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How Blake Went From $1.4 - 2.3 Million In Two Years

How Blake Went From $1.4 - 2.3 Million In Two Years

Summary


How Blake Went From $1.4 - 2.3 Million In Two Years

Niche: Helping financial managers operating companies with 10-100 employees, improve efficiency by implementing software, print services, and data integration. 

Here's what we cover:

1. Where Blake was before the program and how he got into his niche.  

2. Why Blake is a huge believer in cold-calling to land clients.  

3. The process Blake uses with cold-calling to gather information, set appointments and land clients. 

4. How to practically expand your mindset and belief system.

5. How to practically expand your prospect’s mindset on a sales call. 

6. Blake’s strategy for running effective in-person sales calls. 

7. Long-term client relationship building strategies. 

8. Blake’s vision for his business. 

Blake’s #1 piece of advice for members:

Remember...it’s a numbers game and you need to dedicate yourself to it. 

Enjoy!



Transcript / MP3

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Nick Hauser: Welcome everybody, Nick Hauser here, and in today's interview I want to be sitting down with Blake Hooper and Blake is a member of our consulting accelerator. He joined a couple of years ago now back in 2017 and in just two years when he joined, he was already at the seven figure level to where we're currently sitting now. He's made 2.3 million, so he's at that level with his business, which is an incredible transformation. We share a little of different levels of where people join in this program, but still to double, you know, double from going from seven figures is really amazing. So we're going to jump into exactly what Blake does and it's kind of unique and different from some of our clients you might see in some of these interviews and like as a really great background that really helps them do a lot of this stuff. So the first thing is, you know, Blake, how are you doing today? Blake Hooper: Hey Nick, thanks for that introduction. There is starting to be here with you. Nick Hauser: Yeah, no, no worries. So yeah, we were chatting earlier and what Blake actually does is he helps it managers and cfos get their efficiency up and you're really helps them, uh, take over the service for their technology software, but he's got a unique new way of doing it that helps leverage his time as a business owner consultant and allows them to just to sell the product at a high ticket service. So there's gonna be a really, really cool interview. And again, like I said earlier, it's just a bit different than what we typically get with some people might be doing marketing or a form of life coaching. Um, you know, Blake's got a unique, kind of a unique niche, unique niche and unique offer. So the first thing, I guess before we jump in, can you tell us a little just you know, who, who it is that you help and what do you help them do? Blake Hooper: Yeah, so I sort of ranging on that 10 to 100 head business, helping out our team managers, financial controllers, business owners I sorta sorta targeting on that area because I'm getting to the decision maker and able to have business conversations with them. So what I essentially do is help people. I've got a couple of businesses, but that one is my core one that that's doing the two point two point three, two point four a year in revenue. Um, but essentially I help them get their printing order, so provide a manage print service so that they don't have to worry about the equipment, the service, know the, and then they just pay it, uh, at a cost per print. And then also we look at workflow software and basically any sort of technology that helps them get more efficient with their document management and the integration of data into their systems and stuff like that. Blake Hooper: So we've got a got a range of products that I saw through a third party vendor. So essentially I'll do the contract with the customer, understand their problems. I can't be the solution to fix their problem. And then the implementation, the service all then runs from a third party provider. So my, my business just just puts margin on it and then moves onto to managing that customer on a additional services they may require, but uh, essentially moves onto then just keep selling and not need to be there to run all the poor. The, I suppose I'm leavers that are needed to get the service to the customer. So. Nick Hauser: Nice. So you have like the printing and the other technology software. Can you give an example too of, you know, what was like a problem that when the business was facing. So people here like, you know, just like a raw, like raw example, what you do. Blake Hooper: Yeah. Look, a lot of the time I'm. One of the biggest problems that we find in the, in the software side is that there's a lot of manual intervention. So you've got customers that are entering data themselves into a system based on maybe an order that came in or some accounts payable. So invoices. So what you can do, I suppose a lot of the time, depending on the volume that's coming in, you can essentially automate that. There's no need to have someone sitting there typing in data when we can have a file dropped into a hot folder, it gets read by the software, the software goes through, it takes the meaningful data out of there, implemented straight into your, uh, your system there. So then there's the cutting out of that need to manually type stuff inside. One area that we sort of helped with the workflow and approval processes that can go off the back of that. Blake Hooper: So that's sort of on the software side and print people just don't want to have to worry about it. So for us the biggest problem we find is people don't do it very well out there. So it's about finding