How Follow-Ups and Simple Metrics Can Transform Your Business with Doug C. Brown | RR305

Janice Porter: 00:00:02

C, hello, hello, and welcome to this week's

Janice Porter: 00:00:04

episode of relationships rule the podcast, where we explore

Janice Porter: 00:00:08

the power of relationships in business success. I'm your host,

Janice Porter: 00:00:12

Janice Porter, and today my special guest is Doug. C Brown,

Janice Porter: 00:00:17

first of all, welcome to the show, Doug.

Janice Porter: 00:00:20

Doug C Brown: Thank you, Janice, thanks for having me here. I'm

Janice Porter: 00:00:22

very grateful My pleasure.

Janice Porter: 00:00:24

Doug is the C CEO of CEO sales strategies, a

Janice Porter: 00:00:29

renowned sales revenue and profit growth expert. He's the

Janice Porter: 00:00:32

creator of a predictable, reliable, measurable, math based

Janice Porter: 00:00:37

model for sales revenue growth. And I go, Oh, my God, what have

Janice Porter: 00:00:41

I done? Math based sales, revenue growth that gives me a

Janice Porter: 00:00:44

headache just thinking about it. So hopefully we'll break it down

Janice Porter: 00:00:47

from my my non math brain in in a way that makes sense to

Janice Porter: 00:00:53

everybody, and I know that you use this system to help

Janice Porter: 00:00:58

businesses and independent business professionals

Janice Porter: 00:01:00

dramatically increase their sales, and have a background of

Janice Porter: 00:01:04

many years doing that in other ways. And this is your new baby

Janice Porter: 00:01:08

that that we'll talk a little bit about today. I know that.

Janice Porter: 00:01:14

Oh, I know what I was going to say. So what I was going to say

Janice Porter: 00:01:18

is, okay, Doug C Brown. One of the things I think about is the

Janice Porter: 00:01:23

fact that I'm a LinkedIn person, and on LinkedIn, of course,

Janice Porter: 00:01:26

there's probably many Doug browns. So you've differentiated

Janice Porter: 00:01:30

yourself with your initial. Correct? Does your initial stand

Janice Porter: 00:01:34

for a name?

Janice Porter: 00:01:35

Doug C Brown: Actually stands for Charles? Well, I say it

Janice Porter: 00:01:38

stands for charming. When people ask me, they go, what see me,

Janice Porter: 00:01:41

and I go, charming. Um, because it usually gets them a little

Janice Porter: 00:01:44

bit of a laugh, but they it's So the story is this, when I was

Janice Porter: 00:01:48

born, my father came to in my mother and had just delivered,

Janice Porter: 00:01:53

yeah, my father came in and said, I have a perfect name for

Janice Porter: 00:01:56

our son. We're going to name him Charles Douglas Brown. And my

Janice Porter: 00:02:01

mother said, no way in heck. Are you naming our son? Charlie

Janice Porter: 00:02:05

Brown?

Janice Porter: 00:02:06

Oh yeah,

Janice Porter: 00:02:08

Doug C Brown: character, right, of course. And so after I think

Janice Porter: 00:02:13

about two minutes of conversation, my dad acquiesced

Janice Porter: 00:02:17

and said, Oh, I get it. And so they flipped it and they named

Janice Porter: 00:02:21

me Douglas, Charles Brown. And the reason they wanted to name

Janice Porter: 00:02:24

me Charles is because my mother's adopted father was

Janice Porter: 00:02:29

named Charles, so they would kind of pay homage to him. And

Janice Porter: 00:02:33

so that that's, that's the back story on it, but yeah,

Janice Porter: 00:02:36

well, the reason I asked, and I thank you for

Janice Porter: 00:02:38

sharing that story, because it's always great when there is a

Janice Porter: 00:02:41

story. But I always remember back to meeting T, Harv Eker,

Janice Porter: 00:02:46

back in the personal growth days. And do you know that the T

Janice Porter: 00:02:50

does stands for the the Harv Eker? That's how much he was

Janice Porter: 00:02:57

egocentric. Did you know that?

Janice Porter: 00:02:59

Doug C Brown: I didn't, but it explains something I've wondered

Janice Porter: 00:03:03

exactly, T Harv, Eker, so, so I always I'm

Janice Porter: 00:03:07

curious about things like that, so that's why I asked. But good

Janice Porter: 00:03:10

story, I have a story about my name too, which is causing me

Janice Porter: 00:03:13

much agita on LinkedIn or aggravation on LinkedIn because

Janice Porter: 00:03:18

I can't get verified. Do I know my story? Yeah, please. My name

Janice Porter: 00:03:24

is Susan Janice Porter. I never in my whole life have been

Janice Porter: 00:03:29

called Susan. My parents called me Janice because that's the

Janice Porter: 00:03:33

name they wanted. But in the Jewish faith, you name people

Janice Porter: 00:03:36

after your deceased relatives, right? Which I think is what,

Janice Porter: 00:03:41

what you were doing. And I was named after my grandfather,

Janice Porter: 00:03:46

whose initials were SJ, because we know I never knew him, and

Janice Porter: 00:03:49

the oldest child in every of my parents, my dad's siblings,

Janice Porter: 00:03:54

named their first child with an SJ, but Janice was always my

Janice Porter: 00:03:59

given name, but because I don't put Susan on my LinkedIn, which

Janice Porter: 00:04:03

is on my birth certificate, and I don't know my passport, I

Janice Porter: 00:04:07

can't get verified. It's driving me crazy. I tried putting Susan

Janice Porter: 00:04:10

Janice up there, and I couldn't, I couldn't.

Janice Porter: 00:04:13

Doug C Brown: It was weird. Maybe a, maybe a letter from the

Janice Porter: 00:04:17

no,

Janice Porter: 00:04:17

I've tried everything, but eventually they

Janice Porter: 00:04:19

will change it and open it up, I think, but we'll see. Anyway. I

Janice Porter: 00:04:23

did digress right at the beginning of the conversation,

Janice Porter: 00:04:26

but I hope that makes you comfortable and feel at home

Janice Porter: 00:04:29

here, so that's why I do it sometimes. So let's dig in. You

Janice Porter: 00:04:35

have built a career helping businesses grow their sales. Did

Janice Porter: 00:04:41

it always or ever include the power of relationship in the

Janice Porter: 00:04:48

process that you used? Yeah,

Janice Porter: 00:04:50

Doug C Brown: because business doesn't exist without some type

Janice Porter: 00:04:54

of relationship. Now, you know, I can hear the Econ people

Janice Porter: 00:04:57

going, Oh, no. But you know. Or, you know, true internet

Janice Porter: 00:05:02

marketers. But the reality is, you still got to build a

Janice Porter: 00:05:04

relationship with your, your

Janice Porter: 00:05:06

with the email marketing, right? Yeah, yeah. I

Janice Porter: 00:05:09

mean, if you're on

Janice Porter: 00:05:09

Doug C Brown: Amazon today, let's say you're an Amazon

Janice Porter: 00:05:11

player. And, you know, you're, you're still competing against

Janice Porter: 00:05:15

eBay and other websites, etc, etc. You know, we as human

Janice Porter: 00:05:21

beings, want to do business with that which we like and trust,

Janice Porter: 00:05:25

correct. So that's a relationship. And now, how you

Janice Porter: 00:05:29

create that might be a little different than you would face to

Janice Porter: 00:05:32

face, but it's not vastly different. And so we've got to

Janice Porter: 00:05:37

promote constantly. We've got to be promoting buying confidence

Janice Porter: 00:05:41

in our sale and reducing the fear. When we reduce fear, and

Janice Porter: 00:05:46

we're promoting buying confidence, we're building a

Janice Porter: 00:05:49

relationship. And so depending on how it's done, you know? But

Janice Porter: 00:05:55

all All sales are relationship based, even in buying a pack of

Janice Porter: 00:05:59

gum, you know, you know, you if you walk into a store, for

Janice Porter: 00:06:04

example, or, you know, a convenience store, and you're

Janice Porter: 00:06:09

like, I just need some gum. And, you know, you walk up to the

Janice Porter: 00:06:12

counter and you put your gum on the counter, and the and the

Janice Porter: 00:06:15

attendant looks at you and goes, Yeah, kind of lose it. Has gum

Janice Porter: 00:06:20

like that, right? I mean, right, right. Um, immediately, you're

Janice Porter: 00:06:24

going to question whether you should buy the gum here or not.

