Latest / The Heart-Led Business Show / Streets, Sales, and Soul Secrets with Jim Padilla

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Streets, Sales, and Soul Secrets with Jim Padilla · The Heart-Led Business Show

0:01
Speaker: Welcome to The Heart-Led Business Show, where compassion meets commerce and leaders lead with love.
0:09
Speaker: Join your host, Tom Jackobs, as he delves into the insightful conversations with visionary business leaders who defy the status quo, putting humanity first and profit second.
0:20
Speaker: From heartfelt strategies to inspiring stories, this podcast is your compass in the world of conscious capitalism.
0:29
Speaker: So buckle up and let your heart guide your business journey.
0:36
Tom Jackobs: Welcome back to the Heart-Led Business Show where passion meets Purpose.
0:40
Tom Jackobs: Today we've got the one and only Jim Padilla in the virtual studio.
0:45
Tom Jackobs: You can think of him as the Godfather of sales.
0:48
Tom Jackobs: And Jim has lived more lives than most TV dramas from surviving the streets and jail before 20 to mastering high stakes leadership, he turned chaos into his own classroom.
1:00
Tom Jackobs: Now he helps entrepreneurs do the same, transforming stress into strategy and setbacks into serious success.
1:07
Tom Jackobs: And now on the Heart-Led business show, Jim brings raw truth, resilience, and the kind of wisdom you can only earn the hard way.
1:15
Tom Jackobs: Jim, welcome to the show.
1:17
Jim Padilla: Thanks for having me, Tom.
1:18
Jim Padilla: So good to see you.
1:19
Tom Jackobs: You too.
1:19
Tom Jackobs: And we've been working together for a couple months with a mutual client and I'm really excited to dive into your story and your Heart-Led business story as well.
1:29
Tom Jackobs: 'Cause on my side, I've been watching what you guys are doing and I'm loving it.
1:33
Tom Jackobs: And I'm really curious about your backstory as well living on the streets and going to jail.
1:39
Tom Jackobs: So we're gonna have to dive into that a little bit also.
1:42
Tom Jackobs: But before we start, what's your definition of a Heart-Led business?
1:46
Jim Padilla: Well, to me Heart-Led business is one that has to run through people.
1:49
Jim Padilla: I mean, heart is the organ that drives a human.
1:53
Jim Padilla: It's what's essential when that stops moving, the human stops moving.
1:56
Jim Padilla: So when the heart stops moving and my opinion, the business stops moving.
2:00
Jim Padilla: It's gotta be all about the people.
2:02
Tom Jackobs: Yeah.
2:02
Tom Jackobs: And so the people is like the blood, right?
2:05
Tom Jackobs: And then it's moving.
2:06
Tom Jackobs: The heart is moving it all around.
2:08
Jim Padilla: Yeah.
2:08
Jim Padilla: That's what makes it feel, it's what makes it go.
2:10
Jim Padilla: It's you know, the red and the white blood cells, right?
2:13
Jim Padilla: You know, one is fighting you know, illness.
2:15
Jim Padilla: The other one is carrying the diseases away.
2:17
Jim Padilla: The other one's moving traffic around.
2:19
Jim Padilla: It's like everything relies on what happens inside the heart and that that funnels the blood.
2:24
Jim Padilla: 'Cause once that stops, then all traffic stops and your business is gonna be the same.
2:28
Tom Jackobs: Yeah, it's like a heart attack and you have a blackish on one of their, your arteries.
2:32
Tom Jackobs: That's a great analogy.
2:33
Tom Jackobs: I've not heard that, but I love it.
2:35
Tom Jackobs: It totally makes sense.
2:36
Tom Jackobs: A business can be a living, breathing entity of sort.
2:39
Jim Padilla: Yeah, we're big on humanizing.
2:41
Jim Padilla: You know, we work with pretty big enterprises and actually that's our new podcast that we're in The process of launching is the Entrepreneur to Enterprise Evolution.
2:49
Jim Padilla: But we work with some pretty big scale companies, and our specialty is being able to scale those companies while maintaining the human side.
2:56
Jim Padilla: It's like the bigger you get, you must focus on humanizing the brand.
3:00
Tom Jackobs: That's an interesting take and I like that.
3:02
Tom Jackobs: How do you do that, in terms of keeping the heart wind, scaling?
