August 3, 2023 • 51 mins
Joe Pici has been Ranked it the upper 1% in the World as a Sales Training and Speaker. His Rapport Mastery Sales Training Program is Ranked #1 in the World for the past for the past 4 years by Global Gurus.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:05):
The show you need to get what you desire byavoiding the mistakes made by others before you
learned the stories and serve Weiss thrivingwith your best life.
And now I present to you the 1, the only rapperzolks with Andrew Weiss.
(00:34):
Of rapid results with Andrew Weiss.
We have the wonderful Joe Peachy here today,and he is very excited to come on and talk to
us about dominating at sales, dominating it,growing your business, and scaling it.
And in case you don't know who this Joe Picciguy is, he has been ranked number 1 in the
world as a sales trainer and speaker.
(00:54):
His report mastery and sales training programis ranked number 1 for the past 4 years by
global gurus Andrew here's he's here today totalk about how you can grow your business with
sales.
So Joe tell us, though, what is the biggest andbest business deal you're most proud of?
Well, you know, I I don't know if I'm so proudof it is because, you know, I make a lot of
calls.
I do all our selling besides our training, butI guess the longest lasting deal we have was
(01:18):
about 6 15 years ago, I cold called the companyin Tampa.
It was a cold call.
A lot of my calls are cold into the b to bmarket.
Andrew that wound up being now a 16 year clientthat has taken us throughout the country many
different verticals in that in that corporatesetting.
So that was a a call on a Friday afternoon at 5o'clock, and the owner answered the phone.
(01:45):
Andrew it's a gift that has kept giving.
Oh my gosh.
So that's definitely pretty good.
Just, making a cold call and then having aclient for 16 years running and having them pay
for you to travel throughout the country andtrain their sales team.
That that's incredible.
So tell us how did you get into this space?
How'd you this how'd you wake up one day andyou go, you know what?
(02:08):
I'm gonna figure out how to be good at coldcalls and make it my business or business
models.
How'd you get into that?
Well, the way I got into it, you know, we weremassively in medical debt.
I was a football coach.
Decided I'd go into a part time direct salesbusiness with no background.
Nobody taught us how to sell.
Andrew realized 2 things very succinctly.
Okay?
The key to sales was your messaging, getting infront of decision makers, and calling the right
(02:35):
people.
And that's many years ago.
Over the course of years, our business hasmoved really into a direction where we realize
the most important things for all companies isto call the right people at the right time and
get in the front of the right people with theright message Andrew there is business.
So we got their kind of on an accident, but wekept perfecting, perfecting, perfecting, and I
(02:58):
don't believe anyone should take sales trainingfrom a person who doesn't sell or haven't sold
because it's only when you have boots on theground that you understand messaging.
Oh, 100%.
So you're in medical debt.
You're doing you're trying out this thingcalled sales.
You're like, okay.
I gotta get in front of the right people.
I gotta figure out the right message.
(03:19):
What was that first deal that you closed or youfigured out, hey, maybe I do have am good at
sales.
Anyway, I do know what I'm talking about, butwhat did that look like for you?
Well, attorney point was when I made 56 coldcalls and got 56 notes.
And I broke the phone.
Now this is for cell phones.
This is the old fashioned phone.
Andrew I looked at my wife Andrew said, eitherI better get good at this or we need to go find
(03:40):
something else to do.
Mhmm.
I said, I don't know what to say, and I don'tknow who to call.
That's that embarked us on really focusing oninstead of everything about sales, breaking it
down into a process, and breaking it down tosteps and realizing we needed to master certain
aspect and steps of sales.
(04:03):
Over the course of time, We startedunderstanding the value of scripting.
I know a lot of people think scripting, youknow, that I don't want my people scripting.
You know, the best actors in the world areItalian, De Niro, Pacino, and they're all
scripted.
Yeah.
Yeah.
Scripted well, and you know your script.
Now you can adjust on a run, and you also havemastery over it, and you're not thinking about
(04:27):
what am I going to say?
So we realized we needed to have a script tonavigate the gatekeeper in the b to b market,
how to get returned phone calls, how to get todecision makers, how to set up qualified
appointments, that's where we start.
And all of a sudden, the world begin to open upto us.
So tell us, an example, how'd you figure outthat script first of all.
(04:49):
I mean, there's a million scripts out there.
There's a million ways to call people.
But what I guess, as as inspiration too, so youwent from 100% knows, and if you don't mind
sharing, what does your close rate look likenow if you were to make a 100 cold calls, how
many could you close?
Not that I don't wanna answer the question.
I do wanna answer the question, but that's notthe right question.
(05:09):
The right question is what happens whensomebody picks up the phone?
What happens there?
You see, I'm gonna give your people a mindshift here, a paradigm shift.
Weiss don't people like because I don't justmake cold calls.
It's warm, cold, and hot.
But why don't people like the phone?
Because they can't control what's on the otherend of the phone.
(05:32):
Alright?
And they think they're supposed to bookappointment or sell something.
I the turning point for me is when I realize Agreat script qualifies the other person on
whether or not they qualify for my time.
Therefore, I don't wanna talk to everybody.
So therefore, if I open up a if I called youup, I'm gonna give you a secret sauce here.
(05:54):
Alright?
Alright.
I called you up and I said, hey, Andrew.
This is Joe Picci, a peachy Andrew peachy.
I catch you at a bad time.
No.
I I got a few minutes, I suppose.
Fantastic.
I saw on LinkedIn where you do some consultingand training.
Let me tell you what I do.
I specialize in helping speakers, coaches,trainers, and consultants make money with their
talent and intellectual property.
(06:16):
Now, say I'm not interested.
I'm not I'm not interested.
Thank you.
Next.
Wow.
Yeah.
I'm not rude.
Andrew try
to think.
Person says no to my value proposition.
I don't wanna talk to them because I don'twanna talk people into something only for them
to change their mind.
(06:37):
Interesting.
Therefore,
my closing ratios, once they want a meeting, goway up.
Because it's their idea.
I just gave you a secret sauce.
You're saving a lot of people a lot of timewith that secret sauce too.
We'll do it.
Because most people will quit after 10th.
(06:57):
No.
Mhmm.
Mhmm.
In our in our rapport mastery sales trainingboot camp, One of the hallmarks is on day 3.
Everybody who comes, we limit it to 24 people.
We make all outbound calls.
I don't believe in role play.
Andrew they'll they'll go from entry level upto 37 years experience.
There'll be 18 to 20 different industries.
There'll be a 100 different target markets.
(07:22):
We'll make 4 to 500 calls in an hour a half.
We have never done less than 75% conversion toappointment.
We navigate 92% of the gatekeepers.
We'll get 50 to 60 same day return phone calls,and some of those calls actually go to what we
call a sales meeting or core story, and we'llclose business because that is a focal point.
(07:46):
Wow.
That that's, that that that's very efficientand, you know, as as someone who's seen the
movie wolf of wall streets, you know, turningall these people into turning all the nos and
the yeses and like, oh, maybe I gotta talk tothe Weiss, blah blah blah.
So tell us how you navigate that.
I do not handle objections in a phone call.
(08:08):
During the actual meeting, but I don't talkanyone into a meeting.
I don't care what the wolf of Wall Street did.
I don't care what some of the greatest salestrainers, coaches Andrew speakers from big
stays due.
That is for the a type personality.
10% of the world has an a type personality.
(08:29):
Our methodology works for all behaviors.
I have to protect the sales people as much asthe person you're dealing with.
Therefore, we set them up with a rejectionproof scripting model whereby they don't have
to feel like they have to talk somebody into ameeting.
If a person doesn't wanna know what what youcan do for them, be polite.
(08:54):
They remain a good prospect and move on.
No.
That makes a lot of sense.
And when people say
They're not interested.
Do you say, okay.
Thank you for your time, or do you say, do youknow anyone who would be?
Say that again.
I apologize.
Oh, oh, if if you're talking to someone on thephone, you you say, hey.
I help peakers and trainers make more money,and they say, I'm not interested.
Do you then say, well, do you know anyone whowould be, or do you just say thank you for your
(09:17):
time and then hang up?
Nope.
I say, I'll tell you what, I'll check back withyou in 3 to 6 months.
Because, look, I won't refer anybody.
I don't use Why would I need to and they theydo this all oh, if a person says no, get a
referral, please.
Who do you think they're gonna give you?
You they're gonna give you their a list.
(09:38):
So now you go mining through the the wildernessof now I've had people say, Joe, this is not a
good time, but I've got a good friend, really,that just opened up a business and her people
are struggling to book appointments.
That's a different answer.
Yeah.
Joe, at this point, I'm not but I'm notinterested means no, which means I'm not gonna
(09:58):
give you my a list.
Andrew don't want somebody see list.
Yeah.
That makes sense.
It and so why why follow-up in 3 to 6 monthsthen if you know
Things change.
People change, situations change.
We're living in an environment where some ofthe major corporations today are laying off 30%
of their workforce.
(10:18):
We're looking at management changing everyweek.
You could be talking to somebody different in 2months than you were just talking to.
It took me 10 years to get Caldwell Banker.
It took me 10 years to get Blue Cross.
I didn't hammer him.
I never threw him away.
I continued to follow-up.
90 2 percent of sales professionals neverfollow-up after the first no answer or no.
(10:45):
Wow.
So so you have quite the CRM going then.
How how do you maintain all these contacts inthese CRMs?
Is there a specific tool to use Andrew how doyou stay on track and stay consistent with that
tool.
Well, because I do the selling as well as thetraining and coaching, My office is nothing but
whiteboards.
Yes.
We do have a good CRM.
(11:07):
I don't live off my CRM.
I have.
Whiteboards.
Needs on a whiteboard.
Core stories when in other words, when thatthing goes to an appointment, Then when it goes
to a proposal, a proposal is, Andrew, would youlike me to send you a formal proposal?
(11:27):
Well, no.
I don't send it.
I don't say let me send you a proposal.
Would you like to?
The minute I send a proposal, it goes on mymost important whiteboard.
The minute it closes, it gets circled.
So between January of this year.
And the end of June, 6 months, I got 211 formalproposals out.
(11:51):
Do you really think I care who writes me acheck?
With 200 proposals.
Yeah.
Even if you're at 10% close rate, that's prettygood.
In the month of July, we just finished July,our 31 proposals out.
Mhmm.
Now people say you don't understand how busy Iam.
Hold it.
Wait a minute.
I do the lead generation, the selling, theproposal writing, the contracting, and then I
(12:16):
do the training coaching and speaking.
Now but I don't surf the web.
I don't make comments about other people'sposts.