customers that have that pain, an issue that they're just not either happy with their current service provider or they want, they want something more, they want additional service or they want faster service or, or, or whatever it is that we can sort of pull out of him. But the main issue we find is, is either people that haven't got a good system in place, they're trying to, you know, they're buying little printers from, from their local suppliers and, and then paying for service providers to come out. They don't have a package, whereas we can offer it as like a cost per print, a pretty much like, I suppose how facebook does pasta you say free and that includes the machine, the service and everything like that. So we can wrap it up. So there are two parts, real, uh, to sort of moving past the business that we focus on, on helping customers with. But that's sort of, yeah, who we help and where we're looking to sort of help them out. Nick Hauser: No. And you know, you just mentioned the kind of size of the company. Is there any specific type of companies that you typically find have more of this problem? Both of them in the print, in software side or, or one or the other? Blake Hooper: Yeah, definitely. So you know, you're going into like a logistics company and they're going to need that software integration, but they're also gonna be printing a fair bit. So they're a perfect sort of niche to zone in on, you know, you look at your lawyers and your accountants, they're always going to be printing. So you really need to sort of zone in on those people that are going to be printing. You're not going to go to your local takeaway shop and try and try and approach them because they're not going to do it. You know, your cabinet makers, that sort of stuff. You want to stay away from them and get more into, I suppose that corporate sort of business where they do have policies, procedures and they're always looking to make them more efficient. Uh, and then also, as I said, zoning on that 10 to 100 a head count and it's a little bit broad, but it really does help keep me dealing with the right, the right personnel. Because the last thing you want to do is have too many decision makers and stakeholders involved in your work. Because because you've got to get in, you've got to basically identify the issue, you've got to speak to the right person and then you've got to present the solution in, in a way that separates you from the competition and you want to be doing that with, with the right personnel. And I know, um, you know, it was people wanted me to have this interview was, it was in the comments and stuff like that from one of the posts I posted where I did a contract for $167,000 over a five year period, contracted it. So it's, um, I suppose it's finding that sweet spot and finding how you can do it in the easiest way possible. Trying to focus on this and also a sales training for business owners and sales teams means that I, because I sort of, I'm so zoned in on just the sales process, it allows me to have that extra time to spend a, you know, three or four days on that and, and two, two days on the other side, helping businesses improve their sales processes. So it gives me, yeah, two angles to go at, but I really need to sort of keep the revenue number up higher so that I can focus a, I suppose I spend the least amount of time generating the income from that business. Nick Hauser: Yeah, that makes sense. How did you get into something like this? You know, Blake, before the program, uh, I think you were running the business too, but it even a little before that. How did you segue into a field and it's. Blake Hooper: Yeah, so I'm a bit, I'm a bit of a serial entrepreneur. I'm always looking for that next opportunity. And I was um, I was working, I worked for a photocopier company for, for a business owner who had a bit of a, I suppose the smaller small business running and I started to learn from there and then I got poached across to um, to sell for Pitney Bowes. I was a sales sort of account manager at this, this point selling mailing machines and you know, we don't do much mail anymore, but it, it really sort of was, was killing me at this time because I'm trying to sell machines. Like it's like selling ice to eskimos because no one really needs these products. I'm in Australia and Australia post has a product that they give you for free that you just fill it out on a piece of paper. Blake Hooper: And I'm selling these things called Frankie machines, the machines. A lot of people, I didn't even know what they were when I started. I had to research it. But, um, I, I was just in this like sort of state of depression and trying to sell something. I knew I did so much better at sewing photocopiers that I was just sort of in this place where I needed something different. And um, it was then when I sort of went, you know what, I'm gonna I'm gonna back myself at $26,000 to my name and what? I'm going to go out on my own here and I'm just going to sell photocopy of services and the software that goes off the back of that and sort of went in. It sort of happened by accident, if, if, Nick Hauser: if you know what I mean? Yeah. So. Okay. That makes sense. You came in here and we discussed earlier, what was your main method when, when starting out more so to four unit for Atlanta, University of clients? Yes, Blake Hooper: so I'm a, I'm a big believer in cold calling and door knocking. I'm a bit of email, a little bit of Linkedin, but getting out there and getting in front of customers really gets you your confidence up, but you can see things, especially in my niche that you can't, you can't sort of see on a phone call. So door knocking for me has been a huge way to drum up business and I'll do that by simply knocking on a door, getting into the receptionist there, finding out who actually does a