December 8, 2025 • 15 mins
In this powerful clip from "EYL," David Shands sits down with Troy Millings to share his journey from working at the Cheesecake Factory to building a six-figure business selling T-shirts. David breaks down the essential mindset shifts and tactical strategies he used to turn his "off days" into $100 paydays, eventually quitting his job and scaling up his entrepreneurial dream.
You'll hear David’s advice on setting practical work goals (not just sales goals), transitioning out of your 9-to-5, and the importance of persistence—especially when facing rejection. He outlines his “life cycle of a good idea,” touching on excitement, evolution, engagement, and expansion, and how to carry momentum through each stage.
Troy challenges David on the fine line between persistence and annoyance in sales, sparking a real conversation about how to overcome the fear of selling and why most people are conditioned to say "no" first. Hear how David converted sales after the second or even third "no"—and how his coaching clients have unlocked new income just by increasing their daily sales asks.
Perfect for aspiring entrepreneurs and anyone ready to make their side hustle their main gig, this clip delivers actionable steps you can start using today. From building consistency to tracking your actual work instead of just the outcomes, David and Troy break down the real formulas behind hitting $250K a year selling any product.
Don't miss this inspiration-packed conversation!
**Key topics covered:**
- How to set daily work goals for reliable results
- Why persistence and overcoming “no” matters in sales
- The true process for transitioning out of your day job
- The “life cycle” stages of every business idea
- Breaking down sales fear and building resilience
- Why tracking your outreach matters more than tracking revenue
**Hashtags:**
#Entrepreneurship #SalesStrategy #SideHustle #SmallBusiness #Persistence #DavidShands #TroyMillings #BusinessMindset #BlackOutPodcast #SuccessTips #HowToSell #WorkSmart #DailyHabits
👇 Watch, learn, and start building your $250K journey today!
See omnystudio.com/listener for privacy information.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
This episode is brought to you by P and C Bank.
A lot of people think podcasts about work are boring,
and sure they definitely can be, but understanding of professionals
routine shows us how they achieve their success little by little,
day after day. It's like banking with P and C Bank.
It might seem boring to save, plan and make calculated
(00:21):
decisions with your bank, but keeping your money boring is
what helps you live a more happily fulfilled life. P
and C Bank Brilliantly Boring since eighteen sixty five. Brilliantly
Boring since eighteen sixty five is a service mark of
the PNC Financial Service Group, Inc. P and C Bank
National Association Member FDIC.
Speaker 2 (00:43):
Even in my book, I wrote this part called one
hundred Dollars Off Days, where my goal is to build
my business on my off days, just my off days,
because I was working five days a week on my job,
two days a week on my dream. Every single day,
my goal is to go out and sell four T shirts.
I'm selling T shirts for twenty five dollars, so I'm
trying to sell four T shirts. I'm trying to make
one hundred dollars on each off day so my boy's like, nah,
you gotta grid man, you gotta work every single day.
(01:04):
I know myself, I'm low key lazy. I work hard
because I'm kind of lazy. I want to get to
a point where I gotta do nothing. Work smart. Yeah yeah,
I mean that's what lazy people said. Okay, yeah. My
goal is I'm focused on whatever happens throughout the week
is extra. But my goal is on my off days,
feel it will work. If I can put time into
(01:25):
my job, I can put time to my business. So
I started hitting these these hundred dollars each off day.
So I called my boss, like, Yo, can you only
put me on four days a week instead of five?
Because I knew if I could make two hundred dollars
on two off days, if I had three off days,
I can make three hundred. And that joint started to hit.
So long story short, by the time I quit my job,
I was like working a day a week. So I like,
(01:46):
so I teach people to transition out of their job.
Let's set these small goals and build from there.
Speaker 3 (01:51):
So can you talk about that? Because that's important as
far as it's all about strategy in life. And it's
like you never just want to jump out the window
in anything. So can you break that down a little
bit to tree transition out of your job? I liked
that idea.