I keep the main thing one of the biggest thingsI'm doing coaching with now with co individuals
and companies is priority Andrew timemanagement.
Keeping the main thing, the main thing.
(12:38):
He's set.
So, yeah, do how do you create free time?
It sounds like you're working 24 hours a day, 7days a week.
I mean,
to be honest with you, I'm not.
I used to.
Mhmm.
But we have a very everything we do issystemized and efficient.
Andrew believe in time blocking.
From this time to this time, I make calls.
(13:00):
From this time to this time, I'm proactive.
I'm not reactive.
Where people get in trouble?
I'm coaching a guy from Chicago.
And we're in the process of teaching himserious discipline on his time.
He's a hardworking guy, but what we fig figuredout was 4 hours of the day he was on the
(13:22):
internet looking at stuff.
Like looking at LinkedIn.
Not using it for lead generation.
90% of our business is coming from Linkedin.
Wow.
97%.
Thanks.
Mhmm.
90.
I'm sorry.
90.
So Oh, 90.
Yeah.
So now what I have him is he's allowed to playon social media three times a day for 15
minutes.
That's it.
(13:42):
He told me the because we're getting ready foranother coach.
He said he's got more done last week than hegot in 6 months.
Wow.
It's really about managing your priorities andtime.
It's not how hard you work.
It's what you work on.
Yeah.
It's what you get done.
Everyone has the same 24 hours in a day.
And so how how are you using it?
(14:02):
And so are you working 8, 10 hours a day, oryou just have a very focused, like, 4 hours for
calls, 2 hours for training, 2 hours for,speaking, how are you currently managing your
days?
I get up early.
And I work till I'm done.
However, I have a family.
You know, I I have a wife that we've beentogether 52 years.
(14:25):
52 years.
She's had some health challenges, which hasreally made me more efficient because I gotta
get more done in less time.
Mhmm.
However, you know, when COVID hit, the 1st yearwhere a lot of our competitors really were
hurt, we grew 20%.
Second year, 30 8%.
We've grown since.
(14:45):
Not because I'm famous, not because I'm goodlooking, not because I'm, you know, whatever.
Not about talent is that we have a solidprocess that we believe is built for bad and
good economies.
Wow.
That's, that is that is good to know because Iknow, you know, all the news is always talking
about recession here, inflation here, justlike, how our dollars going down Andrew prices
(15:10):
are going up and people are being laid off.
And so knowing that you're able to be in a in ajob and a skill of sales that is recession
proof is one of the most viable things you canhave.
That that is definitely impressive.
And, And so I was curious.
So when it comes to sales and, and doing allthat, what what's like some of the another
(15:31):
recent win that a client had that you're proudof, you're able to help coach a client in
giving a successful win.
I I would say You know, we we have never failedto help people grow.
Okay.
Here's the thing.
People don't say no to me because of the price.
(15:51):
People will say no to me because maybe they'renot willing to up the game a little bit.
That's all.
Interesting.
Alright.
So for example, one of one of the deals thathappened 2 boot camps ago, we had, twenty four
people in the room, 6 of them happened to be inthe health care industry.
1 of those people were calling doctors officesand associations, right, for a new protocol.
(16:19):
And I'm I'm not at liberty to explain theactual protocol because I had to sign an NDA.
Yeah.
One of his calls he hidden association bookedthe appointment was actually able to do the
meeting the week later Andrew it generated$10,000,000 from that one call.
No.
(16:40):
Yes.
And you
know what he said?
He said up until this time, I sent that thatorganization.
52 emails.
Never got a response.
Jeez.
So so what I'm hearing though is is, it's notpossible to be this is successful, if you're
(17:02):
not willing to make phone calls through the wayyou teach, I hear you, but where someone's
like, you know what, Joe?
I I my voice sucks.
It's it's groggy.
I I can't speak to anyone ever.
I hate my social skills, but I really wanna begood at emails or or blogs or something like
that.
Could they still be successful?
You're like, nope.
Sorry.
You have to learn how deep.
No.
No.
I never kill anybody.
(17:22):
Their methodology doesn't work at all.
Okay.
So interesting.
Alright.
Look.
Do you know how many people out there aremaking a ton of money that don't really pick up
the phone?
I'm not saying my way is the only way.
What I'm saying is this.
What I'm seeing in the b to b market because ofcybersecurity, so many companies are being
told.
(17:43):
Do not let your people open up.
Unsolicited emails because that's where you'regonna get hacked.
So now all of a sudden, cold emaileffectiveness isn't what it wants was.
That's all I'm saying.
Okay?
I'm also saying that social media blogging andand video.
It's all good as long as the person opens itup.
(18:06):
Yeah.
I think you have to have multiple contactpoints with clients.
I mean, I sent you a video through LinkedIn.
Right?
Yeah.
You did.
Now it
wasn't my initial outreach, but it was a a wayof continue our relationship.
I think you have to have, you know, I don'tbelieve in talent and charisma.
I believe processes, skills, messaging, andcommunications.
(18:28):
You can teach those things.
I think multi faceted approaches.
But I believe if you're gonna be verysuccessful in sales.
One of the things that is important is that youmaster the phone.
It's not the only thing, but mastering thephone is shortest distance between two points.
(18:51):
You know, I've read all the books that saynever call on Monday.
Never call Friday.
You know, the best time to call is Tuesday,Wednesday, Thursday, between 10:2.
I read all those books.
Well, my highest amount of time to bookappointments are Monday morning between 7 noon.
I've closed more contracts between 4 o'clock 6o'clock on a Friday those are my 2 hottest
(19:13):
times, but that doesn't mean I'm not workingthe rest of the week.
You you understand.
I mean, when we get done with this podcast,I've got calls I have to make because I have
another call block.
Mhmm.
So, no, I don't put down anyone else'smethodology.
I know some very successful people that dothings differently than me.
(19:34):
And and I love what you said originally too.
Like, how when you call people, you you'reyou're good at making your initial offers.
Say, hey, I'm Joe.
I do this, this, and this.
And it sounds like, you know, a lot of peoplefreak out about, you know, do I target B2C?
Do I target B2B?
Who's my avatar and all that?
It sounds like that doesn't affect you orbother you.
Like, you're you're confident in being able tohelp anyone with sales.
(19:56):
Oh, yeah.
You know, 2 weeks ago, I was A follow-up call.
I had made my initial call.
Navigator gatekeeper got to the owner of thecompany.
We're on a follow-up call.
He goes, Joe.
Before you called me the first time, did you doany research on our company?
I said, nope.
He goes, why not?
I said, you didn't qualify yet.
(20:17):
If you would have said no, why would have taken2 hours to figure out your company?
Yeah.
Mhmm.
I know what I do, I know what I do well.
I know what I offer that can benefit you.
If you don't want those things, why would Iwaste your time or mine?
You know what he said?
Send me the contract.
I need you to teach this to my people.
They spend all day long researching and verylittle time selling.
(20:43):
Interesting.
It's so just double checking, like, you youdon't care if you're helping a, a a one person
business who's doing coaching for people versusa multimillion dollar corporation like, Blue
Cross, you know that you can help anyone inbetween essentially.
That's a great question because our businessmodel is diverse in nature.
(21:04):
In other words, we have 10 ways that we canwork with clients.
Oh, So they're interesting.
We do have our boot camps.
I've got a 3 day sales boot camp.
That's a rapport mastery.
The one that's ranked number 1.
I got a 3 day boot camp for the business ofspeed and training coach of 2 verticals.
But I also do private coaching and which is oneon one coaching.
I do business consulting, which is companyconsulting.
(21:26):
That's 2 more ways.
Right?
I do virtual coaching.
Alright?
I do communications.
There's a lot of things we can offer people,but I know which ones make us the most money,
and it's not based on size of company.
It's based on size of wallet.
(21:47):
I had a lady from Alaska who flew all the wayfrom Alaska for a couple days of private
coaching in my studio, paid me $25,000.
She goes out for a sales boot camp for 2495.
She wanted to one on one coaching she didn'twanna wait.
(22:08):
It was her choice.
Mhmm.
You understand?
Now I'm not seeing I always make 25,000 in 3days with a one on 1, but it was there.
So I don't have prices anywhere on our websitebecause everything okay, is based on what you
can do, what you can afford, how you wanna workwith us.
So people decide how they wanna work with us.
(22:31):
I like that.
And and and how worried do you get about, ROIfor clients?
Like, so for example, if one of the women camecame in and spent 25 grand for 3 years of
coaching with you.
Like, were you able to get that ROI withinthose 3 days?
It take a few months.
You asked my favorite question.
I I it's like I sent you this question.
(22:52):
That's why the only sales training I will do iswith the live outbound calls.
Because I know we'll score, and it's the onlyquantifiable thing you can do in a training
segment.
That when they get real appointments, they'vegotten their eye.
Mhmm.
But if we sat in that room and did a role play,They don't know.
(23:16):
Now they gotta go home by themselves.
I wanna be in the room.
I wanna be coaching them when they're makingthose calls so I can help them adjust on the
run.
Yeah.
Mhmm.
Andrew now what we're doing to what we'recoaching and training, we're teaching them how
to do the virtual core story or sales meeting.
So therefore, the person might say I have sometime right now, and we move right into our
(23:39):
sequence of our selling meeting.
A lot of times, we close business right now,and we're not a one call close training
company.
We believe in consultative sales, because 85%of sales happens between the 8th 15th contact.
Oh, interesting.
It's 8 to 15 contact.
To close usually.
(24:01):
Wow.
So and I wanna back up a little bit too aboutthe topic of sales in general.
I mean, Obviously, I'm growing to learnappreciate sales more and more and appreciate
the value for it and the need for it and justlike, how much it applies to every part of our
life?
You know, I recently got married and, like, youknow, being able to convince your wife to,
enjoy a nice dinner that you wanna have, beingable to convince some friends to get together
(24:25):
you know, sales applies every part of our life,but the problem is that most people when they
hear the word sales, they they shiver Andrewand kinda winks back and go, oh, no.
So how do you help people get comfortable withthe word sales, is in in general?
Sales is really providing Okay, solutions,benefits, and results.
(24:47):
It's not about your widget.
It's not about self serving.
I have never had to return a dime.
I've been doing this a long time.
I have no remorse buyers because everything Ido is based on a client.
We teach What's in it for them?
Okay.
What's in it for them?
All of a sudden, instead of feeling like you'reselling, you're more providing a solution,
(25:13):
you're providing results.
The minute you realize that honestly, you areproviding something that's going to help that
company or that individual.
You can call it sales, You know, the reason whypeople have a bad connotation of sales is two
reasons.