looks after it, within their business that the decision maker and then I can sort of scale around a little bit and see what's there. I can see if someone has a photocopier at the moment then you're looking at who your competition is. Is there any problems? And in my business, because you're doing a five year contract, you're always sort of needing to get that timing right. So you needing to getting at the end of the contract and, and that's when you, that's when you can bring them across the um, for me that getting out there and door knocking really builds your confidence but it. But it's a great way to sort of a build relationships and find the people that you need to be dealing with. It's a numbers game, but at the end of the day. Nick Hauser: Yeah. And so like when you say door knocking, that you show up to their office and then speak with the receptionist, Blake Hooper: show up to their office, knock on the door, and at that point sometimes you might speak to the decision maker on the spot, but a lot of the time you were in there just looking, looking for information, drop your card off. Then when you calling back at warms that call up a little bit. So it's a, it's more like, hey, dropped in, drop my card off and now you've got that in. Rather than, hey, I'm calling and I want to talk to you about this. So at least you've got that sort of quick intro. And then he's singing, he's dropped the car off. He didn't just catches them a little bit by surprise. I think it really does help to, to have been in there and knocked on the door in that first instance that you can say that you've been there. It's just a bit of a psychology thing. I think that that keeps people in the gear. So yeah. And somebody asked him Nick Hauser: question in the, in the group about this too, um, they were referred to follow up something else or should they do cold calling to the nod. So I'm glad we got to. We got to this point right now where like we're diving into it did, was it something that came natural to you, like a cold calling door knocking, showing up or you know, you're good at now, right? At two point 3 million. Two point four. Can't argue with you here. When you started, what were your initial experiences like? Do you remember any of those? Blake Hooper: Oh, to be honest, that's how I started off as a car salesman. That was sort of my first sales role and in car sales people coming to see you. Right? So you've got essentially people walking in, they've got an interest in your car. Uh, when I then started for the small business selling copiers, I um, I realized very quickly that I had the sales skills, but I didn't have that outreach method. Uh, didn't know how to, um, I didn't know how to get people engaged and find people with problems. I suppose, so I spent about, um, like in that training period I just spent my whole time wanting to cold call. I was like, put me in with [inaudible] marketing team and just let me call coal and other people that started were very light reluctant. Those people. I started with three others I think at the point and um, one, the two weeks he was gone, uh, the other one didn't, didn't really succeed either, but they didn't want to get on the phone for me. Blake Hooper: I knew that I needed to master the phone, I needed to know how to outreach, learn to get out there in front of customers and speaking. And to be honest, I cold called for like probably a week and a half before I got my first meeting. I just, I just was like calling and calling coined is this even going to work? And then I, then once you start to learn off all that, so I'm talking like dial in like maybe a thousand numbers and then you really start to learn, oh, okay, this is what I got to do. And um, that was that an initial initial thing that I, that I needed to get in order. So that's something that I teach to, um, sort of sales teams do it more in Australia because that's sort of what I don't want to be too much of that worldwide. So I like to keep my sales training to that Australia strange sort of market so that I can fly up to Queensland or, or whatever it is. Blake Hooper: Um, and so what I, what I teach is sort of the APP out a unfair sales position. And I teach these five things, um, that pretty much the core of it. So I believe if you can get your outreach, um, system down pat, you get a repeatable system that you can use for outreach to get in front of customers. You've got to have a big promise. Something that really gets people hooked that, that really can help them. So you've got that big promise. You can just leave it out there, especially when you're outreaching to customers. Then got a unique mechanism more in the sales process where you got that mechanism to really be unique and separate you from the competition and then it's building a relationship there so that that's sort of the fourth step is having a relationship, getting a relationship with a customer where they they know, like, and trust you. Blake Hooper: That's when you're getting information that they're not even telling the competitors. And then the fifth thing is having a story to link it all together. That's why people love entertainment, helps invoke emotion. People just love stories. So if you can get those five things right, get your outreach, get in front of him, get the big promise, the unique can can to in the story or. That's what I really learned early on in my, in my business there was how to get that all together so that I had a repeatable process to just go after customers with. Yeah, and when you started selling copiers and says you have an example too of those, like those five steps in order from what you were doing. Yeah, so, so a lot of the time with that outreach you, you're really getting it. I suppose outreach methods is for me is the door knocking and the big promise is being able to like make their business