Latest / The Accounting Leads Now Podcast / The #1 Thing Accounting Firms Refuse to Do That Costs Them Clients | Drewbie Wilson

Transcript

The #1 Thing Accounting Firms Refuse to Do That Costs Them Clients | Drewbie Wilson · The Accounting Leads Now Podcast

• 0:00
  SPEAKER_00: Welcome back to another episode of the Accounting Leads Now podcast.
• 0:04
  SPEAKER_00: We have an incredible guest today joining us.
• 0:06
  SPEAKER_00: Imagine a world where cold calling isn't a relic of the past, but a cornerstone of future success.
• 0:12
  SPEAKER_00: In an era dominated by digital marketing, one disruptive thinker dares to challenge the norms, driving explosive growth with an unconventional strategy.
• 0:21
  SPEAKER_00: What if the secret to scalable, predictable lead generation was a method others abandoned years ago?
• 0:27
  SPEAKER_00: Our guest today is Crack the Code, leveraging this overlook tactic to unlock new levels of business prosperity.
• 0:33
  SPEAKER_00: Get ready for insights on reviving old school techniques for modern victories as we decipher key lessons from their journey that might just change how you see growth forever.
• 0:43
  SPEAKER_00: We are pleased to welcome to the show the one and only from Call the Damn Leads, Drewby Wilson.
• 0:50
  SPEAKER_00: Drewby, thanks for coming to the show, dude.
• 0:52
  SPEAKER_00: I'm pumped for this one.
• 0:53
  SPEAKER_01: James, I gotta say, that was one of the coolest like movie style intros I've ever gotten.
• 0:58
  SPEAKER_01: So I appreciate you for that.
• 1:00
  SPEAKER_01: Uh very excited to be here with you, brother.
• 1:02
  SPEAKER_00: Awesome.
• 1:02
  SPEAKER_00: Well, Drewby, let's let's dive right into it.
• 1:05
  SPEAKER_00: When people, when, when people think of call the damn leads, what do you want them to picture?
• 1:12
  SPEAKER_00: What what are you hoping they that vision looks like when someone goes, yeah, call the damn leads?
• 1:18
  SPEAKER_01: Honestly, what I really hope people see or feel when they they hear call the damn leads is their version of success.
• 1:25
  SPEAKER_01: And what I mean by that is in their head, they're hearing call the damn leads and what they're picturing is all of the things that they're able to achieve or you know have in their life because they did the work.
• 1:37
  SPEAKER_01: Because really that's what call the damn leads.
• 1:39
  SPEAKER_01: It's just a reminder to go do the work, right?
• 1:41
  SPEAKER_01: Go do the thing that you know will ultimately get you the result that you're looking for.
• 1:46
  SPEAKER_01: And I think what happens is a lot of people hear it and it cuts them in an emotional place because when they start hearing it, they're recognizing it's the one thing they're not doing consistently, and then they're questioning, like, man, could I have more if I was just willing to pick up the phone and make that call?
• 2:02
  SPEAKER_00: Yeah, I love it.
• 2:03
  SPEAKER_00: I mean, it's not email the prospect, follow up with them.
• 2:08
  SPEAKER_00: It's pick up the phone and call them.
• 2:10
  SPEAKER_00: It it's just it's so raw and bold.
• 2:13
  SPEAKER_00: I love it.
• 2:14
  SPEAKER_00: And and I love the brand and and how you have so many followers and and passionate customers and clients who are always posting and like reposting pictures of the apparel they have from you, the the keychains, just all of the stuff.
• 2:28
  SPEAKER_00: I really love the brand that you've been building.
• 2:30
  SPEAKER_00: So tell me a little bit more about like where did Call the Damn Leads come from.
• 2:34
  SPEAKER_00: I'm guessing it's pretty much like you said, just pick up the phone and call.
• 2:39
  SPEAKER_00: It is that old school method, but I want to hear from you, you know, where it came from and really what it what it means.
• 2:46
  SPEAKER_01: Yeah, absolutely.
• 2:47
  SPEAKER_01: And hey, I want to give a shout out to every single person who's ever purchased from us who has taken a picture and shared it on social media or tagged us in a post, you know.
• 2:56
  SPEAKER_01: Man, we've served more than 15,000 individuals since we started this thing in January of 2024.
• 3:03
  SPEAKER_01: And so I know we're still like we got a lot of room for growth.
• 3:07
  SPEAKER_01: Sales is one of those industries where there's someone new joining every single day.
• 3:12
  SPEAKER_01: And so I just want to tell you guys how much I appreciate those of you who have supported our movement, shared those messages, and really helped us get it out there.
• 3:20
  SPEAKER_01: And so, where did it all come from?
• 3:22
  SPEAKER_01: Man, I've been in sales my whole life.
• 3:24
  SPEAKER_01: I grew up in the streets selling anything and everything I could get my hands on.
• 3:28
  SPEAKER_01: Uh, as I got older, I met a very pretty girl, started dating, we got married, had a kid, realized like, hey man, this isn't the life that I can stay in forever.