Number 1, they don't like the way they've beensold to.
And number 2, they just don't wanna do it.
(25:36):
So so flat out.
People say, can you help anybody?
No.
I can help anybody that wants to grow theirbusiness and is willing to learn the skills and
strategies of sales, I can help them.
We have the methodology.
But if they don't wanna do it, I'm not gonnatalk them into it.
I don't want them I don't wanna walk into theirtraining room with them kicking and screaming.
(25:59):
Yeah.
Mhmm.
No.
I I I love that.
Just providing value to people and helping themrealize that just because you've been sold to a
certain way, it doesn't mean you have to sellcertain way.
Exactly.
And then, my next question that kinda comes tomy mind is, so going back to being in the track
trenches and, you're you're not necessarilyhandling objections, but you call a company up
(26:22):
and they say, oh, yeah.
We definitely need some sales training, sincewe're a proposal.
I guess, do you already have a range ofbudgeting and pricing that you do, or or or
they what did they say?
Another good question.
I don't send any pricing out till I take themthrough my interview, my course story.
I don't just I've had people call me up and go,hey, Lee, this is our budget.
(26:45):
What do you charge for a 2 day event?
There is no way I'm gonna answer that question.
I never get out of my process.
I don't care if it's an inbound call andoutbound call.
A referral cold call.
I have a process, which is contact valueproposition to core story.
When I take them through my interview coursestory, which can be anywhere from 5 to 15
(27:08):
minutes based on their answers, will tell mewhat I need to know to send the price proposal.
I am not a vending machine.
You understand?
And I'm not a retail outlet.
I sell consultatively.
So I haven't heard of this, thing before ourcore story to talk tell us more about that.
(27:29):
But that that looks like
might be your version of the sales meeting.
Andrew the core story is 85%, the clientspeaking, them talking, them answering
questions.
Right?
Andrew I I don't have the time to take youthrough the whole thing, but it's a 5 step
process.
Gotcha.
When I get through 5 step process, Andrew askhim, do you want a formal proposal?
(27:54):
Then within 12 months, 91% of those people goto business.
Wow.
But if I shortcut the process, if I would beprice driven, that number would go way down.
Interesting.
And Andrew let's
to my sales boot camp.
I teach you all this stuff.
No.
I know.
(28:15):
I I'm I'm I'm loving all this.
You'll be a monster.
Yeah.
This is all so good and and so exciting.
And I I know my audience of this is veryengaged audience right now listening in and
tuning in, which which is awesome too.
So tell us more about, and, obviously, yeah,you'd have to answer these questions, but
(28:35):
you're obviously a gold mine of knowledge, andso I can't help asking.
If I don't wanna answer, I'll just say, youknow, that's something I teach for money.
No.
It's all good.
Okay.
Fair enough.
So let's say a client goes, alright, Joe.
We we have a budget of fifteen hundred people.
We need you to train we have a budget of $1500.
We need you to train, fifteen people over thenext, 2 days.
(28:58):
What what can you do to make that happenessentially.
I can't.
I can't.
I can't train fifteen people in 2 days for$1500.
It's not gonna happen.
Okay?
There's there Here's the thing, and and and II'm not being proud.
I'm not being boastful.
Here's what we have to protect our brand.
Mhmm.
Many times the client wants to dictate how longit's gonna take you to get something done.
(29:22):
Mhmm.
And they wanna tell you this is how much moneyI have to spend Andrew do it in this much time?
The reason why the rapport mastery program Wedo not spend money on advertising.
Has been ranked number 1 in the world isbecause it delivers results.
I take that same program into a corporation.
I can do that in 2 days, but ain't gonna be$1500.
(29:46):
Yeah.
One deal, usually, so far exceeds the amountthey're spending.
Yeah.
Mhmm.
But this is why I'm not a vending machine.
Call me all the time.
I've talked to this person, this person.
They can do this for this and this, and I go,fantastic.
Let me tell you what we do.
I take them into my process.
Now does everybody go with me?
(30:07):
No.
But here's what I know.
100% of the time when we go in, we get results.
I will let anybody bet us by calling all ourclients.
I just don't.
You go on LinkedIn.
You all might call any of our clients and say,did you get return on investment?
Right?
People say, well, give us some references.
I said, no.
Because I'll give you my best ones.
(30:29):
Why don't you call anybody you want that's everbeen in any of our stuff and say, did you get
your money back?
How long did it take it?
Did you grow?
Did you get a return on investment?
Andrew and 100% of your clients, you're able tosay yes.
Well, and that's because look.
I chose not to do leadership training.
(30:49):
I love leadership.
I think there's some of the greatest leadershiptrainers in the world.
Okay?
It's hard to measure.
You can measure what I do right now.
I love that.
I love that.
And and, obviously, you know, as a coachmyself, you know, it's it's too bad that a lot
of marketers don't know how to coach, and a lotof coaches don't know how to market.
(31:10):
And so, being able to quantify your success isa very big deal with the 21st century with
information overwhelmed with a 1,000,000coaches to choose from,000,000 methods,
1,000,000.
They're gonna get information from AI.
Yeah.
Mhmm.
Well, AI might out technology me, but theycan't do what I can do in a training room.
(31:35):
So what I do better be unique?
Yeah.
No.
I I love that.
And and and tell us more about the the growthand and scaling of your business.
Have you had to outsource more?
Have you raise your Weiss.
Tell us more about that.
There's a couple things we've got to do.
You know, we we built a mouse trap at first.
(31:56):
We created some uniqueness that we knew, wouldbe unique in the marketplace because most sales
trainers are great speakers, but they may notbe doing their own selling, which is fine.
That's great.
But one of our uniqueness is I do our selling,so I'm on the front line.
Mhmm.
But what we found out a couple years ago was,you know, it's a we can't scale Joe Peachy.
(32:20):
Yeah.
So we've done a couple things.
We have a licensing program where people canuse our content, not our name.
So if they wanna use the rapport masterysystem, we'll train them and do a train to
trainer, but they do it under their own brand.
Right?
Another thing we're doing a lot of virtualstuff which has helped us to scale.
Another thing our price have gone up helped usto scale.
(32:42):
But then we opened up a second business.
So business number 1 is PG Andrew PG inc.
So that would be PICiandpici.com.
That's number 1.
But our second business is calledsellmorevirtually.com.
You go to that website.
Right?
That's our scaling business because that is aweb based.
There's master classes.
(33:03):
There's videos.
There's there's the rapport mastery salestraining program.
80% of what goes on the boot camp is now beenprerecorded that people can pay for and buy it.
And also every Thursday night, I'm live doing amastermind, a master class.
That's a membership thing.
That has scalability.
So when you build a uniqueness, it's hard toscale.
(33:25):
So you have to look at other ways to scale.
Did I answer your question?
Yes.
So so you said as far as scaling goes, youcreate a training system that people can go
through and be able to use on with their ownAndrew, not with your name.
Right.
You create these online courses and, ways forpeople to learn that way.
Andrew then you started a new business of notjust, cold calling, but also the
(33:50):
PT Andrew PT methodology is the complete salesprocess.
It's the speaker school.
It's this training.
It's debt.
Right?
That's a vertical.
90% of that is live.
We can also do it live virtual, right, as faras Zoom.
But sell more virtually is a membershipplatform.
(34:11):
That has interviews.
In fact, you were on our podcast.
Yes.
The video portion of those podcasts are beingput up on sell more virtually.
It'll be there for for people to see forever.
So that's a a a that's a second business thathas scalability.
Okay.
Well, it makes sense.
(34:31):
Let's talk about the, disk training for amoment.
You know, there's a lot of sales book that talkabout how you have to adjust your personality
and your tone in order to talk with certainpeople.
Sure.
But I feel like it's already talking to you,you're like, as long as you bring the value.
You don't have to adjust whether you're harsheror nicer or, speak louder or softer.
(34:51):
I don't mean to disagree, but I've beenspeaking to you the way you're speaking to me,
which is very fast paced.
Okay.
You do have to adjust because basic behaviorstyles, and I don't believe in personality
training.
I believe in behavioral training becausebehaviors can change.
Mhmm.
Under stress people are different.
(35:12):
So we teach people how to read their behaviorsand to adapt their communication for the other
person not to manipulate for bettercommunication.
So what we've done is really kind of becauseyou cannot trademark disk.
It was invented by the Greeks when they wererunning around the parking lot with no clothes
on.
Alright?
That's true.
So it's not like a Myers Briggs or an animals.
(35:34):
This is an open domain, but we took our versionof this Andrew we adapted it to more behavioral
based.
So we teach them how to sell the behaviors, howto negotiate to behaviors.
You know, how to make phone calls based onbehavior.
Every aspect of sales or presentation, we teachthem how to adapt to the audience or the other
(35:57):
person.
That make it makes sense.
Yeah.
It makes a lot of sense.
And then what about, how much does this pokerskills apply to sales?
How's your, your poker game?
I'm not a poker player.
I I believe in polite directness.
Polite directness?
(36:17):
You will never have to wonder what I'm saying.
Now if you were slow pace people oriented, Imight say it's something like, well, you know,
Andrew, you may wanna consider Alright?
So it's not what you say.
It's how you say it, but I'm always clear andpolitely direct based on your behavior style, I
(36:38):
don't confuse people.
Mhmm.
No.
I love that.
I love that.
My next question is being number 1 in the worldis a very big deal.
By the global gurus.
And a lot of people, when they get to the top,they cruise Andrew they chill.
They're like, okay.
We we've made it.
(36:59):
But the fact you've done it 4 years in a row,and and maybe it is because of, your your
wife's medical situation, but are there otherfactors that keeps you getting up each day,
wanting to stay hungry, stay after it.
What what what does that what does that looklike for you?
First of all, never fall in love with the soundof your own voice Andrew never believe you're
press.
(37:19):
Mhmm.
Notoriety or applause or recognition.
Is okay.
It's great for marketing.
As you know, you are a marketing genius.
Mhmm.
At the end of the day, I have to perform everyday.
And I serve my clients.
(37:40):
I believe you have to be hungry humble andpersistent.
Alright?
And and humble is a word you don't hear muchbecause In the 21st century, you can disappear
in a nanosecond.
Yep.
Andrew don't throw 1,000,000 of dollars atadvertising to try to get to those places.
(38:05):
We just perform at a level where Our wholefocus is do we deliver the value and the
results to our clients Andrew then let them saywhat they wanna say.
So we I'm more excited about that 1 year I wasthe number 1 sales trainer in the What means
(38:26):
more to us is that our system is ranked number1 because systems can be used by anyone.
But there's only one of you.
