Business Success: How The Sales Coaching Revolution Will Start in 2024. Get Ready TODAY

Summary

In this engaging conversation, Mark, a newly joined member of Movie Makers, discusses his journey in sales and his collaboration with Ben Gay III, a renowned author. Mark shares his experiences in overcoming sales slumps through his proprietary 'Guard Down Selling' method, emphasizing the importance of addressing both skill sets and mindset challenges. He also talks about his YouTube channel, 'The Million Dollar Sales Pro', and his strategy to help salespeople by providing deep-dive coaching sessions, transforming their approach and helping them achieve significant success.

Takeaways

• 🌟 Developing sales techniques alone has limitations and requires a strong drive to succeed without support.
• 🛠️ The concept of 'battlefield surgery' is introduced as a method to help individuals overcome self-sabotaging patterns.
• 🤝 Importance of mindset and nervous system in enhancing one's skill set, like putting skills on 'steroids'.
• 🎥 The individual, Mark, is a co-author of a sales book series and is now focusing on helping others improve their sales skills.
• 🚀 Mark's strategy involves booking weekly calls with potential clients or partners to grow his business and build relationships.
• 📈 The BizDev show is highlighted as an effective platform for networking and business growth through direct engagement with ideal clients.
• 🧠 Addressing the challenge of understanding and using Discord, a platform that seems to be a hurdle for some in the program.
• 💡 The 'Guard Down Selling' process is introduced as a proprietary method for enhancing sales skills when traditional methods fall short.
• 🌐 The idea of sharing coaching sessions on YouTube for free to provide value and showcase the coaching process without revealing too much of the methodology.
• 🎯 The importance of targeting the right individuals for coaching and building relationships, even if they are high-level executives.
• 📊 The potential to create multiple content playlists on YouTube to organize and categorize different types of content for viewers.

Q & A

What is the main challenge faced by individuals who solely rely on sales techniques without addressing their mindset?

The main challenge is that they may only achieve a certain level of success before hitting a plateau. Even highly driven individuals who become multi-millionaires can eventually lose their success if they do not address their mindset and underlying patterns that may sabotage their progress.

What is the term used in the script to describe the process of helping people overcome their mental and emotional barriers in sales?

The term used is 'battlefield surgery,' which refers to directly addressing and resolving the mental and emotional wounds or blocks that may be hindering an individual's sales performance.

What is the name of the proprietary process created by the speaker for sales training?

The proprietary process is called 'Guard Down Selling,' which is designed to help individuals overcome their sales slumps and improve their performance.

How does the speaker plan to utilize the 'bizdev show' to grow their business?

The speaker plans to use the 'bizdev show' to connect with one ideal client or referral partner every week, aiming to 10x their business in the next year by building relationships and rapport through these conversations.

What is the significance of having the first 616 followers on the speaker's YouTube channel, and what does the speaker plan to do with this audience?

The first 616 followers are significant because it represents the initial challenge of building an audience from scratch. The speaker plans to continue creating content, including coaching sessions and live streams, to grow and engage with this audience.

What is the main concern the speaker has about demonstrating their coaching process on YouTube?

The speaker is concerned about revealing too much of their intellectual property and the vulnerability of the coaching process. They worry about showing too deep of an approach that could be exploited by others or make their clients uncomfortable.

How does the speaker plan to address the concern of showing too much of their coaching process on YouTube?

The speaker plans to focus on the results and the transformative aspects of their coaching, rather than revealing the detailed methods. They aim to showcase the 'magic' of their coaching without exposing the 'secrets' behind it.

What is the name of the private group the speaker has on Facebook, and what is its purpose?

The private group is called 'The Million Dollar Sales Pro.' Its purpose is to provide content and a supportive community for members who are looking to improve their sales skills and mindset.

How does the speaker plan to handle sensitive moments during coaching sessions when recording for YouTube?

The speaker will use discretion and judgment to edit out any sensitive or overly emotional moments that may make the client uncomfortable or reveal too much personal information.