more efficient, so removed man hours and give them a return on investment because people want simple, but they also want to reduce their costs, I suppose in their business that that's a huge thing. Blake Hooper: So if you're a big promises to create efficiency in their business that they are listening, they want to know how that, how they can do it better. Um, the unique mechanism is really for us, I use the three tier system, so it's about having a, having a 24 hour response system on this service. But uh, having like, uh, a call center that allows us to, to deal with stuff on the, on the, on the front foot, straight away, a second level so that we've got people remoting into their devices and working with them. And then the third level is where we've got technicians coming out on site. But our unique mechanism that sets us apart from everyone I suppose is having the best service in the market, being able to keep people up with their uptime that that really is and being creative and having that, that next step to be able to help them in their business to really increase efficiency and relationships. Blake Hooper: For me, it's always been about studying the psychology of sales and people and really knowing how to be a chameleon and build relationships with different individuals as quickly as possible. And the story is, is linking it all together about how, you know, how it came about that you needed to, needed to be at that position to, to help them to do not. I mean, it's about linking everything together to say, well, this is your current situation, but what we've done in the past and being able to help in these areas has really been able to help x, y, and zed company. You know, it's worked for them so it's going to work for you. So it's linking it all back together with a story that, that's what I really found worked, uh, worked amazingly for me. And gave me that unfair sales position to be honest. The biggest one in that number four spot relationship I think just just kills it and people don't realize how important it is to be able to build those relationships quickly because then everything else comes together really quickly. Nick Hauser: Yeah, yeah, I agree with that. So like the first couple of steps when you're meeting somebody, when you're either calling up the um, you know, you might get the gatekeeper or the secretary or wherever, where you door knock when you go in there with the intent that I'm going to speak to the decision maker or are you kind of planning on speaking to the receptionist? But if you get the decision maker, you're prepared. Sale. Blake Hooper: Yeah. Okay. So if we're talking cold call on the phone, I'm unprepared to talk to the decision maker but I'm normally feeling for information so I know that I'm not gonna go through and get straight through to a director, but I want to know his name. At least come away with one patient information. And if you can get his name from that person, then you'll then going through to the next level where you'd say to them, can I please have a chat to them and they might be blocking you at this point. And that's where you've got to get good with dealing with, I suppose what we call in the industry gatekeepers. So it's about blocking are all finding ways to get around that person. So they might put you straight through at that point, but a lot of the time you got to call back two days later and just ask for that person. Blake Hooper: And then sometimes you're going to be put through, sometimes you're not. I've got like, I suppose I'd built over years and I'll give you a sacred. It's that I learned very quickly that all had to sort of disrupt their pattern of thought because I'm a receptionist. Job is always zoned in on trying to not let you get to that director. Got His name. And, and my, my example that works for me is that I always say it's blake calling black hooper. And the reason I do that is that second blake cooper just puts them off of patent a little bit and they get a bit flustered and a lot of the time they'll put you through at that point because their question that's always going to be coming back to you there is who are you and where you're calling from. So if you can disrupt their pattern there and come up with a way to get through. Blake Hooper: Like sometimes I spell my last name out. So hooper that's good with the h like it. Anything to distract them at that point to get you through to that, to that I'm person that you need to be speaking to. But sometimes you got to get creative, you've got to go through Linkedin, we've got to add them on linkedin. You got to, you know, go that method or the door knock someone's. You just run into a director. But it's a numbers game if you know, if you're calling 20 times for that same person will. There's a lot of businesses out there. There's no need to keep going after that person. Write them off. I'm not, I'm not wanting to give up easily, but um, sometimes you just gotta think where, where's the money at, where, where can I go off to someone else, there's enough business out there to target that. Blake Hooper: You don't need to be stuck on trying to get to that one decision maker and, and sometimes people fall into that trap of trying to get to that one decision maker and then because it becomes easy, they know the outcome, they know the result they're going to get. They just keep chasing that one person instead of saying, alright, now it's time to move onto something else. Psych in followup. People are always trying to follow up that, that same person because they know that they're probably not going to go ahead. For me, you've got to have a, the mentality or the mindset of, Hey, I've got to drop people and run to the next person. Once I find out there they're not going to be a viable source and not take the easy route of, of calling the easy customer that I