And I look at some of the great celebrityspeakers out there.
There's only one of them.
But in sales, if everybody in the room cannotdo what you do, You're not training.
(38:51):
You're entertaining.
I love that.
Oh, that that makes sense.
So what what what keeps you motivated,understand you could be pressed as good Andrew
and PR is good, but you can be gone in aninstance.
And Andrew the fact that, Yeah.
It it sounds like you you've learned to tomaster your passion.
You know, a lot of people still need your help.
They still need your support, and they need togrow their business.
(39:13):
And until you step in, you're gonna be staystuck, essentially.
Sure.
Oh, I I love that.
Andrew mean, you closed that, those those bigdeals with, Blue Cross.
I mean, was it a big company you mentioned?
Well, we we've closed a lot
of big companies, you know, But was there anymoment in your your business journey where
(39:33):
you're like, oh, what what and obviously,you're you're still hungry.
You're still passionate.
You still wanna keep growing and stay and helpmore people.
But was there any point after going from allthis medical debt, not knowing what to do,
getting 54 nose in a row.
Was there any point in your business?
You're like, okay.
I think I think we've made it a little bit.
I think we can, be be proud of ourselves alittle bit.
(39:54):
There's a famous book that says pride comethbefore the fall.
Mhmm.
Pride will kill you.
Mhmm.
The most dangerous tool in the world is amicrophone.
So let's say that's a microphone.
The minute you stand up in front of people, youare viewed as an expert.
Mhmm.
(40:14):
That's good and bad.
You know, people say to me, are you evernervous that when you walk into a training
room, your system won't work.
No.
Because it's not about Joe.
It's about a system.
I don't believe we've arrived.
(40:37):
I don't believe you can ever sit down and say,I'm a somebody.
That's just me.
I'm not saying I'm just saying, you know, it'slike, we work hard.
We produce for our clients.
You know, we we have a very high percentage ofreturn clients.
But they're only returning to me because we prowe produce.
(41:00):
That's it.
I don't have a cult following.
I'm not that guy.
You know?
People stay with us because at the end of theday, Their business grows.
The minute I lose sight as to my role in theirlife.
I mean, our business of speaking trainingcoaching boot camp is really 85%.
(41:25):
The business part of it 15% the actualpresentation.
So the people who come to that, these arepeople who already have information.
They're already not afraid of a microphone.
They won't learn how to monetize it.
Andrew remember we had a guy came in, and oneof the first things I said is how important was
to serve the client.
And he at the break, he says, well, I may notstay for the rest of this.
(41:46):
He says, you mean, I don't show up Andrewpeople don't, like, pour my water and carry my
books and Andrew I just looked at him.
I said, you can run your business anytime youwant.
You can do whatever you want.
My perspective is I'll carry the client'sbooks.
I'll help the production people make surethey're set up right I'll do whatever it is to
(42:11):
make sure we have a great event so the clientgets taken care of.
He said, well, I don't like that.
And I said, okay.
You know what I mean?
Like Yeah.
Everybody has to have their philosophy on whythey do what they do.
No.
That that makes sense.
And and what percentage of your clients wouldyou say are are returning clients?
Like, if you had We
(42:32):
we haven't been fired.
Okay.
Now they meant because of what I do, they maynot meet meet me again right away.
I mean, I just had a call last night.
And I've been working with a client for acouple years Andrew and, finished the project
with him about 3 months ago, and I stayed intouch with him.
He called me 7:30 last night.
He goes, hey.
I'm really sorry, man.
I haven't returned your calls.
(42:54):
Some things have happened here.
I've moved into a higher level position.
How many c c have left in that boot camp?
I'd like to send five people.
Wow.
And Andrew so 3 months ago, it may have lookedlike they were done.
Well, they weren't done.
But because I don't give people ultimatums, Ikeep the door open.
(43:15):
Well, if if you don't mind sharing, let's sayyou're currently working with a 100 clients,
would you say about 25 of them are returningclients or 40, 50?
I would say depends on when they need me.
I in other words, most people I work with stayin our life.
They may not get on our coaching program rightaway.
(43:37):
Okay?
But they may, when they need the coaching,they'll start working with us again.
Alright?
I don't believe in long term contracts withpeople because because it just makes people
feel like they're indentured You know?
So I can't think offhand that we lost thatclient.
(43:59):
Now what I am seeing is companies going out ofbusiness.
So now that number, if you wanna look atcompanies, the percentage of companies that
close the tent, you know, Andrew you lost thatclient, well, they just don't exist anymore.
No.
It makes sense.
Okay.
And and going back to, you know, the thesuccess you've had with your growth and all
(44:23):
that, is there any, like, besides paying formedical bills?
Is there any, like, big vacations you've beenable to take or any big purchases you'd be able
to do because
of what's happening because I'll just say this.
We've opted to use holistic treatment versusregular medical only because it works for our
family.
Oh, yeah.
(44:44):
It's all cash.
So we've probably been on 20 vacations.
Instead, we've opted to do that.
That makes sense.
Yeah.
Alright.
And so You know, everybody has stuff.
Of course.
Yes.
Well, I can tell you this.
Our business has provided our ability to makethat choice.
(45:04):
Andrew so many people don't have that choice.
Our business has provided me the ability tosave my wife.
This year, You just get well and rest, anddon't worry about it.
For a full year, you could say at the beginningof the year?
Yep.
I said, don't worry
about it.
I said at the end of the year.
If you're still doing great, great.
I said, don't worry about it.
There's no pressure on you.
(45:26):
Now It's not a bragging statement.
I I don't drive.
I don't drive in Mercedes.
Weiss?
It doesn't have value for me.
Yeah.
What has value for me is being able to providea life for my family Andrew have the money if
we decide we need something we can do it.
That's all.
No.
I love that.
Alright.
But that's a good feeling.
(45:47):
And you're debt free and, and and all theabove.
Right?
Well, we just again, we're not realmaterialistic people.
You know, it's just it's just not important tous.
No.
It makes sense.
I have a few more questions here.
Okay.
When we go to the question, can I give away agift while I'm thinking about it?
Please do.
Yes.
(46:07):
Yeah.
Go for it.
Great free webinar.
Now is this an international podcast, or is itmostly national?
It's it's mostly national, but we do have somepeople tuning in international too.
Alright.
Well, let's do this.
For anybody in the United States, take out yourcell phone, and go to your text area.
Andrew the message you want to write the wordsales edge, s a l e s e d g e.
(46:32):
Some phones will break it up.
You wanna put quotes around it or just Makesure it stays one word.
Text it to 55678.
Sales edge to 55678.
It's gonna take you to a peachy and peachylink.
Hit the link.
It'll take you to a splash page.
You can just put an email in there and you willget a free webinar.
(46:56):
It's a master class on the 8 essentials ofsales success.
Free to you.
Okay.
Enjoy it.
Now, also send me a LinkedIn invite.
Joe Pecci.
I'm the same guy.
Look like this.
I'm looking at you.
Also, if any of you ever wanna have acomplimentary cup of Joe, give me a call at
407-947-2590.
(47:20):
I don't know when this is gonna air.
We have a handful of seats left in our salesboot camp and our speaker boot camp will sell
out right away.
If that's something you wanna talk about, justgive me a call.
I don't use a hard close, and you'll get somefree tips from me.
So now I can go to your next question.
No.
That's a that's a great plug because I knowI've gotten so much value from this interview.
(47:40):
I know people listening in.
We're getting a lot of likes, a lot ofengagements, which is definitely Weiss of fun.
And so definitely make sure to text Joe visithis website, check out his webinar, and
obviously get get some help from him because Iknow I'm definitely gonna be using him very
soon, for sure.
So the next question is, how do you make sureto surround yourself with the right people to
(48:00):
help make sure you're successful Andrew holdingyourself accountable and and constantly
growing?
Association is one of the pillars of success.
I mean, I'm not better than anyone, but I'mgonna tell you this.
I'm not gonna be around energy drainers.
I don't do any life coaching.
(48:21):
I mean, I remember Andrew in the beginningsaid, I might ask you some personal questions.
I said, don't.
I'm not a life coach.
I can't be effective to you getting into yourpersonal issues and your business.
So, therefore, we do have good friends.
That's not the point.
But when we choose to be around people, theseare people that are uplifting.
(48:43):
Association is so vital I don't like peoplethat make excuses.
I don't mean I don't like them.
I just can't tolerate excuses Okay?
And so I would recommend to each and every oneof you that to be successful, guard your mind
(49:04):
It's what you listen to, the podcast you listento, what you read, who you spend your time
with, will dictate 80% of your success.
No.
I love that.
I love that.
Guarding your mind, and I know, It's a greatYouTube video, Doctor Kito, I think it's how
(49:26):
you say his name where he was like, most peoplethink, oh, it's garbage in, garbage out.
We don't realize is that garbage in garbagestays there.
Andrew so yeah.
And he's exactly right.
It
does.
Yeah.
Yeah.
Just like being very mindful, very protectiveof it, that that makes a lot of sense.
What do you think are the nonnegotiationactions and or mindsets as an entrepreneur to
(49:48):
be successful.
Oh, I have some non negotiables.
Boy, do I have them?
In sales, non negotiables are this.
Every day, you better generate leads.
Every day, you better make outreach.
X amount of calls.
However, you every week, you better have xamount of course stories or sales meetings.
Okay?
Mhmm.
I mean, those are vital error.
(50:12):
You you must return every phone call.
I return every phone call same day.
Wow.
The same day.
Now if it's late at night, it'll be next day.
There'll never be 24 hours since you don't geta return phone call.
You know how many contracts I've closed becauseI'm the only people that call them back Andrew
will not refer people that don't call me backbecause I'm not gonna trust you with a client
(50:33):
if you won't call me back.
And so there's nonnegotiables that Andrew sohere's how you get your nonnegotiable.
You figure out Andrew you can't do this, youget a coach and they'll help you.
What are the things that it's gonna take togrow my business Andrew then don't negotiate
with those things and be consistent.
I love that doing outreaches, booking salesmeetings, and calling people back That that
(50:55):
that makes a lot of sense.
And and and what gets you, when you wake up,day, like, what do you think about that gets
you fired up to seize the day and and servemore people?
Is there anything that comes to your mindbesides, of course, helping your wife and
building your business.
So I have a faith Andrew start my day with my
That concludes another episode of rapidresults.
(51:17):
Remember to leave view about something youlearn so others can share style Freedom, you
desire, and we'll see you next week.
The show you need to get what you desire byavoiding the mistakes made by others before you
learned the stories and serve Weiss thrivingwith your best life.
