Full Transcript for Why We Don't Do Consultations

00:04:05.599 We know it's an unpopular opinion. 00:04:05.840 --> 00:04:11.360 Before I hit publish on that uh that post, I was like, oh boy, here we go. 00:04:11.439 --> 00:04:13.439 And you, oh boy, you didn't disappoint. 00:04:13.520 --> 00:04:14.400 Thank you, regulars. 00:04:14.639 --> 00:04:15.759 But here's the here's the deal. 00:04:15.919 --> 00:04:25.839 I also can tell, by the way, when those of you who are are trolls and you know who you are, are commenting and just also not listening to the podcast. 00:04:26.079 --> 00:04:26.720 Oh, yeah, absolutely. 00:04:27.279 --> 00:04:28.800 Whether you're a troll or here's the deal. 00:04:28.959 --> 00:04:30.720 We're never gonna pay the troll toll. 00:04:30.959 --> 00:04:34.319 So you can feel free to be in the comments, trolls. 00:04:34.560 --> 00:04:35.680 You ain't getting paid. 00:04:35.839 --> 00:04:38.160 We are not gonna pay the troll toll. 00:04:38.800 --> 00:04:42.160 Because I don't want, I don't, I don't want what's on the other side of that. 00:04:42.480 --> 00:04:44.399 There isn't if you know, you know. 00:04:44.720 --> 00:04:46.240 There isn't always sunny referencing. 00:04:46.480 --> 00:04:47.199 We're not gonna say the sunny. 00:04:47.439 --> 00:04:48.319 I don't want that. 00:04:48.879 --> 00:04:50.319 So sorry, troll. 00:04:50.639 --> 00:04:51.519 Not gonna happen. 00:04:51.680 --> 00:04:52.639 But here's the deal. 00:04:52.800 --> 00:04:56.560 Here's sort of the recent, it's not recent revelation. 00:04:56.959 --> 00:05:06.000 There are people out there who don't want to run businesses without consultations. 00:05:06.720 --> 00:05:14.319 They I think they prefer having consultations because of the relationship side of it. 00:05:14.959 --> 00:05:16.879 There are people that like that. 00:05:17.360 --> 00:05:19.920 And that exists, and that is okay. 00:05:21.040 --> 00:05:22.959 That's just not us. 00:05:24.160 --> 00:05:31.759 And I'm not gonna say that because we don't take consultations with people, that means we don't care about people. 00:05:32.240 --> 00:05:33.759 Because that's also not true. 00:05:34.879 --> 00:05:41.040 But we don't see what we do as a relationship first. 00:05:42.319 --> 00:05:48.319 We see what we do as we are able to meet certain people's needs. 00:05:48.800 --> 00:05:56.319 And certain people are willing to commit to that ahead of time, whether we have a relationship or not. 00:05:56.720 --> 00:06:07.759 Well, speak it's so funny that you're using this this language because one of the comments we got on this post, and you you did mention, you know who you are, you mentioned, oh, yeah, maybe it was a bad analogy. 00:06:07.839 --> 00:06:10.800 I, you know, I'm not sure if I said that well. 00:06:10.959 --> 00:06:17.759 But it was funny because they basically said, like, I see it as kind of you're starting a new relationship consultations, you're starting a new relationship and you're dating. 00:06:18.000 --> 00:06:22.240 And I said, We we disagree

on how you see that. 00:06:22.399 --> 00:06:27.040 We don't see working with people as a relationship, we see it as our job. 00:06:27.199 --> 00:06:31.519 Of course, if you work with them long enough, you learn about them, it becomes a relationship. 00:06:31.680 --> 00:06:34.560 But the first time I see them, I don't see it as though we're dating. 00:06:34.720 --> 00:06:38.639 I said in my comment back to this person, we aren't dating them. 00:06:38.800 --> 00:06:41.360 They have a need and we can meet it for them. 00:06:41.519 --> 00:06:43.439 They need to trust us to do our job. 00:06:43.600 --> 00:06:45.600 We're not trying to marry them. 00:06:46.160 --> 00:06:47.279 And that's true. 00:06:47.519 --> 00:06:49.680 And two things can be true. 00:06:49.839 --> 00:06:54.399 There can be custom clothiers out there who run their business that way. 00:06:54.560 --> 00:06:58.399 Like relationship first, need meeting second. 00:06:58.639 --> 00:07:01.519 And I see, I see the benefit there. 00:07:01.839 --> 00:07:24.160 I think where we did where we disagree from a fundamental perspective is the right types of clients, like the consultations that you are doing are probably all wedding clients who are comparing you to this place over there and that place over there, and and they're getting all of these bids, and you're just another stop along the way. 00:07:24.480 --> 00:07:28.399 We don't have relationships, we uh collectively here, you too. 00:07:29.040 --> 00:07:38.959 We collectively we don't have relationships with wedding buyers because we, for the most part, don't see them again. 00:07:39.439 --> 00:07:42.160 And there's nothing wrong with that either. 00:07:42.319 --> 00:07:57.519 And there's nothing wrong with naming that and admitting that our best clients, none of them ever started as a wedding buyer and turned into a really great client of ours. 00:07:57.839 --> 00:08:11.519 We have great relationships with a lot of our clients, but it didn't start because we had a really in-depth consultation first, it started because there was trust the moment they walked through the door on both ends. 00:08:11.839 --> 00:08:13.199 On both ends. 00:08:13.680 --> 00:08:24.480 We trusted that they got the emails, they were ready to do business, they were ready to listen to the experts, they were ready to meet some needs. 00:08:24.959 --> 00:08:34.960 They trusted that we know what we're doing, that we're gonna have a process for them, that we're gonna take their time seriously, and that we're gonna be able to meet their needs. 00:08:35.279 --> 00:08:44.320 Trust is a really important part here of a relationship, of a personal relationship, of a business relationship. 