Sam Ovens: All right. Hey everyone, it's Sam Ovens here, and today I've got Gerald Feickhert with us, who is a Consulting Accelerator student and member. Gerald's got an awesome story. What Gerald does is, he helps small wine manufacturers and small wine businesses really up level their business to the modern age where there's digital marketing, social media, and all of that. He helps them a lot with marketing as well as some sales and support functions as well.Through joining Accelerator, Gerald's been able to grow his business from about $4,000 or $5,000 per month to, now, where he's making about $10,000 a month. Going from a place where there was feast or famine income, and not much predictability, now to a place where things are predictable and running like a machine. How's it going Gerald?
Gerald Feickhert: Yeah. Very good Sam. Very good.
Sam Ovens: Awesome. Let's talk about the story, and the path that you've been through to get to where you are now. The best place to start would be, what was business like, and what was life like before joining Consulting Accelerator?
Gerald Feickhert: I had a really neat start, because, and the way I found you was awesome. Because, I recognized that my business wasn't growing, and not going ... In the past, I've seen a pattern in my life where I've started things, and I've had a bit of an issue with self sabotage. Not knowingly, but I would start something, and I'd be all hell fired up, and then it would go along five or six months, and then suddenly things would start to fall off, and it's been a lifelong problem. It's been a problem that I've always had these boom and bust cycles. I've had times when the cycles been amazing. I've had lots of money, and lots of fun.
I was determined this time. I just said to myself one morning, right, you're gonna fix this. I didn't really have the tools at the time, all I had was the determination. I started, well, I recognized that the problem was happening again. I thought, there's got to be somebody out there who knows how to fix this stuff. Because, it's not just me. There's lots of people in the world with this issue. I started Googling consultant marketing, and things like that. About, I think, about two weeks into that process your little ad appeared in my Facebook feed, and it was like magic.
Because, you, that little one pager first ad, it just rubbed salt in my wound a little bit, right? I'm going, who's this guy? You're a [inaudible 00:02:45] thing. Right, he's a bro, let's have a look. I go to that web thing, to your little 10 minute video, and that was awesome. Because, I was in such pain after that 10 minute video, in a good way. Because, you were talking about all the things that were on my plate at that time, right? I'm going, oh my God, this guy really understands me. He knows where I'm at. I was pre-sold already on that video. Because, you came across as understanding me, so we already had trust and report without even meeting you. That technology, that bit works really well.
I think there was a, I don't know, my timing, maybe you set it up that way. But, I ended up either that day, or the next day, doing the webinar, the one and half webinar. At the end of the webinar, I'm two and a half grand poorer, right? Well, I was enriched by two and half grand. I got ahold of your program, and got into it straight away, loved what I say. I'll be honest, Sam, I've done three or four programs in the past, starting back in the 80s, Tony Robbins type stuff. No one really cracked it, do you know what I mean? I felt like, you ever had a part of the puzzle, but not the whole puzzle. You were the first guy that I had seen, that I thought was higher than 90%, do you know what I mean?
I'm going, wow, this is amazing for a young guy to know all this stuff. Respect, you've, it's been amazing what you've uncovered. I don't know anybody else in the business yet that's done that. You had me onboard immediately, and it got better. I roared into it, and I started to take on some of the tricks around marketing, all that kind of stuff. That knowledge was awesome. But, I noticed the pattern of sabotage creeping in again. I'm going, hang on here, hang on. I think, it must have been the time when you went to version two. Yes, I started on the old version, and we got a version two. Something, when I looked at version two, something just drove me into that whole mindset stuff, right?
I remember being in New Zealand, I went skiing at Mount Ruapehu about September last year, and it was a wet witch, so I couldn't yet ski. I was sitting in the accommodation at my sister's place, and I had just, I had nothing else to do, so I sat there for two days, and I just contemplated, looked at what you'd written, re-listened to the video again, and got my notebook out and started to write notes. I worked out that the problem was all mine. It was a problem that I had on the inside, that I had to fix. I, during my life, I've been all around this, but I've never actually dealt with the core issue.
