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.

Matt Boyle is helping B2B companies scale fast with done for you sales and growth solutions.

Apart from helping you drive sustainable growth by improving how you manage your sales process, Matt Boyle is on a mission to use Entrepreneurism…more specifically, Sales as a vehicle to end poverty-driven exploitation. His goal is to build Outsourced Business Development centers in developing countries and use job creation as a means of injecting income into communities, reducing poverty, and ending the supply of victims being exploited.

Christina and Matt discuss how we've all been at some point where we're looking at having to fire employees, we're looking for a way to turn this thing around. Matt tells us how he got to the failure phase and how he brought himself back.

Questions

  • How did you get to the failure phase and how did you, you know, bring yourself back?
  • Now how did you like decide to turn it around from that?
  • What were some of the top mistakes that you had to correct to kind of turn this around and get yourself moving in the right direction again?
  • How can we solve that problem and how can we help that?
  • What does the future look like for you?
  • What are you excited about?
  • Who do you like to work with and how do you help them?
  • Where can people find you if they wanna reach out to you and like, talk about getting your help?

Links and Resources

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Read Full Transcript

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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.

240
00:09:49,560 --> 00:09:51,870
- I think that brings up
another point that I've just,

241
00:09:51,870 --> 00:09:53,744
I've kind of noticed.

242
00:09:53,744 --> 00:09:55,260
And I feel like maybe there's
two different types of

243
00:09:55,260 --> 00:09:56,700
integrators, or maybe it's that

244
00:09:56,700 --> 00:09:58,800
either the visionary or the
integrator has to hold it,

245
00:09:58,800 --> 00:10:02,490
but there's the financially minded people.

246
00:10:02,490 --> 00:10:05,460
And then there's the
operationally minded people.

247
00:10:05,460 --> 00:10:08,820
And it seems very hard to
find that in the same person.

248
00:10:08,820 --> 00:10:12,750
So it's like, you know, my COO
is very financially minded.

249
00:10:12,750 --> 00:10:14,160
She's okay at running the team,

250
00:10:14,160 --> 00:10:15,390
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)


About Christina Hooper

I help you turn your Superpowers into Sales so you can build a business that enables your lifestyle instead of taking over your life. I'm also StoryBrand Certified Guide, BMS Certified Coach, and DigitalMarketer Certified Partner.

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