welcome

00:08

Chris Michel right yes that's it

00:12

is that michelle n****rlean* that would

00:15

be French yeah uh so yeah you could you

00:17

could tie it to n****rlean* but no uh my

00:19

family is actually from

00:20

mo***al partly from fr**ce uh uh okay

00:23

i'm going all the way you are you're

00:25

going i want your

00:26

place all over the place and i'm trying

00:27

i'm trying to stay in in

00:29

on this continent and you're going nuts

00:31

really just no i'm really from

00:32

i'm from i'm a mutt from the euro**an uh

00:35

area

00:36

yeah there you go and do you live you

00:37

live in georgia now oh yeah i'm here in

00:39

woodstock

00:40

okay and you're from uh you went to

00:43

illin**s played football right

00:44

correct so i'm originally from uh

00:46

illin**s i moved

00:48

i lived outside of chic*go um and then

00:50

went to the university of illin**s

00:51

moved to st lo*is lived there for about

00:53

12 13 years then moved down to atlanta

00:56

and i took a detour and went to mem**is

01:00

for about four years there you go

01:01

and then i came back that's where my

01:02

family's from is mem**is i've been to st

01:04

lo**s too you like atlanta better than

01:06

both of them

01:08

yes i will say that say st lo**s is a

01:11

nice little

01:12

big town um so you've got all the big

01:14

amenities you've got the the culture

01:15

you've got the sports you've got uh

01:17

all the things you can do baseball

01:19

that's it and hockey

01:21

and they used to have a football team

01:23

and they used to have a basketball team

01:25

but that was back in the 60s and 70s

01:27

yeah yeah spirit yes spirit but um

01:30

but yeah they before they lost the

01:33

basketball and football

01:34

i mean again they had a lot of there

01:36

were a lot of things to do there

01:38

there's again there's a lot of culture

01:40

and there's a lot of things that you can

01:40

do the museums and the

01:42

the theater and all that stuff right so

01:44

it's a great city to go and visit and

01:46

see all that stuff

01:47

but there's nothing like atlanta i mean

01:49

atlanta is just

01:50

it's it's a southeastern n*w y*rk right

01:53

yeah i mean it's a southeastern l*a it's

01:55

a

01:56

mosh pit for um just people from all

01:59

over the place

01:59

so it's a good business town yeah yeah i

02:02

like i like st

02:03

lo*is too i like mem**is uh you know i

02:05

don't think i would

02:06

live in mem**is and and i probably

02:08

wouldn't live in in st

02:09

lo*is but i like to visit him but i

02:11

could certainly see myself living in

02:13

chic*go for years

02:14

outside of chic*go because it's more of

02:15

a atlanta type

02:17

city um and i certainly have lived

02:20

outside n*w y*rk for it for

02:22

for a decent amount of time uh now it's

02:24

like decent amount

02:25

you know i was young it was like six

02:28

months and i was seven months that's a

02:29

long time

02:30

that's a that's a good amount of time to

02:31

spend in n*w y*rk and then it's time to

02:32

go yeah

02:33

of course but i could i could see myself

02:35

buying a condor a hotel up there or a

02:37

condo or

02:38

something up there to go four or five

02:40

times a year i love the city

02:42

yeah it's really nice so you made your

02:45

way from

02:46

from mem**is down to atlanta what year

02:48

was that so i moved to atlanta actually

02:51

right before 9 11

02:52

from st lo*is and then i moved to

02:55

mem**is in

02:56

08 came back in 2012. um

02:59

and did you have the same jobs at all

03:01

those places or where do you switch jobs

03:02

and when did you start uh

03:04

your consulting business i started my

03:06

consulting business three months ago oh

03:08

congratulations there you go so um

03:11

but i've been working on this ever since

03:13

i mean i've been in

03:15

so when i moved to atlanta shortly after

03:17

i got here about three years after i

03:19

moved here

03:20

i got into heating and air conditioning

03:21

and so i've been in heating and air for

03:23

the last 15 16 years before i started my

03:26

own business

03:26

and that really taught me

03:30

what i wanted to do it really showed me

03:32

that i love the consulting piece the

03:34

coaching the training

03:35

you know i love helping people do what

03:38

they want to do

03:39

further their business and and get so

03:40

much better in what they do

03:42

so that's where that came from so yes i

03:45

i moved to mem**is to run a heating and

03:47

air conditioning company moved back to

03:48

atlanta to run another heating and air

03:50

conditioning company

03:51

and um worked for a manufacturer for the

03:54

last couple of years and now

03:56

here i am doing it do you find yourself

03:59

because you were

04:00

in that industry those are a lot of your

04:02

clients to service based industries