And now I present to you the 1, the only rapperzolks with Andrew Weiss.
(00:34):
Of rapid results with Andrew Weiss.
We have the wonderful Joe Peachy here today,and he is very excited to come on and talk to
us about dominating at sales, dominating it,growing your business, and scaling it.
And in case you don't know who this Joe Picciguy is, he has been ranked number 1 in the
world as a sales trainer and speaker.
(00:54):
His report mastery and sales training programis ranked number 1 for the past 4 years by
global gurus Andrew here's he's here today totalk about how you can grow your business with
sales.
So Joe tell us, though, what is the biggest andbest business deal you're most proud of?
Well, you know, I I don't know if I'm so proudof it is because, you know, I make a lot of
calls.
I do all our selling besides our training, butI guess the longest lasting deal we have was
(01:18):
about 6 15 years ago, I cold called the companyin Tampa.
It was a cold call.
A lot of my calls are cold into the b to bmarket.
Andrew that wound up being now a 16 year clientthat has taken us throughout the country many
different verticals in that in that corporatesetting.
So that was a a call on a Friday afternoon at 5o'clock, and the owner answered the phone.
(01:45):
Andrew it's a gift that has kept giving.
Oh my gosh.
So that's definitely pretty good.
Just, making a cold call and then having aclient for 16 years running and having them pay
for you to travel throughout the country andtrain their sales team.
That that's incredible.
So tell us how did you get into this space?
How'd you this how'd you wake up one day andyou go, you know what?
(02:08):
I'm gonna figure out how to be good at coldcalls and make it my business or business
models.
How'd you get into that?
Well, the way I got into it, you know, we weremassively in medical debt.
I was a football coach.
Decided I'd go into a part time direct salesbusiness with no background.
Nobody taught us how to sell.
Andrew realized 2 things very succinctly.
Okay?
The key to sales was your messaging, getting infront of decision makers, and calling the right
(02:35):
people.
And that's many years ago.
Over the course of years, our business hasmoved really into a direction where we realize
the most important things for all companies isto call the right people at the right time and
get in the front of the right people with theright message Andrew there is business.
So we got their kind of on an accident, but wekept perfecting, perfecting, perfecting, and I
(02:58):
don't believe anyone should take sales trainingfrom a person who doesn't sell or haven't sold
because it's only when you have boots on theground that you understand messaging.
Oh, 100%.
So you're in medical debt.
You're doing you're trying out this thingcalled sales.
You're like, okay.
I gotta get in front of the right people.
I gotta figure out the right message.
(03:19):
What was that first deal that you closed or youfigured out, hey, maybe I do have am good at
sales.
Anyway, I do know what I'm talking about, butwhat did that look like for you?
Well, attorney point was when I made 56 coldcalls and got 56 notes.
And I broke the phone.
Now this is for cell phones.
This is the old fashioned phone.
Andrew I looked at my wife Andrew said, eitherI better get good at this or we need to go find
(03:40):
something else to do.
Mhmm.
I said, I don't know what to say, and I don'tknow who to call.
That's that embarked us on really focusing oninstead of everything about sales, breaking it
down into a process, and breaking it down tosteps and realizing we needed to master certain
aspect and steps of sales.
(04:03):
Over the course of time, We startedunderstanding the value of scripting.
I know a lot of people think scripting, youknow, that I don't want my people scripting.
You know, the best actors in the world areItalian, De Niro, Pacino, and they're all
scripted.
Yeah.
Yeah.
Scripted well, and you know your script.
Now you can adjust on a run, and you also havemastery over it, and you're not thinking about
(04:27):
what am I going to say?
So we realized we needed to have a script tonavigate the gatekeeper in the b to b market,
how to get returned phone calls, how to get todecision makers, how to set up qualified
appointments, that's where we start.
And all of a sudden, the world begin to open upto us.
So tell us, an example, how'd you figure outthat script first of all.
(04:49):
I mean, there's a million scripts out there.
There's a million ways to call people.
But what I guess, as as inspiration too, so youwent from 100% knows, and if you don't mind
sharing, what does your close rate look likenow if you were to make a 100 cold calls, how
many could you close?
Not that I don't wanna answer the question.
I do wanna answer the question, but that's notthe right question.
(05:09):
The right question is what happens whensomebody picks up the phone?
What happens there?
You see, I'm gonna give your people a mindshift here, a paradigm shift.
Weiss don't people like because I don't justmake cold calls.
It's warm, cold, and hot.
But why don't people like the phone?
Because they can't control what's on the otherend of the phone.
(05:32):
Alright?
And they think they're supposed to bookappointment or sell something.
I the turning point for me is when I realize Agreat script qualifies the other person on
whether or not they qualify for my time.
Therefore, I don't wanna talk to everybody.
So therefore, if I open up a if I called youup, I'm gonna give you a secret sauce here.
(05:54):
Alright?
Alright.
I called you up and I said, hey, Andrew.
This is Joe Picci, a peachy Andrew peachy.
I catch you at a bad time.
No.
I I got a few minutes, I suppose.
Fantastic.
I saw on LinkedIn where you do some consultingand training.
Let me tell you what I do.
I specialize in helping speakers, coaches,trainers, and consultants make money with their
talent and intellectual property.
(06:16):
Now, say I'm not interested.
I'm not I'm not interested.
Thank you.
Next.
Wow.
Yeah.
I'm not rude.
Andrew try
to think.
Person says no to my value proposition.
I don't wanna talk to them because I don'twanna talk people into something only for them
to change their mind.
(06:37):
Interesting.
Therefore,
my closing ratios, once they want a meeting, goway up.
Because it's their idea.
I just gave you a secret sauce.
You're saving a lot of people a lot of timewith that secret sauce too.
We'll do it.
Because most people will quit after 10th.
(06:57):
No.
Mhmm.
Mhmm.
In our in our rapport mastery sales trainingboot camp, One of the hallmarks is on day 3.
Everybody who comes, we limit it to 24 people.
We make all outbound calls.
I don't believe in role play.
Andrew they'll they'll go from entry level upto 37 years experience.
There'll be 18 to 20 different industries.
There'll be a 100 different target markets.
(07:22):
We'll make 4 to 500 calls in an hour a half.
We have never done less than 75% conversion toappointment.
We navigate 92% of the gatekeepers.
We'll get 50 to 60 same day return phone calls,and some of those calls actually go to what we
call a sales meeting or core story, and we'llclose business because that is a focal point.
(07:46):
Wow.
That that's, that that that's very efficientand, you know, as as someone who's seen the
movie wolf of wall streets, you know, turningall these people into turning all the nos and
the yeses and like, oh, maybe I gotta talk tothe Weiss, blah blah blah.
So tell us how you navigate that.
I do not handle objections in a phone call.
(08:08):
During the actual meeting, but I don't talkanyone into a meeting.
I don't care what the wolf of Wall Street did.
I don't care what some of the greatest salestrainers, coaches Andrew speakers from big
stays due.
That is for the a type personality.
10% of the world has an a type personality.
(08:29):
Our methodology works for all behaviors.
I have to protect the sales people as much asthe person you're dealing with.
Therefore, we set them up with a rejectionproof scripting model whereby they don't have
to feel like they have to talk somebody into ameeting.
If a person doesn't wanna know what what youcan do for them, be polite.
(08:54):
They remain a good prospect and move on.
No.
That makes a lot of sense.
And when people say
They're not interested.
Do you say, okay.
Thank you for your time, or do you say, do youknow anyone who would be?
Say that again.
I apologize.
Oh, oh, if if you're talking to someone on thephone, you you say, hey.
I help peakers and trainers make more money,and they say, I'm not interested.
Do you then say, well, do you know anyone whowould be, or do you just say thank you for your
(09:17):
time and then hang up?
Nope.
I say, I'll tell you what, I'll check back withyou in 3 to 6 months.
Because, look, I won't refer anybody.
I don't use Why would I need to and they theydo this all oh, if a person says no, get a
referral, please.
Who do you think they're gonna give you?
You they're gonna give you their a list.
(09:38):
So now you go mining through the the wildernessof now I've had people say, Joe, this is not a
good time, but I've got a good friend, really,that just opened up a business and her people
are struggling to book appointments.
That's a different answer.
Yeah.
Joe, at this point, I'm not but I'm notinterested means no, which means I'm not gonna
(09:58):
give you my a list.
Andrew don't want somebody see list.
Yeah.
That makes sense.
It and so why why follow-up in 3 to 6 monthsthen if you know
Things change.
People change, situations change.
We're living in an environment where some ofthe major corporations today are laying off 30%
of their workforce.
(10:18):
We're looking at management changing everyweek.
You could be talking to somebody different in 2months than you were just talking to.
It took me 10 years to get Caldwell Banker.
It took me 10 years to get Blue Cross.
I didn't hammer him.
I never threw him away.
I continued to follow-up.
90 2 percent of sales professionals neverfollow-up after the first no answer or no.
(10:45):
Wow.
So so you have quite the CRM going then.
How how do you maintain all these contacts inthese CRMs?
Is there a specific tool to use Andrew how doyou stay on track and stay consistent with that
tool.
Well, because I do the selling as well as thetraining and coaching, My office is nothing but
whiteboards.
Yes.
We do have a good CRM.
(11:07):
I don't live off my CRM.
I have.
Whiteboards.
Needs on a whiteboard.
Core stories when in other words, when thatthing goes to an appointment, Then when it goes
to a proposal, a proposal is, Andrew, would youlike me to send you a formal proposal?
(11:27):
Well, no.
I don't send it.
I don't say let me send you a proposal.
Would you like to?
The minute I send a proposal, it goes on mymost important whiteboard.
The minute it closes, it gets circled.
So between January of this year.
And the end of June, 6 months, I got 211 formalproposals out.
(11:51):
Do you really think I care who writes me acheck?
With 200 proposals.
Yeah.
Even if you're at 10% close rate, that's prettygood.
In the month of July, we just finished July,our 31 proposals out.
Mhmm.
Now people say you don't understand how busy Iam.
Hold it.
Wait a minute.
I do the lead generation, the selling, theproposal writing, the contracting, and then I
(12:16):
do the training coaching and speaking.
Now but I don't surf the web.
I don't make comments about other people'sposts.
I keep the main thing one of the biggest thingsI'm doing coaching with now with co individuals
and companies is priority Andrew timemanagement.
Keeping the main thing, the main thing.
(12:38):
He's set.
So, yeah, do how do you create free time?
It sounds like you're working 24 hours a day, 7days a week.
I mean,
to be honest with you, I'm not.
I used to.
Mhmm.
But we have a very everything we do issystemized and efficient.
