October 9, 2025 • 32 mins
Solomon Thimothy is a serial entrepreneur, growth strategist, and the founder of Clickx. His journey began in web development, but he quickly recognized that businesses needed more than websites—they needed leads, conversions, and real growth. To meet that demand, he expanded into Google Ads, built a high-performing team, and developed Clickx, a platform that helped manage clients and automate marketing operations. This innovation allowed his agency to scale nationally and internationally.
Solomon created the 10X Framework, a growth philosophy rooted in doubling every aspect of business—from leads and sales to systems and results. It's not just a tactic, but a mindset—an ongoing commitment to solving problems, embracing challenges, and pushing past limits. The compounding effect of small, consistent wins creates exponential growth, and that’s what the 10X mindset is all about.
Through his agency, Solomon helps companies overcome the digital obstacles.With deep expertise in SEO, PPC, HubSpot, content marketing, automation, and analytics, his team empowers businesses to scale with precision. His “ALL-IN” philosophy—combining client dedication with expert strategy—delivers real, measurable success.
During the show we discussed:
- AI-powered CRM transforms B2B lead generation.
- The 10X System redefines growth through automation.
- AI outreach delivers consistent, quality leads.
- Automation removes founder dependency.
- CRM aligns with each client’s sales flow.
- Smart systems convert leads automatically.
- Unified tools connect ads, outreach, and CRM.
- Founders scale faster with less effort.
- The Home Run Offer keeps messaging aligned.
- AI enhances personalization and follow-up.
- Leads are scored and acted on instantly.
- Existing systems are optimized for growth.
- CRM insights fuel high-converting funnels.
- Clients achieve faster, sustainable growth.
Resources:
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:02):
(Transcribed by TurboScribe.ai. Go Unlimited to remove this message.) Welcome to the Business Credit and Financing Show.
Each week, we talk about the growth strategies
that matter most to entrepreneurs.
Listen in as we discuss the secrets to
getting credit and money to start and grow
your business.
And enjoy as we talk with seasoned business
owners, coaches, and industry leaders on a variety
(00:22):
of topics from advertising and marketing to the
nuts and bolts of running a highly successful
business.
And now, to introduce the host of our
show, financial expert and award-winning author, Ty
Crandall.
Hello, and thanks for joining us today.
I'm super excited you could be here because
today we're taking two very important things.
We're taking CRM and we're talking AI.
(00:44):
And we're taking both of these, we're combining
them into one powerful way and learning, teaching
you how to do this to actually be
able to use this to create a pipeline
of leads that basically fills itself.
It sounds crazy, but if you have the
formula, you're going to be able to do
it if you have the framework.
And that's exactly what we're talking today, is
the framework that you need to do it.
So with us today is Solomon Timothy.
Now, he is a serial entrepreneur, growth strategist,
(01:06):
and founder of ClickX.
His journey began in web development originally, but
he quickly recognized that businesses needed more than
just website, they needed leads, they needed conversions,
they needed real growth.
Now, to meet that demand, he actually expanded
into Google Ads, built a highly performing team,
and developed ClickX, a platform that actually helped
manage his clients and automate marketing operations.
(01:28):
Now, this innovation allowed his agency to scale
nationally and internationally as well.
And Solomon created the 10X framework, a growth
philosophy that is actually rooted in doubling every
aspect of business from leads and sales to
systems, and most importantly, results.
Now, it's not just a tactic, but a
mindset, an ongoing commitment to solving problems, to
(01:48):
actually embracing challenges into pushing past limits.
So the compounding effect of small, consistent wins
creates exponential growth, and that's exactly what the
10X mindset is all about.
Now, through his agency, Solomon actually helps companies
overcome the digital obstacles with deep expertise in
SEO, PPC, HubSpot, content marketing, automation, and analytics.
(02:10):
His team empowers businesses to scale with precision.
His all-in philosophy combining client dedication with
expert strategy delivers real, measurable success.
Solomon, what's up, man?
Thanks for joining us today.
Thank you so much, Ty.
That was the best intro I've ever heard.
I don't know where we got that from,
but thank you, I appreciate that.
Well, you did some really cool stuff, and
let me ask you this.
(02:31):
You were at the forefront.
We hear a lot about AI, but from
what I've looked at and studied, you're kind
of on the forefront of this combination between
AI and CRM.
So tell me a little bit more.
Where did this come from, and how are
you seeing that that powerful integration is helping
your customers so much?
Absolutely, thank you so much, Ty.
I appreciate it, and thanks for having me,
first of all.
The fact that we just got in with
(02:52):
the CRM and the AI and lead gen
and pipeline and all that is because all
our business, every single client of ours are
ambitious entrepreneurs.
They want to grow their business every single
day, 10X.
They're running Facebook ads or whatever kind of
ads, and we're always in somebody's pipeline, right?
So I don't just want to generate leads.
I want to generate leads that turn into
a book deployment and that goes, hopefully, and
(03:15):
becomes a customer, and I'm tracking the entire
pipeline.
So when AI came, we already have a
software engineering sort of background.
We already have engineers on staff.
We're already doing things, growth marketing, which is
like automating one process so we don't have
to have a human element in it.
And so when AI came about, we're like,
(03:35):
hey, why not leverage AI, which is ChatGBT
API.
When I say this, this is not like
you go to ChatGBT and write a prompt
and do something.
It's like, how do we leverage that power
to make what we do exponentially better?
And so, Ty, so the biggest thing that
we realized is that if you want to
exponentially grow your business, which everybody here probably
does, which is why they tune into your
(03:56):
podcast, and I think AI is that super
who, because it's no longer limited on how
many people you can bring on.
It's limited on how many ideas you can
test and iterate and launch at the same
time, right?
Like, it's like, you can do 10 things
at once.
You couldn't do that.
You needed 10 people or something along those
lines, but they're like really good three people
or whatever.
(04:16):
And now we can just add more campaigns
and ideas, stack it, and not really have
any more additional costs or investment to run
these campaigns.
So to summarize that, what we did is
we take the entire CRM data that we
have, which is all your customers, leads, prospects,
the sources of these leads, and then now
(04:37):
AI is going to clean that up and
tell you where you should prospect.
What kind of customers are your best customers?
Where's your best LTV, lifetime value, come from?
And what are the products that they're buying?
That intelligence, I think, is so important so
that a lead gen team like us, we
didn't have that kind of insight on a
daily basis.
(04:58):
We can now use that to say, hey,
there's a company that closed.
They're a $25 million company that does whatever
it is, right?
And then we say, well, how do we
go find more companies like that, which is
called Lookalike?
We can go literally find those businesses.
And now I could outreach to them, add
them to the CRM system, outreach to them.
(05:19):
And so now my customer is growing based
on the kind of customers that they had
great success with.
It sounds really powerful.
I mean, how effective are you seeing this
with this incorporation of AI?
Because you guys, like you said, you had
Teams, CRM, you were doing all this stuff
before.
Now AI has come into the world and
changed everything.
So, and now you've explained how that's happening,
(05:40):
but what's the overall effect?
Like how much of an impact is this
really happening?
Is this really having an entrepreneur's ability to
be able to lead gen and bring in
qualified customers?
Absolutely.
So before we all knew our ICP, right?
Ideal Customer Profile.
But now you could take that one customer
that closed, find customers just like them.
(06:01):
Size of company, the industry that they're in.
If that makes sense.