3:06
Tom Jackobs: Because I can imagine a lot of entrepreneurs that have those big visions.
3:11
Tom Jackobs: They're like, I'm just looking at the numbers.
3:13
Tom Jackobs: And they're not really looking at the people and the process and humanizing it.
3:17
Tom Jackobs: Tell us about of how you advise them.
3:20
Jim Padilla: Yeah, you know, it's interesting because the things that I learned.
3:24
Jim Padilla: While growing up and, you know, being in an abusive environment and being in prison and on the streets and gangs my biggest weapon was learning how to read the room and reading the room was constantly assessing who's there, who's friend or foe, who's your biggest threat, who's potential ally and mostly how do you get them To work together.
3:44
Jim Padilla: How do they serve each other, which makes me valuable to all of them, which kept me safe.
3:49
Jim Padilla: And so that's all I did as a kid.
3:51
Jim Padilla: I didn't know that this was gonna become a decoded business model.
3:54
Jim Padilla: You know, 40 years later in life that would generate hundreds of millions of dollars.
3:58
Jim Padilla: But it just become baked into the DNA.
4:01
Jim Padilla: And so I could not at any point in time worry about me because I had to be so focused on them.
4:07
Jim Padilla: And so I've learned that business works the same way.
4:10
Jim Padilla: It's not the only way to do business, but it's the only way I've learned to win at business.
4:14
Jim Padilla: And so I have to stay focused on you because then if I'm, if I'm not focused on me, then I don't have any fears or concerns.
4:21
Jim Padilla: If I'm focused on you, then everything is how do you win what's coming?
4:25
Jim Padilla: What might be coming, what just happened, and how do we assess it, right?
4:28
Jim Padilla: So it's consistently putting all of the effort and the energy and the tension on you, which then makes it a lot easier for us to move and navigate.
4:35
Jim Padilla: And then even if, you know, it doesn't mean things go great all the time, but when they don't, we know it helps us communicate it because it's always coming through the lens of how does this affect and impact what you're doing, how you're doing it, why you should be doing it et cetera.
4:48
Jim Padilla: So it tends to bring a component to the business that most people aren't thinking of.
4:53
Jim Padilla: I did a video on it not too long ago, but we have a tracking component.
4:57
Jim Padilla: We switch the KPIs so that all the KPIs are focused on you.
5:02
Jim Padilla: So most of the time, if we say our revenue targets are how many leads, how many clicks, how many likes, you know, CPMs everything is centered on how many things are coming to us.
5:13
Jim Padilla: And which is great, but that is not necessarily a predictor of what's happening.
5:17
Jim Padilla: Well, for your customer base.
5:18
Jim Padilla: And so we switch them all around so that all the KPIs are centered around what's happening with the customers.
5:25
Jim Padilla: So if our focus is lead acquisition for the customers, revenue for the customers projects completed for the customers, show up rates for the customers, all of those things, then all of those equate to.
5:38
Jim Padilla: Us getting more leads, more likes, more follows, more shares, more revenue, more profit.
5:42
Jim Padilla: But if you do it the other way around, it doesn't, you can get more, more leads and more profit without guaranteeing that the clients win.
5:47
Jim Padilla: But if you focus on the clients first, then you guarantee that you win.
5:50
Tom Jackobs: Oh, I love that too.
5:51
Tom Jackobs: Yeah.
5:52
Tom Jackobs: It takes me back to kinda that Zig Ziglar quote.
5:55
Tom Jackobs: You can get everything in life that you want when you help enough you get what you want.
5:57
Jim Padilla: Definitely, definitely.
5:59
Jim Padilla: We've been living it out and like I said, I wish I could say I was designed on purpose that way.
6:03
Jim Padilla: It just evolved.
6:04
Tom Jackobs: And I love how you've taken what some people would say is quite a tragic childhood and growing up and you've taken the learnings that you had from that time and applied it then to how you are running a business as well.
6:17
Tom Jackobs: So I think that's absolutely brilliant how you've been able to kind of transition like that.
6:22
Jim Padilla: Yeah.
6:22
Jim Padilla: Well, you know, it's funny'cause when I roll with Jesus.
6:25
Jim Padilla: I'm a Bible believer in Christian.
