19.199
And you know what happened to us, and what's happened to everybody that I've heard from anyway, who's implemented the sales process within Million Dollar Manual, is not one of those people is still selling their entry level.
00:39:19.679 --> 00:39:20.880
That was our experience.
00:39:21.119 --> 00:39:23.599
And we thought, huh, I bet this would work for other people too.
00:39:23.679 --> 00:39:27.280
So we put it in million dollar manual and it changed people's businesses.
00:39:28.000 --> 00:39:28.960
That's how you do it.
00:39:29.119 --> 00:39:32.320
We spell it all out step by step, start to finish.
00:39:32.400 --> 00:39:34.639
I think the entire video is only 40 minutes.
00:39:35.119 --> 00:39:36.800
It'll give you everything you need.
00:39:37.280 --> 00:39:39.760
So that's the how to do that.
00:39:40.239 --> 00:39:46.559
And with me saying stop wearing your cheap shit, that is not me picking on you.
00:39:46.719 --> 00:39:48.960
Kenny's the one who can see the names here.
00:39:49.280 --> 00:39:52.559
I I I'm not looking at the names of people who are asking the questions.
00:39:52.639 --> 00:39:54.719
I'm just going off of what I'm hearing.
00:39:54.880 --> 00:40:00.320
And it's not me saying you're wearing your cheap shit, but I bet you are if you're asking that question.
00:40:00.880 --> 00:40:04.079
Uh okay, so here's here's the last one, the one we'll end on.
00:40:04.239 --> 00:40:06.559
And I'm I promise you this is real.
00:40:06.639 --> 00:40:07.760
I'm not making this up.
00:40:08.000 --> 00:40:09.039
This is literally what it says.
00:40:09.199 --> 00:40:13.360
If you're looking to get into the business, what are the top five items you would focus on?
00:40:13.519 --> 00:40:15.440
It literally asks for a top five.
00:40:15.599 --> 00:40:17.119
Let's see if we can do this in tandem.
00:40:17.360 --> 00:40:17.679
Okay.
00:40:18.480 --> 00:40:27.440
Mindset, market, mills and manufacturing, margin, marketing marketing, and management.
00:40:27.679 --> 00:40:28.079
Oh, shoot.
00:40:28.400 --> 00:40:28.719
There were six.
00:40:29.199 --> 00:40:29.920
There's six.
00:40:30.079 --> 00:40:32.079
Those are our lessons in million dollar manual.
00:40:32.400 --> 00:40:33.679
Are you picking that up?
00:40:33.920 --> 00:40:35.599
So uh that's where I'd start.
00:40:35.760 --> 00:40:41.199
I'd start by going through that, and those are the important things.
00:40:41.360 --> 00:40:45.679
And by the way, marketing in Million Dollar Manual is the last lesson.
00:40:46.159 --> 00:40:50.559
And we we we put it last for a reason because it's the least important.
00:40:50.639 --> 00:40:51.760
It's not about marketing.
00:40:51.920 --> 00:40:56.480
Any custom clotier out there who needs to make more money, it's not because they're not marketing right.
00:40:56.880 --> 00:40:58.719
They probably aren't marketing right.
00:40:59.760 --> 00:41:01.199
But that's not the problem.
00:41:01.360 --> 00:41:02.880
The problem isn't something else.
00:41:02.960 --> 00:41:13.039
It's it's because their margins aren't strong, or because their management sucks, or because their mindset's all wrong, or because their mills and manufacturing are not moving their business forward.
00:41:13.199 --> 00:41:14.960
Whatever it is, there's some other problem.
00:41:15.039 --> 00:41:16.639
It's an and it's not marketing.
00:41:17.119 --> 00:41:18.719
But I will give you something here.
00:41:19.039 --> 00:41:21.039
You know what's wrong with custom clothing years?
00:41:21.280 --> 00:41:29.760
Marketing is the message of trying to convince people who don't want to buy a custom suit that they should want to buy a custom suit.
00:41:30.800 --> 00:41:42.079
So if that's your marketing message and your strategy, oh well, if you're gonna spend a thousand dollars, you may as well buy a custom suit and and you get to choose the lining and the buttons.
00:41:42.480 --> 00:41:43.280
Oh boy.
00:41:43.599 --> 00:41:45.920
Just it's too lowbrow.
00:41:46.079 --> 00:41:46.719
It's too lowbrow.
00:41:46.880 --> 00:41:47.840
It's too pedestrian.
00:41:48.400 --> 00:41:49.039
It's not good.
00:41:49.199 --> 00:41:51.679
It's not good, and it's not gonna propel your business forward.
00:41:51.840 --> 00:41:55.920
And why are we trying to convince people who don't want to spend money that they should want to spend a little money with us?
00:41:56.079 --> 00:41:58.400
Why are we trying to attract more cheap clients?
00:41:58.559 --> 00:41:59.519
That's not what you want.
00:41:59.679 --> 00:42:01.280
That's not gonna help your business grow.
00:42:01.360 --> 00:42:03.440
That's not gonna give you the million-dollar mindset.
00:42:03.519 --> 00:42:04.639
That's not what you need.
00:42:04.880 --> 00:42:20.559
What you need is the foundation to be strong of your business so that I mean, I think we share this in Million Dollar Manual to sort of emphasize why marketing is so unimportant in the grand scheme of things in comparison to everything else.
00:42:20.719 --> 00:42:24.639
Like, okay, let's say you start from which I know I know some of y'all did.
00:42:24.800 --> 00:42:27.199
You go skip to the end and you start with marketing.
00:42:27.360 --> 00:42:29.679
I know what you do, I can see what you're doing.
00:42:30.000 --> 00:42:31.840
Let's say you start with marketing, okay?
00:42:31.920 --> 00:42:36.239
And you you come up with this awesome thing and it's so cool, and let's say it works.
00:42:36.559 --> 00:42:37.199
Awesome.
00:42:37.360 --> 00:42:38.320
Congratulations.
00:42:38.559 --> 00:42:40.880
Uh-oh, your margins aren't good.
00:42:41.280 --> 00:42:42.000
Oh no.
00:42:42.239 --> 00:42:47.599
So you're gonna sell a whole bunch of stuff and you're not gonna make any money because your margins suck.
00:42:48.079 --> 00:42:49.679
That doesn't sound very good, does it?
00:42:50.480 --> 00:42:54.559
Uh, let's say your marketing slaps, it's awesome.
00:42:55.119 --> 00:43:01.519
You have a line out the door, but your mills in manufacturing are not cutting it.
00:43:02.159 --> 00:43:03.519
There's some issue, there's some problem.
00:43:03.599 --> 00:43:04.480
You don't have what you need.
00:43:04.559 --> 00:43:06.880
You're you're there's some problem with your CMT.
00:43:07.199 --> 00:43:09.199
Oh no, that's not a good situation.
00:43:10.320 --> 00:43:14.480
So that's why marketing doesn't matter until it matters.
00:43:14.800 --> 00:43:16.400
There are things that have to happen first.
00:43:16.480 --> 00:43:18.960
There is a chronological order of things that are important.
00:43:19.119 --> 00:43:22.960
Let's say your marketing is killing it for you, but your mindset sucks.
00:43:23.199 --> 00:43:26.400
Your marketing works, but you're reaching all of the wrong people.
00:43:26.559 --> 00:43:28.400
That's not a good situation either.
00:43:28.639 --> 00:43:34.079
Your marketing rocks and you don't know how to manage a deadline.
00:43:34.239 --> 00:43:35.199
You're in trouble.
00:43:35.440 --> 00:43:37.440
We're not we're not just saying this stuff.
00:43:37.599 --> 00:43:39.360
Like it's it's important.
00:43:39.519 --> 00:43:40.719
It it matters.
00:43:40.960 --> 00:43:49.360
And if we were to start over or start from scratch and focus on five things, it would be everything in the million dollar manual minus marketing.
00:43:49.679 --> 00:43:50.880
Yeah, exactly.
00:43:51.039 --> 00:43:51.920
That's exactly right.
00:43:52.159 --> 00:43:59.519
And marketing is important when it's focused and when it's honed and when it has a purpose.
00:44:00.480 --> 00:44:13.440
But when it doesn't, which oftentimes is how we see custom clothing businesses operating, it's it's a little bit of this, a little bit of that, a little bit of wedding, a little bit of business, a little bit of, you know, whatever.
00:44:13.599 --> 00:44:19.039
It's like, yeah, that's they're I mean, I'm not gonna say you're better off not doing anything, but maybe you are.
00:44:19.280 --> 00:44:20.400
I don't know, maybe.
00:44:21.039 --> 00:44:22.639
So I'm kind of loving this episode.
00:44:22.800 --> 00:44:26.960
I'm loving, I'm loving that it's been like I don't know.
00:44:27.039 --> 00:44:30.719
I I feel like this is this is what the regulars need.
00:44:31.119 --> 00:44:32.880
We'll do another one of these.
00:44:33.360 --> 00:44:36.079
Probably not next week, but we'll do another one soon.
00:44:36.639 --> 00:44:39.599
And I hope you're not too afraid to ask a question.
00:44:39.679 --> 00:44:47.920
I I I I told Danny, I said we're literally ever the answer to every question is million-dollar manual or some other resource we already have done.
00:44:48.159 --> 00:44:51.519
But we need to give a little bit of something for each answer.
00:44:51.599 --> 00:44:56.320
We I want to answer something for you so it's not just a whole, you know, big push.
00:44:56.639 --> 00:45:05.679
What what I would encourage you for is what I would love to see for our next little sort of call to action for the for the questions.
00:45:06.320 --> 00:45:17.920
If someone were to say, I've already done all this, I did the million dollar man, I did mastering what I I did the uh I went through the trainings that felt applicable within Clother Your Kingdom, and I watched six figure upsells.
00:45:18.079 --> 00:45:19.599
Here's my next question for you.
00:45:19.920 --> 00:45:20.159
Yeah.
00:45:20.719 --> 00:45:26.079
Here's what I didn't feel like you answered in the content that I did watch.
00:45:27.119 --> 00:45:28.880
What I'll tell you is I've never heard that.
00:45:29.519 --> 00:45:33.199
Nobody's ever said that to me, that they have some burning question that we didn't cover.
00:45:33.360 --> 00:45:35.599
So that's actually should be encouraging for you.
00:45:35.840 --> 00:45:40.719
But if you've gone through the process, if you've done this stuff and you still have questions, tell me.
00:45:41.280 --> 00:45:42.239
I want to help.
00:45:42.639 --> 00:45:45.920
There's there's some stuff that we're working through in LCC that isn't covered.
00:45:46.079 --> 00:45:48.159
Like our new sales process, it's different.
00:45:48.559 --> 00:45:51.119
Well, and and we keep pointing to Million Dollar Manual.
00:45:51.199 --> 00:46:08.480
And and really, just to shoot very straight, that was created as a result of us looking back and and focusing on the steps that it took to start running a seven-figure custom clothing business.
00:46:09.199 --> 00:46:15.199
Everything on top of that million dollar mark, not everything is different.