Speaker 1 (02:02):
Was it, like I'm thinking myself, like, was there any
fear in that, like or how did that play on
your mind? Like I'm doing this, I'm out.
Speaker 2 (02:08):
I don't know. It wasn't really. It wasn't really a
fear because it happened so gradually, you know what I mean.
It's like with this podcast, you drop one episode, then two,
then three, and it starts to build. So I'm trying
to make on my just two my goal is to
make two hundred dollars a week. If I can't sell
eight T shirts in seven days, you know what i mean. Like,
so it was it wasn't like a fear of, Oh
(02:30):
I got to go quit my job. That would be scary.
I'm just trying to make a couple more dollars to
like go to the club and hang out and put
something on a bottle. I still don't gonna buy it myself,
but I want to be a person that could chip in.
So it wasn't really a fear, especially because since I
was a kid, I've always been trying The hard part
was sticking when I'm only making two hundred dollars a week, like,
(02:53):
or sticking when I'm not really making any money. Instead
of saying, yo, you know what, I think I'm gona
try real estate because T shirts don't work. It was
just me. So the hard part was just staying in
my lane and you know, just stay in one course
for a while.
Speaker 1 (03:07):
It goes back to your and I looked at you
your page The life cycle of a good idea. Yeah,
this sounds like the life everybody goes through it too,
you know what I mean, Like, can you break down
that process? Because I'm sure there's a lot of people
that have ideas and they make it to the first
age of excitement, but they never make it to the
last dage.
Speaker 2 (03:24):
Oh never. So I came across this presentation. I was
on tour with ET twenty seventeen, and I think like
a few hours before I was supposed to turn in
my presentation, I just I was like, yo, I got it.
The life cycle of a good idea is excitement. Everybody
gets excited about the idea. But then you got to
move to evolution, where you got to start evolving the idea,
(03:45):
which is not as exciting as when you got the
ID and you get to tell everybody and you see
the vision. Yo, this goal was taking me out of
my job. So excitement, then evolution, then engagement. So after
you evolve it, you got to engage people. That gets
scary because you got actually approach people and make a.
Speaker 1 (04:01):
Sale and try to buy in.
Speaker 2 (04:03):
You got to get people to buy in. But then
with engagement comes resistance. You'll automatically have those people to say, yo,
I don't want to buy it, and then you have
to make a decision. And the decision is either get
excited about something else or move into expansion. But the
trick is taking each stage with you. So if you're
excited and you move to evolution, you got to be
excited while you're evolving the idea. And some people move
(04:26):
from evolution to engagement, but they stop evolving the content.
So once you start to hit resistance, if you're still
engaging people and evolving, you're asking people, Okay, why aren't
you buying this? Because you're still evolving it. You're still
trying to get better, meaning you're still engaging, you're assessitate,
you're assessinate, and then you make a decision to just
don't get excited about something else, fight through it, take
(04:47):
all that data, get re excited about the same concept,
retool it, keep engaging, go through the resistance. And then
you expand.
Speaker 1 (04:56):
You said something important and Shotty comes from a sales background,
and you come from a sales background. You said A
sales starts when somebody says no.
Speaker 2 (05:03):
Oh for sure.
Speaker 1 (05:04):
In my mind, I'm like, yeah, somebody says no, it's
next to the next place. What's the importance of that, Like,
what's the philosophy bond.
Speaker 3 (05:10):
That I mean?
Speaker 2 (05:11):
When you go into a shoe store, obviously somebody comes
up to you and they're like, can I help you?
And you always say no, I'm good, Like we're trained
to say no. The actual set the game starts when
they say no first. So I was expecting, Yo, you
want to buy a T shirt? And they say no.
I'm like, all right, man, what I gotta go to
the next person. But then I realized that one of
(05:31):
my mentors said, YO, make them tell you no twice.
