049 — Matt Brought His Business Back From Failure to Doubling in Revenue Each Year for Three Years in a Row and Is Gonna Hit Seven Figures This Year.

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- Hey, busy business people.

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I am here today with another
entrepreneur taking action.

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Matt Boyle.

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Matt brought his business
back from failure

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to doubling in revenue each
year for three years in a row

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and is gonna hit seven figures this year.

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And I'm getting the scoop
today on how he does it.

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(introduction music)

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Okay.

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So I wanna start by talking about kind of

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that failure phase of
your business, right?

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Because we've all been there.

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We've been in some level where it's like,

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we're looking at having to fire
employees, we're looking at,

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how do we turn this thing around?

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Like, how did you, you know,

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how did you get to the
failure phase and how did you,

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you know, bring yourself back?

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- Yeah, well, I, there was kind of a phase

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before the failure phase for me

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that I had a business that
was fairly successful.

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We were running sales
training and consulting

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to mainly automotive brands,

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which was massively profitable,
but horribly unfulfilling.

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And I just hated everything
about what I did,

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except for the money.

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And I happened to get over to Thailand

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and spend a couple of weeks involved

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with rescuing women and children

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out of brothels and sexual
slavery and was, you know,

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that just opened something
up inside of me where I said,

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I have to make a difference.

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So I kind of decided on a,

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on a sort of, you know,
on the back of that to go,

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I'm gonna change my whole business model

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from consulting and training,
into making an impact

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and going to try to
create jobs, jobs there.

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So it was a total, 180 degree shift,

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which was really driven by heart not head

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and really kind of
lacked the foresight into

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how much is it gonna cost?

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How long is it gonna take?

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What do I really need to
go make all of this work?

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So I was really unprepared for everything.

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And it just took twice as
long as what you thought

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to get successful.

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Costs four times the amount of money.

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And because we were bootstrapping and

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we were sort of funding it all ourselves,

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we ran outta money, and lost our house,

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and lost our cars, and all of
that kind of that, you know,

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all of that kind of stuff in the process.

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- Mm. Now how did you like decide

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to turn it around from that?

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Because, I mean, it's like
you're going from this,

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you've lost everything.

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You've completely pivoted
your business model,

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but you had a successful one previously.

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Like what were some of the top mistakes

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that you had to correct to
kind of turn this around

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and get yourself moving in
the right direction again?

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- Well the biggest one is I actually had

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to believe in myself.

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You know, I was going through
this, this self doubt.

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And of course, when you,

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your world's falling apart around you,

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you get into that, that
phase of just self doubt and,

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you know, pity and wanting to give up.

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And, and that,

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I was kind of fortunate that
physically it was, you know,

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I couldn't go back and get a job

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because getting a job
wasn't actually gonna solve

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our financial problems.

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So I had to keep going forward
and I had to, you know,

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keep getting it, just to
provide for my family.

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So once I've made that
commitment and since believed in

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myself a lot more and go,
well, you've gotta figure this,

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this stuff out.

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I started to make some serious progress.

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The second thing that I really
did was starting to bring a

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support team around me, you know,

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to make up for my weaknesses.

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You know, there's the
elements of the business

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that I'm amazing at when it
comes to sales, and marketing,

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and team building, and strategy

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and all of those kind of
things that I'm really good at,

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but it's the details.

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It's the financial plan.

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It's the, you know, it's those sort of,

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those things that aren't in my wheelhouse

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that are actually the glue
that holds everything together.

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And part of the reason why we
ended up in the spot where we

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were, where we're at the bottom of the pit

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was because I hadn't calculated

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exactly how much it was gonna cost.

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And I hadn't calculated how much,

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how long it was gonna take.

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And I kind of hadn't, didn't have the plan

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for what happens if things
don't work out perfectly.

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And when I brought that sort
of support team in place,

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we were able to start
doing more, you know,

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accurate kind of
forecasting and starting to,

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to sort of start to build
that long term vision

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and plan around, around those
details rather than that.

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So that, that was probably the,

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the first two big issues that sort of

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really took us a long, long way.

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The third,

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the third big pillar that
I kind of really had to,

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to put down, was how did
we go about packaging

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our products and our services,

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and how do we kind of put
that in to give us a better

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leverage of our time to be
able to give a better value

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product to our clients,

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but also give it to them in such a way

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that our churn factor dropped off.

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So we are able to keep our
clients for a lot longer,

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and be able to kind of
build those relationships

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over a multi-year period,

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rather than a three to six month period.

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- That's really smart.

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So when you're looking at kind
of building that support team

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around you, I think one key thing

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that I hope our audience picked up on

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was you assessed your
current strengths, right?

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And then you look to fill in the gaps.

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And I think that is really important.

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I know that's one of the
biggest things that, I mean,

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I had to learn, I did the same thing.

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I was running around trying
to do everything myself

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and trying to invest time and energy

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into learning things that just were not,

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they weren't my cup of tea.

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They weren't things I enjoyed doing.

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They weren't things I was
particularly skilled at doing.

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And some of the, it's how I
unlocked some of our growth

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was just putting in people

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that the things I hated, they loved.

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- That's, you know, that's that's right.

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And our, our CFO, you know,

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we manage the tension
between our two perspectives.

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You know, know,

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I call it the sort of the
accelerator and the break.

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I'm the one that wants
to keep plowing forward

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and keep accelerating into growth.

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And, you know, we've
got our kind of plans.

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We wanna open our second sensor next year.

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We wanna be able to buy a
property to be able to do retreats

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for entrepreneurs and take
people over into Thailand and

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immerse themselves in what
it takes to actually build

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a proper outsourced, integrated sales team

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and how to do it effectively,

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and then get a, get a pick in that.

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So I've got all these plans
that I'm plowing head forth,

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and Dan is the one sitting
there going, let's slow down,

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let's figure out how much is gonna cost,

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and let's make sure we've got it budgeted.