• 3:37
  SPEAKER_01: And I ended up getting into the more legitimate side of sales.
• 3:40
  SPEAKER_01: And so I worked in a retail establishment for a couple of years.
• 3:44
  SPEAKER_01: That led me to, you know, another retail spot.
• 3:47
  SPEAKER_01: And then they're like, hey, you're good at sales.
• 3:50
  SPEAKER_01: I had a family member that's like, I'm gonna open up this insurance agency.
• 3:53
  SPEAKER_01: I want you to come on board and be my top sales guy.
• 3:56
  SPEAKER_01: And I'm early 20s, still on my parents' insurance plan.
• 3:59
  SPEAKER_01: Like, I don't know nothing about insurance at the time, but I'm like, yeah, all right, cool, man.
• 4:04
  SPEAKER_01: Because opportunities for a guy who was barely graduated, covered in tattoos, and you know, not necessarily the kindest individual at that time, right?
• 4:13
  SPEAKER_01: I had to develop a little bit.
• 4:15
  SPEAKER_01: Um, I was like, all right, cool, I'll take it.
• 4:17
  SPEAKER_01: So I get in there and and I start making calls, and I'm working in the insurance industry.
• 4:21
  SPEAKER_01: And if you've ever sold home and auto insurance, man, it's like this really weird, intangible product because everybody has to have it.
• 4:28
  SPEAKER_01: Nobody really likes paying for it, and it's only good if you use it.
• 4:33
  SPEAKER_01: And so it's like this really interesting sales uh process.
• 4:36
  SPEAKER_01: And and I basically got sat down at a computer with a voiceover polycom IP335 phone and said, smile and dial, baby, let's go.
• 4:45
  SPEAKER_01: And that's what I did for five and a half years was just smile, dial, and sell a shitload of insurance.
• 4:50
  SPEAKER_01: Now we got internet leads and we did cold calling and we we worked a number of different avenues, but to me, my most success was sitting down making calls.
• 5:00
  SPEAKER_01: I'm not very extroverted, I'm not like a social butterfly where I love going to events and talking to everybody.
• 5:05
  SPEAKER_01: Like I've learned to adapt to that over the years, but honestly, man, I like to show up, I like to sit around, I like to people watch, I like to hear what's going on because I'm always looking to listen and learn what's that one thing that I can take and use.
• 5:17
  SPEAKER_01: And so five and a half years as a producer, top guy in my market, making 40 grand a year.
• 5:24
  SPEAKER_01: I'm like, listen, I'm not trying to be ungrateful.
• 5:26
  SPEAKER_01: I'm I'm does not add enough.
• 5:28
  SPEAKER_01: Listen, you know, it's cool, but I got a wife, a kid, a house, you know, it didn't have a picket fence, but it did have a fence.
• 5:35
  SPEAKER_01: So like I had kind of all the things, but I'm still going, why am I not making more money?
• 5:39
  SPEAKER_01: I realized it was a sales thing.
• 5:42
  SPEAKER_01: It was numbers.
• 5:43
  SPEAKER_01: Like, if I wanted to make more sales, literally the only thing I could do was sell more.
• 5:47
  SPEAKER_01: And and that's what I had to do.
• 5:48
  SPEAKER_01: So I went and I learned internet lead marketing.
• 5:51
  SPEAKER_01: I was like, well, what are the guys that are more successful than me doing?
• 5:53
  SPEAKER_01: They're getting their own leads, they're running these ads, yada yada.
• 5:56
  SPEAKER_01: So I'm like, all right, well, let me learn that.
• 5:57
  SPEAKER_01: So I go online, Facebook groups in like 2017, 2018, and woo-foo forms.
• 6:03
  SPEAKER_01: I'm like, all right, cool, let's run some ads.
• 6:04
  SPEAKER_01: And I run some ads and I get 500 leads in a month.
• 6:08
  SPEAKER_01: Or it was like 250 leads at$500 in ad spend, right?
• 6:11
  SPEAKER_01: And I'm just like, this is crazy.
• 6:13
  SPEAKER_01: And I start calling.
• 6:13
  SPEAKER_00: Everyone should be doing that.
• 6:14
  SPEAKER_01: Yeah, yeah.
• 6:15
  SPEAKER_01: What are you guys?
• 6:15
  SPEAKER_01: Yeah.
• 6:16
  SPEAKER_01: So I start calling, I'm making sales, I double my production.
• 6:19
  SPEAKER_01: And all of a sudden, I got these guys calling me.
• 6:22
  SPEAKER_01: They're like, yo, you're the top guy in the market, and you just doubled your production.
• 6:27
  SPEAKER_01: What are you doing?
• 6:28
  SPEAKER_01: And is it legal?
• 6:29
  SPEAKER_01: Because you know, people always question it.
• 6:31
  SPEAKER_01: When you start having success, there's always like those few people that are like, I don't know.
• 6:34
  SPEAKER_01: So I'm telling them I'm learning these ads things and figuring all this stuff out.
• 6:38
  SPEAKER_01: And so they're like, Listen, I don't want to learn that, but I'll pay you to do it for me.
