Pełna transkrypcja odcinka How to Increase Sales From Existing Customers: The 100% of 100% Method | Dr. Jeffrey Magee

--> 00:04:35.600 Uh, he actually has one coming up here in Houston. 00:04:35.680 --> 00:04:40.399 He's based in Houston, so maybe we'll be able to get you that information out as well. 00:04:40.639 --> 00:04:42.639 But uh enough of me, Amaron. 00:04:42.800 --> 00:04:43.439 Let's get Dr. 00:04:43.519 --> 00:04:44.720 Jeffrey on the show. 00:04:45.040 --> 00:04:45.839 Good day, sir. 00:04:46.000 --> 00:04:46.800 Good to see you again. 00:04:47.120 --> 00:04:49.839 Are we formal or can I call you Jeff, or do you want the doctor? 00:04:50.240 --> 00:04:51.920 Hey, let's just let's just get right in there. 00:04:52.079 --> 00:04:52.720 We're working together. 00:04:52.800 --> 00:04:54.160 It's Jeff or Jeffrey's time. 00:04:54.879 --> 00:04:55.680 Awesome. 00:04:55.920 --> 00:05:03.839 Um, so I mean, we actually really you're one of the few guests where I've actually had a chance to meet you live and in person before we got on the show and we went and had lunch. 00:05:03.920 --> 00:05:05.120 It was such a great lunch. 00:05:05.199 --> 00:05:09.920 Um, you've written a ton of books and you have a million things going on. 00:05:10.160 --> 00:05:18.800 So just give us the 30,000-foot overview of what you have going on, and then we'll jump into this hundred percent of a hundred percent philosophy. 00:05:19.360 --> 00:05:19.920 I love it. 00:05:20.079 --> 00:05:23.920 Yeah, really, my whole focus is all about unleashing your talent, uh, Corey. 00:05:24.000 --> 00:05:27.759 And again, you're talking about you know revenue uh growth in the economy right now. 00:05:27.839 --> 00:05:28.480 Where do you find it? 00:05:28.560 --> 00:05:29.120 How do you keep it? 00:05:29.199 --> 00:05:29.920 How do you grow it? 00:05:30.079 --> 00:05:33.839 How do you scale your business is the kind of the theme of where you're headed, and how do you scale from here? 00:05:34.000 --> 00:05:36.319 And unleashing your talent really comes in three packages. 00:05:36.399 --> 00:05:38.160 You know, every day, you and I look in the mirror. 00:05:38.240 --> 00:05:48.079 So if you're a business owner, you're a business leader, you're a solo entrepreneur, it doesn't matter where you are, how do you really unblock and unstick yourself so that wherever you're stuck, you can unleash your own talent? 00:05:48.319 --> 00:05:52.160 Second to that, the people we lead, the people that we're around, our peer group. 00:05:52.319 --> 00:05:54.639 How do you unleash the talent of the people around you? 00:05:54.720 --> 00:05:57.199 And then from an organizational standpoint, how do you unleash that talent? 00:05:57.279 --> 00:05:59.839 And that's really the 30,000-foot uh levels. 00:06:00.000 --> 00:06:03.040 I work with business owners, business leaders, and military leaders as well. 00:06:03.199 --> 00:06:13.199 It really is all about how do you create the environment, the culture, the systems, the tools, the processes, the mindset, and most importantly, the activities that will allow you to unleash that talent. 00:06:13.279 --> 00:06:14.720 So that's uh that's the big game. 00:06:14.959 --> 00:06:16.800 Jeff, you really need to hone your message. 00:06:16.879 --> 00:06:20.959 And you know, you need to do some work on honing your message. 00:06:21.279 --> 00:06:23.839 And no, no, no one wants to talk about unleashing that talent. 00:06:23.920 --> 00:06:28.000 We want to talk about all the problems, all the excuses, all of the all the hurdles. 00:06:28.079 --> 00:06:30.639 It's like, look, you're the boss, fix it. 00:06:30.959 --> 00:06:32.240 You can't fix it, leave. 00:06:32.319 --> 00:06:33.279 You're not the boss anymore. 00:06:33.360 --> 00:06:34.959 I mean, come on, step it up, let's go. 00:06:35.199 --> 00:06:40.480 So we were talking about this hundred, your your full your theory of a hundred percent of a hundred percent. 00:06:40.639 --> 00:06:43.120 Just walk us through what what does that mean? 00:06:43.839 --> 00:06:44.800 You know, fantastic. 00:06:44.879 --> 00:06:59.519 So from the days when I was in frontline sales, uh working in a Fortune 100 company, working in private industry and sales, sales management, sales leadership, owning a business, selling a business, this concept of 100% of 100% always has been hanging out there. 00:06:59.600 --> 00:07:04.000 Um, and in challenging times, it's even more important to really zero in on it. 00:07:04.160 --> 00:07:08.000 So if you're using any sort of a CRM system, even more power to you. 00:07:08.079 --> 00:07:15.279 If you are engaged in looking at the AI, uh, you know, ways to augment anything you're doing, even more so. 00:07:15.360 --> 00:07:17.680 But it when the dust settles, here's the premise. 00:07:17.920 --> 00:07:21.680 Every day, if I'm in sales, let's just speak to it from that perspective. 00:07:21.839 --> 00:07:36.800 If I'm in sales, my focal point every morning when I start has to be until I've engaged 100% of my customers and engage them about 100% of what I have to offer, it does me no good to do anything else today. 00:07:37.120 --> 00:07:38.639 So do I need to prospect? 00:07:38.800 --> 00:07:39.279 Absolutely. 00:07:39.439 --> 00:07:41.120 Do I need to do customer care? 00:07:41.360 --> 00:07:41.759 Absolutely. 00:07:41.920 --> 00:07:43.439 Do I need to fill in the blank? 00:07:43.519 --> 00:07:45.600 There's a zillion things we have to do, absolutely. 00:07:46.000 --> 00:07:48.720 But the focal point has to be 100% of 100%. 00:07:48.959 --> 00:07:52.399 So what that looks like is let's say I have three customers. 00:07:52.560 --> 00:08:01.600 Then with customer number one, I'm gonna say, okay, so of 100% of what I actually have to offer right now, whether that's services, deliverables, tangibles, intangibles, doesn't matter. 00:08:01.759 --> 00:08:10.399 Until I've talked to that first customer about 100% of it, whatever I have to offer that's appropriate, it does me no good to go anywhere else. 00:08:10.639 --> 00:08:13.199 Then I do that with my