Janice Porter: 00:06:28

But if the if you're there and you put the gum on the counter,

Janice Porter: 00:06:31

and the person goes, Oh, wow, that's cool. Is that gum for

Janice Porter: 00:06:34

you, right? Yeah. Oh, I love that brand of gum, right? And,

Janice Porter: 00:06:38

you know, and you start into, you're starting to build a

Janice Porter: 00:06:41

relationship. Then you go, Oh, you know what? Geez, I forgot I

Janice Porter: 00:06:45

needed this other item too, right? They go, Oh, let me show

Janice Porter: 00:06:48

you. This is on aisle number four over here. And, oh, what's

Janice Porter: 00:06:52

really paired well with this is that. And then you just start

Janice Porter: 00:06:55

like they cross and upsell, you know, through the process or and

Janice Porter: 00:07:00

so the relationship gets built. But okay, what happens the next

Janice Porter: 00:07:03

time you're traveling down that road and and you're like, Well,

Janice Porter: 00:07:06

you know, kind of thirsty, I'm going to stop. It's whatever

Janice Porter: 00:07:11

convenience store, right? And that's how sales are done,

Janice Porter: 00:07:15

regardless of how we do it. So relationships are everything.

Janice Porter: 00:07:18

So,

Janice Porter: 00:07:19

so that's, that's so true. I totally I couldn't

Janice Porter: 00:07:23

agree more. But something happened to me this morning. I

Janice Porter: 00:07:26

had to call Apple because I did an update on my phone, and now

Janice Porter: 00:07:31

I've done something wrong, because now something isn't

Janice Porter: 00:07:33

working. So they helped me, and that was all fine. But then I

Janice Porter: 00:07:37

he's the guy, says to me, do you have any other any other

Janice Porter: 00:07:39

questions? And I said, you know, I actually do have a question. I

Janice Porter: 00:07:43

don't know if it's my phone or whether it's zoom, but there's

Janice Porter: 00:07:46

an issue. So I explained it. We he didn't think it was the phone

Janice Porter: 00:07:51

thing, although we checked a couple of settings. He said

Janice Porter: 00:07:53

you're going to have to call zoom. And my first reaction was,

Janice Porter: 00:07:55

oh, yeah, good luck with that, because you can't ever get

Janice Porter: 00:07:57

anybody to help you with Zoom, and yet, that's the thing I rely

Janice Porter: 00:08:02

on every day. And so that annoys me. And it's like, okay, they

Janice Porter: 00:08:08

get your money every month or every year, once a year, and and

Janice Porter: 00:08:12

if you don't have the big pro Pro, then you can't even call

Janice Porter: 00:08:16

them, right? So that doesn't make me feel warm and fuzzy, no.

Janice Porter: 00:08:22

Doug C Brown: And then there. So if we scale the relationship

Janice Porter: 00:08:26

from, you know, one zero to 10, let's say, right, yeah, well,

Janice Porter: 00:08:30

maybe they were a seven or whatever, and now there's five

Janice Porter: 00:08:35

and a half or six, right? And so it's, it's one of those things

Janice Porter: 00:08:39

that people don't think of as customer service is a sales

Janice Porter: 00:08:44

role. Tech support is a sales role.

Janice Porter: 00:08:48

Everything is, everything is right, I agree.

Janice Porter: 00:08:51

And

Janice Porter: 00:08:51

Doug C Brown: so when companies operate in that capacity, then

Janice Porter: 00:08:57

usually they fare a lot better. And you know, you know, GoDaddy

Janice Porter: 00:09:03

is amazing at this.

Janice Porter: 00:09:04

Yes, they are. Actually, they're good, yeah,

Janice Porter: 00:09:06

yeah, you can't, you can't call

Janice Porter: 00:09:08

Doug C Brown: in the GoDaddy without wanting to buy something

Janice Porter: 00:09:10

else. It's almost impossible, because they've got it down to a

Janice Porter: 00:09:12

science and and so relationship based is everything you know,

Janice Porter: 00:09:19

one of, one of the things I constantly say to companies are,

Janice Porter: 00:09:24

is our bar. I call it our bar. It's always be building a

Janice Porter: 00:09:27

relationship, right? So, A, B, B, A, R, and I should probably

Janice Porter: 00:09:34

trademark that. But the you know, the thing is, is that we

Janice Porter: 00:09:39

don't always want to be breaking a relationship. We always want

Janice Porter: 00:09:42

to be building a relationship. Because relationships are, you

Janice Porter: 00:09:45

know, the capital of business, and they're the capital of

Janice Porter: 00:09:49

personal you know, personal fortune as well, not just

Janice Porter: 00:09:54

financial, but you know, when you have relationship capital

Janice Porter: 00:09:57

and you're in trouble, that relationship will. Help you?

Janice Porter: 00:10:00

Yeah, I mean,

Janice Porter: 00:10:01

you're speaking to the converted, for sure.

Janice Porter: 00:10:03

That's, that's what my my, my whole thing is. But in your

Janice Porter: 00:10:07

case, when you're teaching your strategies, and you, and we'll

Janice Porter: 00:10:12

get into in a minute, but how would you how would you advise a

Janice Porter: 00:10:21

salesperson or a business owner, in balancing the automation and

Janice Porter: 00:10:26

technology with the personal, with the relationship building

Janice Porter: 00:10:30

and the relationship nurturing. I call it, you know, you build

Janice Porter: 00:10:33

it and then you gotta nurture it, right? Yeah.

Janice Porter: 00:10:35

Doug C Brown: And, you know, this will sound self serving,

Janice Porter: 00:10:37

because we built the right. So

Janice Porter: 00:10:39

I want, we'll talk about that in a second. So

Janice Porter: 00:10:41

can you alright? So if you need to say it now, say it now.

Janice Porter: 00:10:44

That's fine. Well

Janice Porter: 00:10:44

Doug C Brown: look so, so the premise of this is always that

Janice Porter: 00:10:48

personalized, meaningful and relevant communication is always

Janice Porter: 00:10:53

going to trump the ladder of the not doing that, right? So and

Janice Porter: 00:10:59

So, let's just take a quick active matrix, like, if we look

Janice Porter: 00:11:03

at a matrix and we say, on the left side, top left, yeah, you

Janice Porter: 00:11:06

know, we have active constructive conversation going,

Janice Porter: 00:11:10

okay? And then on the bottom we have active D we have active,

Janice Porter: 00:11:15

passive, right? So, active, constructive, active, passive.

Janice Porter: 00:11:19

And then on the right? It's destructive, you know, but, but

Janice Porter: 00:11:24

passive, you know, and so on and so on, right? So the language

Janice Porter: 00:11:27

would go like this, like, I don't know, somebody says, Hey,

Janice Porter: 00:11:30

I just got a promotion now, like, active, constructive would

Janice Porter: 00:11:34

be something like, geez, Janice, that's amazing. You know what?

Janice Porter: 00:11:37

You really worked hard here, you know. And you've shown not only

Janice Porter: 00:11:42

men and women, you know, but everybody involved in this

Janice Porter: 00:11:45

company, that you deserve that. That's like an active

Janice Porter: 00:11:48

conversation, right? Um, so if you go to the active, active

Janice Porter: 00:11:54

passive, it would be more like, Well, hey, Janice, that's great.

Janice Porter: 00:11:58

You deserve that. And it would be something like that. Now,

Janice Porter: 00:12:01

folks, as you're listening to this, what I want you to please

Janice Porter: 00:12:03

think about is, which one would you rather have said to you

Janice Porter: 00:12:07

right right now, if we go to the other side and we have an

Janice Porter: 00:12:11

active, let's just say destructive or active, you know,

Janice Porter: 00:12:17

passive, constructive like but it was, it's destroy, it's

Janice Porter: 00:12:22

destructive language on the other side, then what's going to

Janice Porter: 00:12:26

happen is somebody's going to go, you know, you know, I just

Janice Porter: 00:12:31

got that promotion. They're going to go, Well, you know,

Janice Porter: 00:12:34

that's really great. We thank God you're a woman, because, you

Janice Porter: 00:12:38

know, women, they're not, you know, really valued. And you

Janice Porter: 00:12:43

know, you got the promotion because of your gender, and

Janice Porter: 00:12:46

that's,

Janice Porter: 00:12:47

yeah, right, thanks, right, yeah.