04:04

initially yes that's that's kind of been

04:06

my focus because it's who i know

04:08

right and so i know a number of people

04:10

in that business that need

04:11

somebody like myself but i'm not

04:13

restricted to that

04:14

which is kind of cool because um i mean

04:17

i can help anybody who

04:18

has sales people sure who has a need for

04:21

a sales person

04:22

or even the solopreneurs i'm finding

04:24

that even the solopreneurs

04:26

these individuals that are running their

04:28

own businesses they know their business

04:30

they know about marketing they know

04:32

about uh programming they know about all

04:34

these other things they just don't know

04:36

sales very well and so they

04:37

they find themselves tripping over

04:39

themselves right and yeah

04:40

they get stuck on well now what do i do

04:43

right well they said no

04:44

i guess i walk away when you say no to a

04:47

sales person they're like okay

04:48

challenge accepted you know let's go a

04:50

little bit deeper let's

04:51

try a little bit harder right and and so

04:54

you have to position it because our

04:56

natural instinct is to say no to things

04:58

so 100 i mean i i think that uh you know

05:03

the way out we have a lot of we have a

05:04

lot of uh of service based businesses

05:07

kind of the bedrock of what i built this

05:08

business on

05:09

and when i was by myself and you know 09

05:12

10 11 before i took on a partner and we

05:14

kind of built this thing out but

05:16

they need sales help because they're not

05:18

sales people at all

05:20

you know you have businesses that have

05:21

sales people that work for their for

05:23

them

05:24

but a one truck heating air person is

05:27

not a salesperson

05:29

typically they're not yeah you know

05:31

there are some i have a friend that's a

05:33

heating

05:34

or a plumber that he's a sales dude

05:37

disguised as a plumber you know what i

05:39

mean yeah so uh

05:40

you know shout out kevin kevin long but

05:42

he's uh he he runs a uh

05:45

mr rooter in in tallahassee he's just

05:47

really good at sales

05:48

but a lot of times that that's not a

05:51

trend they don't that doesn't translate

05:53

you know so i feel like consultants

05:55

really can help

05:57

those service based businesses out a lot

06:00

especially in the

06:02

three to five truck below because hey

06:05

how do i

06:06

take my ticket and and make it go up a

06:07

little bit how do i sign contracts

06:09

you know right how do i how do i how do

06:11

i get these people where they're that

06:13

i have a base of business so they're not

06:14

just going to go when something else

06:15

goes wrong they're going to call another

06:17

person and come back out here and that's

06:18

important

06:19

yeah and and it's again it's getting

06:21

back to helping people right how do you

06:23

get from

06:24

the 100 000 to 200 to 300 to 1 million

06:28

right to the two and a half to now the

06:29

five right how do you make that

06:31

transition between those different

06:32

pieces

06:33

how do you know when to bring on a

06:34

salesperson how do you know when you

06:36

just keep using the technicians the

06:37

plumbers

06:38

to be your sales people right and and

06:40

when you do that it's

06:41

it's trying to understand those things

06:43

enough to say yeah now it's time that i

06:45

can

06:45

i can bring somebody on as a salesperson

06:47

and they can start doing this stuff

06:49

yep and it's it's a difficult transition

06:51

and again i've been around businesses

06:53

i've run

06:54

i've run businesses that were

06:57

17 people right you got a couple of

06:59

sales people you got a bunch of

07:00

technicians

07:01

installers right and then some office

07:03

folks so

07:04

it's it's trying to figure out what

07:07

makes sense and and

07:08

you know do i really want to have a 10

07:10

person company right

07:11

that's am i okay with two or three

07:13

people right well there's there's that

07:15

you know and this is this is the

07:16

question right this is always the

07:18

question is

07:19

i have 10 people i've got one really

07:21

good sales guy

07:22

i make this amount well then

07:25

the next five people you make less

07:27

amount probably

07:28

you know maybe maybe but maybe not but a

07:31

lot of times

07:31

you grow you have to step down a little

07:33

bit before you go up it's going to be a

07:35

small maybe a small step maybe a big

07:36

step

07:37

you got to invest that in and there's a

07:39

lot of people like

07:40

i just like where i am and that's okay

07:43

if you if that's where you want to be

07:44

well then you get into the headaches

07:46

right i mean more people means more

07:47

headaches and it's

07:48

unfortunately it's it's just dealing

07:50

with people right and how comfortable