second and my third customer, if I had three. 00:08:13.279 --> 00:08:15.439 Now, here's what you'll start talking about clarification. 00:08:15.680 --> 00:08:17.199 Current customer, someone you're doing. 00:08:17.680 --> 00:08:18.800 Current customers, exactly. 00:08:18.959 --> 00:08:21.120 Not inactive customers, great catch, Corey. 00:08:21.199 --> 00:08:22.319 He's talking like a leader here. 00:08:22.399 --> 00:08:24.160 We'll come back to inactive customers. 00:08:24.240 --> 00:08:26.639 We'll talk about prospects and etc. 00:08:26.800 --> 00:08:31.120 But if I just look at customer number one, let's just take this with just three as a focal point. 00:08:31.199 --> 00:08:33.759 Three active customers, if that's all I had in my universe. 00:08:34.000 --> 00:08:44.240 So the first one I have to look at is okay, 100% of what I have to offer, how do I know if they know what 100% of what I have to offer really looks like? 00:08:44.399 --> 00:08:48.399 Because most of the time we look at that first customer, what are they buying from us? 00:08:48.480 --> 00:08:49.519 What are we delivering to them? 00:08:49.600 --> 00:08:51.759 And that might be product number one, a lot of it. 00:08:51.840 --> 00:08:54.080 Maybe product or service number two, a lot of it. 00:08:54.240 --> 00:08:59.600 But what if we had 10 products or services we have to sell and we start to recognize, wow, seven of that. 00:08:59.679 --> 00:09:05.360 So 70% of our market opportunity right now, ready to go, is sitting on the shelf getting dust. 00:09:05.519 --> 00:09:07.360 So I need to look at that first person. 00:09:07.440 --> 00:09:08.559 Now we're not even done. 00:09:08.879 --> 00:09:11.039 Second way of looking at that one, then would be okay. 00:09:11.200 --> 00:09:25.840 If they're now doing 100% of what they can with me, and I'm doing a phenomenal job on that, and I'm building a deep relationship with them through the process of what I'm delivering, then it would make sense for me to say, okay, who are the people maybe they know that they could be introducing me to? 00:09:26.080 --> 00:09:30.320 Now it's not cold calling time, now it's strategically very smart prospecting time. 00:09:30.399 --> 00:09:36.320 And there's a whole lot more we talk about in our fundamentals of strategic and tactical selling and our advanced sales class, but that's just one little thread. 00:09:36.480 --> 00:09:40.159 Then you do the same exercise with customer number two and customer number three. 00:09:40.399 --> 00:09:43.840 Then we can look at the inactive customers in our database. 00:09:44.000 --> 00:09:47.120 Now, you you you opened the door on that one, so let's go right down that hallway. 00:09:47.360 --> 00:10:00.399 There is a tremendous amount of business in every mature organization out there that's inactive business that's become inactive because we have forgotten about them and they forgot about us. 00:10:00.639 --> 00:10:05.759 Example, I have a client, billion-dollar corporation, I've been working with since they're about 300 million or now over a billion. 00:10:05.919 --> 00:10:16.639 We were having a strategic conversation several years into the relationship, and I was talking about this very concept right here of 100% of 100%, and at this level we're now talking about, which is inactive customers. 00:10:16.799 --> 00:10:18.879 And I asked the question of the credit manager. 00:10:18.960 --> 00:10:26.879 She was sitting in the room, we had about 40 of us in this room, and I asked the question, I said, so let me, I'm not here to put anyone on the spot, I'm not here to toss anyone under the bus. 00:10:26.960 --> 00:10:28.159 We're all in this together. 00:10:28.399 --> 00:10:36.240 And sometimes the person from outside can ask the most obvious question once you hear it, that you go, holy crap, never thought about that one. 00:10:36.320 --> 00:10:37.679 I thought someone else had that one covered. 00:10:37.759 --> 00:10:43.919 And the question was, can you produce a list of every inactive customer we have right now that's ever been a customer? 00:10:44.000 --> 00:10:45.120 She said, Absolutely. 00:10:45.360 --> 00:10:49.519 Can you produce that list of customers just in the last five years that are inactive right now? 00:10:49.679 --> 00:10:50.320 Absolutely. 00:10:50.480 --> 00:10:54.720 From that list, can you very quickly recognize which ones are inactive maybe for a credit reason? 00:10:54.799 --> 00:10:57.360 So polls off the list, and then that leaves us with a new net. 00:10:57.440 --> 00:10:58.320 She said, Absolutely. 00:10:58.399 --> 00:11:00.240 I said, could you do that at lunch today? 00:11:00.320 --> 00:11:01.519 She said, absolutely. 00:11:01.759 --> 00:11:07.200 That day she came back in with the list, and on the list were some massive national name brand clients. 00:11:07.440 --> 00:11:10.480 Everyone in the room kind of looked around the room and go, How did we miss this? 00:11:10.639 --> 00:11:19.519 And it happens because again, if two or three key account people change in your organization simultaneously, two or three people change on their side. 00:11:19.679 --> 00:11:27.200 Even if you're on the line card, as they say, or you were the authorized, approved vendor of choice, and I hate that label, things fall through the cracks. 