Janice Porter: 00:12:49

Doug C Brown: So it's like, and you're, you're saying, Yeah,

Janice Porter: 00:12:52

thanks, right, yeah, right. And, you know, in, you know, the

Janice Porter: 00:12:57

passive, destructive side, not not constructive side would be

Janice Porter: 00:13:01

like, good for you. Women deserve this, right? It would be

Janice Porter: 00:13:04

something like that, yeah, yeah. And so we always want to be in

Janice Porter: 00:13:08

the active, constructive, of course, realm as much as we can,

Janice Porter: 00:13:13

and in the constructive, passive, occasionally, yeah.

Janice Porter: 00:13:17

Okay. And so without that, you don't really have personalized,

Janice Porter: 00:13:24

meaningful and relevant conversations. Yeah, you're

Janice Porter: 00:13:28

paying lip service

Janice Porter: 00:13:29

some of the time, and you're not thinking about

Janice Porter: 00:13:31

what you're saying, and you're not really caring about the

Janice Porter: 00:13:34

person. Yeah, I see it on LinkedIn all the time, you know,

Janice Porter: 00:13:38

and I talk all the time about engagement and and and honest

Janice Porter: 00:13:45

engagement and engagement that shows that you care. It's not

Janice Porter: 00:13:49

just congrats, it's add some value. Show you're celebrating

Janice Porter: 00:13:53

that person in the example you gave, and things like that. Show

Janice Porter: 00:13:57

your point of view or perspective. Take the time

Janice Porter: 00:14:00

because it actually serves you better as well, because it shows

Janice Porter: 00:14:05

you up in the best light on somebody else's news feed, and

Janice Porter: 00:14:09

it it adds value to that person's as well, right? So, for

Janice Porter: 00:14:15

sure, so your let's just, let's get into it. Your new venture,

Janice Porter: 00:14:23

the bit, no, is that how I say it? Yeah, it's a

Janice Porter: 00:14:26

Doug C Brown: bit, no, V, I, V, I t, N, O. We took that name

Janice Porter: 00:14:30

because it means you matter in Slavic languages.

Janice Porter: 00:14:32

Oh, really. Okay, so there you go. I think I saw

Janice Porter: 00:14:35

that somewhere. Yeah. The

Janice Porter: 00:14:36

Doug C Brown: word bit no means important. You know, you're

Janice Porter: 00:14:39

important. The bit note, we may end up changing the name

Janice Porter: 00:14:43

actually, because it's a little difficult for people to

Janice Porter: 00:14:45

actually, kind of

Janice Porter: 00:14:46

Yeah. People can only handle like, three letter

Janice Porter: 00:14:49

words,

Janice Porter: 00:14:51

Doug C Brown: yeah, maybe four, yeah. But, but, you know,

Janice Porter: 00:14:54

that's, that's the the name. And we built that because, I mean,

Janice Porter: 00:14:58

we built that because. Cause of my personal experience in

Janice Porter: 00:15:02

following up, right? It was very

Janice Porter: 00:15:04

different, because you needed a new project

Janice Porter: 00:15:06

or what, oh,

Janice Porter: 00:15:07

Doug C Brown: yeah, you know, you know me, so I just needed to

Janice Porter: 00:15:13

dump a half million dollars. Yeah, exactly,

Janice Porter: 00:15:15

exactly, yeah. So, okay. So then, just before

Janice Porter: 00:15:20

we get into that, let me ask you. Then you talk. You're the

Janice Porter: 00:15:24

man with the double double your sales methodology that you took

Janice Porter: 00:15:29

into this as a this is the methodology that you teach your

Janice Porter: 00:15:35

sales leaders and your clients to, and it's all around follow

Janice Porter: 00:15:40

up. Is that correct?

Janice Porter: 00:15:42

Doug C Brown: Well, follow up is one component, okay, right? And

Janice Porter: 00:15:45

so we built this SAS product because it's, it's near

Janice Porter: 00:15:49

impossible to follow up with 100 people. Never mind. Oh, it's

Janice Porter: 00:15:54

murder. Yeah, right. So what we wanted to do, though, is we

Janice Porter: 00:15:58

wanted to actually create the process that was real for

Janice Porter: 00:16:02

people, and not make it automated and seem like it was

Janice Porter: 00:16:07

just this automated push. Like, you know, I'll give you an

Janice Porter: 00:16:11

example, like, I just had my birthday two days ago, right?

Janice Porter: 00:16:14

Thank you. And I now tell people I'm 13, because at 50, I started

Janice Porter: 00:16:19

counting backwards again. Got it. Okay, so the but on my

Janice Porter: 00:16:25

birthday, I got a bunch of messages. And out of the, I

Janice Porter: 00:16:32

don't know how many were there, let's just say 15 people reached

Janice Porter: 00:16:36

out. Right out of the 15, three of them were actually genuine

Janice Porter: 00:16:39

correspondence. Wow, right? So

Janice Porter: 00:16:43

just out of curiosity, did you get any

Janice Porter: 00:16:45

cards? I

Janice Porter: 00:16:47

Doug C Brown: got zero cards

Janice Porter: 00:16:49

because I didn't know it was your birthday. See,

Janice Porter: 00:16:50

you already got one, but I got your card that you

Janice Porter: 00:16:53

Doug C Brown: said before. Okay, that's fine, yeah, um, it, but

Janice Porter: 00:16:56

the we got zero, like three people I could, I could

Janice Porter: 00:17:02

literally tell they actually thought through it. The other

Janice Porter: 00:17:04

ones, like, I got one from a company called Best Ford. If

Janice Porter: 00:17:08

you're listening, change your process. It was like, you know,

Janice Porter: 00:17:11

I've got another one that came through from somebody I met at a

Janice Porter: 00:17:16

networking event. But what did they do? They they use a, like,

Janice Porter: 00:17:19

a constant contact form, right? So it's, it's kind of like, it's

Janice Porter: 00:17:24

nice that they sent it through. But the reality is, all of this

Janice Porter: 00:17:29

was generic stuff, and you could just tell it was generic that,

Janice Porter: 00:17:32

right? So, but my friend Andy Julia and Galen, you know, co

Janice Porter: 00:17:39

host to them, right? Yeah, Galen sent the message, and it said,

Janice Porter: 00:17:42

Hey, Doug. He said, before and after birthdays, right? And so

Janice Porter: 00:17:46

mine is two days ago. My wife's is today. And so he's like, Hey,

Janice Porter: 00:17:52

I just wanted to wish you guys before and after birthdays,

Janice Porter: 00:17:55

right? And yeah, and so you knew that was personalized and it was

Janice Porter: 00:17:59

meaningful to me. It and it was relevant, yeah, and so I telling

Janice Porter: 00:18:04

people about that. Now, Andy did the same thing, you know? And

Janice Porter: 00:18:09

and Julia did the same thing, but everyone else, the other 12

Janice Porter: 00:18:13

messages were all templated, all pre, pre done. See, here's the

Janice Porter: 00:18:17

thing. As a human being, we want to know that we matter, of

Janice Porter: 00:18:22

course, yes. And so, you know, just because, you know, Jet

Janice Porter: 00:18:27

Blue, you know, I'm a mosaic, whatever, three or four,

Janice Porter: 00:18:30

whatever, I am with them, right? That's nice that they send a

Janice Porter: 00:18:34

birthday thing. But make it personal.

Janice Porter: 00:18:37

You know, who was it Tom Gerard? Tom Tom Gerard,

Janice Porter: 00:18:45

sorry, I got two. Gerard the car guy, yeah, he was, what, the

Janice Porter: 00:18:50

best selling car salesman in the US at the time, and he hand

Janice Porter: 00:18:54

wrote two cards every day, yeah. And that's how he built his

Janice Porter: 00:18:58

business,

Janice Porter: 00:19:00

Doug C Brown: yeah? Because, I mean, think about the power in

Janice Porter: 00:19:03

that is, I know we're we're being reminded that we matter

Janice Porter: 00:19:08

enough for somebody to actually hand write a card, you know. And

Janice Porter: 00:19:12

we all know that you got to get the card, buy the card, you

Janice Porter: 00:19:15

know, unless

Janice Porter: 00:19:15

you use the system I use, which we'll talk

Janice Porter: 00:19:17

about on your podcast. We talked about. And the thing about it is

Janice Porter: 00:19:21

that the methods change, and the it's much easier for us to do it

Janice Porter: 00:19:25

now, but we can still personalize it, and that's what

Janice Porter: 00:19:28

counts.