I found out that the core issue was it's self worth. It's how I feel about myself. Do I love myself, do I value myself, do I take care of myself, and I had to answer that question with a maybe. It wasn't, I wasn't really convinced of my own, deep down. This is hard stuff for a lot of us, because you've got to delve down into a lot of layers of protection, and be really honest with yourself. When you finally work out that it is you, you're not broken, but you're a little bit damaged, if you know what I mean. Then, it's like you just, there's a point, and I think you've said you've been through it too. Where you go, I have to fix this. I can have all the help in the world, but unless I actually front up, and deal with this stuff, and make some changes, it's just gonna be like it's always been.
That week was amazing. I had the breakthrough then, and reading that in the mindset stuff, going through, and coming home with a new point of view, and just going, okay, mate, you've got to make some massive changes in your attitude, in your life. You've got to get some discipline around the things. You say you want to do stuff, but you get distracted easily with shiny balls, and things like that. No, you've got to absolutely get on with it. I made a lot of changes around time keeping, around health, around exercise, and just setting up a program with myself, and agreeing with myself, this is what we're doing. That was the start of the journey.
Since then, Sam, it's just continued to get better and better. I think I fixed a lifetime of pain. Do you know what I mean? Not understanding entirely what the problem was. I know I think twice in the past, it's just that focusing on what you were talking about, going back, re-looking at it, and contemplating, and being honest, which is not always easy. Because, sometimes you have to look at stuff that you don't like. But, you just got to forgive yourself, forgive everyone else, and just look at it, and deal with it.
As soon as I'd overcome the internal problems, and I could go on about this for days, but it would probably bore you. As soon as I fixed the internal block, then things started to take off. The cool thing about it is, I don't know where you are with this, but I'm a firm believer in quantum physics, so I believe that we're like the observer. Whatever we see, and whatever we feel inside becomes part of our reality, so that when you change, the world changes, so you see things differently.
It's like, I'll give you a cool example. When you're thinking about buying a new car, right, so you decide you're gonna buy a Volkswagen Golf, right, you're not gonna manage that Volkswagen Golf, so you end up with this car, decide you like. Suddenly, you see Volkswagen Golfs everywhere, because your brain is going, this important stuff, right? When you make the change, like you've been telling us to do, and you talk about the positives, suddenly you make the change, and suddenly you see all these opportunities that you never saw before, and it's obvious what to do. Thank you, Sam, it's been a great journey since then. Lovely.
Sam Ovens: Awesome. You said that before you had these patterns, and self sabotage, things like that, can you describe a specific example? What were these patterns like, and how would they happen?
Gerald Feickhert: The typical pattern is, you recognize that there's something not right. You can, if you start something off, and you start moving along. Like, I've started programs, not as good as yours, but similar to yours in the past, and you have this initial enthusiasm, right, where you start to make some changes, and it's like, and you actually make progress. It's like there's a part of you that goes, ah, no, no, we're out of our comfort zone here. This is new territory, we can't predict what's gonna happen, so we're just gonna pull you back. That pulling back process could be things like, you have an important meeting, and you're supposed to be there, or your call, about a quarter to seven, you sleep in. You miss it by a quarter of an hour.
Even, weirder than that is, you think you know where the guy lives, or where you're gonna meet him. Then, you get on the road, and then you get close to [inaudible 00:09:39] You realize, where is this place exactly. I thought it was here, it's not here. You make yourself late. It's just crazy. It's these little things. It's like it's a part of us that's, I can explain it psychologically in how the brain works. Basically what it is, there is a sabotage mechanism, that makes you miss these things, because it's looking at your old program, and it's going, ah, there's danger here. We don't know what's gonna happen here. I'm gonna prevent you from doing this. It's unknown, it's fearful, it's frightening.
It's this program that runs in the back, and it's really powerful, because it's our protection program. Right, so until you've mastered that, and go, hey, we're gonna do this. You can kick and scream like a three-year-old, but we're gonna do this, and it's gonna be uncomfortable, because we're gonna have to make changes. We're gonna do things we haven't done before, we're gonna have to maybe deal with situations that we normally would avoid. Sometimes, you've talked about it before, one of the biggest fears I think I've had in the past, without knowing better, is fear of rejection.
