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THE KEYS TO MAKE $250k A YEAR SELLING ANY PRODUCT · Earn Your Leisure

0:01
Speaker 1: This episode is brought to you by P and C Bank.
0:03
Speaker 1: A lot of people think podcasts about work are boring,
0:06
Speaker 1: and sure they definitely can be, but understanding of professionals
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Speaker 1: routine shows us how they achieve their success little by little,
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0:43
Speaker 2: Even in my book, I wrote this part called one
0:44
Speaker 2: hundred Dollars Off Days, where my goal is to build
0:46
Speaker 2: my business on my off days, just my off days,
0:49
Speaker 2: because I was working five days a week on my job,
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Speaker 2: two days a week on my dream. Every single day,
0:53
Speaker 2: my goal is to go out and sell four T shirts.
0:55
Speaker 2: I'm selling T shirts for twenty five dollars, so I'm
0:57
Speaker 2: trying to sell four T shirts. I'm trying to make
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Speaker 2: one hundred dollars on each off day so my boy's like, nah,
1:01
Speaker 2: you gotta grid man, you gotta work every single day.
1:04
Speaker 2: I know myself, I'm low key lazy. I work hard
1:06
Speaker 2: because I'm kind of lazy. I want to get to
1:07
Speaker 2: a point where I gotta do nothing. Work smart. Yeah yeah,
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Speaker 2: I mean that's what lazy people said. Okay, yeah. My
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Speaker 2: goal is I'm focused on whatever happens throughout the week
1:19
Speaker 2: is extra. But my goal is on my off days,
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Speaker 2: feel it will work. If I can put time into
1:25
Speaker 2: my job, I can put time to my business. So
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Speaker 2: I started hitting these these hundred dollars each off day.
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Speaker 2: So I called my boss, like, Yo, can you only
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Speaker 2: put me on four days a week instead of five?
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Speaker 2: Because I knew if I could make two hundred dollars
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Speaker 2: on two off days, if I had three off days,
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Speaker 2: I can make three hundred. And that joint started to hit.
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Speaker 2: So long story short, by the time I quit my job,
1:43
Speaker 2: I was like working a day a week. So I like,
1:46
Speaker 2: so I teach people to transition out of their job.
1:48
Speaker 2: Let's set these small goals and build from there.
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Speaker 3: So can you talk about that? Because that's important as
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Speaker 3: far as it's all about strategy in life. And it's
1:55
Speaker 3: like you never just want to jump out the window
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Speaker 3: in anything. So can you break that down a little
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Speaker 3: bit to tree transition out of your job? I liked
2:01
Speaker 3: that idea.
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Speaker 1: Was it, like I'm thinking myself, like, was there any
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Speaker 1: fear in that, like or how did that play on
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Speaker 1: your mind? Like I'm doing this, I'm out.
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Speaker 2: I don't know. It wasn't really. It wasn't really a
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Speaker 2: fear because it happened so gradually, you know what I mean.
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Speaker 2: It's like with this podcast, you drop one episode, then two,
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Speaker 2: then three, and it starts to build. So I'm trying
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Speaker 2: to make on my just two my goal is to
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Speaker 2: make two hundred dollars a week. If I can't sell
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Speaker 2: eight T shirts in seven days, you know what i mean. Like,
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Speaker 2: so it was it wasn't like a fear of, Oh
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Speaker 2: I got to go quit my job. That would be scary.
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Speaker 2: I'm just trying to make a couple more dollars to
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Speaker 2: like go to the club and hang out and put
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Speaker 2: something on a bottle. I still don't gonna buy it myself,
2:39
Speaker 2: but I want to be a person that could chip in.
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Speaker 2: So it wasn't really a fear, especially because since I
2:44
Speaker 2: was a kid, I've always been trying The hard part
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Speaker 2: was sticking when I'm only making two hundred dollars a week, like,
2:53
Speaker 2: or sticking when I'm not really making any money. Instead
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Speaker 2: of saying, yo, you know what, I think I'm gona
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Speaker 2: try real estate because T shirts don't work. It was
3:00
Speaker 2: just me. So the hard part was just staying in
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Speaker 2: my lane and you know, just stay in one course
3:05
Speaker 2: for a while.