07:52

are you dealing with people so

07:53

and again that's where and and you

07:55

understand this as a as a business owner

07:57

you get to help people

07:58

kind of get out of their own way right

08:00

so too often i see

08:01

owners of businesses small businesses

08:04

they're

08:04

trying to do everything and they're

08:06

trying to be their own i.t person

08:08

they're trying to be their own sales

08:09

person they're trying to be their own

08:11

accounting person right they're trying

08:12

to do all these different things it's a

08:13

train wreck waiting to happen yeah and

08:15

they're just burning themselves out

08:16

because

08:17

now they're like well wait a minute i

08:18

could i could hire so and so

08:20

and pay a little bit of money to do this

08:22

over here you know and

08:23

and manage my sales team or you know run

08:26

my sales or

08:27

run my marketing or do my it right

08:31

because i can't build a website in a day

08:33

or two

08:34

right i need somebody else to do it

08:35

otherwise i'm gonna be here for the next

08:37

three months building up my own website

08:38

which is crazy because it doesn't cost a

08:40

lot to do that anymore

08:42

anymore it doesn't you know it used to

08:44

but it doesn't you can you can get a

08:45

basic website for

08:47

you know you know i would say a really

08:48

good one for two grand yeah

08:50

you know which is it's just a cost of

08:51

doing business save up and buy it

08:53

and do not waste your time that's just

08:55

not what you make money off doing

08:56

exactly stated to what you're doing and

08:58

that's another thing is when do you take

09:00

you know when do you take the cells out

09:02

of the technician's hand like i said

09:03

when do i take the operations out of my

09:05

salespeople's hands because they they

09:07

still do a lot of their operations sure

09:09

and it's a it's it's a struggle to go

09:12

because that person is a way more

09:15

well-rounded salesperson because they've

09:17

done those things

09:20

and they've been there but once you get

09:21

to a place where like i just don't want

09:23

any of my sales people dealing with that

09:24

because i want them

09:24

i want my sales people to sell that's

09:26

old right you know that's that's that's

09:28

an old saying i want my sales people to

09:29

sell

09:30

but the sales person that knows how to

09:31

do that is a better sales person than

09:32

the other one

09:33

correct it can make them a better

09:35

rounded person and and more

09:36

understanding

09:37

when they do their sales and more

09:39

helpful to the backend

09:41

processes right because as we all know

09:44

problems don't start until they sell

09:45

something right

09:46

and that's that's it once you sell

09:49

something now we're in trouble right now

09:50

we've got to perform now we've got to

09:51

we've got to react to that right so the

09:54

salesperson's a little whiny

09:55

whiny person going put it in i sold it

09:57

put it in i sold it and the operations

09:59

people were going

09:59

no we don't want the deal you couldn't

10:01

put it

10:02

we can't in right you sold you sold

10:05

something impossible

10:06

yeah but yeah that's it you're you're

10:09

you're hitting the nail on the head

10:11

you've got to let your sales people sell

10:13

you've got to let your service people

10:14

service you've got to let your

10:15

operations people operate yeah of course

10:18

i mean you've got to let the people

10:20

and again as a small business that's

10:22

hard because you

10:23

you have to do a lot of things you have

10:24

to wear a lot of hats

10:26

but you don't have to that's the beauty

10:28

of of what

10:29

people like myself are doing now is

10:31

we're affording you the opportunity

10:33

to focus on what you do best when i come

10:36

in and i say hey i can help you with

10:37

your sales

10:38

i can set up the metrics i can set up

10:40

the kpis the key performance indicators

10:42

right i can set up the processes

10:44

the sales tools that help you automate

10:45

it exactly and so it just makes it

10:47

easier for you to run your business so

10:48

that when you do get ready to bring

10:50

somebody on

10:51

now it's an easy on-boarding process

10:53

you're not taking six months to show

10:54

them the ropes

10:56

i think my my biggest problem as a young

10:59

entrepreneur and when i started hiring

11:01

people

11:02

was doing a really good interview with

11:06

somebody and going i'd rather have you

11:08

right here

11:09

and because i'm a pretty good

11:11

salesperson

11:12

i could talk them into doing that

11:14

something they didn't want to do

11:15

and it just never worked out so when it

11:18

very rarely worked i will say that the

11:21

batting average was not hall of fame

11:22

[Laughter]