What advice does the speaker give regarding approaching high-level individuals, such as CEOs, for interviews or partnerships?

The speaker advises to go for it, starting with the highest level of contact, as long as there is an existing relationship or connection. If there is no response or a rejection, then the speaker suggests stepping down to the next level of contact, such as the VP of Sales.

What is the speaker's strategy for booking guests on their 'bizdev show'?

The speaker plans to reach out to individuals who have large sales teams and are decision-makers within their organizations. They aim to build relationships and create content through interviews, starting with those who may be more accessible and working up to those who receive many pitches.

Outlines

00:00

🚀 Enhancing Sales Techniques and Overcoming Obstacles

The paragraph discusses the importance of not only improving sales techniques but also addressing the mental and emotional aspects that can hinder progress. The speaker shares their experience of assisting individuals in overcoming self-sabotaging patterns, referring to it as 'battlefield surgery.' They emphasize that while skills are crucial, mindset and nervous system management can significantly enhance one's abilities. The speaker also introduces Mark, a new member of Movie Makers, and discusses his journey in sales, his co-authorship of a successful book series, and his current challenges with understanding Discord, a platform used for communication in their program. Mark's strategy involves booking calls with potential clients and focusing on building relationships rather than direct sales, highlighting the importance of networking and rapport building in sales.

05:00

🎥 Utilizing Social Media and Demonstrating Coaching Skills

This paragraph delves into the power of social media and YouTube as platforms for sharing content and demonstrating coaching skills. The speaker and Mark discuss the idea of conducting live Instagram sessions and the potential of using these platforms to showcase the coaching process without breaking it down. They explore the concept of 'aha' moments and breakthroughs in coaching, suggesting that these can be powerfully captured and shared on platforms like YouTube. The speaker also talks about their own YouTube channel and Facebook group, emphasizing the importance of consistent content creation and the excitement of growing their audience.

10:01

🤝 Building Relationships and Addressing Deep-Rooted Issues

The focus of this paragraph is on building deep and meaningful relationships with clients and addressing issues that may be rooted in past experiences or traumas. The speaker discusses their integrated sales training approach, which involves identifying and resolving patterns that lead to sales slumps or contractions. They share an example of working with a salesperson who experienced repeated deal cancellations, illustrating how uncovering and resolving underlying beliefs can lead to significant improvements in performance. The speaker expresses concern about revealing too much of their coaching process or intellectual property on public platforms, highlighting the delicate balance between sharing valuable content and protecting their unique methods.

15:02

🎯 Positioning and Playlist Strategies for Content

In this paragraph, the discussion revolves around content strategies and positioning oneself effectively. The speaker advises on creating different types of content, such as thought leadership, coaching, and business development shows, and organizing them into playlists on YouTube. They emphasize the importance of demonstrating the coaching process and making it look like magic without revealing the secrets behind the method. The speaker also talks about their unique positioning as a business owner with extensive experience in 'battlefield surgery,' which sets them apart from traditional sales coaches. They express confidence in their ability to execute the business development strategy and look forward to implementing it.

20:04

🏒 Targeting High-Level Decision Makers in Sales

The final paragraph focuses on the strategy of targeting high-level decision-makers in sales and building relationships with them. The speaker and Mark discuss the benefits of reaching out to CEOs and other top executives, even if they are not directly in charge of sales decisions. They highlight the importance of leveraging existing relationships and the potential impact of a CEO's endorsement on business opportunities. The speaker shares their intention to feature high-profile guests on their show, aiming to build rapport and create valuable content. They also discuss the importance of understanding one's target audience and tailoring the approach accordingly, whether it's a large corporation or smaller businesses.

Keywords

💡Sales Techniques

Sales Techniques refer to the methods and strategies used to increase the effectiveness of selling products or services. In the video, the speaker emphasizes the importance of not only having good sales skills but also addressing mindset and nervous system issues to enhance one's sales performance. The speaker also introduces a proprietary process called 'Guard Down Selling' which is born out of the necessity of running their own companies.