00:11:27.279 --> 00:11:28.639 They're doing business, but not with you. 00:11:28.720 --> 00:11:37.279 So, Corey, you just gave everyone another billion-dollar answer, or whatever a billion dollars looks like in any one of our customers that are playing here, or people just listening. 00:11:37.440 --> 00:11:42.159 So, one is you look at the active customers you had, we just role-played as an example, you had three. 00:11:42.399 --> 00:11:48.720 Of those three, once you recognize there's nothing else I can talk to them about that I have to offer, do you have a relationship by which they can introduce you to people? 00:11:48.799 --> 00:11:54.159 Because part of

selling is you first have to establish trust in you to the new person you're talking to. 00:11:54.320 --> 00:12:04.399 Well, if Corey, you and I know each other, we're doing business with each other, and you introduce me to someone, then part of your credibility with them is extended to mean that introduction becomes fast tracked. 00:12:04.480 --> 00:12:09.600 So once you do it with your active customers and you do it with your inactive customers, and then you worry about prospecting. 00:12:09.679 --> 00:12:12.559 And that's another conversation as to how to prospect smarter and faster. 00:12:12.799 --> 00:12:13.759 Okay, awesome. 00:12:13.840 --> 00:12:17.279 So I now as you I came up with two questions as you were talking. 00:12:17.440 --> 00:12:19.519 The first one is the 100% of 100%. 00:12:20.240 --> 00:12:29.519 There's also you talked about are they utilizing all of our services and supplies, equipment, products, whatever it might be. 00:12:29.759 --> 00:12:35.519 But what about you're doing 100% of business with that one person in that business? 00:12:35.679 --> 00:12:42.960 But who else in that business should you be talking to that can use your business that that can also do business with you? 00:12:43.279 --> 00:12:43.679 Absolutely. 00:12:43.759 --> 00:12:44.960 So we had an example of that. 00:12:45.039 --> 00:12:47.759 Uh again, a major client right here in Houston's recording this. 00:12:47.840 --> 00:12:54.559 I have clients all across the United States and internationally, but we'll just stay fixated here on Houston, where the top five business cities in America. 00:12:54.639 --> 00:13:00.639 So if you're listening in to us from Mobile, Alabama, or Boise, Idaho, this model still applies. 00:13:00.960 --> 00:13:14.639 So a couple years ago, we had an energy crisis, just like at the time recording this, you went through at the beginning of this cast five major economic challenges that we're dealing with here in our country today, and at differing variations depending upon the business leaders that are listening to us. 00:13:14.879 --> 00:13:23.360 But at that time, oil and gas was flatlined, and the buyer in this business was primarily connected with, in essence, my client from an uh oil and gas standpoint. 00:13:23.440 --> 00:13:24.960 And we had exactly that conversation. 00:13:25.039 --> 00:13:34.559 I said, wait a second, does this organization do anything in renewable energies, in green, in wind, in solar, in hydro, in you know, mirror farms, et cetera? 00:13:34.639 --> 00:13:37.600 And as I was going down the list, their heads started going, yeah, yeah, yeah, yeah. 00:13:37.759 --> 00:13:39.600 I go, are you talking any of those buyers? 00:13:39.759 --> 00:13:40.639 No, no, no, no. 00:13:40.720 --> 00:13:41.919 And it's like you're missing it. 00:13:42.000 --> 00:13:45.679 So this 100% of 100% is a massive concept. 00:13:45.759 --> 00:13:55.759 I mean, for some businesses, if you really were to think about this, and some businesses, this is why they have business development or strat accounts, strategic account, you know, leaders, that's what they're doing. 00:13:55.840 --> 00:14:00.720 They're taking just one or two of these major accounts and drilling in deeper and deeper on 100%, 100%. 00:14:00.960 --> 00:14:01.039 Right. 00:14:01.200 --> 00:14:09.279 And you know, and even another way to look at this, again, I I maybe we should pause just so everyone can get new pencils and pens, because if they're taking notes, they should have blown up at this point. 00:14:09.519 --> 00:14:16.960 Another way to look at this 100% of 100% is then one of the things I talked about is percent of wallet, an old banking phrase and term. 00:14:17.120 --> 00:14:21.200 But percent of wallet here on the 100% of 100% is again, let's go back to we're just role-playing. 00:14:21.279 --> 00:14:24.240 We have only three customers in our database buying from us right now. 00:14:24.480 --> 00:14:30.399 Customer number one, whenever they request a quote for something, how much would it cost for X? 00:14:30.639 --> 00:14:32.080 Can you deliver whatever? 00:14:32.240 --> 00:14:41.039 Is to stop and ask them, okay, this order you're placing with me, this purchase you're making with me, what percentage of the overall project is this attached to? 00:14:41.200 --> 00:14:44.799 I'm getting a quote for X, and I'm winning that quote and getting it. 00:14:44.879 --> 00:14:48.879 But if you take a step back and say, well, wait a minute, how much of the project is this quote for? 00:14:48.960 --> 00:14:52.799 And it's only for 10% of the job, who's getting the other 90% quotes? 