3:07
Speaker 1: It goes back to your and I looked at you
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Speaker 1: your page The life cycle of a good idea. Yeah,
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Speaker 1: this sounds like the life everybody goes through it too,
3:15
Speaker 1: you know what I mean, Like, can you break down
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Speaker 1: that process? Because I'm sure there's a lot of people
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Speaker 1: that have ideas and they make it to the first
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Speaker 1: age of excitement, but they never make it to the
3:23
Speaker 1: last dage.
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Speaker 2: Oh never. So I came across this presentation. I was
3:27
Speaker 2: on tour with ET twenty seventeen, and I think like
3:31
Speaker 2: a few hours before I was supposed to turn in
3:34
Speaker 2: my presentation, I just I was like, yo, I got it.
3:37
Speaker 2: The life cycle of a good idea is excitement. Everybody
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Speaker 2: gets excited about the idea. But then you got to
3:42
Speaker 2: move to evolution, where you got to start evolving the idea,
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Speaker 2: which is not as exciting as when you got the
3:47
Speaker 2: ID and you get to tell everybody and you see
3:50
Speaker 2: the vision. Yo, this goal was taking me out of
3:51
Speaker 2: my job. So excitement, then evolution, then engagement. So after
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Speaker 2: you evolve it, you got to engage people. That gets
3:58
Speaker 2: scary because you got actually approach people and make a.
4:01
Speaker 1: Sale and try to buy in.
4:03
Speaker 2: You got to get people to buy in. But then
4:05
Speaker 2: with engagement comes resistance. You'll automatically have those people to say, yo,
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Speaker 2: I don't want to buy it, and then you have
4:11
Speaker 2: to make a decision. And the decision is either get
4:13
Speaker 2: excited about something else or move into expansion. But the
4:17
Speaker 2: trick is taking each stage with you. So if you're
4:20
Speaker 2: excited and you move to evolution, you got to be
4:23
Speaker 2: excited while you're evolving the idea. And some people move
4:26
Speaker 2: from evolution to engagement, but they stop evolving the content.
4:30
Speaker 2: So once you start to hit resistance, if you're still
4:33
Speaker 2: engaging people and evolving, you're asking people, Okay, why aren't
4:36
Speaker 2: you buying this? Because you're still evolving it. You're still
4:39
Speaker 2: trying to get better, meaning you're still engaging, you're assessitate,
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Speaker 2: you're assessinate, and then you make a decision to just
4:45
Speaker 2: don't get excited about something else, fight through it, take
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Speaker 2: all that data, get re excited about the same concept,
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Speaker 2: retool it, keep engaging, go through the resistance. And then
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Speaker 2: you expand.
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Speaker 1: You said something important and Shotty comes from a sales background,
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Speaker 1: and you come from a sales background. You said A
5:01
Speaker 1: sales starts when somebody says no.
5:03
Speaker 2: Oh for sure.
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Speaker 1: In my mind, I'm like, yeah, somebody says no, it's
5:06
Speaker 1: next to the next place. What's the importance of that, Like,
5:09
Speaker 1: what's the philosophy bond.
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Speaker 3: That I mean?
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Speaker 2: When you go into a shoe store, obviously somebody comes
5:13
Speaker 2: up to you and they're like, can I help you?
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Speaker 2: And you always say no, I'm good, Like we're trained
5:18
Speaker 2: to say no. The actual set the game starts when
5:21
Speaker 2: they say no first. So I was expecting, Yo, you
5:25
Speaker 2: want to buy a T shirt? And they say no.
5:27
Speaker 2: I'm like, all right, man, what I gotta go to
5:29
Speaker 2: the next person. But then I realized that one of
5:31
Speaker 2: my mentors said, YO, make them tell you no twice.
5:34
Speaker 2: So I'm like, YO, would you like to make buy
5:36
Speaker 2: this T shirt? And they say no, I'm good. I'm like, yo,
5:39
Speaker 2: are you sure? Look at this? Like look at that
5:41
Speaker 2: like this this this will be dope with your shoes.
