Magnify Their Emotions Beyond Their Capacity to Handle It Part 1

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

And in your sales, your job is to magnify their emotion beyond their capacity to handle it. That is your job. Your job is to magnify their emotion beyond their capacity to handle it. So what did I do with your business, Will? You said I might lose a client. Ah what's a client? A thousand a month times 12. That's 12,000 per year, I magnified the problem. Hopefully, 

One more time magnify their emotions.

You magnify their emotions beyond their capacity to handle it. And then they will make a change. Because that's when everyone makes a change. You say, Well, gosh, really got a pile on. That's when people make changes. 

So take that vacation again. You want to take that vacation alone, or do you want to take your wife?

Imagine a lifetime of vacation on your own when nobody talks to you.

Oh that's even bigger. That hurts. 

You see what I mean?

Yes.

You've been saving your whole life to take your family on vacation. Your family just dumped you. Now you get to spend the rest of your life on vacation all alone. How do you like that? 

Hell on wheels.

Right. Exactly, right and so because that's a potential scenario, you're the Ghost of Christmas Future. This is what your life will continue to be like if you keep going down this road.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Sales Pitch - How Much Pain Do You Need

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

One of the things I say to my sales, I say, I don't know how much pain you need, what's the number? Like how hard you have to get kicked in the teeth?

It's a great question. 

Because someone's like, look, Carl I'm not ready. I'm like, how much pain do you need? Because if you're talking to me, you're not doing it because things are you feel so good. It's like, Doc, tell me what I'm doing. Right? So I can keep going. That's not the call we have. It's something's not right, in my life or business. It could be good doesn't mean it's bad. It's just it's not what I expect, it's not what I told I’ll be, it's not where I want it to be. Fair?

Fair.

Fair. Okay, so if I already know that that's the issue, then be talking about that. So I talked about that all the time. Because you guys are dynamic, growth minded entrepreneurs, you want to change the world. You're just not changing the world fast enough, or in the manner that you thought enough? And that's why you're here, fair?

Fair.

Fair. So let's find- right now, think about this. Right now, in wherever it is you market or you network or you promote yourself, there are people walking around right now that have a life altering problem on their hand, and they are actively looking for you. But if you're talking to too broad of an audience, they can't hear you because your message doesn't get further enough.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Your Clientele is Not The Whole World

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Your clientele is not the whole world. 42 year old entrepreneur, male or female?

Male.

Male, how–what percentage of the time is it male, what percentage is the female? 

90- 10.

90- 10. So it's not to say that Leo can't work with a female entrepreneur. But it's like he's got only so many hours in the day. Like if you're gonna make- what do we say before, five emails with five phone calls? If that's all you got that day, who are you going after? Your most likely prospect. Now if they come to you? We'll work with them all day long, all day long. But if I got five phone calls to make today, am I going after my least likely prospect or my most likely prospect? 

Most likely prospect.

What's interesting is 10% of the entrepreneurial world is female, 90% is male. Our clientele is 50-50 men and women.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Be Your Best on That Day

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Now we have to do what others are not willing to do. So we will have what others are not going to have. That's it. That's the game. It's the whole thing right now. You have everything else you need to get that next client, okay. You just have to convince them that you're the right choice for them now. My daughter runs track. She's like mom, she’s like, dad, I’m not as fast as that girl. So you don't need to be as fast as the other girl. You just need to be faster than that girl on a certain day. The fastest track runners don't win. It's the fastest track runners on that day. 

Yeah.

That win. Right there we're doing this four by 400 relay. Right. She said we have no chance against this team. Well, the other team dropped the baton, they won. I'm like, How do you like the chances now? Well, they dropped the baton. That's right. That's why they have a baton as part of the race. Okay, how fast you are, all four of you dropped the baton, you're also not all that fast, are you? Aha! So I say to all the time, and I said, listen, you just have to be the best on that day. Right? The best team doesn't always win, the best parameters doesn’t always win, the strongest, the fastest don't win. It's whoever performs at that time and that's what you do.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Capture and Document Yourself. Great Way to Create Content

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Capture and document yourself. You're doing plenty of really important stuff, you have a lot, a vast array of knowledge. So for example, next time you do a meditation, your podcast, your next -

Someone's interviewing me tomorrow, so I'm gonna record it on the phone.

100%. If you don't have a little tripod, just take your phone, stand it up, put it in selfie mode, and go, right. Sometimes I'll go landscape, sometimes I go portrait, just give a variety. Right? And then, you know, like, earlier today, you did a short meditation for us, put a tripod right in front of you, or take your phone,  leave it right there. Do the meditation, that's a piece of content right there. 

Yes.

Exactly.

You know, so at this point, so when we started doing that, because I used to do the thing where I would set aside time with Melissa, we go into the office, I come up with 10 topics, and we'd spend four hours. Now? I just- you on a podcast, you give the questions to the podcast interviewer What to ask you. Yes, yeah. Right. So give one set of 20 questions, then, a couple months later, another set of 20 questions. That's a great another set of 20 questions.