• 6:42
  SPEAKER_01: How much?
• 6:43
  SPEAKER_01: I'll give you 2,500 bucks.
• 6:44
  SPEAKER_01: And so I get a couple of these guys, they pay me$2,500.
• 6:47
  SPEAKER_01: I make$10,000 in a weekend.
• 6:48
  SPEAKER_01: James, I never made$10,000 in a month.
• 6:50
  SPEAKER_01: And I'm working 50, 60 hour weeks, like hammering.
• 6:53
  SPEAKER_01: You've made it.
• 6:54
  SPEAKER_01: I'm in the wrong business, baby.
• 6:57
  SPEAKER_01: Start a marketing company, get a handful of clients, and anybody that's ever had a marketing company knows you can be really, really, really good at your job.
• 7:05
  SPEAKER_01: They have to also be good at their job.
• 7:07
  SPEAKER_01: Can you say that one more time?
• 7:09
  SPEAKER_01: They they you could be really, really good at your job, but they still got to be good at their job.
• 7:13
  SPEAKER_01: Because here's what I found is I had clients we're generating 50, 100, hundreds of leads a month for, and they're calling back and being like, Oh, these leads are no good, or I want to refund and this, that, what have you.
• 7:24
  SPEAKER_01: And I'm going, I don't like, I don't understand.
• 7:26
  SPEAKER_01: Because literally the same method I use double my production like step by step.
• 7:31
  SPEAKER_01: This is the same thing.
• 7:32
  SPEAKER_01: And one client in particular, he reached out and he's like, Hey man, I need a refund.
• 7:36
  SPEAKER_01: This isn't working.
• 7:37
  SPEAKER_01: And I go look at his account because, like, listen, if it didn't work in your market, we would refund you because it doesn't always work everywhere.
• 7:43
  SPEAKER_01: So we were like, all right, well, let's look at it.
• 7:45
  SPEAKER_01: Now, dude had gotten a hundred leads in the last month for one property that he was trying to sell in Utah.
• 7:51
  SPEAKER_01: And I'm like, that don't seem right.
• 7:53
  SPEAKER_01: So I start calling.
• 7:53
  SPEAKER_01: I was like, Yeah, I'm interested.
• 7:54
  SPEAKER_01: How do I set an appointment?
• 7:55
  SPEAKER_01: Can I get a showing?
• 7:56
  SPEAKER_01: Like, what do I got to do?
• 7:57
  SPEAKER_01: And I'm just writing these names down.
• 7:58
  SPEAKER_01: I'm like, okay, got it.
• 7:59
  SPEAKER_01: And then one guy's like, listen, I work, uh, I'm gonna send you a contract.
• 8:03
  SPEAKER_01: We went by the place, we found it, like, we want it.
• 8:05
  SPEAKER_01: Like, here's the next steps.
• 8:07
  SPEAKER_01: Cool, yeah, let's do it.
• 8:08
  SPEAKER_01: And so I call the guy, and I'm like, dude, I don't know what you're doing, but here's all these people that were interested in looking at it.
• 8:15
  SPEAKER_01: Here's a guy that sent me this contract signed as is.
• 8:18
  SPEAKER_01: Now, it could have been an investor and it could have been like a super low ball offer.
• 8:21
  SPEAKER_01: I don't know because I'm not in real estate, but just I'm just like, hey man, here's a contract.
• 8:24
  SPEAKER_01: Like, I don't know what you're talking about.
• 8:26
  SPEAKER_01: And I'll never forget, like, dude, if you would just call the damn leads, you wouldn't have this problem.
• 8:30
  SPEAKER_01: You wouldn't be asking me for a refund on the money that I just paid my mortgage with.
• 8:35
  SPEAKER_01: Like, call the damn leads.
• 8:37
  SPEAKER_01: And it's kind of one of those moments where I think God like shone through my house down into my dark, deep basement, and I'm sitting there just like I'm gonna put that on a t-shirt someday.
• 8:46
  SPEAKER_01: And I hang up and I call my buddies that are in my like my marketing mastermind group, and I'm like, guys, I'm gonna put call the damn leads on a t-shirt and I'm gonna sell it to everybody in marketing.
• 8:55
  SPEAKER_01: And they're like, Yeah, that's friggin' great.
• 8:57
  SPEAKER_01: Like, you should do that, that's hilarious.
• 8:59
  SPEAKER_01: And it just so happens at the time I was learning about business IP trademarks, copyright, like all the things that businesses actually own that when you exit, they pay you a lot of money for.
• 9:12
  SPEAKER_01: And so I was like, Well, I wonder if I could trademark call the damn leads, that'd be hilarious.
• 9:16
  SPEAKER_01: And I reached out to an attorney, he's like, Yeah, turns out you can.
• 9:20
  SPEAKER_01: I I'm kind of surprised, but 100%, dude.
• 9:22
  SPEAKER_01: You want to do it?
• 9:23
  SPEAKER_01: Yeah, let's do it.
• 9:24
  SPEAKER_01: So I trademarked Call the Damn Leads.
• 9:27
  SPEAKER_01: And then it went on to the back person.