Andrew believe in time blocking.
From this time to this time, I make calls.
(13:00):
From this time to this time, I'm proactive.
I'm not reactive.
Where people get in trouble?
I'm coaching a guy from Chicago.
And we're in the process of teaching himserious discipline on his time.
He's a hardworking guy, but what we fig figuredout was 4 hours of the day he was on the
(13:22):
internet looking at stuff.
Like looking at LinkedIn.
Not using it for lead generation.
90% of our business is coming from Linkedin.
Wow.
97%.
Thanks.
Mhmm.
90.
I'm sorry.
90.
So Oh, 90.
Yeah.
So now what I have him is he's allowed to playon social media three times a day for 15
minutes.
That's it.
(13:42):
He told me the because we're getting ready foranother coach.
He said he's got more done last week than hegot in 6 months.
Wow.
It's really about managing your priorities andtime.
It's not how hard you work.
It's what you work on.
Yeah.
It's what you get done.
Everyone has the same 24 hours in a day.
And so how how are you using it?
(14:02):
And so are you working 8, 10 hours a day, oryou just have a very focused, like, 4 hours for
calls, 2 hours for training, 2 hours for,speaking, how are you currently managing your
days?
I get up early.
And I work till I'm done.
However, I have a family.
You know, I I have a wife that we've beentogether 52 years.
(14:25):
52 years.
She's had some health challenges, which hasreally made me more efficient because I gotta
get more done in less time.
Mhmm.
However, you know, when COVID hit, the 1st yearwhere a lot of our competitors really were
hurt, we grew 20%.
Second year, 30 8%.
We've grown since.
(14:45):
Not because I'm famous, not because I'm goodlooking, not because I'm, you know, whatever.
Not about talent is that we have a solidprocess that we believe is built for bad and
good economies.
Wow.
That's, that is that is good to know because Iknow, you know, all the news is always talking
about recession here, inflation here, justlike, how our dollars going down Andrew prices
(15:10):
are going up and people are being laid off.
And so knowing that you're able to be in a in ajob and a skill of sales that is recession
proof is one of the most viable things you canhave.
That that is definitely impressive.
And, And so I was curious.
So when it comes to sales and, and doing allthat, what what's like some of the another
(15:31):
recent win that a client had that you're proudof, you're able to help coach a client in
giving a successful win.
I I would say You know, we we have never failedto help people grow.
Okay.
Here's the thing.
People don't say no to me because of the price.
(15:51):
People will say no to me because maybe they'renot willing to up the game a little bit.
That's all.
Interesting.
Alright.
So for example, one of one of the deals thathappened 2 boot camps ago, we had, twenty four
people in the room, 6 of them happened to be inthe health care industry.
1 of those people were calling doctors officesand associations, right, for a new protocol.
(16:19):
And I'm I'm not at liberty to explain theactual protocol because I had to sign an NDA.
Yeah.
One of his calls he hidden association bookedthe appointment was actually able to do the
meeting the week later Andrew it generated$10,000,000 from that one call.
No.
(16:40):
Yes.
And you
know what he said?
He said up until this time, I sent that thatorganization.
52 emails.
Never got a response.
Jeez.
So so what I'm hearing though is is, it's notpossible to be this is successful, if you're
(17:02):
not willing to make phone calls through the wayyou teach, I hear you, but where someone's
like, you know what, Joe?
I I my voice sucks.
It's it's groggy.
I I can't speak to anyone ever.
I hate my social skills, but I really wanna begood at emails or or blogs or something like
that.
Could they still be successful?
You're like, nope.
Sorry.
You have to learn how deep.
No.
No.
I never kill anybody.
(17:22):
Their methodology doesn't work at all.
Okay.
So interesting.
Alright.
Look.
Do you know how many people out there aremaking a ton of money that don't really pick up
the phone?
I'm not saying my way is the only way.
What I'm saying is this.
What I'm seeing in the b to b market because ofcybersecurity, so many companies are being
told.
(17:43):
Do not let your people open up.
Unsolicited emails because that's where you'regonna get hacked.
So now all of a sudden, cold emaileffectiveness isn't what it wants was.
That's all I'm saying.
Okay?
I'm also saying that social media blogging andand video.
It's all good as long as the person opens itup.
(18:06):
Yeah.
I think you have to have multiple contactpoints with clients.
I mean, I sent you a video through LinkedIn.
Right?
Yeah.
You did.
Now it
wasn't my initial outreach, but it was a a wayof continue our relationship.
I think you have to have, you know, I don'tbelieve in talent and charisma.
I believe processes, skills, messaging, andcommunications.
(18:28):
You can teach those things.
I think multi faceted approaches.
But I believe if you're gonna be verysuccessful in sales.
One of the things that is important is that youmaster the phone.
It's not the only thing, but mastering thephone is shortest distance between two points.
(18:51):
You know, I've read all the books that saynever call on Monday.
Never call Friday.
You know, the best time to call is Tuesday,Wednesday, Thursday, between 10:2.
I read all those books.
Well, my highest amount of time to bookappointments are Monday morning between 7 noon.
I've closed more contracts between 4 o'clock 6o'clock on a Friday those are my 2 hottest
(19:13):
times, but that doesn't mean I'm not workingthe rest of the week.
You you understand.
I mean, when we get done with this podcast,I've got calls I have to make because I have
another call block.
Mhmm.
So, no, I don't put down anyone else'smethodology.
I know some very successful people that dothings differently than me.
(19:34):
And and I love what you said originally too.
Like, how when you call people, you you'reyou're good at making your initial offers.
Say, hey, I'm Joe.
I do this, this, and this.
And it sounds like, you know, a lot of peoplefreak out about, you know, do I target B2C?
Do I target B2B?
Who's my avatar and all that?
It sounds like that doesn't affect you orbother you.
Like, you're you're confident in being able tohelp anyone with sales.
(19:56):
Oh, yeah.
You know, 2 weeks ago, I was A follow-up call.
I had made my initial call.
Navigator gatekeeper got to the owner of thecompany.
We're on a follow-up call.
He goes, Joe.
Before you called me the first time, did you doany research on our company?
I said, nope.
He goes, why not?
I said, you didn't qualify yet.
(20:17):
If you would have said no, why would have taken2 hours to figure out your company?
Yeah.
Mhmm.
I know what I do, I know what I do well.
I know what I offer that can benefit you.
If you don't want those things, why would Iwaste your time or mine?
You know what he said?
Send me the contract.
I need you to teach this to my people.
They spend all day long researching and verylittle time selling.
(20:43):
Interesting.
It's so just double checking, like, you youdon't care if you're helping a, a a one person
business who's doing coaching for people versusa multimillion dollar corporation like, Blue
Cross, you know that you can help anyone inbetween essentially.
That's a great question because our businessmodel is diverse in nature.
(21:04):
In other words, we have 10 ways that we canwork with clients.
Oh, So they're interesting.
We do have our boot camps.
I've got a 3 day sales boot camp.
That's a rapport mastery.
The one that's ranked number 1.
I got a 3 day boot camp for the business ofspeed and training coach of 2 verticals.
But I also do private coaching and which is oneon one coaching.
I do business consulting, which is companyconsulting.
(21:26):
That's 2 more ways.
Right?
I do virtual coaching.
Alright?
I do communications.
There's a lot of things we can offer people,but I know which ones make us the most money,
and it's not based on size of company.
It's based on size of wallet.
(21:47):
I had a lady from Alaska who flew all the wayfrom Alaska for a couple days of private
coaching in my studio, paid me $25,000.
She goes out for a sales boot camp for 2495.
She wanted to one on one coaching she didn'twanna wait.
(22:08):
It was her choice.
Mhmm.
You understand?
Now I'm not seeing I always make 25,000 in 3days with a one on 1, but it was there.
So I don't have prices anywhere on our websitebecause everything okay, is based on what you
can do, what you can afford, how you wanna workwith us.
So people decide how they wanna work with us.
(22:31):
I like that.
And and and how worried do you get about, ROIfor clients?
Like, so for example, if one of the women camecame in and spent 25 grand for 3 years of
coaching with you.
Like, were you able to get that ROI withinthose 3 days?
It take a few months.
You asked my favorite question.
I I it's like I sent you this question.
(22:52):
That's why the only sales training I will do iswith the live outbound calls.
Because I know we'll score, and it's the onlyquantifiable thing you can do in a training
segment.
That when they get real appointments, they'vegotten their eye.
Mhmm.
But if we sat in that room and did a role play,They don't know.
(23:16):
Now they gotta go home by themselves.
I wanna be in the room.
I wanna be coaching them when they're makingthose calls so I can help them adjust on the
run.
Yeah.
Mhmm.
Andrew now what we're doing to what we'recoaching and training, we're teaching them how
to do the virtual core story or sales meeting.
So therefore, the person might say I have sometime right now, and we move right into our
(23:39):
sequence of our selling meeting.
A lot of times, we close business right now,and we're not a one call close training
company.
We believe in consultative sales, because 85%of sales happens between the 8th 15th contact.
Oh, interesting.
It's 8 to 15 contact.
To close usually.
(24:01):
Wow.
So and I wanna back up a little bit too aboutthe topic of sales in general.
I mean, Obviously, I'm growing to learnappreciate sales more and more and appreciate
the value for it and the need for it and justlike, how much it applies to every part of our
life?
You know, I recently got married and, like, youknow, being able to convince your wife to,
enjoy a nice dinner that you wanna have, beingable to convince some friends to get together
(24:25):
you know, sales applies every part of our life,but the problem is that most people when they
hear the word sales, they they shiver Andrewand kinda winks back and go, oh, no.
So how do you help people get comfortable withthe word sales, is in in general?
Sales is really providing Okay, solutions,benefits, and results.
(24:47):
It's not about your widget.
It's not about self serving.
I have never had to return a dime.
I've been doing this a long time.
I have no remorse buyers because everything Ido is based on a client.
We teach What's in it for them?
Okay.
What's in it for them?
All of a sudden, instead of feeling like you'reselling, you're more providing a solution,
(25:13):
you're providing results.
The minute you realize that honestly, you areproviding something that's going to help that
company or that individual.
You can call it sales, You know, the reason whypeople have a bad connotation of sales is two
reasons.
Number 1, they don't like the way they've beensold to.
And number 2, they just don't wanna do it.
(25:36):
So so flat out.
People say, can you help anybody?
No.
I can help anybody that wants to grow theirbusiness and is willing to learn the skills and
strategies of sales, I can help them.
We have the methodology.
But if they don't wanna do it, I'm not gonnatalk them into it.