You get into a new situation, you need to really talk to somebody about something, and you sit with this person. You can feel yourself lock up. You can just feel like, you get tense, or maybe you taught them about having to make the early days, making the phone calls, right? Where you almost got to have a couple of beers in the morning before you can get the Dutch courage. It's all of those things, if you don't conquer them, they're just a handrail. They hold you back. This amazing survival program that we've all got, just works against you. Until you deal with, like you've talked about in so many ways, and so many times. Until you deal with that old stuff, you can't move on. Is that enough examples, or do you want a couple more?
Sam Ovens: No, I think that's good. Typically, part of you wants to grow, and go to the next level. But, doing that requires you to get totally outside of your comfort zone.
Gerald Feickhert: Absolutely.
Sam Ovens: Then, there's a part of you that retreats to find, runs back to the base camp, and doesn't try and make the next client.
Gerald Feickhert: The thing is, Sam, for me, it's really sneaky, and it's really powerful. Unless you're on the ball every day with it, and going no, we're not doing that, we're doing this. It just, well, you know, you've been through it. It just creeps up on you, and then you find excuses not to do things, and you get distracted with everything, and eventually it starts to fall apart. Because, your focus is not where it needs to be. You're back in the past looking at your old stuff.
The final empitis was when that wet week, where I'm just fronted up with my stuff, and I'm going, mate, you're gonna have to sort this out. No one else, I said, all the Sam's in the world, all the friends, and the family, and all the love, and the knowledge is not gonna help it if you don't fix it. You might, I know I didn't have all the answers right then, but I knew that it was in me to actually deal with it, and you said that.
Sam Ovens: Yep. Then, how did you start trying to do that? To actually trying to fix it?
Gerald Feickhert: I started, I didn't get the core answer immediately, right? But, I knew, looking at my life, I knew this has always been here, as in my life where I'd had problems. I started to actually just sit down and contemplate with my notebook, what, trying to zero in on what I thought the core issue was. First one I noticed was, I noticed a lot of sabotage patterns. I noticed it in relationships, I noticed it in businesses, I noticed where I felt fearful, or uncomfortable, and all those sort of things. I just kept thinking about it, and thinking about it, and eventually I worked out that my problem was ... And, I'm not blaming my parents or anything else.
But, the way I was brought up, I was brought up in a way that, in a very conditional way. If you do this, you're good, if you don't do that, we don't love you. Do you know what I mean? That kind of stuff. I realized that I had that program that was very ... Well, the program was basically saying to me, you're not good enough. That was the core issue, and it related to how ... This being not good enough, means you have, you always doubt things. Even though you've got massive skills, and all this life experience, that there's still this nagging doubt.
To answer your question, so what do I do to fix it? I guess, I recognized in me that I've got a lot of skills, I've got a lot of expertise, I've got a lot of things that are good. At the end of the day, I think I have to recognize that I'm worthwhile. That I love myself, and I'm not talking about romantic love. I'm talking about I'm okay as I am, I accept myself. Actually, that's probably the key. I accept myself as I am, and I allow myself as I am, right? I'm not saying that I'm perfect, but this is how I am. It's not good or bad. I guess, I stopped judging myself, and just went, okay, this is what you've got to work with, you've got to make the most of it, right?
I forgave a lot of people in my life that I've blamed. Because, I think when you blame people in your life for certain things, or certain situations, you actually give all your power away. The power is over there with them, it's not with you. You got to pull all that back. You got to go through your life and go, all these things, all the failure I had, all the people that didn't like me, all the people I blamed in my life for how they brought me up, and what they told me, and all that. I think I went through a process of letting that all go, look at them, and going, it's okay. They did what they needed to do, that was the best they could do. At the time I did the best I could do, but now it's different. Now, I've got to take control of this, and deal with it.