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And this, and, you know,

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we constantly keep saying
that it's that tension between

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the two perspectives

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is that optimal rate of growth

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that I've gotta push him to
speed up and to go faster

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than where he's comfortable.

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And he's gotta slow me down.

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So I'm getting frustrated
that we are not going

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at the pace we want.

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And it's that point between
our two perspectives

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is that optimal kind of rate of growth.

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- That is a really good
way to think of that.

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That's exactly what I had to do.

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It's like I realized that
my typical team members,

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they don't give me that
same kind of pushback.

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You know, you hire employees to do things

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like client managers, and
writers, and web developers,

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and things like that.

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And they're good in their zone,

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but they're not giving you the
pushback as like, you know,

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the entrepreneurial accelerator
that you're trying to be,

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and you need someone to hold you back.

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So I hired my COO and that
was when it was like, oh,

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but I wanna do all the
things. And she's like, no,

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but you can't do all the things yet.

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Or like, almost kind of feel

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like I'm a little kid sometimes being

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like, mom, I wanna, because it's like,

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she's like, okay, no,

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you can't have the entire cake right now.

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I will give you a slice.

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And then if you'll go clean your room,

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you can have a second slice.

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And I feel like we're constantly
negotiating how far I'm

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allowed to go.

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And she like, gives me a
sweetie and says, here you go.

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But now you gotta earn the next one.

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And I'm like, okay.

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So if I go sell $15,000
more in stuff this month,

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then I can have slice number two.

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She's like, yeah.

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I'm like, okay, bet, I'll
be done in a week. Come on.

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- Yep. And that's, that's
exactly the same as how

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we work where it's, you know, it's that,

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that balance between the
two perspective it's going,

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here's what I wanna do. Here's
what we want to accomplish.

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This is the, this is the,
the vision, which, you know,

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there's several books, you know,

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like Get the Grip and that
kind of stuff that talk about

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the visionary and the integrator.

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And that's where I kind of really started

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to sort of understand that,
of going people like me,

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the visionaries are a dime a dozen.

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- Yeah.

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- You know we're out
there, everyone's got them

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but it's the successful
ones have a good number two

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and have a good integrator

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that they can't come up with a vision.

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That's not their skillset,

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but give them, give them the vision

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and they can turn that into a plan

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and they can execute the plan and they,

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they stay, they keep you on track and,

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and that's, you know, that's been amazing.

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And the more we kind of
keep building that out,

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the more I kind of know
that my genius zone is in

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that visionary partner is
driving things, things forward.

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And the team around me
buy into that vision.

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They support the vision,

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they understand the mission and understand

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why I'm out there and they
want to help make it happen.

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So I've gotta kind of let
them do what they do best

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and understand that it
just takes twice as long

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as what I expect, because that's reality.

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I want to sort of do these
big things and go, right.

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Let's turn this project around in 30 days.

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- Yep.

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- But it's a six month project.

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So if I can push my team to
get it done in three months,

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that's an amazing result.

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Even though it's two months
longer than what, you know,

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what I would like it to have.

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- I think that brings up
another point that I've just,

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I've kind of noticed.

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And I feel like maybe there's
two different types of

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integrators, or maybe it's that

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either the visionary or the
integrator has to hold it,

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but there's the financially minded people.

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And then there's the
operationally minded people.

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And it seems very hard to
find that in the same person.

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So it's like, you know, my COO
is very financially minded.

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She's okay at running the team,

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she's pretty good at running the team,

251
00:10:15,390 --> 00:10:16,800
but she's very financial minded.

252
00:10:16,800 --> 00:10:18,630
So she knows the numbers.

253
00:10:18,630 --> 00:10:20,850
And so I brought in an outside
resource to kind of help us

254
00:10:20,850 --> 00:10:23,250
bridge the gap for manage
the workload because

255
00:10:23,250 --> 00:10:25,260
I take everything and I'm
like, well, if I did it,

256
00:10:25,260 --> 00:10:27,540
I could have it done in like a week.

257
00:10:27,540 --> 00:10:28,770
And then my staff is like,

258
00:10:28,770 --> 00:10:30,820
that's gonna take me at least two months.

259
00:10:32,490 --> 00:10:34,770
And I'm like, so I wanna
push them too hard.

260
00:10:34,770 --> 00:10:35,612
- Yeah.

261
00:10:35,612 --> 00:10:36,445
- And I wanna spend too much.

262
00:10:36,445 --> 00:10:37,278
And so it's like,

263
00:10:38,313 --> 00:10:41,040
I kind of need like both
constraints on like,

264
00:10:41,040 --> 00:10:43,080
the team can't handle this.

265
00:10:43,080 --> 00:10:45,120
I can't do this right now.

266
00:10:45,120 --> 00:10:48,270
And the budget doesn't
allow for this right now.

267
00:10:48,270 --> 00:10:51,990
So I feel like there's kind
of gotta be both checks.

268
00:10:51,990 --> 00:10:54,900
And sometimes I think they
come in the visionary and

269
00:10:54,900 --> 00:10:56,730
sometimes I think they
happen in the integrator.

270
00:10:56,730 --> 00:11:00,270
And in some cases you
might need a third person

271
00:11:00,270 --> 00:11:01,830
because I feel like
you've gotta have vision.

272
00:11:01,830 --> 00:11:03,060
You've gotta have financial checks.

273
00:11:03,060 --> 00:11:05,710
And then you've gotta have
like operational capacity.

274
00:11:06,888 --> 00:11:08,123
You've gotta defend your capacity.

275
00:11:10,080 --> 00:11:10,913
- Yeah, totally.