00:46:15.440 --> 00:46:24.559
No, but there is a lot that we are doing differently now than we talked about and were doing differently when we did Million Dollar Manual.
00:46:25.280 --> 00:46:30.880
There is a lot that we were and are doing differently now because we are over that hump.
00:46:31.199 --> 00:46:40.960
Million Dollar Manual is really amazing for getting to the point where you are able to run a business that is that is doing a million bucks plus.
00:46:41.679 --> 00:46:47.760
You know what's one thing that people have noticed that we that we do differently now that people have actually commented on?
00:46:47.920 --> 00:46:49.280
They say, Where's your clock?
00:46:49.440 --> 00:46:50.639
I don't see your clock anymore.
00:46:50.719 --> 00:46:57.199
Because we talk about why we had a front facing clock in our in our old spot and for the previous iteration of our business.
00:46:57.360 --> 00:46:59.840
And we don't we don't do it like that anymore.
00:46:59.920 --> 00:47:01.440
We don't schedule our days the same.
00:47:01.679 --> 00:47:06.559
We give ourselves the space and the time that we need to do more upselling, and it works.
00:47:06.880 --> 00:47:14.960
So that's why we don't have one anymore, is because we don't have we don't schedule our days as back to back anymore because we don't need to, and we're and we're e still making more.
00:47:15.119 --> 00:47:16.400
So it's it's working really well.
00:47:16.480 --> 00:47:18.719
So if you're curious where'd that clock go, it's right here.
00:47:18.800 --> 00:47:19.599
I'm looking at it.
00:47:19.679 --> 00:47:21.519
Uh, but it's not in the front, it's in the back.
00:47:21.760 --> 00:47:30.320
But in in our in our push in this episode, especially for whatever reason, well, I know the reason, it's because of the questions, in our push towards million dollar manual.
00:47:30.559 --> 00:47:42.159
Yeah, I do want to just be very clear that the every the things that we talked about in million dollar manual are not necessarily plug and play with how we've been running our business over the last couple of years.
00:47:42.320 --> 00:47:43.039
Right today.
00:47:43.199 --> 00:47:43.760
Right.
00:47:44.079 --> 00:47:52.639
It was to get us to that point out of the six figures into the seven figures, this is what we were, this is what was really important.
00:47:52.880 --> 00:47:56.480
And this is what we needed to understand, and this is where our mindset needed to be.
00:47:56.639 --> 00:48:04.320
Like our mindsets today are a lot different than they were when we were actively trying to get to that mark.
00:48:04.639 --> 00:48:12.480
And our mindset today with the clientele that we're working with is a lot different than we were when we were working with 15 grooms a week.
00:48:12.800 --> 00:48:19.519
But the reality of the business was 15 grooms a week got us over that million dollar hump.
00:48:19.599 --> 00:48:19.679
Yeah.
00:48:19.840 --> 00:48:20.960
Or however many grooms a week.
00:48:21.039 --> 00:48:24.000
Maybe 15 is too many, as just a number I threw out there.
00:48:24.079 --> 00:48:24.159
Right.
00:48:24.320 --> 00:48:26.639
Sometimes we were working with that many grooms a week.
00:48:26.880 --> 00:48:33.280
But the business looks a lot different today than it did the first time we ever crossed that threshold.
00:48:33.519 --> 00:48:45.440
So million dollar manual is kind of like a it's a really great resource for people who are wondering how to sell more expensive, wondering how to do this, or what were some of the other questions?
00:48:45.679 --> 00:48:54.559
The uh athletes thing, putting me on this marketing, um, you know, it it is really helpful for businesses in that stage.
00:48:54.719 --> 00:48:58.880
And the way that we're operating today is different, uh, admittedly so.
00:48:59.119 --> 00:49:02.559
And we don't mean to like poo-poo marketing because it is sort of important.
00:49:02.719 --> 00:49:03.440
And you know what?
00:49:03.519 --> 00:49:05.679
It is the longest lesson in million dollar manual.
00:49:05.760 --> 00:49:06.320
You're welcome.
00:49:06.400 --> 00:49:10.000
We do, it's a it's like two hours or something, so get ready.
00:49:10.159 --> 00:49:16.320
But it's super helpful and it's not like a bad lesson, it's just the least important thing, and it's the most common question we get.
00:49:16.400 --> 00:49:20.320
So that's why it's just like, oh, this again, someone wants to talk about athletes.
00:49:20.559 --> 00:49:22.159
Yeah, which I get.
00:49:22.320 --> 00:49:25.039
It's exciting, it's cool, and it there is a strategy for it.
00:49:25.199 --> 00:49:32.239
But it's just in the grand scheme of running your business and and making it profitable and high-end, it's it's really the least important thing.
00:49:32.480 --> 00:49:39.199
When we throw a question box on our story on Instagram, please ask us questions and bonus points for you.
00:49:39.360 --> 00:49:45.519
If you've already been through all of the all of the resources and you have additional questions, that's what I want to focus on.
00:49:45.679 --> 00:49:47.199
That's what LCC's for.
00:49:47.280 --> 00:49:52.000
And it's that real time, that real time coaching and mentorship.
00:49:52.239 --> 00:49:55.119
Thanks so much for coming to this appointment and for bearing with us.
00:49:55.280 --> 00:49:56.000
We appreciate it.
00:49:56.159 --> 00:50:01.679
And if you feel singled out and uh yelled at, it was not, it's not personal.
00:50:01.840 --> 00:50:03.519
Danny doesn't even know who he's talking to here.
00:50:03.599 --> 00:50:04.159
I have no idea.
00:50:04.320 --> 00:50:05.280
He really has no idea.
00:50:05.360 --> 00:50:07.440
So it's don't, it's not his fault.
00:50:07.519 --> 00:50:09.360
Uh, thanks so much for coming to your appointment.
00:50:09.440 --> 00:50:10.000
This one's over.
00:50:10.079 --> 00:50:11.440
We'll see you for your next one.
00:50:11.679 --> 00:50:36.400
If you're a custom clothier and you want to be more profitable, less stressed, and work with more of your target demographic client who spends more and buys more often, we share our exact strategies on how to do that and our resources available now on clothiercoaching.com, including Million Dollar Manual, our playbook for turning your six-figure business into a custom clothing business that makes more than a million dollars every year.
00:50:36.559 --> 00:50:46.800
For higher touch, more direct access to us, we have a small mentorship group called Luxury Clothier Collective, where we're actively helping clothiers around the country become their markets leader.
00:50:46.880 --> 00:50:54.239
If you're serious about finally building that profitable luxury custom clothing business you've always wanted, this is your next move.
00:50:54.400 --> 00:50:57.360
Join the wait list and we'll let you know when enrollment opens again.
00:50:57.519 --> 00:50:58.960
Thanks for listening.
00:00:00.080 --> 00:00:01.520
Stop wearing your cheap shit.
00:00:01.760 --> 00:00:02.080
Yeah.
00:00:02.240 --> 00:00:08.320
At some point, we got to the point where we said, okay, I I don't need to do five new suits for myself every season.
00:00:08.400 --> 00:00:10.640
Like, let's just wear our nice stuff.
00:00:10.880 --> 00:00:12.560
That's where it starts.
00:00:13.199 --> 00:00:16.719
If you're not wearing it, why the hell would anyone buy it?
00:00:16.879 --> 00:00:23.440
This is Appointment Only, the podcast for custom clothiers and entrepreneurs building profitable high-end businesses.
00:00:23.600 --> 00:00:30.480
If you want control, profitability, and freedom from what feels like an endless hustle, this is for you.
00:00:30.559 --> 00:00:36.000
We're Kenny and Danny, twin brothers from day one and business partners for more than 15 years.
00:00:36.159 --> 00:00:42.479
We're sharing insights from our own experiences as luxury custom clothiers who built our own business from nothing.
00:00:42.640 --> 00:00:50.560
The highs, the lows, and what we've learned along the way that will help you build a high-end business you actually enjoy running and isn't running you.
00:00:50.799 --> 00:00:53.280
Clothier Coaching's official podcast.
00:00:53.439 --> 00:00:55.520
Appointment only starts now.
00:00:59.840 --> 00:01:03.359
We're back between appointments and we are well, we're not really between appointments.
00:01:03.439 --> 00:01:04.799
We're after post-apointments.
00:01:04.879 --> 00:01:06.079
After post-apointments.
00:01:06.319 --> 00:01:07.760
After hours, 2 p.m.
00:01:08.000 --> 00:01:09.359
And it's after hours.
00:01:09.599 --> 00:01:10.640
That's how it goes.
00:01:10.799 --> 00:01:19.200
We just had a wedding fitting come in and it was uh well we would have made more if Danny would have remembered to charge for the pants.
00:01:19.439 --> 00:01:22.000
We'll get it on the we'll get it on the back end there.
00:01:22.239 --> 00:01:25.040
But it was a quick uh 15, was it?
00:01:25.200 --> 00:01:26.560
15, 9.
00:01:26.959 --> 00:01:27.519
Yeah.
00:01:28.159 --> 00:01:30.959
That's how the wedding suits look now.
00:01:31.359 --> 00:01:36.079
If you would have told me a couple years ago that that's like a wedding order, I would have been a floored.
00:01:36.239 --> 00:01:38.640
If I charged right, it would be like 18 and a half.
00:01:38.799 --> 00:01:39.760
Yeah, that would have been nice.
00:01:39.920 --> 00:01:40.239
Yeah.
00:01:40.480 --> 00:01:43.120
But here's the thing do I look stressed about this?
00:01:44.000 --> 00:01:44.799
No, no.
00:01:45.439 --> 00:01:57.200
Because when you're working with the right kinds of people, you're selling the right kinds of things, your margins are strong, something like that, a mistake and oversight where you forgot to charge for two pairs of pants, it doesn't ruin you.
00:01:57.359 --> 00:01:58.719
It doesn't ruin the sale.
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If your margins are so slim where you can't afford to do that, I mean, not I'm not bragging about it.
00:02:04.480 --> 00:02:05.519
And it's not like a good thing.
00:02:06.159 --> 00:02:07.040
I'm glad I forgot to charge it.
00:02:07.200 --> 00:02:07.599
No, of course.
00:02:07.760 --> 00:02:19.199
And we will charge for it on the back end, but if you're in a place where your margins are so slim you can't even imagine having been able to have done that and be laughing about it, I think you have some work to do.
00:02:19.360 --> 00:02:20.719
And we can we can help.
00:02:20.879 --> 00:02:24.639
I'm not gonna help you for free on the podcast, but we we can help you.
00:02:25.039 --> 00:02:28.800
Uh speaking of helping you, that's what this episode is.
00:02:28.960 --> 00:02:32.000
I sent something out on Instagram and I said, what do you want to hear?
00:02:32.080 --> 00:02:33.039
What topics do you want to hear?
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And it kind of turned into a bit of a QA.
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So that's what we're gonna do.
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I'm gonna read, I'm not gonna, I'm not gonna out anyone, I'm not gonna say who said it uh or berate anyone, but we are gonna read the questions and and we're gonna answer the questions.