I think, I had to do a bit of fake it till you make it. There was a bit of a black hole, the self worth, and self esteem was good in theory, but it wasn't practical yet. I had to think about, well, how do you treat someone that you really loved? How do you treat them? How do you treat women in your life, or guys in your life, people that you really feel strongly about, how do you treat them? Well, I'm gonna do this, well, that's how you need to treat yourself. I started to change, and started to just take better care of myself. If things went wrong, not beat myself up, just look at it and try and analyze it. Get fit, go on holiday, buy some clothes, just within the budget. Just simple stuff, just treating yourself really well.
Then, it's like, that's the evidence in front of you that you do have value. I guess, that was a ... does that make sense? There's a whole bunch of little steps you've got to do, but it comes down to you making the decision that you are responsible for your own happiness. No one else can give it to you. You're also responsible for your success in life. When you make that change internally, what I find is that, all the resources appear. That was like, huh? That was an incredible experience. Honestly, I had to find, really, new people ...
I went away on a holiday, and my agreement to myself was, I went away for two weeks skiing, and sometimes I drive my wife nuts, because I take the business with me. She's say, "No, don't take the business. We're on holiday. You're leaving the laptop and everything at home," and we made it to day three, and the phone rings, and I've got a $40,000 contract. Do you know what I mean? This wasn't planned, this just, I think my attitude had shifted, and stuff just happens. That's getting a bit woo-woo, but it just, and you probably had the same experience. Things just come out of the woodwork that were sitting there, and you just didn't see them before.
Sam Ovens: I think it's partly, we always see and find what we're looking for.
Gerald Feickhert: Sure.
Sam Ovens: When you're looking for the bad stuff, you see it everywhere, and you see the news, you see the websites, the blogs, the videos, the all the reason why everything's bad. But, then when you're looking for the good stuff, you see it all appear too, and it's just really what you put your attention and focus on. That's what you get. It's like, even playing sports, you have your eye on your ball, that's what you're gonna get. You take it off, you lose it.
Gerald Feickhert: Exactly.
Sam Ovens: It's just the same with business too. You got to keep your eye on the ball, and the ball is just harder to define.
Gerald Feickhert: Yeah, and I agree totally with what you've been saying lately, that you've got to have a clear path, a clear idea of where you want to be, and where you want to go. But, you do, you've got to focus on the boots when you're climbing the mountain. It's so important, because if you don't do that daily stuff, deal with the daily things as they turn up, it falls over really quickly. That's a good lesson, very good lesson, I can totally agree with that in my life, yeah.
Sam Ovens: Cool, so you went through the business was having feast or famine income. It was making four grand a month, you'd joined Accelerator. You went through, you had the big mindset experience, and started to clean all of that stuff up. Then, business started getting better. What happened after that?
Gerald Feickhert: Well, initially, when it started to get better, it got better where I had my focus on it, right? My focus, eight months ago or so, was very much in providing sales and service training. These little wineries, they have a tasting room, like a cellar door. You might have been in a couple, and so they're very reliant on the frontline staff to be able to sell the wine, right? Well, that's a real skillset, and people, not many as you know and I know, there's not many born salesmen. Most people actually have to learn the skill somewhere along the line.
Here's what I used to do, I sit down there, and I used to teach them how to sell in a non pushy way. Because, wine's about family, and friends, and relaxing. You don't want a car salesman there doing the job on you. That's how it got started, and then once it was rolling, then I suddenly realized what ... Actually, that's not quite true. Going back a step, one of the reasons that I was looking for your solution is, because I could see that sales was harvesting the crop, marketing was sewing the crop, right? There was a big disconnect there, and I didn't have the skillset. I didn't have the skillset to do that. While I'd been looking for marketing help myself, you also solved my problem with helping my clients.
I'm still, I'm only scratching the surface of that. I'm able to give good advice now, and I actually generally send my guys to specialist contractors to get things like Facebook, the business end of Facebook, the pixels, and that kind of stuff, and analytics. It's not where I really want to go. I give the advice, and I monitor it with them, and look at the KPI's around that. That's, I'm about, I'd say, I'm about 50% of the way through there, where I would like to end up. But, as we talked in the prelim, the real issue that I've uncovered is the attitude, is the mindset of the owner.