276
00:11:10,913 --> 00:11:14,730
And that's where we, you
know, we probably have

277
00:11:14,730 --> 00:11:18,480
a combination of roles that
fit that operational thing

278
00:11:18,480 --> 00:11:21,060
where, you know, we do have team leaders

279
00:11:21,060 --> 00:11:22,500
that manage projects.

280
00:11:22,500 --> 00:11:26,370
So we do have that kind of,
that, that senior level,

281
00:11:26,370 --> 00:11:30,240
not necessarily that kind of
board level type of management,

282
00:11:30,240 --> 00:11:32,550
but they there's that senior
ones that they take ownership

283
00:11:32,550 --> 00:11:35,580
over their teams and they
take ownership over projects

284
00:11:35,580 --> 00:11:37,950
and clients and all that
kind of, that kind of stuff.

285
00:11:37,950 --> 00:11:40,770
But that is driven in
through three systems.

286
00:11:40,770 --> 00:11:42,930
So we have really tight.

287
00:11:42,930 --> 00:11:46,410
SOPs within project management platforms

288
00:11:46,410 --> 00:11:49,800
and really tight tasks
that we measure performance

289
00:11:49,800 --> 00:11:51,870
and we measure accountability.

290
00:11:51,870 --> 00:11:52,810
- Yep.

291
00:11:52,810 --> 00:11:55,530
- You know, we measure
accountability around, so that's

292
00:11:55,530 --> 00:11:58,740
how we kind of fill that
gap through from that.

293
00:11:58,740 --> 00:12:01,980
And then we get that balance
between myself being the,

294
00:12:01,980 --> 00:12:03,420
the visionary, the motivated,

295
00:12:03,420 --> 00:12:06,600
the one that builds the
culture, and sets the standards,

296
00:12:06,600 --> 00:12:07,830
and the expectations.

297
00:12:07,830 --> 00:12:09,900
And then we have the flip side of

298
00:12:09,900 --> 00:12:11,850
the financial management
to make sure that,

299
00:12:11,850 --> 00:12:14,370
Hey, there's the performance KPIs

300
00:12:14,370 --> 00:12:16,080
that if we budgeted five hours

301
00:12:16,080 --> 00:12:18,780
for this project, are they,
are they hitting it in five,

302
00:12:18,780 --> 00:12:21,697
five hours? Are we
retaining our clients and,

303
00:12:21,697 --> 00:12:23,276
and all that kind of stuff.

304
00:12:23,276 --> 00:12:25,680
So that's how we get the balance.

305
00:12:25,680 --> 00:12:27,750
You know, we get the
balance right in our place

306
00:12:27,750 --> 00:12:29,610
as we grow into our second center.

307
00:12:29,610 --> 00:12:33,360
And we probably go beyond where
we are needing to bring in

308
00:12:33,360 --> 00:12:37,140
a more structured COO that can operate

309
00:12:37,140 --> 00:12:38,490
at that kind of board level

310
00:12:39,449 --> 00:12:42,114
and fill that extra
seat at that, you know,

311
00:12:42,114 --> 00:12:44,858
at that sort of senior
management is probably gonna be,

312
00:12:44,858 --> 00:12:47,760
is probably gonna become more
essential than where it is at

313
00:12:47,760 --> 00:12:48,593
for us at the moment.

314
00:12:48,593 --> 00:12:51,282
- I think that's a structure
I've started seeing

315
00:12:51,282 --> 00:12:53,514
more and more is that
you've got, you know,

316
00:12:53,514 --> 00:12:56,389
at the very least like two, you know,

317
00:12:56,389 --> 00:12:59,190
Csuite people and then like a
high level person in between

318
00:12:59,190 --> 00:13:02,130
the Csuite and the rest of
them like a project manager

319
00:13:02,130 --> 00:13:03,980
that should probably be called a COO.

320
00:13:06,483 --> 00:13:07,432
- Yep.

321
00:13:07,432 --> 00:13:08,730
- But there's usually those three roles

322
00:13:08,730 --> 00:13:10,410
that just seem to exist,

323
00:13:10,410 --> 00:13:13,560
even though you don't really
hear them talked about as much,

324
00:13:13,560 --> 00:13:15,898
you know, like people
talk about the visionary

325
00:13:15,898 --> 00:13:17,700
and integrator, but they
don't talk about, you know,

326
00:13:17,700 --> 00:13:21,089
that dichotomy of like what all
you have to actually manage.

327
00:13:21,089 --> 00:13:22,950
There's a lot of pieces
to managing a business.

328
00:13:22,950 --> 00:13:24,887
And it's like, I can definitely hear

329
00:13:24,887 --> 00:13:25,860
how you ended up from like, you know,

330
00:13:25,860 --> 00:13:29,070
losing everything to doubling
in three years and, you know,

331
00:13:29,070 --> 00:13:30,870
on track to hit seven figures this year,

332
00:13:30,870 --> 00:13:33,780
just in how you've looked at stuff

333
00:13:33,780 --> 00:13:36,120
and how you've systematically
broken it down.

334
00:13:36,120 --> 00:13:37,890
So I hope that's something our
listeners are really kind of

335
00:13:37,890 --> 00:13:39,413
paying attention to.

336
00:13:39,413 --> 00:13:40,246
- Yeah.

337
00:13:40,246 --> 00:13:41,220
- Is those little nuggets
of what's happening

338
00:13:41,220 --> 00:13:44,850
in that story to actually make
it, to actually make it work.

339
00:13:44,850 --> 00:13:45,683
Right.

340
00:13:47,190 --> 00:13:48,060
And.

341
00:13:48,060 --> 00:13:52,020
- Yeah. And there's, there's
thousands of pieces and it's,

342
00:13:52,020 --> 00:13:57,020
it's that system first enables
the, enables most of the

343
00:13:57,150 --> 00:13:59,789
pieces to stay close enough together.

344
00:13:59,789 --> 00:14:00,626
- Yeah.