00:02:47.840 --> 00:02:53.199
But before we get into that, I just wanna share a couple of I'm not gonna say nuggets.
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Nougats.
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Newguts.
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Yeah, I'm not gonna say that.
00:02:57.439 --> 00:02:59.199
Um little tidbits.
00:02:59.439 --> 00:03:01.680
Yep, some some tidbits for you.
00:03:02.000 --> 00:03:06.960
I've mentioned before, if you're if you read the newsletter, if you get the newsletter, I've mentioned this.
00:03:07.360 --> 00:03:10.159
I have a bit of an overcoat tracker going on.
00:03:10.400 --> 00:03:16.960
Uh I came home on the other day after we had done a series of final fittings.
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And first of all, is there anything worse than having a day full of final fittings?
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Oh, nothing's worse.
00:03:21.599 --> 00:03:27.919
Is there anything better though than having done final fittings and there's not a single alteration?
00:03:28.080 --> 00:03:29.680
Uh, everyone leaves with everything.
00:03:29.759 --> 00:03:31.919
How many hangers did we get rid of?
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On Friday alone, just to do the math real quick.
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Little caveat though, before you hear the number and I was gonna say cream your jeans.
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That's not what I meant.
00:03:44.719 --> 00:03:56.000
If you're if before you hear the number and your jaw hits the floor, I gotta tell you, we also now get all of our shirts pressed because we are selling the Thomas Mason line exclusively.
00:03:56.319 --> 00:04:01.120
And we've said this before when you raise your prices, you better level your game up too.
00:04:01.199 --> 00:04:06.319
So the presentation on the Thomas Mason shirts, we now pay to get each shirt professionally pressed.
00:04:06.560 --> 00:04:09.120
So each of those shirts is also on a hanger.
00:04:09.199 --> 00:04:13.840
So this is not like we offloaded this many suits, but it's a mix of shirt shirts and suits.
00:04:14.080 --> 00:04:22.879
On Friday, we offloaded 30 hangers, yeah, which freed up a lot of space physically and mentally.
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There's nothing that feels better than doing that, but it's a pain when you have to schedule that because of course you feel like you're not making money.
00:04:30.720 --> 00:04:40.639
And we decided a couple of years ago that instead of looking at these days of final fittings and deciding we're not making money, how about we figure out a way to make some damn money?
00:04:40.879 --> 00:04:41.519
Let's just try.
00:04:41.680 --> 00:04:42.800
How about we make some money?
00:04:42.959 --> 00:04:46.800
And I have to say, it was a success on Friday.
00:04:46.879 --> 00:04:57.199
We and when you're working with the right people, again, when you're it's all about working with the right people who are comma decision makers, can easily come in and place new orders.
00:04:57.439 --> 00:04:59.759
Um, I don't remember what we saw.
00:05:00.000 --> 00:05:00.639
I'm pulling it up.
00:05:00.720 --> 00:05:01.360
I'm pulling it up.
00:05:01.519 --> 00:05:01.759
Okay.
00:05:02.399 --> 00:05:05.279
So a couple more overcoats, I think.
00:05:05.439 --> 00:05:06.319
Was it two more?
00:05:06.480 --> 00:05:07.040
One more.
00:05:07.279 --> 00:05:07.920
One more.
00:05:08.079 --> 00:05:11.680
Um, so on Friday, you know you're good at sales by the way.
00:05:12.079 --> 00:05:13.360
Three, four final fittings.
00:05:13.519 --> 00:05:21.120
You know you're good at sales by the way, when you're sell when you've already sold a handful of cashmere overcoats when it's in uh a hundred degrees outside.
00:05:21.600 --> 00:05:26.639
Not not to uh, you know, pat myself on the back, but so we're proud of it.
00:05:26.959 --> 00:05:31.120
We had four final fittings on Friday and an actual fitting.
00:05:31.439 --> 00:05:31.920
You good?
00:05:32.079 --> 00:05:32.480
Yeah.
00:05:33.120 --> 00:05:35.600
Looks like our first final fitting bought a tie.
00:05:35.839 --> 00:05:43.920
Looks like our second final fitting bought a couple of ties and a bunch of socks.
00:05:44.240 --> 00:06:04.000
Third final fitting bought a tie and a pair of socks, and the last final fitting did like uh an overcoat, an additional suit, and four ties and six socks.
00:06:04.560 --> 00:06:14.000
So we made some decent money, really good money, just from final fittings, and that none of that is including the actual fitting, the new fitting that we had that day.
00:06:14.160 --> 00:06:14.399
Yeah.
00:06:14.480 --> 00:06:19.680
So from the final fittings, had we only had those, it still would have been a five-figure day.
00:06:20.399 --> 00:06:32.399
Just from what we ended up offloading sales-wise, which actually that's that's a great uh that's a great representation because I've always said when in six-figure upsells, we kind of teach you the mindset and the strategy behind how to do this.
00:06:32.560 --> 00:06:39.279
We've gotten a hell of a lot better since we came out with six-figure upsells, which is what we talk with LCC about.
00:06:39.600 --> 00:06:52.399
But I've I I was always under the impression it was about like between 25 and 30 percent of the time somebody's buying an extra piece instead of just accessories.
00:06:53.040 --> 00:06:55.519
So that's accurate based on that.
00:06:55.680 --> 00:07:02.160
But everyone who bought 25% of the actual final fittings ended up buying more in the meeting.
00:07:02.319 --> 00:07:02.560
Right.
00:07:02.800 --> 00:07:11.199
And when your accessories are what they, you know, should cost, when they're high-end accessories and you're charging a good amount, you you actually we call it trash can money.
00:07:11.360 --> 00:07:17.680
When you you just make money back that you already spent, it just is like feels it's it feels awesome.
00:07:17.759 --> 00:07:18.720
It's a great feeling.
00:07:19.360 --> 00:07:20.879
So that's what we've been up to.
00:07:20.959 --> 00:07:35.600
Um, and again, anytime we say this, and we put a reel out a couple days ago where we were listing off some dollar amounts that had been swiped over the course of one of our weeks of what was has traditionally and historically been one of our slowest months of the year.
00:07:35.920 --> 00:07:42.079
And w when we're saying this stuff, it's it's not because we're, first of all, it's not because it's ever record breaking.
00:07:42.160 --> 00:07:46.959
We've never shared with you any records that we've set, business-wise, sales-wise, anything.
00:07:47.360 --> 00:07:49.439
We're trying to communicate this is possible.
00:07:49.600 --> 00:07:57.279
We're trying to to prove to you and to show you and to be honest with you about the fact that this is something that's doable.
00:07:57.839 --> 00:08:00.480
And there's nothing special about us.
00:08:00.720 --> 00:08:08.240
I think the way we do things is different, and it is, you know, it is special, but it's not so special that you can't figure out a way to do it too.
00:08:08.480 --> 00:08:32.000
And uh those those dollar amounts that we listed off on Instagram are a direct result of us looking at what we know is probably gonna be a slow month, us looking ahead at a calendar that doesn't look or feel particularly full, but knowing that we are the ones who have got to make sure that we are maximizing the appointments that we do have.
00:08:32.480 --> 00:08:36.000
That is the piece of this that we are in control of.
00:08:36.240 --> 00:08:46.000
So whether we're talking about final fittings and presenting accessories or being ready to offer recommendations for an overcoat or for an additional piece.
00:08:46.080 --> 00:08:50.240
I mean, Kenny told me before that last final fitting, he said, I'm gonna sell this guy an overcoat.
00:08:50.559 --> 00:08:51.919
I'm gonna sell him an overcoat.
00:08:52.240 --> 00:09:10.240
Wouldn't that feel great if you felt confident enough in your business and in your salesmanship or saleswomanship where you could say, This person coming in to pick up this rack full of clothes, I'm gonna sell them a six, seven thousand dollar overcoat.
00:09:10.720 --> 00:09:12.639
And it's it's not a secret on how to do it.
00:09:12.720 --> 00:09:20.080
And I am going to tell our LCC group uh on our next call exactly what to do, exactly how to do it.
00:09:20.399 --> 00:09:23.120
And it's amazing when you find something that works.
00:09:23.600 --> 00:09:33.519
That's that's also like the fourth, it's the fourth time that we've had a final fitting and sold an overcoat at the final fitting this year, this month, in the last calendar month.
00:09:33.759 --> 00:09:35.039
It's been during the summer.
00:09:35.279 --> 00:09:39.759
So it's like it is it is a language to use, it is a way to phrase something.
00:09:39.840 --> 00:09:44.480
And it does start with, I think this is the right type of client for this.
00:09:44.879 --> 00:09:47.519
But then it becomes about the strategy of it.
00:09:47.679 --> 00:09:49.120
Kenny didn't say I want to.
00:09:49.200 --> 00:09:50.879
He said, This is going to happen.
00:09:51.679 --> 00:09:52.480
And it did.
00:09:52.639 --> 00:09:59.840
And then he did another suit as well because we were prepared and we were ready to have some strategic conversations in his final fitting.
00:10:00.000 --> 00:10:05.759
But again, the all this to say, this is not us saying, Oh, look how amazing at sales we are.
00:10:06.000 --> 00:10:10.879
This is us saying, we're looking down the barrel of what has been a slow month.
00:10:11.039 --> 00:10:13.200
The calendar doesn't feel very great.
00:10:13.360 --> 00:10:17.759
So it is up to us to make sure that we're maximizing the meetings that we are going to have.
00:10:17.919 --> 00:10:19.679
And by the way, we've been doing this for years.
00:10:19.840 --> 00:10:27.919
We've been figuring out what's the language, what's the what's the opportunity, what works, what doesn't work, what can we repeat, what can we teach someone else how to do?
00:10:28.080 --> 00:10:32.159
That's what we've been doing the in almost the entire time we've been doing this.
00:10:32.399 --> 00:10:50.639
And especially the last, you know, seven or eight years, we've gotten really, really good at identifying habits, patterns, and repeatable processes that we can show you how to do that take the guesswork out of a lot of this.
00:10:50.720 --> 00:10:53.600
Because there is so much in this business that we're not in control of.
00:10:53.840 --> 00:10:59.759
But there turns out there's a lot more that we are in control of than some clothiers think.
00:11:00.000 --> 00:11:10.000
And you can take, we can take what generally is understood as an unpredictable business and make it as predictable as humanly possible.
00:11:10.159 --> 00:11:14.799
So much so that I can say, I'm gonna sell this guy an overcoat, and it happens.
00:11:15.039 --> 00:11:19.200
You can figure out how to do that too, and we can help you do that.
00:11:19.759 --> 00:11:22.000
So just a little uh is it an encouragement?
00:11:22.080 --> 00:11:22.799
Yeah, I think so.
00:11:23.120 --> 00:11:24.000
It's an encouragement.
00:11:24.320 --> 00:11:27.039
I wish I would have heard that, you know, years ago.
00:11:27.279 --> 00:11:28.000
That would have been awesome.
00:11:28.240 --> 00:11:39.440
Well, we always thought we were in such a bad overcoat market for so the the thing is that the things that we talk about, at one point in time, we actually believed it was the opposite.