If there's a thousand of them, great.
Now you have a thousand, basically Lookalike of
the kind of deal that you closed.
All of this is so easy to do
now.
Which it would have taken us a long
more time.
We just need to go to Apollo, put
in all this criteria, and you still don't
know if they're the same.
They all look the same.
We don't really know if they're the same.
(06:22):
When AI can go and go to LinkedIn
and find the keywords of their company description
and then find a bunch of them like
it, even if it's 12, you've got 12
companies of exactly the same of the deals
that you closed.
You try and tell me that they don't
have the same problem that this customer had,
right?
It's now your job to know you exist.
Because most businesses don't know you exist.
(06:43):
So you're living in obscurity, reach out to
these businesses and we automate that for our
clients.
We don't let them do it.
We just do it for them.
So we're expanding the outreach, driving quality leads
inbound.
That all goes to the CRM system and
our customers are doing what they do every
day.
Picking up the phone, qualifying, right?
Having a meeting, giving proposals, whatever their sales
(07:04):
process is.
Our job is to help them grow that
top line or top of funnel, middle of
funnel, bottom of funnel.
So what is happening then in this, where
you've identified the right people?
You mentioned kind of some things with AI
and cold outreach.
So what's happening right now regarding AI and
cold outreach to these prospects?
Absolutely, a lot of people don't understand how
(07:25):
outbound works and it's okay because outbound is
very sophisticated and complicated because Google and Microsoft
probably doesn't want to get more emails into
their servers that aren't really good.
So a lot of people stop, which is
great.
It's kind of like direct mail.
They just gave up, they're like, forget about
it.
But guess what?
Direct mail is a great medium because nobody's
doing it.
So you have an empty mailbox.
(07:46):
Send them something, they're probably gonna look at
it.
And so because cold email by default, people
don't like it, sounds like you're spammy and
all of that.
When you send an email that is hyper
-personalized, that tells you, hey, I'm reaching out
because I saw this in your last press
release, or I'm reaching out because I saw
(08:07):
that you just raised money or I reached
out because you just launched a new product
or reaching out because my client that is
literally like you has this problem, I'm curious,
are you guys facing this challenge in your
organization?
And it's not the same for the next
prospect and the prospect after that.
You're no longer sending one to many, you're
sending one to one.
One outreach, extremely personalized, thank God for AI
(08:30):
that takes into consideration every little data point
that they have, write something and then sends
it out for you.
It's like what a human used to do.
We called it BV, sit there and like
try to find commonalities.
Does that make sense?
Like, oh, we're at the school and we're
at Michigan too.
Hey, go whatever.
It's much deeper than that.
(08:51):
It actually goes in and tries to find
all the pieces and say, hey, I noticed
you just hired a VP of something.
And typically when our clients do that, this
is kind of what they face.
I'm curious, are you guys having any of
those issues?
We're not asking for a yes, let's have
a meeting.
We just want to know if they have
the same surface problems my other clients have.
And if they do, then they may have
some kind of a deeper problem that we
(09:12):
might be able to help.
Does that make sense?
So it's the fact that you're constantly looking
for more business, which is what every business
needs.
They need a system that drives pipeline.
It needs it, right?
Like we call that system, whatever it is,
Facebook ads, Google ads, knocking on doors or
networking events, trade shows.
(09:34):
Everybody thinks that's a system.
It's great, fantastic, it works for you.
Don't stop doing it.
But every business needs a system.
And I like to build those systems for
customers depending on the kind of customers they
are and who they fit.
We want to build that system and we
want to do it better than a human.
Because at the end of the day, like
you know that Joe's going to take two
weeks vacation and six days and it only
(09:58):
works when he's in a good mood.
Would you want to rely on that for
your business?
Yeah.
He can get a job.
He can get a job that's paying him
more.
And now what happens to your system?
What happens in these systems?
And I've got two questions on that really.
Of course, go.
One of the, which is that, is what
you're saying, is it personalized?
Like it's mostly CRMs are kind of, it's
always the same, but it sounds like you're
talking about developing almost customized strategies to help
(10:20):
customers based on their sales process, their kind
of customer acquisition formula now.
Yes.
Every single client of ours have a unique
sales process.
We're not going to reinvent their sales process.
We want to go understand the sales process,
maybe help them optimize a little bit because
they're probably doing some inefficient stuff, which can
be automated.
And then we want to find the kind
of leads that would best fit their organization,
(10:43):
right?
Inbound or outbound, whether they're coming from inbound
looking for what they do, or you're knocking
on doors asking if they have a problem.
Those are the kind of the situation.
Then we want to see that lead through
their sales pipeline.
So we know the kind of quality of
people that we're bringing in the door, they
fit the bill, if that makes sense.
Because nobody wants to just have more leads,
(11:03):
but they're not really good.
You want to have leads that are actually
good and they follow through whatever the next
step is.
At least two to three more steps we
want to track.
So we know they're qualified.
They have a problem.
They have a budget.
There's somebody that's an authority that can make
a decision.
Those are all good signals and it's up
to the deal.
The sales team to close.
(11:24):
Now, what are you seeing in the second
part of that question was, what are you
seeing that this does for the founder thing?
Because I see too many founders that are
just stuck in the business and not working
on growing the business.
But it sounds like what you're doing with
CRM and with AI integration, it's taking the
founder out of working within the nuts and
bolts and being able to work more on
strategy.
100%, should the founder be sitting there trying
(11:46):
to do all this?
I don't think it's the best use of
the founder's time.
Quite frankly, it's not.
I would recommend a book.
It's called Who Not How by Dan Sullivan.
I'm pretty sure you read this, Ty.
You got to find a who for every
problem in your organization.
You are not the who for your own
problems.
You're the who to find the solution to
a problem in the marketplace so you can
(12:08):
make money on it, right?
Like that's your job and you're the visionary.
You should be only talking about the things
that you do and your company does better
than anyone else and recruit everybody else that
you need to recruit so that you can
solve a problem.
Now, most founders probably, like myself, because we
like to get all technical and get under
the hood and do things, but quite frankly,
(12:28):
every time we do that, we're actually slowing
down the business, not growing or speeding up
the business because we could have used that
time for something more strategic.
Would you agree?
100%, yeah.
Yeah, it could have been on podcast, which
I love being on podcast, Ty.
It's the highest leverage of your time.
After I leave this podcast, you're going to
be promoting it.
I'm here to serve, give you all the
tips and tricks and everything for our audience
(12:50):
so they can go execute this.
But like, you're going to be doing things
and the podcast lives on forever.
How many founders don't do this very thing
every single day?
I would love to be on a podcast
every day.
I help, basically, entrepreneurs get on podcasts.
It's a marketing thing.
The reason I do that is because they
should be doing that more than anything else.
So I'll give you a tip on why
(13:11):
podcast is so cool for entrepreneurs is that
I've been on so many podcasts.
I love it and I'm going to do
this.
Every time you ask Chad GPT about me
and the company, they're all being trained by
my podcast episodes where I give crazy ideas
and topics for free, right?
It's all being trained by LLMs and you
ask them about this, like, boom, here, every
(13:33):
day.
How do you feed the engine?
People always ask me, like, I want Chad
GPT to know what my company does.
I said, you need to create content if
you want to do that.
You can't not create content and ask Chad
GPT a question.
Well, he doesn't know my business.
How much content are you creating?
Would you agree?
Yeah, a hundred percent.
