Jeremy Weisz 4:09
And we’re gonna break it down a bit and what you did, what were the methodologies you used and how you did it and I want to start a man just tell people a little bit about the Chet Holmes international what you do there?
Amanda Holmes 4:21
Absolutely. So for all businesses out there every single day 3074 businesses shut their doors. Now when they actually do grow 95% of businesses never make it above a million in annual sales of that point zero 8% get to 10 million of that point. 00 4% make it to 100 million and beyond. So the difference between those that maybe to a mil to five mil from 5 million to 10 million from 10 million to beyond is the skill sets and it’s really not about doing 4000 Different things which we would think because the shiny object syndrome is more intent than ever before. It’s about just mastering mastery is about doing 12 things for 1000 times. So that’s what we teach, we have 12 core competencies on how to double sales.
Jeremy Weisz 5:11
Love it. And you know, for people who haven’t checked out, they could check out the book, but a new edition is coming out. So I’d love to hear what has been added to the book. So if they could check it out.
Amanda Holmes 5:26
Yes. It took us three years to to do the new edition. I’ll tell you when I first asked what should we add in the book, My my, I wrote it on on social and asked what would you want and the new edition and they said, nothing. It’s perfect. Don’t touch it. No pressure guys. But over and I had many conversations actually with Troy as well, as I was writing and rewriting, I added a 13th Chapter, which is called how to live a rich and full life. And I had found at 4am, the night before I was about to give the manuscript to penguin. I found this email from my father that said that he generated more wealth in the last six months, and he had no previous eight years combined. And it was all because of this one thing that was in this letter, I couldn’t believe it. So after I found that letter took me a whole nother year to rewrite that 13th chapter on how to live a rich and full life, which I think actually is the culmination of this entire book. So it’s, it’s probably the most crucial of them all. I would say it’s the most crucial of them all. And but, you know, time will tell you’ll read it in August and let me know.
Jeremy Weisz 6:40
You don’t tell people for people who don’t know, Amanda, the backstory. I mean, you were kind of thrown into all of this.
Amanda Holmes 6:48
Yes. So my father started the company in 1991. And in 2011, he got diagnosed with cancer, which I have a healthcare client right now $56 billion health insurance fund, and they told me that one in every two men will be diagnosed with cancer today, and one in every three women in the United States. We’re at that point. So I, my experience is not just my own, right, so many of us have experienced either ourselves having cancer or someone we love. So he had cancer. We battled a year and a half trying to find any kind of alternative to keep him alive. But he did pass in August of 2012. And there was no succession plan. There was no plan for me to take over the business whatsoever. I was a singer songwriter. I had just studied meditation with my guru in Asia. And I came back to six weeks later, my father passed and a couple 100 staff looking around going oh my god, what what do I do? I’m not quite sure what to do here. So fast forward a decade later, here we are. That’s a lovely thing, but it was when I first heard it.
Jeremy Weisz 8:02
I’m so sorry to hear all that. And it’s it’s a tough situation on so many levels. How do you jump in with a couple 100 staff and they’re looking to you for for guidance? Yeah.
Amanda Holmes 8:22
I study under an Indian saint, her formal title sobre la cama her worldliness she she she 1008 Guruji one mg, it’s fairly long, I just call her Guruji. And she kept saying, it’s part of your destiny. You You can do this. It’s you should step in. Your father worked on this his entire lifetime. And he built something really magnificent. You should and I thought, that’s crazy. I actually voiced it several times. Absolutely. No, no, no, no, ever. So I hired different use. We had CEOs, CMOs, CTOs CMOS just to try and fill the void. That was my father. I mean, he wasn’t in the day to day, you know, managing the sales and whatnot, because he had so many levels of staff there. But it was as if, if a body without a heart had no longer had the heart to beat. The body doesn’t operate. So so that was really difficult. And then two years in, I finally stepped in as CEO and, and then that year, we doubled our coaching clients that year and the next year as well. And, you know, I’ve done other things that have grown and, yes,
Jeremy Weisz 9:29
Troy, how did you discover Chet Holmes International?