6:26
Jim Padilla: I'm a Bible right here.
6:28
Jim Padilla: One of my pastors in a men's group that I'm a part of, he said recently stuck with me, he said, you know, if you squeeze an orange and orange juice should come out and if you squeeze a lemon.
6:38
Jim Padilla: Lemon juice should come out.
6:39
Jim Padilla: So when you squeeze a Christian, only the Christ should come out.
6:42
Jim Padilla: And if that's not the case, then you got work to do, right?
6:45
Jim Padilla: And which I thought it's a very easy visual to remember as it is again, reciting it months later.
6:50
Jim Padilla: And it's the same thing here.
6:51
Jim Padilla: It's like the only thing that could come out of me was what was put in me.
6:55
Jim Padilla: And so that's who I am.
6:56
Jim Padilla: That's who I was.
6:57
Jim Padilla: That's all I knew.
6:58
Jim Padilla: So when it, when somebody says, Hey, let's, how are you gonna build a business?
7:01
Jim Padilla: I'm like, well, this is all I know, so let's do that.
7:03
Jim Padilla: You know?
7:04
Jim Padilla: And then you just start.
7:05
Jim Padilla: Then after over time, you know, and you start generating, hundreds of millions of dollars.
7:08
Jim Padilla: You learn more things, you learn different things.
7:10
Jim Padilla: But it all comes from those roots.
7:12
Tom Jackobs: Tell us a little bit about your business and what you do.
7:14
Jim Padilla: Well, we are very blessed to be a key player in scaling fast growth companies.
7:19
Jim Padilla: We, people come to us when they're looking for, typically they're coming looking for sales team or they think they're looking for sales team.
7:25
Jim Padilla: And we plug and play.
7:27
Jim Padilla: We used to be a fractional sales division when this started 15 years ago.
7:30
Jim Padilla: And we would come with.
7:32
Jim Padilla: Senior VP, team leaders, project managers, as many sales team as you need.
7:36
Jim Padilla: The shift that we've made in the recent few years because of so many government regulations.
7:41
Jim Padilla: Instead of hiring salespeople that work for us, we now recruit them that work for you.
7:46
Jim Padilla: But the rest of the business model is very still the same.
7:48
Jim Padilla: We come in and we will oversee Your sales team will recruit'em, we'll develop'em, we'll train them, we'll run'em.
7:54
Jim Padilla: But on the flip side of that is we will go in and to create your company so that it is a revenue producing machine, and that it will replicate the founder magic that you bring so that a sales person who doesn't have to be a unicorn closer.
8:08
Jim Padilla: But just can be a unicorn human who can be on brand, on value, and on presence for you, a wrap them in a great offer and a great system, and they're gonna consistently and predictably overachieve.
8:17
Tom Jackobs: How such a niche business.
8:19
Tom Jackobs: I'd love to learn how you started it.
8:21
Jim Padilla: Well, I wish that was some amazing foresight.
8:24
Jim Padilla: We just said yes to something that we had absolutely no idea what it was.
8:28
Jim Padilla: The industry was needing it, quote unquote, in the coaching world that we were living, that we were in for a long time.
8:33
Jim Padilla: You know, Bill Barron, who was an up and coming rockstar at the time in the coaching world, was about ready to do his first 7 figure launch.
8:40
Jim Padilla: And he had a great company and a great team, but he didn't have a sales team.
8:42
Jim Padilla: And we said, sure, we'll do it.
8:45
Jim Padilla: And I, at the time didn't even know what a launch was.
8:47
Jim Padilla: So literally went out that day bought Jeff Walker's book, launch book.
8:50
Jim Padilla: It's on the shelf right back there.
8:52
Jim Padilla: I've read it in a weekend.
8:53
Jim Padilla: Recruited 12 of my friends and clients.
8:57
Jim Padilla: And between that and a Google Doc, we jumped in and did led a$1.6 million wildly successful launch that we call the Bad News in the Bears in a Google Doc.
9:06
Jim Padilla: 'cause we had nothing else and didn't even know what we were doing.
9:09
Jim Padilla: Two weeks later.
9:10
Jim Padilla: A line at the door was born.
9:12
Jim Padilla: And so for the next 2 years we generated, a hundred million dollars worth of revenue doing launches and live events.
