Stop Selling on a Banker's Schedule

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Until they tell you to stop, contact them every week. we were kind of planning out our calendar.

And I said, block off Wednesday night through Sunday night, Thanksgiving weekend. And she said, okay, that's fine. And so as we're getting close, I have a nine hour day on Friday.

So even though I blocked out the day, my assistant said, hey, can you talk to so and so about this? Can you talk to so and so about that? This one's interested in this. And I kept saying like, well, you know, that's supposed to be a day off for me. Well, you know, that's supposed to be a day off for me.

You know, I'm not supposed to be doing that on that day. My day starts at 7 am and it ends about 530, right? And I've got an hour break here and a little bit of break there. But I started out with a day that was supposed to be open to a day that's full.

Why? Because business owners work non-traditional hours. If you have a multi-unit person that you're talking to, if you've got somebody who's a business owner, I guarantee you, you can get them on a week like this.

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Position Yourself Before They Position You Pt 2

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

But I would be telling them, here are my goals, right? So for example, one of the techniques that I'll do is I will take essentially personal responsibility either for a brand or a territory, and I would say, listen, there are a few brands that I work with very, very closely, ABC, DEF, and GHI.

And I want to really help them with their launch, or with their Northeast expansion or with their non-traditionals that they just introduced. And I'm going out to the people that I think would be a good match. You're among the first that I'm contacting.

So that could be a nice reset message. I'm looking to work with this kind of person. I've got these kinds of goals.

I'm working with these sorts of brands and here are their goals. So I'm looking at people who want to partner in that. You are among my first calls, okay? Now, based on our categories, if we believe they are a client or deal now, we want to be talking to them every week.

Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Position Yourself Before They Position You

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

That you position yourself with your prospects, What I would be doing is I would be going out to our prospects as you're engaging with them and letting them know what your goals are for the coming year. Let them know what you'll be doing differently in the coming year and how they can be part of it.

So, for example, I'm committed to hitting a goal of one deal per quarter. I believe in the franchising world the average sales cycle is 105 days. So that means theoretically you would have, on the last week of a quarter, if you were to bring in a lead, that would close by the end of the following quarter on average.

I know some go quick. I know some take a while. I just sold two units of a franchise company within 60 days.

The buyer was very ready and the deal went through very quickly. So that was very nice.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Is It Really a Deal Yet? Pt 2

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Are the ones that are going to close. Maybe they're doing this to educate themselves on the process.

It's all good. It's just they are going to drain our resources. And we want to be very, very careful not to spend too much time with client laters.

Client laters and deals later, they take a lot of resources. So what do we want to do? We want to focus most of our energy on the deal now people. The deal now is that we should be speaking to just about every week.

We should be sending them gifts. Have you guys read the book Giftology by John Rulon? If you haven't, check it out. It's a really good book.

It's how using gifting is a way to build. It's good for nurturing existing clients. And it's also good for winning new ones.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Is It Really a Deal Yet?

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Is categorize who it is in our pipeline that we're speaking with. or a deal now, meaning somebody is engaged, they're talking, they're going to all the steps, they're asking all the right questions, they are liquid, they are rolling over their 401k into an entity that can fund a deal, they are applying to the SBA, they're taking all the steps and they're making all the moves that are indicative of somebody that's serious and that is moving forward.

I call that person a client now, or in your case, a deal now. There's either a deal now or everybody else goes into the deal later bucket. Okay, here's the mistake we all make.

Mike doesn't make this mistake, but Scott does, I'm sure of it. I'm kidding. So here's a mistake that we make as salespeople.

We think if we're at least talking to them, we're in the game. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Why Now Is the Time to Raise Your Prices

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Your good clients expect your prices to go up. So put them up, right? And I get you might have a certain cadence to it, but I would encourage you all, and if you wanna talk offline about how to do it, I'm happy to do it, but I would encourage you guys today, look at what segment of clientele or what segment of services or what segment of product and raise those prices today.

I don't care if you just did them in September or January 1, whatever. Wherever you think you can raise your prices, raise them. Because if you're not getting the yes, but, you have not gotten to where your clientele is willing to, the upper end of where they're willing to pay. So I'd highly recommend that you guys do that. OK? All right? And so just keep asking the question. Get with your team. If we raise it 1%, a supermarket can raise it a quarter of a point. can go from 1.3 of assets under management to 1.6 or 1.4.

Whatever it is for you, look at where you can raise it and raise it, right? Because you will get to the place where you'll have your best clients, and you'll use pricing as a qualifier and you'll start to differentiate, here's why it matters. During volatile economic times, buyers defer to experts.

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Progress Beats Perfection

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Or in business history, have you been rewarded for just trying, right? So more than ever, we–we have the opportunity to just get out there and be (unclear follows), right? Not only is it okay that you make a mistake, but it's actually rewarded when you do, because you're not perfect, right? Social Media for the most part, is the highlight reel is like, you know, when you see somebody at a networking event, how's it going? Good, busy, busy, yeah busy, so the family likes everything's pretty good, we're really good, that social media. So somebody's actually authentic enough to say, Hey, I tried this didn't work well, that was because what I–I try never to do that again, more and more, they're rewarded for it. So we live in an age where performance is rewarded almost as much as the result. Now you're highly skilled people. I mean, think about it. If you tried something three times, you're likely to get it right. If I gave you five times or 20 times to get something right? Do you think you'd get it right? I've even told you what it is and you still like, give me 20 I'll get it, right? You're too skilled not to get this stuff, right? So it's not like you're gonna be fumbling your way through social media for the next year. You might get it wrong or not perfect, like two or three times then you're like, alright, everybody, hey everybody, check it out. Nail it, right? And you're going to show the result.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Why Letting Go Is the Hardest Part of Growth

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results.

I was just reading an interview, an old interview with Bill Gates where he said in the early days of microsoft he--he wrote all the code and then when they bought in coders, he had to sign off on all the code before it went out and then they bought in Steve Ballmer and Steve was like Bill does anything happening that's it, you're not doing that anymore and--but Bill Gates had a hard time letting go of the coding because that was his area of competency, right? And so it's usually the main problem tends to be the founder because we got off the ground and we prove our concept based on the founder's drive but now we've got to--we've got to let go of that, let the next generation take over. This is very very common in family-run businesses, where parent(s) won't let go, and so a family can't scale and have it grow beyond--have it grow beyond what the founder first envisioned and they hold on to the point where their family members are scattered.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.