So I'm like, YO, would you like to make buy
this T shirt? And they say no, I'm good. I'm like, yo,
are you sure? Look at this? Like look at that
like this this this will be dope with your shoes.
And for some reason I started converting, like people like, oh,
all right, yeah, you're right, let me get it right
so now you know, fast forward. I was able to
(05:52):
leave the cheesecake factory and jump into the kios I
make you tell me no till you walk away, because yo,
I've converted on the third third sale, I mean the
third no, the fourth no. And sometimes people will buy
because they tired of you ask it and they know
you're not gonna let them go. Look I got all right, cool,
just give give me that one here ticket, you know
more than once?
Speaker 3 (06:11):
Yeah, Now the sales is we talk about that a
few times on the podcast is something that most people
are extremely afraid of because nobody likes to talk to strangers.
Like we're conditioned as kids not to talk to strangers,
Like that's the first thing they tell you, don't talk
to strangers, and that carries over as an adult. And
it's like to walk up to somebody, especially try to
ask them to buy a product and to spend money
with you. It's like it's terrifying for most people. But
I always say, like, if you can actually sell, do sales.
(06:33):
I recommend anybody that wants to be in business to
do at least one year of sales selling something. I
don't care whether it's life insurance, whether it's knives, whether
it's cell phone cases. You gotta be able to sell
something because if you could sell something a it takes
a fear away and you'll realize that the worst thing
in the world is not a no. Right. It's not
like people say no, you're still living like you know
(06:54):
what I mean. It's like you got to develop sticks
then to be an entrepreneur.
Speaker 2 (06:58):
Yeah, I got to clients shuts out of my man
saying came on our coaching call. I have a call
in the mornings, and he said, man, how do I
take my business to the next level? And my costume
was like, Yo, how many people do you ask to
buy your service? He said, man, not that many. I said, YO,
give me a number, like, how many people do you
actually ask? He said, well, I do, not a whole lot. Bro,
(07:19):
how many did you asked yesterday? He said none. I said,
that's the problem. So this is what I want you
to do. Because he's afraid to ask for the sale,
I said, or he's afraid to attend. He's afraid to
get into sales. But what I told him was, I
just want you to ask three people a day. That's
your goal. I don't care whether you buy or not,
because the pressure is in their answer. But if you
(07:42):
condition your mind and say, yo, my goal is not
to make a sale. My goal is to just ask
five people every day. So I can go to the
store and say, yo, I don't want to bother you.
My coach, make me do this. Would you like to
buy his T shirt? Okay, that's one. Hey mom, I
know I ain't talked to you a little while. I
never I've asked. I never like try to sell you anything.
But let me get my number out. And if you
can start to get your number out three sales, five,
(08:05):
just make five calls. Make your goal. Make your goal
of the work, not the reward, because the reward is
scary because if you don't get it, you're disappointed. But
what you can't control is the work. That's the only
thing control.
Speaker 1 (08:16):
So there it's like a fine line between persistence and annoyance,
because I could imagine like yo, get this, get this,
get this, and it's like all right, is there a
fine line there.
Speaker 2 (08:25):
To make a sell. You gotta be kind of annoying
a little bit, Okay, I mean at the end of
the day, you got to ask curtain people. It's going
to be somebody you want to get on the podcast.
They say no, next time you're seeing them, you need
to ask them again. It's only our inside. We feel
like we're being annoying. But sometimes people just forget or
And I learned this at the cheesecake factory. So dope
(08:45):
people want to they want to eat cheesecake, but they
want you to convince them. They want to do it.
But the right thing to say is no because it's
high in fact calories. But they really want me to ask.
They really want me to convince. They feel good strong
will because they're saying no because they're on the diet.
Speaker 1 (09:02):
You we got this new one.
Speaker 2 (09:04):
They'd be happy when I convince them no.