• 9:29
  SPEAKER_01: It's like this is a brilliant idea, and then something else came up.
• 9:33
  SPEAKER_01: I went and focused on that.
• 9:34
  SPEAKER_01: Call the damn leads went by the wayside and it sat dormant for about five years until the corporation I had been working with made some shifts, and I ended up, you know, separating from them.
• 9:45
  SPEAKER_01: It was like a multi-six-figure residual salary, and so I was like, Well, listen, I'm gonna go all in on call the damn leads.
• 9:50
  SPEAKER_01: I know it's my calling, I've been feeling it in my heart for five years now, and so that's kind of the story of where it came from and what it's turned into has just become this incredible movement of sales professionals and entrepreneurs who, when they hear it, they just know like at their core, if you're in sales and you see call the damn leads, it speaks to you, and that's what I love about the brand.
• 11:00
  SPEAKER_00: Yeah, that it was just so it's just so simple, but it carries so much weight, and there's so many things you brought up in there that I want to unpack.
• 11:08
  SPEAKER_00: The first one being that this is primarily a podcast for accounting professionals, similar to a degree with insurance.
• 11:16
  SPEAKER_00: I mean, everyone needs to file taxes at it at the very basic level.
• 11:20
  SPEAKER_00: Whether you want to or not, you need to do it.
• 11:23
  SPEAKER_00: If you you can do it yourself, or you could hire a professional to do it.
• 11:26
  SPEAKER_00: So I I when you were talking about you know selling insurance, everyone needs it.
• 11:30
  SPEAKER_00: It's kind of only when you something happens, you actually use it, no one really wants to buy it.
• 11:35
  SPEAKER_00: That resonated for me with the accounting business owners going out and hiring a bookkeeper, hiring an accountant, it's not the most exciting thing.
• 11:42
  SPEAKER_00: It's not like investing into AI or new technology or getting that sales rep to make more money.
• 11:48
  SPEAKER_00: It's like you need clean books.
• 11:50
  SPEAKER_00: How would what would you say to the accounting firm owner who feels like they're they're not maybe making that traction on sales calls with their prospects, but they know that business owner needs what they do because you've been in that position, you've been selling the thing you know people need, but it's not the sexiest thing on the market.
• 12:10
  SPEAKER_01: All right, I love this question, and we're gonna get a little bit nerdy and tactical with it.
• 12:14
  SPEAKER_01: So I hope you guys are ready.
• 12:15
  SPEAKER_01: First thing we have to do when we're working with a prospect is we have to understand what is more important to them time or money.
• 12:24
  SPEAKER_01: You figure out which one they care more about.
• 12:25
  SPEAKER_01: Do they care about their time or do they care about their money?
• 12:28
  SPEAKER_01: Because if they care about their time, then what you're doing in that conversation is helping them understand why hiring you is going to give them more of their most precious asset back their time, right?
• 12:40
  SPEAKER_01: Hey man, all you got to do is upload your docs.
• 12:43
  SPEAKER_01: We're gonna take care of everything, we're gonna call you when it's done, we're gonna review it together, and then we're gonna sign it.
• 12:48
  SPEAKER_01: And all you got to do is docusign everything.
• 12:50
  SPEAKER_01: You literally don't even have to come to the office if you don't want to.
• 12:52
  SPEAKER_01: Save the 30 minutes trip, you know, save yourself two Saturdays when you could be out with your family on the boat doing the thing that you love, and let us just take care of it for you, brother.
• 13:02
  SPEAKER_01: It's no big deal.
• 13:02
  SPEAKER_01: Maybe the time is not their most important.
• 13:05
  SPEAKER_01: Maybe they only care about the bottom dollar.
• 13:06
  SPEAKER_01: It's like, okay, cool.
• 13:08
  SPEAKER_01: If I can come in here and show you how to, on average, get a 10% better return legally, would it be worth a conversation to us to go through and just see what's possible?
• 13:17
  SPEAKER_01: Because if they care about money, then make it about the money.
• 13:20
  SPEAKER_01: If they care about time, then make it about the time.
• 13:22
  SPEAKER_01: It's one of the two things.
• 13:23
  SPEAKER_01: Now, the caveat to that is what is their relationship to those things and their perspective around it?
• 13:29
  SPEAKER_01: Because some people, you might be talking time and be like, Yeah, if you want to hang out with your family and do whatever, and they're like, I already spend all the time with my family, I need more time working on my business.
• 13:37
  SPEAKER_01: So you kind of got to get into the nuance a little bit, but to me, that would be my play if I was an accountant, right?
• 13:43
  SPEAKER_01: Or if I had to go, if James, you hired me to sit down and sell your stuff as an accounting guy, but like, well, here's how I'm going about it.
• 13:48
  SPEAKER_01: So figure out what's more important time or money, and then just lean in on helping them see why hiring you is going to give them more of that at a discount.
• 13:57
  SPEAKER_00: Yeah, I love that.
• 13:58
  SPEAKER_00: It it all comes down to questions, right?
• 14:00
  SPEAKER_00: The more questions you ask, your prospect will essentially tell you how they want to be sold to and what's most important that you're touching on.
