WEBVTT 1 00:00:00.000 --> 00:00:04.680 most of the time it's because they're just not doing what they're supposed to be 2 00:00:04.680 --> 00:00:08.160 doing. Welcome to the game where we talk about how to get more customers, how to 3 00:00:08.160 --> 00:00:11.040 make more per customer, and how to keep them longer, and the many failures and 4 00:00:11.040 --> 00:00:14.640 lessons we have learned along the way. I hope you enjoy and subscribe. What's 5 00:00:14.640 --> 00:00:18.240 going on everyone? Happy Tuesday. Hope you guys are having a rocking and rolling 6 00:00:18.240 --> 00:00:22.080 start to the week. I wanted to make this podcast. If you're not growing 7 00:00:22.080 --> 00:00:27.240 look for this because there are recurring issues that come up in business and 8 00:00:27.240 --> 00:00:32.840 we had one yesterday, if Jim won't, it was great. Just a fundamental mistake 9 00:00:32.840 --> 00:00:37.560 that was being made that hopefully you guys won't have to deal with. They're 10 00:00:37.560 --> 00:00:43.440 suffer from. It's very likely that you to some degree are or not. There's 11 00:00:43.440 --> 00:00:47.400 three main points that I think that we hit on in our community and then I 12 00:00:47.400 --> 00:00:51.120 probably need to hit on again, which is that many times the need be reminded 13 00:00:51.120 --> 00:00:55.800 more than we need to be taught. A lot of times when I look at deficiencies in 14 00:00:55.800 --> 00:01:00.560 the business, I find that the reason that there are deficiencies is not because 15 00:01:00.560 --> 00:01:04.480 something new needs to be done, which is what we as entrepreneurs innately want 16 00:01:04.480 --> 00:01:08.400 to do is like, oh, this isn't working. Let's try something new. When in fact the 17 00:01:08.400 --> 00:01:11.920 reality is that most of the time they are just not doing the thing that you 18 00:01:11.920 --> 00:01:16.400 already said they were supposed to do. What I have seen time and again over and 19 00:01:16.400 --> 00:01:19.840 over again at different levels of business is that the people who are the most 20 00:01:19.840 --> 00:01:24.440 advanced never don't do the basics. They always fog with their leads. They 21 00:01:24.440 --> 00:01:28.760 always call them the first five minutes. They always, you know, respond with an 22 00:01:28.760 --> 00:01:31.520 email. They always make sure that people are on board in the right sequence. They 23 00:01:31.520 --> 00:01:36.760 always, always, always never don't do the basics. And so it's the basics that 24 00:01:36.760 --> 00:01:40.160 scale, symbols with scales, advances with breaks, and that's why most business 25 00:01:40.160 --> 00:01:45.320 owners continue to make these complex things that never actually work and 26 00:01:45.320 --> 00:01:49.040 especially don't work at scale if they remove themselves from them. And so if 27 00:01:49.040 --> 00:01:51.840 there's pieces of your business that consistently break, it's usually because 28 00:01:51.840 --> 00:01:56.200 the process is too difficult. A, or B, it's just not even being done. And I 29 00:01:56.200 --> 00:01:58.920 think that there's this story that we tell ourselves as entrepreneurs. We 30 00:01:58.920 --> 00:02:01.920 think about, we just, you know, I heard about this guy and all he did was he 31 00:02:01.920 --> 00:02:06.000 changed this one thing and it three X to his business, right? He just changed 32 00:02:06.000 --> 00:02:08.280 the button color. He just changed the headline, right? And everything 33 00:02:08.280 --> 00:02:13.560 threads. But most of the times when you change things, nothing happens. Real 34 00:02:13.560 --> 00:02:17.800 talk, right? Most times when you're like, well, let's switch this word happy to 35 00:02:17.800 --> 00:02:21.320 glad, right? I call him happy to glad changes and that comes from the contracting 36 00:02:21.320 --> 00:02:23.960 world that I came from is they call him happy to glads, which is like people 37 00:02:23.960 --> 00:02:27.760 just change stuff for the sake of changing it. And it doesn't actually change 38 00:02:27.960 --> 00:02:30.880 anything at all. And so I think most of the times when we look at our business, 39 00:02:30.880 --> 00:02:34.640 we look at something that's not working, we see a happy and then say, you know 40 00:02:34.640 --> 00:02:38.480 what? It's not working. Let's do, let's switch to glad. But the reality is that 41 00:02:38.480 --> 00:02:41.440 they weren't even doing the happy process. They weren't even doing the thing 42 00:02:41.440 --> 00:02:45.400 that you told them to do to begin with. And so when you examine that, like, and 43 00:02:45.440 --> 00:02:50.160 it's mind blowing. So like very, here's a very real example. I just found out 44 00:02:50.160 --> 00:02:53.280 that there's like our team on the marketing