Troy Aberle 9:35
Chet Holmes when I was I had been following Tony Robbins actually, and I was going through some difficult stages of my life, where I started out into sales and business but I’d been already doing fairly well but didn’t really understand maybe the exact way of taking things really to the next level to become I really had an event a vision to become outstanding in my feel. And I really wanted to figure out what was the absolute best technique. And I trusted Tony so much. And I started watching Tony and Chet doing some work together. And they had done a program together. And I started listening to this chat guy, and I’m like, Oh my gosh, like, I just love everything. Everything that he talked about was so different than what traditional marketing was, what traditional sales was. But I’d also say what traditional mindset was. And so when I really started to listen to his confidence in the way that he approached people and the way he looked at, at situations, I just, I fell in love with with the concept. I then purchased a book from him, but I also believe there was some courses and whatnot that I’d started. And it just became part of everything and instantaneously. You know, it’s funny, because back when I had started out in sales, I had doubled everybody else’s sales record in the first year, but really had no reason to other than just following what was in there, in that curriculum or that material. And so, yeah, it just ever since I’ve really just adopted it as being the exact way that I operate in business today.
Jeremy Weisz 11:09
But talk about the dream 100 for a second, and for people who may not be familiar with that term, and how you use the dream 100 When you think of dream 100 Troy, what, what do you think of?
Troy Aberle 11:22
When I think of dream 100 I want to be specifically targeted emotionally, and, and mentally and physically to the client that I know, I can serve best, I want to understand what their problem is, how I can solve it, what is the best way that they need it resolved or solved? I want to know everything about them that makes them make decisions, what are the things that cause pleasure and pain in their life, and really be able to understand with complete clarity and focus so that I talk specifically to them with them, and get get in front of them in any way I can. That’s that’s non traditional. I think today with marketing. For a long time, people used to put fliers just in the magazine hoping somebody would reach out. I like understanding my clients. So in such detail, that I know them personally and professionally. And I can reach out to them and have a very in depth conversation very quickly. If I can’t get to them. I at least know everybody else that’s already working with them. And I’ll get in front of them. I will get to that client period.
Jeremy Weisz 12:22
Yeah. And we’ll walk through that scenario that is pretty recent, actually. And Amanda for you, I know you have a boot camp, you have a core story boot camp in a dream 100 Boot Camp, talk first about the dream 100 boot camp and how you think also dream 100? And what are some of the things that people will learn through that boot camp.
Amanda Holmes 12:42
So the dream 100 is the fastest least expensive way to double sales. So it’s the one strategy that has doubled the sales of more companies than any other. And it really boils down to there is a smaller number of better buyers than there are all buyers. That means a marketing and selling to them is cheaper than marketing selling to all buyers, right, we go out and we think I need to generate 4000 leads. And if I generate 4000, then maybe I’ll get 400 And then maybe 40 will actually buy from me and but I have to spend probably about 350,000 to generate the right it’s it’s crazy the amount of Van vanity metrics that we have going on and the excess when we could just target focus on 100. On five on one. We have clients that have had one new client and generate some $30 million into their business, Purple Line. They’re out of Australia, they sell tents that go on the back of an RV. They got one strategic partner, and it generated them 30 million a year. We had another so one of our consultants are our past consultants, he now has gone off on his own but Tom chef brilliant and Jean McNaughton, they had a client that was 60 million, they had 959 clients that generated 60 million, when they analyze those 900. And sorry, 969, they realized that only 13 of them produced 91% of their revenue, it wasn’t even an 8020 rule. It was 13 to 90. And so their suggestion was fire 950 of these clients and just go after one. The client thought that they were crazy. Why would we fire nine 100 of our clients, but they went after four clients, four prospects and generated one that generated $100 million that one client doubled their sales. So it’s really being smarter about every step that you take, and making sure that you have a solid strategy. So the biggest places where when people understand the concept of dream 100 They say of course you know light bulbs go off they go of course that makes sense. I would love