345
00:14:00,626 --> 00:14:01,993
- That you can make it work.

346
00:14:01,993 --> 00:14:04,395
- Well, that fulfillment
piece, I think is big too.

347
00:14:04,395 --> 00:14:05,550
And that's something that it's like,

348
00:14:05,550 --> 00:14:08,520
one of the things I help people
do is kind of build it kind

349
00:14:08,520 --> 00:14:10,805
of almost their business in a box.

350
00:14:10,805 --> 00:14:12,856
Like there's six key
areas to build a business

351
00:14:12,856 --> 00:14:13,740
around your expertise.

352
00:14:13,740 --> 00:14:16,710
And one of them really is like,
your heart has to be in it.

353
00:14:16,710 --> 00:14:19,650
If your heart isn't fulfilled
by what you're doing,

354
00:14:19,650 --> 00:14:21,990
then you stop putting the
time and the energy into your

355
00:14:21,990 --> 00:14:23,691
business that you need to put.

356
00:14:23,691 --> 00:14:24,870
You stop being able to motivate your team.

357
00:14:24,870 --> 00:14:27,480
You stop being able to
motivate your clients.

358
00:14:27,480 --> 00:14:29,400
Your heart's just not in it.

359
00:14:29,400 --> 00:14:30,510
And that's exactly what you said,

360
00:14:30,510 --> 00:14:31,920
started your path of failure.

361
00:14:31,920 --> 00:14:34,440
So I feel like that's
another like huge piece

362
00:14:34,440 --> 00:14:35,640
that people don't think about.

363
00:14:35,640 --> 00:14:37,620
And you've rebuilt that, you know,

364
00:14:37,620 --> 00:14:40,620
and made sure you had that in
this, in this round, you know?

365
00:14:42,750 --> 00:14:45,720
- Well, it's that, that
thing of, you know,

366
00:14:45,720 --> 00:14:47,910
if you're just relying on profit,

367
00:14:47,910 --> 00:14:49,350
that's coming from a place of lack,

368
00:14:49,350 --> 00:14:52,380
you're never gonna have
enough, enough profit.

369
00:14:52,380 --> 00:14:54,716
You know, I wanna get to a hundred,

370
00:14:54,716 --> 00:14:56,370
a hundred K you get
there and all of a sudden

371
00:14:56,370 --> 00:14:57,240
a hundred K's not enough.

372
00:14:57,240 --> 00:14:59,160
So you wanna get to 300
K and that's not enough.

373
00:14:59,160 --> 00:15:01,488
And you wanna get to a
million and that's not enough.

374
00:15:01,488 --> 00:15:03,630
If you're always chasing, chasing it,

375
00:15:03,630 --> 00:15:06,510
but you're coming from that
place of lack where you don't

376
00:15:06,510 --> 00:15:08,580
feel like what you've got is enough.

377
00:15:08,580 --> 00:15:11,160
Where what I've sort of found, you know,

378
00:15:11,160 --> 00:15:13,106
as I've kind of shifted.

379
00:15:13,106 --> 00:15:15,810
And I, as I opened my heart
up to my mission, it's,

380
00:15:15,810 --> 00:15:19,320
you know, the mission is
actually, what's what drives me.

381
00:15:19,320 --> 00:15:22,110
That's what keeps me,
keeps me up at night.

382
00:15:22,110 --> 00:15:24,189
It gets me up early in the morning.

383
00:15:24,189 --> 00:15:27,237
It keeps me going through
the tough times and,

384
00:15:27,237 --> 00:15:30,030
and battling through when
you've lost everything

385
00:15:30,030 --> 00:15:32,730
it is going well, if I can impact life

386
00:15:32,730 --> 00:15:37,730
and if I can do, you know,
if I can do this, it's great.

387
00:15:37,950 --> 00:15:40,620
So that mission driven is,

388
00:15:40,620 --> 00:15:43,860
is what kept me going through,
through the hard times,

389
00:15:43,860 --> 00:15:45,750
but what it's also doing now,

390
00:15:45,750 --> 00:15:49,427
where we're at is my team buys
into the mission, you know,

391
00:15:49,427 --> 00:15:51,810
and because a lot of the team
have come from that, you know,

392
00:15:51,810 --> 00:15:55,114
that place of adversity
and that place of poverty

393
00:15:55,114 --> 00:15:57,214
and all that kind of stuff that they want,

394
00:15:58,656 --> 00:15:59,868
that, you know,

395
00:15:59,868 --> 00:16:01,871
they want that level of
success for themselves.

396
00:16:01,871 --> 00:16:04,110
So they drive a lot harder.
They drive the standard.

397
00:16:04,110 --> 00:16:08,850
So, you know, it's actually
now, now in, you know,

398
00:16:08,850 --> 00:16:10,980
the mission there everyone's on board.

399
00:16:10,980 --> 00:16:13,630
So everyone puts in more and accepts less

400
00:16:14,640 --> 00:16:16,632
to actually get the mission going.

401
00:16:16,632 --> 00:16:20,096
So it just happens to be that
now there's this duality where

402
00:16:20,096 --> 00:16:24,120
the stronger our mission
is the more profit we make

403
00:16:24,120 --> 00:16:26,075
and the more profit we make,

404
00:16:26,075 --> 00:16:28,117
the more we get to go fulfill our mission.

405
00:16:28,117 --> 00:16:31,290
So, you know, it's turned
out to be such a big blessing

406
00:16:31,290 --> 00:16:32,800
from a business perspective

407
00:16:33,690 --> 00:16:36,600
that I now, that we kind
of got through this,

408
00:16:36,600 --> 00:16:38,958
that it's actually now
the driver of our growth

409
00:16:38,958 --> 00:16:42,150
on so many levels from, you
know, client acquisition,

410
00:16:42,150 --> 00:16:44,820
to client retention, to,
you know, team building,

411
00:16:44,820 --> 00:16:45,990
and motivation.