It's just like you said, this is best
(13:54):
use of your time.
Yes, highest leverage.
One time, 30 minutes, you're going to promote
it.
I'm going to promote it when you get
me this link, right?
It lives on forever.
It could be searchable inside a lot of
different tools.
It could be on the first page of
Google.
You're going to put me on a show
notes that has a link back to my
(14:14):
website.
That's SEO.
There's going to be a unique description on
that page.
God willing, you're using Chad GPT, so he's
got a bunch of keywords of the stuff
that I talk about.
Highly relevant.
I'm not paying for backlinks.
There's a million reasons why I should be
on podcasts eight hours a day.
It would grow my inbound and get me
more leads, which it has.
People obviously listen to this and hopefully get
(14:36):
tons of value and connect with me on
LinkedIn.
Does that make sense?
I'll nurture them.
But entrepreneurs don't have time.
Why?
They're working in the business, pulling the list,
uploading, downloading.
I don't know what they do, right?
Like, you know what I mean.
It's just like the busy work.
Let's just call it that.
It's the busy work.
In the business, Michael Lee Gerber calls it,
(14:56):
not on the business.
Yeah, it's interesting.
We started a decade ago.
I would literally hire somebody to build a
scraper, scrape yellow pages with businesses, and then
put in my CRM, and that's how I'd
email them.
Like, that was literally what we did 10
years ago.
But then I got to tell you, these
advertising platforms really suck at what you're describing,
because since they've lost third-party data access
(15:17):
years ago, we just, it doesn't matter what
we pay for the lead.
We struggle to get qualified leads from places
like Facebook, et cetera.
So I think it's ingenious.
You're talking about AI technology within a CRM
that can help you actually find the right
avatar and then actually go through cold outreach
to reach them.
Do you also, what do you do in
regards to helping with conversion of those leads?
(15:39):
Because you're phenomenal at identifying the lead and
then reaching out to the lead.
But what do you think about the AI
technology and CRM technology about actually helping with
convert that lead into an actual sale?
Right, absolutely.
And I think there's a lot of companies
that struggle with that.
You could hire a sales rep and give
it to a salesperson, but it doesn't mean
you're going to close deals, unfortunately, because not
all salespeople are equal.
(16:00):
So what we've done, and what we do
for a lot of our entrepreneurs, especially at
QlikX, is that generating the leads is great.
You built the system, which I just told
you.
Now you need another system that carries that
lead through from start to finish.
And we built what's called a sales process,
a sales system.
We call it a scale sales system.
And every letter has, it basically has a
(16:21):
meaning behind it.
And so we can train the salespeople on
every single step of that process so they
don't drop the lead.
The fact of the matter is my customer
does not succeed if I just generated a
lead.
They succeed when there's a transaction, somebody paid.
And now a quick break to hear from
our sponsor.
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(16:43):
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(17:05):
forward slash consult.
To buy whatever their machine is, right?
Whatever they're selling.
So we need to make sure that all
of their salespeople are in line.
Let me actually tell you, beyond the training,
after you train, and a lot of companies
will train their salespeople, which is surprising, they're
your breadwinners.
You should train them.
Because if you do, they might just succeed.
(17:27):
You never know, right?
And so beyond that, after you train them,
thank God for AI note takers, it will
tell you how well they're performing on the
thing that you just trained them on, on
a live sales call.
And it would grade their sales call from
one to 10, and it will tell the
manager what the sales guy need to work
(17:47):
on.
So just listen to these three calls.
He sucked.
Yeah, I could do that.
Yeah, that's crazy too, because I don't remember
what the service we used to use that
just, that did that with Monarch.
It was stupid expensive.
Like it was more expensive than our CRM,
just the call aspect of it.
So the fact that that's all part of
that is ridiculous.
Three bucks, probably 70 bucks per month per
(18:09):
rep.
You could have this technology implemented for every
business.
Why wouldn't you?
Yeah, I'm pretty sure we spent five to
10,000 a month.
I know.
Just a fraction of what you're describing.
Exactly.
Every call gets transcribed real time.
It could write you the email follow-ups,
but that's not what I care about.
What I care about is how well did
this guy perform on that sales call?
(18:30):
Did he get to know the customer?
Did he ask questions?
Who spoke more, him or the prospect?
Did he ask budget questions, timeline?
What was the next steps discussed?
If I knew that without actually being on
a sales call as a manager and I
can have 12 reps and I could tell
which reps are sucky, I know who to
get rid of objectively.
(18:51):
Not because Molly's here every day.
She's here early, stays late.
No, Molly's not a good rep.
Molly can't perform because she's not a good
fit for this job.
Look at the calls and every rep is
being graded on the same thing.
Once you train the system, you can ask
it and you can know which calls and
you will know specifically where in the call
(19:14):
they screwed up.
You can have access to this.
But that's a great question you asked.
How do we get better conversion?
This is how we get better conversion.
What about personalization?
What are you seeing with CRM?
What are you seeing with AI?
Because that's the world we're in.
It's like everybody wants something personalized to them.
So what are you seeing in a trend
and what do you do to kind of
address that?
So going back to the cold email, the
(19:36):
way that we personalize the email, which every
email today, if we write an email, we
send it out for our clients, it has
to go through AI.
We don't send anything that doesn't have an
AI in it.
So we don't send anything saying, hi, Bob,
I'm reaching out because you're in my chamber
of commerce.
We don't do that.
So we got to go to their LinkedIn
and we scan their entire LinkedIn profile.
And based on that, we write two sentences.
(19:57):
That is what we call an AI icebreaker
that will write something unique and personalized about
them before we write about us.
And we typically don't write about us.
We write about the problem.
And if there is a problem, we can
have a conversation or whatever.
But first is my prospect.
And it's 100% coming from their LinkedIn
profile.
(20:18):
If we don't have their LinkedIn profile for
whatever reason, it goes to the website and
it will try to find something relevant that
we can bring it into that introduction.
Every email, every single time.
Is there solutions to score, to rate these
leads quality so a salesperson kind of knows
which are the best leads to work?
You can, lead scoring is not new by
(20:40):
any means, but that would be something you
would set it up in your CRM system
and lead scoring.
It's like, hey, did they come to your
website?
Did they fill out a form?
Did they do this?
Did they actually follow through?
Did they spend this many time?
Did they go to this many pages?
You can have all kinds of little scoring
mechanism and give it a score.
To me, honestly, yes, you could have some
prioritized leads.
The best leads are the ones that have
(21:02):
the biggest problem and they may not even
go to your website.
Like you know that, right?
The guy that's gonna buy a car today
is the one who cannot get to work
tomorrow if he doesn't get a car today.
He's got something happened.
It was totaled or it's too old, not
worth fixing.
He's out shopping today.
He's buying a car today.
I don't care what the interest rate is.
(21:23):
He's buying.
Would you agree?
Yeah, absolutely.
He hasn't been checking out their website.
I tell you that much for the last
16 weeks.
He's not downloading anything.
He didn't even know he needed it.
That's why I don't typically say that lead
scoring is all things, but for a company
with hundreds, if not thousands of leads and
you wanna prioritize, it's a great way to
do it.
So you can at least know who to
(21:44):
target, but there's gonna be a call that
you get this afternoon, probably the hottest lead
and hopefully you don't miss it.
That's me.
I'm practical.
You have something called the Home Run Offer
Framework, which I love the name of that.