Janice Porter: 00:19:29

Doug C Brown: And the thing is, Genesis. Think, you know, two

Janice Porter: 00:19:32

cards a day. What does that take?

Janice Porter: 00:19:35

I know, five minutes on your phone. Done.

Janice Porter: 00:19:38

Yeah, you know. And

Janice Porter: 00:19:39

Doug C Brown: so the reality I have a friend who all he does is

Janice Porter: 00:19:44

just Do re engagement campaigns of dorm at client bases, and he

Janice Porter: 00:19:47

gets a 5% lift across the sales team, which is huge, right? So

Janice Porter: 00:19:52

it's it's it. The thing is, is that there's no prior, no

Janice Porter: 00:19:57

prioritization on the process. Right, because of several

Janice Porter: 00:20:01

reasons, and one of them is just maybe the culture of what

Janice Porter: 00:20:05

they're in, and they don't prioritize follow up as a

Janice Porter: 00:20:08

culture or company culture. And it's, it's sad, because that is

Janice Porter: 00:20:13

some of the sticking of, you know, a relationship. I mean, if

Janice Porter: 00:20:18

we think about a relationship, don't, when we're trying to woo

Janice Porter: 00:20:21

or court someone, we do all this stuff with them, right? We send

Janice Porter: 00:20:25

them cards. We send phone calls and personalized texts, you

Janice Porter: 00:20:29

know, and they look forward to receiving these things. Why?

Janice Porter: 00:20:31

Because we're building a relationship. We're building a

Janice Porter: 00:20:33

future. But once you get the sale, it stops,

Janice Porter: 00:20:38

Doug C Brown: yeah? But that would be like, Oh, great. You

Janice Porter: 00:20:40

know, I just had my first meaningful overnight

Janice Porter: 00:20:44

relationship with my, my, my, you know, my person here. And

Janice Porter: 00:20:48

are

Janice Porter: 00:20:48

you watching The Bachelor Come on?

Janice Porter: 00:20:53

Doug C Brown: Point being is that's not taken well most of

Janice Porter: 00:20:55

the time when people do that, right? So, and that would be

Janice Porter: 00:20:59

like, Oh, we got married, so now we should stop, actually, you

Janice Porter: 00:21:02

know, trying to continue to build a relationship,

Janice Porter: 00:21:05

which so what do you say? What do your clients

Janice Porter: 00:21:08

say when you talk about, I mean, this is an age old statement

Janice Porter: 00:21:15

that, you know, it costs more to get a new client than it does

Janice Porter: 00:21:18

to, you know, re engage or to keep a client. So why are we

Janice Porter: 00:21:22

all, why are they always looking for the new, looking for the new

Janice Porter: 00:21:27

greed? Greed, okay, yeah, that fits.

Janice Porter: 00:21:31

Doug C Brown: It's greed. It's like, you know, it, you know,

Janice Porter: 00:21:35

it's just one of those things that plus it's, it's, there's

Janice Porter: 00:21:38

there's, you know, Tony Robbins, when I worked with Tony, you

Janice Porter: 00:21:42

know, talk about the human needs, right? One of them

Janice Porter: 00:21:44

certainty, one of them uncertainty, right? So we want

Janice Porter: 00:21:47

this uncertainty thing, and because it keeps life

Janice Porter: 00:21:50

interesting, right? So we all like to have this, like, variety

Janice Porter: 00:21:56

of stuff that's happening in our life. And, you know, we we also

Janice Porter: 00:22:02

tend to avoid pain at a rate of 5x versus gaining pleasure. And

Janice Porter: 00:22:08

let's face it, writing out cards and staying in touch with

Janice Porter: 00:22:11

someone kind of painful, and when you don't have a system

Janice Porter: 00:22:14

around it, and so we sort of like push it off right, right?

Janice Porter: 00:22:19

But, you know, here's the ultimate crazy thing. I was on a

Janice Porter: 00:22:22

sales consultant, sales call my buddy Andy invited me to this

Janice Porter: 00:22:26

the one that sent me the birthday, yeah. And this lady

Janice Porter: 00:22:30

came on and actually, she has the same name, you do, same

Janice Porter: 00:22:35

middle name, right? Yeah. And she goes, Hey guys, I want to

Janice Porter: 00:22:39

tell you a story. She's like, you know, 70 days ago, I reached

Janice Porter: 00:22:43

out to this guy at this company, and I said, Hello. And he said,

Janice Porter: 00:22:48

Hey, it's very nice. I'm glad you called. I'm actually

Janice Porter: 00:22:51

interested in what you offer, but I can't even talk about this

Janice Porter: 00:22:55

for another 60 days because we have all this stuff going on.

Janice Porter: 00:22:58

And she said, I thought he was blowing me off, quite frankly,

Janice Porter: 00:23:01

and, and, and we agreed I would follow up in 60 days. And today

Janice Porter: 00:23:07

I called him, it's been 70 days and, and he's he knew who I was.

Janice Porter: 00:23:14

He said, Hello, Janice, you know, great. It's nice to talk

Janice Porter: 00:23:16

to you. And I said, Well, you know, Hey, Jim, I'm sorry I

Janice Porter: 00:23:20

didn't get back to you in the 60 day timeframe. I got busy.

Janice Porter: 00:23:24

Frankly, I forgot a little bit. And then he goes, Oh, that's

Janice Porter: 00:23:27

okay. You know, where are you working now? And she goes, Well,

Janice Porter: 00:23:30

I'm still at the same company. He goes, really? And, and she

Janice Porter: 00:23:34

goes, Yeah. He and she goes, he goes, Huh? She goes, Well, what

Janice Porter: 00:23:38

do you mean? He said, Well, Janice, you haven't heard and

Janice Porter: 00:23:41

she goes, No, what are you talking about? He goes, I'm a

Janice Porter: 00:23:44

client of your companies. And she goes, Well, what do you

Janice Porter: 00:23:48

mean? You're a client of my company? He said, Well, Ron,

Janice Porter: 00:23:50

Ron, you know, cold called me about two weeks ago, and I I

Janice Porter: 00:23:56

asked him if he knew you, and he said, No. And she said, Well, is

Janice Porter: 00:23:59

it Ron in New York. And he said, No, no, Ron, in Seattle. She's

Janice Porter: 00:24:04

like, well, I don't know him. He Well, he didn't know you too. So

Janice Porter: 00:24:06

I assumed that you didn't call me. You were no longer with the

Janice Porter: 00:24:10

company. She goes, Well, tell me what you you know, what? What

Janice Porter: 00:24:13

did you invest in? And he said, Well, I did all of this and I

Janice Porter: 00:24:17

did a five year agreement. And she said these words, and I was

Janice Porter: 00:24:22

like, almost my jaw hit the hit the she said, guys, I gotta tell

Janice Porter: 00:24:27

you, each year on that agreement, my commission was one

Janice Porter: 00:24:30

half million dollars, and so I just lost two and a half million

Janice Porter: 00:24:35

dollars. Don't forget to follow up and do it on time. And she

Janice Porter: 00:24:39

said, I just assumed he wasn't interested, so I just kind of

Janice Porter: 00:24:42

back burned it. Yeah, it's a very common thing, right? So

Janice Porter: 00:24:47

again, going back to building relationships. And so follow up

Janice Porter: 00:24:51

is a key component of the whole process. And you had mentioned,

Janice Porter: 00:24:55

like, math, right? And yeah, every time I hear math, I'm

Janice Porter: 00:24:58

like, Yeah, math, right? Right? And just for

Janice Porter: 00:25:01

the record, I'm not, I'm pretty good with

Janice Porter: 00:25:02

numbers, but when it comes to spreadsheets and things that

Janice Porter: 00:25:05

have to, yeah, okay, I'm the

Janice Porter: 00:25:07

Doug C Brown: same way, frankly, right? And the way. So what

Janice Porter: 00:25:12

happened was I set all these records within a company that

Janice Porter: 00:25:17

was owned by Tony Robbins and Chet Holmes, and I went in and I

Janice Porter: 00:25:20

optimize all of these processes within their companies and

Janice Porter: 00:25:23

created 10s of millions of dollars in new value. One

Janice Porter: 00:25:27

product said, Actually, we got a 4,152% increase in sales. Wow.