💡Mindset

Mindset refers to an individual's mental attitude or inclination towards certain things or situations. In the context of the video, the speaker highlights the significance of having a positive and growth-oriented mindset in sales, as it can put one's skill set on 'steroids'. This means that a strong mindset can greatly enhance the effectiveness of one's sales skills.

💡Nervous System

The nervous system is the part of an organism that coordinates its responses to external stimuli. In the video, the speaker discusses how the nervous system can affect a salesperson's performance by causing them to contract or go into a sales slump. By addressing issues related to the nervous system, the speaker believes they can help individuals overcome these challenges and improve their sales outcomes.

💡Battlefield Surgery

Battlefield Surgery is a term used by the speaker to describe their method of helping individuals overcome mental and emotional barriers that hinder their sales performance. It implies a quick and direct intervention to address and resolve issues that arise in the 'heat of battle', or during the sales process.

💡Guard Down Selling

Guard Down Selling is a proprietary sales process created by the speaker. It is an integrated approach to sales that not only focuses on improving sales skills but also addresses the underlying mindset and nervous system issues that may be hindering a salesperson's success. The process is designed to help individuals overcome challenges and reach their full potential in sales.

💡Business Development

Business Development refers to the process of expanding and growing a business, often through the creation of new strategies, products, or markets. In the video, the speaker discusses using the 'bizdev show' as a platform for business development, aiming to grow their business by establishing relationships with key individuals in their market.

💡Discord

Discord is a digital platform designed for community communication, including voice, video, and text conversations. In the video, the speaker mentions that they are having difficulty understanding Discord, which is a common issue for new users. It is implied that the speaker is using Discord as a tool for communication within their program, 'Movie Makers'.

💡Commission Salespeople

Commission Salespeople are individuals whose compensation is primarily based on the sales they make, often earning a percentage of the revenue generated from their sales. In the video, the speaker mentions their goal of working towards six-figure commission salespeople, indicating their ambition to collaborate with and coach high-performing sales professionals.

💡Mastermind

A Mastermind group is a peer-to-peer mentoring concept where individuals with similar goals or interests meet regularly to help each other solve problems, achieve goals, and brainstorm ideas. In the video, the speaker is part of a Mastermind group and is being coached by another member, indicating a collaborative and supportive environment aimed at personal and professional growth.

💡YouTube Channel

A YouTube Channel is a personalized page on the YouTube platform where individuals or organizations can upload, manage, and share videos. In the video, the speaker discusses their plans to use their YouTube Channel as a platform to share content related to their sales training and coaching services, as well as to demonstrate their coaching process.

💡Facebook Group

A Facebook Group is a feature on the social media platform Facebook that allows users to create and join communities based around shared interests or goals. In the video, the speaker mentions having a private Facebook group called 'The Million Dollar Sales Pro', which is a community for individuals interested in improving their sales skills and achieving financial success.

Highlights

The importance of having a strong mindset and overcoming self-sabotaging patterns in sales is emphasized.

The concept of 'battlefield surgery' is introduced as a method to help individuals recover from setbacks in their sales career.

The speaker shares their experience of co-authoring a book with Ben Gay III, a renowned sales author.

The speaker's proprietary sales process called 'Guard Down Selling' is mentioned as an effective method for salespeople.

The necessity of integrating sales skills with addressing past traumas and nervous system issues is discussed.

The speaker's strategy of focusing on upskilling salespeople rather than just teaching sales skills is highlighted.

The benefits of booking weekly calls with potential clients or partners to grow the business are shared.

The speaker's intention to use YouTube as a platform to showcase their coaching abilities and provide valuable content is mentioned.

The concept of 'snorkeling' versus 'scuba diving' in coaching sessions is introduced to describe the depth of coaching provided.

The speaker expresses their concern about revealing too much of their coaching methodology on public platforms.