11:24

it was bad it'd be like me telling uh

11:26

tristan our our producer like

11:28

hey we want you to make you know cold

11:30

calls you know two or three hours a week

11:32

and i'm like i don't i don't want to do

11:33

that

11:34

yeah because that's not what he does but

11:36

i think that that was probably one of

11:37

our

11:38

in hiring and that was one of and hiring

11:40

is one of the

11:41

every business has to deal with that at

11:43

some point yeah you know they have to

11:44

they have to hire at least one person or

11:47

you know they have to do something most

11:48

businesses anyways and

11:50

that was my biggest failure as a young

11:52

entrepreneur was

11:53

trying to talk somebody into doing

11:55

something that they weren't

11:56

good at right but i needed that in my

11:59

business and

12:00

and what i should have done it goes well

12:01

we don't have that available and

12:02

interviewed somebody else

12:04

right well and uh give a shout out here

12:08

to jim collins in in good to great right

12:10

he wrote a book called good great

12:11

one of the things i got out of that was

12:13

you've got to have the right person

12:15

on the right seat on the bus yep number

12:18

one you gotta figure out they don't even

12:19

belong on the bus right do they fit your

12:21

culture

12:22

and and who you are and what you're

12:23

trying to do number two are they in the

12:25

right seat right

12:26

because no offense if you take jordan

12:28

and you stick her in an admin role

12:30

she's not built for admin she's built

12:31

for sales right

12:33

she's got to be out selling and giving

12:35

her operational things to do

12:36

doesn't help she doesn't she's not

12:38

liking the paperwork that she's filling

12:40

out or doing the back end stuff and

12:41

trying to get all these other things set

12:43

up

12:43

she wants to be out there selling right

12:45

she wants to be out there doing the

12:46

thing that she does best

12:47

that's where she belongs that's the seat

12:49

that she belongs in is the sales seat

12:51

not the admin

12:52

sheet yeah so yep and and i you know i

12:54

can i can tell people just all the

12:56

mistakes that i made because

12:58

man if you don't make a lot of mistakes

12:59

man you're not doing it right i don't

13:01

think

13:01

i mean you want to lessen a little bit

13:04

but

13:05

small failures lead to success

13:07

absolutely so you got to learn

13:09

you got to learn that you got to learn

13:11

the ropes but uh and you know

13:12

just don't quit well that's what they

13:15

tell you right the the way to find out

13:17

if somebody's successful is not the

13:18

amount of times they've

13:19

fallen down but the time the number of

13:21

times they've gotten back up

13:22

right if you fall down seven you get up

13:24

eight so right

13:26

it's just one of those things that you

13:27

just you've got to keep getting up

13:29

from all the mistakes that you make and

13:31

the only way we learn things is if we

13:32

make mistakes

13:33

we don't typically learn by winning no

13:36

no not at all of course don't tell that

13:37

to jordan and you know the the bulls in

13:39

the 90s but you know that's a different

13:41

story but he went through his

13:42

he went through his hurley's against

13:44

pistons and all that so he did

13:45

he did he didn't always win when he got

13:47

the championship he always won

13:49

but it took him a minute to get there i

13:50

think he was in the league 10 years

13:52

before they would before they before

13:53

they went so yeah he he

13:55

he fell too there was something yeah he

13:57

wasn't always the greatest

13:59

but right there in the the middle is

14:01

like there were other people like ah he

14:02

might be better than him but when he

14:03

started winning championship like

14:05

that guy's just better right the guy's

14:07

just better than everybody

14:09

and he was and he was let's

14:12

let's talk about your business we're

14:14

talking about the businesses that you

14:15

service

14:16

how are you finding your your

14:19

your customers and what is your

14:23

you know first a to z or first a to c

14:26

of hey this is what i'm gonna do to help

14:28

you

14:30

so the biggest thing that i do is um i

14:32

help people

14:33

figure out number one i do a business

14:35

assessment that's if i'm going to spend

14:37

any time with you i want to do a

14:38

business assessment i want to find out

14:40

where you're at currently so we can do

14:41

some benchmark right so we can figure

14:43

out

14:43

kind of draw a line and say okay here's

14:45

what we are now so we know what the

14:47

progress looks like right because too

14:48

often in business

14:50

people have no idea what they're doing

14:51

and they have no idea the ups and downs

14:53

and where they're at

14:54

so it's it's nice to draw a line in the

14:56

sand if you will

14:57

so i do a full-on business assessment

14:59

and with that business assessment i sit

15:01

down with you after

15:02

after sitting with you for a while and

15:04

understanding your business and the key

15:05

players and

15:06

where you're at i basically

15:09

print out a 100-plus page report with an

15:12

executive summary that says here that