I don't want them I don't wanna walk into theirtraining room with them kicking and screaming.
(25:59):
Yeah.
Mhmm.
No.
I I I love that.
Just providing value to people and helping themrealize that just because you've been sold to a
certain way, it doesn't mean you have to sellcertain way.
Exactly.
And then, my next question that kinda comes tomy mind is, so going back to being in the track
trenches and, you're you're not necessarilyhandling objections, but you call a company up
(26:22):
and they say, oh, yeah.
We definitely need some sales training, sincewe're a proposal.
I guess, do you already have a range ofbudgeting and pricing that you do, or or or
they what did they say?
Another good question.
I don't send any pricing out till I take themthrough my interview, my course story.
I don't just I've had people call me up and go,hey, Lee, this is our budget.
(26:45):
What do you charge for a 2 day event?
There is no way I'm gonna answer that question.
I never get out of my process.
I don't care if it's an inbound call andoutbound call.
A referral cold call.
I have a process, which is contact valueproposition to core story.
When I take them through my interview coursestory, which can be anywhere from 5 to 15
(27:08):
minutes based on their answers, will tell mewhat I need to know to send the price proposal.
I am not a vending machine.
You understand?
And I'm not a retail outlet.
I sell consultatively.
So I haven't heard of this, thing before ourcore story to talk tell us more about that.
(27:29):
But that that looks like
might be your version of the sales meeting.
Andrew the core story is 85%, the clientspeaking, them talking, them answering
questions.
Right?
Andrew I I don't have the time to take youthrough the whole thing, but it's a 5 step
process.
Gotcha.
When I get through 5 step process, Andrew askhim, do you want a formal proposal?
(27:54):
Then within 12 months, 91% of those people goto business.
Wow.
But if I shortcut the process, if I would beprice driven, that number would go way down.
Interesting.
And Andrew let's
to my sales boot camp.
I teach you all this stuff.
No.
I know.
(28:15):
I I'm I'm I'm loving all this.
You'll be a monster.
Yeah.
This is all so good and and so exciting.
And I I know my audience of this is veryengaged audience right now listening in and
tuning in, which which is awesome too.
So tell us more about, and, obviously, yeah,you'd have to answer these questions, but
(28:35):
you're obviously a gold mine of knowledge, andso I can't help asking.
If I don't wanna answer, I'll just say, youknow, that's something I teach for money.
No.
It's all good.
Okay.
Fair enough.
So let's say a client goes, alright, Joe.
We we have a budget of fifteen hundred people.
We need you to train we have a budget of $1500.
We need you to train, fifteen people over thenext, 2 days.
(28:58):
What what can you do to make that happenessentially.
I can't.
I can't.
I can't train fifteen people in 2 days for$1500.
It's not gonna happen.
Okay?
There's there Here's the thing, and and and II'm not being proud.
I'm not being boastful.
Here's what we have to protect our brand.
Mhmm.
Many times the client wants to dictate how longit's gonna take you to get something done.
(29:22):
Mhmm.
And they wanna tell you this is how much moneyI have to spend Andrew do it in this much time?
The reason why the rapport mastery program Wedo not spend money on advertising.
Has been ranked number 1 in the world isbecause it delivers results.
I take that same program into a corporation.
I can do that in 2 days, but ain't gonna be$1500.
(29:46):
Yeah.
One deal, usually, so far exceeds the amountthey're spending.
Yeah.
Mhmm.
But this is why I'm not a vending machine.
Call me all the time.
I've talked to this person, this person.
They can do this for this and this, and I go,fantastic.
Let me tell you what we do.
I take them into my process.
Now does everybody go with me?
(30:07):
No.
But here's what I know.
100% of the time when we go in, we get results.
I will let anybody bet us by calling all ourclients.
I just don't.
You go on LinkedIn.
You all might call any of our clients and say,did you get return on investment?
Right?
People say, well, give us some references.
I said, no.
Because I'll give you my best ones.
(30:29):
Why don't you call anybody you want that's everbeen in any of our stuff and say, did you get
your money back?
How long did it take it?
Did you grow?
Did you get a return on investment?
Andrew and 100% of your clients, you're able tosay yes.
Well, and that's because look.
I chose not to do leadership training.
(30:49):
I love leadership.
I think there's some of the greatest leadershiptrainers in the world.
Okay?
It's hard to measure.
You can measure what I do right now.
I love that.
I love that.
And and, obviously, you know, as a coachmyself, you know, it's it's too bad that a lot
of marketers don't know how to coach, and a lotof coaches don't know how to market.
(31:10):
And so, being able to quantify your success isa very big deal with the 21st century with
information overwhelmed with a 1,000,000coaches to choose from,000,000 methods,
1,000,000.
They're gonna get information from AI.
Yeah.
Mhmm.
Well, AI might out technology me, but theycan't do what I can do in a training room.
(31:35):
So what I do better be unique?
Yeah.
No.
I I love that.
And and and tell us more about the the growthand and scaling of your business.
Have you had to outsource more?
Have you raise your Weiss.
Tell us more about that.
There's a couple things we've got to do.
You know, we we built a mouse trap at first.
(31:56):
We created some uniqueness that we knew, wouldbe unique in the marketplace because most sales
trainers are great speakers, but they may notbe doing their own selling, which is fine.
That's great.
But one of our uniqueness is I do our selling,so I'm on the front line.
Mhmm.
But what we found out a couple years ago was,you know, it's a we can't scale Joe Peachy.
(32:20):
Yeah.
So we've done a couple things.
We have a licensing program where people canuse our content, not our name.
So if they wanna use the rapport masterysystem, we'll train them and do a train to
trainer, but they do it under their own brand.
Right?
Another thing we're doing a lot of virtualstuff which has helped us to scale.
Another thing our price have gone up helped usto scale.
(32:42):
But then we opened up a second business.
So business number 1 is PG Andrew PG inc.
So that would be PICiandpici.com.
That's number 1.
But our second business is calledsellmorevirtually.com.
You go to that website.
Right?
That's our scaling business because that is aweb based.
There's master classes.
(33:03):
There's videos.
There's there's the rapport mastery salestraining program.
80% of what goes on the boot camp is now beenprerecorded that people can pay for and buy it.
And also every Thursday night, I'm live doing amastermind, a master class.
That's a membership thing.
That has scalability.
So when you build a uniqueness, it's hard toscale.
(33:25):
So you have to look at other ways to scale.
Did I answer your question?
Yes.
So so you said as far as scaling goes, youcreate a training system that people can go
through and be able to use on with their ownAndrew, not with your name.
Right.
You create these online courses and, ways forpeople to learn that way.
Andrew then you started a new business of notjust, cold calling, but also the
(33:50):
PT Andrew PT methodology is the complete salesprocess.
It's the speaker school.
It's this training.
It's debt.
Right?
That's a vertical.
90% of that is live.
We can also do it live virtual, right, as faras Zoom.
But sell more virtually is a membershipplatform.
(34:11):
That has interviews.
In fact, you were on our podcast.
Yes.
The video portion of those podcasts are beingput up on sell more virtually.
It'll be there for for people to see forever.
So that's a a a that's a second business thathas scalability.
Okay.
Well, it makes sense.
(34:31):
Let's talk about the, disk training for amoment.
You know, there's a lot of sales book that talkabout how you have to adjust your personality
and your tone in order to talk with certainpeople.
Sure.
But I feel like it's already talking to you,you're like, as long as you bring the value.
You don't have to adjust whether you're harsheror nicer or, speak louder or softer.
(34:51):
I don't mean to disagree, but I've beenspeaking to you the way you're speaking to me,
which is very fast paced.
Okay.
You do have to adjust because basic behaviorstyles, and I don't believe in personality
training.
I believe in behavioral training becausebehaviors can change.
Mhmm.
Under stress people are different.
(35:12):
So we teach people how to read their behaviorsand to adapt their communication for the other
person not to manipulate for bettercommunication.
So what we've done is really kind of becauseyou cannot trademark disk.
It was invented by the Greeks when they wererunning around the parking lot with no clothes
on.
Alright?
That's true.
So it's not like a Myers Briggs or an animals.
(35:34):
This is an open domain, but we took our versionof this Andrew we adapted it to more behavioral
based.
So we teach them how to sell the behaviors, howto negotiate to behaviors.
You know, how to make phone calls based onbehavior.
Every aspect of sales or presentation, we teachthem how to adapt to the audience or the other
(35:57):
person.
That make it makes sense.
Yeah.
It makes a lot of sense.
And then what about, how much does this pokerskills apply to sales?
How's your, your poker game?
I'm not a poker player.
I I believe in polite directness.
Polite directness?
(36:17):
You will never have to wonder what I'm saying.
Now if you were slow pace people oriented, Imight say it's something like, well, you know,
Andrew, you may wanna consider Alright?
So it's not what you say.
It's how you say it, but I'm always clear andpolitely direct based on your behavior style, I
(36:38):
don't confuse people.
Mhmm.
No.
I love that.
I love that.
My next question is being number 1 in the worldis a very big deal.
By the global gurus.
And a lot of people, when they get to the top,they cruise Andrew they chill.
They're like, okay.
We we've made it.
(36:59):
But the fact you've done it 4 years in a row,and and maybe it is because of, your your
wife's medical situation, but are there otherfactors that keeps you getting up each day,
wanting to stay hungry, stay after it.
What what what does that what does that looklike for you?
First of all, never fall in love with the soundof your own voice Andrew never believe you're
press.
(37:19):
Mhmm.
Notoriety or applause or recognition.
Is okay.
It's great for marketing.
As you know, you are a marketing genius.
Mhmm.
At the end of the day, I have to perform everyday.
And I serve my clients.
(37:40):
I believe you have to be hungry humble andpersistent.
Alright?
And and humble is a word you don't hear muchbecause In the 21st century, you can disappear
in a nanosecond.
Yep.
Andrew don't throw 1,000,000 of dollars atadvertising to try to get to those places.
(38:05):
We just perform at a level where Our wholefocus is do we deliver the value and the
results to our clients Andrew then let them saywhat they wanna say.
So we I'm more excited about that 1 year I wasthe number 1 sales trainer in the What means
(38:26):
more to us is that our system is ranked number1 because systems can be used by anyone.
But there's only one of you.
And I look at some of the great celebrityspeakers out there.
There's only one of them.
But in sales, if everybody in the room cannotdo what you do, You're not training.
(38:51):
You're entertaining.
I love that.
Oh, that that makes sense.
So what what what keeps you motivated,understand you could be pressed as good Andrew
and PR is good, but you can be gone in aninstance.
And Andrew the fact that, Yeah.