Speaker 3 (09:06):
It's the no thing is extremely important, and it's important
for people to understand how to take things personal. And
you know, I just living in New York. I was
on the subway years ago and I just did like
an observation. It's like people, this guy's handing out like
free newspaper. They're free to any anybody. That's like coming
through the turnstile and every single person was like no,
I'm going to look. They was just and I'm thinking
(09:28):
to myself, like it's free. It's a free newspaper. Why
not take it? But it's like they're just conditioned that
he's trying to sell me. He's not even trying to sell,
it's giving it away and it's like no, it's like
the same thing. It's like a pretty girl, like you
might want to dance with a pretty girl before you
even she's like no. It was like you didn't even
look at me. But she's just used. She's conditioned to
(09:52):
say no. So I say, I have to say like
people in general are conditioned to say no, So peeling
back that layer and saying like, well, why it's free,
it's a free newspaper, and you don't won't take it.
Speaker 2 (10:02):
I mean like, let me get the Knowe out of
the West.
Speaker 3 (10:04):
And you're not going to convince everybody, but some people
once you just get that first layer, Like if you
can get past that first layer, it's like a home
run after that. Yeah.
Speaker 2 (10:13):
I think how you how you do anything, is how
you do everything. So if if you're attempting to make
a sale and they say no. If you're working on
a product and you just can't figure it out, like
these mics, you just couldn't figure out how to get
it working, you'll probably stop at that too and just
get another mic. Right, But once you develop a certain
a certain level of persistence, once you develop that trade,
(10:36):
that carries to everything, you know what I mean, Like,
if you can be if you can be persistent in
a in a sales transaction, you could be persistent in
getting that person interested enough enough to date you or
trying to close that deal. I believe how you do anything,
it's how you do everything.
Speaker 1 (10:50):
So you sound like you're gonna be the w hoolet
on Bachelor Man.
Speaker 3 (10:54):
So what are some steps? Like you said you coach
people to become entrepreneurs in nine to five steps. I'm
sure there's a lot of people that may listen to
this podcast that have nine to five jobs and want
to become entrepreneurs. Like, what are some practical steps that
people can take?
Speaker 2 (11:07):
I think the first step is just set a goal,
and I don't care what the goal is. Ideally, if
you're new in entrepreneurship, you don't want to set a
sales goal or a reward goal. You want to set
a work goal. So your work goal might be starting
out from six to seven, every single day, I'm going
to work on this product or this project, whatever it
(11:27):
is I'm doing from six to seven. If you got
a podcast, from six to seven, I'm reaching out to
people to be on my I don't care what they say.
Their answer doesn't have anything to do with me, but
for me to hit my goal from six to seven.
Because that works on consistency, you get more comfortable reaching
out and you're putting a whole bunch of people in
your pipeline for this particular scenario against what podcasting. But
(11:48):
the first step is to set a consistent goal that
you can hit because you can't control if somebody buys
or not, you know what I mean. So I think
the first step is if you have a business, you
set some work goals, and out of those work goals,
if you get comfortable in that long enough, then you
set some small reward goals and you just do that consistently.
(12:08):
My goal is to sell one a day, whatever the
product is, Let me just sell one a day, and
you do that often enough, you'll get tired of that.
Speaker 3 (12:14):
Now, you know what I'm glad you said that, because
that's something that I learned early on in business when
I was first came into business, right, and I learned
that you can't. People make the mistake all the time
because they say, Okay, I want to make a hundred
thousand dollars, and in order to do that, I need
to make two thousand dollars a week, right, And it's like, Okay,
I'm gonna make two thousand dollars a week. I'm not
gonna work two weeks out the year. So if I
(12:34):
make two thousand and fifty weeks, I make a hundred
thousand dollars. But that's not really an attainable goal because
it's like, what does it take to make two thousand
dollars a week?
Speaker 1 (12:42):
Right?
Speaker 2 (12:42):
You don't know, I've never done it.