The idea of creating a YouTube show where the speaker coaches individuals one-on-one is proposed.

The speaker's approach to helping clients uncover and resolve deep-seated issues causing sales slumps is discussed.

The speaker's unique positioning as a coach with extensive business experience and a focus on 'battlefield surgery' is highlighted.

The strategy of targeting high-level decision-makers in sales teams for coaching and consulting is suggested.

The speaker's plan to organize their coaching efforts and expand their reach through social media and YouTube is mentioned.

The importance of creating a deep connection with clients and helping them achieve significant breakthroughs in their sales career is emphasized.

The speaker's intention to maintain a private group for coaching and to keep certain coaching methods confidential is shared.

Transcripts

if you're G to work on sales techniques

alone you're only going so far unless

you are just a complete Beast that is so

highly driven that you can push through

your own programs but even people who do

that I've noticed coming up they many of

them became multi-millionaires and then

they end up losing it so what I find

myself doing a lot today is helping

people to remove that sort of sabotage

pattern and I call a battlefield surgery

a lot of times they get hurt on the

field I got to I got to put them back in

and boom get them back out as quick as I

can skills are great and they will get

you to a certain point but you know your

mindset or you know maybe your body set

your nervous system uh will put your

skill set on

steroids Mark is here he's a new member

of Movie Makers and part of that we're

doing an Instagram live together what's

on your mind man how can I help I joined

this program uh I really like the uh the

bizdev show in order to uh you know in

order to grow the business already got

my first uh show booked with Ben Gay III

he's the author of The closers series of

books which sold 10 million copies I'm

actually one of his co-authors I did I

did book five with him Master the the en

closer mindset so for sales sales-driven

entrepreneur six six figure sales people

so essentially I'm going down the road

and I'm I'm doing this program I would

say the big problem I have in the

program is is just understanding

Discord

okay but uh it it no it's all good I'm

I'm in progress and I'm just taking the

action steps along the way so

everything's actually on on track uh I'm

gonna book a call every single week with

somebody else I know who my market is

I'm I'm working on getting to uh sixf

figure commission salespeople I've got

some uh some great names on my list that

we're pursuing and uh we'll be doing a a

call a week in uh 2024 so I love it and

are you doing are you doing big name

only or you also doing people that

you're going to be coaching oh oh no

it'll be well it's my understanding is

and maybe this is a good time for the

question um I'm starting with Ben only

because he's a he's the oldest living

sales Legend and and I uh co-authored a

book with him as well he's he's he's big

in front of in front of the market but

um no I'll be dealing with all sorts of

people I've identified uh who have large

sales teams and so essentially whether

they're well-known or not as long as

they have you know a a sales team uh

that essentially could be referred

that's that's kind of the idea yeah I

mean and that's the main thing that

you're upleveling people with their

sales skills well I'm kind of an

integrated sales trainer so when skills

when uh sales skills no longer work for

people they got all the skills and they

can't figure out why they're Contracting

that's where I come in but I do teach

sales skills uh I have a process

proprietary process I created called

guard down selling um and so there's

certain processes I teach uh this was

born out of necessity running my own

companies but then what I noticed um

through the years is that people would

continue to contract or they would have

sales slumps and so that's where the

sort of integrated approach came in and

where I you know sort of address the

past and what those blocks might be and

you know their nervous system and how

it's shutting them down skills are great

and they will get you to a certain point

but you know your mindset or you know

maybe your body set your nervous system

uh will put your skill set on steroids

got it and this content is going to live

on your YouTube channel yeah well the

content I'm doing with uh what we're

doing here movement makers yes that'll

live on YouTube I also have a private um

a private group called The Million dooll

sales Pro I've got a free Facebook group

and so there's content on there there'll

be content as YouTube I've just

reestablished my YouTube I've currently

got uh 616 followers coming into this so

that's yeah that's pretty cool and

that's before I ever did anything I'm

excited the first 616 is the hardest 616

so it's only up from here the bizde show

is amazing and imagine if you're talking

to one

ideal client or referral partner every