Can you tell me a little bit more?
Right, I think if anybody is trying to
figure out a good offer, they should read
Hermosi's book, 100 Million Offers.
That's just my first piece of advice because
(22:04):
I think that's the best piece of like
tech, just gets very technical and he's doing
a great job.
What I want my customer, because when I'm
doing all this cold email, is some campaigns
work well, you probably know some don't.
And we're like, we got the right people.
We know who they are.
We go through lengths to find these people,
but why don't they respond back?
We have all kinds of mechanism to know,
(22:25):
like they got the email, it went through
the inbox or whatever.
We're getting replies that's out of the office.
That means people are getting our emails.
Does that make sense?
It's like, it's going.
It's not, hey, your email address has been
blocked.
It's not the email we're getting.
So we like to say that there's two
challenges that businesses face that prevents them from
getting that message into the right person to
(22:45):
get the sale or the meeting or whatever.
And the first thing is getting that niche
down, getting who we're targeting.
And in many, many, many cases, with all
the things we could get that down pretty
tight.
But then there's a second challenge we face
that doesn't make the campaign any successful is
the offer.
So what are we saying in that message
to these people?
They're like not interested.
(23:06):
So what you're talking about the home run
offer is we need to make that as
good as this.
So if I emailed you today and say,
hey, I can get the top guests on
your podcast, the ones that people are dying
for, and I could get you line them
up for the next 12 months, Ty, would
you say yes to my offer?
You don't have to lift a finger.
I'm gonna have every author that's alive, that
(23:29):
sold a million books or more lining up
for you.
Zero cost.
I'm just gonna do all the work.
You're gonna reply to my email.
I'm not saying to make crazy offers that
are not realistic or possible, but it was
relevant to you because you know how hard
it is to get good guests on it
that truly wants to serve, right?
You know all the work that you have
to do or have VAs and all of
this stuff.
(23:50):
If somebody just made your life easy and
they booked you the best of the best,
you probably say yes, and irrelevant how much
it is because your time is valuable, right?
So if I did it for less than
what it costs you, you'd probably say yes.
So if our customers could start thinking about
it that way, that this offer also has
to be as good, they'll do really well.
It's just that many of us are unwilling
(24:10):
to think that our offer is not that
great.
It's the problem.
We're just so emotionally attached to it.
So we need to change it up.
We gotta make it easy for them to
say yes.
We gotta make sure that this is standing
up from a very crowded marketplace.
And if I'm an internet provider, maybe I
don't sell anything else.
No coax, nothing.
I'm gonna go straight for fiber and say,
hey, my fiber is better because of this.
(24:31):
And it's also $52.
I'm not saying to be a discount provider,
but I'm saying like, oh really?
Because I pay 1500 for that thing.
I'll take a fiber for $52.
Like it just sounds crazy.
So we started to study like what makes
viral videos viral.
It's the first three seconds.
It's the things that really get you excited.
So I look at that and say, well,
how do I make my email viral?
(24:53):
It's the first few lines, right?
If they don't get past it, forget it.
They're just gonna delete.
So it doesn't really matter.
All the technology you use to get them
into the inbox, that home run offer has
gotta be good.
That's it.
Hopefully this makes sense.
Yeah.
A lot of people out there running ads,
using a CRM, not getting results like you're
describing.
What advice would you give to them?
(25:14):
And then what have you found in those
people's case when they get on board with
this kind of system regarding the results they
were getting to the results they get after?
Absolutely.
So my recommendation is I don't think I
have a unique system that nobody else is
ever gonna figure out.
It's just that I'm, like you said in
the beginning, I'm just a little bit ahead
of the curve.
It's all it is.
(25:34):
I think everybody's system will be like mine
soon, but I'll just be a lot further
down because we're in this every day.
We innovate, we learn things, we automate, right?
Just, this is what I have to do
to survive.
So everybody's gotta go to this AI model.
I don't know when, sooner than later, some
of the podcasts I've been on, we said,
hey, I'll be back in 12 months and
we could talk about how much has changed
(25:55):
since my last episode.
I think that's a true statement of what
every business might be doing 12 months from
now.
There's not gonna be a choice.
I don't think a dumb CRM is gonna
survive anymore.
So I'll give you an example of a
smart CRM.
You get on those sales calls, you have
an AI note taker, where the world is
headed and what is possible today is that
your CRM is being updated with all your
(26:17):
little dropdowns about are they using a competitor?
Which competitor?
What's their budget?
It's actually being filled out as you're having
the conversation live by AI.
It's possible, it happens today, if you want
it.
So who is gonna survive 12 months from
now expecting a sales rep to remember all
those details, not having AI call recording and
not having that updated real time?
(26:39):
You're not gonna be around.
I'm sorry, I can't find it because my
reps are gonna be way more productive than
your rep.
Do you agree?
Yeah, 100%.
By then, it's gonna be AI making the
calls too, but you should at least get
your people up to speed on what is
possible today.
So going back to the question of what
do I have to say to people that
aren't getting the results is first of all,
basically adopt everything that's possible to become more
(27:02):
efficient and have AI be your super who.
The thing that does all of the heavy
duty should be done by AI as much
as possible, as fast as possible.
Move towards that and embrace it and get
every single person on your team, not to
say, oh, it's AI, I don't wanna touch
it.
Well, you don't have a job here anymore.
Really, because six months from now, we might
have AI do more than this.
If you don't like AI now, you're probably
(27:23):
not gonna like AI then.
We might as well just part ways.
Do you see what I'm saying?
That's what we need.
Not talk back and say, well, I don't
wanna touch it.
I don't go to ChatGPT, ChatGPT is gonna
take my job.
I don't want any of those people in
my world because they're probably not, it's gonna
be irrelevant in three to five years.
Everything is gonna be ChatGPT and Quad and
Perplexity and Gemini, whatever the Microsoft one is,
(27:47):
Copilot.
Seriously, you get into your car and you
go to McDonald's, this was a joke I
had, you're ordering a Big Mac, your car's
gonna tell you, you probably shouldn't eat it
because you have high cholesterol.
Would that be nice?
Yeah, the AI is gonna be fueling the
car that gets us there and taking your
order at McDonald's as well.
It's like, that's the world we live in.
Right now, you can eat anything you want,
(28:08):
nobody's questioning, but pretty soon, I have this
thing called Woop.
I don't know if you know this.
I haven't.
It's insane.
Only a matter of time when I start
eating bad food, it's gonna say, dude, that
thing gets your heart rate up.
Yeah.
Stop it.
Who did you just get off the phone
with?
Because you're in stress level three.
If it can talk back, isn't it tight?
(28:29):
It's about to change our world.
Yeah.
It's crazy.
And that's how much information is being gathered.
I was sick about a week ago.
All my signals went off on this thing.
It knew that I was out.
I was like, wow, this is out, that's
bad.
Everything's bad.
I'm like, oh yeah, I feel it.
You don't have to tell me.
I'm feeling it.
It's insane how much information is being gathered
(28:51):
about us, our surroundings, our jobs.
So our CRM should have that insight, report
back to you.
Hopefully it makes the CEO's job better and
the team more productive.
You just close more business, less friction.
Get rid of friction.
Salman, a lot of people watching this, they
wanna learn more, wanna learn more about, you
know, 10Xing their pipeline.
Where should they go?
What should they do to learn more?
(29:12):
I love it.
Well, I got a couple of things.