5:44
Speaker 2: And for some reason I started converting, like people like, oh,
5:47
Speaker 2: all right, yeah, you're right, let me get it right
5:49
Speaker 2: so now you know, fast forward. I was able to
5:52
Speaker 2: leave the cheesecake factory and jump into the kios I
5:55
Speaker 2: make you tell me no till you walk away, because yo,
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Speaker 2: I've converted on the third third sale, I mean the
6:01
Speaker 2: third no, the fourth no. And sometimes people will buy
6:04
Speaker 2: because they tired of you ask it and they know
6:05
Speaker 2: you're not gonna let them go. Look I got all right, cool,
6:07
Speaker 2: just give give me that one here ticket, you know
6:10
Speaker 2: more than once?
6:11
Speaker 3: Yeah, Now the sales is we talk about that a
6:13
Speaker 3: few times on the podcast is something that most people
6:15
Speaker 3: are extremely afraid of because nobody likes to talk to strangers.
6:17
Speaker 3: Like we're conditioned as kids not to talk to strangers,
6:20
Speaker 3: Like that's the first thing they tell you, don't talk
6:21
Speaker 3: to strangers, and that carries over as an adult. And
6:24
Speaker 3: it's like to walk up to somebody, especially try to
6:26
Speaker 3: ask them to buy a product and to spend money
6:28
Speaker 3: with you. It's like it's terrifying for most people. But
6:30
Speaker 3: I always say, like, if you can actually sell, do sales.
6:33
Speaker 3: I recommend anybody that wants to be in business to
6:36
Speaker 3: do at least one year of sales selling something. I
6:39
Speaker 3: don't care whether it's life insurance, whether it's knives, whether
6:42
Speaker 3: it's cell phone cases. You gotta be able to sell
6:44
Speaker 3: something because if you could sell something a it takes
6:47
Speaker 3: a fear away and you'll realize that the worst thing
6:50
Speaker 3: in the world is not a no. Right. It's not
6:52
Speaker 3: like people say no, you're still living like you know
6:54
Speaker 3: what I mean. It's like you got to develop sticks
6:57
Speaker 3: then to be an entrepreneur.
6:58
Speaker 2: Yeah, I got to clients shuts out of my man
6:59
Speaker 2: saying came on our coaching call. I have a call
7:02
Speaker 2: in the mornings, and he said, man, how do I
7:04
Speaker 2: take my business to the next level? And my costume
7:06
Speaker 2: was like, Yo, how many people do you ask to
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Speaker 2: buy your service? He said, man, not that many. I said, YO,
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Speaker 2: give me a number, like, how many people do you
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Speaker 2: actually ask? He said, well, I do, not a whole lot. Bro,
7:19
Speaker 2: how many did you asked yesterday? He said none. I said,
7:22
Speaker 2: that's the problem. So this is what I want you
7:23
Speaker 2: to do. Because he's afraid to ask for the sale,
7:25
Speaker 2: I said, or he's afraid to attend. He's afraid to
7:30
Speaker 2: get into sales. But what I told him was, I
7:33
Speaker 2: just want you to ask three people a day. That's
7:36
Speaker 2: your goal. I don't care whether you buy or not,
7:37
Speaker 2: because the pressure is in their answer. But if you
7:42
Speaker 2: condition your mind and say, yo, my goal is not
7:44
Speaker 2: to make a sale. My goal is to just ask
7:46
Speaker 2: five people every day. So I can go to the
7:48
Speaker 2: store and say, yo, I don't want to bother you.
7:49
Speaker 2: My coach, make me do this. Would you like to
7:52
Speaker 2: buy his T shirt? Okay, that's one. Hey mom, I
7:55
Speaker 2: know I ain't talked to you a little while. I
7:57
Speaker 2: never I've asked. I never like try to sell you anything.
7:59
Speaker 2: But let me get my number out. And if you
8:02
Speaker 2: can start to get your number out three sales, five,
8:05
Speaker 2: just make five calls. Make your goal. Make your goal
8:08
Speaker 2: of the work, not the reward, because the reward is
8:10
Speaker 2: scary because if you don't get it, you're disappointed. But
8:13
Speaker 2: what you can't control is the work. That's the only
8:15
Speaker 2: thing control.
8:16
Speaker 1: So there it's like a fine line between persistence and annoyance,
8:20
Speaker 1: because I could imagine like yo, get this, get this,
8:22
Speaker 1: get this, and it's like all right, is there a
8:24
Speaker 1: fine line there.