week and they're getting to know you yep

I mean that could 10x your business in

the next year I mean and it's so much

easier to get them to talk to you now

you're a great salesman so uh you know

how to close and convert which is great

because a lot of people struggle with

that when they're right when they're on

their path uh and the challenge is just

getting in front of qualified prospects

and having a conversation where it's not

just a hey do you want to go out for

coffee but you're interviewing them

you're having conversation you know

you're building Rapport creating a

relationship and then it's easy to do

the next follow-up step and if you're

talking to sales departments again this

is probably the only time they've ever

been interviewed for anything so it's

pretty easy to find out who they are and

to get them to say yes because you're

flattering them and you're giving them

piece of content for themselves right

and if you were trying to get to the CEO

of Coca-Cola or something it might be a

lot more challenging but for the people

who are the decision makers for you it's

a lot easier so I like I mean that's a

great show that's a great cadence once a

week the demonstrate the process is

where coaches can really shine where

you're showing the process of you doing

the thing without breaking it down when

you're working with people you help them

get these aha moments and breakthroughs

yep that if somebody else were to look

at it looks like

magic right from the outside if they

just sat in and watched you do this it'd

be like how is he doing this when I'm

coaching people oneon-one let's say it's

on a zoom I should be uh documenting all

that and using you know clips from that

to to also post on YouTube as well if

you already have it are you going and

doing coaching inside your Facebook

group I do not coach inside the Facebook

group so I have a private uh members

Group which I have currently so the

Facebook I just go and I do I do these

lives so there's content there but not

me demonstrating the process up to this

point it's been you know off the cuff so

I I run my own company so coaching to me

has been you know sort of a side hustle

I own a solar systems company and um

okay yeah so but I love coaching so I do

a lot of it and I'm good at it this is

the year I'm really organizing

everything so on Facebook right now you

know I've never done I've never done a

um like had somebody else on there with

me um so that you know would probably be

something I would do this year or I do

do a lot of coaching I do a ton of it

every single day and I could I could

record those and then you know break up

those uh and put them out there yeah I

mean ideally you'd put out the whole

session not just a little clip it'll

perform better if I get to understand

the story and the and see the whole you

know transition with somebody what do it

cost to be in your group currently while

I'm in beta 197 a month and 997 down

what's that group called again it's

called the million doll salespro and my

be called the million dooll salespro

show I

likeing so what you could do is say for

the people who are in million dooll in

the million dollar sales program right

now that you're launching a new YouTube

show where you're G to be coaching

people

one-on-one and it's free but it's going

to go on to YouTube and so it's not some

bait and switch afterwards and you're

surprised this is going to go on YouTube

they know in advance right but you say

that access to Mark is is really

difficult and very expensive yep to get

one onone time with Mark is is not

possible or it's going to be very very

expensive but you're going to get it for

free because you're part of this program

ah I like that the million dollar sales

Pro and who wants it and you have people

who who say yes y they put up their

hands say hey please pick me I like so

now when they come on you say hey here's

John he's part of our million dollar

sales Pro now what's the million dollar

sales now we're talking about it without

it being a sales pitch right and then

hopefully John says something good like

oh my God Mark your million dollar sales

Pro is my favorite program right you say

great and then you say okay John how can

I help and then John tells you where

he's struggling and then you just help

him you don't you don't need tons of

prep work or you know an entire dossier

on John you just show up and you know he

wants to sell and he's stuck somewhere

and then you go solve his problem so I

was a little concerned with that because

I can modu

you know how deep I want to coach people

I could either sort of snorkel or scuba

dive depending um but some of my scuba

diving stuff I was a little sort of

apprehensive to put that out there

because it gets into some some deeper

things especially like I give you an

example let's say A

salesperson is writing a lot of deals

and they keep canceling so they're

coming to me with a pattern right so

let's just say they wrote five deals and

five deals cancel and they're really

upset about it so I know that this