00:14:52.960 --> 00:14:54.879 Who's getting the other 90% of this job? 00:14:54.960 --> 00:14:56.080 And how do you keep growing it? 00:14:56.159 --> 00:14:59.759 So 100% of 100% really talks about two things. 00:15:00.080 --> 00:15:01.759 Talks about market share. 00:15:02.080 --> 00:15:06.320 We're not even going to talk about market share because if someone doesn't know what that is, they need to back them go to elementary school. 00:15:06.399 --> 00:15:12.399 Everyone knows market share, everyone's been taught market share, everyone talks about market share, and yes, it's important to make sure you have market share. 00:15:12.480 --> 00:15:22.320 But what everyone misses in that market share conversation, which typically, because it's being facilitated by someone who's never actually owned a business, so you can have all kinds of views when you never actually have owned and done something. 00:15:22.480 --> 00:15:28.720 No disrespect, but that takes about 90% of the voices out of our conversation, is market potential. 00:15:28.960 --> 00:15:33.120 See again, if everyone's fighting over the same piece of the pie, that's market share. 00:15:33.200 --> 00:15:34.879 What percentage of that pie are you getting? 00:15:34.960 --> 00:15:35.919 That's market share. 00:15:36.080 --> 00:15:41.679 As opposed to how do you find create new

business where there are buyers that didn't exist yesterday? 00:15:41.840 --> 00:15:43.120 That's market potential. 00:15:43.200 --> 00:15:58.240 So part of that comes back to the 100% of 100%, just simply from the standpoint of if there's buyers in an organization that you don't know about and you can become connected with them, you're bringing more potential to the table versus just trying to get the same piece from the same person that you and everyone else is calling on. 00:15:58.320 --> 00:16:01.279 As well as create new customer bases. 00:16:01.360 --> 00:16:02.480 That's market potential. 00:16:02.639 --> 00:16:07.919 Find people that can buy what you have to offer that maybe no one else is calling on right now. 00:16:08.159 --> 00:16:12.159 So for some people, that's where you go about saying, you know what, maybe I'm in the construction space. 00:16:12.399 --> 00:16:24.080 If I could get the architect to spec out in the architectural process my product specifically by code, by name, by spec, now I've created a new way of getting into the business. 00:16:24.159 --> 00:16:30.240 So I'm not having to call on the you know the the contractor or the subcontractor or the suppliers or etc. 00:16:30.879 --> 00:16:39.840 So it's funny, as you're talking, I I'm gonna rebrand your 100% of 100%, and I'm gonna call it 100% of a hundred percent cube. 00:16:40.480 --> 00:16:46.240 Because there's a hundred percent of are you using a hundred percent of my products and services? 00:16:46.720 --> 00:17:02.080 Am I getting access to a hundred percent of your business, even though I might be dealing with you, but I'm not dealing with the other potential buyers, and then there's the um 100% of the project I'm bidding. 00:17:02.240 --> 00:17:05.759 Am I getting 100% of the actual deal we're talking about? 00:17:06.079 --> 00:17:10.079 So there's it's it's not linear, right? 00:17:10.240 --> 00:17:17.279 It's whatever negotiation you're having, you have to be thinking, am I get you're gonna steal my 100% cubed, aren't you? 00:17:17.359 --> 00:17:19.200 I'm gonna TM it before you get there. 00:17:19.359 --> 00:17:22.400 Um but you have to be thinking about the conversation. 00:17:22.480 --> 00:17:26.079 Um are we just talking about, hey, here's the business we're doing? 00:17:26.319 --> 00:17:29.440 Can I can you can I give you more of what we do? 00:17:29.680 --> 00:17:34.240 But it's also how much of am I getting of what you're you're selling? 00:17:34.480 --> 00:17:47.039 And then if I mean that's the coaching conversation I have on our the the entire square walls, how many other buyers or decision makers, what percentage of those am I talking to? 00:17:47.680 --> 00:17:59.200 And that's the coaching conversation I find myself having more so uh today than anything else, is is the is the first level understanding and application and execution of this concept we talked about. 00:17:59.359 --> 00:18:01.440 And then the second one and the third one. 00:18:01.519

--> 00:18:02.319 And it is amazing. 00:18:02.400 --> 00:18:05.680 You know, everyone looks at this from that percentage of market share. 00:18:05.839 --> 00:18:07.839 That's the first part of 100% of 100%. 00:18:08.079 --> 00:18:12.720 But then that market potential is where you start to exponentially blow it up again. 00:18:12.799 --> 00:18:14.480 How do I get more of each quote? 00:18:14.640 --> 00:18:16.319 Why am I not getting a larger opportunity? 00:18:16.400 --> 00:18:18.640 Sometimes it is okay, hey, we want to spread the business around. 00:18:18.720 --> 00:18:21.200 Okay, that's fine, but let's talk about that then. 00:18:21.279 --> 00:18:23.279 Is anyone getting a larger percentage than me? 00:18:23.359 --> 00:18:24.480 And if so, why is that? 00:18:24.640 --> 00:18:26.079 Because those are the learning opportunities. 00:18:26.160 --> 00:18:30.319 It could come back to your capacity, your delivery, your quality service, your follow-up. 00:18:30.480 --> 00:18:39.440 I mean, where is it that maybe somewhere historically my team, you know, before maybe even I even came to this company, tripped uh, and we have to do some damage repair to win that back. 00:18:39.519 --> 00:18:41.680 But the potential out there is tremendous. 00:18:41.839 --> 00:18:48.720 And then again, if I'm coaching or consulting with a new entry to the marketplace, I'm gonna use this same concept. 