Speaker 3 (12:44):
So it's like, if you're selling a product, right, you
might say, Okay, I need to sell ten of these
whatever they are in order to make two thousand. But
even saying all right, I'm gonna sell ten products, that's
really not a good goal because how are you going
to sell ten products? You got to dig deeper this, Okay.
In order to sell ten products, I know I need
to speak to one hundred people. So the goal is
(13:06):
not to sell ten products. The goal is to speak
to one hundred people. So now get down even deeper
and it's like, Okay, well, how do I speak to
one hundred people. I need to get twenty five referrals.
I need to go to five networking events. I need
to cold call one hundred people. That's the formula for
me to speak. My goal is to if I speak
to one hundred people, I'm going to sell ten products.
I'm going to make two thousands. But a lot of
(13:27):
times people do it backwards. They say I'm gonna make
two thousand. They get frustrated because it's June and they
haven't made any money, and it's like they just quit. Yeah.
Speaker 2 (13:36):
The question is like, how long did you think it
was gonna take to be successful.
Speaker 1 (14:04):
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This episode is brought to you by P and C Bank.
A lot of people think podcasts about work are boring,
and sure they definitely can be, but understanding of professionals
routine shows us how they achieve their success little by little,
day after day. It's like banking with P and C Bank.
It might seem boring to save, plan and make calculated
(00:21):
decisions with your bank, but keeping your money boring is
what helps you live a more happily fulfilled life. P
and C Bank Brilliantly Boring since eighteen sixty five. Brilliantly
Boring since eighteen sixty five is a service mark of
the PNC Financial Service Group, Inc. P and C Bank
National Association Member FDIC.
Speaker 2 (00:43):
Even in my book, I wrote this part called one
hundred Dollars Off Days, where my goal is to build
my business on my off days, just my off days,
because I was working five days a week on my job,
two days a week on my dream. Every single day,
my goal is to go out and sell four T shirts.
I'm selling T shirts for twenty five dollars, so I'm
trying to sell four T shirts. I'm trying to make
one hundred dollars on each off day so my boy's like, nah,
you gotta grid man, you gotta work every single day.
(01:04):
I know myself, I'm low key lazy. I work hard
because I'm kind of lazy. I want to get to
a point where I gotta do nothing. Work smart. Yeah yeah,
I mean that's what lazy people said. Okay, yeah. My
goal is I'm focused on whatever happens throughout the week
is extra. But my goal is on my off days,
feel it will work. If I can put time into
(01:25):
my job, I can put time to my business. So
I started hitting these these hundred dollars each off day.
So I called my boss, like, Yo, can you only
put me on four days a week instead of five?
Because I knew if I could make two hundred dollars
on two off days, if I had three off days,
I can make three hundred. And that joint started to hit.
So long story short, by the time I quit my job,
I was like working a day a week. So I like,
(01:46):
so I teach people to transition out of their job.
Let's set these small goals and build from there.
Speaker 3 (01:51):
So can you talk about that? Because that's important as
far as it's all about strategy in life. And it's
like you never just want to jump out the window
in anything. So can you break that down a little
bit to tree transition out of your job? I liked
that idea.
Speaker 1 (02:02):
Was it, like I'm thinking myself, like, was there any
fear in that, like or how did that play on
your mind? Like I'm doing this, I'm out.
Speaker 2 (02:08):
I don't know. It wasn't really. It wasn't really a
fear because it happened so gradually, you know what I mean.
It's like with this podcast, you drop one episode, then two,
then three, and it starts to build. So I'm trying
to make on my just two my goal is to
make two hundred dollars a week. If I can't sell
eight T shirts in seven days, you know what i mean. Like,
so it was it wasn't like a fear of, Oh
(02:30):
I got to go quit my job. That would be scary.
I'm just trying to make a couple more dollars to
like go to the club and hang out and put
something on a bottle. I still don't gonna buy it myself,
but I want to be a person that could chip in.