15:13

here are the top things that you could

15:15

work on

15:16

and then we sit down and we go through

15:18

all that

15:19

and then we say does it make sense for

15:21

us to move forward or is this okay for

15:22

you to do on your own

15:24

now i'll tell you every one of those

15:25

assessments i've done we move forward

15:27

with me

15:27

because it only makes sense for me to

15:28

help them out sure but

15:30

what i do the first couple of things i

15:32

do is i want to work on processes

15:34

i want to know what processes we can put

15:36

in place because nine times out of ten

15:38

they don't even have a process they've

15:40

got no idea what the process is

15:43

and so jordan may be excellent at sales

15:45

and jordan knows

15:46

all about sales and she can in her mind

15:49

put together a sales process

15:51

and you have no idea how to put together

15:53

a sales process because you're an okay

15:55

salesperson you know and there's nothing

15:57

wrong with that you

15:58

you just need some training you need

15:59

some coaching you need some help

16:01

and so your experience yeah so you're a

16:03

c player

16:04

and i'm gonna take you from a c player

16:06

to a b player because i'm going to pick

16:08

jordan's mind i'm going to pick your

16:09

mind and i'm going to put some other

16:10

things together and i'm going to show

16:11

you what the process should look like

16:13

so now you can take this process and you

16:15

can step forward and become a better

16:17

salesperson

16:18

better at closing better understanding

16:20

leads

16:21

we also define where they come from

16:22

right where do your leads come from how

16:24

are you getting them what are you doing

16:25

with them and that's all

16:26

in the assessment yeah that's all part

16:28

of this if you were to break out the

16:29

you know this this 100-page assessment

16:32

is when you

16:33

you do the assessment and have a

16:34

100-page report right yeah

16:36

tell me the top three things in the

16:38

assessment

16:39

the biggest thing is process people

16:41

don't have a proven and repeatable sales

16:43

process

16:44

they just don't and because of that

16:46

that's what's hindering most sales

16:47

people

16:48

okay most or most businesses today is

16:50

they don't have a process that they can

16:52

repeat

16:52

that they can hand over to jordan that

16:54

they can hand over to you and say

16:55

here here's the process follow the

16:57

process and you'll be successful

16:59

number two they have no idea where their

17:01

leads are coming from and as a result

17:02

they have no idea how much the leads

17:04

cost

17:05

so they're paying a thousand dollars for

17:06

a lead that goes nowhere

17:08

yep and they're paying three dollars

17:11

because

17:11

you know jordan and you said jordan you

17:13

need to do this

17:15

and and this is awesome and she goes

17:17

yeah and she's if you're doing it i'm

17:19

doing it

17:19

exactly and she becomes a huge client

17:21

and guess what that cost me a beer

17:22

because i took you out for beers one

17:24

time and we get

17:25

we decided to do business and all of a

17:26

sudden you're telling all your friends

17:28

right but that's that's an anomaly right

17:31

that's not

17:32

the norm but where do those leads come

17:34

from how much are they costing me mm-hmm

17:36

what am i am i paying per click right so

17:38

i'm doing seos correctly am i doing the

17:40

things that i need to be doing from a

17:41

marketing standpoint

17:43

now i'm not a marketing guru let me just

17:44

stop and say that right now

17:47

i understand certain things and i have

17:49

people that i work with that i'm

17:50

that i'm close with that help me to

17:53

figure all those things out for you

17:55

in your business so those are the things

17:58

is processes and then it's people and

18:00

then once i start working with the

18:01

people

18:01

i can start coaching them i'm not a huge

18:04

fan of a trainer

18:06

being one that comes in and hey you've

18:08

got a day with this person and

18:10

and that's it good luck hope you do

18:11

really well

18:13

i'm a coach and a coach it sounds just

18:15

exactly like what it is

18:17

i come in and i help you on a regular

18:19

basis to perform consistently

18:21

so that becomes part of who you are and

18:23

what you do sure so weekly you come in

18:25

and and talk to them uh and kind of

18:28

really you're you're

18:30

looking more than anything and probably

18:32

not only talking but

18:34

looking and and going hey this is not

18:36

what we talked about this is not

18:38

you know what what we planned yeah uh

18:41

because i would feel like that's the

18:42

hardest thing is changing

18:43

what somebody has done for you know even

18:46

three or four years

18:47

is go you look you got to stop that

18:49

because this becomes for this

18:50

the process right yeah and the really

18:53

cool thing about what i get to do is

18:55

because i'm an outsider

18:58

i'll take joy i keep piticon on jordan

18:59

that's okay she's easy to pick him

19:03

but but it'd be like you telling jordan

19:05

hey jordan you need to stop doing this

19:07

and do this hey jordan you need to stop

19:08