00:08:44.639 --> 00:08:46.240 Trust is huge. 00:08:47.039 --> 00:08:53.279 And when we eliminate consultations and we say we're not gonna do that first, we there's no point. 00:08:54.159 --> 00:09:03.919 We're essentially requiring people get to the let to the level of trusting us first and trusting that we trust ourselves. 00:09:04.399 --> 00:09:13.360 If we were allowing people to come in, kick tires, and leave, and they would because our prices are so much higher than what anywhere else they're gonna go, they are not trusting this. 00:09:13.519 --> 00:09:15.279 This is not how it's gonna go. 00:09:15.360 --> 00:09:18.480 And what happens when you open yourself up to consultations? 00:09:18.639 --> 00:09:28.720 I'm just gonna say this, and then I'm gonna point out where you're coming from, where you're you're already coming at us about why we shouldn't, why we should change our perspective on consultations. 00:09:28.879 --> 00:09:34.879 What happens if you're a business that takes consultations and that's just part of what you do is what are you trying to convince them of? 00:09:35.120 --> 00:09:38.960 You're trying to convince them to purchase whatever your lowest priced option is. 00:09:39.200 --> 00:09:42.879 You're not trying to convince them to pay for what you actually want to sell. 00:09:43.039 --> 00:09:46.240 You're trying to make a sale on the lowest possible thing. 00:09:46.399 --> 00:09:50.159 And then they're gonna take that low dollar amount and go price shop that around. 00:09:50.240 --> 00:09:52.159 And maybe they'll be back or maybe they won't. 00:09:52.240 --> 00:09:55.360 But even if they do come back, you made a low-end sale. 00:09:55.600 --> 00:09:56.320 Congratulations. 00:09:56.639 --> 00:09:57.759 That's not a win. 00:09:58.000 --> 00:10:09.120 What you're coming at me with, with some of the comments, and you know what I will say is the majority, the vast majority of what I hear uh on from any of you is agreement. 00:10:09.519 --> 00:10:15.759 But I also hear a lot of trepidation because there's an uncertainty on what to do next. 00:10:16.000 --> 00:10:19.840 There's an agreement, and we did put a poll on Instagram too, and I have that pulled up. 00:10:19.919 --> 00:10:24.240 We have the the over half of you said yes. 00:10:24.639 --> 00:10:26.879 The equivalent of 76% of you. 00:10:27.120 --> 00:10:35.120 Well, the vast majority said, yes, I agree with the fact that we don't want to take consultations, but I don't know how to change it. 00:10:35.440 --> 00:10:50.480 So that's where most custom clothiers that I'm hearing from are living, is they know they shouldn't, or they at least know they don't want to, but they don't feel empowered to do anything about it because they don't know what to do. 00:10:50.799 --> 00:10:56.320 There is a small portion of people out there who completely hate this take. 00:10:56.480 --> 00:11:00.320 And I'm sure every time we say it, which must be a lot, they probably are. 00:11:00.799 --> 00:11:01.840 Yes, it's a lot. 00:11:02.080 --> 00:11:02.639 It's a lot. 00:11:02.879 --> 00:11:15.120 They're probably just completely rolling their eyes, and they hate every time we say anything about it because they supposedly like it or something. 00:11:15.440 --> 00:11:20.240 And they're

coming from probably what Danny was saying, where it's really more of a relationship thing. 00:11:20.639 --> 00:11:24.799 Also, also just gonna be completely transparent here. 00:11:25.200 --> 00:11:28.320 This is for appointment-only businesses. 00:11:28.480 --> 00:11:28.799 Right. 00:11:28.960 --> 00:11:30.080 This is not for retail. 00:11:30.240 --> 00:11:36.720 If you're in retail, of course, you're gonna have people coming through that aren't ready to sit down and spend$10,000. 00:11:37.120 --> 00:11:39.519 And you've got to entertain them and you've got to engage them. 00:11:39.600 --> 00:11:42.720 And if they have questions about custom, you've got to answer the questions. 00:11:42.879 --> 00:11:44.240 That's not what we're talking about. 00:11:44.480 --> 00:11:59.679 Also, by the way, if you're in retail, we have we have actually outlined a strategy for how to at least get to the bottom of the tire kicking and eliminate the the complete time wasters from any significant chunk of your day. 00:12:00.000 --> 00:12:04.080 I believe we outline that in the clothier kingdom in one of the trainings. 00:12:04.159 --> 00:12:05.759 It's either that or million-dollar manual. 00:12:05.840 --> 00:12:06.480 I can't remember. 00:12:06.720 --> 00:12:07.679 I can't remember either. 00:12:07.840 --> 00:12:16.159 But I'm not saying if you are in a retail store and you're sitting and people walk in and out all day long that this is gonna work for you. 00:12:16.320 --> 00:12:18.240 I'm not that's not what I'm saying. 00:12:18.320 --> 00:12:21.360 I'm saying for those of us who and do I even need to say this? 00:12:21.679 --> 00:12:22.480 I think I might. 00:12:23.279 --> 00:12:32.720 Those of you who are going to people, oh, mobile, mobile clothiers who are going to people for a consultation. 00:12:33.360 --> 00:12:34.480 Are you crazy? 00:12:34.879 --> 00:12:36.799 Thank you for moving your mic when you screamed. 00:12:37.039 --> 00:12:37.840 Are you crazy? 00:12:38.000 --> 00:12:39.039 Are you crazy? 00:12:39.279 --> 00:12:40.639 It's like an ASMR. 00:12:40.879 --> 00:12:43.200 Are you fucking crazy for doing that? 00:12:44.399 --> 00:12:46.159 But seriously, how? 00:12:46.720 --> 00:12:47.200 Why? 00:12:47.360 --> 00:12:49.840 You don't have to, you don't have to. 00:12:50.159 --> 00:12:50.480 Okay? 00:12:50.879 --> 00:12:53.759 Starting today, you no longer do that. 00:12:54.000 --> 00:13:09.679 But here's here's the thing, because I do want to acknowledge that there are there are people out there who are running successful businesses and they supposedly really l enjoy and require the consultation piece first. 