It it sounds like you you've learned to tomaster your passion.
You know, a lot of people still need your help.
They still need your support, and they need togrow their business.
(39:13):
And until you step in, you're gonna be staystuck, essentially.
Sure.
Oh, I I love that.
Andrew mean, you closed that, those those bigdeals with, Blue Cross.
I mean, was it a big company you mentioned?
Well, we we've closed a lot
of big companies, you know, But was there anymoment in your your business journey where
(39:33):
you're like, oh, what what and obviously,you're you're still hungry.
You're still passionate.
You still wanna keep growing and stay and helpmore people.
But was there any point after going from allthis medical debt, not knowing what to do,
getting 54 nose in a row.
Was there any point in your business?
You're like, okay.
I think I think we've made it a little bit.
I think we can, be be proud of ourselves alittle bit.
(39:54):
There's a famous book that says pride comethbefore the fall.
Mhmm.
Pride will kill you.
Mhmm.
The most dangerous tool in the world is amicrophone.
So let's say that's a microphone.
The minute you stand up in front of people, youare viewed as an expert.
Mhmm.
(40:14):
That's good and bad.
You know, people say to me, are you evernervous that when you walk into a training
room, your system won't work.
No.
Because it's not about Joe.
It's about a system.
I don't believe we've arrived.
(40:37):
I don't believe you can ever sit down and say,I'm a somebody.
That's just me.
I'm not saying I'm just saying, you know, it'slike, we work hard.
We produce for our clients.
You know, we we have a very high percentage ofreturn clients.
But they're only returning to me because we prowe produce.
(41:00):
That's it.
I don't have a cult following.
I'm not that guy.
You know?
People stay with us because at the end of theday, Their business grows.
The minute I lose sight as to my role in theirlife.
I mean, our business of speaking trainingcoaching boot camp is really 85%.
(41:25):
The business part of it 15% the actualpresentation.
So the people who come to that, these arepeople who already have information.
They're already not afraid of a microphone.
They won't learn how to monetize it.
Andrew remember we had a guy came in, and oneof the first things I said is how important was
to serve the client.
And he at the break, he says, well, I may notstay for the rest of this.
(41:46):
He says, you mean, I don't show up Andrewpeople don't, like, pour my water and carry my
books and Andrew I just looked at him.
I said, you can run your business anytime youwant.
You can do whatever you want.
My perspective is I'll carry the client'sbooks.
I'll help the production people make surethey're set up right I'll do whatever it is to
(42:11):
make sure we have a great event so the clientgets taken care of.
He said, well, I don't like that.
And I said, okay.
You know what I mean?
Like Yeah.
Everybody has to have their philosophy on whythey do what they do.
No.
That that makes sense.
And and what percentage of your clients wouldyou say are are returning clients?
Like, if you had We
(42:32):
we haven't been fired.
Okay.
Now they meant because of what I do, they maynot meet meet me again right away.
I mean, I just had a call last night.
And I've been working with a client for acouple years Andrew and, finished the project
with him about 3 months ago, and I stayed intouch with him.
He called me 7:30 last night.
He goes, hey.
I'm really sorry, man.
I haven't returned your calls.
(42:54):
Some things have happened here.
I've moved into a higher level position.
How many c c have left in that boot camp?
I'd like to send five people.
Wow.
And Andrew so 3 months ago, it may have lookedlike they were done.
Well, they weren't done.
But because I don't give people ultimatums, Ikeep the door open.
(43:15):
Well, if if you don't mind sharing, let's sayyou're currently working with a 100 clients,
would you say about 25 of them are returningclients or 40, 50?
I would say depends on when they need me.
I in other words, most people I work with stayin our life.
They may not get on our coaching program rightaway.
(43:37):
Okay?
But they may, when they need the coaching,they'll start working with us again.
Alright?
I don't believe in long term contracts withpeople because because it just makes people
feel like they're indentured You know?
So I can't think offhand that we lost thatclient.
(43:59):
Now what I am seeing is companies going out ofbusiness.
So now that number, if you wanna look atcompanies, the percentage of companies that
close the tent, you know, Andrew you lost thatclient, well, they just don't exist anymore.
No.
It makes sense.
Okay.
And and going back to, you know, the thesuccess you've had with your growth and all
(44:23):
that, is there any, like, besides paying formedical bills?
Is there any, like, big vacations you've beenable to take or any big purchases you'd be able
to do because
of what's happening because I'll just say this.
We've opted to use holistic treatment versusregular medical only because it works for our
family.
Oh, yeah.
(44:44):
It's all cash.
So we've probably been on 20 vacations.
Instead, we've opted to do that.
That makes sense.
Yeah.
Alright.
And so You know, everybody has stuff.
Of course.
Yes.
Well, I can tell you this.
Our business has provided our ability to makethat choice.
(45:04):
Andrew so many people don't have that choice.
Our business has provided me the ability tosave my wife.
This year, You just get well and rest, anddon't worry about it.
For a full year, you could say at the beginningof the year?
Yep.
I said, don't worry
about it.
I said at the end of the year.
If you're still doing great, great.
I said, don't worry about it.
There's no pressure on you.
(45:26):
Now It's not a bragging statement.
I I don't drive.
I don't drive in Mercedes.
Weiss?
It doesn't have value for me.
Yeah.
What has value for me is being able to providea life for my family Andrew have the money if
we decide we need something we can do it.
That's all.
No.
I love that.
Alright.
But that's a good feeling.
(45:47):
And you're debt free and, and and all theabove.
Right?
Well, we just again, we're not realmaterialistic people.
You know, it's just it's just not important tous.
No.
It makes sense.
I have a few more questions here.
Okay.
When we go to the question, can I give away agift while I'm thinking about it?
Please do.
Yes.
(46:07):
Yeah.
Go for it.
Great free webinar.
Now is this an international podcast, or is itmostly national?
It's it's mostly national, but we do have somepeople tuning in international too.
Alright.
Well, let's do this.
For anybody in the United States, take out yourcell phone, and go to your text area.
Andrew the message you want to write the wordsales edge, s a l e s e d g e.
(46:32):
Some phones will break it up.
You wanna put quotes around it or just Makesure it stays one word.
Text it to 55678.
Sales edge to 55678.
It's gonna take you to a peachy and peachylink.
Hit the link.
It'll take you to a splash page.
You can just put an email in there and you willget a free webinar.
(46:56):
It's a master class on the 8 essentials ofsales success.
Free to you.
Okay.
Enjoy it.
Now, also send me a LinkedIn invite.
Joe Pecci.
I'm the same guy.
Look like this.
I'm looking at you.
Also, if any of you ever wanna have acomplimentary cup of Joe, give me a call at
407-947-2590.
(47:20):
I don't know when this is gonna air.
We have a handful of seats left in our salesboot camp and our speaker boot camp will sell
out right away.
If that's something you wanna talk about, justgive me a call.
I don't use a hard close, and you'll get somefree tips from me.
So now I can go to your next question.
No.
That's a that's a great plug because I knowI've gotten so much value from this interview.
(47:40):
I know people listening in.
We're getting a lot of likes, a lot ofengagements, which is definitely Weiss of fun.
And so definitely make sure to text Joe visithis website, check out his webinar, and
obviously get get some help from him because Iknow I'm definitely gonna be using him very
soon, for sure.
So the next question is, how do you make sureto surround yourself with the right people to
(48:00):
help make sure you're successful Andrew holdingyourself accountable and and constantly
growing?
Association is one of the pillars of success.
I mean, I'm not better than anyone, but I'mgonna tell you this.
I'm not gonna be around energy drainers.
I don't do any life coaching.
(48:21):
I mean, I remember Andrew in the beginningsaid, I might ask you some personal questions.
I said, don't.
I'm not a life coach.
I can't be effective to you getting into yourpersonal issues and your business.
So, therefore, we do have good friends.
That's not the point.
But when we choose to be around people, theseare people that are uplifting.
(48:43):
Association is so vital I don't like peoplethat make excuses.
I don't mean I don't like them.
I just can't tolerate excuses Okay?
And so I would recommend to each and every oneof you that to be successful, guard your mind
(49:04):
It's what you listen to, the podcast you listento, what you read, who you spend your time
with, will dictate 80% of your success.
No.
I love that.
I love that.
Guarding your mind, and I know, It's a greatYouTube video, Doctor Kito, I think it's how
(49:26):
you say his name where he was like, most peoplethink, oh, it's garbage in, garbage out.
We don't realize is that garbage in garbagestays there.
Andrew so yeah.
And he's exactly right.
It
does.
Yeah.
Yeah.
Just like being very mindful, very protectiveof it, that that makes a lot of sense.
What do you think are the nonnegotiationactions and or mindsets as an entrepreneur to
(49:48):
be successful.
Oh, I have some non negotiables.
Boy, do I have them?
In sales, non negotiables are this.
Every day, you better generate leads.
Every day, you better make outreach.
X amount of calls.
However, you every week, you better have xamount of course stories or sales meetings.
Okay?
Mhmm.
I mean, those are vital error.
(50:12):
You you must return every phone call.
I return every phone call same day.
Wow.
The same day.
Now if it's late at night, it'll be next day.
There'll never be 24 hours since you don't geta return phone call.
You know how many contracts I've closed becauseI'm the only people that call them back Andrew
will not refer people that don't call me backbecause I'm not gonna trust you with a client
(50:33):
if you won't call me back.
And so there's nonnegotiables that Andrew sohere's how you get your nonnegotiable.
You figure out Andrew you can't do this, youget a coach and they'll help you.
What are the things that it's gonna take togrow my business Andrew then don't negotiate
with those things and be consistent.
I love that doing outreaches, booking salesmeetings, and calling people back That that
(50:55):
that makes a lot of sense.
And and and what gets you, when you wake up,day, like, what do you think about that gets
you fired up to seize the day and and servemore people?
Is there anything that comes to your mindbesides, of course, helping your wife and
building your business.
So I have a faith Andrew start my day with my
That concludes another episode of rapidresults.
(51:17):
Remember to leave view about something youlearn so others can share style Freedom, you
desire, and we'll see you next week.
Popular Podcasts
Bookmarked by Reese's Book Club
Welcome to Bookmarked by Reese’s Book Club — the podcast where great stories, bold women, and irresistible conversations collide! Hosted by award-winning journalist Danielle Robay, each week new episodes balance thoughtful literary insight with the fervor of buzzy book trends, pop culture and more. Bookmarked brings together celebrities, tastemakers, influencers and authors from Reese's Book Club and beyond to share stories that transcend the page. Pull up a chair. You’re not just listening — you’re part of the conversation.
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com