00:18:48.799 --> 00:18:50.880 Okay, where's the competition strong? 00:18:51.119 --> 00:18:52.400 We'll worry about that second. 00:18:52.480 --> 00:18:55.920 See, everyone's trying to figure out how to unseat someone from their area of strength. 00:18:56.160 --> 00:18:56.960 Big mistake. 00:18:57.119 --> 00:18:58.319 Where are their weaknesses? 00:18:58.480 --> 00:18:59.440 Where are their gaps? 00:18:59.599 --> 00:19:00.880 That's your entry point. 00:19:01.119 --> 00:19:06.160 Again, if if I know uh that that everyone owns the marketplace, but guess what? 00:19:06.240 --> 00:19:12.640 You know, they're the hard to get a hold of after hours, or the hard to get a hold of on the weekends, or the hard to get a hold of on the holidays. 00:19:12.799 --> 00:19:15.440 That's gonna be all my advertising and marketing efforts right there. 00:19:15.519 --> 00:19:18.400 Let me be your you know, in-a-pinch supplier vendor. 00:19:18.480 --> 00:19:19.920 You know, I'll be your after hours. 00:19:20.000 --> 00:19:24.559 Uh, you know, call me on the weekends, and all you have to do is win one or two of those and do a phenomenal job. 00:19:24.720 --> 00:19:28.720 They're gonna start giving you a percentage of what the big guy thought they're it's such an interesting point. 00:19:28.799 --> 00:19:41.279 So I I'm gonna get sidetracked because I have another question I want to ask you, but uh just dealing with a client today who they they have this amazing warehouse full of full of supplies that no one else in town has. 00:19:41.359 --> 00:19:43.920 And they're and I said you're the best kept secret in town. 00:19:44.000 --> 00:19:46.079 And as you said, that should be their entry point. 00:19:46.160 --> 00:19:48.880 They should be saying, need something in a pinch? 00:19:49.039 --> 00:19:49.519 We got it. 00:19:49.599 --> 00:19:50.960 Give us a call, we'll get it to you. 00:19:51.200 --> 00:19:52.799 There's a tag line, right? 00:19:53.039 --> 00:20:04.640 Uh, you so way back, you really glazed over the you know, the person you were doing business with today, uh yesterday, they might have moved on and there might be a new person in there. 00:20:04.960 --> 00:20:11.680 And I think most people understand people don't buy the product or the company, they buy the person that's selling it. 00:20:11.920 --> 00:20:21.839 And I know that is a a big problem, especially if you're not in regular contact or it's a customer that fell off and you're like, oh, I'll call so-and-so over there. 00:20:21.920 --> 00:20:25.759 You call and so-and-so is not there anymore, and no one knows you anymore. 00:20:26.000 --> 00:20:30.000 So and that's exactly it is a people touch business no matter what you're in. 00:20:30.079 --> 00:20:43.680 Now, the only asterisk to that is if you are just if you're just gonna play in the commodity game, and that's the place you want to be in, then the people isn't gonna be as important as ease and efficiency. 00:20:43.839 --> 00:20:49.440 So then you better be so massively easy for them to do business with that that's how you win the day. 00:20:49.519 --> 00:20:51.839 Now, imagine if you can mash up both of those. 00:20:52.000 --> 00:21:05.279 You're so incredibly easy to do business with, and you have the ability to, in you know, it's almost like intuition to know what they need before they say it, so you can deliver it, and you have the people connection, you're gonna own the market space. 00:21:05.519 --> 00:21:06.000 Very cool. 00:21:06.160 --> 00:21:08.160 And you touched on one of my philosophies. 00:21:08.319 --> 00:21:30.079 I talk a lot about a lot of business owners, and and you just gave the solution to it, but a lot of business owners I have experienced are addicted to chaos, they're addicted to how hard it is to deliver their product versus the quality, the speed, the the on-time delivery. 00:21:30.240 --> 00:21:39.359 And I've had clients where I've offered a very easy solution to fix something, and they say, Yeah, but now we can't charge as much because we don't have to work as hard to do it. 00:21:39.519 --> 00:21:46.000 And I and I told them people aren't paying you because you're working hard, they're paying you because you can get it to them when they need it. 00:21:46.240 --> 00:21:47.680 And if And that's it. 00:21:47.839 --> 00:21:48.799 Everyone has a need. 00:21:48.880 --> 00:21:50.160 And again, let's go back to selling. 00:21:50.240 --> 00:21:51.359 It's 100% of 100%. 00:21:51.839 --> 00:21:59.359 Sometimes the reason why on our side we're not selling more is that we're not having the conversations

with the customer to find out when they need things. 00:22:00.160 --> 00:22:02.559 You know, the heavy heavy building industry as an example. 00:22:02.960 --> 00:22:05.759 Again, you want a quote for 100% of whatever. 00:22:05.839 --> 00:22:06.319 Okay, that's great. 00:22:06.400 --> 00:22:09.680 I'm going to give you this 100% of this product and load it on our trucks and ship it to you. 00:22:09.839 --> 00:22:11.200 But when do you really need it? 00:22:11.359 --> 00:22:20.400 You maybe don't need 100% of it sitting on your yard or in your construction site for days or weeks on end before you really need it, which would make it easier for them for my factories to produce. 00:22:20.559 --> 00:22:21.200 What do you need? 00:22:21.279 --> 00:22:23.680 And let me drip it out to you as you need it. 00:22:23.839 --> 00:22:28.640 Everyone wins, and that gives me more capacity at my end to sell more products to other people. 