00:13:10.240 --> 00:13:12.639 We aren't gonna see eye to eye here. 00:13:13.600 --> 00:13:19.360 I am 100% set in my ways at this point, as are you. 00:13:19.759 --> 00:13:23.840 Have you ever tried to argue with your uncle about politics on Facebook? 00:13:24.080 --> 00:13:26.320 No one's changing each other's minds here. 00:13:26.879 --> 00:13:28.799 That's the situation that we're in. 00:13:29.039 --> 00:13:38.159 There are people who exist that that operate this way, and you're running a successful business doing it. 00:13:38.480 --> 00:13:41.120 I I've never I I I I don't know that. 00:13:41.200 --> 00:13:42.159 I mean, I would assume so. 00:13:42.879 --> 00:13:44.240 I'm just gonna be devil's advocate here. 00:13:44.720 --> 00:13:47.600 Coming from where they're coming from, maybe, maybe I might be wrong. 00:13:48.080 --> 00:13:54.000 But maybe part of you is saying, well, I have to do a consultation to make sure we're aligned. 00:13:54.240 --> 00:13:54.559 Right. 00:13:54.879 --> 00:13:58.320 Pre-qualification consultation, which goes both ways. 00:13:58.559 --> 00:13:59.600 Totally get that. 00:13:59.840 --> 00:14:02.639 But what I'm saying is you don't have to have an appointment for that. 00:14:02.879 --> 00:14:04.639 You don't have to sit down and do that. 00:14:04.799 --> 00:14:11.840 You can have the information they need, all of the information they could possibly need on your website. 00:14:12.399 --> 00:14:17.759 You could also implement what we've done, what we figured out, and boy, did it take a long time to figure this out. 00:14:18.080 --> 00:14:22.639 Years of tweaking and changing and this, and we're gonna change this sentence. 00:14:22.720 --> 00:14:28.799 And oh, this, so we better add this, and we better bold this text, and we better rearrange the emails. 00:14:28.960 --> 00:14:40.960 The pre-fitting emails that every single client, I don't care if you're the head coach of the Vikings or if you're a groom, every single client gets the exact same email. 00:14:41.200 --> 00:14:45.600 And boy, oh boy, is that the MVP of what we do? 00:14:45.840 --> 00:14:52.320 We don't have to sit down and talk about your needs and have a consultation to make sure we're aligned because that email is going to do it for us. 00:14:52.559 --> 00:15:12.159 All that to say, there are clearly people out there who disagree with the take that you don't need to take consultations and you shouldn't be taking them because they have experienced apparently the positive side of what doing consultations with frequency can yield. 00:15:12.720 --> 00:15:14.000 I have not. 00:15:14.320 --> 00:15:21.039 I have only been on the negative side of that because I expect when people come they're ready to do business. 00:15:21.360 --> 00:15:28.399 And I don't need to use my time when I'm wearing a suit to pre-qualify. 00:15:28.799 --> 00:15:39.759 We aren't going to agree because I have experienced the other side where I have experienced what it looks like to run a successful business and do zero consultations. 00:15:40.000 --> 00:15:43.279 And every time somebody's walking in, I know they're committed to me. 00:15:43.360 --> 00:15:51.200 I know that they trust me, I know they're ready to do business, and I know that I'm not wearing a suit to sing and dance and try to sell my low-end stuff.

00:15:51.440 --> 00:15:56.879 And I have experienced the positive side of that side of the coin. 00:15:57.120 --> 00:16:00.000 So of course I'm not going to see your side. 00:16:00.240 --> 00:16:08.159 We disagree foundationally at our core of how we believe you run successful businesses in this industry. 00:16:08.559 --> 00:16:10.000 We disagree. 00:16:10.399 --> 00:16:19.759 Fundamentally, how we've experienced great clients who buy the access point and the on-ramp into that. 00:16:19.919 --> 00:16:23.039 We have experienced different ways of getting them there. 00:16:23.919 --> 00:16:25.679 Our way works. 00:16:26.320 --> 00:16:27.840 Your way apparently works. 00:16:28.000 --> 00:16:30.879 But guess I'm never going to experience it because I'm never going to go back. 00:16:31.039 --> 00:16:34.240 I'm never, well, we never even did consultations when we were brand new. 00:16:34.559 --> 00:16:38.799 I mean, because even when we were dead once on accident and we said, we're never doing this, it's crazy. 00:16:38.960 --> 00:16:40.559 We're never doing this again. 00:16:40.960 --> 00:16:50.720 So I I do want to acknowledge that there are people out there who say, I this is part of what I do, I enjoy it, I actually really do enjoy it. 00:16:51.200 --> 00:16:55.840 But most of you, most of you, are saying this is part of what I do. 00:16:56.000 --> 00:16:57.440 I don't enjoy it. 00:16:57.759 --> 00:16:59.840 And I want to change it, but I don't know how. 00:17:00.000 --> 00:17:00.639 Right. 00:17:00.960 --> 00:17:07.759 That's what the equivalent of 76% of the custom clothiers out there have said. 00:17:07.920 --> 00:17:12.480 And we're saying we hear you and we know that feeling because I remember when we felt that. 00:17:12.640 --> 00:17:19.279 And boy, does that feel like uh let me just reverse back to something you said. 00:17:19.599 --> 00:17:24.000 Oh I made a really hell of a lot more than one consultation. 