sales side was not following up with 45 00:02:53.280 --> 00:02:57.240 the applications. It didn't schedule call. So people who filled out applications 46 00:02:57.520 --> 00:03:00.320 and just didn't schedule the time to call because they couldn't figure out, 47 00:03:00.640 --> 00:03:05.120 they weren't following up with that. And I'm like, how in what, like, imagine, 48 00:03:05.120 --> 00:03:08.880 right? You're trying to build this, this beautiful acquisition system, this 49 00:03:08.880 --> 00:03:13.720 beautiful business, right? And the basics aren't even being done. 50 00:03:16.680 --> 00:03:19.160 Hey, most of the nation quick break just to let you know that we've been starting 51 00:03:19.160 --> 00:03:22.560 to post on LinkedIn and want to connect with you. All right. So send me a 52 00:03:22.560 --> 00:03:25.280 connection request and note letting me know that you listen to the show. And I 53 00:03:25.280 --> 00:03:28.200 will accept it. There's anyone you think that we should be connected with, 54 00:03:28.200 --> 00:03:32.280 tag them in one of my or layless posts. And I will give you all the love in the 55 00:03:32.280 --> 00:03:33.800 world. All right. So let's get back to the show. 56 00:03:37.560 --> 00:03:42.760 The basics, right? And so I feel like over time, I've consistently tried to go 57 00:03:42.760 --> 00:03:46.320 back. And when I look at things that are not performing the way they should, 58 00:03:46.960 --> 00:03:50.800 I like, I don't even look for advanced stuff. I'm like, guys, like, are we 59 00:03:50.800 --> 00:03:54.840 writing headlines that have curiosity? Is it creative? We use resonate with the 60 00:03:54.840 --> 00:03:57.800 customers we're looking for? Is the offer we have something that someone would 61 00:03:57.800 --> 00:04:02.520 actually want? Like, like, the amount of effort that I go into, like, that I 62 00:04:02.520 --> 00:04:05.680 approach problems with now compared to what I did two years ago, three years 63 00:04:05.680 --> 00:04:09.800 ago is so much different. The lens that I look at is like, guys, what are the, 64 00:04:09.840 --> 00:04:14.200 what's the objective? What are the basic steps that need to be done? And I can't 65 00:04:14.200 --> 00:04:18.960 tell you, nine times out of 10, there are basics that are not being done. And so 66 00:04:19.720 --> 00:04:22.840 within your business, if you're looking at bottlenecks or looking at things 67 00:04:22.840 --> 00:04:26.960 that are consistently breaking, right? Most of the time, it's because they're 68 00:04:26.960 --> 00:04:31.080 just not doing what they're supposed to be doing, right? And so that means 69 00:04:31.080 --> 00:04:34.040 that we don't need to make something new. We don't need to make something fancy. 70 00:04:34.400 --> 00:04:38.480 We simply need to remind the team more than we need to teach, right? We don't 71 00:04:38.480 --> 00:04:41.320 need to come up with new things. We need to remind them yet again that they have 72 00:04:41.320 --> 00:04:45.800 to keep doing the things they got them there. And so I think, at least for me, 73 00:04:45.800 --> 00:04:49.000 that's something that I have to consistently remind myself of because as entrepreneurs, 74 00:04:49.000 --> 00:04:52.680 we always like to do new things. And what business recently requires is us to do 75 00:04:52.680 --> 00:04:57.200 the same things again at the same level. And that's what can be, and that is why 76 00:04:57.200 --> 00:05:01.240 being an entrepreneur can be taxing and challenging. But anyways, I hope, 77 00:05:01.440 --> 00:05:06.240 I hope that a little insight into the, the real mess ups that we do all the time, 78 00:05:06.240 --> 00:05:10.240 obviously they are working the applications now. If you did buy any 79 00:05:10.240 --> 00:05:15.000 chance apply, they will be reaching out to you. But just to say like, it happens 80 00:05:15.000 --> 00:05:19.960 at all levels. And I think that looking like if you're not growing, it's probably 81 00:05:19.960 --> 00:05:24.080 because something that you think is being done is not being done. And so just 82 00:05:24.080 --> 00:05:27.800 examining those pieces will usually unearth some bone for you. And you don't need 83 00:05:27.800 --> 00:05:31.560 to create anything sexier, complex or advanced. It's just making sure that they're 84 00:05:31.560 --> 00:05:35.240 executing what you think they actually are. All right. So anyways, lots 85 00:05:35.240 --> 00:05:39.000 of everyone. Hope you have an amazing Tuesday. It's always, we need to be reminded 86 00:05:39.000 --> 00:05:44.320 more than we need to be taught. Experts never don't do the basics. And that's 87 00:05:44.320 --> 00:05:45.880 it. Hope you have an amazing day. Can you guys 88 00:05:45.880 --> 00:05:48.600 soon? And see you on the flip side. Bye.