So it wasn't really a fear, especially because since I
was a kid, I've always been trying The hard part
was sticking when I'm only making two hundred dollars a week, like,
(02:53):
or sticking when I'm not really making any money. Instead
of saying, yo, you know what, I think I'm gona
try real estate because T shirts don't work. It was
just me. So the hard part was just staying in
my lane and you know, just stay in one course
for a while.
Speaker 1 (03:07):
It goes back to your and I looked at you
your page The life cycle of a good idea. Yeah,
this sounds like the life everybody goes through it too,
you know what I mean, Like, can you break down
that process? Because I'm sure there's a lot of people
that have ideas and they make it to the first
age of excitement, but they never make it to the
last dage.
Speaker 2 (03:24):
Oh never. So I came across this presentation. I was
on tour with ET twenty seventeen, and I think like
a few hours before I was supposed to turn in
my presentation, I just I was like, yo, I got it.
The life cycle of a good idea is excitement. Everybody
gets excited about the idea. But then you got to
move to evolution, where you got to start evolving the idea,
(03:45):
which is not as exciting as when you got the
ID and you get to tell everybody and you see
the vision. Yo, this goal was taking me out of
my job. So excitement, then evolution, then engagement. So after
you evolve it, you got to engage people. That gets
scary because you got actually approach people and make a.
Speaker 1 (04:01):
Sale and try to buy in.
Speaker 2 (04:03):
You got to get people to buy in. But then
with engagement comes resistance. You'll automatically have those people to say, yo,
I don't want to buy it, and then you have
to make a decision. And the decision is either get
excited about something else or move into expansion. But the
trick is taking each stage with you. So if you're
excited and you move to evolution, you got to be
excited while you're evolving the idea. And some people move
(04:26):
from evolution to engagement, but they stop evolving the content.
So once you start to hit resistance, if you're still
engaging people and evolving, you're asking people, Okay, why aren't
you buying this? Because you're still evolving it. You're still
trying to get better, meaning you're still engaging, you're assessitate,
you're assessinate, and then you make a decision to just
don't get excited about something else, fight through it, take
(04:47):
all that data, get re excited about the same concept,
retool it, keep engaging, go through the resistance. And then
you expand.
Speaker 1 (04:56):
You said something important and Shotty comes from a sales background,
and you come from a sales background. You said A
sales starts when somebody says no.
Speaker 2 (05:03):
Oh for sure.
Speaker 1 (05:04):
In my mind, I'm like, yeah, somebody says no, it's
next to the next place. What's the importance of that, Like,
what's the philosophy bond.
Speaker 3 (05:10):
That I mean?
Speaker 2 (05:11):
When you go into a shoe store, obviously somebody comes
up to you and they're like, can I help you?
And you always say no, I'm good, Like we're trained
to say no. The actual set the game starts when
they say no first. So I was expecting, Yo, you
want to buy a T shirt? And they say no.
I'm like, all right, man, what I gotta go to
the next person. But then I realized that one of
(05:31):
my mentors said, YO, make them tell you no twice.
So I'm like, YO, would you like to make buy
this T shirt? And they say no, I'm good. I'm like, yo,
are you sure? Look at this? Like look at that
like this this this will be dope with your shoes.
And for some reason I started converting, like people like, oh,
all right, yeah, you're right, let me get it right
so now you know, fast forward. I was able to
(05:52):
leave the cheesecake factory and jump into the kios I
make you tell me no till you walk away, because yo,
I've converted on the third third sale, I mean the
third no, the fourth no. And sometimes people will buy
because they tired of you ask it and they know
you're not gonna let them go. Look I got all right, cool,
just give give me that one here ticket, you know
more than once?
Speaker 3 (06:11):
Yeah, Now the sales is we talk about that a
few times on the podcast is something that most people
are extremely afraid of because nobody likes to talk to strangers.
Like we're conditioned as kids not to talk to strangers,
Like that's the first thing they tell you, don't talk
to strangers, and that carries over as an adult. And
it's like to walk up to somebody, especially try to
ask them to buy a product and to spend money
with you. It's like it's terrifying for most people. But
I always say, like, if you can actually sell, do sales.