00:17:24.240 --> 00:17:24.640 No, no, no. 00:17:24.720 --> 00:17:26.480 I'm not saying it's only ever happened once. 00:17:26.640 --> 00:17:31.440 What I'm saying is the first time it happened, we said, this is not the business we're gonna run. 00:17:31.599 --> 00:17:33.039 No, we need to figure this out. 00:17:33.200 --> 00:17:34.559 We need to, yes. 00:17:34.880 --> 00:17:45.279 That being said, even with our awesome emails, even with that language on our website, even with all of that, every once in a while someone will slip through the cracks because they are in consultation mode. 00:17:45.359 --> 00:17:50.559 They'll they'll think that's what we're about to do, and they're not ready to buy, and it is what it is. 00:17:50.720 --> 00:17:54.160 And I feel absolutely used and abused in that situation. 00:17:54.400 --> 00:17:55.200 And you know what? 00:17:55.279 --> 00:17:57.599 We've just started to do when we're getting that sense. 00:17:57.759 --> 00:18:00.480 It just actually happened this week or last week. 00:18:00.720 --> 00:18:05.200 I was getting a weird vibe, and I'm about 95% right. 00:18:05.440 --> 00:18:07.119 This was a five percenter, though. 00:18:07.279 --> 00:18:10.319 Sitting down, we're talking, I'm like, this is I'm not getting a good vibe here. 00:18:10.400 --> 00:18:11.039 Something's wrong. 00:18:11.119 --> 00:18:13.519 So I said, Hey, did you have a chance to read through the emails? 00:18:13.680 --> 00:18:14.480 Yeah, I sure did. 00:18:14.640 --> 00:18:16.000 Okay, do you have any questions about that? 00:18:16.160 --> 00:18:19.200 Do you have any questions about the experience or any of the expectations? 00:18:19.359 --> 00:18:21.119 No, I'm ready to do it. 00:18:21.440 --> 00:18:22.319 Okay, all right. 00:18:22.480 --> 00:18:25.839 And he was great, but there's no shame in saying that. 00:18:26.000 --> 00:18:29.920 There's no shame in when you get to the point and you're it's very clear. 00:18:30.079 --> 00:18:34.160 I mean, they're they're gonna you might have to ask some loaded questions. 00:18:34.319 --> 00:18:35.839 Oh, what else are you up to today? 00:18:35.920 --> 00:18:38.000 Well, sometimes they'll offer it up. 00:18:38.160 --> 00:18:43.759 I mean, one of the times it was we were measuring someone, and right after the measuring, because we measure first. 00:18:44.160 --> 00:18:45.359 That's what we do. 00:18:45.599 --> 00:18:50.799 Right after the measuring, the person this guy was with is like, when you don't take consultations, you can measure first. 00:18:50.880 --> 00:18:51.200 Yeah. 00:18:51.359 --> 00:18:53.680 If you take consultations, don't bother. 00:18:53.920 --> 00:18:54.960 Exactly. 00:18:55.119 --> 00:18:58.160 But we measure first, and he's like, wow, that was so many more measurements than the other place. 00:18:58.319 --> 00:19:00.000 We're like screaching halt. 00:19:00.640 --> 00:19:01.839 Like, tell me more. 00:19:02.000 --> 00:19:02.559 What other place? 00:19:02.720 --> 00:19:04.319 Oh, so you're suit chopping today. 00:19:04.400 --> 00:19:06.160 Okay, so where's your head at? 00:19:06.240 --> 00:19:07.039 Oh, okay, all right. 00:19:07.119 --> 00:19:09.119 Well, I don't know that there's anything more for us today. 00:19:09.359 --> 00:19:09.599 What? 00:19:09.680 --> 00:19:10.480 Are you serious? 00:19:10.720 --> 00:19:11.920 Oh, how rude. 00:19:12.160 --> 00:19:20.480 It's like, no, it's not so rude because you you got those emails and you whether you read them and are ignoring it, that's bad. 00:19:20.559 --> 00:19:24.000 Or whether you got the email and ignored it and didn't read it, that's also bad. 00:19:24.160 --> 00:19:25.440 So that's kind of rude. 00:19:25.599 --> 00:19:27.839 Yeah, because they always say, Oh, I guess I didn't know what to expect. 00:19:27.920 --> 00:19:31.680 It's like, that's why the email's titled What to Expect, dumbass. 00:19:32.400 --> 00:19:32.720 Right? 00:19:32.880 --> 00:19:33.599 Yeah, exactly. 00:19:33.759 --> 00:19:41.759 So it's not that we've only ever done one

consultation, it happens every single year, at least once. 00:19:41.839 --> 00:19:42.960 It hasn't happened this year yet. 00:19:43.359 --> 00:19:43.839 I know. 00:19:44.079 --> 00:19:45.680 It hasn't happened yet this year. 00:19:46.000 --> 00:19:50.480 All this to say there are two sides to this issue. 00:19:50.880 --> 00:19:54.400 We are very firmly planted on ours. 00:19:54.559 --> 00:20:05.920 There are other people who are firmly planted on theirs, but actually, I've learned the majority of you clothiers are wanting to get over to our side, but don't know how to get there. 00:20:06.000 --> 00:20:08.079 They don't, you don't know the directions. 00:20:08.319 --> 00:20:10.720 And we're not going to read verbatim the email here. 00:20:10.799 --> 00:20:15.599 You can you have access to it if you're in Clothier Kingdom and it's clothiercoaching.com. 00:20:15.680 --> 00:20:19.680 You go there and you just you you have to go into the clothier kingdom and get the emails. 00:20:19.759 --> 00:20:20.240 You can have them. 00:20:20.400 --> 00:20:21.039 You can start. 00:20:21.119 --> 00:20:22.880 We we encourage you to copy and paste them. 00:20:22.960 --> 00:20:24.880 I mean, they were written that intentionally. 00:20:25.200 --> 00:20:30.400 But that was our off-ramp to consultations, was just implementing that. 00:20:30.640 --> 00:20:32.240 And it's amazing. 00:20:32.480 --> 00:20:33.920 And you know what I'll tell you too? 00:20:34.079 --> 00:20:36.000 Every time the email works, it's a bummer. 00:20:36.160 --> 00:20:36.799 Oh, absolutely. 00:20:36.960 --> 00:20:42.480 Every time we have someone in our calendar and then they get the emails and they respond, they're like, oh, this isn't what I was looking to do. 00:20:42.559 --> 00:20:45.359 I was actually just looking to get an idea of what you had. 00:20:45.519 --> 00:20:46.240 That sucks. 