person has uh a belief in let's say

disappointment so they're recreating

disappointment unconsciously so for me

to get to the cause of that to get to

the root of that I might take them

through a process where I'm taking you

know close your eyes put your hand on

your heart I'm taking them back to a

certain place I'm looking for the root

cause of that and I kid you not this is

so

predictable for I've done this so many

times thousands of times I can read the

pattern I bring them back to a time

where unconsciously that is reminding

them of something I clear that with them

and they will call me within 48 hours

you're not gonna I just had one right

before you got on said he did it we we

did the clearing last week said he just

had his biggest deal biggest Commission

of the entire year today it's repeatable

for me it happens over and over again

but I didn't know how deep I should go

into that because sometimes we get into

some stuff sometimes people are crying

and you know different things happen as

we're going back so my whole strategy is

about integrated it's an integrated

strategy if you're G to work on sales

techniques alone you're only going so

far unless you are just a complete Beast

that is so highly

driven that that you can push through

your own programs but even people who do

that I've noticed coming up they many of

them became multi-millionaires and then

they end up losing it so what I find

myself doing a lot today is helping

people to remove that sort of sabotage

pattern and I call it Battlefield

surgery a lot of times they get hurt on

the field I gotta I gotta put them back

in and boom get them back out there as

quick as I can so I I guess my ultimate

question on that is is that okay to just

go as deep as I normally go and show it

yeah the two concerns are either one

they may not go there with you you know

or sometimes two is like am I showing

too much of my IP for anybody on the

internet to be able to see right right

which one of those two or both is a

concern probably more about showing you

know the vulnerability of the

process so for for for your for your the

member that you're coaching that's right

y yeah so a couple things then one

they're already in your tribe yes so

they they know what you talk about yes

so if they're in the million dollar

sales Pro you're you're covering some of

these things already you're not just

staying surface level and teaching them

different closes right so they they know

that this is your world already so it's

not some giant bait and switch in the

call to in the email or or talking about

the live stream or inside your group you

can say we're going to go deep you like

I want this is a free session for you

but we're going to go deep and we're

going to cover your hidden traumas and

the reason why these this is a repeated

pattern for you and this is why it's so

expensive to work with Mark and you're

going to get it absolutely for free but

don't sign up if you want to stay at

surface level this is a this is we're

going deep we're going to Deep dive I

don't want to snorkel with you we're GNA

scuba dive together and then it's also

for anybody else who has that same

problem I want them to be inspired by

your story so that it's it's switching

to service mindset for them as well it's

not just a selfish thing that other

people can learn from it and that

handles most of the situations now if

somebody is just absolutely falling

apart it's like ple I can't believe I

said that about my mom please don't put

that you can use your discretion and

judgment to cut that part out or not

post it but most of the time like I've

done tons of coaching with people and um

most of the time there's no problem and

the the the main thing here is that

you're you're not trying to make them

look bad you're trying to help that's

right so if people will go on Dr Phil

and Jerry Springer and punch each other

and you know all the things they do

there where like it's trying to get this

gotcha moment to make them all hate each

other they will come on your show where

you're actually trying to support them

and help them right you know what what

you do is not just leave them in the

trauma you pull them out to the other

side oh yeah 100% y so great like you're

leaving them on a high like oh my God

Mark just changed my life oh they have

such ridiculous aha experiences when I

do it because they can't connect the the

current struggle or challenge to a root

cause and that's what I'm able to do

very quickly is to just very fast see

that help them see it it's based off

Carl Yung when you make the he has a

quote that says until the unconscious

becomes conscious it will direct your

life and you will call it fate and so

what I do is I make the unconscious

conscious so it doesn't direct your life

so therefore they can create their

Destiny of their choosing

so so this is a something that then I

would keep private how you do the method

yep is your secret sauce that does not

get revealed on YouTube videos and

public content okay where it's based off

Carl Young and all the steps that you do