 I love that. 

And just make sure because you'll catch yourself doing it anyway. Make sure you're wearing something different in each one. Not the same old blue suit or the same old red dress with the same old whatever, whatever. Just pick all bunch of different stuff. You know, I got my jacket off for this one. I take my jacket off for that one. 

That’s a little Hollywood trick.

Yeah, absolutely. Document, document, document.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Timeless Social Media Posting Workshop Part 3

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

And you want to do Trivia Tuesday, business trivia. 260. A lot easier than you think. Workshop Wednesday,s we give them something to do. Are you a PC or a Mac? Are you a Google? Are you an iOS or an Android? Right? Are you a city girl or boy or a farm girl or boy? Are you Nash designated here versus not? Right? Versus the pitcher of bats? In you baseball fans? Are you a– is it soccer or football in America? Which one are you? Right? Do you barbecue using the briquettes? Or are you a–you know a real love fire? Which one are you? Say to me. Anything, get them talking. Are you Star Wars or Star Trek? Yeah, or both, right. Let them find it out. You ever see when somebody's gonna launch a book, two or three covers made and they'll say Hey guys, I'm not sure if I want the red background, the white background, the blue background? That's Workshop Wednesday. Just get them talking about anything. Right.

Tenacious  Tip Tuesday.

Pardon me?

I do a Tenacious Tips Tuesday. 

There you go perfect, perfect, right? So what we have found is that having a theme is good. This is the part you leverage to your team.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Timeless Social Media Posting Workshop Part 2

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

So we have a theme for every day. Mojo Monday, Trivia Tuesday, Workshop Wednesday, Thinking Thursday, Funday Friday. Okay, so then we say okay, what are we going to do on Facebook? What are we going to do on Twitter? What are we going to do on LinkedIn? What are we going to do on TikTok? What are we going to do on Instagram? Okay, so, Mojo Monday, is- now you can modify this for your uses but if you're going to use a virtual assistant, you can use an agency, you say to them, on Mojo Monday, is 52 weeks in the year, we're going to post five times a day. So I need 260 motivational quotes. Sounds like a lot, doesn't it? All you have to type in is motivational quotes for business coaches. 

You can also use ChatGPT. 

Now you can use ChatGPT right and within seconds you'll get a million.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Timeless Social Media Posting Workshop Part 1

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

What we do is, we look at social media in the standpoint of timeless and timely. Timeless social media is evergreen content. Right? Talking about Easter, talking about Christmas, talking about Passover, talking about New Year's day, talking about Fourth of July, right? Timeless. Right. Now what we have found is, you know, social media is–it's a relentless effort. You've got to stay on it. If there's a lot of content, it's hard to do. Right. So what we have found is that you can farm out your timeless social media very easily. There's a lot of resources out there for it. And it's the timely social media that takes a lot of your time, energy, effort and creativity and last, right? So we like to look at it both ways. We'd like to have a really good timeless social media chromic. Timeless social media. And ours, what we do is we post five times a day, five days a week on five platforms. Five times five times five.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Benefit of Tradeshow

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

So I am very much a fan of doing trade shows, for that exact reason. You could look your prospect in the eye, you tell them what you do, how much you charge, what the expectations are of the engagement, and you could just tell by their body language, if you're on the right track or not.

It sounds like an open house. If you're a real estate, you have an open house so you can get in front of those people that are actual legitimate people in front of you, right? That's what I am.

So if you don't have trade shows in your activities, I would suggest adding at least one per month, even if you go there as a participant and walk the floor and go meet people, because it's- what you're going to do is you're going to tell your story 30, 50, 70 times in a day, right? And at the end of the day, that's what you want to get to. You want to get to that point where I did so many speed coaching sessions. I can, in many cases, by the time you don't tell me the problem, I already kind of got it. It just takes me long to write it out, right? And I can knock out a speed coaching session in five minutes now, because I've done 1,000 of them or more, right? So the question for you is how many times can you tell your story and talk about what you do and know the question to ask that gets right to the heart of the matter. That leads to the proposal, the follow up, and the close.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

90 Minutes a Day for Business Development

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Now, as a general rule of thumb, we say 90 minutes a day of business development. Whatever these five are to the best that you can, do 90 minutes a day. If you can’t avoid it, try not to do more than that. Unless you're like, I'm at a networking event. It's eight hours long. Like when I'm at Board of Advisors, Ray and I are members of Board of Advisors in Minnesota, you know, it's an all day event. So I'm, you know, networking more than 90 minutes those days, but then there's some days I don't do it, right. You know, if you stick to 90 days, it’s not too much. It's enough that you stay consistent. Right? And so you could build 90 minutes a day, or 90 minutes into a day, reasonably. Reasonably. Now, you might say, Well, can I leverage that up to my team? Yes, you can. However, I would say don't yet. Until you nail your– you nail. Like you walk into a room and you're like, where are my bad four quarter Johns? 1,2,3,4 I could tell by your dress how bad that quarter was, I know exactly what to ask this one. Like you walk into a home and you know  that room.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.