9:17
Jim Padilla: And then people started wanting us to stick around between live launches and live events.
9:21
Jim Padilla: So we said yes to that, not realizing that that was actually a completely different business model and we had to learn all of that over again.
9:28
Jim Padilla: I think every single thing that we have gained over time is because we learned it all by doing it wrong first
9:33
Tom Jackobs: Yeah.
9:33
Jim Padilla: which is the most expensive way to do, to grow a business.
9:36
Jim Padilla: So try not to do that.
9:37
Tom Jackobs: True.
9:38
Tom Jackobs: You wanna hire somebody that's made, we wanna hire you because you've made all the mistakes already.
9:42
Jim Padilla: Exactly.
9:42
Tom Jackobs: So we don't have to spend all the money making those mistakes.
9:46
Tom Jackobs: But what a great way to learn at the same time, it's some of the best learnings I've had were from some of the worst mistakes I've ever had.
9:53
Jim Padilla: Yes.
9:53
Tom Jackobs: So how do you maintain then with this growth and the founders and a lot of the clients that you're having, it sounds like they're very like, money focused.
10:01
Tom Jackobs: How do you maintain the people part of that in the heart?
10:05
Jim Padilla: Well, the big lesson I think in the side of this is that you have to remember The expertise that you bring, people are coming to you because you have value.
10:13
Jim Padilla: Our first couple of years in this that didn't land on me I thought I was just privileged to work for them especially'cause we were working with a lot of who's who in the business game.
10:22
Jim Padilla: I was like, oh, Zig Ziglar Foundation.
10:23
Jim Padilla: Awesome.
10:24
Jim Padilla: Kevin Harrington.
10:25
Jim Padilla: So I was like, honored.
10:25
Jim Padilla: I'm like, oh sure.
10:26
Jim Padilla: And so I thought, well I had to be perfect and I couldn't screw anything up and I didn't wanna ask them for any help because then that would mean I'm screwing up and we actually have a resource we created years ago called, the lessons and blessings of scaling, your first million dollars.
10:40
Jim Padilla: And it was everything we did wrong and that first year.
10:42
Jim Padilla: And we thought that if you hired us, we had to do everything perfectly.
10:46
Jim Padilla: And so if we came across a problem, I didn't want to come to you and go, well, how do you normally handle this with your clients?
10:52
Jim Padilla: 'cause I thought I was supposed to have the answer.
10:53
Jim Padilla: Right.
10:54
Jim Padilla: And then we were working with a very well known expert now, but at the time we killed a launch.
10:59
Jim Padilla: I mean, we killed it.
11:00
Jim Padilla: Not great, killed it bad like it died.
11:02
Jim Padilla: And the goal was a$700,000 launch and we ended up doing like 125,000.
11:06
Jim Padilla: By the time we really synced up with the client was like, at the end of the launch there was nothing we could do about adjusting.
11:12
Jim Padilla: And she was like, why didn't you come to me for help?
11:14
Jim Padilla: And I was like, it hit me in the face.
11:15
Jim Padilla: I didn't know I could like the biggest.
11:17
Jim Padilla: Light bulb in the world that went off because she would've preferred, she would've said, Hey, just, we asked me.
11:22
Jim Padilla: We could, I assumed you're handling it.
11:24
Jim Padilla: And so, I'm trying to ask you and you kept me at arm's length, right?
11:27
Jim Padilla: So you have to recognize that you're only stepping in To work with somebody, your client's results are not your responsibility.
11:34
Jim Padilla: Your client's guidance is your responsibility.
11:36
Jim Padilla: Your client's service is your responsibility.
11:39
Jim Padilla: The results is negotiated upfront and it's co-created in it's owned by both people.
11:44
Jim Padilla: Right.
11:44
Jim Padilla: You have to recognize that.
11:45
Jim Padilla: And that was something that I didn't recognize until later in the game.
11:48
Jim Padilla: And then we had another client who you know, similar.
11:51
Jim Padilla: We did the opposite.
11:52
Jim Padilla: We did everything she said.
11:53
Jim Padilla: She was very hands-on and very control, and she was doing things that I knew we shouldn't be doing.
11:58
Jim Padilla: But it was her company and it was her campaign.
12:01
Jim Padilla: And so we said, okay.