I'm back to where I started out, where I can see that their results are totally dependent on what's in here, and in here, in the heart. That's been really hard for me, because I've had to then be totally non ... In some ways this sounds weird, but really, really truthful with these guys. Telling them exactly what I see, because if you have, internally, if you have this fear of rejection, you don't like going there. Because, when people go, no, I don't think I'm like that, then you feel like you're being rejected. They're not taking your opinion, accepting your opinion.
The last two clients, I have made myself be brutally honest, and I though, if I tell this guy that, he's gonna cancel the contract, and I'm gonna be out of here. Do you know what? The reverse happened, they went, "Really?" I go, yeah. But, I just recently had a guy whose got a massive business in my sector. He's a really skillful guy, but the way he handles his staff is diabolical, do you know what I mean? I had to actually sit him down and go, look ... I won't name names here but ... You're the problem. "What do you mean I'm the problem?" I said, well, you're not clear with your people, you never give them any encouragement. Your style is that they don't hear anything from you, and if it's wrong, you beat them up.
They're disconnected, they're not motivated. You're only getting 60% of what you could be getting. If you just changed your style a little bit, if you actually looked for the positives in what these people are doing, and you have real clear goals, like we have, about what you want, what your expectations are. Then, if you do a weekly, monthly review with them, you'll be able to compliment them on good behavior. If there's problem, well, it's just a redirect. It's not like, there's nothing wrong with the person.
Then, he's going, "Really?" I'm going, yeah, it's pretty simple. I said, read the One Minute Manger. Take you half an hour, and you'll have it for life. I was surprised that he took it onboard, and I could see the changes in the business now, and I've lost my fear of being really, really honest with people about stuff. I'm losing that fear of getting a negative, what I, in the past, would have perceived as negative, sort of a rejection thing. I can't be a consultant, and not tell people the truth. You can always package it well, but you still have to tell people the truth, that's what they pay you for.
Not everybody's gonna be able to deal with, but such is life. You're better off to dealing with the ones who can work with you. That's been a really interesting lesson. That's kind of where I am, Sam. You asked [inaudible 00:23:57] That's, I'm realizing now that I've gone, almost in some ways, I've gone full circle. I fixed my major problem with the program, and now I'm able to help people with what I think their major problems are. They're own attitudes, their own vision and focus on things. It's fascinating. It's made work really interesting.
Sam Ovens: Well, that makes sense, because that was your problem, and it was like, it all stemmed from your attitude really, and-
Gerald Feickhert: Yep, absolutely.
Sam Ovens: Then, when you fixed it there, you eliminated the source, or the root cause, and then it's branches are eliminated too. How do you, now you explained that one example there, which made sense. This guy was having problems with his team, probably thought it was the team. But, you were able to see that it was him. What are some other examples, and ways you've been able to see that in other clients?
Gerald Feickhert: One of things, this becomes very obvious. I'll give you a bit background. If you have wine business, right? Obviously, one of the key guys in the wine business is the wine maker. The wine maker is an absolute technician. He's a real specialist guy. He's, by nature, he's very detailed, he's very conscientious, he's got a fantastic palate, his senses are all tuned up. He tends to be, in terms of personality, he's usually very introverted, and he's usually very detail and task oriented, right? His people skills are usually not that honed.
You can imagine, when that guy's running the business, what the customer service is like on the front end, right? It tends to be mechanical, there's very little warmth. There's usually a process in place, but it's a fast food, sort of an in and out deal. To survive in these businesses, you actually need the relationship between the business and the client to be really good. It's got to be almost family. If your frontline people are not giving that love to the clients, then the clients won't join the club, and the club is like, you agree to buy a certain amount of wine a year, and they give you a chance to go to events. It is, it's really like a family.