00:20:46.400 --> 00:20:47.359 And I hate that. 00:20:47.680 --> 00:20:53.759 But you know what I hate more is going through the process and then not getting paid. 00:20:54.400 --> 00:20:56.559 And it's a little bit of know thyself. 00:20:57.039 --> 00:21:01.200 We were just in an appointment yesterday with someone, and oh my goodness. 00:21:01.519 --> 00:21:03.039 It was a it was a rough one. 00:21:03.359 --> 00:21:04.240 It was painful. 00:21:04.559 --> 00:21:06.079 What was the grand total on that? 00:21:06.240 --> 00:21:07.599 Uh 6,500. 00:21:07.920 --> 00:21:09.839 Yeah, which is great, right? 00:21:10.240 --> 00:21:10.880 It's not bad. 00:21:11.440 --> 00:21:16.240 I told Danny, I was like, whoa, I don't remember the last time I had to work that hard for one suit. 00:21:16.799 --> 00:21:20.319 I can't imagine how it would have felt if I didn't know if I was getting paid at the end of it. 00:21:20.400 --> 00:21:21.680 Oh my goodness. 00:21:22.559 --> 00:21:23.440 Right, boy. 00:21:23.759 --> 00:21:24.160 Yeah. 00:21:25.039 --> 00:21:26.480 When I'm on, I am on. 00:21:27.279 --> 00:21:28.559 I am in this with

you. 00:21:28.720 --> 00:21:33.759 We are checked into you, and we are giving you our very best. 00:21:34.240 --> 00:21:45.440 We're paying a lot of money to be in this beautiful shop, in this awesome neighborhood with a great experience and access to the absolute best fabrics that this industry has to offer. 00:21:45.680 --> 00:21:51.599 You you will receive free beverages, you will receive a great experience, a lot of expertise. 00:21:52.160 --> 00:21:59.759 Having put thought into how we look and what we're wearing, and how we are presented. 00:22:00.559 --> 00:22:04.319 To you, we are we are putting thought into that. 00:22:04.480 --> 00:22:09.200 We are, for the most part, freshly shaven, unless we're in that stage where it still looks okay. 00:22:09.440 --> 00:22:16.000 Danny's got this like sweet spot that he's always chasing where it's like a shadow where it's what is it, three days? 00:22:16.240 --> 00:22:17.519 Well, it makes it look like I have a jawline. 00:22:17.759 --> 00:22:22.240 Yeah, he's like he really likes his jawline if there's a certain day and he's blessing you with it today. 00:22:22.400 --> 00:22:23.279 Yeah, I've got it today. 00:22:23.440 --> 00:22:24.000 You're welcome. 00:22:24.160 --> 00:22:28.160 I actually like the way that, you know, just to be just to give you a little insight. 00:22:28.400 --> 00:22:33.279 I actually like the way that I look, generally speaking, uh freshly shaven. 00:22:34.000 --> 00:22:34.240 Gotcha. 00:22:34.400 --> 00:22:34.960 That's my preferred. 00:22:35.440 --> 00:22:40.079 I mean, you you're it's not we don't do this for free. 00:22:40.319 --> 00:22:42.160 And it's we love what we do. 00:22:42.319 --> 00:22:43.599 We love it just like you do. 00:22:43.759 --> 00:22:46.480 We love what we do, but we don't do it for fun only. 00:22:46.640 --> 00:22:48.079 We do it for money. 00:22:48.400 --> 00:22:50.480 And we don't do it for free. 00:22:50.799 --> 00:23:00.960 And you, I'm talking to a client here, a prospect, a person trying to get a consultation, you don't go to your job and do it for funsies either. 00:23:01.359 --> 00:23:02.880 Nobody does. 00:23:03.279 --> 00:23:04.480 Nobody goes to work. 00:23:04.799 --> 00:23:06.240 Can you imagine funsies? 00:23:06.559 --> 00:23:12.160 Can you imagine if this person who's reaching out to you and saying, I need a consultation to make sure you have the right green for my wedding? 00:23:12.480 --> 00:23:15.519 Can you imagine if their boss called them sharded? 00:23:16.160 --> 00:23:17.519 That's what that deserves. 00:23:17.680 --> 00:23:28.960 Can you imagine if their boss called them and said, Hey, you, I'm gonna need you to come in today, and I don't know if you're gonna be paid. 00:23:29.200 --> 00:23:30.960 I'll let you know at the end. 00:23:31.119 --> 00:23:34.799 Uh, but please come in, please show up, please do the job. 00:23:34.960 --> 00:23:43.119 Give your best, give your best, and I'm gonna have a lot of questions for you, and depending on the answers, I may or may not pay you. 00:23:43.359 --> 00:23:43.759 Thank you. 00:23:43.920 --> 00:23:44.640 See you soon. 00:23:45.839 --> 00:23:46.640 Hard pass. 00:23:46.960 --> 00:23:47.759 Who would do that? 00:23:47.920 --> 00:23:50.160 I mean, that's actually crazy. 00:23:50.720 --> 00:23:52.799 But that's what they're asking you to do. 00:23:53.039 --> 00:23:54.000 How insulting. 00:23:55.359 --> 00:23:56.559 You shouldn't do that. 00:23:57.359 --> 00:24:00.799 What does that say about you if you're willing to do that? 00:24:01.359 --> 00:24:05.039 It says you don't take your time seriously, you don't value your own expertise. 00:24:05.359 --> 00:24:06.240 Is that true? 00:24:06.799 --> 00:24:08.160 Is that how you see yourself? 00:24:08.799 --> 00:24:10.000 It's not how I see you. 00:24:10.640 --> 00:24:15.599 Yeah, it's even even listening to this, like listening to the podcast. 00:24:15.680 --> 00:24:16.880 We're trying to build you up. 00:24:17.200 --> 00:24:28.720 We're trying to, and we're trying to instill in you the permission that you may have been looking for to make those changes. 00:24:28.880 --> 00:24:31.279 And we've already told you, we've got the emails all written for you. 00:24:31.359 --> 00:24:32.079 You just got to get them. 00:24:32.319 --> 00:24:32.880 But you know what? 00:24:33.599 --> 00:24:35.279 You could also do write your own. 00:24:35.440 --> 00:24:39.839 Write your own, run it through chat, tweak it, run it through chat, tweak it. 00:24:40.079 --> 00:24:45.200 There, you don't have to be a phenomenal writer to come up with a phenomenal email script. 