to do that. But the mistakes that happen are number one, they don’t have a clear goal in sight. They’re not really quite sure What they’re trying to do, they just know I got to do a dream 100. So let me grab people. And when you don’t have a clear goal, then the list that you choose of who your dream 100 should be, are all over the place. And it’s not in alignment with your business goals, your life goals, and who you can truly serve. So that list, majority of businesses are not very good at checking their analytics, checking their data, knowing who is in their sphere, so that they can pick up the best clients possible that are already in that ecosystem, they’re just not seeing them because they’re not knocking on the door. Because the average prospect looks at five pieces of content before they raise their hand and say, hey, I want to talk to a salesperson. So and then the fourth biggest mistake that they make is fortune is in the follow up. So if 80% of sales are made on the fifth to 12th Touch, and yet 90% of salespeople don’t follow up after three touches. What’s the point of even starting, if you know, you’re not going to follow up for what it takes to generate that sale. So you really have to have that pigheaded discipline and determination. So as I analyzed all of our success stories, and the ones that didn’t work, and why they’re working, why they’re not, I put together a boot camp, to help with these strategies to assist to actually get the implementation of that dream 100 Because so much complication happens. And they just get lost in the weeds there, there isn’t enough time, there’s not enough budget, and there’s there isn’t a clear strategy in place. So that’s what we help with the sessions, you’re actually building the collateral in the session, so you make the time for the training, you’re making the time to make it happen. The budget, I’ll show you how you can get your dream 100 without spending a dime. And then a solid Stroud strategy is really where the bulk of the time happens is let’s focus on the strategy. And it’s a similar thing with the with the core story bootcamp where it’s interactive, practical, hands on, you know, you’re building so that you can generate sales immediately. I mean, surely finished it in 30 days, and within within six weeks, he generated $8 million. I mean, it’s so good. I
Jeremy Weisz 17:14
love it. Yeah, I mean, I would argue for any business, it’s the one of the most important things they could do. As a business. Yeah, this exercise is activity. And actually following through, as you mentioned, a couple of big mistakes, right? No clear goal. No follow up. Troy, what have you found from you using it? What were some of the mistakes? Maybe you made? Or you saw other people making? When first, you know, implementing the dream? 100? For sure,
Troy Aberle 17:43
great question. I think the the thing is, is reflecting back on what’s working and not working, and realizing that you might need to come up with a different type of communication or approach. Some people you know, they love to be sold to. But the real people that I think for for my type of clients were people who want to look at, at the education based system, because they want to know that other people are, are doing the same thing as what they’re going through what they are, they’re looking, for example, but they’re looking for real world results, not just reviews, but they want to be educated with things that are going to work directly for them and their company and their goals, both personally and professionally. And I think instead of a lot like Amanda had said, you know, a lot of people that I do training with today, if I asked most of their salespeople have you actually followed up even after the first or second? No, it’s alarming how many never do go back because they’re lost, they don’t really know what it is that they sell. And, and, you know, to Amanda’s point, you know, the core story bootcamp? Well, understanding what it is that you do sell what you do offer and how that you do can relate to that customers is paramount and, and then that way, you can target that person. So for me, real simple, don’t follow up. When you do get a win, don’t get referrals from anybody else. And don’t have any goals that are going to keep pushing you because that goal is going to be your why of why you keep relentlessly pigheaded determination, you know, go after a 10. And if you don’t do it, chances are that one out of 10 competition is the ones that are doing it already. And they’re the ones that keep winning at it. So you need to be able to pivot and be able to when I say pivot, I mean taking a look at making sure you truly understand the customer’s needs and do an education based investigation for yourself. Then take that education and give it to the marketplace so that they know why they’re buying from you. Yeah,
Jeremy Weisz 19:39
I can see that you mentioned that a couple of times, which is really truly understanding the client, right and selling to them, how they want to be sold to in educating them as opposed to how you feel that should be done.