00:22:28.799 --> 00:22:34.400 So when you think of what 100% of 100% means, and it's not just it's squared or it's cubed, it's infinity. 00:22:34.559 --> 00:22:37.119 There's layers of applications and implications to it. 00:22:37.279 --> 00:22:40.720 And we start thinking this way, it creates a need. 00:22:41.119 --> 00:22:44.400 Now here's where that unleash your talent comes back into the conversation. 00:22:44.559 --> 00:22:58.240 It creates a need for the organization to be able to communicate more effectively within so they can ebb and flow more effectively versus having friction points where it's me versus you and it creates internal chaos back to your business person chaos statement a minute ago. 00:22:58.400 --> 00:23:03.200 Again, a lot of times we're shipping, we're delivering things faster than they need. 00:23:05.839 --> 00:23:07.759 We went out for uh for sushi. 00:23:08.240 --> 00:23:12.400 I'm an American kid, I like you know steaks, I like baked potatoes, I like all kinds of food. 00:23:12.480 --> 00:23:13.759 So we went out to a sushi restaurant. 00:23:13.839 --> 00:23:20.640 But what made it different was as we ate, they delivered more versus they bought all of it and dropped it off. 00:23:20.720 --> 00:23:24.799 So it made it easy for them to assemble it's a factories, what this restaurant really is. 00:23:24.960 --> 00:23:26.720 So they were, in essence, selling more. 00:23:26.799 --> 00:23:35.279 They actually sold more to our table by delivering it in bites, basically, you know, small amounts at a time versus bringing a whole big huge tray and leaving it and be gone. 00:23:35.519 --> 00:23:37.759 So again, 100% of 100%. 00:23:38.160 --> 00:23:40.079 What all do we have to offer? 00:23:40.319 --> 00:23:43.599 I mean, everyone in business needs to back up and take that inventory. 00:23:43.839 --> 00:23:50.240 Restaurants, clothing stores, department stores, automotive stores, just go down the line. 00:23:50.400 --> 00:23:51.839 People don't think this way. 00:23:52.000 --> 00:23:55.440 And that's why a lot of times their businesses go up. 00:23:55.680 --> 00:23:56.960 Oh my gosh, this is great. 00:23:57.119 --> 00:24:00.400 It levels off before they realize it, and because they're not paying attention, then it craters. 00:24:00.559 --> 00:24:05.680 And again, that happens with the economy, but it doesn't have to always happen if you're thinking differently. 00:24:05.920 --> 00:24:11.440 I had a manufacturing client, just to illustrate your point, they had a massive order. 00:24:11.599 --> 00:24:16.559 They thought there was a deadline on it, so they backed everything up and they focused on this massive order. 00:24:16.799 --> 00:24:18.400 Everything behind it was late. 00:24:18.559 --> 00:24:21.440 So they had two or three really pissed off clients. 00:24:21.599 --> 00:24:24.880 They delivered this huge order, and they're like, it's ready to ship. 00:24:24.960 --> 00:24:28.319 And they're and the client came back to them and said, Oh, didn't we tell you? 00:24:28.400 --> 00:24:30.640 Like, we pushed this back a month. 00:24:31.680 --> 00:24:34.960 Because no one was in contact with them and no one was following up. 00:24:35.039 --> 00:24:41.839 And and they push an order through that they thought was urgent, that the client didn't think was urgent anymore. 00:24:42.000 --> 00:24:49.039 And so now they got to hold this huge order in their warehouse, and they got three angry clients because their orders are now late. 00:24:49.519 --> 00:24:51.119 Yeah, people do not communicate. 00:24:51.279 --> 00:24:52.960 We push way too much off to the side. 00:24:53.119 --> 00:24:57.759 So, again, just this one strategic thought of 100% of 100% have so many applications. 00:24:57.839 --> 00:25:04.640 And then it also gives you a way of looking at, you know, again, if you do have this massive database, you obviously have you obviously have a lot more than three active customers. 00:25:04.720 --> 00:25:06.559 And again, what are your inactive customers? 00:25:06.640 --> 00:25:08.000 Who are your old customers? 00:25:08.160 --> 00:25:12.640 Again, who are businesses that emerge that are still in your database, you don't even have it updated. 00:25:12.799 --> 00:25:18.319 Uh, looking at your product in your inventory, what products should you really keep going into the next quarter, next year? 00:25:18.480 --> 00:25:24.400 Again, this this analysis also gets you to recognize are you trying to be, you know, the Walmart of your industry? 00:25:24.559 --> 00:25:28.079 And some Walmarts of your industry are gonna make a lot of money. 00:25:28.160 --> 00:25:31.759 But a lot of times you try to be all things to all people and you go out of business. 00:25:32.000 --> 00:25:36.640 So think about what the business metaphor and benchmark is for where you're headed, but get smart. 00:25:36.799 --> 00:25:42.480 Again, some businesses, as a customer, if you pay attention, they'll teach you exactly how to find 100%. 00:25:42.880 --> 00:25:45.359 During COVID, so it's back up a