00:24:45.440 --> 00:24:53.440 We even if you are a phenomenal writer like we are, which I did, by the way, put our emails through chat and say, clean it up for absolutely make it more clear. 00:24:53.519 --> 00:24:56.079 And the stuff it was spitting back at me was ridiculous. 00:24:56.240 --> 00:24:58.880 So I just it's not better at all. 00:24:59.039 --> 00:25:04.480 Uh so uh, but you don't have to be a great writer, even if you are though, like we are. 00:25:04.799 --> 00:25:07.440 The responses you're gonna get to the email are sometimes rude. 00:25:07.680 --> 00:25:08.480 Yeah, they suck. 00:25:08.720 --> 00:25:11.440 Because the only people and it will offend people. 00:25:11.680 --> 00:25:15.519 It will, it'll offend people who weren't planning to buy anything. 00:25:15.759 --> 00:25:16.400 No big deal. 00:25:16.559 --> 00:25:23.279 The thing is, it's it's like it's it's written very in a very whoa, I can like hear you gulp. 00:25:23.599 --> 00:25:24.000 Sorry. 00:25:24.240 --> 00:25:27.920 It's written, it's written in a very approachable tone. 00:25:28.240 --> 00:25:34.640 So if somebody is gonna read it with the wrong tone, they're they're offended. 00:25:34.880 --> 00:25:42.000 I mean, it's going to offend people who want to come in and waste your time, who want to come in and kick tires. 00:25:42.079 --> 00:25:46.240 We always say your

business can't kick ass if your clients kick tires. 00:25:46.880 --> 00:25:49.519 It's going to offend tire kickers. 00:25:49.680 --> 00:25:51.119 And that's the point. 00:25:51.839 --> 00:25:57.200 Because our email gets gets compliments from the right people. 00:25:57.359 --> 00:25:58.880 People come in laughing about it. 00:25:59.039 --> 00:26:03.519 They're like, oh, before we get started, I've got to hear why you why you have to send that email. 00:26:03.680 --> 00:26:05.119 I say, No, you don't. 00:26:05.359 --> 00:26:06.319 We don't have the time. 00:26:06.400 --> 00:26:07.680 Let's get let's get going. 00:26:08.000 --> 00:26:10.160 But it's it's one of those things. 00:26:10.319 --> 00:26:11.359 And and you know what? 00:26:11.519 --> 00:26:19.119 When you send an email like that, maybe an entire week will go by and all you get are fitting cancellations because of it. 00:26:19.279 --> 00:26:20.720 Maybe maybe an entire month. 00:26:20.960 --> 00:26:29.440 Oh, but that's a so much of a better outcome than having come in, suited up, gone through the process, you know, paid to park. 00:26:29.680 --> 00:26:39.279 Some of you pay to park, you're paying for drinks for people, going through this, singing and dancing, giving them all sorts of information that they're going to go shop around, and then they leave. 00:26:39.519 --> 00:26:41.839 I would so much rather have no appointments than do that. 00:26:42.079 --> 00:26:43.200 Count the cost. 00:26:43.920 --> 00:26:45.359 Literally do it. 00:26:45.759 --> 00:26:47.200 Every single day you're at work. 00:26:47.279 --> 00:26:51.359 I want you to take your rent and your utilities, divide it by 31, all right? 00:26:51.599 --> 00:26:57.440 Before you've even put your, before you've even walked out to your fitting area, you've spent that amount of money. 00:26:57.599 --> 00:27:00.960 For us, we eat breakfast next door, we get coffees next door. 00:27:01.119 --> 00:27:08.559 It that ends up being, you know, 30, 40 bucks every single day before we even see anybody, we've spent that amount of money. 00:27:08.799 --> 00:27:12.799 We're wearing suits that we bought for this business. 00:27:13.039 --> 00:27:13.920 You got kids? 00:27:14.079 --> 00:27:15.440 Are they in daycare? 00:27:15.839 --> 00:27:16.319 Yeah. 00:27:16.640 --> 00:27:18.319 Gas to and from. 00:27:18.880 --> 00:27:21.359 You know, there is a cost here. 00:27:21.680 --> 00:27:24.480 I am not doing this for free or for fun. 00:27:24.799 --> 00:27:25.119 No. 00:27:25.359 --> 00:27:28.880 I am not buying a$40 breakfast for the two of us, of course. 00:27:29.039 --> 00:27:30.160 A$20 breakfast. 00:27:30.319 --> 00:27:31.359 It's not even a good breakfast. 00:27:31.440 --> 00:27:32.559 It's just expensive. 00:27:33.200 --> 00:27:40.799 I'm not doing that so I can give you the expertise that I have spent well over a decade getting. 00:27:41.039 --> 00:27:48.079 I'm not showing you fabrics that I have spent over a decade selling these cloths so I

have access to. 00:27:48.240 --> 00:27:50.799 I'm not turning the lights on for you that I'm paying for. 00:27:50.880 --> 00:27:55.440 I'm not offering you LaCroix or drinks that I bought. 00:27:55.680 --> 00:27:59.839 I'm not doing that so that you get to have something for free. 00:28:00.000 --> 00:28:01.440 It's just not happening. 00:28:01.680 --> 00:28:05.119 If you don't want to pay for it, I don't want you to have it. 00:28:05.359 --> 00:28:09.759 We just spent a good amount of time with uh our mentor who said that to us once. 00:28:10.000 --> 00:28:11.519 Jeff Jeff Nicholson. 00:28:11.759 --> 00:28:12.559 He doesn't even remember saying that. 00:28:12.880 --> 00:28:13.599 He doesn't remember saying it. 00:28:13.680 --> 00:28:14.240 I've told him before. 00:28:14.319 --> 00:28:16.000 I was like, thank you so much for changing my life. 00:28:16.160 --> 00:28:16.880 He's like, What? 00:28:17.119 --> 00:28:18.240 Jeff Nicholson. 00:28:18.319 --> 00:28:20.559 I'm wearing one of the Hampstead collection. 00:28:20.640 --> 00:28:24.880 That's one of his new This is probably the first time anyone's ever seen this because we just got the box today. 00:28:24.960 --> 00:28:26.000 He was just here. 00:28:26.240 --> 00:28:27.839 We just did an order. 