00:11:39.840 --> 00:11:46.240
At one point in time, we actually believed that we weren't in control of the meetings that we were having.
00:11:46.320 --> 00:11:52.799
At one point in time, we actually believed that our clients weren't ready to buy expensive things.
00:11:52.960 --> 00:11:59.840
At one point in time, we actually believed that everybody coming to us was only interested in buying one thing.
00:12:00.559 --> 00:12:17.919
We actually believed these things, and then somewhere, some way, we changed our thinking, and now we know that it is possible, and it what we believed was not true, and in fact, it was totally false.
00:12:18.320 --> 00:12:20.240
And I'm not afraid to admit that.
00:12:20.639 --> 00:12:21.840
Absolutely not.
00:12:22.720 --> 00:12:27.200
We were working with at an earlier iteration of our business.
00:12:27.360 --> 00:12:38.879
I promise you, we were working with people who wanted who were ready to spend more and ready to buy more, and we weren't ready to take them through anything because we didn't have anything to take them through.
00:12:39.200 --> 00:12:39.840
Yeah.
00:12:40.559 --> 00:12:44.480
At one point in time, we believed our clients wanted us to say yes to them every time.
00:12:44.639 --> 00:12:50.480
I mean, there are so many things that clients do that we actually believed and we thought it was something.
00:12:51.120 --> 00:12:52.080
What's wrong with our people?
00:12:52.240 --> 00:12:53.200
What's wrong with our market?
00:12:53.360 --> 00:12:54.559
What's wrong with our business?
00:12:54.799 --> 00:12:55.679
Nothing.
00:12:56.000 --> 00:12:57.759
There was a lot that was wrong with us though.
00:12:57.919 --> 00:12:59.120
Yeah, tons.
00:12:59.360 --> 00:12:59.679
All right.
00:12:59.759 --> 00:13:01.919
So we're gonna we're gonna get to your your questions.
00:13:02.080 --> 00:13:05.840
The when I put the call out on Instagram, what do you want to hear us talk about?
00:13:06.000 --> 00:13:07.519
Thank you for those of you who responded.
00:13:07.600 --> 00:13:11.919
And for the record, next time you see a story that goes, it's because we're doing something like this.
00:13:12.000 --> 00:13:13.519
So I we do want to hear from you.
00:13:13.600 --> 00:13:19.360
We want to be able to address what you're feeling like is is timely and important to discuss.
00:13:19.600 --> 00:13:20.399
We want to help you.
00:13:20.559 --> 00:13:22.240
That's why we created appointment only.
00:13:22.559 --> 00:13:27.519
And if I'm carrying myself a little bit differently today, it is me.
00:13:28.000 --> 00:13:32.399
It is me from the viral reel that uh you may recognize.
00:13:32.559 --> 00:13:38.399
Uh, not to brag, but someone went viral this week and yeah, it's pretty good.
00:13:38.720 --> 00:13:40.639
What's the definition of going viral?
00:13:40.879 --> 00:13:42.159
I don't know what the definition is.
00:13:42.320 --> 00:13:44.240
I depending on the metric you look at.
00:13:44.399 --> 00:13:45.200
Yeah, a lot of shares.
00:13:45.279 --> 00:13:50.159
We had a lot of shares on that depending on the metric you look at, it's far from viral.
00:13:50.320 --> 00:13:53.440
But for us, it's viral for us for appointment only.
00:13:54.000 --> 00:13:55.360
Appointment only, it's very viral.
00:13:55.600 --> 00:13:59.600
It's not the most viewed reel we've had, but it's definitely.
00:13:59.759 --> 00:14:05.200
I mean, for us, like we had two at this point, 273 shares on that one, which is really good.
00:14:05.440 --> 00:14:12.240
That's like more than twice as many shares as we got when we made the announcement we were moving our entire business to the neighborhood we're in.
00:14:13.200 --> 00:14:15.039
People are on Instagram.
00:14:15.200 --> 00:14:22.559
I feel like it's turned into a it's turned in, it's not like a collaborative environment anymore.
00:14:22.639 --> 00:14:24.559
It's more like people just scroll past stuff.
00:14:24.639 --> 00:14:26.159
They don't like, they don't comment a lot.
00:14:26.720 --> 00:14:27.440
Absolutely true.
00:14:27.679 --> 00:14:33.600
It's like you have to be like, it really has to hit them in all the right ways in order to for them to share.
00:14:33.840 --> 00:14:43.440
Well, I'll be like really into there's like this this guy who plays guitar and he's like super good singer, and I've seen him pop up on my algorithm a bunch of times.
00:14:43.759 --> 00:14:46.799
And the other day I was like trying to figure out who this person was.
00:14:46.879 --> 00:14:47.600
I wasn't even full of it.
00:14:47.759 --> 00:14:48.559
Yeah, because you weren't following him.
00:14:48.799 --> 00:14:49.039
I know.
00:14:49.120 --> 00:14:50.159
Because I didn't even hit follow.
00:14:50.240 --> 00:14:51.919
I just was just like obsessed with him.
00:14:52.159 --> 00:14:54.159
You just like I'll watch it when it shows up in my explanation.
00:14:54.320 --> 00:14:57.759
So I'm like back on back and explore, like looking at, oh, there he is again.
00:14:57.919 --> 00:14:59.440
And then I finally did give him a follow.
00:14:59.519 --> 00:15:05.600
But you're right, it isn't very collaborative, it's very much uh uh consume, like let me get the content.
00:15:05.759 --> 00:15:06.480
Take, take, take.
00:15:06.559 --> 00:15:07.600
I know that's what it is.
00:15:07.840 --> 00:15:13.919
So speaking of take, take take, we're gonna give, give, give today, and we're gonna answer some of your questions.
00:15:14.320 --> 00:15:22.480
So we we didn't, I'm not gonna answer all these, um, but we'll we'll pick a handful that we can go through.
00:15:22.799 --> 00:15:25.279
And some of them are sort of in the same vein.
00:15:25.440 --> 00:15:30.320
So I'm it might not be your specific question you asked, but it's basically the answer that you need.
00:15:30.879 --> 00:15:37.840
So the first one is someone wants to hear about our the funny thing is it's that when we ask questions, what do you want to hear?
00:15:37.919 --> 00:15:38.399
What's struggl?
00:15:38.480 --> 00:15:39.279
What are you struggling with?
00:15:39.679 --> 00:15:54.879
There's a lot of things that I feel like custom clothers do struggle with and are struggling with that never get asked because I feel like a lot of times the questions are all about marketing and like certain things that are just like not that important in the grand scheme of running a business.
00:15:55.120 --> 00:15:59.120
I'm shocked when I when I put it out there and say, what do you want us to talk about?
00:15:59.279 --> 00:16:06.399
That people aren't more, you know, interested in hearing about how to run a profitable business.
00:16:06.559 --> 00:16:09.279
But I understand that's not sexy, it's not that interesting.
00:16:09.679 --> 00:16:12.240
I mean, would I listen to a podcast about it?
00:16:12.480 --> 00:16:14.080
That's like all the stuff I listen to.
00:16:14.240 --> 00:16:15.200
Yeah, that's true.
00:16:15.519 --> 00:16:16.879
Profit, profit, profit.
00:16:17.279 --> 00:16:18.000
It helps.
00:16:18.080 --> 00:16:19.279
Uh, here's a tip.
00:16:19.440 --> 00:16:23.840
If you want to be profitable, make sure you're uh getting paid for each piece you sell.
00:16:24.000 --> 00:16:24.960
Yeah, you know what?
00:16:25.120 --> 00:16:26.320
We should think about doing that.
00:16:26.799 --> 00:16:28.080
I'd love to try that next time.
00:16:28.320 --> 00:16:29.840
I mean, they the the the guys left.
00:16:29.919 --> 00:16:32.000
It's like, oh my god, you know it right away.
00:16:32.240 --> 00:16:33.200
I knew it right away.
00:16:33.360 --> 00:16:39.039
The option is you either chase him down the street, yeah, or you just figure out a way to bring it up next time.
00:16:39.200 --> 00:16:41.679
It's like we'll just charge them for the pants when they come back in.
00:16:41.919 --> 00:16:43.039
Yeah, they'll be fine.
00:16:43.279 --> 00:16:49.279
Okay, so one of the questions here we got was experiences with pro athletes.
00:16:49.440 --> 00:16:55.600
And they specifically mentioned Thor, which listen, I'm all about talking about Thor.
00:16:55.679 --> 00:16:56.639
You know we love Thor.
00:16:56.720 --> 00:17:04.960
If you've been following us for any amount of time, he you know that he's uh been a client of ours for many years, uh a decade at this point.
00:17:05.119 --> 00:17:06.799
We've become good friends.
00:17:07.039 --> 00:17:11.920
Um but the whole pro athletes thing is tough.
00:17:12.079 --> 00:17:12.799
It's tough.
00:17:13.119 --> 00:17:36.319
It's tough, it's tough, and it's I will say it's very infrequently worth it unless you're able to get an A-list guy that you are willing to bend over backwards, move hell in high water, and always get the marketing out of it that you need.
00:17:36.559 --> 00:17:53.759
Our best friend in this business works with one of these people, like a total A-list athlete who everybody knows who he is, and he is willing to go above and beyond and do so many things for him because it is so worth it working with him.
00:17:54.559 --> 00:17:57.279
And those situations are rare.
00:17:57.519 --> 00:17:59.759
I mean, let's just call a spade a spade.
00:18:00.000 --> 00:18:12.400
It is very rare to have the caliber of person that you need in order for you to do what you need to do in order to work with them and have it pay off for you and have it have it ROI.
00:18:12.640 --> 00:18:28.960
The the other trick in working with uh athletes, especially, or you know, whatever it may be, if you're located in in LA, perhaps this would be true of Hollywood people as well, is the agent piece.
00:18:29.279 --> 00:18:34.799
And I know that some people have had awesome experiences with agents, we have as well.
00:18:35.359 --> 00:18:41.759
And I know firsthand, we have also had some really awful experiences with agents too.
00:18:42.319 --> 00:18:50.559
Just where they're getting in the way, they're trying to prove to their client that they're they're a valuable piece of this puzzle, too, and they never really let you do your thing.
00:18:50.799 --> 00:18:54.480
And to us, like that's just never gonna be worth it to us.
00:18:54.640 --> 00:19:10.960
It's it's never gonna be worth it to work through a third party to give somebody something, presumably for free, or a number of things for free, with the hopes of like I I can't pay my bills in tickets to your games.
00:19:11.119 --> 00:19:11.359
Sorry.
00:19:11.599 --> 00:19:12.640
Or shout-outs.
00:19:12.960 --> 00:19:24.799
As much as I like attending sporting events and I love having great seats to those things, I can buy that for myself if I make enough money.
00:19:25.119 --> 00:19:27.039
I don't need it, I don't need it for free.
00:19:27.119 --> 00:19:28.799
I can't pay any bills with it for free.
00:19:28.960 --> 00:19:32.640
So it's all about the value proposition that you that you have.