couple years ago. 00:25:45.519 --> 00:25:47.519 During COVID, anyone who didn't know who Mr. 00:25:47.599 --> 00:25:49.680 Amazon was quickly figured out who Mr. 00:25:49.759 --> 00:25:50.799 Amazon was. 00:25:50.960 --> 00:25:54.960 And then in that, all of a sudden, people weren't going to the Walmarts very much. 00:25:55.039 --> 00:25:57.599 They weren't going to the Costco's as much. 00:25:57.759 --> 00:26:12.079 And so for a period of time, if you order something through Amazon, the box that showed up might have actually said Walmart on it, because Walmart realized they had to find different, not in essence, distribution channels for getting product, but distribution channels for sending product. 00:26:12.240 --> 00:26:13.200 And so it's the same thing. 00:26:13.279 --> 00:26:18.640 They want 100% of 100%, but they realize, wait a second, we used to be what everyone benchmarked against, and this Mr. 00:26:18.799 --> 00:26:20.960 Amazon guy is the one making money this week. 00:26:21.119 --> 00:26:28.640 So again, look at where you're a customer and see how people engage you if you view yourself as an active customer. 00:26:28.799 --> 00:26:35.440 And just see how many times that organization doesn't engage you to purchase, but you have to beg them to take your money. 00:26:35.519 --> 00:26:37.200 Like, you know, can I get crazy? 00:26:37.440 --> 00:26:38.799 Why weren't they anticipating that? 00:26:39.119 --> 00:26:39.599 I agree. 00:26:39.680 --> 00:26:43.200 And the COVID example is a good one, especially with restaurants. 00:26:44.000 --> 00:26:53.279 All of the door dashing, they started building ghost kitchens, just these little kitchens in the in the middle of an industrial mall where the door dash orders will come out of. 00:26:53.519 --> 00:27:03.759 So when people do go into the restaurant, how many times have you gone into a restaurant or a coffee shop and had to wait because they're preparing all of the to-go orders, right? 00:27:03.839 --> 00:27:04.480 The online orders. 00:27:04.720 --> 00:27:05.440 Orders in front of you. 00:27:05.599 --> 00:27:06.960 And so they created these most. 00:27:07.359 --> 00:27:14.640 The largest restaurant in America that generates the most money in America is in Houston, Texas. 00:27:14.960 --> 00:27:31.519 And DoorDash paid them a half a million dollars to open up just an order pickup to go restaurant in the suburb of Houston because they do over 2,000 just drive-up pickup meals a day. 00:27:31.680 --> 00:27:35.359 That's not including the 4,000 diners that come into the restaurant every day. 00:27:35.599 --> 00:27:36.079 Who is that? 00:27:36.240 --> 00:27:37.039 It's massive. 00:27:37.279 --> 00:27:38.720 Can you say who it is? 00:27:39.039 --> 00:27:40.079 Yeah, it's Agas. 00:27:40.480 --> 00:27:40.720 Who? 00:27:40.880 --> 00:27:42.400 It's a Pakistani Agas. 00:27:42.559 --> 00:27:44.240 It's the Pakistani Indian restaurant. 00:27:44.319 --> 00:27:50.640 It's the largest restaurant in the United States in terms of the volume it sells on a daily, weekly, monthly basis. 00:27:50.880 --> 00:27:54.559 Go on, there's a great, there's lots of videos on YouTube about this restaurant. 00:27:54.880 --> 00:27:58.480 But uh the the CO, you know, Shakunt is phenomenal. 00:27:58.559 --> 00:28:00.240 I you know, I've met him many, many times. 00:28:00.400 --> 00:28:04.160 It's a great restaurant, but again, it's an example of them 100% of 100%. 00:28:04.480 --> 00:28:10.319 Not only do they do they take your order, but they're also reading the table for what else they recommend. 00:28:10.400 --> 00:28:11.920 They don't wait for you to beg. 00:28:12.160 --> 00:28:17.359 And then again, they're not high pressure in any way, shape, or form, but they've expanded so many times. 00:28:17.440 --> 00:28:19.680 I mean, they're you know, they're in a stripped shopping center. 00:28:19.759 --> 00:28:24.319 It's kind of like, you know, they kicked out Marshall's and TJ Maxx and took over their space, basically. 00:28:24.559 --> 00:28:26.000 But it's amazing what they've done. 00:28:26.079 --> 00:28:29.920 And it's back to this, you know, uh envisioning where you can grow your business. 00:28:30.000 --> 00:28:32.720 And to your point about it, you know, DoorDash, it's the same thing. 00:28:32.799 --> 00:28:34.160 It's not just you know, COVID. 00:28:34.319 --> 00:28:37.920 We're now several years past that, and people are still not figuring it out. 00:28:38.000 --> 00:28:38.799 That's what's amazing. 00:28:39.359 --> 00:28:40.640 Simple concept, 100%. 00:28:41.039 --> 00:28:47.200 Create your Excel spreadsheet, and and it will it will keep you productively, profitably busy every day. 00:28:47.519 --> 00:28:48.079 Amazing. 00:28:48.319 --> 00:28:51.440 Well, there's only one question left to ask, Dr. 00:28:51.680 --> 00:28:52.319 Jeff. 00:28:52.640 --> 00:28:54.640 You've given us a lot of great information. 00:28:54.799 --> 00:29:00.960 If I'm a business owner listening to this podcast, how can I take this information and scale from here? 00:29:01.759 --> 00:29:02.640 Absolutely huge. 00:29:02.799 --> 00:29:03.519 Several ways. 00:29:03.759 --> 00:29:09.759 One, create the Excel spreadsheet, and down the vertical side, just create your active customers to start with. 00:29:09.839 --> 00:29:15.599 And then when you ran out of all your active customers, then go through and think about all your inactive customers, category two. 00:29:15.920 --> 00:29:20.640 Third category, think about all of the prospects that you know are buying your product from your competition. 00:29:20.720 --> 00:29:23.039 That could go down the left side for category three. 00:29:23.119 --> 00:29:27.039 So again, we're not even gonna talk about find someone who maybe is or is not buying your product. 00:29:27.119 --> 00:29:31.359 I gave you three demographics down the left side across the top, all of your active products. 00:29:31.519 --> 00:29:35.519 And then again, once you go through