412
00:16:45,990 --> 00:16:48,000
All of that kind of is that align

413
00:16:48,000 --> 00:16:50,160
that everyone gets the
mission and everyone

414
00:16:50,160 --> 00:16:51,030
supports the mission

415
00:16:51,030 --> 00:16:52,440
- Yep

416
00:16:52,440 --> 00:16:54,540
- And wants to be involved
and wants to do their part.

417
00:16:54,540 --> 00:16:56,880
So it actually drives us at such a,

418
00:16:56,880 --> 00:17:00,316
such a greater level than what it would,

419
00:17:00,316 --> 00:17:02,070
if it was just, oh, here,

420
00:17:02,070 --> 00:17:05,043
you're an outsourcing and
you're elite generation,

421
00:17:05,043 --> 00:17:06,883
or you're a marketing company, you know,

422
00:17:06,883 --> 00:17:08,569
we are no longer a commodity.

423
00:17:08,569 --> 00:17:10,538
- Well, and I think we were
talking about something

424
00:17:10,538 --> 00:17:11,627
before we started recording too.

425
00:17:11,627 --> 00:17:13,140
That's kind of the flip side of that,

426
00:17:13,140 --> 00:17:14,850
cause everything that we just talked about

427
00:17:14,850 --> 00:17:16,800
is very internal, right?

428
00:17:16,800 --> 00:17:18,879
So it's like, it's motivating you.

429
00:17:18,879 --> 00:17:19,942
It's motivating the team.

430
00:17:19,942 --> 00:17:21,420
It's motivating, it's driving profits.

431
00:17:21,420 --> 00:17:24,300
But on the flip side you
actually ran into a problem

432
00:17:24,300 --> 00:17:27,330
from like a client
perspective where they didn't,

433
00:17:27,330 --> 00:17:29,640
they kind of were like, oh,
well that's a great mission.

434
00:17:29,640 --> 00:17:32,190
But when it came right down to
it, they didn't really care.

435
00:17:32,190 --> 00:17:34,825
And I think that's kind
of an important thing

436
00:17:34,825 --> 00:17:37,470
to make note of is just, you know,

437
00:17:37,470 --> 00:17:40,407
the clients don't necessarily
like people are like, oh,

438
00:17:40,407 --> 00:17:41,910
if we go and we be charitable

439
00:17:41,910 --> 00:17:43,470
or we have like a secondary mission

440
00:17:43,470 --> 00:17:45,240
and we invest so much profit
to that it's gonna help

441
00:17:45,240 --> 00:17:47,190
us increase sales because
people are gonna buy

442
00:17:47,190 --> 00:17:48,750
into the mission.

443
00:17:48,750 --> 00:17:50,939
And I think again, and again,

444
00:17:50,939 --> 00:17:51,772
we just find that that's not true.

445
00:17:51,772 --> 00:17:52,740
We wanna think that's true,

446
00:17:52,740 --> 00:17:54,630
but clients are there for a result.

447
00:17:54,630 --> 00:17:56,100
They hired you for a result.

448
00:17:56,100 --> 00:17:59,460
And a mission outside of the
result is like, okay, great.

449
00:17:59,460 --> 00:18:01,160
As long as I'm getting the result.

450
00:18:04,050 --> 00:18:08,070
- Totally. And that's, that's
exactly, exactly right.

451
00:18:08,070 --> 00:18:10,260
Everyone loves the mission
and supports the mission

452
00:18:10,260 --> 00:18:13,930
and they, they, you know, love what we do

453
00:18:13,930 --> 00:18:16,890
and that's what brings
us in and opens doors.

454
00:18:16,890 --> 00:18:20,700
But the only way we get to keep
clients is if we're actually

455
00:18:20,700 --> 00:18:24,270
delivering, you know, we
delivering value so that, you know,

456
00:18:24,270 --> 00:18:27,180
back in the early days, our
systems weren't as strong.

457
00:18:27,180 --> 00:18:30,194
So, you know, we were taking we're taking,

458
00:18:30,194 --> 00:18:33,290
and we'll sort of these people

459
00:18:33,290 --> 00:18:35,550
and we fitting into these
kind of traditional BPO model

460
00:18:35,550 --> 00:18:37,680
of, you know, poor quality product

461
00:18:37,680 --> 00:18:41,336
and poor quality service and
the fulfillment wasn't great.

462
00:18:41,336 --> 00:18:43,564
And they'd sit there and go,
hey, your mission's great,

463
00:18:43,564 --> 00:18:46,800
but I can't let you keep
doing damage to my brand.

464
00:18:46,800 --> 00:18:48,960
you know, you know, in that way.

465
00:18:48,960 --> 00:18:51,240
So we had to build better systems.

466
00:18:51,240 --> 00:18:52,790
We had to build better products

467
00:18:53,885 --> 00:18:56,640
that actually delivered on
what we, on what our clients,

468
00:18:56,640 --> 00:18:59,430
wanted and had been believing that there

469
00:18:59,430 --> 00:19:02,460
was value in seeing that there
was value in, in what we do.

470
00:19:02,460 --> 00:19:04,950
So, you know, and as we got that,

471
00:19:04,950 --> 00:19:07,935
we now like our systems are now so good

472
00:19:07,935 --> 00:19:10,620
that we have hedge funds
that go target investors

473
00:19:10,620 --> 00:19:13,197
with a million dollar buy-in, you know,

474
00:19:13,197 --> 00:19:15,510
and our teams are actually
running campaigns for that.

475
00:19:15,510 --> 00:19:19,410
We have franchise sales,
you know, that are taking,

476
00:19:19,410 --> 00:19:22,035
taking people and getting
them to leave their jobs

477
00:19:22,035 --> 00:19:23,880
and go invest in a, in
a business franchise.