00:19:32.880 --> 00:19:46.000
And our sensibility has always been if we can figure out a way where we can do what we need to do with this person and we can post what we want to post of this person, it's probably gonna be a yes.
00:19:46.319 --> 00:20:07.759
I was just talking to one of our LCC members about this this past week, where he was working with somebody who was in sports, and the there was, of course, uh miscom not even a miscommunication, so much as uh uh the expectations were not aligning with what they were expecting him to do, basically what they were expecting him to comp.
00:20:08.400 --> 00:20:25.920
And I shared with him that if you feel like this is the the the move and this guy is your guy and he's your your show pony and you're gonna be able to get mileage out of this and some sort of a compensation from this in you know some other way, then you should.
00:20:26.079 --> 00:20:26.960
You should comp.
00:20:27.119 --> 00:20:31.200
We comp for the right people at the right times and for the right reasons.
00:20:31.359 --> 00:20:51.359
But if this is just like some guy who plays on some team, happens to play on the team now and is expecting free stuff, and there's no real, there's no real guarantee that it's gonna actually monetize for you, I would encourage you to not dish out a bunch of free stuff.
00:20:51.599 --> 00:20:54.720
You have to be able to realistically see the ROI.
00:20:54.799 --> 00:21:02.720
And I would encourage you to not allow introductions to be the thing that that you're banking on.
00:21:02.960 --> 00:21:22.000
You you have to you have to take sort of the worst case scenario approach when you're working with a high profile or a famous person, where you have to be able to tell yourself, if they don't hold up any of their end of this bargain, can I still get something out of this that I need?
00:21:22.480 --> 00:21:32.000
Because we have also worked with with uh, I was gonna say celebrities, but hardly, athletes who promised this and promised that and and promised this.
00:21:32.400 --> 00:21:35.359
And we didn't even get tickets.
00:21:35.920 --> 00:21:44.319
They didn't hold up any of their end of the bargain, but we weren't in a position where we were having to go back to the agent and be like, oh, where's my tickets?
00:21:44.480 --> 00:21:53.279
Because we were able to get what we needed in the in the way of uh photography and pictures and whatever, whatever we wanted, we already got it.
00:21:53.519 --> 00:21:55.759
They didn't have to hold up their end of the bargain.
00:21:55.920 --> 00:21:57.519
Now, did we do it again the next year?
00:21:57.680 --> 00:21:57.920
No.
00:21:58.160 --> 00:21:59.599
And what feels worth it to us now.
00:22:00.079 --> 00:22:06.160
And what feels like it's uh valuable to us now is very different than what used to feel worth it and valuable to us back then.
00:22:06.400 --> 00:22:12.160
That changes the goalposts, no pun intended, move as you were run your business.
00:22:12.480 --> 00:22:24.640
But with agents and athletes specifically, that's you know, any that is almost always one of the absolute first questions out of any custom clothier's mouth when we give an opportunity to ask questions.
00:22:24.799 --> 00:22:30.000
And we always lead with this caveat where you just got to be careful, be very, very careful.
00:22:30.160 --> 00:22:38.400
And these days, athletes are being conditioned even earlier than before to need free stuff with the the um NIL.
00:22:38.720 --> 00:22:39.200
Is that what it is?
00:22:39.680 --> 00:22:45.920
Name, image, likeness, the NIL stuff that they can now start in like the end of high school, kind of technically.
00:22:46.160 --> 00:22:47.839
Yeah, probably just early college.
00:22:48.000 --> 00:22:51.279
So it's not going to get easier or more clear.
00:22:51.359 --> 00:22:52.640
And I will say this too.
00:22:52.799 --> 00:22:56.000
I've got to stop saying I will say, and I need to just say it.
00:22:56.240 --> 00:23:00.480
There's so many agencies out there dedicated to NIL college stuff.
00:23:00.640 --> 00:23:06.000
You know, I would imagine most of these college athletes will not go pro.
00:23:06.480 --> 00:23:09.359
You will get contacted by some who will.
00:23:10.319 --> 00:23:16.960
I would encourage you to make sure that this pro career of theirs is a guarantee before you start giving them free things.
00:23:17.279 --> 00:23:24.319
Unless you're in a college exclusive market, like maybe you don't have sports teams, but you have a humongous awesome.
00:23:24.799 --> 00:23:26.319
The college athletes are like the big stars.
00:23:26.559 --> 00:23:27.200
They're the stars.
00:23:27.359 --> 00:23:28.000
Yeah, that could be.
00:23:28.160 --> 00:23:35.200
I would just say make sure you're able to get out of this what you need in the in the way of whatever, whatever it may be for you.
00:23:35.440 --> 00:23:38.720
Photos, uh testimonials, can I put you on my website?
00:23:38.880 --> 00:23:39.839
Whatever it is.
00:23:40.079 --> 00:23:47.039
Make sure you can get something, even if they don't give you the free tickets, even if they don't give you the signed jersey or helmet.
00:23:47.200 --> 00:23:53.200
Like if they don't do anything they say they're gonna do, make sure you at least get what you need out of that.
00:23:53.359 --> 00:24:08.079
And sometimes it works out awesome, like our experience with Thor, who actually started as a paying client until we said, we are getting so much in with the way of marketing and promotion from this guy, I don't even feel comfortable charging him anymore.
00:24:08.319 --> 00:24:10.319
And so it now it does look a little bit different.
00:24:10.480 --> 00:24:19.519
Or in the case of our of our friend who works with like the primo guy in the NFL, like that has evolved over time for him.
00:24:19.759 --> 00:24:27.599
He's not doing now what he started doing, but it worked out so well that it's worth doubling down on year over year.
00:24:27.759 --> 00:24:28.799
And that makes sense.
00:24:29.039 --> 00:24:31.519
Sometimes you end up in one of those situations.
00:24:32.400 --> 00:24:39.440
But I would, I, I, I, I will also say, and he will also say that should never be your goal.
00:24:39.759 --> 00:24:46.720
Your goal should never be to simply to work with an athlete or a famous person.
00:24:46.880 --> 00:24:54.480
We used to have that as like one of our micro goals every year was we want to work with three more high-profile people.
00:24:54.880 --> 00:25:09.039
And I think what it ended up doing as we as we started going after that as a goal, is it started to put us in a position where we were doing things that were unhealthy for our business simply so we could check that off of our list.
00:25:09.279 --> 00:25:17.119
Well, and our we had a bigger, and this is all, by the way, that we talk about this in in the last week of Million Dollar Manual, the marketing lesson.
00:25:17.200 --> 00:25:18.880
We talk specifically about athletes.
00:25:19.039 --> 00:25:23.680
We talk specifically about the earned media you can get from working with athletes and that sort of thing.
00:25:23.920 --> 00:25:30.240
I tell you about strategies behind how to do this, who to contact at the station, who to contact at the magazine, all of that.
00:25:30.400 --> 00:25:32.400
We give you all of that in million dollar manual.
00:25:32.559 --> 00:25:36.799
So we're not gonna we're not gonna give it all to you for free here on the podcast.
00:25:37.119 --> 00:25:42.960
Also, that would be very boring for all of us listeners who've already gone through the million dollar manual.
00:25:43.279 --> 00:25:54.880
But it would have the larger goal was we were using that as a means to an end, which was publicity, credibility, uh, eyeballs, clicks, articles, etc.
00:25:55.359 --> 00:25:57.599
There's a strategy behind how to do that.
00:25:57.759 --> 00:26:04.640
So that would also be a good way to do it and think about that because I know a lot of custom clothiers have never even thought about that piece.
00:26:04.799 --> 00:26:07.599
We heard that all the time when we were doing Million Dollar Manual.
00:26:07.759 --> 00:26:12.480
So if this is seeming like, oh yeah, I want to hear more about this, you can in Million Dollar Manual.
00:26:12.880 --> 00:26:18.480
What has been the most effective way to generate new leads without a storefront?
00:26:18.720 --> 00:26:24.880
So this is where I think we have to be very honest about the the business model that we have.
00:26:25.359 --> 00:26:29.440
The business model that we have is not being, we are not mobile.
00:26:29.680 --> 00:26:32.640
We haven't been mobile for what year is it?
00:26:32.799 --> 00:26:33.680
2026?
00:26:33.839 --> 00:26:36.480
We haven't been mobile for 13 years.
00:26:36.960 --> 00:26:43.759
So I don't know that I can definitively speak to being mobile today in 2026.
00:26:44.160 --> 00:26:45.200
I can give you a one-word answer.
00:26:45.359 --> 00:26:49.359
How did we generate leads before we had a storefront?
00:26:49.680 --> 00:26:50.400
Slowly.
00:26:50.720 --> 00:26:53.039
It happens a lot a lot more slowly.
00:26:53.200 --> 00:27:00.240
I I I believe that in our experience was as soon as we got, and it wasn't a storefront.
00:27:00.400 --> 00:27:04.640
No, it wasn't a showroom, it was essentially a glorified office.
00:27:04.880 --> 00:27:05.759
It's just an office.
00:27:06.480 --> 00:27:13.839
But as soon as we got that, we did notice an uptick in people just organically finding us online.
00:27:15.039 --> 00:27:16.319
That is the truth.
00:27:17.119 --> 00:27:22.799
And I think whoever asked this question sure speaks for a lot of mobile clothiers.
00:27:23.680 --> 00:27:28.240
But that was one of the best things that we ever did for our business.
00:27:28.559 --> 00:27:35.440
By the way, this is something we walk you through in lesson one, two of Million Dollar Manual.
00:27:35.599 --> 00:27:36.400
Market Market.
00:27:36.880 --> 00:27:43.839
We talk about this, we talk about our story, we share the strategy behind what to do, how to do, why and when we did this.
00:27:44.559 --> 00:27:56.319
So it is going to be more difficult and happen slower when you don't have a physical location just because of how Google is set up.
00:27:57.039 --> 00:28:02.640
It it is gonna happen slower, but that doesn't mean it's not gonna happen.
00:28:03.119 --> 00:28:08.720
And I think that the best thing that we can do in this business is operate with consistency.
00:28:09.359 --> 00:28:20.079
And somebody who's mobile, the bulk of your best leads are gonna come through probably some sort of a referral or some sort of networking that you're doing.
00:28:20.400 --> 00:28:26.400
We've never particularly enjoyed network networking or been strong at it.
00:28:26.640 --> 00:28:31.200
It's never really been exciting to us, so we never have really even explored that side.
00:28:31.440 --> 00:28:37.920
I really think the most effective the question is what's the most effective way to generate new leads without having a storefront or location?
00:28:38.079 --> 00:28:44.640
I really think the probably the most effective way would be to get your hustle pants on, to grind.
00:28:45.519 --> 00:28:47.839
And there is something to be said for that.
00:28:48.000 --> 00:28:53.119
I mean, I don't even need to say his name on the podcast, and I'm not going to, but you know who I'm talking about on Instagram.
00:28:53.359 --> 00:28:55.440
We see all those videos, which I love by the way.