Janice Porter: 00:25:35

And so

Janice Porter: 00:25:36

you know, all this knowledge you brought today

Janice Porter: 00:25:39

to your new

Janice Porter: 00:25:40

Doug C Brown: all of that. All of that came from, yeah, from,

Janice Porter: 00:25:43

you know, my, I started working in my dad's business at age

Janice Porter: 00:25:46

three, and we were selling by age six. And so, you know, we

Janice Porter: 00:25:50

were, I was running his company for a period of time when I was

Janice Porter: 00:25:52

16 and a half, because he had a heart attack, and I was the the

Janice Porter: 00:25:56

boy in the family that was running the business and all of

Janice Porter: 00:26:00

these things. Over my life, I learned how to optimize and

Janice Porter: 00:26:05

learned how to take and create like value chain process all the

Janice Porter: 00:26:10

way through a through a company, right? And so I just applied

Janice Porter: 00:26:13

these principles and and so when I decided, hey, I'm going to

Janice Porter: 00:26:17

take this methodology out, yeah, I was like, I gotta, I gotta

Janice Porter: 00:26:21

really, like, because the brain, you know, we we buy emotion, but

Janice Porter: 00:26:25

we justify with logic, but we then justify that logic with an

Janice Porter: 00:26:28

emotion. And so I'm like, Alright, I'm going to take this

Janice Porter: 00:26:31

and make this so people can actually see it and see it in

Janice Porter: 00:26:35

action. And this is they can predictably grow their revenue

Janice Porter: 00:26:39

if they follow these essentially 11

Janice Porter: 00:26:42

metrics, okay, that's a lot for me, 11, yeah,

Janice Porter: 00:26:46

it's

Janice Porter: 00:26:47

Doug C Brown: eight core metrics, and then then three

Janice Porter: 00:26:49

optional ones, okay? And then we even, I discovered a new super

Janice Porter: 00:26:53

kicker metric. But So essentially,

Janice Porter: 00:26:58

follow ups don't get lost in the in the shuffle,

Janice Porter: 00:27:01

Doug C Brown: no. Well, follow up can. So if you think about

Janice Porter: 00:27:03

follow up in the capacity, what follow up really should be, it

Janice Porter: 00:27:06

should be throughout the whole customer journey. So marketers

Janice Porter: 00:27:12

look at and go, Hey, I'll send these auto responders, or I'll

Janice Porter: 00:27:15

do this or do that, right? And it's they're kind of their

Janice Porter: 00:27:17

follow up. Sales people in general, will look and say,

Janice Porter: 00:27:22

Well, you know, I'll make a phone call, I'll text this

Janice Porter: 00:27:25

person, I'll do this, you know, you know, if they're smart,

Janice Porter: 00:27:28

they'll send a card or they'll send a letter or whatever,

Janice Porter: 00:27:31

right? And you know, but operations, for example, they

Janice Porter: 00:27:35

might send an email out that says, hey, I'm working on this

Janice Porter: 00:27:39

customer service, and we got a new offer, maybe, whatever,

Janice Porter: 00:27:43

right? But they don't really, you know, they might have, you

Janice Porter: 00:27:45

know, cues of mail, right? But it's all disjointed. It's not

Janice Porter: 00:27:53

one uniform process. And follow up should be a uniform process

Janice Porter: 00:27:57

to through the company and but again, it's hard to do it

Janice Porter: 00:28:02

without the right technology, just as you've done with cards,

Janice Porter: 00:28:06

you can't It's near, near impossible to send 20 cards a

Janice Porter: 00:28:09

day to somebody, unless you have technology, right So, but it's

Janice Porter: 00:28:12

gotta feel personalized. So what we did with the math based is we

Janice Porter: 00:28:16

said these metrics, if you look at these metrics, then the

Janice Porter: 00:28:20

metrics are very simple. How many, how many connect

Janice Porter: 00:28:24

outreaches are we making? Whether it's an inbound lead or

Janice Porter: 00:28:26

an outbound lead, right? We want to look at that. Okay, okay,

Janice Porter: 00:28:30

yeah, what's the ratio of that to connection? Because you can

Janice Porter: 00:28:34

be making lots of outbound stuff, and the connection rate

Janice Porter: 00:28:39

is non existent, right? Nobody like you probably get spammed

Janice Porter: 00:28:44

with emails or, you know, maybe even LinkedIn, you know, you get

Janice Porter: 00:28:48

all these links, oh, yeah, ridiculous things that are

Janice Porter: 00:28:50

coming in, right? And you're just like, you look at it, you

Janice Porter: 00:28:53

go, delete,

Janice Porter: 00:28:54

delete, yeah, that's not a connection, right?

Janice Porter: 00:28:56

That's right. And then, so what

Janice Porter: 00:28:57

Doug C Brown: are the responses that are coming out of that

Janice Porter: 00:28:59

connection? That's the next ratio, right? You look at that,

Janice Porter: 00:29:01

what are the positive response? Positive responses, especially,

Janice Porter: 00:29:04

and so, and then how many of those result in a appointment?

Janice Porter: 00:29:09

How many of those appointments close? How many of those closes

Janice Porter: 00:29:13

are closed on the first, first close, or how many are closed on

Janice Porter: 00:29:16

the follow up closes? Yeah,

Janice Porter: 00:29:17

okay, yeah, if I don't track properly, yeah.

Janice Porter: 00:29:21

Doug C Brown: So we're measuring all of these things, and the

Janice Porter: 00:29:24

reason we do this is because it tells a story, of course, right?

Janice Porter: 00:29:28

So we can look back and say, All right, this person was really,

Janice Porter: 00:29:33

really diligent at reaching out to other people, but their

Janice Porter: 00:29:38

appointment ratio is super, super low. Got it? Yeah, what's

Janice Porter: 00:29:42

the what's the story behind this is find out most of the time

Janice Porter: 00:29:45

they don't know their ideal, right fit buyer. Mm, hmm. And so

Janice Porter: 00:29:49

you know, or we've got tons of appointments coming in, but we

Janice Porter: 00:29:53

can't close anything when you know close rate is 2% right?

Janice Porter: 00:29:56

That type of thing. Well, what is it? Now you can intercede.

Janice Porter: 00:30:00

And go in and find okay, they set tons of appointments. I just

Janice Porter: 00:30:06

had a client who did this, so I'm just bringing it up. He set

Janice Porter: 00:30:09

160 appointments from trade shows. Yes, six of them showed

Janice Porter: 00:30:14

up.

Janice Porter: 00:30:16

What? Something's wrong? Definitely. Yeah. Think

Janice Porter: 00:30:21

Right,

Janice Porter: 00:30:22

Doug C Brown: right? So that tells the story. So now what we

Janice Porter: 00:30:25

do is we look at what the story is, and we start working on the

Janice Porter: 00:30:29

relationship within these ratios. And the more that you

Janice Porter: 00:30:33

work throughout the whole process, the more your revenue

Janice Porter: 00:30:36

goes up, but it doesn't go up just like linear it actually

Janice Porter: 00:30:40

compounds on one another, and you can start to see the

Janice Porter: 00:30:43

compounding effect. This is what I did in Tony Robbins and chat

Janice Porter: 00:30:46

owns

Janice Porter: 00:30:46

organs, okay? So, like, I have somebody that that

Janice Porter: 00:30:50

says to me, i i Always talking to people, having one on ones

Janice Porter: 00:30:55

with people, but I'm not getting sales, yeah, and I don't know

Janice Porter: 00:31:00

how to help, because I don't know what that person's saying

Janice Porter: 00:31:06

or not doing, you know? And so I find that really fascinating,

Janice Porter: 00:31:10

because if you don't ask for the sale, first of all, you're never

Janice Porter: 00:31:14

going to get it. But if you can't even get them to show up

Janice Porter: 00:31:17

at the call, like your person, then, yeah, something somebody

Janice Porter: 00:31:21

taught me a long time ago when I started in network marketing, in

Janice Porter: 00:31:25

the network marketing field, but it works for everything, is you

Janice Porter: 00:31:28

should always confirm right the day before, or something. Now,

Janice Porter: 00:31:32

we have so many with the you know, you get a text message

Janice Porter: 00:31:36

reminding you of the Zoom call, you get an email reminding you,

Janice Porter: 00:31:39

then you get another text. Lines, too many for my liking,

Janice Porter: 00:31:42

but you've got to do that to some extent to make sure people

Janice Porter: 00:31:46

will show up.