• 14:08
  SPEAKER_00: What do you say to the business owner, clients you work with, the accounting firm owner, really whoever, because sales is universal.
• 14:15
  SPEAKER_00: It sales happens in your day-to-day life at home with your spouse.
• 14:19
  SPEAKER_00: It happens with your kids, with where wherever you're going.
• 14:22
  SPEAKER_00: You're always in sales conversations all the time, whether you think it or not.
• 14:27
  SPEAKER_00: What do you say to that sales rep, the business owner, who maybe doesn't want to ask that that deeper question to the prospect where they know if I do get the answer here, this will really uncover a lot, but I'm gonna play it safe.
• 14:40
  SPEAKER_00: And I don't know, that might ruffle their feathers, and I'm not gonna do it.
• 14:43
  SPEAKER_00: Because you and me both know you start asking deeper questions, they they're they're selling themselves on the solution you're bringing to the table because they've uncovered all of the paint.
• 14:52
  SPEAKER_00: But it's not always easy to ask those deep questions.
• 14:55
  SPEAKER_01: I and and accounting is one industry for sure where you guys just love to play it safe.
• 15:01
  SPEAKER_01: Like I don't mean to call you guys out, but you love to play it safe, right?
• 15:05
  SPEAKER_01: And and this is one of those things where to me, playing it safe is only going to get you so far.
• 15:10
  SPEAKER_01: And if you're happy where you are, who am I to tell you otherwise?
• 15:14
  SPEAKER_01: And yet, you wouldn't be listening to a podcast like this, you wouldn't be investing in personal development, you wouldn't be taking the time, which is your most valuable asset, to learn this stuff if you didn't want to progress.
• 15:26
  SPEAKER_01: And so I would challenge the listener to, if they're the kind of person who does struggle to ask those difficult questions, to really go inside and ask themselves what they're afraid of.
• 15:36
  SPEAKER_01: I think what they're afraid of is somebody giving them the answer that they're looking for and then not knowing how to respond to it.
• 15:42
  SPEAKER_01: And that's the part about being a sales professional that is as much being a therapist as it is being a sales professional, is our job requires going very, very deep on an emotional, spiritual level with these people so that we can get to the core of themselves.
• 16:02
  SPEAKER_01: Because people are their own biggest enemy.
• 16:04
  SPEAKER_01: It's always our own roadblocks, our own mental stuff that's keeping us stuck where we are.
• 16:09
  SPEAKER_01: And the ability to go past those blocks and get a little bit dirty and kind of get behind the emotional wall, that's what separates sales professionals and order takers.
• 16:21
  SPEAKER_01: An order taker can ask questions and can get what they need, but they never go more than surface level, which is why they always get surface level results.
• 16:28
  SPEAKER_01: Someone who's willing to go deep and get really intricate with it, they may not sell as much, but the lifetime value of their clients, the relationship, the trust that they build, it leads to more business through referrals, longevity of the client, less time having to spend working with them and answering questions in the future because you've established that level of connection very, very early on.
• 16:55
  SPEAKER_01: And so people will have that layer of trust in you to do the thing that you say you're gonna do.
• 17:00
  SPEAKER_01: Hopefully, that I'm I'm making sense in the way I'm breaking that down.
• 17:04
  SPEAKER_00: No, no, it makes total sense.
• 17:05
  SPEAKER_00: I mean, that what comes to mind as you're saying this is almost the analogy of dating.
• 17:10
  SPEAKER_00: If you're not asking deep questions to that individual that you have interest in or there's mutual interest back and forth, it's just gonna stay surface level.
• 17:18
  SPEAKER_00: You're never gonna get to the next level of that relationship.
• 17:22
  SPEAKER_00: So just trying to, I guess, whatever analogy works for you, but understanding you got to ask the deeper questions to progress that relationship.
• 17:29
  SPEAKER_01: Related to accounting, right?
• 17:30
  SPEAKER_01: Like, hey man, if I don't ask you about certain expenditures or I don't go deep about like what's the purpose behind this, I can't guide you or advise you on the most effective method to putting this together.
• 17:42
  SPEAKER_01: You know, if you don't ask them about like, okay, well, I see that this payment is going here, but what's it for?
• 17:47
  SPEAKER_01: And you miscalculate it, and that takes them from getting a$10,000 return to paying$10,000 in taxes, like who's at fault there?
• 17:56
  SPEAKER_01: Who's responsible for that?
• 17:58
  SPEAKER_01: Like ultimately, what and I'm gonna pick on the accounting industry a little bit, just because I I, you know, I'm gonna, because I can, is you know, it's your fiscal responsibility to take care of people.
• 18:10
  SPEAKER_01: And if you're not willing to ask those difficult questions to make sure that you're getting them what they need or where they should be, like that's an ethics thing, that's a moral thing.
• 18:19
  SPEAKER_01: Like, I, you know, you might want to have a conversation with yourself and God and and figure out why you don't want to do right by your customers, because that's the kind of difference between someone having the life that they want and being able to take their kids on vacation or or you know invest in that next level for their livelihood, and them going, shit, we're gonna be homeless because I don't have$10,000.