you want to be the magician who was

making magic happen but you don't know

where that Dove came from

right so you could say the results of

like hey the the example you shared

right now recently that guy was blocked

and now he just got his is biggest sales

commission of all time like amazing and

surface of of like hey I help find the

repeated patterns it's probably based in

some trauma and if you don't fix this

it'll continue to happen so I'm the guy

who's going to find those repeated

patterns and remove it so you can forge

a new life going forward like that's

basically as much detail as you share

unless your goal is to train other

people how to do

this then we don't want to go too deep

into the breaking down of how you do it

right gotcha based on Carl Young and

make sure you hold your hand on the

heart and make whatever you do you're

just going to make it look like magic

but the magician doesn't reveal the

secrets gotcha unless you join you know

the M Sales Pro right or you hire me to

come speak at your thing what are your

thoughts about playlist so obviously

you're recommending three different

shows of bis Dev demonstrate your

process in a social media influencer of

sorts and so should I have like three

playlists or no play playlist and it's

just everything under Mark toy you could

have three playlists but most people

don't consume by playlists but it just

helps organize it so that when I hit

your YouTube page it'll show me three

different types of content yes the

thought leadership content is probably

the least important for you especially

at the start that's where you're just

speaking direct to camera right so the

bizde show gets you clients like you

don't even need to grow your social

presence for you to 10x your business

just from relationships that you create

right and that's in the bizde show it's

not about making you look good it's

about making your guests look good so

that you can create a relationship to

then work with their sales team right

right and so those videos don't

necessarily have to have tons of views

the ROI is the relationship that you

just created that's right the coaching

show the show me the process show is

usually the best show to make if you're

good at coaching like the caveat is if

you suck at

coaching you get exposed it's like if

they came and brought you this problem

he's like oh I don't know what to do

with that then that that's a problem

right but if if you're good and you have

a deep well of knowledge it's actually

the best show because it's usually the

most fun to create because you're

actually helping somebody you're not

just talking in your house to a camera

um and it shows off how good you are

because there's lots of people who can

talk a big game what you just said I

could say too I could say here's what

here's what we do we got to uncover your

child TR we got to find the repeater

patterns that have hold held I could say

all the things said but it doesn't mean

that I can go and do what you do that's

right and so there's lots of and

especially in the sales world there's a

lot of sales coaches and trainers who

can talk a great game but then when

they're face to face with a with a

client who's struggling with sale they

don't know what to do or how to help

that's right that and that's that's sort

of my unique positioning because I I

don't I coach out of necessity I'm a

business guy I run companies I have 200

employees I have 50 salespeople so I've

gotta I've got to do Battlefield surgery

and I've been doing it for three decades

that's where this all came out of the

battlefield surgery if if I don't do it

correctly you know my companies would

never have made it and uh my most recent

company we we literally hit the Inc 5000

at number 14 in 20 in 2021 so that's

when I started to realize that wow I

could take this out to a broader

audience and so um that's kind of a

unique positioning uh in the second

unique positioning is the integrated

approach you can beat people with sales

skills all day it's only going to take

them so far because their nervous system

eventually is going to show up and it's

going to contract because that's what

nervous systems do that's just sort of

what makes it a little bit unique yeah

no I mean you're you're my favorite kind

of people to work with because you're

actually really good at what you do yep

but the world doesn't know it yet and so

that's right that that's that's the

whole model so let's show it I feel like

I feel like Eminem before he came out

with Slim

Shady well uh you could do a wrap as

well I don't know if I can help you too

much with your rap song but uh terms of

thought leadership content coaching

content we can make that happen for sure

y so I'd love to see a show a week of

the bisf that's a little harder to book

so if you have your team or assistant

whoever helping you kind of reach out to

people y um the coaching show the show

me the process show again could be team

and that you could do all together right

like if you if you the goal is one a

week you could take two hours on the