I got great things happening.
I'm actually giving a free AI workshop of
how we use AI every single day.
It's free.
There's no cost.
And it's running like every two weeks since
I'm super busy.
That website is called scalegrowth.com.
Only thing I display is what I do
in our four walls.
And we have a couple of team all
(29:33):
over the United States.
How we use AI, just pure show and
tell.
Because I feel so bad that people don't
know the basics.
Like, you know, just people don't know how
to use chat GPT.
I'm like, business owners are at a worse,
it's more disadvantage for them because they don't
know what to do beyond the chat GPT
problem.
Does that make sense?
Like email is not the only thing AI
was made for.
So I'm going to show things, but we
use AI in recruiting to everything.
(29:55):
So I'm just going to talk about business
development.
The second thing is I have a...
(Transcribed by TurboScribe.ai. Go Unlimited to remove this message.) Welcome to the Business Credit and Financing Show.
Each week, we talk about the growth strategies
that matter most to entrepreneurs.
Listen in as we discuss the secrets to
getting credit and money to start and grow
your business.
And enjoy as we talk with seasoned business
owners, coaches, and industry leaders on a variety
(00:22):
of topics from advertising and marketing to the
nuts and bolts of running a highly successful
business.
And now, to introduce the host of our
show, financial expert and award-winning author, Ty
Crandall.
Hello, and thanks for joining us today.
I'm super excited you could be here because
today we're taking two very important things.
We're taking CRM and we're talking AI.
(00:44):
And we're taking both of these, we're combining
them into one powerful way and learning, teaching
you how to do this to actually be
able to use this to create a pipeline
of leads that basically fills itself.
It sounds crazy, but if you have the
formula, you're going to be able to do
it if you have the framework.
And that's exactly what we're talking today, is
the framework that you need to do it.
So with us today is Solomon Timothy.
Now, he is a serial entrepreneur, growth strategist,
(01:06):
and founder of ClickX.
His journey began in web development originally, but
he quickly recognized that businesses needed more than
just website, they needed leads, they needed conversions,
they needed real growth.
Now, to meet that demand, he actually expanded
into Google Ads, built a highly performing team,
and developed ClickX, a platform that actually helped
manage his clients and automate marketing operations.
(01:28):
Now, this innovation allowed his agency to scale
nationally and internationally as well.
And Solomon created the 10X framework, a growth
philosophy that is actually rooted in doubling every
aspect of business from leads and sales to
systems, and most importantly, results.
Now, it's not just a tactic, but a
mindset, an ongoing commitment to solving problems, to
(01:48):
actually embracing challenges into pushing past limits.
So the compounding effect of small, consistent wins
creates exponential growth, and that's exactly what the
10X mindset is all about.
Now, through his agency, Solomon actually helps companies
overcome the digital obstacles with deep expertise in
SEO, PPC, HubSpot, content marketing, automation, and analytics.
(02:10):
His team empowers businesses to scale with precision.
His all-in philosophy combining client dedication with
expert strategy delivers real, measurable success.
Solomon, what's up, man?
Thanks for joining us today.
Thank you so much, Ty.
That was the best intro I've ever heard.
I don't know where we got that from,
but thank you, I appreciate that.
Well, you did some really cool stuff, and
let me ask you this.
(02:31):
You were at the forefront.
We hear a lot about AI, but from
what I've looked at and studied, you're kind
of on the forefront of this combination between
AI and CRM.
So tell me a little bit more.
Where did this come from, and how are
you seeing that that powerful integration is helping
your customers so much?
Absolutely, thank you so much, Ty.
I appreciate it, and thanks for having me,
first of all.
The fact that we just got in with
(02:52):
the CRM and the AI and lead gen
and pipeline and all that is because all
our business, every single client of ours are
ambitious entrepreneurs.
They want to grow their business every single
day, 10X.
They're running Facebook ads or whatever kind of
ads, and we're always in somebody's pipeline, right?
So I don't just want to generate leads.
I want to generate leads that turn into
a book deployment and that goes, hopefully, and
(03:15):
becomes a customer, and I'm tracking the entire
pipeline.
So when AI came, we already have a
software engineering sort of background.
We already have engineers on staff.
We're already doing things, growth marketing, which is
like automating one process so we don't have
to have a human element in it.
And so when AI came about, we're like,
(03:35):
hey, why not leverage AI, which is ChatGBT
API.
When I say this, this is not like
you go to ChatGBT and write a prompt
and do something.
It's like, how do we leverage that power
to make what we do exponentially better?
And so, Ty, so the biggest thing that
we realized is that if you want to
exponentially grow your business, which everybody here probably
does, which is why they tune into your
(03:56):
podcast, and I think AI is that super
who, because it's no longer limited on how
many people you can bring on.
It's limited on how many ideas you can
test and iterate and launch at the same
time, right?
Like, it's like, you can do 10 things
at once.
You couldn't do that.
You needed 10 people or something along those
lines, but they're like really good three people
or whatever.
(04:16):
And now we can just add more campaigns
and ideas, stack it, and not really have
any more additional costs or investment to run
these campaigns.
So to summarize that, what we did is
we take the entire CRM data that we
have, which is all your customers, leads, prospects,
the sources of these leads, and then now
(04:37):
AI is going to clean that up and
tell you where you should prospect.
What kind of customers are your best customers?
Where's your best LTV, lifetime value, come from?
And what are the products that they're buying?
That intelligence, I think, is so important so
that a lead gen team like us, we
didn't have that kind of insight on a
daily basis.
(04:58):
We can now use that to say, hey,
there's a company that closed.
They're a $25 million company that does whatever
it is, right?
And then we say, well, how do we
go find more companies like that, which is
called Lookalike?
We can go literally find those businesses.
And now I could outreach to them, add
them to the CRM system, outreach to them.
(05:19):
And so now my customer is growing based
on the kind of customers that they had
great success with.
It sounds really powerful.
I mean, how effective are you seeing this
with this incorporation of AI?
Because you guys, like you said, you had
Teams, CRM, you were doing all this stuff
before.
Now AI has come into the world and
changed everything.
So, and now you've explained how that's happening,
(05:40):
but what's the overall effect?
Like how much of an impact is this
really happening?
Is this really having an entrepreneur's ability to
be able to lead gen and bring in
qualified customers?
Absolutely.
So before we all knew our ICP, right?
Ideal Customer Profile.
But now you could take that one customer
that closed, find customers just like them.
(06:01):
Size of company, the industry that they're in.
If that makes sense.
If there's a thousand of them, great.
Now you have a thousand, basically Lookalike of
the kind of deal that you closed.
All of this is so easy to do
now.
Which it would have taken us a long
more time.
We just need to go to Apollo, put
in all this criteria, and you still don't
know if they're the same.
They all look the same.
We don't really know if they're the same.
(06:22):
When AI can go and go to LinkedIn
and find the keywords of their company description
and then find a bunch of them like
it, even if it's 12, you've got 12
companies of exactly the same of the deals
that you closed.
You try and tell me that they don't
have the same problem that this customer had,
right?
It's now your job to know you exist.
Because most businesses don't know you exist.
(06:43):
So you're living in obscurity, reach out to
these businesses and we automate that for our
clients.
We don't let them do it.
We just do it for them.
So we're expanding the outreach, driving quality leads
inbound.
That all goes to the CRM system and
our customers are doing what they do every
day.
Picking up the phone, qualifying, right?