• 18:40
  SPEAKER_01: Because how many small business owners just have$10,000 sitting around at the end of the year?
• 18:43
  SPEAKER_01: How many people do you accountants talk to that have no plan on what they're gonna do come tax time?
• 18:48
  SPEAKER_01: Like this is your responsibility and duty to show up and serve these people.
• 18:53
  SPEAKER_01: And so go deep.
• 18:54
  SPEAKER_01: It's worth it.
• 18:55
  SPEAKER_00: Now, Drewby, before we hit record, we were talking about some some interesting stuff, not putting all of your eggs in one basket.
• 19:02
  SPEAKER_00: You were talking about how you were running some ads on Meta, Facebook, and Instagram.
• 19:07
  SPEAKER_00: Um, it was crushing for the longest time, and pretty much overnight it went belly up and just the importance of having multiple channels.
• 19:15
  SPEAKER_00: Obviously, you guys are doing well because you you haven't put all of your eggs in one basket.
• 19:20
  SPEAKER_00: But talk us through a little bit about what that has been like for your business and adapting and really like a real life example that you've experienced of this is why you don't put all of your eggs in one basket and you have multiple lead channels so that your business isn't dependent on Mark Zuckerberg.
• 19:36
  SPEAKER_01: Yeah, you know, man, um we've been very meta heavy for many years.
• 19:40
  SPEAKER_01: Like I've the back of my brains and business has been built off of Facebook, to be a hundred percent honest.
• 19:45
  SPEAKER_01: So I've I've always had that as my primary lead channel, but there have been multiple seasons where, you know, I made a comment one day and it was a little risque, but it wasn't like, you know, hate speech or nothing, and then all of a sudden I'm banned for 30 days.
• 20:00
  SPEAKER_01: I can't comment or reply to people.
• 20:02
  SPEAKER_01: Well, when your business is built off of organic social media and having conversations in the comments section, and you can't do that for 30 days, it makes it really difficult to grow your business and your brand.
• 20:13
  SPEAKER_01: And so, you know, right now we're recording this, it's end of March 2026, right?
• 20:18
  SPEAKER_01: Meta has made a lot of updates into their advertising platform.
• 20:22
  SPEAKER_01: They're rolling out all these new AI features and everything.
• 20:25
  SPEAKER_01: And unfortunately, myself and many, many other prominent advertisers that are spending thousands of dollars a day are all in the background conversing about like, man, this is a nightmare.
• 20:37
  SPEAKER_01: What are we gonna do here?
• 20:38
  SPEAKER_01: And all of us say, we got to pivot.
• 20:40
  SPEAKER_01: What other platforms can we leverage?
• 20:42
  SPEAKER_01: Do we go to YouTube?
• 20:43
  SPEAKER_01: Do we go to Google?
• 20:44
  SPEAKER_01: Do we start looking at Reddit or LinkedIn?
• 20:47
  SPEAKER_01: There's all these different channels that you can advertise on, but if you don't have the skill set to, that puts you in a position of either having to hire someone who does have that skill set or having to learn it yourself.
• 20:59
  SPEAKER_01: And for us, what I've learned with Call the Damn Leads is that you know, when you go all in on one platform, it can be really, really good and then also completely wipe you out overnight.
• 21:12
  SPEAKER_01: Same thing.
• 21:13
  SPEAKER_01: I see a lot of this in like real estate where there's one referral partner that's sending you 80, 90% of your deals, and then all of a sudden they find someone else that's more attractive or more interesting or has a cooler perks than you, and then your business is out the door.
• 21:48
  SPEAKER_01: So now your main source of business is gone.
• 21:51
  SPEAKER_01: What are you gonna do?
• 21:52
  SPEAKER_01: How are you gonna pivot?
• 21:53
  SPEAKER_01: Like, this is why having an omnichannel, multifaceted approach to building your brand is as important as having a good brand and business, right?
• 22:04
  SPEAKER_01: You have to do good business to survive, but you also have to learn to really get yourself out there because people don't know who you are.
• 22:10
  SPEAKER_01: And there's more noise now than there's ever been, especially with AI, especially with all the stuff that's going on in the politics and and what have you.
• 22:19
  SPEAKER_01: And again, you can be doom and gloom, or you can look at it and go, it is what it is.
• 22:23
  SPEAKER_01: Here's what we're gonna do to adapt and adjust in this season.
• 22:26
  SPEAKER_01: And it's always a season, right?
• 22:28
  SPEAKER_01: We'll look up in a few months and everything will be cranking again, and they'll have fixed whatever the leak is, and we'll we'll ride that high until another leak shows up, and then we'll go, all right, what are we gonna do next?
• 22:37
  SPEAKER_01: How are we gonna pivot?
• 22:38
  SPEAKER_01: And it's interesting because you can always watch it.
• 22:40
  SPEAKER_01: And it this is so cyclical, it happens in every part of the world, not just in business.
• 22:45
  SPEAKER_01: But you look like stocks went way, way up.