doing this and do this hey jordan stop

19:10

doing this and do that right stop saying

19:11

this

19:11

stop saying that right stop looking this

19:14

direction

19:15

if i come in as an outsider i'm

19:17

perceived as an expert

19:19

number one yep and she's gonna listen to

19:21

me more she's gonna listen to you 100

19:23

and so again the advantage of me coming

19:26

in and doing that is

19:27

she now is going to recognize hey wait a

19:29

minute this guy probably knows what he's

19:30

doing because this is what he does for a

19:32

living

19:33

and no offense he doesn't like this guy

19:35

because he's my boss and he gives me a

19:36

hard time all the time and he makes me

19:37

do

19:38

all this admin work that i hate right

19:40

yeah for sure but

19:42

um so that's one thing but the the other

19:44

piece of it

19:45

is really um i'm i'm like a sales

19:48

manager for hire

19:50

i'm a part-time sales manager for hire

19:52

so i get the ability to come in

19:54

and and observe and like you said i can

19:56

kind of hover

19:57

and see what's happening i can pick up

20:00

reports

20:01

i can pick up uh sales you know things

20:04

that you're doing

20:04

in just in conversations and i can tell

20:07

you this is what's happening

20:08

this is what you're doing and this is

20:10

what you probably ought to be doing yep

20:12

and so because i've been in sales for so

20:15

long and i've seen so many things and i

20:17

like you i've made so many mistakes

20:18

right i see it before

20:20

i see the train wreck before it's going

20:21

to happen and i can i

20:23

i can actually look at you and say

20:25

that's great and it sounds like you're

20:27

heading this direction but maybe if you

20:28

took a left turn here it would help you

20:30

out

20:30

right i love that that you say that

20:32

because it's so true that uh

20:33

i can i could talk to to any of my my

20:36

sales people

20:36

and and uh and and give them

20:40

the way hey this is the way but then

20:43

they'll go to another office or

20:46

something like you know what

20:47

i should be doing this i've been telling

20:49

you that for years

20:51

what are you talking about tune in next

20:52

week yes uh we get to hear how chris

20:55

actually is working with business that's

20:56

right that's it that's it

20:58

we used to be able to do that because we

20:59

had marketing companies i

21:01

in my early age i owned a company in uh

21:04

in jacksonville as a marketing company

21:05

and they were all over the nation so

21:06

we'd send road trips up and

21:09

one of the biggest you know pros to that

21:12

is the managers weren't didn't work

21:14

against each other so

21:15

we would train each other's people it

21:17

just didn't in a different way

21:18

personality was a little different and

21:20

they'd come back from the things like

21:22

yeah i learned this and this and this

21:23

and my all right get out of here

21:24

that's awesome you know yeah you know so

21:26

which is great which i would have

21:27

thought about yeah that's right that's

21:29

right

21:29

i've never thought i've never done that

21:31

before man that happened like with my

21:33

husband he'll give me advice

21:34

and then i'll come to work you'll tell

21:35

me something i'm like hey jay told me to

21:37

do this and he's like

21:38

i've been telling you this for months

21:40

that's it same thing happens all the

21:41

time

21:42

yeah same thing you know it's just it's

21:44

it's a

21:45

you know it's it's the same thing as i

21:48

say

21:49

i've been doing sales for 20 plus years

21:51

and

21:52

that doesn't mean that jordan that's

21:54

been doing sales for a year

21:56

can't go sell some money that i couldn't

21:57

sell to because i've had that happen

22:00

before

22:00

i've hired a rep that went out and sold

22:02

where i've been

22:03

in my prospecting that person for two or

22:05

three years

22:06

this person just walks in right timing

22:09

they they mesh together whatever

22:11

personality everything and they go

22:13

yeah i'll do it and i just walk back and

22:14

start laughing i'm like i've been at you

22:16

for three years

22:17

because well you know i figured that i

22:19

would just sign up with her i'm like

22:20

that's fine or him or whatever i'm like

22:21

i don't care you're with us so we're

22:23

good yeah but it's it's just uh

22:25

it's funny it's funny well and it's i

22:28

think it goes back a lot to

22:30

it's the psychology of selling right i

22:31

mean you get into all that kind of stuff

22:33

but

22:34

it really comes back to growing up as

22:36

kids right

22:37

who did you listen to you respected your

22:39

parents some of you wrong you you

22:40

more than likely you respected your

22:42

parents but boy when the neighbors kid

22:44

you know when their parents said

22:46

something to you you know

22:47

you stood tall yeah when when when i was

22:50

growing up corporal punishment was still

22:51

available in high school and

22:52

and school and that kind of stuff right

22:55

so we we respected our teachers we

22:57

respected our

22:58

you know we respected other people

22:59

around us um that we admired and we

23:02

looked up to and we listened to what

23:03