478
00:19:23,880 --> 00:19:27,318
We have, we do a lot of
capital raising campaigns

479
00:19:27,318 --> 00:19:30,120
for startups and all that kind of stuff.

480
00:19:30,120 --> 00:19:33,118
So the level of sophistication
that we can run now

481
00:19:33,118 --> 00:19:35,700
is what keeps clients in the, in the door,

482
00:19:35,700 --> 00:19:38,610
but that had to come through
improving the product

483
00:19:38,610 --> 00:19:41,250
and improving, improving what we did,

484
00:19:41,250 --> 00:19:44,400
because mission alone wasn't
enough to actually keep,

485
00:19:44,400 --> 00:19:46,557
keep clients in the door
and keep them paying,

486
00:19:46,557 --> 00:19:49,735
paying us month in, month
out, month in, month out.

487
00:19:49,735 --> 00:19:50,568
- Yeah. I like how you said that too,

488
00:19:50,568 --> 00:19:52,852
that it was enough to
kind of open the door

489
00:19:52,852 --> 00:19:54,030
and get you a seat at the table, but it,

490
00:19:54,030 --> 00:19:57,489
wasn't even enough to really
close the deal that like,

491
00:19:57,489 --> 00:19:59,580
you know, Hey, we have a
mission you should buy from us.

492
00:19:59,580 --> 00:20:01,290
That wasn't enough. You
still had to back it up.

493
00:20:01,290 --> 00:20:03,112
I think it's something,

494
00:20:03,112 --> 00:20:04,539
I've seen people make that mistake before

495
00:20:04,539 --> 00:20:05,372
where they're like, if our
mission is good enough,

496
00:20:05,372 --> 00:20:07,267
people are gonna wanna buy.

497
00:20:07,267 --> 00:20:08,100
And it's like, we're talking services.

498
00:20:08,100 --> 00:20:09,720
We're not talking about like,

499
00:20:09,720 --> 00:20:11,190
I'll buy the more expensive straw

500
00:20:11,190 --> 00:20:13,290
because it saves the turtles.

501
00:20:13,290 --> 00:20:14,460
And we're talking about

502
00:20:14,460 --> 00:20:17,550
like trusting somebody with our business.

503
00:20:17,550 --> 00:20:20,490
You're not gonna do that just
because it saves the turtles.

504
00:20:20,490 --> 00:20:22,790
And I mean, I know that
sounds really hard to,

505
00:20:24,030 --> 00:20:27,510
that's a really harsh reality
that I think, you know,

506
00:20:27,510 --> 00:20:30,840
as marketers we know, but nobody
really wants to talk about,

507
00:20:30,840 --> 00:20:32,883
so I like it as a topic.

508
00:20:35,919 --> 00:20:38,250
- It's and, you know, part
of when I was going through

509
00:20:38,250 --> 00:20:40,447
the planning and not, you know,

510
00:20:40,447 --> 00:20:43,590
I was looking at all of these
not for profits and these NGOs

511
00:20:43,590 --> 00:20:45,810
and these missionaries that have

512
00:20:45,810 --> 00:20:47,167
amazing hearts and do amazing work.

513
00:20:47,167 --> 00:20:49,740
And I was looking at it
from their point of view,

514
00:20:49,740 --> 00:20:51,510
so nothing to do with business.

515
00:20:51,510 --> 00:20:54,553
And I was going, what is the limitations

516
00:20:54,553 --> 00:20:57,837
in what they do and how can
they have more of an impact?

517
00:20:57,837 --> 00:20:59,910
And it was like, you know,

518
00:20:59,910 --> 00:21:02,430
I was over in Thailand
and I was talking to this,

519
00:21:02,430 --> 00:21:05,430
this organization that educates
entrepreneurs over there and

520
00:21:05,430 --> 00:21:07,500
it's like, amazing program and

521
00:21:07,500 --> 00:21:09,321
they help them get started up.

522
00:21:09,321 --> 00:21:10,860
And they're microfinancing too, you know,

523
00:21:10,860 --> 00:21:13,470
little popcorn businesses
and sewing businesses

524
00:21:13,470 --> 00:21:16,097
and, you know, amazing amount of good.

525
00:21:16,097 --> 00:21:18,780
But the problem was these
businesses were operating in

526
00:21:18,780 --> 00:21:21,014
communities where there was no money.

527
00:21:21,014 --> 00:21:21,847
- Yep.

528
00:21:21,847 --> 00:21:23,402
- And so no matter how
good your business is,

529
00:21:23,402 --> 00:21:25,350
if there's no money, there's
no, there's no money.

530
00:21:25,350 --> 00:21:28,950
And so we kind of looked at
how can we solve that problem

531
00:21:28,950 --> 00:21:30,660
and how can we help that?

532
00:21:30,660 --> 00:21:34,530
And it took that different
perspective to be able to go.

533
00:21:34,530 --> 00:21:35,980
And that blunt reality to go,

534
00:21:37,034 --> 00:21:39,120
you've gotta be able to make a profit,

535
00:21:39,120 --> 00:21:41,820
to be able to invest
that profit back into,

536
00:21:41,820 --> 00:21:42,960
into what you do.

537
00:21:42,960 --> 00:21:46,050
So that's why we stuck with a conventional

538
00:21:46,050 --> 00:21:48,960
for profit business structure rather than

539
00:21:48,960 --> 00:21:51,180
going down in a charity
or a not for profit.

540
00:21:51,180 --> 00:21:53,670
So, you know, we can
have that, that impact.

541
00:21:53,670 --> 00:21:56,880
We just choose to put our profits back

542
00:21:56,880 --> 00:21:58,800
into making an impact.

543
00:21:58,800 --> 00:21:59,850
- Yeah.