• 22:47
  SPEAKER_01: And they crashed.
• 22:47
  SPEAKER_01: And then crypto went way, way up, and then it crashed.
• 22:49
  SPEAKER_01: And then golden medals went way, way up and it crashed.
• 22:52
  SPEAKER_01: And then it'll go back to technology and then it'll crash.
• 22:54
  SPEAKER_01: And that you just learn to watch the cycles and the patterns.
• 22:56
  SPEAKER_01: And they appear in your business too.
• 22:59
  SPEAKER_01: But you have to be paying attention to that stuff.
• 23:01
  SPEAKER_01: You have to be measuring where are my leads coming from?
• 23:03
  SPEAKER_01: Who is my best referral source?
• 23:05
  SPEAKER_01: What's closing?
• 23:06
  SPEAKER_01: And and man, this is a whole nerdy conversation that we could spend hours on, but it goes back to if you're not paying attention to these things, you won't even know what your best lead source is or how to protect it.
• 23:16
  SPEAKER_00: So so much to impact there.
• 23:17
  SPEAKER_00: And like you said, Drewby, we could we could chat for hours about this.
• 23:21
  SPEAKER_00: This is stuff that gets me fired up.
• 23:22
  SPEAKER_00: But I do have two more questions for you to be respectful of your time.
• 23:26
  SPEAKER_00: One, what is the best piece of advice you've ever received?
• 23:30
  SPEAKER_00: And I'll throw a caveat in there.
• 23:31
  SPEAKER_00: This is typically the question we end the podcast with, but we're gonna do something a little bit different here with the rebrand uh from CFO Chronicles to accounting leads now.
• 23:39
  SPEAKER_00: So I want to have this as the second last question personal or business or both, what is the best piece of advice you've ever received?
• 23:46
  SPEAKER_00: And it might just be what's sitting on your hat.
• 23:48
  SPEAKER_01: The cliche answer would be called a damn leads.
• 23:51
  SPEAKER_01: The real answer is trust the process.
• 23:54
  SPEAKER_01: And I think it stems from the the meme or the phrase, you know, don't quit three feet from gold.
• 24:00
  SPEAKER_01: And I think that's what I see a lot of people do is they're they're grinding and grinding and grinding, and then they hit that point where it's like the last mile.
• 24:10
  SPEAKER_01: And instead of just finishing the race, they pull off to the side, they call an Uber, like you know, they just give up on it.
• 24:16
  SPEAKER_01: And so to me, it's it's not always fun, it's not always sexy, but if you just trust the process, almost always works out.
• 24:25
  SPEAKER_01: It may not be the way you expected it to, but I mean, I'm still here and I've gone through so many different crazy struggles in my life and different situations that I at the time could not even fathom where or how it was going to work out.
• 24:37
  SPEAKER_01: But man, God always comes through.
• 24:39
  SPEAKER_01: And that's one thing I can say for sure that was another piece of advice I got right around 2024.
• 24:47
  SPEAKER_01: So we had I'd exited the corporation I was with, started call the damn leads, basically, you know, sold our house in Texas, was moving into this fifth wheel RV to travel the country in.
• 24:59
  SPEAKER_01: And you know, they never say do all those things at once, like don't sell your house and start a new job at the same time, and don't like I did everything all at the same time because I just like to make shit hard, I guess.
• 25:09
  SPEAKER_01: And we were walking out of Walmart buying totes, and this little old black guy stopped us and he's like, Listen, I just want you guys to know you don't gotta worry about it because God's got it, and when God's got it, you ain't gotta worry.
• 25:20
  SPEAKER_01: And it was just so just out of the blue.
• 25:24
  SPEAKER_01: Like, this guy don't know us.
• 25:25
  SPEAKER_01: We'd never seen him before.
• 25:26
  SPEAKER_01: My wife and I are like half in tears having this conversation about all the changes that are going on, and then out of left field, he just goes, Hey man, if God's got it, you ain't gotta worry about it.
• 25:36
  SPEAKER_01: And so that to me, paired with trusting the process, is just like the one-two punch to know, man, whatever happens is gonna happen, and we're gonna figure it out.
• 25:46
  SPEAKER_00: Love that.
• 25:46
  SPEAKER_00: That's cool.
• 25:47
  SPEAKER_00: Okay, last last question for you.
• 25:50
  SPEAKER_00: What is the number one actionable item listeners on this podcast right now need to go and implement as soon as as soon as this episode is done?
• 26:00
  SPEAKER_00: What is what is that number one driver, biggest revenue generator?
• 26:04
  SPEAKER_00: What what is the actionable step you want them to take from the time they just invested listening to this episode?
• 26:10
  SPEAKER_00: I'm gonna give them two steps, as a matter of fact.
• 26:12
  SPEAKER_01: Number one, you need to know what your time is worth.
• 26:16
  SPEAKER_01: So take all the money that you made last year, main job, side hustle, maybe you're selling pictures of your toes on the internet, whatever.
• 26:23
  SPEAKER_01: Like I'm not judging, I'm just saying uh take all that money and add it together and get one big number and then divide that number by 2,000.