8:25
Speaker 2: To make a sell. You gotta be kind of annoying
8:27
Speaker 2: a little bit, Okay, I mean at the end of
8:31
Speaker 2: the day, you got to ask curtain people. It's going
8:32
Speaker 2: to be somebody you want to get on the podcast.
8:34
Speaker 2: They say no, next time you're seeing them, you need
8:36
Speaker 2: to ask them again. It's only our inside. We feel
8:39
Speaker 2: like we're being annoying. But sometimes people just forget or
8:43
Speaker 2: And I learned this at the cheesecake factory. So dope
8:45
Speaker 2: people want to they want to eat cheesecake, but they
8:49
Speaker 2: want you to convince them. They want to do it.
8:52
Speaker 2: But the right thing to say is no because it's
8:54
Speaker 2: high in fact calories. But they really want me to ask.
8:57
Speaker 2: They really want me to convince. They feel good strong
9:00
Speaker 2: will because they're saying no because they're on the diet.
9:02
Speaker 1: You we got this new one.
9:04
Speaker 2: They'd be happy when I convince them no.
9:06
Speaker 3: It's the no thing is extremely important, and it's important
9:09
Speaker 3: for people to understand how to take things personal. And
9:12
Speaker 3: you know, I just living in New York. I was
9:14
Speaker 3: on the subway years ago and I just did like
9:17
Speaker 3: an observation. It's like people, this guy's handing out like
9:19
Speaker 3: free newspaper. They're free to any anybody. That's like coming
9:22
Speaker 3: through the turnstile and every single person was like no,
9:25
Speaker 3: I'm going to look. They was just and I'm thinking
9:28
Speaker 3: to myself, like it's free. It's a free newspaper. Why
9:33
Speaker 3: not take it? But it's like they're just conditioned that
9:35
Speaker 3: he's trying to sell me. He's not even trying to sell,
9:37
Speaker 3: it's giving it away and it's like no, it's like
9:41
Speaker 3: the same thing. It's like a pretty girl, like you
9:43
Speaker 3: might want to dance with a pretty girl before you
9:45
Speaker 3: even she's like no. It was like you didn't even
9:47
Speaker 3: look at me. But she's just used. She's conditioned to
9:52
Speaker 3: say no. So I say, I have to say like
9:54
Speaker 3: people in general are conditioned to say no, So peeling
9:57
Speaker 3: back that layer and saying like, well, why it's free,
10:00
Speaker 3: it's a free newspaper, and you don't won't take it.
10:02
Speaker 2: I mean like, let me get the Knowe out of
10:04
Speaker 2: the West.
10:04
Speaker 3: And you're not going to convince everybody, but some people
10:07
Speaker 3: once you just get that first layer, Like if you
10:09
Speaker 3: can get past that first layer, it's like a home
10:12
Speaker 3: run after that. Yeah.
10:13
Speaker 2: I think how you how you do anything, is how
10:16
Speaker 2: you do everything. So if if you're attempting to make
10:19
Speaker 2: a sale and they say no. If you're working on
10:22
Speaker 2: a product and you just can't figure it out, like
10:24
Speaker 2: these mics, you just couldn't figure out how to get
10:26
Speaker 2: it working, you'll probably stop at that too and just
10:29
Speaker 2: get another mic. Right, But once you develop a certain
10:33
Speaker 2: a certain level of persistence, once you develop that trade,
10:36
Speaker 2: that carries to everything, you know what I mean, Like,
10:38
Speaker 2: if you can be if you can be persistent in
10:40
Speaker 2: a in a sales transaction, you could be persistent in
10:44
Speaker 2: getting that person interested enough enough to date you or
10:47
Speaker 2: trying to close that deal. I believe how you do anything,
10:49
Speaker 2: it's how you do everything.
10:50
Speaker 1: So you sound like you're gonna be the w hoolet
10:52
Speaker 1: on Bachelor Man.
10:54
Speaker 3: So what are some steps? Like you said you coach
10:56
Speaker 3: people to become entrepreneurs in nine to five steps. I'm
11:00
Speaker 3: sure there's a lot of people that may listen to
11:02
Speaker 3: this podcast that have nine to five jobs and want
11:04
Speaker 3: to become entrepreneurs. Like, what are some practical steps that
11:06
Speaker 3: people can take?