(06:33):
I recommend anybody that wants to be in business to
do at least one year of sales selling something. I
don't care whether it's life insurance, whether it's knives, whether
it's cell phone cases. You gotta be able to sell
something because if you could sell something a it takes
a fear away and you'll realize that the worst thing
in the world is not a no. Right. It's not
like people say no, you're still living like you know
(06:54):
what I mean. It's like you got to develop sticks
then to be an entrepreneur.
Speaker 2 (06:58):
Yeah, I got to clients shuts out of my man
saying came on our coaching call. I have a call
in the mornings, and he said, man, how do I
take my business to the next level? And my costume
was like, Yo, how many people do you ask to
buy your service? He said, man, not that many. I said, YO,
give me a number, like, how many people do you
actually ask? He said, well, I do, not a whole lot. Bro,
(07:19):
how many did you asked yesterday? He said none. I said,
that's the problem. So this is what I want you
to do. Because he's afraid to ask for the sale,
I said, or he's afraid to attend. He's afraid to
get into sales. But what I told him was, I
just want you to ask three people a day. That's
your goal. I don't care whether you buy or not,
because the pressure is in their answer. But if you
(07:42):
condition your mind and say, yo, my goal is not
to make a sale. My goal is to just ask
five people every day. So I can go to the
store and say, yo, I don't want to bother you.
My coach, make me do this. Would you like to
buy his T shirt? Okay, that's one. Hey mom, I
know I ain't talked to you a little while. I
never I've asked. I never like try to sell you anything.
But let me get my number out. And if you
can start to get your number out three sales, five,
(08:05):
just make five calls. Make your goal. Make your goal
of the work, not the reward, because the reward is
scary because if you don't get it, you're disappointed. But
what you can't control is the work. That's the only
thing control.
Speaker 1 (08:16):
So there it's like a fine line between persistence and annoyance,
because I could imagine like yo, get this, get this,
get this, and it's like all right, is there a
fine line there.
Speaker 2 (08:25):
To make a sell. You gotta be kind of annoying
a little bit, Okay, I mean at the end of
the day, you got to ask curtain people. It's going
to be somebody you want to get on the podcast.
They say no, next time you're seeing them, you need
to ask them again. It's only our inside. We feel
like we're being annoying. But sometimes people just forget or
And I learned this at the cheesecake factory. So dope
(08:45):
people want to they want to eat cheesecake, but they
want you to convince them. They want to do it.
But the right thing to say is no because it's
high in fact calories. But they really want me to ask.
They really want me to convince. They feel good strong
will because they're saying no because they're on the diet.
Speaker 1 (09:02):
You we got this new one.
Speaker 2 (09:04):
They'd be happy when I convince them no.
Speaker 3 (09:06):
It's the no thing is extremely important, and it's important
for people to understand how to take things personal. And
you know, I just living in New York. I was
on the subway years ago and I just did like
an observation. It's like people, this guy's handing out like
free newspaper. They're free to any anybody. That's like coming
through the turnstile and every single person was like no,
I'm going to look. They was just and I'm thinking
(09:28):
to myself, like it's free. It's a free newspaper. Why
not take it? But it's like they're just conditioned that
he's trying to sell me. He's not even trying to sell,
it's giving it away and it's like no, it's like
the same thing. It's like a pretty girl, like you
might want to dance with a pretty girl before you
even she's like no. It was like you didn't even
look at me. But she's just used. She's conditioned to
(09:52):
say no. So I say, I have to say like
people in general are conditioned to say no, So peeling
back that layer and saying like, well, why it's free,
it's a free newspaper, and you don't won't take it.
Speaker 2 (10:02):
I mean like, let me get the Knowe out of
the West.