this exercise, you'll see who's buying which products. 00:29:35.599 --> 00:29:40.000 That'll give you a clue of what you should or shouldn't keep, where your profit centers are, where your cost centers are. 00:29:40.160 --> 00:29:51.680 Then you look at how do I go about understanding from our earlier part of our conversation with each one of those customers, are they in fact buying 100% of each of the products that I'm tagging them to be buying from me right now? 00:29:51.759 --> 00:29:53.759 And how much more opportunity is there right there? 00:29:53.920 --> 00:29:55.039 How do I grow that? 00:29:55.200 --> 00:29:56.400 That's one way of looking at it. 00:29:56.559 --> 00:30:05.440 Second way they can take action right now is to actually plug it into your CRM system or plug it into, you know, pick up your phone and just use your own phone and plug it right into your calendar of your own phone. 00:30:05.519 --> 00:30:11.519 At least you know, at the beginning of each week, one of the models I teach in our sales training program is whether you act upon this or not doesn't matter. 00:30:11.680 --> 00:30:14.000 The mere fact you're thinking about it is what's most important. 00:30:14.079 --> 00:30:18.960 But every Monday, have your calendar ping you with some sort of outbound marketing initiative. 00:30:19.119 --> 00:30:23.680 Again, I call it rule 152x in our sales training programs and in my sales mastery book. 00:30:23.759 --> 00:30:27.920 And 152x simply says one is every Monday, 52, 52 weeks in a year. 00:30:28.160 --> 00:30:30.000 X represents a demographic. 00:30:30.079 --> 00:30:32.000 So the quantity of the demographic doesn't matter. 00:30:32.160 --> 00:30:33.519 It could be five, it could be 500. 00:30:33.599 --> 00:30:34.160 You decide. 00:30:34.319 --> 00:30:36.160 But who's a demographic this week? 00:30:36.240 --> 00:30:40.480 I need to reach out to to engage in a growth sales conversation. 00:30:40.559 --> 00:30:43.680 So there's a third way to take these ideas and make them forward. 00:30:43.759 --> 00:30:49.440 And if that pings you every Monday, you're never gonna be in a position of having an empty sales funnel of who to talk to. 00:30:49.599 --> 00:30:53.200 Last answer one of the things I also teach is called five at five. 00:30:53.279 --> 00:31:04.079 Every Friday by 5 p.m., have a separate list or a separate report that tells you by salesperson or by organization who are the top five next potential sales in each product category. 00:31:04.160 --> 00:31:08.559 And you'll very quickly recognize how much of this 100% of 100% you're not doing. 00:31:08.799 --> 00:31:09.519 Very cool. 00:31:09.759 --> 00:31:10.319 Thank you. 00:31:10.640 --> 00:31:11.519 Good advice. 00:31:11.680 --> 00:31:16.079 So, uh Jeff, if people are listening to this and they're thinking, hey, I'd love to learn more. 00:31:16.319 --> 00:31:19.279 I know you have a seminar coming up, I think. 00:31:19.440 --> 00:31:20.160 When is that? 00:31:20.240 --> 00:31:21.519 How can we get in touch with you? 00:31:21.680 --> 00:31:22.559 Let us know. 00:31:22.880 --> 00:31:23.519 Great question. 00:31:23.599 --> 00:31:25.119 So you can find out more about what we're doing. 00:31:25.200 --> 00:31:26.640 Obviously, my name's on the screen. 00:31:26.720 --> 00:31:29.279 So just go to my website, jeffreymagegee.com. 00:31:29.359 --> 00:31:31.680 Make sure the McGee is spelt the right way, M-A-G-E-E. 00:31:31.759 --> 00:31:34.000 So Jeffrey McGee.com, you can find out all the things we're doing. 00:31:34.480 --> 00:31:34.960 No C's. 00:31:35.039 --> 00:31:37.599 There's no there's no, it's an A, not Mick. 00:31:38.000 --> 00:31:43.359 And then with that, uh, first week of November, we're doing a two-day sales mastery boot camp here in Houston, Texas. 00:31:43.519 --> 00:31:46.160 I just recently relocated here from uh Las Vegas. 00:31:46.240 --> 00:31:49.839 Uh, and every year I will do a boot camp once uh once a year. 00:31:50.000 --> 00:31:50.880 Open enrollment. 00:31:50.960 --> 00:31:56.640 Anyone can bring their team, sales leaders, sales team, and we uh go through day one, strategic selling. 00:31:56.720 --> 00:32:02.319 We lay down a framework, we give people insights and ideas as to what strategic selling looks like and what your business is. 00:32:02.480 --> 00:32:06.240 Day two is tactical implementation activities to generate more sales. 00:32:06.400 --> 00:32:09.119 Uh, tremendous number of people today, Corey, in business. 00:32:09.200 --> 00:32:18.960 Um, I'm finding have never actually had the opportunity to go to a good, structured, formal sales training program in their life, yet they're trying to do selling the best they can. 00:32:19.039 --> 00:32:21.200 So we're gonna be doing that one first in November. 00:32:21.279 --> 00:32:23.599 Uh so check us out and uh we'd love to see you here. 00:32:23.839 --> 00:32:24.400 Awesome. 00:32:24.720 --> 00:32:25.200 All right. 00:32:25.279 --> 00:32:31.440 Well, uh a new thing we're doing with this show is we're uh we have a members area. 00:32:31.519 --> 00:32:33.279 It's free to sign up right now. 00:32:33.440 --> 00:32:38.319 So we're gonna say goodbye to Jeff right now, but we're gonna pick up the conversation in the members area. 00:32:38.400 --> 00:32:43.680 So if you haven't signed up, make sure you go sign up to be a member and hear the rest of the conversation. 00:32:44.079 --> 00:32:46.240 Uh what else we have for you? 00:32:46.559 --> 00:32:47.680 Man, I think that's it. 00:32:47.759 --> 00:32:49.279 So I'd like to thank everyone for listening. 00:32:49.359 --> 00:32:52.799 I'm Corey Harlock, and remember, you built a real business. 00:32:52.960 --> 00:32:56.480 The only question left is how do you scale from here?