00:28:55.519 --> 00:28:58.240
I don't dislike him, but it's just a funny super entertaining.
00:28:58.480 --> 00:28:59.200
Super entertaining.
00:28:59.359 --> 00:28:59.839
So yeah.
00:29:00.160 --> 00:29:01.599
And you don't have to you don't have to do that.
00:29:01.839 --> 00:29:03.920
You don't have to do that, but you do have to hustle.
00:29:04.079 --> 00:29:05.200
It's a lot harder.
00:29:05.440 --> 00:29:06.559
It's a lot harder to do.
00:29:06.799 --> 00:29:09.920
And and and maybe it's straight up asking for recommendations.
00:29:10.240 --> 00:29:12.559
Does that feel a little MLM?
00:29:12.720 --> 00:29:15.519
Hey, do you know of any people who would benefit from my services?
00:29:15.680 --> 00:29:16.400
Yes, it does.
00:29:16.640 --> 00:29:27.119
But people like helping people, and if it would help you, I think you could phrase it in a way that would be, you know, not off-putting and just be honest with who you're working with, try it out.
00:29:27.359 --> 00:29:31.759
You know, like we're not experts in that specific area, unfortunately.
00:29:31.839 --> 00:29:41.039
I wish, I mean, I'm glad that we're not, but it's I wish I had something more concrete to tell you, but it is harder if you're feeling the struggle.
00:29:41.279 --> 00:29:43.039
Yeah, I'm sure you are.
00:29:43.200 --> 00:29:45.039
I'd look into getting an office.
00:29:45.279 --> 00:29:54.000
Yeah, and sorry we can't be more helpful there, but I do think it's important that there's a lot that we know definitively to be true in this business.
00:29:54.160 --> 00:30:01.359
And there are other things that I don't feel like my finger is is uniquely on the pulse of because it's not the situation we're in.
00:30:01.519 --> 00:30:07.200
And this is one of those things where I'm sure there's somebody, some mobile clothier out there who is absolutely killing it.
00:30:07.440 --> 00:30:07.599
Yeah.
00:30:07.759 --> 00:30:08.160
Yeah.
00:30:08.400 --> 00:30:11.119
And I'm sure they would have a much different approach to that question.
00:30:11.279 --> 00:30:14.880
But we talk about some of this stuff in the market lesson in Million Dollar Manual.
00:30:14.960 --> 00:30:16.640
Okay, this is along the same lines.
00:30:16.799 --> 00:30:21.839
How do you execute your philosophy and presentation for clothiers who see clients in their home or office?
00:30:22.079 --> 00:30:25.599
So how do you how do you can basically how do you the philosophy is not difficult at all?
00:30:25.920 --> 00:30:28.720
The philosophy is lesson one of million dollar manual.
00:30:29.680 --> 00:30:30.799
Are you noticing a theme?
00:30:30.880 --> 00:30:39.519
And I promise I didn't do this on purpose where I'm, you know, teeing people up to throw a softball my way so I can say million dollar manual.
00:30:39.920 --> 00:30:46.559
But the reality is that this, all of these questions that you clothiers have, we have talked about.
00:30:46.799 --> 00:30:50.160
We have resources dedicated to them for you.
00:30:50.640 --> 00:30:53.359
And most of you haven't even explored that.
00:30:53.440 --> 00:30:59.279
We have million dollar manual, which covers so far every question that's been asked and every question to come, by the way.
00:30:59.440 --> 00:31:01.680
We have mastering the wedding suit game.
00:31:01.839 --> 00:31:11.680
So it's more tips, tricks, strategies specifically about wedding clients, because you and I both know wedding clients are a different animal than business clients, right?
00:31:12.000 --> 00:31:17.119
We also have six-figure upsells, which is what we were talking about at the beginning of the episode.
00:31:17.279 --> 00:31:20.000
How to do that, how to recognize when to do it.
00:31:20.240 --> 00:31:24.720
Also, how to read the room and recognize when it's not the right time, when to not push it.
00:31:24.880 --> 00:31:26.000
We talk about that too.
00:31:26.079 --> 00:31:31.519
Uh, and then clothe your kingdom, which is our email scripts that everybody gets sent.
00:31:31.680 --> 00:31:42.079
It's specific training, 16 of them that cover specific uh things in the clothing business, which if you click through the link, you can see what the actual topics are.
00:31:42.240 --> 00:31:49.759
It's like mobile fittings, remote fitting, like Zoom stuff, final fitting strategies, communication tips and tricks.
00:31:49.839 --> 00:31:54.480
And then the creme de la creme, which is LCC, which, as you know, we've talked about it before.
00:31:54.720 --> 00:31:57.759
That is our, we're actually talking with you.
00:31:57.839 --> 00:31:59.759
We're actually helping you run your business.
00:31:59.920 --> 00:32:04.319
We're workshopping this stuff weekly, daily, sometimes in real time.
00:32:04.480 --> 00:32:10.640
We're solving the problems together, and we're helping you along the way.
00:32:10.880 --> 00:32:15.200
So there are resources to get these questions answered.
00:32:15.440 --> 00:32:25.279
You just might have to take an additional step and make a very, very small investment in yourself and in your business to get those answers.
00:32:25.599 --> 00:32:27.599
So, what was the yeah, I know, right?
00:32:27.920 --> 00:32:30.640
How do you execute your philosophy and presentation for clothiers?
00:32:30.880 --> 00:32:30.960
Right.
00:32:31.119 --> 00:32:34.720
Full philosophy is easy because that's you, that's how you're showing up.
00:32:34.799 --> 00:32:38.480
That's how not literally, like figuratively, it's how you're showing up to your appointments.
00:32:38.559 --> 00:32:42.480
It's the mindset in which you in which you operate.
00:32:43.200 --> 00:32:51.200
The presentation is as a mobile clothier where it becomes more tricky because you're not in control of the environment.
00:32:51.440 --> 00:32:53.920
Maybe the natural light wherever you're sitting is garbage.
00:32:54.000 --> 00:32:55.839
Maybe you're sitting That's a big deal, by the way.
00:32:56.000 --> 00:32:59.039
Maybe you're sitting somewhere and you don't really have the space you wish you did.
00:32:59.119 --> 00:33:03.119
Like you have to be able to adapt to those surroundings.
00:33:03.359 --> 00:33:09.279
Maybe you're doing a final fitting for someone and it's July and you don't feel like you can sell them an overcoat because you didn't bring them.
00:33:09.599 --> 00:33:11.519
The presentation is on you.
00:33:11.759 --> 00:33:20.160
I will say my tip and trick for that would be you need to be a better upfront communicator before you have this appointment.
00:33:20.319 --> 00:33:25.279
You need to, you need to tell them the type of setting in which you want to see them.
00:33:25.519 --> 00:33:39.200
You need to ask explicitly for a large surface in which to spread out, and you need to get you need to get really specific with them on what you typically bring and if there's anything they are going to be asking for.
00:33:39.519 --> 00:33:42.559
It's going to require more upfront communication.
00:33:42.799 --> 00:33:46.799
It's not as simple necessarily as just grabbing your normal go bag and and going.
00:33:47.039 --> 00:33:48.799
Unless you happen to have all that.
00:33:49.200 --> 00:33:50.319
Everything in your car or something.
00:33:50.640 --> 00:33:59.519
But I when when we were mobile, we were constantly selling ourselves short, literally, yeah, because we weren't bringing the right stuff sometimes.
00:33:59.759 --> 00:34:06.640
Because we hadn't, we weren't confident enough in ourself to have certain conversations on the front end.
00:34:07.039 --> 00:34:23.199
But if you're running a mob a mobile business and you have been and you feel like you're, you know, you're pretty good at it, and you've been in the business for a while, I think you need to double down on your upfront communication and get really get really specific on what you need.
00:34:24.079 --> 00:34:26.960
You're just asking for what you what you want, what you need.
00:34:27.280 --> 00:34:31.760
What what you need for this appointment and telling them exactly what you're bringing.
00:34:31.840 --> 00:34:35.119
And if they have anything else they work they're gonna want to see, they need to let you know.
00:34:35.280 --> 00:34:36.320
Okay, here's one.
00:34:36.480 --> 00:34:42.960
Uh, this person wants us to talk about fabrics and what to carry and how to upsell the more expensive ones.
00:34:43.440 --> 00:34:47.199
So I'm I'm I'm really trying to be gracious here.
00:34:47.760 --> 00:34:49.679
Do you know what I told Danny before we hit record?
00:34:49.760 --> 00:34:51.119
I said, we can't be mean today.
00:34:51.280 --> 00:34:52.239
I'm not gonna be mean.
00:34:52.320 --> 00:34:55.280
No, I'm not I'm not I'm not saying you're mean or that you're going to be mean.
00:34:55.440 --> 00:34:57.679
I'm and I said, what did I say right afterwards?
00:34:57.760 --> 00:35:00.960
I said, I'm telling you that as much, or I'm telling me that as much as I'm telling you.
00:35:01.119 --> 00:35:01.360
Yeah.
00:35:01.599 --> 00:35:04.719
But it does get sort of, what's the word?
00:35:05.039 --> 00:35:06.559
Old, I guess.
00:35:06.960 --> 00:35:08.480
Repeating over and over.
00:35:08.719 --> 00:35:10.559
I mean, there's a reason, million dollar manual.
00:35:10.880 --> 00:35:16.960
There's a reason why we the courses and the stuff that we've come out with, that we came out with those things.
00:35:17.199 --> 00:35:19.360
It's because we know people have questions about them.
00:35:19.519 --> 00:35:21.760
And by the way, it's not to get rich because they're cheap.
00:35:22.000 --> 00:35:22.239
Yeah.
00:35:22.400 --> 00:35:25.679
They're inexpensive on purpose because we want to help you.
00:35:25.920 --> 00:35:27.119
We haven't had a single month.
00:35:27.199 --> 00:35:29.039
I'm just shoot straight with you regulars.
00:35:29.199 --> 00:35:40.000
We haven't had a single month where our revenue from clothier coaching stuff took us somewhere that we couldn't have gone.
00:35:40.239 --> 00:35:40.559
No.
00:35:41.199 --> 00:35:45.039
Where it's like, well, man, it's a good thing we have all this revenue coming in from clothier coaching.
00:35:45.119 --> 00:35:46.079
Otherwise, no.
00:35:46.320 --> 00:35:48.400
No, it's not like that at all.
00:35:48.559 --> 00:35:50.079
This is not a money grab for us.
00:35:50.159 --> 00:35:53.599
This is actually a this is supposed to be helpful for you.
00:35:53.920 --> 00:36:03.280
And we priced these things so damn low on purpose because we wanted it to be a no-brainer amount for you, where you would just very easily be able to say, Yeah, and I'll take that and I'll take that.
00:36:03.440 --> 00:36:06.480
Oh shit, I need to do a better job with my wedding stuff.
00:36:06.559 --> 00:36:07.440
I'm gonna buy that quick.
00:36:07.519 --> 00:36:11.679
I mean, we're talking about a few hundred bucks and it could literally change your life.