12:02
Jim Padilla: And then total opposite direction of the previous scenario.
12:05
Jim Padilla: Same result.
12:06
Jim Padilla: It's like you and that's where I learned a backbone in the business to say, look, you hired us.
12:11
Jim Padilla: You brought us in because of our expertise.
12:14
Jim Padilla: Now here's what my expertise is saying.
12:17
Jim Padilla: Let us handle this.
12:18
Jim Padilla: You handle that.
12:19
Jim Padilla: If we do it the way you are saying it, I can't guarantee this outcome that you've hired me for.
12:24
Jim Padilla: Right.
12:24
Tom Jackobs: For people that are listening to this show, a lot of them are solopreneurs, solo practitioners and coaches and consultants.
12:31
Tom Jackobs: I wanna just really double down on what you just said as well, that when you go into a relationship with a client, it is a relationship.
12:40
Tom Jackobs: It is a two-way street, right?
12:41
Tom Jackobs: And I love what you said.
12:43
Tom Jackobs: The client results are not your responsibility, but the client relationship is your responsibility.
12:49
Tom Jackobs: I'm paraphrasing what you said.
12:50
Tom Jackobs: On the flip side, you have this laying down the road where you should be playing and the guardrails are too much oversight and then not enough questions to make sure that you're doing what you need to be doing to service the client.
13:02
Tom Jackobs: And I think.
13:03
Tom Jackobs: Myself included, and lots of other practitioner have made that same mistake of either not asking or not telling the client what they need to hear.
13:11
Jim Padilla: Yeah, it's interesting'cause in that first scenario that was the first time I ever heard the word abdicate.
13:16
Jim Padilla: I may have heard it before, but never in any context that I could recall.
13:19
Jim Padilla: But what had we allowed her to do was abdicate her responsibility because we took it from her, essentially.
13:24
Jim Padilla: Right?
13:24
Jim Padilla: And so what I've learned from that is now we also look for clients who are trying to abdicate theirs.
13:31
Jim Padilla: So when they go, Hey, you're on, this is yours.
13:33
Jim Padilla: Go fix it.
13:34
Jim Padilla: You go, make it happen.
13:34
Jim Padilla: It's like, we're not the magic wand.
13:36
Jim Padilla: We're not the fairy godmother.
13:37
Jim Padilla: We're great at this.
13:38
Jim Padilla: I can walk into your company, any company once I know the core story and the moving parts.
13:44
Jim Padilla: We don't even need your input.
13:45
Jim Padilla: Once we know what you're trying to do, we can build your entire infrastructure framework, be able to make this thing go.
13:50
Jim Padilla: However, then it's my company and we're not doing that.
13:53
Jim Padilla: So when you want that, that's wonderful.
13:55
Jim Padilla: You're gonna be attached right here like that.
13:57
Jim Padilla: In this particular offer that we are working with that, it's called the copilot program called the copilot.
14:02
Jim Padilla: Because for a reason, because we sit in the seat next to you and we work together.
14:05
Tom Jackobs: You're the first officer, not the pilot.
14:07
Jim Padilla: And we are helping you run your company with wisdom and input from somebody who can think at your speed, who's been there before, who's helping to make these decisions, but we're not running it.
14:18
Jim Padilla: And then checking in with you later.
14:19
Tom Jackobs: Exactly.
14:20
Tom Jackobs: It's that would be awesome.
14:21
Tom Jackobs: It's Hey, here's my company.
14:23
Tom Jackobs: You do all the work, I'll take all the money.
14:25
Jim Padilla: I would say, yeah, if we can do that.
14:27
Jim Padilla: It'll cost you an awful lot more.
14:29
Jim Padilla: We'll pay you a commission.
14:30
Tom Jackobs: Have you ever run into a situation?
14:33
Tom Jackobs: I know the answer to this is probably yes, but I always like to ask this question, when you wanna service and with your heart and that's all going great and but Then there's this money issue.
14:43
Tom Jackobs: We need to make payroll.
14:44
Tom Jackobs: We need to make rent, or whatever happens.
14:46
Tom Jackobs: And now there's this decision.
14:48
Tom Jackobs: Do I still lead with my heart or am I gonna go get that quick buck so I can pay off or do what I need to do with my business?
14:55
Tom Jackobs: How do you approach tough decisions like that?