know the outcomes probably going to be a no, but I've just, just want to keep chasing that to fill my time and feel like I'm doing something right. They will fall in that trap all the time I think. And it's about trying to, um, remove yourself from that and, and, uh, go for, go for what you need to go for and that that's a new decision makers so that you can start another meaningful engagement and stop wasting your time on, on those other transactions. Nick Hauser: Yeah. When you do it, somebody calling you trying to get the decision maker but you get the gatekeeper, you know, ms dot some creative ways. But is it just calling them up like again, just kind of being relentless or is there an actual way to say a few things and get them to be like, you know, delay you through or have them give the email address and say, hey, you know, he's not here right now, but you know, you can shoot him a message. Like how does that actually work in practice? Blake Hooper: Just know the creative ways that work for me and, and everyone's different. So, you know, you've got to go with what works for your personality. I'm, I'm, I'm not a huge person to build relationships with gatekeepers and some people will and it works well for them. I'm more to the fact that I like to go a little bit undercover. I like to sort of try and slip through. And so the first tactic when I'm asking people, I'm saying, Hey, can I speak to John? John Smith for instance? I'm trying to, um, make my voice sound as much like we're mates, you know, like, just need to, just need to have quick Chit Chat to, uh, to John. Like, I want them to think I'm really casual, relaxed about it so that they're thinking, oh, this guy knows John, so that, that's one of the tactics. The other one might be that you're calling the receptionist, uh, on hopefully their lunch break because you want someone different. Blake Hooper: Another one is to, to ask to be put through the sales or accounts and then try and go through. So look, there's heaps of ways to try and get around the gatekeeper and there's multiple stakeholders in a business all the time. So maybe that one person you chasing, you need to try and get someone else first. Um, look, there's, there's huge, huge opportunities to try different methods. So you don't just want to keep calling and calling for that result that you know, it's going to be, it's not going to be favorable for cyber rule for you. You wouldn't be looking to get creative and find other to get to that decision maker. Like sometimes it's a Adam on linkedin and try that way, you know, try, try three or four or five ways if it doesn't work, move on to the next business. Nick Hauser: Yeah. And do you focus on like tonality at all when you're doing these calls? Blake Hooper: Yeah, definitely. I'm a big believer that people are drawn to people that are similar to them. So if, you know, if someone's speaking fast on speaking fast with them, it's, if someone is, you know, very, um, high pitch, then, you know, I'm, I'm not gonna, I'm gonna sort of a sort of dropped that a little bit myself. So I'm always looking to, to be as much a light, my, um, my customer so that we're building a relationship and rapport from that, from that first instance. Nick Hauser: Nice. And is there anything to like, because you mentioned when you first called up to interrupt their pattern, is that like you stopped them? He said this is, this is Blake Blake Hooper Kinda like you raise your tonality a bit to be like, you know, it's like asking that question without asking you a question and they're sending blake hooper like, dislike should. Yeah, should I know this guy? Blake Hooper: Yeah. True. And, and that, that probably happens with some of this stuff happens without even realizing you're doing it. You've just done it so many times that you finally build that, you build that in to your, to your repertoire I suppose because it works. You're just starting to go, hey, wait a second. If I try this, it's been working more times and it hasn't. So it's about testing and like I've taught a lot of, lot of telemarketers as well, so because I've done a lot of cold calling, that's sort of my grassroots, um, a lot of telemarketers and they um, what works for me doesn't always work. Sometimes they grow how to, how to change it for themselves, if that makes sense. So some of the stuff that's working for me needs to be slightly adapted and then tested for yourself to say to see if it works. Nick Hauser: Yeah, that makes sense. Kind of like anything when you, when you're talking to somebody and you said, you know, there's some chameleon ways to build rapport and like match them. What if they get, you know, make sense of, like if they're, if they're happy and playful, you're kind of the same way. If they're a little more relaxed and quiet, you're the same way. If they're really high, pitched in there talking to yell at you to do the same thing, what if they get angry at you because you're calling them? Do you match like that too? Or do you kind of just go with a friendly route and Blake Hooper: if someone's angry, I'm looking for a way around them on, you know, I learned at a very early, early point in my, um, my selling, I suppose was not to not to allow any emotion to get into it. Like businesses I believe need to be your business decisions, need to be emotionless or as much as they can be, you know, that way you can move onto the next one and look, if you get an angry person called back in a month's time, you know, they might've been having or two days' time, it might've just been having a bad day. So look, once you get those people are that are hell bent on not letting us through, looked at, they've probably not going to let you through. Do you know what I mean? You need to get creative. Kinetic taught with another way. You need to be going through the accounts department