• 26:31
  SPEAKER_01: Because if you were average, and you're not because you're listening to this show right now, but if you were, you'd work 40 hours a week, 50 weeks a year, you'd get your two-week vacation, and you'd make uh you'd work about 2,000 hours in a year.
• 26:43
  SPEAKER_01: So if you made 100 grand last year, just use an easy round number, your time is worth$50 an hour.
• 26:50
  SPEAKER_01: Maybe good, maybe bad.
• 26:51
  SPEAKER_01: I don't know, it's hard to say.
• 26:52
  SPEAKER_01: I don't know your life.
• 26:53
  SPEAKER_01: What I do know though is that if I knocked on your door right now and handed you a check for that dollar amount that you just did in your head and said, I need you for the next hour, when by the way, you're gonna die in 24 hours.
• 27:06
  SPEAKER_01: Here's your check, come with me.
• 27:08
  SPEAKER_01: How are you likely going to respond?
• 27:10
  SPEAKER_01: You're gonna tell me to kick rocks because if you only have 24 hours left to live, you're gonna start realizing that your time is so much more valuable than that number you just came up with.
• 27:19
  SPEAKER_01: And so your choice is either to work more to make more money, because we all need the money because it's a tool and a resource that we recognize is important in life.
• 27:27
  SPEAKER_01: Hate to be it that way, but it is.
• 27:29
  SPEAKER_01: So you can either work more or you can spend time developing yourself to increase the value of your time in the marketplace.
• 27:38
  SPEAKER_01: And so to do that, this is part two of the tactical takeaway, is you need to do a time study on your life starting today, tomorrow, whenever, uh, but the sooner the better.
• 27:49
  SPEAKER_01: And you need to truly figure out where is your time going, what are you spending it on, who are you spending it with, and is it generating any actual return on investment?
• 27:58
  SPEAKER_01: And that doesn't have to be a monetary return on investment because guess what?
• 28:01
  SPEAKER_01: When you invest time in taking care of your body, working out, eating right, you're creating more energy and longevity for the other things in life that matter.
• 28:09
  SPEAKER_01: So figure out what your time is worth, figure out where you're spending it and if it's getting an ROI, and then get real intentional about living seriously with it going forward.
• 28:21
  SPEAKER_00: I love it.
• 28:21
  SPEAKER_00: Super actionable stuff.
• 28:23
  SPEAKER_00: Drewby, thank you so much for coming on, dude.
• 28:25
  SPEAKER_00: This has been incredible.
• 28:26
  SPEAKER_00: I knew it would be.
• 28:27
  SPEAKER_00: Everyone who's listening, where where so I keep saying last question, but where can people get in touch with you?
• 28:33
  SPEAKER_00: Where can people keep the conversation going with you and and learn about you know calling the damn leads?
• 28:38
  SPEAKER_01: Yeah, absolutely, brother.
• 28:39
  SPEAKER_01: So, James, thank you again for giving me a chance to be here.
• 28:41
  SPEAKER_01: It's been an honor to share with you and your listeners what I would ask them to do, share this episode on whichever social media platform they hang out on, right?
• 28:50
  SPEAKER_01: So take this link, share it on Facebook, Instagram, LinkedIn, Twitter, wherever you spend your time, and just give us a little word about what you got from it.
• 28:58
  SPEAKER_01: What was your big takeaway?
• 29:00
  SPEAKER_01: What's the thing that you enjoyed the most?
• 29:01
  SPEAKER_01: Maybe you absolutely hated what I had to say and you think I'm an idiot.
• 29:05
  SPEAKER_01: Say that too.
• 29:05
  SPEAKER_01: I don't care.
• 29:06
  SPEAKER_01: Like I just want to know.
• 29:07
  SPEAKER_01: Share this with somebody and give us your opinion on it.
• 29:09
  SPEAKER_01: Uh tag at Callthe Damn Leads.
• 29:12
  SPEAKER_01: We're on every platform.
• 29:13
  SPEAKER_01: We're very brand congruent.
• 29:14
  SPEAKER_01: You can't miss us.
• 29:15
  SPEAKER_01: And if you do want to support, you know, the movement, grab a hat, t-shirt, keychain, wristband, something.
• 29:21
  SPEAKER_01: That's all over at callthedamleads.com.
• 29:24
  SPEAKER_01: We've got plenty of free podcast content, tons and tons of great stuff.
• 29:28
  SPEAKER_01: James was a guest on our show recently, so that'll be fun to have you guys get to do the twofer here.
• 29:33
  SPEAKER_01: Um, but yeah, man, just share this episode, tag us, visit the store.
• 29:37
  SPEAKER_01: We're here.
• 29:38
  SPEAKER_01: I just I hope somebody that listened to this got some real value today.
• 29:41
  SPEAKER_00: Awesome.
• 29:41
  SPEAKER_00: I can't I can't do a better outro.
• 29:43
  SPEAKER_00: Everyone, call the damn leads.
• 29:44
  SPEAKER_00: Drewby Wilson.
• 29:45
  SPEAKER_00: Thank you so much.