14:58
Jim Padilla: Well, I made a decision a long time ago, and I call it the Las Vegas mentality.
15:02
Jim Padilla: I've never won huge at Las Vegas because I've never bet huge.
15:06
Jim Padilla: We can be in Vegas for an entire week and we have been for basketball tournaments and different things for our kids and I'll have a budget.
15:13
Jim Padilla: Okay.
15:13
Jim Padilla: I'm gonna spend$500 gambling, what I would call, like lose$500 gambling this week.
15:17
Jim Padilla: I would usually wait till like the end of the week.
15:18
Jim Padilla: I would spend the most of the time just watching people and doing stuff.
15:22
Jim Padilla: And then I would get, okay, I'm gonna do it on this table.
15:24
Jim Padilla: And then I would bet, and if I lost the 500 it was gone.
15:26
Jim Padilla: If I won, I would take the first 500 and put it in my pocket, and then I would let the rest of it write.
15:32
Jim Padilla: So that way I didn't lose anything.
15:34
Jim Padilla: But what happened is like one time I got it up to like that 500 became like$5,600.
15:39
Jim Padilla: And I was losing my mind because I was like, this is 10 x of my bet you know and I said, I gotta take this off the table and go.
15:46
Jim Padilla: I said, let's, because most people leave it on the table and they let it ride.
15:50
Jim Padilla: That's a Las Vegas mentality.
15:51
Jim Padilla: They leave, you leave it on the table.
15:53
Jim Padilla: 'cause you wanna squeeze every drop you can out of it.
15:55
Jim Padilla: I don't wanna do that.
15:56
Jim Padilla: I wanna take some off the table so that my humanity can be in restored and in place.
16:01
Jim Padilla: It was fun, it was entertaining, and I made a few grand and I'm good.
16:05
Jim Padilla: I don't need to let it ride so I can lose it all.
16:07
Jim Padilla: And I think that's what happens in business.
16:09
Jim Padilla: We try to squeeze every ounce of every inch and every ounce of energy and dollars out of something to the detriment of the company'cause if you try to do that, you're going to lose.
16:20
Jim Padilla: Cause clients are gonna lose team.
16:23
Jim Padilla: You're gonna lose opportunity, I don't want to say say publicly, but we do have an unwritten policy around here that if somebody is typically if an employee needs to, argue or negotiate or fight for that extra a hundred dollars, it's always gonna mean way more to them than it's gonna mean to us.
16:39
Jim Padilla: So we're gonna give it to'em.
16:40
Jim Padilla: I don't need you to prove it to me.
16:42
Jim Padilla: If they say, Hey, I had this and I swear this deal came in and blah, blah, blah, and this was set, we could spend an hour or a day fighting over that a hundred dollars, or we can just give it to you.
16:51
Jim Padilla: Keep the humanity in this.
16:52
Jim Padilla: This person's fighting for this'cause they need it.
16:55
Jim Padilla: Not that I don't need it, but what it means is I'm never gonna hit the big, big, big, big, big, big deal because we're gonna pull it off the table and say, okay, let's keep the humanity in this.
17:04
Jim Padilla: We still win plenty big.
17:06
Jim Padilla: We just don't win the super, super duper big.
17:08
Tom Jackobs: Yeah.
17:09
Tom Jackobs: And when you shoot for the super, super big wins.
17:12
Tom Jackobs: You have to have a lot of losses along the way to learn and to get to that point.
17:17
Tom Jackobs: That totally makes sense.
17:18
Tom Jackobs: And what a great analogy as well.
17:21
Tom Jackobs: You should be the godfather of analogies, all the ones that you have.
17:26
Tom Jackobs: And taking the profit or.
17:27
Tom Jackobs: Keeping that humanity because again the dollar amounts, if you're negotiating with a potential prospect or an employee or what have you, the time and energy spent for that extra incremental, It's not always worth it.
17:40
Tom Jackobs: and.
17:40
Tom Jackobs: I think it sours the relationship sometimes when you get to some really intense negotiations and I think I think it's a advantage to go, Hey, I'm the bigger guy here.
17:49
Tom Jackobs: but I'll let you have that.
17:52
Tom Jackobs: You can have that.
17:53
Tom Jackobs: then it's oh my gosh, this is amazing.