00:36:12.079 --> 00:36:29.360
So it's a little frustrating when we keep getting asked the same questions that we've already answered over and over, and that we've poured time, energy, and our own money into creating resources for you that you have access to if only you want to spend a couple hundred bucks.
00:36:29.599 --> 00:36:30.960
So the question was what?
00:36:31.119 --> 00:36:31.280
Yeah.
00:36:31.679 --> 00:36:38.079
And I don't, I also don't want this to prevent you from asking a question or we're saying, like, hey, we're like, hey, what we should talk about on the pod.
00:36:38.239 --> 00:36:48.880
Like, we appreciate the questions that the where we're coming from, though, is like the answer to there is so far the every answer is in the answer to what you're asking is already available.
00:36:49.119 --> 00:36:49.840
It already exists.
00:36:50.000 --> 00:36:50.559
It's already there.
00:36:50.719 --> 00:36:51.840
We've already talked about it.
00:36:52.079 --> 00:36:54.480
You don't need to wonder about this stuff anymore.
00:36:54.639 --> 00:36:55.519
Okay, so what's the question?
00:36:55.760 --> 00:36:58.000
Fabrics to carry and how to upsell more expensive.
00:36:58.239 --> 00:37:00.559
Fabrics to carry is on you.
00:37:01.199 --> 00:37:03.760
And which ones to carry, it is on you.
00:37:03.920 --> 00:37:05.360
That is a personal preference thing.
00:37:05.519 --> 00:37:08.639
Certain, certain clothiers are drawn to different things.
00:37:08.880 --> 00:37:12.559
We have our sweet spot fabrics in the mills that we do really well with.
00:37:12.719 --> 00:37:15.519
What I'd like to encourage you though is don't be a fabric collector.
00:37:15.679 --> 00:37:23.440
Don't be a fabric book collector where you just take everything because eventually you're gonna stop getting anything because you're not selling anything with enough frequency.
00:37:23.599 --> 00:37:28.880
The fabric mills track that and they are limited in what they can provide to you.
00:37:29.119 --> 00:37:36.320
And in this case, you know, there's more is more is not better when you get to a certain point.
00:37:36.559 --> 00:37:42.480
You've got to be able to focus on, I would say focus on a handful of mills that you really want to do business with.
00:37:42.800 --> 00:37:49.840
Well, speaking of more is not better, that's the answer to how do you sell more expensive stuff is stop wearing your cheap shit.
00:37:50.079 --> 00:37:50.400
Yeah.
00:37:50.559 --> 00:37:56.559
At some point, we got to the point where we said, okay, I I don't need to do five new suits for myself every season.
00:37:56.719 --> 00:37:58.960
Like, let's just wear our nice stuff.
00:37:59.199 --> 00:38:00.880
That's where it starts.
00:38:01.519 --> 00:38:05.199
If you're not wearing it, why the hell would anyone buy it?
00:38:05.840 --> 00:38:12.239
So, step number one in selling more expensive is stop wearing your cheap shit.
00:38:13.119 --> 00:38:19.679
And it sounds rude, but it would say it's literally this is a conversation that we had however many years ago.
00:38:19.760 --> 00:38:21.920
Like, we gotta stop wearing our cheap shit.
00:38:22.079 --> 00:38:22.719
Yeah.
00:38:23.280 --> 00:38:25.119
We gotta really spend some money on ourselves.
00:38:25.199 --> 00:38:26.239
We gotta invest in ourselves.
00:38:26.559 --> 00:38:27.599
We have to invest in ourselves.
00:38:28.000 --> 00:38:29.519
It's not an expense, it's an investment.
00:38:29.760 --> 00:38:38.800
And if that means that every season when we're doing our new personals, we're spending an extra two or three thousand dollars, we will make it up as we sell it.
00:38:39.039 --> 00:38:40.400
In one fitting, you'll make it up.
00:38:40.639 --> 00:38:42.159
In one fitting, we will make it up.
00:38:42.320 --> 00:38:44.000
So that's step number one.
00:38:44.239 --> 00:38:49.920
Selling more expensive, again, that is the sales presentation in million dollar manual.
00:38:50.000 --> 00:38:54.880
It is it is out there for you in six-figure upsells.
00:38:55.119 --> 00:39:00.000
Um, it is a strategy, it will not happen on accident.
00:39:00.880 --> 00:39:06.239
Unless somebody comes in and says, I only want to see stuff that costs this and up.
00:39:06.400 --> 00:39:19.199
And you know what happened to us, and what's happened to everybody that I've heard from anyway, who's implemented the sales process within Million Dollar Manual, is not one of those people is still selling their entry level.
00:39:19.679 --> 00:39:20.880
That was our experience.
00:39:21.119 --> 00:39:23.599
And we thought, huh, I bet this would work for other people too.
00:39:23.679 --> 00:39:27.280
So we put it in million dollar manual and it changed people's businesses.
00:39:28.000 --> 00:39:28.960
That's how you do it.
00:39:29.119 --> 00:39:32.320
We spell it all out step by step, start to finish.
00:39:32.400 --> 00:39:34.639
I think the entire video is only 40 minutes.
00:39:35.119 --> 00:39:36.800
It'll give you everything you need.
00:39:37.280 --> 00:39:39.760
So that's the how to do that.
00:39:40.239 --> 00:39:46.559
And with me saying stop wearing your cheap shit, that is not me picking on you.
00:39:46.719 --> 00:39:48.960
Kenny's the one who can see the names here.
00:39:49.280 --> 00:39:52.559
I I I'm not looking at the names of people who are asking the questions.
00:39:52.639 --> 00:39:54.719
I'm just going off of what I'm hearing.
00:39:54.880 --> 00:40:00.320
And it's not me saying you're wearing your cheap shit, but I bet you are if you're asking that question.
00:40:00.880 --> 00:40:04.079
Uh okay, so here's here's the last one, the one we'll end on.
00:40:04.239 --> 00:40:06.559
And I'm I promise you this is real.
00:40:06.639 --> 00:40:07.760
I'm not making this up.
00:40:08.000 --> 00:40:09.039
This is literally what it says.
00:40:09.199 --> 00:40:13.360
If you're looking to get into the business, what are the top five items you would focus on?
00:40:13.519 --> 00:40:15.440
It literally asks for a top five.
00:40:15.599 --> 00:40:17.119
Let's see if we can do this in tandem.
00:40:17.360 --> 00:40:17.679
Okay.
00:40:18.480 --> 00:40:27.440
Mindset, market, mills and manufacturing, margin, marketing marketing, and management.
00:40:27.679 --> 00:40:28.079
Oh, shoot.
00:40:28.400 --> 00:40:28.719
There were six.
00:40:29.199 --> 00:40:29.920
There's six.
00:40:30.079 --> 00:40:32.079
Those are our lessons in million dollar manual.
00:40:32.400 --> 00:40:33.679
Are you picking that up?
00:40:33.920 --> 00:40:35.599
So uh that's where I'd start.
00:40:35.760 --> 00:40:41.199
I'd start by going through that, and those are the important things.
00:40:41.360 --> 00:40:45.679
And by the way, marketing in Million Dollar Manual is the last lesson.
00:40:46.159 --> 00:40:50.559
And we we we put it last for a reason because it's the least important.
00:40:50.639 --> 00:40:51.760
It's not about marketing.
00:40:51.920 --> 00:40:56.480
Any custom clotier out there who needs to make more money, it's not because they're not marketing right.
00:40:56.880 --> 00:40:58.719
They probably aren't marketing right.
00:40:59.760 --> 00:41:01.199
But that's not the problem.
00:41:01.360 --> 00:41:02.880
The problem isn't something else.
00:41:02.960 --> 00:41:13.039
It's it's because their margins aren't strong, or because their management sucks, or because their mindset's all wrong, or because their mills and manufacturing are not moving their business forward.
00:41:13.199 --> 00:41:14.960
Whatever it is, there's some other problem.
00:41:15.039 --> 00:41:16.639
It's an and it's not marketing.
00:41:17.119 --> 00:41:18.719
But I will give you something here.
00:41:19.039 --> 00:41:21.039
You know what's wrong with custom clothing years?
00:41:21.280 --> 00:41:29.760
Marketing is the message of trying to convince people who don't want to buy a custom suit that they should want to buy a custom suit.
00:41:30.800 --> 00:41:42.079
So if that's your marketing message and your strategy, oh well, if you're gonna spend a thousand dollars, you may as well buy a custom suit and and you get to choose the lining and the buttons.
00:41:42.480 --> 00:41:43.280
Oh boy.
00:41:43.599 --> 00:41:45.920
Just it's too lowbrow.
00:41:46.079 --> 00:41:46.719
It's too lowbrow.
00:41:46.880 --> 00:41:47.840
It's too pedestrian.
00:41:48.400 --> 00:41:49.039
It's not good.
00:41:49.199 --> 00:41:51.679
It's not good, and it's not gonna propel your business forward.
00:41:51.840 --> 00:41:55.920
And why are we trying to convince people who don't want to spend money that they should want to spend a little money with us?
00:41:56.079 --> 00:41:58.400
Why are we trying to attract more cheap clients?
00:41:58.559 --> 00:41:59.519
That's not what you want.
00:41:59.679 --> 00:42:01.280
That's not gonna help your business grow.
00:42:01.360 --> 00:42:03.440
That's not gonna give you the million-dollar mindset.
00:42:03.519 --> 00:42:04.639
That's not what you need.
00:42:04.880 --> 00:42:20.559
What you need is the foundation to be strong of your business so that I mean, I think we share this in Million Dollar Manual to sort of emphasize why marketing is so unimportant in the grand scheme of things in comparison to everything else.
00:42:20.719 --> 00:42:24.639
Like, okay, let's say you start from which I know I know some of y'all did.
00:42:24.800 --> 00:42:27.199
You go skip to the end and you start with marketing.
00:42:27.360 --> 00:42:29.679
I know what you do, I can see what you're doing.
00:42:30.000 --> 00:42:31.840
Let's say you start with marketing, okay?
00:42:31.920 --> 00:42:36.239
And you you come up with this awesome thing and it's so cool, and let's say it works.
00:42:36.559 --> 00:42:37.199
Awesome.
00:42:37.360 --> 00:42:38.320
Congratulations.
00:42:38.559 --> 00:42:40.880
Uh-oh, your margins aren't good.
00:42:41.280 --> 00:42:42.000
Oh no.
00:42:42.239 --> 00:42:47.599
So you're gonna sell a whole bunch of stuff and you're not gonna make any money because your margins suck.
00:42:48.079 --> 00:42:49.679
That doesn't sound very good, does it?
00:42:50.480 --> 00:42:54.559
Uh, let's say your marketing slaps, it's awesome.
00:42:55.119 --> 00:43:01.519
You have a line out the door, but your mills in manufacturing are not cutting it.
00:43:02.159 --> 00:43:03.519
There's some issue, there's some problem.
00:43:03.599 --> 00:43:04.480
You don't have what you need.
00:43:04.559 --> 00:43:06.880
You're you're there's some problem with your CMT.