544
00:21:59,850 --> 00:22:02,940
- Which has meant that,
you know, we've had to,

545
00:22:02,940 --> 00:22:04,620
we've had to get a better quality product.

546
00:22:04,620 --> 00:22:08,790
We've had to actually build a
business case that we can go

547
00:22:08,790 --> 00:22:10,500
into businesses and go,

548
00:22:10,500 --> 00:22:12,930
here look at this from the
business point of view,

549
00:22:12,930 --> 00:22:15,300
look at it from the social point of view,

550
00:22:15,300 --> 00:22:18,510
and the two sides of the,
two sides of the coin

551
00:22:18,510 --> 00:22:19,440
complete the picture.

552
00:22:19,440 --> 00:22:23,970
But one without the other,
doesn't get, you know,

553
00:22:23,970 --> 00:22:25,320
one without the other,
gets you next to nothing.

554
00:22:25,320 --> 00:22:27,928
- Yup. I think that's such
a great way to look at it.

555
00:22:27,928 --> 00:22:28,761
Like love all of that.

556
00:22:28,761 --> 00:22:30,473
I know I've kept you talking
for like, so, so, so long.

557
00:22:31,429 --> 00:22:34,980
So looking at kind of, what's
heading towards your future

558
00:22:34,980 --> 00:22:36,900
and you said, you're gonna hit
like seven figures this year.

559
00:22:36,900 --> 00:22:39,780
You're moving, you know, into
bigger and better things.

560
00:22:39,780 --> 00:22:41,310
Like what does the
future look like for you?

561
00:22:41,310 --> 00:22:42,660
What are you excited about?

562
00:22:44,910 --> 00:22:47,040
- Look, I just wanna keep
duplicating what we're doing

563
00:22:47,040 --> 00:22:50,490
because it's making a difference.
It's helping businesses,

564
00:22:50,490 --> 00:22:53,970
especially with the uncertainty
that we're accelerating

565
00:22:53,970 --> 00:22:57,360
into. And the, the, you
know, that, that any,

566
00:22:57,360 --> 00:23:00,450
any products that can help
businesses increase their revenue

567
00:23:00,450 --> 00:23:04,710
and reduce their costs is
something that, you know,

568
00:23:04,710 --> 00:23:07,050
people need at the moment. So I'm excited,

569
00:23:07,050 --> 00:23:09,630
excited about the uncertainty, you know,

570
00:23:09,630 --> 00:23:12,930
because we are well positioned
to be able to help businesses

571
00:23:12,930 --> 00:23:16,200
thrive and survive through
it, which helps us.

572
00:23:16,200 --> 00:23:19,620
But I'm excited that we're
at the point of being able

573
00:23:19,620 --> 00:23:21,210
to open our second center.

574
00:23:21,210 --> 00:23:23,035
And as soon as we've got that,

575
00:23:23,035 --> 00:23:24,300
it's just keep duplicating that model

576
00:23:24,300 --> 00:23:26,223
throughout Southeast Asia.

577
00:23:26,223 --> 00:23:27,822
And then over the next few years,

578
00:23:27,822 --> 00:23:30,450
take it over to Africa because
there's a need out there.

579
00:23:30,450 --> 00:23:34,260
There's, there's so many
people that are, you know,

580
00:23:34,260 --> 00:23:36,000
willing to do anything for a job

581
00:23:36,000 --> 00:23:36,833
- Yup

582
00:23:36,833 --> 00:23:38,670
- And willing to serve
that if they're supported

583
00:23:38,670 --> 00:23:41,010
in the right environment
and supported with

584
00:23:41,010 --> 00:23:45,690
the right systems can have
a huge impact in businesses.

585
00:23:46,590 --> 00:23:48,420
And there's so many businesses in the West

586
00:23:48,420 --> 00:23:51,480
that need marketing, need sales,

587
00:23:51,480 --> 00:23:54,720
and need these kind of
repeatable tasks done

588
00:23:54,720 --> 00:23:56,790
that if it could be done well,

589
00:23:56,790 --> 00:23:58,782
it can help their business grow.

590
00:23:58,782 --> 00:24:02,453
So yeah, I'm super excited
about where things are going

591
00:24:02,453 --> 00:24:05,935
and the level of impact we
can have over the next few.

592
00:24:05,935 --> 00:24:07,298
- Years. Oh, that's awesome.

593
00:24:07,298 --> 00:24:08,250
I think that's like a huge
goal that most businesses

594
00:24:08,250 --> 00:24:10,476
need to get to where it's like, Hey,

595
00:24:10,476 --> 00:24:11,723
we're not reinventing the wheel.

596
00:24:11,723 --> 00:24:12,556
We're just scaling the wheel.

597
00:24:12,556 --> 00:24:15,029
I think it's a great, you know, place to,

598
00:24:15,029 --> 00:24:16,779
you know, strive for.

599
00:24:17,941 --> 00:24:20,190
- Yeah. That's the
thing, get it, you know,

600
00:24:20,190 --> 00:24:22,890
get it working once and then it's just

601
00:24:22,890 --> 00:24:25,014
create it, create it, create it.

602
00:24:25,014 --> 00:24:27,690
And that's what we've done
with our products to get to our

603
00:24:27,690 --> 00:24:29,340
standard to where it is.

604
00:24:29,340 --> 00:24:31,440
And that's now going well, let's think,

605
00:24:31,440 --> 00:24:33,210
let's think a bigger picture,

606
00:24:33,210 --> 00:24:36,451
let's now take our one
center and turn it to two

607
00:24:36,451 --> 00:24:38,970
and then two into four and then it's,

608
00:24:38,970 --> 00:24:40,979
then it's off to the races from there.

609
00:24:40,979 --> 00:24:42,180
- I think it's absolutely fantastic.