17:55
Tom Jackobs: And everybody wins at that point.
17:57
Jim Padilla: Yeah.
17:57
Jim Padilla: And an important thing to remember too, just from a tactical perspective is, I do a lot of psychology studying.
18:04
Jim Padilla: I'm sure you do as well in the sales game.
18:07
Jim Padilla: And I study a lot, it's very common right now to study CIA and FBI tactics and, Navy seals, et cetera.
18:13
Jim Padilla: And one thing that I was reading in a study is that the two most important peaks of time that your customers or people remember of any experience is the peak of the experience and the last moment of the experience.
18:24
Jim Padilla: And if you don't handle it right, that a hundred dollars could be the last moment.
18:28
Jim Padilla: It Not only could it burn your bridge, it could cost, it will flavor and taint the relationship and how they remember it.
18:34
Jim Padilla: It could have been 3 years of wonderful, amazing awesomeness, but it ended because of a hundred dollars.
18:40
Jim Padilla: And that's all I remember.
18:41
Tom Jackobs: I've seen that, I've seen that before.
18:43
Tom Jackobs: I'm sure it's happened in my business as well at times.
18:46
Tom Jackobs: But yeah, that's absolutely right.
18:48
Tom Jackobs: People remember that very last experience in the peak experience.
18:51
Tom Jackobs: And hopefully they're both good.
18:52
Jim Padilla: Yes,
18:54
Tom Jackobs: because we've won five star reviews.
18:55
Tom Jackobs: So Jim, tell us a little bit about your business and how people can get ahold of you and learn more about the great work that you guys are doing.
19:02
Jim Padilla: Well, we focus on companies that are scaling to exit.
19:06
Jim Padilla: We build legendary enterprises for visionary leaders and for us, it's not that we can't support people or don't love people who are not seeking exponential growth.
19:17
Jim Padilla: It's just we're built for big.
19:19
Jim Padilla: We're built for speed, and we move fast and we challenge limits.
19:24
Jim Padilla: If you're just trying to take some baby steps and maybe just make a few more sales, that's wonderful.
19:29
Jim Padilla: We just don't have a lot for you.
19:31
Jim Padilla: I got a podcast.
19:32
Jim Padilla: I've got a YouTube channel with 5,500 videos on it, and there's plenty of world-class content in there, but if you know that you want the mountaintop and you just need help getting there, that's where we run.
19:41
Jim Padilla: And that's system structure, strategy.
19:43
Jim Padilla: Everything from how do you get yourself found to, how do you onboard team to, how do you recruit the right people to, how do you show up as the right leader for those people?
19:52
Jim Padilla: And then how do you run?
19:53
Jim Padilla: Fast and not hurt yourself.
19:54
Jim Padilla: We have again, our YouTube channel where you should always be checking out.
19:57
Jim Padilla: We have a few podcasts in there as well, including our new one coming up, the Entrepreneur to Enterprise Evolution, and which can be some world-class case studies, which I already have.
20:06
Jim Padilla: Kevin Harrington and Michael Burnoff and several other work.
20:09
Jim Padilla: Pretty high end leaders around that.
20:11
Jim Padilla: And most, a lot of people who've exited companies and built big, big enterprises.
20:15
Jim Padilla: But what I really wanna do is on the way to generating over a half a billion dollars worth of results, which is a term I hate saying'cause I don't like that in business we're identified by that number.
20:24
Jim Padilla: It's like a brand we wear.
20:25
Tom Jackobs: Yeah.
20:26
Jim Padilla: But it helps that people understand that we we're not guessing at this.
20:28
Jim Padilla: We've figured some things out.
20:30
Jim Padilla: And what I wanna do is, I've done this for the last year now, I'm gonna give you a resource I'll share with you in a second, but I also wanna just give you our number.
20:37
Jim Padilla: Write down this phone number, and it's my Google Voice line, it's my business text line transparency.
20:42
Jim Padilla: My team can access it and stuff largely because I'm the bottleneck.
20:44
Jim Padilla: If not just reach out and text us, and if you have any question about anything going on, growing your business.
20:49
Jim Padilla: We'll help you or steer you to the right person who can or send you a resource that will help.
20:53
Jim Padilla: I don't ever wanna lose the touch, the connection to the marketplace and to humans.