Janice Porter: 00:31:48

Doug C Brown: It all of this like, you know, in the case of

Janice Porter: 00:31:50

what you're talking about, this person, we don't know what

Janice Porter: 00:31:53

they're saying. It could be in the conversation, but it could

Janice Porter: 00:31:56

also stem all the way back from ground zero, which is, are they

Janice Porter: 00:32:00

actually targeting the right

Janice Porter: 00:32:03

people, right? I've said that to her too. Yeah,

Janice Porter: 00:32:05

exactly, yeah. So it,

Janice Porter: 00:32:07

Doug C Brown: it could be anywhere in between. That's why

Janice Porter: 00:32:09

we're doing this diagnostic process all the way through,

Janice Porter: 00:32:13

because we find, oh, it's not just this or not just that.

Janice Porter: 00:32:17

Like, I have a client right now who has this amazing off the I

Janice Porter: 00:32:22

mean, it is an amazing offer that they have. So the offer is

Janice Porter: 00:32:26

not the challenge. The challenge is they're targeting people and

Janice Porter: 00:32:31

asking a certain amount of money in a group that doesn't have

Janice Porter: 00:32:33

that kind of funds, nor would think about spending those type

Janice Porter: 00:32:36

of so it's, it's one of those things that when you look at the

Janice Porter: 00:32:40

data that's going through, and that's where the math comes in,

Janice Porter: 00:32:43

right? So

Janice Porter: 00:32:43

yeah, for sure, the numbers tell the story.

Janice Porter: 00:32:46

Yeah, it's true. So when you bring somebody, when somebody

Janice Porter: 00:32:51

buys this product, this vibe, now, does it start with the with

Janice Porter: 00:32:59

with the analysis that they do in the in the structure of the

Janice Porter: 00:33:05

or is it's an app, isn't it? So

Janice Porter: 00:33:07

Doug C Brown: the bitno is a SaaS based process that just

Janice Porter: 00:33:09

specifically is to help with the follow up, right? Okay, it's

Janice Porter: 00:33:14

specifically that now we built some metrics into that so they

Janice Porter: 00:33:17

can track their daily metrics. Okay, but we have something

Janice Porter: 00:33:21

called RPM, you know, reliable, predictable, measurable revenue

Janice Porter: 00:33:26

growth. And so we have a whole training process around that,

Janice Porter: 00:33:31

or, as you say, Canada process, right? So we have a whole

Janice Porter: 00:33:34

training around that component. And so the bitnode is a

Janice Porter: 00:33:39

technology that is supporting that process, because people can

Janice Porter: 00:33:44

either use it as a standalone thing to so, like, I have

Janice Porter: 00:33:51

heating and air conditioning companies, and I have, you know,

Janice Porter: 00:33:53

people like that, because they go to an appointment, yeah, and

Janice Porter: 00:33:57

then they go to another appointment and another

Janice Porter: 00:34:00

appointment, and they go to, like, you know, if they're

Janice Porter: 00:34:02

selling windows, let's say they might do 810, appointments a

Janice Porter: 00:34:04

day, yeah, and then they're forgetting all these details. So

Janice Porter: 00:34:08

it's like, Alright, so what if we, we, you know, took the

Janice Porter: 00:34:12

information, we walked out into our van to go to the next

Janice Porter: 00:34:16

appointment, and then it knows the confirmation the

Janice Porter: 00:34:20

appointments done, and it immediately sends a follow up

Janice Porter: 00:34:22

piece, right, that type of thing. So we're really looking

Janice Porter: 00:34:27

at workflow, yeah, but sending an automated piece that's

Janice Porter: 00:34:31

personalized, meaningful and relevant.

Janice Porter: 00:34:33

And so we have, I wonder if we could have it send

Janice Porter: 00:34:36

a card through.

Janice Porter: 00:34:38

Doug C Brown: When we first looked at this, we actually were

Janice Porter: 00:34:41

going to put cards into this process, yeah. And we actually

Janice Porter: 00:34:45

were going to hire a room of people, yeah, to do that, right?

Janice Porter: 00:34:49

Yeah, actually hand write the cards. And, you know, there are,

Janice Porter: 00:34:53

there is technology out there that will do there's actually

Janice Porter: 00:34:55

machines that will actually now hand they used

Janice Porter: 00:34:58

to have, and I don't know if they're. Going to

Janice Porter: 00:35:00

do it and get in the future, there used to be an API, yeah,

Janice Porter: 00:35:05

thing that through to send out that you could use it. But what

Janice Porter: 00:35:08

they wanted to stop was the automation and not being real,

Janice Porter: 00:35:12

right? Like they wanted to keep it real Anyway, okay, so in your

Janice Porter: 00:35:19

experience, what key habits or daily practices would you

Janice Porter: 00:35:28

recommend that that help nurture strong client relationships over

Janice Porter: 00:35:33

time? Well,

Janice Porter: 00:35:35

Doug C Brown: first, we gotta make it a prioritization, right?

Janice Porter: 00:35:37

We gotta, we have it. Have to make a priority, and that's

Janice Porter: 00:35:41

where a lot of people drop the ball, honestly. So that's

Janice Porter: 00:35:44

the you do. You have, like, a big wall up

Janice Porter: 00:35:46

already before you start that you have to get them to believe

Janice Porter: 00:35:51

and get them to buy into the because to me, if I have to

Janice Porter: 00:35:56

fight them to get them to that place that they're not my

Janice Porter: 00:35:59

client,

Janice Porter: 00:36:00

Doug C Brown: well, I, you know, I, here's the we, I was just

Janice Porter: 00:36:03

having this conversation over lunch with my wife. So this is

Janice Porter: 00:36:05

an interesting, okay, you know, conversation we're having. And I

Janice Porter: 00:36:10

said to her, I said, Look, when you start out working with a

Janice Porter: 00:36:12

company, you know, because she's more and more now interested in

Janice Porter: 00:36:17

doing more and more like consulting work. Okay, so it's,

Janice Porter: 00:36:21

you must find them short term wins. I mean, you know, as quick

Janice Porter: 00:36:25

as possible, right? Because everybody likes that variety and

Janice Porter: 00:36:28

like, whoa, hey, happy birthday. So, you know, in the case of

Janice Porter: 00:36:35

this, and we were talking about it, we must look at the things

Janice Porter: 00:36:38

that we know they're supposed to be doing that will bring these

Janice Porter: 00:36:41

quick wins, and then we go after those first sure that makes

Janice Porter: 00:36:45

sense. So I'll give you an example, and we prioritize it.

Janice Porter: 00:36:49

And I gave her this example. I said, you know, I once worked

Janice Porter: 00:36:51

with a real estate company, and this real estate company, they

Janice Porter: 00:36:56

would work all around North America, actually, whether it

Janice Porter: 00:36:59

was US, Canada or, you know, or even Mexico, and they weren't

Janice Porter: 00:37:05

doing referrals at all, wow. And so I'm like, there's low hanging

Janice Porter: 00:37:11

fruit, right? So, so first week I come in there, and there's

Janice Porter: 00:37:17

their small team. There were only seven of them in the team,

Janice Porter: 00:37:20

and the CEO said to me, you know, anything you can do to

Janice Porter: 00:37:24

raise the revenue would be helpful? Yeah, so I we work

Janice Porter: 00:37:28

through the whole process. And we said we're going to go after

Janice Porter: 00:37:31

referrals first. I walk in, I say to the team, good morning.

Janice Porter: 00:37:33

I'm Doug. Here's what we're going to work on first. And they

Janice Porter: 00:37:37

all go to me like this, we're not doing that

Janice Porter: 00:37:41

like their arms are folded exactly. And

Janice Porter: 00:37:43

Doug C Brown: then I said to him, I said, Look, in a team

Janice Porter: 00:37:46

like seven, there's always one or two that actually going to

Janice Porter: 00:37:48

try to sabotage me. So why don't we get this out right now?