Having a meeting, giving proposals, whatever their sales
(07:04):
process is.
Our job is to help them grow that
top line or top of funnel, middle of
funnel, bottom of funnel.
So what is happening then in this, where
you've identified the right people?
You mentioned kind of some things with AI
and cold outreach.
So what's happening right now regarding AI and
cold outreach to these prospects?
Absolutely, a lot of people don't understand how
(07:25):
outbound works and it's okay because outbound is
very sophisticated and complicated because Google and Microsoft
probably doesn't want to get more emails into
their servers that aren't really good.
So a lot of people stop, which is
great.
It's kind of like direct mail.
They just gave up, they're like, forget about
it.
But guess what?
Direct mail is a great medium because nobody's
doing it.
So you have an empty mailbox.
(07:46):
Send them something, they're probably gonna look at
it.
And so because cold email by default, people
don't like it, sounds like you're spammy and
all of that.
When you send an email that is hyper
-personalized, that tells you, hey, I'm reaching out
because I saw this in your last press
release, or I'm reaching out because I saw
(08:07):
that you just raised money or I reached
out because you just launched a new product
or reaching out because my client that is
literally like you has this problem, I'm curious,
are you guys facing this challenge in your
organization?
And it's not the same for the next
prospect and the prospect after that.
You're no longer sending one to many, you're
sending one to one.
One outreach, extremely personalized, thank God for AI
(08:30):
that takes into consideration every little data point
that they have, write something and then sends
it out for you.
It's like what a human used to do.
We called it BV, sit there and like
try to find commonalities.
Does that make sense?
Like, oh, we're at the school and we're
at Michigan too.
Hey, go whatever.
It's much deeper than that.
(08:51):
It actually goes in and tries to find
all the pieces and say, hey, I noticed
you just hired a VP of something.
And typically when our clients do that, this
is kind of what they face.
I'm curious, are you guys having any of
those issues?
We're not asking for a yes, let's have
a meeting.
We just want to know if they have
the same surface problems my other clients have.
And if they do, then they may have
some kind of a deeper problem that we
(09:12):
might be able to help.
Does that make sense?
So it's the fact that you're constantly looking
for more business, which is what every business
needs.
They need a system that drives pipeline.
It needs it, right?
Like we call that system, whatever it is,
Facebook ads, Google ads, knocking on doors or
networking events, trade shows.
(09:34):
Everybody thinks that's a system.
It's great, fantastic, it works for you.
Don't stop doing it.
But every business needs a system.
And I like to build those systems for
customers depending on the kind of customers they
are and who they fit.
We want to build that system and we
want to do it better than a human.
Because at the end of the day, like
you know that Joe's going to take two
weeks vacation and six days and it only
(09:58):
works when he's in a good mood.
Would you want to rely on that for
your business?
Yeah.
He can get a job.
He can get a job that's paying him
more.
And now what happens to your system?
What happens in these systems?
And I've got two questions on that really.
Of course, go.
One of the, which is that, is what
you're saying, is it personalized?
Like it's mostly CRMs are kind of, it's
always the same, but it sounds like you're
talking about developing almost customized strategies to help
(10:20):
customers based on their sales process, their kind
of customer acquisition formula now.
Yes.
Every single client of ours have a unique
sales process.
We're not going to reinvent their sales process.
We want to go understand the sales process,
maybe help them optimize a little bit because
they're probably doing some inefficient stuff, which can
be automated.
And then we want to find the kind
of leads that would best fit their organization,
(10:43):
right?
Inbound or outbound, whether they're coming from inbound
looking for what they do, or you're knocking
on doors asking if they have a problem.
Those are the kind of the situation.
Then we want to see that lead through
their sales pipeline.
So we know the kind of quality of
people that we're bringing in the door, they
fit the bill, if that makes sense.
Because nobody wants to just have more leads,
(11:03):
but they're not really good.
You want to have leads that are actually
good and they follow through whatever the next
step is.
At least two to three more steps we
want to track.
So we know they're qualified.
They have a problem.
They have a budget.
There's somebody that's an authority that can make
a decision.
Those are all good signals and it's up
to the deal.
The sales team to close.
(11:24):
Now, what are you seeing in the second
part of that question was, what are you
seeing that this does for the founder thing?
Because I see too many founders that are
just stuck in the business and not working
on growing the business.
But it sounds like what you're doing with
CRM and with AI integration, it's taking the
founder out of working within the nuts and
bolts and being able to work more on
strategy.
100%, should the founder be sitting there trying
(11:46):
to do all this?
I don't think it's the best use of
the founder's time.
Quite frankly, it's not.
I would recommend a book.
It's called Who Not How by Dan Sullivan.
I'm pretty sure you read this, Ty.
You got to find a who for every
problem in your organization.
You are not the who for your own
problems.
You're the who to find the solution to
a problem in the marketplace so you can
(12:08):
make money on it, right?
Like that's your job and you're the visionary.
You should be only talking about the things
that you do and your company does better
than anyone else and recruit everybody else that
you need to recruit so that you can
solve a problem.
Now, most founders probably, like myself, because we
like to get all technical and get under
the hood and do things, but quite frankly,
(12:28):
every time we do that, we're actually slowing
down the business, not growing or speeding up
the business because we could have used that
time for something more strategic.
Would you agree?
100%, yeah.
Yeah, it could have been on podcast, which
I love being on podcast, Ty.
It's the highest leverage of your time.
After I leave this podcast, you're going to
be promoting it.
I'm here to serve, give you all the
tips and tricks and everything for our audience
(12:50):
so they can go execute this.
But like, you're going to be doing things
and the podcast lives on forever.
How many founders don't do this very thing
every single day?
I would love to be on a podcast
every day.
I help, basically, entrepreneurs get on podcasts.
It's a marketing thing.
The reason I do that is because they
should be doing that more than anything else.
So I'll give you a tip on why
(13:11):
podcast is so cool for entrepreneurs is that
I've been on so many podcasts.
I love it and I'm going to do
this.
Every time you ask Chad GPT about me
and the company, they're all being trained by
my podcast episodes where I give crazy ideas
and topics for free, right?
It's all being trained by LLMs and you
ask them about this, like, boom, here, every
(13:33):
day.
How do you feed the engine?
People always ask me, like, I want Chad
GPT to know what my company does.
I said, you need to create content if
you want to do that.
You can't not create content and ask Chad
GPT a question.
Well, he doesn't know my business.
How much content are you creating?
Would you agree?
Yeah, a hundred percent.
It's just like you said, this is best
(13:54):
use of your time.
Yes, highest leverage.
One time, 30 minutes, you're going to promote
it.
I'm going to promote it when you get
me this link, right?
It lives on forever.
It could be searchable inside a lot of
different tools.
It could be on the first page of
Google.
You're going to put me on a show
notes that has a link back to my
(14:14):
website.
That's SEO.
There's going to be a unique description on
that page.
God willing, you're using Chad GPT, so he's
got a bunch of keywords of the stuff
that I talk about.
Highly relevant.
I'm not paying for backlinks.
There's a million reasons why I should be
on podcasts eight hours a day.
It would grow my inbound and get me
more leads, which it has.
People obviously listen to this and hopefully get
(14:36):
tons of value and connect with me on
LinkedIn.
Does that make sense?
I'll nurture them.
But entrepreneurs don't have time.
Why?
They're working in the business, pulling the list,
uploading, downloading.
