Latest / Callum Walker | Figuring It Out / Episode #8: Discover The Secret To Consistent Income Without A Single Sales Call

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Episode #8: Discover The Secret To Consistent Income Without A Single Sales Call · Callum Walker | Figuring It Out

• 0:03
  Callum Walker: If fear is the only thing stopping us from achieving our dreams, and we only fear what we don't understand, then the antidote to fear is knowledge. All we have to do is find out who has the knowledge that we need to conquer our fears and achieve our entrepreneurial dreams. My name is Callum Walker, and welcome to the podcast that will help you figure it out and conquer this lonely entrepreneurial journey. Well, today, decided I'm gonna talk to you while cooking. I'm a nutritionist, smile, will do that.
• 0:34
  This isn't a cooking tutorial. It's just yeah. I feel like I've really got into the swing of, like, delivering my content a little bit more regularly. And I find that, like, cooking is quite cathartic oh, no. Don't chop it like that.
• 0:50
  It's quite cathartic for me. Like, in a similar sort of way I was talking about on the podcast the other day around driving. That, like, when I'm driving, I feel like I'm almost, like, in this little this little sort of, like, flow state where all of, like, your little ideas and your thoughts kinda come together. And this is almost like my little, you know, bit of me time where I can really just almost like necessarily switch off because I find that I can't fucking switch off this whole thing. But it's just the time where I can kinda like just reflect and and see what's going on.
• 1:27
  So those of you who are wondering what's on the menu today, my famous chicken chorizo jambalaya. I am going with a little bit of rice. Those of you who know me, you know that I'm I'm pretty low carb most of the time, but I've I've got a little bit of whole grain rice just because you can't have a jambalaya without the rice. So so yeah. So coming back to my point on what I really wanted to kinda talk about.
• 1:56
  It's almost like this internal pressure that we can put on ourselves. And it's funny because I was just listening to Russell Brunson's podcast, and it kinda like triggered me in a good way, but triggered me to almost like understand exactly what the secret to all this success actually is. So that, like, you know, for any of us to be able to get success, there's just one core attribute that we actually need in order to achieve it, which is and this isn't gonna be anything revolutionary or groundbreaking, but don't stop. Just don't stop. Keep going.
• 2:34
  And I've certainly been guilty of that. Not necessarily that I've quit, but it's like right now, for example, I'm, you know, I'm focusing on just really kind of building my landing pages and building my funnel for the next level coach course. Because at the moment, my business is very heavily reliant on me. From a delivery point of view, especially from a sales and marketing perspective, it requires my physical energy. It requires my physiological energy.
• 3:04
  I'm just gonna come over here because I need new another bulb. You know, to not only to deliver, but specifically to like sell, to market. Like, I've gotta do all the posting. I've gotta come up with the content. If someone wants to come on my course, the moment it has to be like a conversation where I physically have to kinda sell to them, which is great because I'm really developing my skills.
• 3:28
  I'm getting I feel like I'm getting better and better and really understanding my audience a lot more. But it's still like, you know, for me, I'm like, right. I'm six and a half years into this game. I'm still technically on sales calls. And for me, I'm like, right.
• 3:46
  Is that progress? And, yeah, it is progress, but I've just kind of put a higher price tag on what I'm selling. But it more being kind of centered around, is it sustainable? Sorry. She's put a little bit more water in my rice.
• 4:01
  Is it sustainable? And and in all honesty, I'm like, right. Can I see myself having to be solely solely selling in another seven years' time? I bloody I hope not. And it's quite interesting because I kinda came to, like, a little bit of a decision on what it was that I really wanted to pursue today.
• 4:26
  Because I was kinda like toying between, right, do I I go solely on pushing my elite program, which is around $6, a little bit of a higher ticket program, or do I go and push my next level coach course, which is $9.97? Not quite a thousand. And I find that like my problem was that I feel very alone in my thoughts with things, because I'm not in a mentorship at the moment. I'm kinda like waiting out. I'm just gonna put a little bit more celery in.