Janice Porter: 00:37:50

Right? You know, tell me who you are, yeah, right, because some

Janice Porter: 00:37:53

of you will embrace this. And they say, No, we just don't do

Janice Porter: 00:37:55

that. Referrals. We tried this in the past. Doesn't work. I

Janice Porter: 00:37:58

said, well, here what? Just humor me. Let's try this for a

Janice Porter: 00:38:01

week. Here's what I'd like you to say, something very simple,

Janice Porter: 00:38:03

yeah. And they did, and in their first week, they got two

Janice Porter: 00:38:06

referrals, and they said, Hey, see, this doesn't work. And I

Janice Porter: 00:38:12

said, okay, it's fine, you know, we start somewhere. Humor me for

Janice Porter: 00:38:17

another week. Let's try it. They did. Came back. How'd you do?

Janice Porter: 00:38:22

Got one referral this week. This is a complete waste of our time.

Janice Porter: 00:38:27

We ain't doing this anymore that they literally said that word

Janice Porter: 00:38:30

because I remember eight and right, yes and and I said,

Janice Porter: 00:38:33

Listen, your CEO wants this to happen. I've been hired to make

Janice Porter: 00:38:37

this happen. So you have a choice. Either you go tell your

Janice Porter: 00:38:41

CEO, yeah, you're not going to do this, or I go tell your CEO

Janice Porter: 00:38:47

you're not going to do this, or we do this. But why don't you

Janice Porter: 00:38:50

humor me for maybe a week or two more, and if it doesn't work,

Janice Porter: 00:38:53

we'll think about anyways. They come back third week we meet. I

Janice Porter: 00:38:59

go, how'd you guys do? I already knew, by the way. And so they

Janice Porter: 00:39:04

go, Well, we got one referral. I said, Really, tell me about it.

Janice Porter: 00:39:10

Silence. And they said, Well, here's the thing. We closed it.

Janice Porter: 00:39:18

But I said, good for you. What was the revenue silence?

Janice Porter: 00:39:25

Are they all working together? Or is this

Janice Porter: 00:39:27

Doug C Brown: they're all working together on this

Janice Porter: 00:39:29

particular one, right? And I said, Well, why so quiet they

Janice Porter: 00:39:33

go. It was 2930 locations. Oh, my God, I already knew. I

Janice Porter: 00:39:42

already knew. I already knew all this stuff, right. And and I

Janice Porter: 00:39:45

said, huh, wow, just one, yeah, they like, You got us, right.

Janice Porter: 00:39:53

We'll continue to keep doing this. And so the point being is

Janice Porter: 00:39:58

sometimes. It's personality, yeah, right. Sometimes it's just

Janice Porter: 00:40:04

process, and most of the time it's both. So the way to control

Janice Porter: 00:40:10

the personality is to put the process in and then to show the

Janice Porter: 00:40:15

process. Because a lot of time personality, they're reaching

Janice Porter: 00:40:17

back and say, This is a waste of my time. I'm afraid I'm not

Janice Porter: 00:40:20

going to make this. I'll spend time doing that. So when it

Janice Porter: 00:40:23

comes to building relationships, it's the same exact thing, yeah,

Janice Porter: 00:40:27

they're not going to really get it until they start to get it,

Janice Porter: 00:40:30

but we have to frame it correctly. It's like, Listen, if

Janice Porter: 00:40:32

we're going to reach back out and we're going to do follow up

Janice Porter: 00:40:34

and we're going to do this, it's going to take 60 days for you to

Janice Porter: 00:40:38

actually see this up, right? So this is, you know, and that's

Janice Porter: 00:40:42

not true, because I've had it happen in week one where they

Janice Porter: 00:40:45

start to see, I mean, two referrals that that they got,

Janice Porter: 00:40:48

and, by the way, they closed one and the, I think it was the

Janice Porter: 00:40:51

fourth week, yeah. So the, the reality is that these things

Janice Porter: 00:40:56

take time, but we've got to control that personality, and

Janice Porter: 00:40:59

we've got to

Janice Porter: 00:41:00

process and the nattering that goes on, right?

Janice Porter: 00:41:03

I'm sure,

Janice Porter: 00:41:04

Doug C Brown: yeah, it's like, it's parenting Janice, when it

Janice Porter: 00:41:06

comes down.

Janice Porter: 00:41:07

It's so true. It's so true. And then, yeah, we

Janice Porter: 00:41:11

could do, we could talk about all this all day. I know I have

Janice Porter: 00:41:15

to start to wrap it up, but it's like, fascinates me, because

Janice Porter: 00:41:19

it's all about people, and it's knowing how to, how to, how to

Janice Porter: 00:41:23

get that trust from the people that you were working with in

Janice Porter: 00:41:26

that situation, to get them to believe enough to try it and

Janice Porter: 00:41:30

then see what happens if they do it with a good heart, right?

Janice Porter: 00:41:35

Because if you're fighting it all the way, most of

Janice Porter: 00:41:37

Doug C Brown: the time, this is not life or death, right? So

Janice Porter: 00:41:39

it's one of those things that as leaders or the owners of the

Janice Porter: 00:41:43

company we're leading, or division leader we've we gotta

Janice Porter: 00:41:47

put our empathy hat on, sometimes a little more than we

Janice Porter: 00:41:50

generally would, and understand what is the real it behind what

Janice Porter: 00:41:54

the objection is?

Janice Porter: 00:41:56

Yeah, exactly. You must have 1000s of stories.

Janice Porter: 00:42:00

And I those are the things I love to hear, the stories. And

Janice Porter: 00:42:03

you had one on your LinkedIn. You had a post not long ago

Janice Porter: 00:42:09

where you had that story from many years ago of losing, was it

Janice Porter: 00:42:13

$125,000

Janice Porter: 00:42:16

Doug C Brown: yeah, I lost $125,000 sale, which would be a

Janice Porter: 00:42:20

$25,000 commission at the time to me. And I went on vacation my

Janice Porter: 00:42:24

daughter, my oldest daughter, was just itty bitty, you know? I

Janice Porter: 00:42:28

mean, she was, like, not even a year old, and we were down in

Janice Porter: 00:42:32

Florida, and she fell ill, right? And so we bring her to

Janice Porter: 00:42:38

the hospital and like, Oh, she's got a few. She's got this. We

Janice Porter: 00:42:41

got to have some antibiotics. Don't fly for X amount of days.

Janice Porter: 00:42:45

And so I called back to the company at that time I was

Janice Porter: 00:42:49

working for, and I'm like, Guys, I'm I'm here in Florida. I can't

Janice Porter: 00:42:51

go, yeah. And then my, my, my, literally, my sales manager was

Janice Porter: 00:42:56

like, Don't worry about it. You're the number one rep in the

Janice Porter: 00:42:59

company. We've been covering your calls. I'll get somebody to

Janice Porter: 00:43:02

take care of this. Fact, I'll do it myself. And I was like, okay,

Janice Porter: 00:43:06

cool. I get back to, like, three days later, we were able to fly.

Janice Porter: 00:43:11

So we get back, and I look at my I walk in the office and my

Janice Porter: 00:43:15

voicemail is jammed full. Sure nobody I pull up my email, and

Janice Porter: 00:43:22

for the last 10 days, nothing's been touched. And so I picked

Janice Porter: 00:43:28

the phone up, and it's, like, a couple of messages, and then the

Janice Porter: 00:43:31

third one that came through was like, Hey, Doug, it's Jerry.

Janice Porter: 00:43:35

Listen. I'm ready to go. Come on over. Peep. You know that type

Janice Porter: 00:43:39

of voicemail. And there were like, four messages from Jerry,

Janice Porter: 00:43:43

and one of them was like, Doug, where the hell are you right?

Janice Porter: 00:43:46

Why don't you call me back? And then the next one's like, Doug,

Janice Porter: 00:43:49

I'm getting pressured from the CEO to make a deal here. Give me

Janice Porter: 00:43:52

a call, right? And so I called Jerry back, and similar to the

Janice Porter: 00:43:55

story in Janice, yeah, he's like, Dude, where you been

Janice Porter: 00:43:58

right? Because we had been working on this deal for two and

Janice Porter: 00:44:01

a half months. Yeah, two of us, yeah. And so Anyways, long story

Janice Porter: 00:44:06

short, he had signed an agreement about four days ago.