I don't know what they do, right?
Like, you know what I mean.
It's just like the busy work.
Let's just call it that.
It's the busy work.
In the business, Michael Lee Gerber calls it,
(14:56):
not on the business.
Yeah, it's interesting.
We started a decade ago.
I would literally hire somebody to build a
scraper, scrape yellow pages with businesses, and then
put in my CRM, and that's how I'd
email them.
Like, that was literally what we did 10
years ago.
But then I got to tell you, these
advertising platforms really suck at what you're describing,
because since they've lost third-party data access
(15:17):
years ago, we just, it doesn't matter what
we pay for the lead.
We struggle to get qualified leads from places
like Facebook, et cetera.
So I think it's ingenious.
You're talking about AI technology within a CRM
that can help you actually find the right
avatar and then actually go through cold outreach
to reach them.
Do you also, what do you do in
regards to helping with conversion of those leads?
(15:39):
Because you're phenomenal at identifying the lead and
then reaching out to the lead.
But what do you think about the AI
technology and CRM technology about actually helping with
convert that lead into an actual sale?
Right, absolutely.
And I think there's a lot of companies
that struggle with that.
You could hire a sales rep and give
it to a salesperson, but it doesn't mean
you're going to close deals, unfortunately, because not
all salespeople are equal.
(16:00):
So what we've done, and what we do
for a lot of our entrepreneurs, especially at
QlikX, is that generating the leads is great.
You built the system, which I just told
you.
Now you need another system that carries that
lead through from start to finish.
And we built what's called a sales process,
a sales system.
We call it a scale sales system.
And every letter has, it basically has a
(16:21):
meaning behind it.
And so we can train the salespeople on
every single step of that process so they
don't drop the lead.
The fact of the matter is my customer
does not succeed if I just generated a
lead.
They succeed when there's a transaction, somebody paid.
And now a quick break to hear from
our sponsor.
Hey, it's Ty Crandall with Credit Suite.
Many of our subscribers want to build business
(16:43):
credit that's linked to their EIN without a
personal guarantee or credit check.
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(17:05):
forward slash consult.
To buy whatever their machine is, right?
Whatever they're selling.
So we need to make sure that all
of their salespeople are in line.
Let me actually tell you, beyond the training,
after you train, and a lot of companies
will train their salespeople, which is surprising, they're
your breadwinners.
You should train them.
Because if you do, they might just succeed.
(17:27):
You never know, right?
And so beyond that, after you train them,
thank God for AI note takers, it will
tell you how well they're performing on the
thing that you just trained them on, on
a live sales call.
And it would grade their sales call from
one to 10, and it will tell the
manager what the sales guy need to work
(17:47):
on.
So just listen to these three calls.
He sucked.
Yeah, I could do that.
Yeah, that's crazy too, because I don't remember
what the service we used to use that
just, that did that with Monarch.
It was stupid expensive.
Like it was more expensive than our CRM,
just the call aspect of it.
So the fact that that's all part of
that is ridiculous.
Three bucks, probably 70 bucks per month per
(18:09):
rep.
You could have this technology implemented for every
business.
Why wouldn't you?
Yeah, I'm pretty sure we spent five to
10,000 a month.
I know.
Just a fraction of what you're describing.
Exactly.
Every call gets transcribed real time.
It could write you the email follow-ups,
but that's not what I care about.
What I care about is how well did
this guy perform on that sales call?
(18:30):
Did he get to know the customer?
Did he ask questions?
Who spoke more, him or the prospect?
Did he ask budget questions, timeline?
What was the next steps discussed?
If I knew that without actually being on
a sales call as a manager and I
can have 12 reps and I could tell
which reps are sucky, I know who to
get rid of objectively.
(18:51):
Not because Molly's here every day.
She's here early, stays late.
No, Molly's not a good rep.
Molly can't perform because she's not a good
fit for this job.
Look at the calls and every rep is
being graded on the same thing.
Once you train the system, you can ask
it and you can know which calls and
you will know specifically where in the call
(19:14):
they screwed up.
You can have access to this.
But that's a great question you asked.
How do we get better conversion?
This is how we get better conversion.
What about personalization?
What are you seeing with CRM?
What are you seeing with AI?
Because that's the world we're in.
It's like everybody wants something personalized to them.
So what are you seeing in a trend
and what do you do to kind of
address that?
So going back to the cold email, the
(19:36):
way that we personalize the email, which every
email today, if we write an email, we
send it out for our clients, it has
to go through AI.
We don't send anything that doesn't have an
AI in it.
So we don't send anything saying, hi, Bob,
I'm reaching out because you're in my chamber
of commerce.
We don't do that.
So we got to go to their LinkedIn
and we scan their entire LinkedIn profile.
And based on that, we write two sentences.
(19:57):
That is what we call an AI icebreaker
that will write something unique and personalized about
them before we write about us.
And we typically don't write about us.
We write about the problem.
And if there is a problem, we can
have a conversation or whatever.
But first is my prospect.
And it's 100% coming from their LinkedIn
profile.
(20:18):
If we don't have their LinkedIn profile for
whatever reason, it goes to the website and
it will try to find something relevant that
we can bring it into that introduction.
Every email, every single time.
Is there solutions to score, to rate these
leads quality so a salesperson kind of knows
which are the best leads to work?
You can, lead scoring is not new by
(20:40):
any means, but that would be something you
would set it up in your CRM system
and lead scoring.
It's like, hey, did they come to your
website?
Did they fill out a form?
Did they do this?
Did they actually follow through?
Did they spend this many time?
Did they go to this many pages?
You can have all kinds of little scoring
mechanism and give it a score.
To me, honestly, yes, you could have some
prioritized leads.
The best leads are the ones that have
(21:02):
the biggest problem and they may not even
go to your website.
Like you know that, right?
The guy that's gonna buy a car today
is the one who cannot get to work
tomorrow if he doesn't get a car today.
He's got something happened.
It was totaled or it's too old, not
worth fixing.
He's out shopping today.
He's buying a car today.
I don't care what the interest rate is.
(21:23):
He's buying.
Would you agree?
Yeah, absolutely.
He hasn't been checking out their website.
I tell you that much for the last
16 weeks.
He's not downloading anything.
He didn't even know he needed it.
That's why I don't typically say that lead
scoring is all things, but for a company
with hundreds, if not thousands of leads and
you wanna prioritize, it's a great way to
do it.
So you can at least know who to
(21:44):
target, but there's gonna be a call that
you get this afternoon, probably the hottest lead
and hopefully you don't miss it.
That's me.
I'm practical.
You have something called the Home Run Offer
Framework, which I love the name of that.
Can you tell me a little bit more?
Right, I think if anybody is trying to
figure out a good offer, they should read
Hermosi's book, 100 Million Offers.
That's just my first piece of advice because
(22:04):
I think that's the best piece of like
tech, just gets very technical and he's doing
a great job.
What I want my customer, because when I'm
doing all this cold email, is some campaigns
work well, you probably know some don't.
And we're like, we got the right people.
We know who they are.
We go through lengths to find these people,
but why don't they respond back?
We have all kinds of mechanism to know,
(22:25):
like they got the email, it went through
the inbox or whatever.
We're getting replies that's out of the office.
That means people are getting our emails.
Does that make sense?
It's like, it's going.
It's not, hey, your email address has been
blocked.
It's not the email we're getting.