• 4:57
  I'm really waiting it out for September. I'm going to Orlando, I'm going to Russell Brunson's event, because I wanna go in his mentorship. But my point was that like, you know, today I got a little bit frustrated because I was like, oh, do I push my elite coach or do I push my next level coach? And it was I'm very, very fortunate because my partner is just amazing, I must say. She just knows me so well, and she almost like kind of allows me to really reach into my gut and speak from my heart of what I already kind of know from an answers perspective.
• 5:33
  And and it kind of being that like, you know, we were kind of discussing about what the primary thing to kind of push was. And I said, the thing is there's pros and cons with two different things. That like, if I wanted to make $24, that's four people on the elite. Yeah? Which is pretty cool.
• 5:53
  Okay? I only got to make four sales. Whereas, on the Next Level Coach course, that's 24 sales. Well, not quite because it's not a thousand pounds. But that's 24 sales.
• 6:02
  So the difference between signing up four people and 24 people is drastically different. But that's looking at it from the lens of that I would have to physically sign up 24 people. Whereas, and and this is what I was we were kinda talking about being that like, the question is that actually, is there going to be a different sales environment for both? Whereas, could I actually sell a thousand pound product without me actually selling it? Well, when it comes to a £6,000 product, a £6,000 course mentorship, it's very unlikely I'm gonna get a click and buy.
• 6:45
  Whereas, with a thousand pound course, that can happen. Now, how do I know that can happen? Because I bought a thousand pound course, clicked and bought. I bought two actually. I bought one which is all on Facebook ads, I bought a Tony Robbins ticket.
• 7:01
  And I didn't even actually like, I didn't even look at the landing page for the Tony Robbins ticket. So my point is that like Tony Robbins technically signed me up to his program, but I never spoke to Tony Robbins. I didn't speak to any of his team, didn't do anything. I actually just let all of the copy and the videos sell me. But actually it wasn't even the copy and the videos that sold me, was my relationship with Tony Robbins.
• 7:21
  Off the back of all of the free content that I've received. So then there's a lesson in this being that like, right, he's technically just made a thousand pounds while he's sleeping. So I can do that. So the other thing is when it comes to delivery. My Elite Coach, it's an amazing program, I love it.
• 7:42
  But there's a limit to the number of people that I can service. Whereas with the Next Level Coach, it's a course, a lot of it's prerecorded, it's all in group format. There is no limit to how many people I can service. So when I look at the the way in which I sell it, the way in which I deliver it, it's far more sustainable and it's far more appealing. So yeah, in the short term, it might not make me as much money, but in the long term it will.
• 8:12
  And where I kinda come from like, you know, what kinda sparked me to come on here and talk talk about this was that Russell kinda talking about stop stopping. I've gone down this avenue before of trying to create a product, and I've just stopped. And I don't think it's because I quit. I'm not a quitter. I think I just got distracted by the shiny object, whereas actually, if I just sunk my energy, all of my time, energy, and effort into answering the question, how can I sell a thousand pound product without me selling it?
• 8:48
  That's the question I need to ask. And you know what I've really found in life? That if you just keep asking the questions, the brain will yield you the answers. But then you need to actually, like, put the time in to allow it to crystallize and to come to fruition. But we don't do that.
• 9:08
  So it's almost like, you know, we can get really really caught up in knowing what to do. So I know what needs to happen in order for that to take place. You know, I've gotta like essentially model my landing page on those that are successful at the moment. So for those of you who aren't familiar with Russell's Dream 100 concept, effectively he really talks about what Tony Robbins kind of says from like a modeling perspective. Where he says, if you wanna go and do something, find someone who's done what you already wanna do and then basically like apply it to yourself.
• 9:42
  It's not copying, it's modeling. So I have a list of the 100 people who effectively are not necessarily doing what I'm doing, but they have my target audience. So they're either business coaches for personal trainers, marketing coaches for personal trainers, all these sorts of things. And long story short, when it comes to building my landing page, so I'm just getting my out of frying pan now. When it comes to building my landing pages for him, what I'm doing is modeling I might have to take this out of the dishwasher.