Janice Porter: 00:44:12

And I said, well, with who? And he told me, Lightship, which was

Janice Porter: 00:44:15

our number one competitor. And I'm like, Jerry, I didn't know

Janice Porter: 00:44:18

they were in there. He goes, No, you don't get it. They'd cold

Janice Porter: 00:44:20

call me five days prior, and my CEO was just like, get this sign

Janice Porter: 00:44:27

now we have budget that we have to do. And so, long story short,

Janice Porter: 00:44:31

I lost the deal. And you know, it's not a fun feeling. I mean,

Janice Porter: 00:44:36

my vacation at that time

Janice Porter: 00:44:38

cost me $4,000 yeah, which was a lot back then,

Janice Porter: 00:44:41

right? And, but I

Janice Porter: 00:44:43

Doug C Brown: lost 25 grand on top of this. My vacation

Janice Porter: 00:44:45

actually cost me 29

Janice Porter: 00:44:48

Yeah, we all have those kinds of stories, and they

Janice Porter: 00:44:51

teach us so much. And, and I guess we have to go through it,

Janice Porter: 00:44:54

I don't know, but fascinating, fascinating stuff. And I. I

Janice Porter: 00:45:00

think if my audience gets anything from this, it's the

Janice Porter: 00:45:04

importance of relationship in sales, because it's all about

Janice Porter: 00:45:09

relationships, and you have a product, and that helps people

Janice Porter: 00:45:16

keep those relationships intact and work through the processes.

Janice Porter: 00:45:20

So you you've got this new product, but you're also still,

Janice Porter: 00:45:24

do you still do sales training, right? Yeah, well,

Janice Porter: 00:45:29

Doug C Brown: we do revenue optimization, so we help

Janice Porter: 00:45:32

companies with sales teams, or we help independent business

Janice Porter: 00:45:35

professionals, a lot of times, consultants B to B, coaches. And

Janice Porter: 00:45:41

I know those are two distinct different areas, but yeah, but

Janice Porter: 00:45:44

they're they're there. They are connected on the actual

Janice Porter: 00:45:47

methodology that works, and where, where, you know. So we do

Janice Porter: 00:45:54

trainings on those things, and we have some, some master

Janice Porter: 00:46:00

classes that we do that we do that if people want to come to

Janice Porter: 00:46:03

them,

Janice Porter: 00:46:03

they're got one coming up. When is it? Yeah, so

Janice Porter: 00:46:06

I

Janice Porter: 00:46:06

Doug C Brown: have, I have one coming up at the, well, it's in

Janice Porter: 00:46:10

April. So I have two in April that are coming up. One is on

Janice Porter: 00:46:13

the actual, the RPM method, which is the revenue method in

Janice Porter: 00:46:18

is general they can and then the other one is on, specifically on

Janice Porter: 00:46:23

follow up, how to create meaningful, relevant follow up.

Janice Porter: 00:46:26

So

Janice Porter: 00:46:26

we'll put some links on the on the show notes

Janice Porter: 00:46:30

on and people can sign up online. Yes, no, yeah, yeah,

Janice Porter: 00:46:33

absolutely. And you do have some, I know you've got some

Janice Porter: 00:46:36

free training on your website. I was trying to get through, but I

Janice Porter: 00:46:39

haven't finished yet, and it says right in there, don't stop

Janice Porter: 00:46:43

in the middle. And I didn't have time to finish, so I will go

Janice Porter: 00:46:46

back. But this has been a delight. I so I took a little

Janice Porter: 00:46:51

longer than probably should have, but I enjoy talking to

Janice Porter: 00:46:54

you, and we think alike in lots of ways. When it's not math

Janice Porter: 00:46:58

related, it's all good.

Janice Porter: 00:47:00

Doug C Brown: So I don't like Matthew the gym. I married a gal

Janice Porter: 00:47:04

who has masters in mathematics,

Janice Porter: 00:47:08

so it's all taken care of for you. I love it. I

Janice Porter: 00:47:10

leverage well. Thank you for being such an amazing guest.

Janice Porter: 00:47:15

Doug. And any last words from my audience?

Janice Porter: 00:47:19

Doug C Brown: Yeah. You know, as I get a little more seasoned in

Janice Porter: 00:47:22

life, I say that's we, you know, we get a little, you know, more

Janice Porter: 00:47:26

life's experience. Yes, I realize is one thing, that the

Janice Porter: 00:47:32

clearer we are about who we are and living into that, the

Janice Porter: 00:47:37

happier we're going to be. Oh, so true, so true. And so I would

Janice Porter: 00:47:41

challenge everybody to, you know, go find a quiet space and

Janice Porter: 00:47:44

just get a little notepad and pen and and try to unfilter it.

Janice Porter: 00:47:48

Be truthful, not honest. Honesty subjective. Truthful is not and

Janice Porter: 00:47:53

just write down, you know, from this point going forward in my

Janice Porter: 00:47:56

life, I want this and don't inflate it. Or,

Janice Porter: 00:48:00

yeah, for you. It's just for you, yeah. And

Janice Porter: 00:48:03

then

Janice Porter: 00:48:03

Doug C Brown: then design your life around what you want that

Janice Porter: 00:48:08

to be, right? So in other words, if you have a business today, or

Janice Porter: 00:48:11

you have work today that you work with somebody else, and you

Janice Porter: 00:48:15

want to design your business life around the actual life you

Janice Porter: 00:48:19

want to build. Because I made that mistake, the opposite a lot

Janice Porter: 00:48:22

through my life, where I was just building company, company

Janice Porter: 00:48:24

and company, right? And, you know, I look back on and I go,

Janice Porter: 00:48:28

you know, what? If I looked at it this way, I wouldn't have

Janice Porter: 00:48:32

done it that way. And I'm way happier than I'm doing it this

Janice Porter: 00:48:37

way than I did that. You had to do that though to get to this.

Janice Porter: 00:48:40

Yeah, exactly. And I started this about a couple of years

Janice Porter: 00:48:43

ago, and that's, that's how this what I'm doing now came about,

Janice Porter: 00:48:47

right? Because we were building all kinds of sales teams for all

Janice Porter: 00:48:50

kinds of back end companies, and I just got to a place where it's

Janice Porter: 00:48:53

like, I just, this is not lighting me up the way it used

Janice Porter: 00:48:56

to. Yeah, I will still like to do that and teach people how to

Janice Porter: 00:49:00

do that, but I don't want to necessarily be the guy who's

Janice Porter: 00:49:03

actually doing all of that for everybody and managing all these

Janice Porter: 00:49:06

teams. And, you know, pay me handsomely, don't get me wrong,

Janice Porter: 00:49:10

but, you know, I would like to be able to do some other things

Janice Porter: 00:49:14

now going forward in life. So I challenge everybody to do that.

Janice Porter: 00:49:18

I've actually had people, you know, send me emails going, you

Janice Porter: 00:49:20

know, that was a really great exercise for me, and I've

Janice Porter: 00:49:23

decided to go in this direction, because what it does genes is it

Janice Porter: 00:49:27

actually changes people's legacies, which changes, you

Janice Porter: 00:49:30

know, maybe how their children react, or other whatever, right?

Janice Porter: 00:49:35

And so it's good stuff, but that that would be what I leave

Janice Porter: 00:49:39

people with. Thank

Janice Porter: 00:49:40

you. This has been a valuable conversation.

Janice Porter: 00:49:43

Appreciated your time. Doug, thanks for sharing your insights

Janice Porter: 00:49:46

on the importance of relationships in sales success.

Janice Porter: 00:49:50

And if our listeners want to learn more about where to

Janice Porter: 00:49:53

connect with you, that will be in the show notes. But CEO sales

Janice Porter: 00:49:56

strategies.com I'm assuming, yes. Do.

Janice Porter: 00:50:00

Doug C Brown: Yeah, well, so So to connect with me, they can CEO

Janice Porter: 00:50:03

sales strategies.com, is the the URL I'm Doug at, okay, I want to

Janice Porter: 00:50:08

send an email. My LinkedIn is Doug Brown, 12300,

Janice Porter: 00:50:13

it's not Doug C Brown,

Janice Porter: 00:50:15

Doug C Brown: no, because when they created originally, it was

Janice Porter: 00:50:17

done. Got it? Okay?

Janice Porter: 00:50:18

All right. So thank you and thank you to my

Janice Porter: 00:50:22

audience. Remember, relationships are at the heart

Janice Porter: 00:50:25

of business success, and if you focus on building trust and real

Janice Porter: 00:50:29

connections, sales will follow. Remember, stay connected and be

Janice Porter: 00:50:34

remembered. You.