they had to say and our parents probably

23:05

said the same thing over and over again

23:06

but we didn't listen as much right so

23:09

same concept

23:10

it definitely is uh but it's funny still

23:13

the same because you're like

23:14

i've told you this for years but you

23:16

know it is what it is it's why i

23:18

encourage my kids hey go talk to them

23:20

absolutely go talk to them and

23:22

coaches are a big thing too you listen

23:24

to coaches and

23:25

and and you know that's why i think it's

23:28

sad that

23:29

like participation in sports in general

23:30

have gone down there's more people so

23:32

it's like

23:33

you know you're you're an athlete so

23:36

that

23:37

built a lot of your personality in your

23:39

in your young adult

23:40

age right um and you got disciplined

23:44

from it too

23:44

yes and you just get invaluable stuff

23:47

that helps you in life

23:49

from that yeah that's the beauty of

23:51

athletics right i mean

23:52

athletics will teach you a ton of stuff

23:54

i mean the other

23:56

i got a lot of my work ethic growing up

23:58

from um working with my dad he owned his

24:00

own landscape company

24:01

so we were free labor yeah so

24:05

i i got to do that a lot during the

24:07

summer you weren't free per se

24:09

well i paid for my room and board yeah

24:11

that's it

24:12

whereas most you know most kids don't

24:14

get the opportunity to do that that's it

24:17

so but yeah and i grew up um

24:20

playing in in high school i played three

24:22

sports i played football basketball and

24:24

track

24:25

and in the summers if i was if i wasn't

24:27

working the summers i was playing

24:28

baseball right

24:29

so i was always trying to play athletics

24:31

i was always around that and so

24:34

there's a lot of valuable lessons that

24:35

you can learn from that again it's it's

24:37

the resiliency it's getting back up

24:38

again and it teaches you a whole lot

24:40

but it also teaches you how to listen to

24:42

other people and how to get information

24:44

from other people and get input so

24:47

i've always loved the coaching piece of

24:48

it and and hence

24:50

why i call myself coach chris now and

24:52

why others call me coach chris

24:54

um sometimes i get hey what do you coach

24:57

i coach sales people coach business i

24:58

coached salespeople that's what it just

25:00

flows

25:01

yes chris sounds good

25:04

i like jordan already man yeah see see

25:07

i always say that that the your best

25:09

teacher as a salesperson is the field

25:12

you know like you're i could sit down

25:14

with my guys and i've said this

25:16

over and over i could sit down you for a

25:18

month and teach you

25:20

at this table but you're not going to

25:22

retain but x amount

25:24

but you go in the field and then you

25:25

call me with a question and go

25:27

hey i've never heard of this particular

25:30

software and i go okay well

25:31

and that's how i teach people i can't

25:34

tell you all the software i can't tell

25:35

you that

25:35

you got to go out there and learn it on

25:37

your own and then you got to call me and

25:39

then we'll answer those questions that's

25:41

how you learn

25:41

you learn in that experience so uh you

25:44

know the field

25:45

is a better teacher than all of us right

25:48

well and and

25:49

that's the difference between book

25:50

learning and and process learning right

25:52

so i can learn from from being involved

25:55

in a process a whole lot quicker than i

25:56

can from a book

25:58

for sure and so no offense i'm not going

26:01

to give you a piece of literature and go

26:02

here

26:02

here's the best way to do this that

26:05

usually doesn't work

26:06

well it's it's almost like this like

26:08

sales book i've read i've read

26:10

like hundreds of sales books sure but

26:13

uh they don't give you

26:17

none of the sales books give you a

26:19

blueprint

26:21

it's just anecdotal and anecdotal

26:25

say that word for me please anecdotally

26:27

yeah anecdotal

26:28

that's what it is yeah yeah yeah i

26:31

couldn't say it

26:31

i couldn't think of great goose today

26:33

either that's okay you know so

26:35

um i need to drink more water my brain

26:37

needs water but uh

26:40

it's not going to tell you you can slide

26:41

any book across the thing it's not going

26:42

to go okay if i read this book i'm going

26:44

to be successful

26:45

no but it's going to help you and it's

26:47

going to put your mental in the right

26:49

place

26:49

over and over and over and over and over

26:52

and reading those books and then going

26:54

on the field and doing this it puts you

26:55

in a really good mental state

26:57

to do it and you're learning in multiple

26:59

ways of how to be successful

27:01

right and of course you need mentors you

27:03

need people that have done that before

27:05

you need people

27:06

that that have done that specific

27:08

industry really

27:09

at whatever you're in um and if you can

27:12

get all those pieces in place

27:13

you'll be successful yeah i think it was

27:17

um eleanor roosevelt who said um

27:20

you're better to learn from other

27:21

people's experiences because you don't

27:23

have the time to make all the mistakes