Troy Aberle 19:56
For sure. It’s it’s not about presenting so much as it is, is, you know, I say taking them through a journey or a story, and showing them that, hey, you know what, here’s your company, I know this is what you want to sell. And here’s who you think your customers are. And a lot of times I’m helping my dream 100 sell to their dream. 100 is really what it is. But helping them find a little, you know, pieces of information that are going to make an impact on their bottom line. And like Amanda had said, it’s amazing how many people are just blanket marketing and hoping that they get 5000 clients, when in fact, you can really don’t have to do a ton of marketing, if you already know who you’re talking to go talk to them solve their problem, and it only takes a couple. I think a lot of people today talk about spending, you know, two $3 million a month in advertising. It sounds impressive. But I don’t think I can prove that it’s not necessary.
Jeremy Weisz 20:52
Yeah. Because a lot of people when we were talking about this before we hit record, Amanda, about people sometimes focused on vanity metrics. Person.
Amanda Holmes 21:02
That’s one of the biggest issues facing SMBs right now is so the three main priorities for SMBs this year are they want to improve their online sales? Because COVID pushed all of us online. But now do we really know what we’re doing to generate more sales online, the second is improving their marketing results, because they’re also, there’s so many marketing mediums there on average, there’s 15 marketing mediums, eight social media platforms than five paid advertising. I mean, it’s absurd the amount of places you have to be today as a business owner. And and within that marketing to improve it. The problem is that we’re focused on likes and comments and follows instead of dollar signs.
Troy Aberle 21:50
Yeah, totally love it, and building good relationships. You see, I have to have that end, because back to what you had originally said, was, you know, relationships are everything. And that’s the thing when you build solid relationships, even if they’re not if they turn out to not be actually fit your dream 100. But usually, you’re so close that those particular people actually help lead you into closer because they are already connected with that person you need to sell to.
Jeremy Weisz 22:17
I want to talk about, you know, your favorite story, Amanda, when you think of your dad and talking about business, what sticks out to you, because, you know, he worked to be like Charlie Munger and did stuff with Jay Abraham and Tony Robbins and Michael Gerber, like all the in, in large corporations. So what sticks out to you that you remember that he would talk about over and over again, you know, kind of like the the beginnings of, of the company going back,
Amanda Holmes 22:50
all the way, way beginning. So my father’s first business was quite a failure, and he didn’t talk about it. But he did share with me once once. And I think it’s important to acknowledge that it’s not always a win, right? It does take pigheaded discipline and determination. So he had, he was running a karate dojo in the middle of an area of New York where you had to know karate just get to the location. And him and my mother were they were so poor that they would have to drink their cereal with water instead of milk. And to go from that, to you know, 60 of the Fortune 500 It’s just blood sweat and tears. You know, it was his sheer pigheaded discipline and determination. We call it PhD pigheaded discipline and determination that that helped him create this worldwide empire. And I think it’s important for people to know because he really didn’t share that he came really came. He did it all from nothing.
Jeremy Weisz 23:56
You wanted the original title of the book? Could be oh, oh, you’ve
Amanda Holmes 24:01
done your research. Yeah, the pigheaded executive wins every time is what he wanted it to be. And the publisher said nobody will ever buy that book. It needs to be the Ultimate Sales Machine. And he thought, because he was quite a fighter, I mean, fourth degree black belt. He debated with them for quite a while. He’s like, this isn’t just a sales book. How could you call it a sales book, which I get now because there are brilliant it’s on the lists for top marketing books as well. Because when you really read it, you realize that there’s a ton of core story is a marketing strategy. As Steve Jobs said, marketing should be so good that it makes sales obsolete. And when we look at retailers and everybody going under who’s the one retail store where everyone there’s always a line out the door is Apple, right? They’re the number one company in the world. And what has he done he’s made marketing so compelling that sells has become obsolete.
Jeremy Weisz 25:00
that. Yeah, he was seeking to be a master of direct response marketing and testing to because he was very successful on radio, right?