• 10:20
  You're coming on a journey with me here. I'm going through like my dream 100, looking at their landing pages, and then applying it to my situation. Because that's already proven and that that's what works. And yeah. So I'm I'm going through that.
• 10:38
  I can't remember where I was going with this now. I was so busy taking this out of the dishwasher. It was nice and clean. But my point is I know what I need to do. I just gotta model it.
• 10:48
  I've gotta put a video together. Then I've gotta get ads. Then I've gotta test it. Then I gotta see what works, what doesn't work. So I know what I need to do, but you know what I haven't done?
• 10:56
  I haven't put the time in to allow it to actually come to fruition. And when we look at like, you know, our ability to achieve any form of goal, I really, really do believe that, like, achieving your goal is like ordering food at a restaurant. That, you order the you order the food. So let's say I go to a restaurant and I go, I'm gonna have a pizza. Well, the pizza doesn't instantly actually turn up.
• 11:19
  Like, I've put my demand out there, but then that pizza actually has to be made. So the dough has to be made. Then I've got to put the sauce on. Then I've got to put the cheese on, then I gotta put the toppings on, then I gotta cook it. So there's time and there's manual labor involved for this thing to actually crystallize and come to fruition.
• 11:39
  But I've never really kind of followed through on one specific recipe. What I've done is I've gone like, right, Garcon, what I want is a pizza. And then the pizza doesn't automatically arrive because I then look at the menu and go, oh shit, there's some pasta I can have. I actually kind of fancy some pasta. It's not, oh, the pizza's taking too long.
• 11:58
  It's always been like for me, shiny object. It's like, oh, a tree. Oh, a plane. And I think that's my ADHD. But I think it's also just a bit of lack of discipline, a lack of like clear cut decision on going like, right, where are you going?
• 12:11
  Where are you going? And work on one fucking thing. Just work on one thing, Colin. Work on one thing. That's it.
• 12:17
  Answer one question. That's all you gotta do. Answer one question. I'm trying to answer all the questions. That's where I've been going wrong.
• 12:25
  And maybe that's where you're going wrong. Maybe you're trying to answer all of these questions. Maybe you're going, oh, Garcon, I would like a pizza, please. And then two minutes later, you then get distracted by, I'll have some pasta. So then the the waiter then goes, oh, chef, no pizza.
• 12:42
  I'll have the pasta. And he goes, okay, cool. I'll get the pasta. But then like a minute later, you then see on there that there's a chicken parmigiana. We're at an Italian restaurant, apparently.
• 12:52
  And then you go, Garcon, come back. No pasta, no pizza. I want chicken parmigiana. So it's constantly like nothing ever gets made. Whereas actually, make one fucking decision.
• 13:04
  Make one decision, go and get it made, and then enjoy it. Enjoy the pizza. So, yeah, my commitment is it's like this, this podcast. Yeah. It's not professional, but you know what it is?
• 13:23
  It's a it's a method by which I can just, like, put some time and actually just have a conversation because at the end of the day, if you think about when you listen to a podcast, you're actually just there for the information, how it makes you feel. So and also, I'm in the stage of just finding my voice, figuring out what works, figuring out what doesn't work, I'm okay with that. But I'm committed to making sure that I do this on a regular basis and I keep at it. I keep at it. I keep at it.
• 13:46
  Because I know eventually, if I keep at it, eventually it'll be fucking brilliant. So yeah. So I'm making my commitment on here that I'm focusing on one question. One question. How can I develop a product which is a click and buy?
• 14:06
  How can I sell a £1,000 product without me having to sell it? That's the question. So my question to you is, what is your question? What are you ordering from the restaurant? Order one thing and keep at it.
• 14:19
  Keep making that fucking food until it rocks up, and then enjoy your pizza. I'm gonna leave you now because it's time to get cooking. But I'm gonna leave you one thing as I always do. Never ever ever forget, if every single one of your clients gave you just one client, you have doubled your business. But the question is, are you giving your clients a good enough reason to recommend you so you can double your business?
• 14:48
  That's the question.