and trying a different personnel in the business and sometimes you take a lot of pride in being able to get around that person. Blake Hooper: So it's a bit of a game, so you want to try and really get around them. But, um, look, again, I'll say it again and my nature money, she's a, is very competitive. The quite large. So while I'm always like, yeah, next, next. Do you know what I mean? You don't want to get, um, you don't allow that emotion to come in and say, I've got to beat this person. You don't need to beat that person. You just need to find another person to know what I mean. Someone else is going to let you through to speak to the decision maker if you spend your whole day speaking to a receptionist. And I'll give you one big pitfall that a lot of people fall into. They think because they get along well with these, um, these influencers. Sometimes receptionist might want to, um, want to really reign it in and pretend that they look after the situation. Blake Hooper: They look after that part of the business when they really don't. You've got to be able to identify quickly that they don't, um, a lot of people fall into that trap and then they, they get stuck with research and that's constantly, and they're not, they're not speaking to people that can actually make decisions. So that, I suppose big four to be conscious of, I don't think just because someone's nice to you on the phone and you've, you know, they sound like, oh, I'm going to help you and I want to get you in with the manager and all this sort of stuff. They're just, you know, it's probably either that they think they can or maybe their way of keeping your way, you know, so it's about not getting stuck in the wrong position in a business. You've got to be speaking to decision makers and you've got to find out, find a system, a repeatable system that allows you to get to those decision makers and so called in to scale things up. Blake Hooper: He joined accelerator and we're working with the program. Um, you know, how'd you start taking to the next level from just doing the door knocking and cold calling? Yeah, I think it was a bit of that. Linkedin sort of moved me more towards using linkedin a little bit more, um, in my outreach, but a email, a little bit more email as well and I think it helped me a lot with copywriting. So, um, being able to just craft my emails in a, in a much better format. Uh, I like Sam sales process, you know, I have my sales process but I do like to learn other people's and just see where. Yeah, where I can, you know, I'm, I'm a big believer that you need to pull heaps of little things from, from everyone. So I just pulled a little bit here, but I think we're, Sam helped me the most to be honest, is the facebook marketing, being able to market and not, not so much for the it business. Blake Hooper: I've, I've tried a couple of little campaigns there, but for me it helped me be able to market my sales training business so being able to get myself out there so that I'm training sales teams, a training business owners on one, but allowed me to, to build a bit of a following, a, an audience and market to those people and I think some of the stuff with facebook user, so it's a lot of testing so you really gotta know what you're doing and understand the platform and seeing gives you a good overview of that and you can sort of learn a lot from what Sam's doing. Sometimes I'll learn the most from other people's advertising, if that makes sense. Like you're looking at sands advertising going all right. Yeah, that's, that's what he's doing there. That's the is pointing there, that's why he's trying this and for me it's like, you know, researching as many people out there as possible and then I'm bringing it back to Samsung rule set and then, and then following that. Blake Hooper: So I think that's, that's been a huge contribution to my other side of the business, which is the sales training side with the sales and so too, is there anyone that you, like you said sales teams smothers. There's anyone you'd like specifically work with? Typically? Yeah. Look, I'm more on B to b business to business because my grassroots or I suppose my, my niche and where I can really help people out is in that is in that sales side of getting into that business to business where you're, you're making that outreach call. So I've got, you know, the methods to be able to get people in front of customers and then then comes the sales process after that. And it's about really starting to uncover pains while building that relationship. Um, so yeah, for me, I train salespeople in all different industries, but for B to b sort of where it really, really works the best for me because businesses are looking to improve their, um, their new business. Blake Hooper: And that's one thing that I just spent my whole life my whole time just focused in on getting new business, getting new business to the point where I've got a huge customer base now that you're getting phone calls and referrals and stuff like that. But businesses want their sales team to be able to go out there and get new business because everyone's scared of doing it. Everyone's scared to get on the get on the dog and bone, what, you know, as salespeople call, get on the dog and bone and make those phone calls. Everyone's scared to knock on the door and um, and see what, see what comes of it. And then people think because they tried it four times, it doesn't work. So it's about drilling into them that it's a numbers game. You really got to go out there and do it time and time again. Blake Hooper: And a huge thing there is, is helping people with their mindset and that that's what I learned a lot from Sam, is how important the mindset is. That helped me basically from when I started the course double my business. But it's also helps me in my training to help other