Amanda Holmes 25:09
My father, oh, yes, he was running educational content over radio before content marketing was even a frickin thing. It was unreal, I listened back to those recordings, and I re recorded them in my voice, and saying the exact same thing as he did. And even today, it landed, it grew, we we reduced our cost per lead by 30%. On my Facebook ads, just by repeating what he had done. So timeless, just timeless. So tell people.
Jeremy Weisz 25:43
So what’s the what should they check out? You know, I love talking about breaking down an ad. I mean, that sells people stuff. But like, they end up listening to it and it resonates. They buy stuff? What did what was some of the components of that that you can share?
Amanda Holmes 26:02
So he, we teach a concept, which Troy really picked up and ran with so well, which is this education based marketing, or we call it core story. So how can you I probably don’t want to get into the whole buyers pyramid. But I’ll give you a piece of it. So market data is way more motivational than product data. So for instance, a client of ours was Mercedes, and instead of saying, hey, check out this Mercedes car, it’s beautiful. It’s sleek, it’s everything you want. We know from the buyers pyramid, which my father invented, only 3% of the people that hear that ad will be interested because it’s just talking about you 3% of the market is interested in you at any given time. So 3% of the people that you post on Facebook are interested in buying what you have to offer 3% of the cold calls that you make out of 103 will be interested. And all of the spamming of emails that happened today 3% will be interested. That’s why it keeps going because we know we’ll get 3%. But what my father did, which was brilliant is become the strategist. So how do you educate them? So you talk to the entire buyers pyramid and get 90% more attention? So for Mercedes, for example, we started with every I think it’s like every 15 seconds, someone dies in an auto accident. And auto accidents are the single biggest cause of death in the world. And did you know that the cost for an auto accident for the loved ones is X number a year, right? So whether they were interested in buying a car or not, I’ve got up, right. And what did I do? I didn’t use product data, I used market data. So core story is this blend of using market data because we know that people inherently believe in science, we’re trusting science as a society. So market data is that science, that logical brain, and then you couple it with the story, which we remember stories, we don’t remember what happened in our meeting two days ago, but we’ll remember the TV show that we watched that night. So it’s that blend of story and market data to get the logical brain, the emotional brain together to be just superior.
Jeremy Weisz 28:18
Yeah,
and, you know, there’s an example in The Ultimate Sales Machine, I suggest people check it out. And he he kind of runs through an example of talking to I think it was a room of like, CFOs, and how you can work through a message that this and he said this, it will only three people will be interested in it and keep broadening that, that message. So it actually hits home with the whole room, kind of like what you’re talking about. Um, so Troy talked to, you know, I want you to talk about through what you did. So you sold, you know, $12 million, this point $20 million in what would normally take a normal, regular human, you know, four years in that industry, in a very short period of time. Walk me through an example of someone says, No, I’m not interested at all, too. Here’s my checkbook.
Troy Aberle 29:16
Yeah, good question. So the way I did it, it wasn’t that I was even the one that was just the person so it’s not like I was a superstar salesperson, what I did is I pick specific salespeople that I that I mentor or coach today, taught them the process went with them to make sure that everything was done properly and then closed it. So it’s not let you know, I just wanna make sure I’m clear on that part because there’s some really cool people that I got to work with. So it’s not just if you’re listening it’s not just me it’s it’s actually the process of just adopting it but so what I did was I took a look at the first couple people I talked to the salespeople and found what they gave me the reasons why you can tell that they were typical excuses. But I also listened to the presentation of the way it was presented. did and it was simply Hey, do you want to buy this and you know, and here’s some of the key features behind the product. Back to Amanda’s point is there was no statistics at all, for the, for what was, you know, in the science that was proving proving why they should be looking at this. So we knew that for this particular client that, that there was certain things, they called it a punch in the gut statement that came off my core story sheet and really talked to them about five reasons their business was going to experience failure in 2022. And for for any business, it doesn’t matter who it is, but in this particular case, was an agriculture producer. And explained