11:07
Speaker 2: I think the first step is just set a goal,
11:09
Speaker 2: and I don't care what the goal is. Ideally, if
11:12
Speaker 2: you're new in entrepreneurship, you don't want to set a
11:15
Speaker 2: sales goal or a reward goal. You want to set
11:18
Speaker 2: a work goal. So your work goal might be starting
11:21
Speaker 2: out from six to seven, every single day, I'm going
11:24
Speaker 2: to work on this product or this project, whatever it
11:27
Speaker 2: is I'm doing from six to seven. If you got
11:29
Speaker 2: a podcast, from six to seven, I'm reaching out to
11:31
Speaker 2: people to be on my I don't care what they say.
11:34
Speaker 2: Their answer doesn't have anything to do with me, but
11:36
Speaker 2: for me to hit my goal from six to seven.
11:39
Speaker 2: Because that works on consistency, you get more comfortable reaching
11:42
Speaker 2: out and you're putting a whole bunch of people in
11:43
Speaker 2: your pipeline for this particular scenario against what podcasting. But
11:48
Speaker 2: the first step is to set a consistent goal that
11:52
Speaker 2: you can hit because you can't control if somebody buys
11:54
Speaker 2: or not, you know what I mean. So I think
11:56
Speaker 2: the first step is if you have a business, you
11:59
Speaker 2: set some work goals, and out of those work goals,
12:02
Speaker 2: if you get comfortable in that long enough, then you
12:04
Speaker 2: set some small reward goals and you just do that consistently.
12:08
Speaker 2: My goal is to sell one a day, whatever the
12:10
Speaker 2: product is, Let me just sell one a day, and
12:12
Speaker 2: you do that often enough, you'll get tired of that.
12:14
Speaker 3: Now, you know what I'm glad you said that, because
12:16
Speaker 3: that's something that I learned early on in business when
12:18
Speaker 3: I was first came into business, right, and I learned
12:21
Speaker 3: that you can't. People make the mistake all the time
12:24
Speaker 3: because they say, Okay, I want to make a hundred
12:25
Speaker 3: thousand dollars, and in order to do that, I need
12:28
Speaker 3: to make two thousand dollars a week, right, And it's like, Okay,
12:31
Speaker 3: I'm gonna make two thousand dollars a week. I'm not
12:33
Speaker 3: gonna work two weeks out the year. So if I
12:34
Speaker 3: make two thousand and fifty weeks, I make a hundred
12:36
Speaker 3: thousand dollars. But that's not really an attainable goal because
12:40
Speaker 3: it's like, what does it take to make two thousand
12:42
Speaker 3: dollars a week?
12:42
Speaker 1: Right?
12:42
Speaker 2: You don't know, I've never done it.
12:44
Speaker 3: So it's like, if you're selling a product, right, you
12:47
Speaker 3: might say, Okay, I need to sell ten of these
12:50
Speaker 3: whatever they are in order to make two thousand. But
12:54
Speaker 3: even saying all right, I'm gonna sell ten products, that's
12:56
Speaker 3: really not a good goal because how are you going
12:58
Speaker 3: to sell ten products? You got to dig deeper this, Okay.
13:00
Speaker 3: In order to sell ten products, I know I need
13:02
Speaker 3: to speak to one hundred people. So the goal is
13:06
Speaker 3: not to sell ten products. The goal is to speak
13:09
Speaker 3: to one hundred people. So now get down even deeper
13:12
Speaker 3: and it's like, Okay, well, how do I speak to
13:13
Speaker 3: one hundred people. I need to get twenty five referrals.
13:16
Speaker 3: I need to go to five networking events. I need
13:19
Speaker 3: to cold call one hundred people. That's the formula for
13:21
Speaker 3: me to speak. My goal is to if I speak
13:23
Speaker 3: to one hundred people, I'm going to sell ten products.
13:25
Speaker 3: I'm going to make two thousands. But a lot of
13:27
Speaker 3: times people do it backwards. They say I'm gonna make
13:29
Speaker 3: two thousand. They get frustrated because it's June and they
13:33
Speaker 3: haven't made any money, and it's like they just quit. Yeah.
13:36
Speaker 2: The question is like, how long did you think it
13:38
Speaker 2: was gonna take to be successful.
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