If that guy's attitude, if he doesn't understand that's what the business is actually about, it's about those relationships, the frontline business is a disaster. That's what I have to fix all the time. It's just because, that's the way the industry's grown, right? What happened was, first it was little farmers, they grew grapes, right? Then, the big companies were buying the grapes. Then second generation comes along, I'm talking guy probably born in the 60s, they became the wine maker, right? All they know is, they know growing grapes with mom and dad, they know I went to the college, and I've done this one course, so I know that.
Now, they're having to learn how to sell and market, right? You can see all the skillsets just don't quite match up, and the personalities don't quite match up, so I've got lots of work to do. I can go in, seriously, I can go into a cellar door, into a tasting room, or I can send one of my staff in there to do a report, and I can tell on one visit, 45 minutes, what the problems are, what the attitude problems are, what the focus problems are. I think in all business, there's tools, like these KPIs, you have it. You can analyze situations, and go, wow, develop those tools, I know exactly where to look. Does that answer your question?
Sam Ovens: Yeah, it does. You do, your strategy is basically to go and see the front. To go and see the, it's like a general in an Army, going to see the front of the front lines of the war. Most of the time, managers are very removed from that, and they see reports and things, and they're totally oblivious to what's here. You just go and see it, and then from there you can discover the problems, and go back and provide the truth to the owners.
Gerald Feickhert: Yeah, so I don't know if you know that saying, but I think it's in Switzerland, somewhere they go, the fish stinks at the head first. That's what I've learned, and so you can understand it. A guy that's really specialized on process, on making beautiful wines, and he's really detailed and introverted. He's a lot like tax account, he's looking at the data, and looking for numbers. They just don't have strong people skills, and so they can learn them. But, I always find that in the majority of the cases that's where I have to put the emphasis, is to get these guys focused on the customer experience, on andding customer value.
The crazy thing is, if you put the wine maker out there on the tasting bar with the clients, the clients love the guy. Because, he just, he lives and breaths the wine, right? Even the most shy guy, because he's comfortable with that thing. Once the customers start questioning him, and he can start to talk, and relax, and lose his fear, this guy's having a ball. I make them. I say, you have to do two shifts. You have to do two shifts, one during the week, and one during the weekend as part of our agreement. You have to go there onto the front line and deal with. They go, "Oh, do I have to?" Yeah, do you.
Because, you're getting feedback on your product, you're getting feedback on how your team's working, what your customers think, and that's like a magic elixir. That's probably, it's not really, I guess I led them to it, but they're doing the work. It's just like you with us, you just lead the horse to water, eventually it drinks. Exactly as you described. I go and have a look like the general, and I can pretty much tell within 45 minutes what the issue are.
Sam Ovens: It's funny you said that, because that's pretty much my problem too. Because, I'm introverted, detail oriented, like to be removed, and analyze, and observe. But, I have to also speak, and make myself known, otherwise people don't believe, don't even trust me, or like me, or anything. That's part of the reason why I do these interviews. It's like, that's me seeing the front, which is exactly what you're getting those guys to do too.
Gerald Feickhert: Yeah, the thing is with, Sam ... Sorry.
Sam Ovens: You go.
Gerald Feickhert: I was gonna say, in your case, because you've been really honest with us about your journey, and going from being very quiet, and really struggling, and really having to conquer yourself to do some of this stuff. What I've noticed though is that, people that are honest with themselves, and they recognize they have ... Well, it's not a problem. It's just what it is, right? But, when you recognize it, it's like you, I think we all over compensate. You become a better presenter, and better at dealing with that stuff, because you've actually had to develop it from scratch. Where, someone that has it naturally, doesn't really know what they do. Does that make sense?
Sam Ovens: Hmm.
Gerald Feickhert: When I was, I worked in ski schools when I was a young man. What would happen was, they would, the ski school would go, "I need some ski instructors," so they go and find the hot shot racer guy, right? He's just at the end of his racing career. He's like 27, 28. They put these guys in the ski school, they're a disaster. They're an absolute disaster, because they learned to ski when they were three with their mom and dad, and they've developed all these skills, and they don't know what they're doing, they're just fast, right?