00:28:27.920 --> 00:28:29.839 So this is actually for next spring summer. 00:28:29.920 --> 00:28:31.920 So this is a year, a year in advance. 00:28:32.240 --> 00:28:35.200 Doesn't this tie just absolutely crush perfect with that? 00:28:35.440 --> 00:28:35.920 It's awesome. 00:28:36.079 --> 00:28:38.559 If you don't want to pay for it, I don't want you to have it. 00:28:38.720 --> 00:28:42.000 If you don't want to pay for it, I don't want to have a meeting with you. 00:28:42.960 --> 00:28:50.000 And I'm not gonna spend my time trying to convince you that you should want to pay for it. 00:28:50.240 --> 00:28:52.240 You either want to pay for it or you don't. 00:28:52.480 --> 00:28:55.119 Also, by the way, we didn't cold call you. 00:28:55.359 --> 00:28:55.599 Right. 00:28:55.759 --> 00:28:56.640 You reached out to me. 00:28:56.799 --> 00:28:58.559 We didn't beg you to come in for a meeting. 00:28:58.640 --> 00:28:59.519 You reached out to me. 00:28:59.599 --> 00:29:02.160 You presumably want to use me, right? 00:29:02.319 --> 00:29:04.240 Okay, so do you trust me or not? 00:29:04.880 --> 00:29:06.240 It's a yes or a no. 00:29:06.559 --> 00:29:12.640 This is not an industry where industry standard has to apply. 00:29:13.359 --> 00:29:17.359 There are industries out there where it's just part of the job. 00:29:17.680 --> 00:29:22.960 You know, if you're a if you are a let's just call it a landscaper, right? 00:29:23.599 --> 00:29:26.240 Part of the job is giving bids. 00:29:26.319 --> 00:29:26.640 Yeah. 00:29:26.799 --> 00:29:30.880 Showing up to houses that you may or may not ever come back to. 00:29:31.039 --> 00:29:37.519 If you sell windows, part of the job is you're showing up to houses that you may or may not install windows on. 00:29:37.599 --> 00:29:38.720 It's just, it's just part of it. 00:29:38.880 --> 00:29:42.559 Wedding vendors, that's part of the wedding vendor gig as well. 00:29:42.799 --> 00:29:51.519 And that's why we are so adamant about the fact that we're not wedding vendors because the majority of our appointments and the majority of our income doesn't have anything to do with weddings. 00:29:51.680 --> 00:29:56.480 So, no, we're not wedding vendors, but of course we can do your wedding suit if you want to follow our process. 00:29:56.720 --> 00:30:03.839 But there are there are certain things that are quote unquote industry standard in this industry that there are no rules. 00:30:04.079 --> 00:30:06.319 You don't have to do it that way. 00:30:06.559 --> 00:30:10.799 Consultations, I don't even know if that's industry standard or not, but we don't do them. 00:30:12.319 --> 00:30:17.599 Paying half up front and half at delivery, that might be industry standard, but we don't do it that way. 00:30:17.759 --> 00:30:20.960 We don't want to be a standard operating business in this industry. 00:30:21.039 --> 00:30:22.720 We want to be exceptional. 00:30:22.960 --> 00:30:27.680 We want we want to run a better business than most other businesses in this industry. 00:30:27.920 --> 00:30:38.079 So there are inevitably gonna be things that aren't standard operating procedures that we have to figure out a way to do a little bit differently and a little bit better. 00:30:38.480 --> 00:30:43.680 And consultations are one of those things where I'm not gonna do it. 00:30:44.000 --> 00:30:45.599 I don't need to do it. 00:30:46.079 --> 00:30:53.279 I don't need to do it because there's enough information online and you either trust me or you don't. 00:30:53.759 --> 00:30:58.240 And that's where relationships start, I believe, in this business. 00:30:58.480 --> 00:31:03.200 It's I don't believe that in you know, personal relationships, they all start with a whole bunch of trust. 00:31:03.440 --> 00:31:04.319 You know, the trust gets built. 00:31:05.759 --> 00:31:12.880 But in this business, you can start the relationship with a mutual trust and a mutual understanding before you ever meet in person. 00:31:13.279 --> 00:31:23.759 It is possible if you've done the right thing in providing information that's accessible on a website, in emails, and let me etc. 00:31:24.000 --> 00:31:25.359 And let me say it again. 00:31:26.079 --> 00:31:32.720 When you start saying, I don't take consultations, there will be people who don't book with you. 00:31:32.960 --> 00:31:33.599 Oh yeah. 00:31:33.839 --> 00:31:40.640 There will be people who are currently booked with you, and then they get that information and they cancel. 00:31:41.359 --> 00:31:44.240 That 100% will happen. 00:31:44.480 --> 00:31:44.960 I promise you. 00:31:45.279 --> 00:31:49.279 Send the expectations email to everyone that you have in your hopper right now. 00:31:49.680 --> 00:31:51.519 Send

it right now, send it today. 00:31:51.839 --> 00:31:59.039 They will there will be some cancellation, some people will cancel, but the people who stay in, you know you're getting paid. 00:31:59.359 --> 00:32:07.039 And you can check in to that appointment, you can be present, you can enjoy yourself because the pressure's off because you're making money and you know you are. 00:32:07.200 --> 00:32:17.119 And by the way, here's the other thing too is people who are committed to buying are much more likely to buy more. 00:32:17.680 --> 00:32:26.480 Somebody who's not sure if they're even gonna buy anything to begin with, best case scenario, they buy the one thing for their wedding. 00:32:26.720 --> 00:32:39.839 The hardest decision a wedding groom has to make, as far as it is related to the suit goes, is not what color, what shade of green is it gonna be, or is it gonna be a two-piece suit or a three-piece suit? 00:32:40.079 --> 00:32:44.720 The hardest decision they have to make is when am I gonna actually buy this thing? 