00:43:07.199 --> 00:43:09.199
Oh no, that's not a good situation.
00:43:10.320 --> 00:43:14.480
So that's why marketing doesn't matter until it matters.
00:43:14.800 --> 00:43:16.400
There are things that have to happen first.
00:43:16.480 --> 00:43:18.960
There is a chronological order of things that are important.
00:43:19.119 --> 00:43:22.960
Let's say your marketing is killing it for you, but your mindset sucks.
00:43:23.199 --> 00:43:26.400
Your marketing works, but you're reaching all of the wrong people.
00:43:26.559 --> 00:43:28.400
That's not a good situation either.
00:43:28.639 --> 00:43:34.079
Your marketing rocks and you don't know how to manage a deadline.
00:43:34.239 --> 00:43:35.199
You're in trouble.
00:43:35.440 --> 00:43:37.440
We're not we're not just saying this stuff.
00:43:37.599 --> 00:43:39.360
Like it's it's important.
00:43:39.519 --> 00:43:40.719
It it matters.
00:43:40.960 --> 00:43:49.360
And if we were to start over or start from scratch and focus on five things, it would be everything in the million dollar manual minus marketing.
00:43:49.679 --> 00:43:50.880
Yeah, exactly.
00:43:51.039 --> 00:43:51.920
That's exactly right.
00:43:52.159 --> 00:43:59.519
And marketing is important when it's focused and when it's honed and when it has a purpose.
00:44:00.480 --> 00:44:13.440
But when it doesn't, which oftentimes is how we see custom clothing businesses operating, it's it's a little bit of this, a little bit of that, a little bit of wedding, a little bit of business, a little bit of, you know, whatever.
00:44:13.599 --> 00:44:19.039
It's like, yeah, that's they're I mean, I'm not gonna say you're better off not doing anything, but maybe you are.
00:44:19.280 --> 00:44:20.400
I don't know, maybe.
00:44:21.039 --> 00:44:22.639
So I'm kind of loving this episode.
00:44:22.800 --> 00:44:26.960
I'm loving, I'm loving that it's been like I don't know.
00:44:27.039 --> 00:44:30.719
I I feel like this is this is what the regulars need.
00:44:31.119 --> 00:44:32.880
We'll do another one of these.
00:44:33.360 --> 00:44:36.079
Probably not next week, but we'll do another one soon.
00:44:36.639 --> 00:44:39.599
And I hope you're not too afraid to ask a question.
00:44:39.679 --> 00:44:47.920
I I I I told Danny, I said we're literally ever the answer to every question is million-dollar manual or some other resource we already have done.
00:44:48.159 --> 00:44:51.519
But we need to give a little bit of something for each answer.
00:44:51.599 --> 00:44:56.320
We I want to answer something for you so it's not just a whole, you know, big push.
00:44:56.639 --> 00:45:05.679
What what I would encourage you for is what I would love to see for our next little sort of call to action for the for the questions.
00:45:06.320 --> 00:45:17.920
If someone were to say, I've already done all this, I did the million dollar man, I did mastering what I I did the uh I went through the trainings that felt applicable within Clother Your Kingdom, and I watched six figure upsells.
00:45:18.079 --> 00:45:19.599
Here's my next question for you.
00:45:19.920 --> 00:45:20.159
Yeah.
00:45:20.719 --> 00:45:26.079
Here's what I didn't feel like you answered in the content that I did watch.
00:45:27.119 --> 00:45:28.880
What I'll tell you is I've never heard that.
00:45:29.519 --> 00:45:33.199
Nobody's ever said that to me, that they have some burning question that we didn't cover.
00:45:33.360 --> 00:45:35.599
So that's actually should be encouraging for you.
00:45:35.840 --> 00:45:40.719
But if you've gone through the process, if you've done this stuff and you still have questions, tell me.
00:45:41.280 --> 00:45:42.239
I want to help.
00:45:42.639 --> 00:45:45.920
There's there's some stuff that we're working through in LCC that isn't covered.
00:45:46.079 --> 00:45:48.159
Like our new sales process, it's different.
00:45:48.559 --> 00:45:51.119
Well, and and we keep pointing to Million Dollar Manual.
00:45:51.199 --> 00:46:08.480
And and really, just to shoot very straight, that was created as a result of us looking back and and focusing on the steps that it took to start running a seven-figure custom clothing business.
00:46:09.199 --> 00:46:15.199
Everything on top of that million dollar mark, not everything is different.
00:46:15.440 --> 00:46:24.559
No, but there is a lot that we are doing differently now than we talked about and were doing differently when we did Million Dollar Manual.
00:46:25.280 --> 00:46:30.880
There is a lot that we were and are doing differently now because we are over that hump.
00:46:31.199 --> 00:46:40.960
Million Dollar Manual is really amazing for getting to the point where you are able to run a business that is that is doing a million bucks plus.
00:46:41.679 --> 00:46:47.760
You know what's one thing that people have noticed that we that we do differently now that people have actually commented on?
00:46:47.920 --> 00:46:49.280
They say, Where's your clock?
00:46:49.440 --> 00:46:50.639
I don't see your clock anymore.
00:46:50.719 --> 00:46:57.199
Because we talk about why we had a front facing clock in our in our old spot and for the previous iteration of our business.
00:46:57.360 --> 00:46:59.840
And we don't we don't do it like that anymore.
00:46:59.920 --> 00:47:01.440
We don't schedule our days the same.
00:47:01.679 --> 00:47:06.559
We give ourselves the space and the time that we need to do more upselling, and it works.
00:47:06.880 --> 00:47:14.960
So that's why we don't have one anymore, is because we don't have we don't schedule our days as back to back anymore because we don't need to, and we're and we're e still making more.
00:47:15.119 --> 00:47:16.400
So it's it's working really well.
00:47:16.480 --> 00:47:18.719
So if you're curious where'd that clock go, it's right here.
00:47:18.800 --> 00:47:19.599
I'm looking at it.
00:47:19.679 --> 00:47:21.519
Uh, but it's not in the front, it's in the back.
00:47:21.760 --> 00:47:30.320
But in in our in our push in this episode, especially for whatever reason, well, I know the reason, it's because of the questions, in our push towards million dollar manual.
00:47:30.559 --> 00:47:42.159
Yeah, I do want to just be very clear that the every the things that we talked about in million dollar manual are not necessarily plug and play with how we've been running our business over the last couple of years.
00:47:42.320 --> 00:47:43.039
Right today.
00:47:43.199 --> 00:47:43.760
Right.
00:47:44.079 --> 00:47:52.639
It was to get us to that point out of the six figures into the seven figures, this is what we were, this is what was really important.
00:47:52.880 --> 00:47:56.480
And this is what we needed to understand, and this is where our mindset needed to be.
00:47:56.639 --> 00:48:04.320
Like our mindsets today are a lot different than they were when we were actively trying to get to that mark.
00:48:04.639 --> 00:48:12.480
And our mindset today with the clientele that we're working with is a lot different than we were when we were working with 15 grooms a week.
00:48:12.800 --> 00:48:19.519
But the reality of the business was 15 grooms a week got us over that million dollar hump.
00:48:19.599 --> 00:48:19.679
Yeah.
00:48:19.840 --> 00:48:20.960
Or however many grooms a week.
00:48:21.039 --> 00:48:24.000
Maybe 15 is too many, as just a number I threw out there.
00:48:24.079 --> 00:48:24.159
Right.
00:48:24.320 --> 00:48:26.639
Sometimes we were working with that many grooms a week.
00:48:26.880 --> 00:48:33.280
But the business looks a lot different today than it did the first time we ever crossed that threshold.
00:48:33.519 --> 00:48:45.440
So million dollar manual is kind of like a it's a really great resource for people who are wondering how to sell more expensive, wondering how to do this, or what were some of the other questions?
00:48:45.679 --> 00:48:54.559
The uh athletes thing, putting me on this marketing, um, you know, it it is really helpful for businesses in that stage.
00:48:54.719 --> 00:48:58.880
And the way that we're operating today is different, uh, admittedly so.
00:48:59.119 --> 00:49:02.559
And we don't mean to like poo-poo marketing because it is sort of important.
00:49:02.719 --> 00:49:03.440
And you know what?
00:49:03.519 --> 00:49:05.679
It is the longest lesson in million dollar manual.
00:49:05.760 --> 00:49:06.320
You're welcome.
00:49:06.400 --> 00:49:10.000
We do, it's a it's like two hours or something, so get ready.
00:49:10.159 --> 00:49:16.320
But it's super helpful and it's not like a bad lesson, it's just the least important thing, and it's the most common question we get.
00:49:16.400 --> 00:49:20.320
So that's why it's just like, oh, this again, someone wants to talk about athletes.
00:49:20.559 --> 00:49:22.159
Yeah, which I get.
00:49:22.320 --> 00:49:25.039
It's exciting, it's cool, and it there is a strategy for it.
00:49:25.199 --> 00:49:32.239
But it's just in the grand scheme of running your business and and making it profitable and high-end, it's it's really the least important thing.
00:49:32.480 --> 00:49:39.199
When we throw a question box on our story on Instagram, please ask us questions and bonus points for you.
00:49:39.360 --> 00:49:45.519
If you've already been through all of the all of the resources and you have additional questions, that's what I want to focus on.
00:49:45.679 --> 00:49:47.199
That's what LCC's for.
00:49:47.280 --> 00:49:52.000
And it's that real time, that real time coaching and mentorship.
00:49:52.239 --> 00:49:55.119
Thanks so much for coming to this appointment and for bearing with us.
00:49:55.280 --> 00:49:56.000
We appreciate it.
00:49:56.159 --> 00:50:01.679
And if you feel singled out and uh yelled at, it was not, it's not personal.
00:50:01.840 --> 00:50:03.519
Danny doesn't even know who he's talking to here.
00:50:03.599 --> 00:50:04.159
I have no idea.
00:50:04.320 --> 00:50:05.280
He really has no idea.
00:50:05.360 --> 00:50:07.440
So it's don't, it's not his fault.
00:50:07.519 --> 00:50:09.360
Uh, thanks so much for coming to your appointment.
00:50:09.440 --> 00:50:10.000
This one's over.
00:50:10.079 --> 00:50:11.440
We'll see you for your next one.
00:50:11.679 --> 00:50:36.400
If you're a custom clothier and you want to be more profitable, less stressed, and work with more of your target demographic client who spends more and buys more often, we share our exact strategies on how to do that and our resources available now on clothiercoaching.com, including Million Dollar Manual, our playbook for turning your six-figure business into a custom clothing business that makes more than a million dollars every year.
00:50:36.559 --> 00:50:46.800
For higher touch, more direct access to us, we have a small mentorship group called Luxury Clothier Collective, where we're actively helping clothiers around the country become their markets leader.
00:50:46.880 --> 00:50:54.239
If you're serious about finally building that profitable luxury custom clothing business you've always wanted, this is your next move.
00:50:54.400 --> 00:50:57.360
Join the wait list and we'll let you know when enrollment opens again.
00:50:57.519 --> 00:50:58.960
Thanks for listening.