Monday morning or Thursday afternoon or

whatever and put four people half an

hour back to back to back to back right

and whether that's you or just someone

on the team messaging the people in the

Facebook group to say hey who wants some

one-on-one time with Mark right and then

you just book them all together those

are usually pretty easy to do um and

then if you wanted to do a thought

leadership show where that's more direct

to camera you can as well but like right

now I'm not even I'm not even tuned into

that at all I I love the when I saw

Business Development I knew right away

that's that's my that's that's the

strategy I'm going to use and I know I

can do it I feel comfortable with it I

just love the whole thing and I'm just

gonna I'm a hockey player you're from

Canada you must be familiar with hockey

I'm from Massachusetts originally we

didn't play hockey my whole life so my

point is you got to skate your lane you

know unless you're a center and uh you

gotta you gotta skate your lane yeah I

was about to say I don't know too many

hockey players from Florida and that was

their number one sport yeah y Boston

makes a lot more sense yep original six

I love it um cool so I mean the next

step really is just making sure that you

get the shows

booked that you're doing the Outreach uh

and then after that usually we're we're

jumping into the actual sales process

with people but I don't have to teach

you how to sell and follow up and close

deals yeah yeah that part that part's

easy so it's really just uh identifying

who the right people are and then

inviting them on the show to have a

great conversation yep should I like I

give you an example one of the people

that I'm gonna get a show with um I I

want to make sure I'm not going like too

big maybe maybe you know you could speak

into that so one of them is um the owner

of a probably the largest solar company

in the nation so it would be like the

CEO of that company and I want to

develop a relationship with that person

is that too big should I be going after

you know like more the I don't know

maybe the Vice President of Sales who's

got 20 people you know reporting to them

or or what what are your thoughts on

that well I mean the the largest solar

company in the country the vice

president would have more than 20 salesp

people reporting to him oh no no no I

know he this guy's got thousands well

well they're trying to enter into

relationship with my Solar Company

because they want us to do some of their

installs so like I'm already in touch

with these people I can get right to the

CEO yeah so go for it like even if the

CEO is not in charge of the decision

yeah if the CEO says we're going to work

with Mark then it's done yeah um I guess

I I don't want to like overshoot it with

you know uh too big of the elephants and

just I don't know maybe that's what I

was wondering if you could speak into

the the biggest thing is just thinking

well one if you have a relationship is a

lot easier than going in cold right he

might do it just because he knows you

and he likes you and this now now you're

you're just flattering him right I mean

the idea that you would on do an

interview with him we're not selling

anything we're just building a

relationship creating content is usually

an easy yes the next is how many

opportunities are coming to them for

this kind of stuff so if it was hey let

me Pitch you on this he's getting

pitched a thousand times a day from all

kinds of vendors and all sorts of

different things right the last thing he

needs at another sales pitch how many

people are pitching him to tell his

story and hear and do an interview with

him nobody probably probably not a lot y

but the CEO of Coca-Cola is probably

getting lots of media requests that

they're saying no to right so that's the

that's the the Judgment line if they're

not getting a lot of requests now you're

media and now it's a lot easier to get a

yes and to build a relationship so you

could go higher up there's nothing wrong

with starting that CEO and if they say

no or you don't hear back go one step

down to the VP of sales right for the

organization gotcha okay yeah it makes

sense I'm just you know I'm I'm kind of

a hit first ask questions later I love

it but I'm trying to I'm trying to look

before I leap a little bit here so I'm

I'm just absorbing the content and doing

my level best to uh take the actions

based on my understanding of what I

should do cool man well welcome board

mve makers great to have you and can't

wait to see this uh show get off the

ground sounds good thanks so much for uh

for taking the questions all right much

love Mark okay bye cheers to watch me

coach another Mastermind member

oneon-one check the video right there

next to me I think you'll love it

continue to believe and I'll see you

there I like trying to figure out how to

make $2,000 a month 2,000 a month only

2,000 per client if you could make 2,000

a month per client or you have you know

basically $8,000 coming in every month

you basically have a six- figure

business