The guy, the top notch ski instructor in the school, is the guy or the girl that had to struggle, the one that wasn't physically talented, wasn't, just they had to spend five, six, seven years of grafting away, and learning piece by piece. Now, those guys, they can analyze your problems, they can tell you exactly what you're doing wrong. They can look at your ski down a slope, five minutes later they can tell you, you need to work on this. It's just, hey, it's life. It's what you do with us.
Sam Ovens: That makes sense. How do you get clients with your business?
Gerald Feickhert: That's been a really big hurdle for me, because my clientele are 50 to 65, right? They're still like the economic buyers. A lot of them have got kids, but they still hold reins of power. These guys are kind of a nightmare, and girls, because they had to get online. They get emails, and even emails they don't bloody answer half the time. To try and do anything on Facebook with them, it's really hard to get them. You might get the marketing girl, right? But, if she's turf protector, then when I come along and start suggesting, it's like the warning, the flags go up. Who is this guy? Do I need him like hole in the head, he's gonna challenge my position, and stuff like that.
I've had to try different things. I got a little bit of a reaction off lump email. But, mostly it's word of mouth. What I do is, I go to the regional ... These wine goers ... In Sydney, and there's 120 of my target guys sitting there. What I tend to do [inaudible 00:33:40] because, I don't like cold calling, just turning up, because they get a lot of that sort of stuff. What I tend to do is work with their association, and I offer the association workshops, so I do sales and marketing workshop, and then I invite, their association invites people in. It's not a bigger, I get a couple of K for the day.
But, what I do is it get qualified leads, so I get their email address, that's part of the deal. I've been going on value with these guys all day, and I'm pretty good at having a good time with them every day, and get good business out of that. That's my best strategy. I'm always looking for what I can, what you've been teaching is, I'm always looking for more ways I can do that. I'm starting to see green shifts with their kids, so your age. What are you know, Sam, 30, 31?
Sam Ovens: 28.
Gerald Feickhert: Are you 28, oh wow. That's amazing, 28, and what you've done. Maybe a tad older than you, but they're ... The bottom end of, what is it Gen Y, so the 35 to 45. They are more tech savvy than you might think. There's just not so many of them. I'm starting to get a bit of traction with those guys, and they will respond to the Facebook campaigns, and things like that. That's my next step.
Sam Ovens: Got it. What was your, like the internet connection broke up a little bit when you were saying the method you've been using. I heard you say that you'd get these guys, and sit down with them, and get to know them. But, how did you connect with them? Did you lump email, call them, email them? I missed that part.
Gerald Feickhert: Yeah, I tried doing cold emails, I tried even doing warm emails, right? None of that was getting any traction. It was really, I don't know, it was just, it's because these wine makers, who are usually the economic [inaudible 00:35:44] the financial controls in the business, they're very focused on what they do over in their warehousing, right? They're probably in the office maybe on hour a day, and they'll be looking at figures, and bits and pieces, so they're very difficult. They're not engaged on social media, and they're quite insular, and they're older. They're not tech savvy. A lot of the strategies that you have that work, don't work that well, not the IT strategies on this group.
I, through trial and error, and I had a little bit of, I've got a little bit of reaction from lump email, because hey, they get a letter, it's got their name on it, it looks interesting. It's open, so that definitely works. The reaction wasn't as good as I hoped. Then, I went to their regional associations, and I said to them, guys, I want to run a, or would you be interested in me running a sales workshop, service workshops, and marketing workshops, and they went, "Yeah." Because, they have major bottlenecks, right? They have major problem areas in the business.
I would run half day to day seminars, and I would have a chance to really meet the people. I would form a relationship with them during the day, I'd get their emails. Then, do the followup, and I've had a lot of business, a lot of ... Because, right away I would send, I said to people, look, I don't do one offs. I'll come in and do a half a day training if you want. But, I generally, I have a 12 month program, because the issues that you have are not fixable by one little staff trainings. It's a whole raft of things we need to do. My sales process can take a little bit longer, but the end result is that I get 15 to 20 grand out of a client.