people, uh, in, in building their mindset because so many people are so limited in the way they think they're not, um, they don't have a growth mindset. They're just so fixed and they, they don't want to try new things. Like they just so sort of zoned in on that 100 grand's all lock in 100 grand's the maxilla that that's huge. Whereas you need to be thinking much bigger picture. You need to be thinking much bigger since starting this business. I'm the guy who invested in like, I'm huge in investing. Like I invested in property after property after property. Blake Hooper: And then I went to, I suppose everyone got on that big home run, Ron, but I invested a lot in, in bit coin, but a lot also invest a lot in my learning. So it's like, I believe you got gotta you got to get your mindset right to, to understand the opportunities out there, build your business. And then how can you funnel it back so you don't have to work in 10, 20 years' time when there's no support for you or, or essentially be no support when you're, when you're a pension up, but to be able to build yourself so that you can, you can sort of retired earlier and then um, and then have that uh, opportunity to, to not have to rely on governments or whoever's gonna look after you when you're 60, 65 and, and passed that working. Working at. Nick Hauser: Yeah. How does, how does somebody, you know, at home right now watching this, they're feeling like they have a fixed mindset and that they're, you know, they're only capable of this much. It could be zero, it could be a hundred grand, like you said, or it could be higher depending on where they are. How does one actually expand the mindset? You know, obviously they can just say to themselves, well, I want to, you know, I can do more, I can be more, I won more. But how does it actually work when they have to go implement and make the change Blake Hooper: they need to start breaking down their limiting beliefs, like need to really understand why they believe that and then break it down and then create a new belief off the back of that because all of these beliefs have been given to us by our family, friends, um, the coworkers and we get these limiting beliefs from people that have had that belief and it's wrong. Do you know what I mean? So another huge areas, mentors, I'm learning from mentors and I'm like, seek for the amount of courses that I've enrolled in and paid, you know, upwards of four or $5,000 to, to have mentors to help me and do online courses. And then you know, that the youtube videos that you just go into and learning and learning and learning. And I think it's about learning. It's about knowing what your goals are and then reverse engineering how to get those things. You got to really understand it. What's your drivers, what's your goals? But then you've got to reverse engineer that and say, how am I gonna? How am I going to make this happen? And every time you, you look at something, you've got to look with that mindset of how am I going to make this happen? Not what if it doesn't work or, or have those, you know, those sort of negative negative thoughts come in. Nick Hauser: Yeah. And so that's like the salesperson side or you know, the entrepreneur side on the business directly. If you're on a phone call with the business owner and you're trying to try to gauge and figure out where they want to go and if you know, like they've covered admitted they had this big problem and you know, you can solve it, but there gap gaps where they want to go is very small and they don't believe that they can make a larger transformation. You know? How do you kind of engineer when you're talking to somebody to make them believe that they can achieve more than they are even thinking for themselves? Blake Hooper: Yeah. It's. I think it's about. Firstly, the relationship comes in hugely because if people aren't believing it can be done that probably not. They probably don't know you well enough. They don't like and trust you. I think that's, that's the big hurry you've got to get over. And I can't say a lot of the time I get people that don't think it's possible. It's more of the um, uh, normally, uh, and it's, I suppose sometimes it's about demonstrating when you do get that person that thinks it can't. Maybe you need to do a demonstration on your product. Maybe you need to show them some videos. Maybe you need to show them working. So [inaudible] because a lot of the time it's a gap of them them understanding their, um, their actual pain and then understanding how your product fits in there, if that makes sense. So yeah, it's about bridging the gap for them. Blake Hooper: And another great way is references. So if you can pull a couple of references on, on existing customers that are saying how you fix this or, or your account management skills or or whatever it is so that you can build that bit of trust that they go, oh I worked for them. It can work work for me as well. So I think I try to sell more of a, like the same way every time. Like it it very slightly because customers need more of the sales process to go through before they make a decision. Some people are very quick so you can move them through pretty quickly and maybe skip a section, but it's about having that process, that long, long, long process that you can shorten down as needed, but you're always pushing them to that one and saw where you're closing off all their objections along the way. Blake Hooper: You're making sure the price objections. Okay. And then you've got them to that point where there's just only really one real option and that stay the say yes or no. Like you've got to get them to that, get them to that point. I think and, and relationship is, is a huge thing in, in overcoming some of their mindset issues because then once I start to trust you, that's when you, the door, really herbs, I was powerful