20:57
Jim Padilla: Plus I, selfishly, I wanna know everything that's going on in the marketplace, so I know I'm always on top of all the right strategies.
21:03
Jim Padilla: So if I know what you're doing, I can speak into it and I can keep it in my knowledge base.
21:07
Jim Padilla: So my cell phone number is(916) 587 1946.
21:12
Jim Padilla: Now, I promise you I will see it.
21:14
Jim Padilla: I don't promise you they'll be the first one to see it.
21:17
Jim Padilla: So if it's private to me, don't send it to me.
21:19
Jim Padilla: If it's private to me, you probably have my other cell phone number, but just know that I will see it and we'll respond, and we'll make sure that you get your question answered.
21:26
Tom Jackobs: Awesome.
21:26
Tom Jackobs: We'll, I copied that down, and we're gonna put that into the show notes, as well, so that people have that available to them.
21:32
Jim Padilla: Yeah.
21:33
Jim Padilla: Also I wanted to offer something to you guys as a resource.
21:36
Jim Padilla: We have everything we've created, every tool or resource we've created has been to help us or help our teams to perform for our clients.
21:42
Jim Padilla: And we have something that we call the 3 Step Sales Advantage and our twist on a two-step sales process, which is a lot of people set an appointment, close an appointment, right?
21:52
Jim Padilla: It's fairly common, but there is a missing piece in the middle and it's the third step.
21:57
Jim Padilla: And what most people don't do, I don't see it almost anywhere.
22:01
Jim Padilla: And it's the magic that we call controlling the journey.
22:03
Jim Padilla: So if you have an appointment.
22:05
Jim Padilla: And then you have a show up and that that show up could be a book deployment, it could be an event, it could be a number of things.
22:11
Jim Padilla: It's the next step could be the webinar.
22:12
Jim Padilla: If we don't control the journey in the middle, that means we're leaving it up to the customer to determine the journey in the middle.
22:18
Jim Padilla: And once you come into my world, you're not qualified to navigate that journey without me.
22:23
Jim Padilla: So I have to ensure that I lay down the breadcrumbs, the steps, and the things that must be necessary so that you can win at each step in the process.
22:32
Jim Padilla: In our world, and this 3 step sales advantage is a 30 minute training really love how it laid out.
22:37
Jim Padilla: And so we've cut out the fat on the beginning and at the end, so you got 30 minutes worth of training.
22:42
Jim Padilla: Fantastic resource.
22:43
Jim Padilla: And that'll be in the show notes for you and I would love to see how it works for you.
22:47
Tom Jackobs: Awesome.
22:48
Tom Jackobs: And that's that 3 step sales masterclass link you gave us as well.
22:52
Tom Jackobs: We'll put that all in there as well.
22:54
Jim Padilla: Fantastic.
22:54
Tom Jackobs: Jim, thank you so much for coming onto the show today and sharing your wisdom, sharing your stories quite fascinating, life and career that you've had as well.
23:03
Tom Jackobs: So thank you so much for sharing that with us.
23:05
Jim Padilla: Absolutely my pleasure.
23:06
Jim Padilla: Just love to see people doing great things and keep up all the work that you're doing because I get all your podcasts in my inbox and love seeing how active and busy you're staying helping a lot of people.
23:16
Tom Jackobs: Yeah.
23:16
Tom Jackobs: Awesome.
23:17
Tom Jackobs: And thank you listeners for watching the show today.
23:19
Tom Jackobs: We really do appreciate it and make sure you're checking out everything that Jim's doing and we're gonna provide all of that into the show notes.
23:25
Tom Jackobs: So make sure you Get down in there into the show notes, check that out.
23:28
Tom Jackobs: And while you're there, You might see a review button, and I would really appreciate if you would give the show a rating review.
23:35
Tom Jackobs: It really just helps spread the word about the show.
23:38
Tom Jackobs: And for those folks that are looking for advice on how to start and lead and have a really good Heart-Led business, this is a show for them.
23:46
Tom Jackobs: So send it on over to'em.
23:48
Tom Jackobs: And until next time, lead with your heart.
23:52
Speaker 2: You've been listening to The Heart-Led Business Show, hosted by Tom Jackobs.
23:57
Speaker 2: Join us next time for another inspiring journey into the heart of business.