27:25

that's right yep so we learn a whole lot

27:28

more from the experiences of other

27:30

people and

27:31

in the books to your point you're right

27:33

i can read a book and that doesn't mean

27:35

a thing to me until i get into the field

27:36

and then i see it firsthand and i go

27:38

wait a minute now let me go back and

27:39

read that book again

27:40

because now it makes so much more sense

27:42

now it means so

27:43

so much more what brian tracy was trying

27:45

to say about the sales psychology of

27:47

sales and the sales process and all that

27:48

other stuff right

27:49

so yeah until you get in the field until

27:52

you experience these things

27:55

you don't you really don't know what

27:57

you're doing

27:58

right and so you're going to make

27:59

different mistakes on the front end of

28:01

not knowing and then going in the field

28:03

seeing it then coming back and reading

28:04

it again and going okay now i can make

28:06

that mistake again the right way

28:07

absolutely absolutely we're probably

28:09

going to wrap up here in a minute but

28:11

what i would like for you to do is

28:12

tell me how to get a hold of you what

28:14

what's your business name

28:16

uh coach coach chris and then uh

28:19

how can we help you who are you looking

28:21

for specifically

28:22

and how can the people that are

28:23

listening to help you sure so

28:26

you can always reach me by a cell phone

28:28

and i'm just throw that out there cell

28:30

phone 404

28:33

944-2851 that's my cell phone

28:35

call text anyway um my website is coming

28:38

it's coachchrisconsulting.com

28:42

coachchrisconsulting.com it's all one

28:44

word all together uh that's probably the

28:46

easiest way to reach me

28:47

i'm on linkedin that's one of my biggest

28:49

things that i use right now is is going

28:51

through linkedin

28:52

sure um and uh you're gonna hear about

28:55

this

28:56

so i'm gonna tell you about it so you

28:57

can you can think about it i'm writing a

28:59

book it's going to be called the red

29:00

share experiences

29:02

um if you go onto my linkedin page

29:04

chrismachelle84

29:06

um linkedin you put chris michelle 84 at

29:08

the end you'll see my profile

29:10

but uh go and check it out um that's

29:12

what i'm doing

29:13

so um my ideal customer it's really

29:16

somebody who has ten

29:17

uh two to ten sales people okay um and

29:20

they

29:20

they are managing sales the owner's

29:23

trying to manage the sales team and they

29:25

really shouldn't be

29:26

right um right now the the specific

29:29

person that i'm looking for

29:31

is i'm looking for a young sales person

29:34

you decide hey you know what jordan's

29:35

been doing such a phenomenal job in

29:37

sales

29:37

i'm going to make her my sales manager

29:39

now jordan has no clue what she's doing

29:42

okay and no offense to jordan but she's

29:45

young and she

29:46

and she's green and she knows how to

29:47

sell and you said hey that's a natural

29:50

fit we'll make her the sales manager

29:52

that unfortunately is a bad position for

29:54

her because she's going to fail so many

29:55

times over it's not even funny

29:57

i'm looking to help jordan i'm looking

29:59

to help that new sales manager

30:01

who doesn't know what they're doing who

30:03

who is looking to be basically i can

30:04

help them to be the hero right

30:06

i can help them grow exponentially like

30:08

you said because of my experiences

30:09

i can i can put them in a place to

30:12

succeed and do very well

30:13

so call it a interim interim sales

30:16

assistant

30:17

coach assistant yep it's a sales mentor

30:20

right i mean it really becomes like you

30:21

were talking about earlier becomes the

30:22

salesman i become a sales mentor

30:24

i again i'm i'm a fractional sales

30:27

manager outsource sales manager i'm a

30:29

sales manager for hire part-time sales

30:31

manager for hire

30:32

i'm not interested in doing this all the

30:33

time for you but i can do it for

30:35

uh basically my engagements are about

30:37

four hours or eight hours a week

30:39

is what i do and i work on a contingency

30:41

basis you know every month

30:43

it it just makes sense for me to do it

30:45

that way and i'm doing stuff in the

30:46

background

30:47

setting up processes and that kind of

30:49

stuff but yeah it's it's four to eight

30:51

hours a week that i spend with you and

30:52

i'm available 24 7

30:54

you know to talk to so those are the

30:56

things uh

30:57

contact information you ask for best

31:00

clients

31:01

oh that's that's right did i miss

31:02

anything no i think you're good i think

31:04

you did it

31:05

i think you did well congratulations on

31:06

the new business i know you're gonna do

31:08

well

31:08

i could tell already and uh jordan

31:10

thanks for bringing

31:12

you know dragging him in here and doing

31:13

this podcast yeah thanks for coming

31:15

she dragged me by my hair in here that's

31:16

it that's it it's all out you dragged

31:18

hard

31:18

you dragged so i don't have hair anymore

31:20

there you go well thank you guys uh

31:22

everybody out there be kind to each

31:30

other

31:33

you

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