So we like to say that there's two
challenges that businesses face that prevents them from
getting that message into the right person to
(22:45):
get the sale or the meeting or whatever.
And the first thing is getting that niche
down, getting who we're targeting.
And in many, many, many cases, with all
the things we could get that down pretty
tight.
But then there's a second challenge we face
that doesn't make the campaign any successful is
the offer.
So what are we saying in that message
to these people?
They're like not interested.
(23:06):
So what you're talking about the home run
offer is we need to make that as
good as this.
So if I emailed you today and say,
hey, I can get the top guests on
your podcast, the ones that people are dying
for, and I could get you line them
up for the next 12 months, Ty, would
you say yes to my offer?
You don't have to lift a finger.
I'm gonna have every author that's alive, that
(23:29):
sold a million books or more lining up
for you.
Zero cost.
I'm just gonna do all the work.
You're gonna reply to my email.
I'm not saying to make crazy offers that
are not realistic or possible, but it was
relevant to you because you know how hard
it is to get good guests on it
that truly wants to serve, right?
You know all the work that you have
to do or have VAs and all of
this stuff.
(23:50):
If somebody just made your life easy and
they booked you the best of the best,
you probably say yes, and irrelevant how much
it is because your time is valuable, right?
So if I did it for less than
what it costs you, you'd probably say yes.
So if our customers could start thinking about
it that way, that this offer also has
to be as good, they'll do really well.
It's just that many of us are unwilling
(24:10):
to think that our offer is not that
great.
It's the problem.
We're just so emotionally attached to it.
So we need to change it up.
We gotta make it easy for them to
say yes.
We gotta make sure that this is standing
up from a very crowded marketplace.
And if I'm an internet provider, maybe I
don't sell anything else.
No coax, nothing.
I'm gonna go straight for fiber and say,
hey, my fiber is better because of this.
(24:31):
And it's also $52.
I'm not saying to be a discount provider,
but I'm saying like, oh really?
Because I pay 1500 for that thing.
I'll take a fiber for $52.
Like it just sounds crazy.
So we started to study like what makes
viral videos viral.
It's the first three seconds.
It's the things that really get you excited.
So I look at that and say, well,
how do I make my email viral?
(24:53):
It's the first few lines, right?
If they don't get past it, forget it.
They're just gonna delete.
So it doesn't really matter.
All the technology you use to get them
into the inbox, that home run offer has
gotta be good.
That's it.
Hopefully this makes sense.
Yeah.
A lot of people out there running ads,
using a CRM, not getting results like you're
describing.
What advice would you give to them?
(25:14):
And then what have you found in those
people's case when they get on board with
this kind of system regarding the results they
were getting to the results they get after?
Absolutely.
So my recommendation is I don't think I
have a unique system that nobody else is
ever gonna figure out.
It's just that I'm, like you said in
the beginning, I'm just a little bit ahead
of the curve.
It's all it is.
(25:34):
I think everybody's system will be like mine
soon, but I'll just be a lot further
down because we're in this every day.
We innovate, we learn things, we automate, right?
Just, this is what I have to do
to survive.
So everybody's gotta go to this AI model.
I don't know when, sooner than later, some
of the podcasts I've been on, we said,
hey, I'll be back in 12 months and
we could talk about how much has changed
(25:55):
since my last episode.
I think that's a true statement of what
every business might be doing 12 months from
now.
There's not gonna be a choice.
I don't think a dumb CRM is gonna
survive anymore.
So I'll give you an example of a
smart CRM.
You get on those sales calls, you have
an AI note taker, where the world is
headed and what is possible today is that
your CRM is being updated with all your
(26:17):
little dropdowns about are they using a competitor?
Which competitor?
What's their budget?
It's actually being filled out as you're having
the conversation live by AI.
It's possible, it happens today, if you want
it.
So who is gonna survive 12 months from
now expecting a sales rep to remember all
those details, not having AI call recording and
not having that updated real time?
(26:39):
You're not gonna be around.
I'm sorry, I can't find it because my
reps are gonna be way more productive than
your rep.
Do you agree?
Yeah, 100%.
By then, it's gonna be AI making the
calls too, but you should at least get
your people up to speed on what is
possible today.
So going back to the question of what
do I have to say to people that
aren't getting the results is first of all,
basically adopt everything that's possible to become more
(27:02):
efficient and have AI be your super who.
The thing that does all of the heavy
duty should be done by AI as much
as possible, as fast as possible.
Move towards that and embrace it and get
every single person on your team, not to
say, oh, it's AI, I don't wanna touch
it.
Well, you don't have a job here anymore.
Really, because six months from now, we might
have AI do more than this.
If you don't like AI now, you're probably
(27:23):
not gonna like AI then.
We might as well just part ways.
Do you see what I'm saying?
That's what we need.
Not talk back and say, well, I don't
wanna touch it.
I don't go to ChatGPT, ChatGPT is gonna
take my job.
I don't want any of those people in
my world because they're probably not, it's gonna
be irrelevant in three to five years.
Everything is gonna be ChatGPT and Quad and
Perplexity and Gemini, whatever the Microsoft one is,
(27:47):
Copilot.
Seriously, you get into your car and you
go to McDonald's, this was a joke I
had, you're ordering a Big Mac, your car's
gonna tell you, you probably shouldn't eat it
because you have high cholesterol.
Would that be nice?
Yeah, the AI is gonna be fueling the
car that gets us there and taking your
order at McDonald's as well.
It's like, that's the world we live in.
Right now, you can eat anything you want,
(28:08):
nobody's questioning, but pretty soon, I have this
thing called Woop.
I don't know if you know this.
I haven't.
It's insane.
Only a matter of time when I start
eating bad food, it's gonna say, dude, that
thing gets your heart rate up.
Yeah.
Stop it.
Who did you just get off the phone
with?
Because you're in stress level three.
If it can talk back, isn't it tight?
(28:29):
It's about to change our world.
Yeah.
It's crazy.
And that's how much information is being gathered.
I was sick about a week ago.
All my signals went off on this thing.
It knew that I was out.
I was like, wow, this is out, that's
bad.
Everything's bad.
I'm like, oh yeah, I feel it.
You don't have to tell me.
I'm feeling it.
It's insane how much information is being gathered
(28:51):
about us, our surroundings, our jobs.
So our CRM should have that insight, report
back to you.
Hopefully it makes the CEO's job better and
the team more productive.
You just close more business, less friction.
Get rid of friction.
Salman, a lot of people watching this, they
wanna learn more, wanna learn more about, you
know, 10Xing their pipeline.
Where should they go?
What should they do to learn more?
(29:12):
I love it.
Well, I got a couple of things.
I got great things happening.
I'm actually giving a free AI workshop of
how we use AI every single day.
It's free.
There's no cost.
And it's running like every two weeks since
I'm super busy.
That website is called scalegrowth.com.
Only thing I display is what I do
in our four walls.
And we have a couple of team all
(29:33):
over the United States.
How we use AI, just pure show and
tell.
Because I feel so bad that people don't
know the basics.
Like, you know, just people don't know how
to use chat GPT.
I'm like, business owners are at a worse,
it's more disadvantage for them because they don't
know what to do beyond the chat GPT
problem.
Does that make sense?
Like email is not the only thing AI
was made for.
So I'm going to show things, but we
use AI in recruiting to everything.
(29:55):
So I'm just going to talk about business
development.
The second thing is I have a...
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