to them, you know, here’s the five top reasons that you’re going to lose money or lose revenue. And when we found them, and we said, hey, you know, what we, we know that you’re not interested in any type of equipment. But we need some help here with looking at what it was that we put together, we put together a really interesting research project, and we’d love to be able to show you this. And so could we have another 30 minutes of your time? And so we went there and explained to them exactly what was going on in their industry, what are some of the challenges that were real, giving them statistical data, looking at? Things that were gonna definitely harm them? If they didn’t take that, that approach seriously, when they looked at it and went through it, we were then able to offer them a solution, because now they’re, they’re so educated. Now they’re saying to us, so what is it that you guys offer, and to be able to solve that, and we suddenly talked about some of those things and went through that part, you know, being able to give them illustration, being able to give them data. And not one time, I guess, maybe one time we didn’t get a yes, within the meeting, the rest of them were all within the other two would have been within 24 hours. But people literally would look at each other then and say, We don’t need to wait till tomorrow to make this decision. If this is what we’re going to be faced with this year, we can’t afford to take that, that. That chance. And so you know, that the truth is, is most people emotionally are going to make a decision today whether or not to buy something based on you know, avoiding pain or gaining pleasure. And literally 95% of everything of of decisions today studied were based on avoiding pain. So when you can bring up those real things, educate the person, they thank you so much for that, and they become so emotionally involved. The cool part was, was then even after the fact now is taking that we’ve grown sales from the original sale of the same customer, because they start looking for other things that you might be able to solve problems for. And they start calling you a trusted advisor. So in that particular case, we had one client here yesterday, where we had sold them equipment, but then also sold them consulting services for agronomy and Plant Health and things like that. Now as an average, the agronomist in this particular company, they were selling about 160 acres to be able to start out as a test trial. In that particular case, we’d sold 14,000 acres with a full charge to the person who had already said no to the to the equipment, bought the equipment wanted even more products and services, and then we were able to upsell them. So the truth is, is one client was the same as technically, I guess, I don’t know, 3040 other clients that would have done that you would have done at a really tight margin, a place where you’d have almost, you know, for lack of better words, I’m just trying to think of the right wording, but uh, you know, you’d have done it at such a cheap margin just to try and get in the door. For us, we were able to actually sell at a higher than normal margin. So the equipment normally would, they would have sold at, say, two or 3% margin, we sold a 12%. Plus, also the agronomy services, then we’re at full list price, there was no deal whatsoever in terms of price, because we’d offered so much value. And that’s what most people today don’t understand. The reason why Amazon’s winning is because they’re simply selling. And that’s why that’s the lowest price. What I’m doing for my clients is I’m selling them on so much value that they just they accept the price as part of the package.
Jeremy Weisz 34:05
You know, I mean, I could totally see how this goes hand in hand. Right. The dream 100 bootcamp and then how do I lay this out? And what do I do, which goes into the core story? And what do you do for the punch in the gut? Right, right.
Amanda Holmes 34:21
Yeah, he’s a blend of both of them, which is so great. So who are you targeting? That gives the most leverage those bigger, better buyers? And then how do you get their attention with messaging that really, like he says, punches them in the gut? So yes, it’s a blend of the two. I am so happy. I’m so proud. It’s so wonderful.
Troy Aberle 34:41
No, I’m so happy. Thank you. But you see, I got to add one piece to this. So yes, it’s worked for a long time, but going through Amanda’s bootcamp, I think it was what second or third class something wasn’t triggering right to my brain and it’s like I was hearing something different and I needed to be replaced. calibrated. cool part is the man is a very, very patient woman. And she, she walks you through that. So if you’re listening today, and you think you know what I’m talking about still talk to Amanda because you need to. So when I got recalibrated with that, and then all of a sudden, boom, that light bulb went off and I started writing, I was just gonna turn off my camera just because I wanted to get going. But it really happened like that is it got to the point where I had to look at it from a different lens, right?