610
00:24:42,180 --> 00:24:44,220
Now I know we've talked
a lot around kind of like

611
00:24:44,220 --> 00:24:46,020
what you do, like your story,

612
00:24:46,020 --> 00:24:49,053
but who do you like to work
with and how do you help them?

613
00:24:51,990 --> 00:24:55,320
- So I love working with businesses that,

614
00:24:55,320 --> 00:25:00,320
focus in the B2B space.
They have a need, you know,

615
00:25:00,330 --> 00:25:02,580
they're looking to grow
and looking to scale

616
00:25:02,580 --> 00:25:06,750
their sales, but don't quite have the,

617
00:25:06,750 --> 00:25:09,090
they're not quite at the level
of being able to bring on a

618
00:25:09,939 --> 00:25:11,340
full team or be able to
maximize the local team.

619
00:25:11,340 --> 00:25:14,700
So that's that real sweet
spot that we, that, that

620
00:25:14,700 --> 00:25:17,490
we love to work with and do do great.

621
00:25:17,490 --> 00:25:21,797
And we really help them leverage
a total sort of integrated

622
00:25:21,797 --> 00:25:24,540
solution that generates
leads, does follow up,

623
00:25:24,540 --> 00:25:28,110
does custom client retention,
reactivation campaigns,

624
00:25:28,110 --> 00:25:31,286
and the deals with a lot
of that time consuming,

625
00:25:31,286 --> 00:25:35,550
repeatable tasks that we
all know should happen,

626
00:25:35,550 --> 00:25:36,383
and needs to happen,

627
00:25:36,383 --> 00:25:39,090
but we just never get
around to it as often,

628
00:25:39,090 --> 00:25:40,350
as often as we should.

629
00:25:40,350 --> 00:25:42,840
So we help wrap all of that around

630
00:25:42,840 --> 00:25:46,110
a system and a product that
gives them more opportunities

631
00:25:46,110 --> 00:25:49,350
to spend in front of
prospects and closing deals.

632
00:25:49,350 --> 00:25:51,060
- That is absolutely awesome.

633
00:25:51,060 --> 00:25:54,468
Where can people find you if
they wanna reach out to you

634
00:25:54,468 --> 00:25:55,853
and like, talk about getting your help?

635
00:25:57,540 --> 00:26:00,086
- So the best place to go to is

636
00:26:00,086 --> 00:26:04,170
thesalesgrowthscorecard.com.

637
00:26:04,170 --> 00:26:07,873
That's a resource we've put
together is that it'll ask you

638
00:26:07,873 --> 00:26:10,200
a few questions about
your business, your goals,

639
00:26:10,200 --> 00:26:12,672
where you're at, where your problems are,

640
00:26:12,672 --> 00:26:15,630
and that there will actually
give you a free report

641
00:26:15,630 --> 00:26:17,820
based on your answers that will actually

642
00:26:17,820 --> 00:26:20,910
unpack some of the solutions
and give you some opportunities

643
00:26:20,910 --> 00:26:24,270
of how you can actually
leverage some of our services,

644
00:26:24,270 --> 00:26:27,030
some of our programs to help you reduce

645
00:26:27,030 --> 00:26:28,560
some of your sales costs,

646
00:26:28,560 --> 00:26:31,313
generate more leads and
increase your revenues.

647
00:26:31,313 --> 00:26:33,098
- That's awesome. That's a great resource.

648
00:26:33,098 --> 00:26:34,707
Thank you for sharing that with us.

649
00:26:34,707 --> 00:26:36,060
And I will make sure
there's a link somewhere,

650
00:26:36,060 --> 00:26:38,270
wherever you're watching this video out

651
00:26:38,270 --> 00:26:40,381
on all the places my team
puts it out on for me,

652
00:26:40,381 --> 00:26:42,510
so that they can just hop
straight over to that.

653
00:26:42,510 --> 00:26:43,810
That's amazing. Thank you.

654
00:26:45,450 --> 00:26:46,740
- That's awesome. Thank you.

655
00:26:46,740 --> 00:26:48,797
- Thank you for coming on today and

656
00:26:48,797 --> 00:26:49,973
for answering so many questions,

657
00:26:49,973 --> 00:26:52,170
I feel like we have addressed
like all of the things that

658
00:26:52,170 --> 00:26:53,790
businesses really need to think about,

659
00:26:53,790 --> 00:26:55,620
especially if they're
at that struggle phase

660
00:26:55,620 --> 00:26:57,270
where they're not quite
where they wanna go.

661
00:26:57,270 --> 00:26:59,340
And they're trying to like, what do I do?

662
00:26:59,340 --> 00:27:02,220
I think just listening to
this, like three or four times.

663
00:27:02,220 --> 00:27:04,110
There were so many nuggets
that are gonna help you

664
00:27:04,110 --> 00:27:05,940
kind of turn that around.

665
00:27:05,940 --> 00:27:07,741
And then I would, you know,

666
00:27:07,741 --> 00:27:09,330
definitely go recommend
hopping over to that resource,

667
00:27:09,330 --> 00:27:11,220
cause that's gonna help you
get some direction as well.

668
00:27:11,220 --> 00:27:12,170
I think it's great.

669
00:27:15,474 --> 00:27:17,729
- Man. That's been been awesome now.

670
00:27:17,729 --> 00:27:18,562
It's been a, been a great chat.

671
00:27:18,562 --> 00:27:20,387
- Entrepreneurs head over to

672
00:27:20,387 --> 00:27:22,260
etatoday.zone and get more tips

673
00:27:22,260 --> 00:27:25,080
just like this one from
amazing people, just like Matt.

674
00:27:25,080 --> 00:27:27,540
On how to build a business
that enables your lifestyle

675
00:27:27,540 --> 00:27:30,850
instead of taking over your
life until next time. Bye

676
00:27:33,973 --> 00:27:36,556
(ending music)