Speaker 3 (10:04):
And you're not going to convince everybody, but some people
once you just get that first layer, Like if you
can get past that first layer, it's like a home
run after that. Yeah.
Speaker 2 (10:13):
I think how you how you do anything, is how
you do everything. So if if you're attempting to make
a sale and they say no. If you're working on
a product and you just can't figure it out, like
these mics, you just couldn't figure out how to get
it working, you'll probably stop at that too and just
get another mic. Right, But once you develop a certain
a certain level of persistence, once you develop that trade,
(10:36):
that carries to everything, you know what I mean, Like,
if you can be if you can be persistent in
a in a sales transaction, you could be persistent in
getting that person interested enough enough to date you or
trying to close that deal. I believe how you do anything,
it's how you do everything.
Speaker 1 (10:50):
So you sound like you're gonna be the w hoolet
on Bachelor Man.
Speaker 3 (10:54):
So what are some steps? Like you said you coach
people to become entrepreneurs in nine to five steps. I'm
sure there's a lot of people that may listen to
this podcast that have nine to five jobs and want
to become entrepreneurs. Like, what are some practical steps that
people can take?
Speaker 2 (11:07):
I think the first step is just set a goal,
and I don't care what the goal is. Ideally, if
you're new in entrepreneurship, you don't want to set a
sales goal or a reward goal. You want to set
a work goal. So your work goal might be starting
out from six to seven, every single day, I'm going
to work on this product or this project, whatever it
(11:27):
is I'm doing from six to seven. If you got
a podcast, from six to seven, I'm reaching out to
people to be on my I don't care what they say.
Their answer doesn't have anything to do with me, but
for me to hit my goal from six to seven.
Because that works on consistency, you get more comfortable reaching
out and you're putting a whole bunch of people in
your pipeline for this particular scenario against what podcasting. But
(11:48):
the first step is to set a consistent goal that
you can hit because you can't control if somebody buys
or not, you know what I mean. So I think
the first step is if you have a business, you
set some work goals, and out of those work goals,
if you get comfortable in that long enough, then you
set some small reward goals and you just do that consistently.
(12:08):
My goal is to sell one a day, whatever the
product is, Let me just sell one a day, and
you do that often enough, you'll get tired of that.
Speaker 3 (12:14):
Now, you know what I'm glad you said that, because
that's something that I learned early on in business when
I was first came into business, right, and I learned
that you can't. People make the mistake all the time
because they say, Okay, I want to make a hundred
thousand dollars, and in order to do that, I need
to make two thousand dollars a week, right, And it's like, Okay,
I'm gonna make two thousand dollars a week. I'm not
gonna work two weeks out the year. So if I
(12:34):
make two thousand and fifty weeks, I make a hundred
thousand dollars. But that's not really an attainable goal because
it's like, what does it take to make two thousand
dollars a week?
Speaker 1 (12:42):
Right?
Speaker 2 (12:42):
You don't know, I've never done it.
Speaker 3 (12:44):
So it's like, if you're selling a product, right, you
might say, Okay, I need to sell ten of these
whatever they are in order to make two thousand. But
even saying all right, I'm gonna sell ten products, that's
really not a good goal because how are you going
to sell ten products? You got to dig deeper this, Okay.
In order to sell ten products, I know I need
to speak to one hundred people. So the goal is
(13:06):
not to sell ten products. The goal is to speak
to one hundred people. So now get down even deeper
and it's like, Okay, well, how do I speak to
one hundred people. I need to get twenty five referrals.
I need to go to five networking events. I need
to cold call one hundred people. That's the formula for
me to speak. My goal is to if I speak
to one hundred people, I'm going to sell ten products.
I'm going to make two thousands. But a lot of
(13:27):
times people do it backwards. They say I'm gonna make
two thousand. They get frustrated because it's June and they
haven't made any money, and it's like they just quit. Yeah.
Speaker 2 (13:36):
The question is like, how long did you think it
was gonna take to be successful.
Speaker 1 (14:04):
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