About Doug C Brown:
- Former President of Sales & Training for Tony Robbins and Chet Holmes organization
- Managed 166 people, helped grow company 10x during tenure
- Improved closing rates from 17.8% to 43.2% (sustained for 7 years)
- Improved front-end sales from 12.7% to 21.2%
- Has worked with 352+ industries over 30+ years
- Notable clients include: Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, CBRE, E-Myth, Deepak Chopra, Brian Tracy, 1-800-GOT-JUNK
- Helped grow one company from $48M to $110M in two years
- Education: Berklee College of Music
Key Insights:
- The Power of Standing Out: Doug's story of sending flowers to Tony Robbins' assistant demonstrates the importance of differentiation—standing out from a crowd of 5,000+ people
- The $400K Follow-Up Failure: Doug invested $400,000 in his building (windows, doors, roof, solar, complete renovation) and explicitly told contractors he could provide referrals. Result? Zero follow-ups, zero referral requests from any contractor
- Economic Downturn Strategy: When businesses fear economic uncertainty, they typically pull back on the two things that ensure survival: sales and marketing. This creates opportunity for those who push forward
- The Four Flow Formula:
- Lead flow (consistent lead generation)
- Work flow (converting leads efficiently)
- Relationship flow (building long-term customer relationships)
- Mind flow (addressing limiting beliefs and mindset)
- = Cash flow
- Limiting Beliefs: Doug shares his personal story of limiting beliefs from childhood (being told he'd never be a professional musician like his grandmother) and how Tony Robbins' content helped him overcome them
- Business is Business: Across 352 industries, Doug has found that business fundamentally operates the same way—money in, money out equals loss, break-even, or profit. The principles are universal.
- Paid in Full vs. Payment Plans: Doug discusses how shifting clients to pay upfront increases their commitment and engagement, benefiting both parties
- Market Share in Downturns: Economic uncertainty is the best time to gain market share while competitors retreat, positioning yourself for exponential growth when markets recover
Resources Mentioned:
- Tony Robbins Personal Power programs
- Chet Holmes "The Ultimate Sales Machine"
- Jay Conrad Levinson "Guerrilla Marketing" series
- Harvey Mackay "Swimming with the Sharks"
- Tim McGraw "Live Like You Were Dying"
Contact Doug C Brown:
- Email: [email protected]
- Phone: 832-549-4836
- LinkedIn: dougbrown123
- Instagram: @Doug_C_Brown
- Newsletter: CEOSalesStrategies.com/newsletter
- Website: CEOSalesStrategies.com
Accurate Timestamps
00:00:00 - Introduction and welcome
00:00:33 - Meet Doug C Brown (not the hockey player!)
00:01:26 - Recent health scare and fresh perspective on life
00:03:44 - Connection to Tony Robbins background
00:04:24 - Official title: President of Sales and Training for Tony Robbins
00:04:40 - Managing 166 people at Robbins organization
00:04:47 - How Tony Robbins' cassette tapes changed Doug's life
00:06:01 - First meeting with Tony Robbins at the Biltmore Hotel
00:06:40 - Winning a raffle invitation and guest speakers (Harvey Mackay, Tony Robbins)
00:07:40 - The bodyguard incident - trying to meet Tony
00:08:13 - Finding Tony in the courtyard - the chance encounter
00:09:01 - Making Tony laugh and the famous shoulder punch
00:10:00 - The brilliant bouquet of flowers strategy
00:11:00 - Tony calling Doug out at the 5,000+ person event
00:11:52 - Beginning work with Chet Holmes in the chat homes industry
00:12:30 - Becoming #1 coach at $65K/month (vs $10K average)
00:13:12 - Tony Robbins and Chet Holmes companies merging
00:13:33 - The Las Vegas boardroom meeting with 40 people
00:13:46 - Improving closing rates from 17.8% to 43.2%
00:14:00 - Front-end sales improvement from 12.7% to 21.2%
00:14:32 - Company growth 10x during tenure
00:14:48 - Working with major corporations (Procter & Gamble, CBS, Enterprise, CBRE)
00:15:40 - The $400,000 building renovation story
00:16:00 - CRITICAL POINT: Not one contractor followed up or asked for referrals
00:17:26 - Exploiting notable client relationships
00:17:46 - Importance of systematic, predictable processes
00:18:40 - Response to impressive Tony Robbins story and internal company results
00:19:02 - Working across 352 industries
00:19:33 - 30+ years of formal consulting experience
00:19:39 - All businesses are fundamentally the same
00:20:27 - The math and metrics most businesses ignore
00:21:02 - List of home services companies worked with
00:21:28 - Working with Long Home and Fence (Maryland)
00:22:10 - Consulting vs. coaching vs. advisory work
00:23:16 - Finding ideal right-fit buyers
00:23:43 - Common optimization points missing in businesses
00:24:42 - CBS Television case study - selling like the 1950s
00:25:01 - Intuit case study - $100M division turnaround
00:25:41 - Company growth from $48M to $110M in 2 years
00:26:00 - Childhood limiting beliefs and mindset work
00:26:40 - Client example: first paid-in-full sale
00:27:18 - Why clients pay more attention when they pay upfront
00:27:36 - Personal music background story and limiting beliefs
00:29:11 - Barry Goudreau from Boston encouraging music school
00:29:36 - Acceptance to Berklee College of Music
00:30:04 - The thermostat metaphor for business growth
00:31:17 - Current socioeconomic challenges and market conditions
00:32:00 - KEY ADVICE: Massive prospecting during economic uncertainty
00:33:00 - Understanding your ideal right-fit buyer
00:33:18 - What happens when the economy tightens
00:34:38 - CRITICAL INSIGHT: Businesses pull back on sales and marketing (the kiss of death)
00:35:15 - The four seasons economic cycle
00:35:58 - Push forward to gain market share when competitors retreat
00:37:00 - Mind flow component stops business execution
00:37:46 - Tony Robbins' business mastery event story
00:38:00 - "You ARE your business" - performance tied to thinking
00:38:26 - Tony Robbins as best salesperson on the planet
00:39:00 - Ken's company experience - being up when others are down
00:40:02 - Right place, right time in the game
00:40:40 - Zoom example - pandemic economic shift
00:41:33 - Jason's Deli case study - calling on corporations
00:42:00 - 30% business increase in six months
00:42:28 - Cookie strategy - additional 8% bump
00:43:05 - Building brand presence through PR
00:43:30 - Advice works in every economic downturn
00:44:04 - Business as a game with rules
00:44:22 - The complete flow formula breakdown
00:45:21 - NLP certification and mindset importance
00:46:22 - Successful people constantly work on themselves
00:47:03 - Brian Scudamore (1-800-GOT-JUNK) and PR strategy
00:47:36 - Resolving problems with new thinking levels
00:48:05 - Where to find Doug C Brown
00:49:03 - Email and social media contacts
00:49:40 - Newsletter signup (highly recommended)
00:50:28 - Doug's interest in reconnecting about Long Home and Fence
00:51:00 - Final wisdom: Napoleon Hill quote - mind can conceive, believe, and achieve
00:51:21 - Things take longer and cost more than expected
00:51:38 - Closing and thank you