00:32:44.880 --> 00:32:47.039 And who am I gonna buy this thing from? 00:32:47.279 --> 00:32:57.119 If we can get them in when they've when we've already required they make the hardest decision they have to make in the entire process, the rest is easy. 00:32:57.279 --> 00:33:06.559 And they are so much more able and willing to buy additional things or to, or to add the vest, or to, oh, you know what, I thought it was gonna be this color, but I'm actually really liking this. 00:33:06.720 --> 00:33:07.759 Let's do that instead. 00:33:08.000 --> 00:33:12.559 Everything else feels like a cakewalk because they've already made that tough decision. 00:33:12.640 --> 00:33:17.200 I mean, think about it in terms of any big decision you can make. 00:33:17.519 --> 00:33:26.000 When you finally make it, you finally spend the money, doesn't there's just like kind of a sense of relief where you're like, okay, finally I did that thing that I should have been doing. 00:33:26.160 --> 00:33:26.319 Yeah. 00:33:26.480 --> 00:33:27.680 There's big relief. 00:33:27.839 --> 00:33:35.279 You know, I finally hired the landscaper, or I finally bought the car, or I finally booked that trip that we've been talking about, finally paid for those flights. 00:33:35.759 --> 00:33:37.039 That feels good to have that off my plate. 00:33:37.279 --> 00:33:39.839 Just feel there's an element of relief, and that's the hardest part. 00:33:39.920 --> 00:33:42.160 Is like, when am I going to actually do this thing though? 00:33:42.319 --> 00:33:44.160 I've been thinking about it for so damn long. 00:33:44.319 --> 00:33:47.039 It's like I time to take some action, right? 00:33:47.359 --> 00:33:52.160 You know, we we're sitting here telling custom clothiers, take some, take some action. 00:33:52.480 --> 00:33:55.680 Don't just think about it, do it. 00:33:56.160 --> 00:34:00.480 And we can have versions of those conversations to our clients too. 00:34:00.559 --> 00:34:02.240

Like it's time to take action now. 00:34:02.319 --> 00:34:05.359 Like when you're in my calendar, it's action time. 00:34:05.519 --> 00:34:08.800 We just wanted to fill you in on where we're coming from. 00:34:08.880 --> 00:34:12.320 And we know that this perspective is unpopular because you tell me. 00:34:12.559 --> 00:34:21.199 And we know that some of you are as set in your ways as we are in ours, but the majority of you are in this place where you're still doing it, even though you don't want to. 00:34:21.360 --> 00:34:24.000 And I said a few minutes ago, know thyself. 00:34:24.800 --> 00:34:37.599 Think for a second about what might change for you in your next appointment if you weren't wondering if you were gonna make a sale, but instead you knew you were gonna make a sale. 00:34:37.920 --> 00:34:45.199 It was just a matter of how successfully you were able to execute your sales process and how many items you were gonna sell. 00:34:45.440 --> 00:34:47.440 Do you think that might feel more enjoyable? 00:34:47.679 --> 00:34:51.199 Do you think it might do you think it might show? 00:34:51.920 --> 00:35:02.079 Do you think that that customer, that client you're working with might have a better experience if you're having a better experience because you're not wondering if you're gonna make any money? 00:35:03.119 --> 00:35:04.719 I think the answer is yes. 00:35:05.119 --> 00:35:06.000 I know the answer is. 00:35:06.320 --> 00:35:08.000 I think the sky is the limit. 00:35:08.159 --> 00:35:17.199 If you just bite the bullet, send those emails, get the tire kickers out of your way and start kicking some ass. 00:35:17.760 --> 00:35:29.119 I think you might realize that life looks a whole lot different when you're able to run a business rather than let the business run you. 00:35:29.760 --> 00:35:39.599 And we're not trying to convince those of you who run a successful business and consultations are a humongous part of it, and you never you don't want to change. 00:35:39.760 --> 00:35:42.239 I'm not trying to convince those of you who don't want to change to change. 00:35:42.400 --> 00:35:51.519 There are a lot of things out there that we do and don't do that other people are very successful, more successful than us, that they have chosen to do differently. 00:35:51.679 --> 00:35:52.960 That's great. 00:35:53.519 --> 00:35:55.599 Do it if it works for you. 00:35:55.760 --> 00:35:56.079 Yeah. 00:35:56.239 --> 00:36:00.480 I'm not trying to convince, I'm not trying to convince everybody of this. 00:36:00.800 --> 00:36:08.719 I'm trying to communicate that those of you who know that you don't want to do consultations anymore, you don't have to. 00:36:09.760 --> 00:36:15.519 And life is pretty great when you don't have to wonder if you're gonna get paid or not. 00:36:15.840 --> 00:36:18.079 Well, that's all for this appointment. 00:36:18.320 --> 00:36:19.760 We will see you at your next one. 00:36:19.920 --> 00:36:44.480 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 in our resources available now on clothiercoaching.com, including Million Dollar Manual, our playbook for turning your sixth-figure business into a custom clothing business that makes more than a million dollars every year. 00:36:44.639 --> 00:36:54.880 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. 00:36:54.960 --> 00:37:02.320 If you're serious about finally building that profitable luxury custom clothing business you've always wanted, this is your next move. 00:37:02.480 --> 00:37:05.440 Join the wait list and we'll let you know when enrollment opens again. 00:37:05.599 --> 00:37:06.960 Thanks for listening.