Amanda Holmes 35:24
This is, this is a funny thing, I still I have to tell my team to go back because there’s this moment in the bootcamp. I’m like, try, are you okay? You’re like, are you angry? No, no, I’m fine. I’m fine. So things happening, like I’m looking at everyone’s faces, right? I’m very observant. I’m watching. I want to make sure everybody’s getting the breakthrough. I’m very sensitive to people. So I see him having a tough time. So I asked him, and then he comes back within two days. And he’s like, Yeah, I close $700,000. I’m like, Are you serious? And then it’s just been going from there. It’s great. What can
Jeremy Weisz 36:02
you know, Amanda with that, like, you saw something, you know, with the training, when someone’s going through it, what tends to hold people back with that light bulb going on.
Amanda Holmes 36:15
I have also said this for the next boot camp, I said that this will challenge the status quo. So if you’re very comfortable with where you are, then this isn’t for you. And that’s totally fine. If you’re happy, that’s great. If you are thirsty for knowledge, if you’re hungry, if you know that you don’t know everything, and you’d like to learn new things. That’s, this is a place to thrive, right, because we’ll show you those things. And, and the resistance comes when, you know, when someone thinks that they know at all, which, you know, that’s that’s great, continue doing what you’re doing. But there are smarter, smarter ways. There’s always something to learn. We know such so little and the more we learn, the more we realize we don’t know, right? So that that should be our evolution. And yet, people get afraid of change as well. And that’s a crucial part of this whole community that I’ve that I’m excited and fostering is you see it right? You think, is this really going to work for me. And then you look over at Troy and he’s doing and you look over at Carrie, and she’s doing it, you’re looking at a Pablo, and he just recouped the whole thing in the first week. Okay, so this does work. And they’re live human beings, and they’re all doing it with you. Right? So, so you get this, this nice community? Because then is it gonna be lonely at the top?
Troy Aberle 37:32
Could I add to that to Jeremy for a second? You know, the thing that I would, as Amanda said, dead on, and I’d say, You know what, no matter where you are in business today, if before you come into anything, take a look in the mirror and figure out where am I at today, and what would be cool to achieve in the next year. And you know, and if you’re not sure what that is, and you’re not sure you need to know more, go around and ask 10 of your staff from all levels and find out what they want to achieve, and see where they want to grow. And if they could see a way of growing your company growing that sales target or production target or what have you, and figure out how to become the best of the best in your bracket and do a brainstorming session for an hour, then go apply the science that comes from from The Ultimate Sales Machine throughout whether it be through core story boot camp or dream 100. And really, watch how fast and exciting the morale in your company will change. Come in there with a personal goal. And match that up with a business goal and empower people to go after it.
Jeremy Weisz 38:36
I love that Troy because oftentimes I feel like people think they need to come up with the answer by themselves, but just actually collaborating with your team and just saying, how do you think we can grow when maybe this person is not in sales? Maybe they’re in accounting or something? They may have some ideas that they’ve never voiced. So I love that. And Amanda Russell Brunson. The story about Russell Brunson.
Amanda Holmes 39:03
Yeah, so, it’s been such a lovely, this is a great example of dream. 100 So, Russell before Clickfunnels studied my father’s material, he went to one of our trainings he learned from my father the dream 100 Then he started click funnels, then he implemented the dream 100 and grew 100 million in four years. He’s a great shining success story of What dream 100 is possible. What can be done with Dream 100 But him and I have this you know, we interact on social here and there you would say, Oh, I’ve done something to celebrate your father. Here you go. I’m like, Oh, that’s nice, you know, but him and I don’t have the the depth of a relationship. So I’ve been slowly cultivating that over the years and some things that I share in the boot camp, but recently Yeah, I tell this really, really funny story about him and Dave Woodward where I
Jeremy Weisz 40:00
found one word on the podcast.
Amanda Holmes 40:03
Oh, wonderful.
Troy Aberle 40:04
Yeah. So awesome, guys.
Amanda Holmes 40:06
So if you thought like, Okay, I wanted to when Dave Woodward as my client, I wanted him to buy core story. And when I first met him, it was kind of, you know, I don’t really want to talk to you know, he could smell the like commission breath, right? I just want I was so wanted them as a client. And I thought
Jeremy Weisz 40:27
that’s a new thing like I need your T shirt with that.