Then, a lot of my relationship, I carry on, as we all grow together. I have to do quite a bit upfront, and it is a longer process. Because, we're talking about a lot more money, and it's probably a little bit more challenging for these people, because they know they're gonna have to go to their uncomfortable zones. Building trust and report, and all that for me, is really important first, and establishing myself in their eyes, as being capable. Yeah, the process is long, but the end result is really good. I'm happy, and I think that I can, once I have my offer to a really tight viable offer, that I can deliver without me having to do it all, then I can upscale the business. I've got the model, but I just, it needs tweaking, you know what I mean? But, it's fun, I'm enjoying myself.
Sam Ovens: Got it, cool. What would you say has been the most transformational part for you, going through the Consulting Accelerator program?
Gerald Feickhert: Mindset, because without that, if you don't fix the, let's call it the survival program. If you don't deal with that, it will run your life. Because, you know, what we use, you heard this, we use, they say 10% of your brain, I believe it more like 3% of our brain. There's this massive amount of computing stuff in the brain that's doing something. It's doing something other than just control your blood pressure, your cell repair, all that kind of stuff. It's busy doing other stuff. One of the things I think it's doing is, it's protecting you. It's protecting you based on your input.
If you go, oh, I'm scared about doing that, and it's always been hard in the past. It goes, okay, well, we won't do it. Until you deal with it, and go, mate, I'm the boss here, and you need to to do as your told, and I'm gonna just, I'm gonna whip you through it until we fix it. But, as soon as you do it, it goes, okay, you want to do that, that's important, fine. I'll let go, let you do it. Then, it even, then you, as you said again, if you ... Initially you have to go through and create the habit. You have to force yourself to do it.
It's like going to the gym. You've got to force yourself to get up at 5:30 in the morning, and get that sorry ass down to the gym, and do the work, right? But, after four weeks, five weeks, you go, oh, it's 5:30, I gotta go to the gym, no problem. There's no resistance anymore. I think what I got out of yours is, it's just overcoming your own resistance to this stuff. When you do that, and you've got all the tools there, you just, I guess, you realize you need the will power. You need the will power and the, as you've often said, you got to bite your way through it. It is, you have to be honest, it's uncomfortable in the beginning. But, as soon as you see the shifts, the green shifts, then things change, so thank you.
Sam Ovens: No problem. What would be, you've been in the program for a while now, and made a good transformation, and I'm sure you've witnessed a lot of other members in the Facebook community too. What would your number one piece of advice be for them?
Gerald Feickhert: To summarize it, self worth equals wealth. You can't be wealthy, and abundant, and successful, until you fix your self worth. Yeah, they're like a magnet. If you don't feel it inside, you can't have it on the outside. Take the tools, take all the tools, especially what you can, you've got great processes, you've got great knowledge, you've got all that stuff. But, none of that will be highly successful, until you remove your own inner demon. The thing that blocked.
We're all different, we've all got different blocks, but we've all got one. Because, otherwise why would we be talking to you. We recognize that we've got a block, and for me it was definitely, and I know there's a lot of others, because I get feedback from the group. There's a lot of other people out there dealing with this inner, I guess it's fear, let's call it fear, because it holds you back. When you deal with it, you can have whatever you want.
Sam Ovens: Got it. That's good advice. Well, thanks a lot for jumping on, and sharing your story with me. I'm sure it's gonna help a lot of people in the consulting community, and probably inspire a lot of people to start their own consulting businesses too.
Gerald Feickhert: Sure, and I'm always happy, I can talk about the tools, and the processes, and all that kind of stuff for hours, all right? If anyone wants any help, I'm happy just to give them the time for free. I can point them to different resources, or give it to you, and you give it to them, I don't care. If I can help, I've had lots of help, I'll give it back.
Sam Ovens: Awesome, thanks for doing that.
Gerald Feickhert: All right.
Sam Ovens: Cool.
Gerald Feickhert: Good to talk to you, Sam.
Sam Ovens: You too. See you later.
Gerald Feickhert: See you, bye.