Amanda Holmes 40:33
Yeah. So So I followed up on social and I wouldn’t have been able to cold call this gentleman right because he has 400 staff and a lot of things to do. And I wouldn’t have been able to like interact with him on email, but on Instagram. I commented on every single thing he did for three months straight, he would talk about his wife, I’d say, Oh, how lovely is so nice to see your wife, he would talk about his children and go, Wow, how funny that they did that that was hysterical. You know, you should probably do this with a next time. But he climbed a mountain and he bought shoes. And I said, Be careful. I’ve climbed Kilimanjaro and when I bought new shoes, and I went and hiked it was the worst thing have totally ripped off my feet. Be careful, you know. So every day, I’m in his face in his place in his face for three months straight, I’m having a blast. I’m laughing hysterically because I am talking with him about everything in his life. He’s not really saying much. But I’m in constant dialogue, which is the power of what we have today, which my father never had no wonder, statistically, you’re seven times more likely to close a lead generated on social media, then to your website. No wonder because of instances like this, right? So he comes back to me after three months and says, hey, we’d love to buy 650 of our of your Ultimate Sales Machine books, we’d love to send them to our biggest best clients. Is that okay? Yes, of course, years later. So that’s bared its fruit so many times over, but years later, and Russell and I have been in dialogue and to speak to your methodology. I got him on to do an interview for my dream 100 course, which was lovely. And he it’s a wonderful interview. I’m so grateful that he said such nice things. And then I continue to follow up and we were in dialogue. And I’m just trying to add value every way. How can I serve? How can I help? I would love to help. He actually helped me with something which was so kind of him. I had a real problem. He helped me with that. So we had this good fodder going. And then he came to me in December and said, Amanda, are you still doing core stories? I’m like, Yes, of course. We do core stories. He’s like, Well, I’d like to buy a car story and like, okay, great. Well, if we could hop on and this is on Instagram DM I’m like, if we could hop on a 22 minute call, I’ll just break down for us like now, if that is a sales call, I don’t want it. I’m not interested. I’m already sold. So just send me the page. I don’t even know how much you’re charged. I don’t care, send me the page. I’ll purchase it and let’s do a core story. And I was so shocked because I’ve never I mean, I’ve never had, you know, an experience with that kind of investment where they don’t even want to discuss what the deliverables are. That is a true dream client, right where they don’t even have to ask you the price. You don’t even have to have a dialogue they just say you know, send me how much so I can wire you the cash. And he recently shared it on his podcast like two days ago. And he was laughing about he’s like yeah, Amanda wanted to go on a sales call with me and I just said why don’t you and I laughed so hard because at the time I thought that was such a funny thing to do. This is hysterical and then I realized he’s also kind of just playing me right because it was it he knew it would be a good story so he did it too. So it’s pretty funny
Jeremy Weisz 43:54
and that’s also where you talk to both of you talked about the biggest mistake is not following up and so it’s really you went you added value followed up and rinse or repeat added value and follow up and you are a trusted guest and trusted advisor because you’re just keep adding value adding value. And so I love that the the last thing I know we’re almost at time here but I want to ask about the partnership the the target 12 Amanda
Amanda Holmes 44:24
Oh, okay. I don’t know if we have time. We only have one minute I’m sorry. I have a pretty hard to stop here. I have to go somewhere I have to be
Jeremy Weisz 44:32
well, I have to save it for another time.
Amanda Holmes 44:34
Yes to be another time. Yes.
Jeremy Weisz 44:37
I want to thank everyone to for listening and I want to point them to Howtodoublesales.com check out ChetHolmes.com And check out the book, The Ultimate Sales Machine. So Troy Amanda, thank you so much.
Troy Aberle 44:55
Thank you very much.
Amanda Holmes 44:56
Thank you for hopping on to Troy. This was so wonderful.
Troy Aberle 45:00
Awesome love it.