stuff. You've got to be careful because you can really manipulate I suppose, a lot of people to do things that probably aren't the best of them. So you need to have a conscience about it and you need to, um, to use relationship in, in a way that keeps you, keeps you honest as well. You don't want to be that guy that's out there written people off because you know how to build a relationship. Nick Hauser: Yeah. And that's. And that sounds like the, from our discussion and the trust building rapport, getting in unison with the person you're speaking with, that's the most important thing it sounds like for you in your methods and obviously it's worked for you and stuff. So it's good to hear that too, because I think sometimes people think that if they just have like the script or if they just have the words to say or they, you know, they know how to handle that objection, that there'll be good at selling, but without that other piece of the person liking you, trusting you, like in your company, you know, believing that what you're saying is true or that your product or service can actually do what you're telling them. Especially if like the example I gave, you're trying to, you know, extend the gap for them even more and make them believe more responsible. It's good to really hear somebody say like, you need to still be able to connect with somebody and you need to be able to, you know, show them you care. Show them that you understand them and that ultimately without that, the other stuff really doesn't, um, you know, become so effective. Blake Hooper: Yeah. Um, it's almost like my secret weapon and telling people, you know, lucky I don't have too much competition in the group that, uh, that will have to worry about. But it's like, like my close rate can be just astronomical once I find a customer with problems and I put it all down to, or a huge portion of it down to relationship and people don't know how to build a long lasting relationship with customers. They're, they're very, um, transparent in the way that they're, you know, that they want to get what's best for the, for the salesperson or the, or the person that's the business owner is, it comes across as just so salesy. Whereas I believe that we're just, you know, two, three people in a transaction, um, and we're just people at the end of the day. And if you can build that relationship and being non salesy, then you stand out from the competition just hugely. Blake Hooper: Like people really start to notice that, hey, this guy is different. Yeah. All right. I trust this guy. I like this guy. I'm going to give him information that I'm not telling the competitors. And once you get that, then it's just like putting a price out there in front of them that's even more expensive than anyone else to then start to get that feedback off because you sort of feeling that you've got them hook, line and sinker, they've bought into your story that bought into that relationship. They like, you promise they liked that you need mechanism, um, and now, now that they trust you and believe you, you're, you're really just got to now sort of soundboard off of them and see what they're willing to pay for your service, uh, and, and find out if there is any competition in there. And if there is competition, how much are they charging? Blake Hooper: And do you see the value that our service provides that the tire a, it's of a higher value. And would you pay that little bit more and really asking those questions on, on how to, um, how do we sort of, how do we sort of match up here? If you're looking at me and the competition, who would you rather go with? And once you really start to build that relationship, people tell you that they'd rather go with you and then that's when, you know, you know, it's a price thing, you've just got to get the price right and these guys are going to hit. So I think relationship is so underdone out there that people don't realize that it's, it's one of the most important things and they, and they just bypass it and they think, oh, I've got to, got to go through the sales process and I got to ask 20 questions and I don't, don't really care about anything, but they're getting this out at the end. I think you've got to remember we're just two people. Uh, having a chat, make it simple, simplify it. Nick Hauser: Yeah. An example or two and ask you is short term and longterm because you mentioned longterm, um, you know, a short term, let's say the first call we have together, what's an example of how to build a relationship? And then longterm, you know, once maybe we've decided to work together, what's, what's another strategy to kind of foster that relationship and make it even stronger. Blake Hooper: So short term, if you're on the phone, you gotta use you gotta use voice, you've got to be going hard on matching as much as you can on the voice and tonality at that point. So, um, but you've got to be quick and you've got to get your message out really quickly because people are bombarded and they just want solutions to problems. So you've got to basically explain the problem and that you've got a solution for it and show them that you're a value. Okay? So that, that builds that relationship quickly in that first instance. And then you want to get a, get a meeting with them on. I'm a big believer in face to face meetings. I do a lot of stuff over the phone as well, especially if they are interstate. But if I can get out in front of someone and then they're not too far away, then I want to sit in front of him because that's when you can really build those, those next levels of the relationship. Blake Hooper: And you want to get into understanding them, trying to understand the things that make them tick. So if, um, if you, if you should offer a couple of questions about the more personalized life and you can relate back to them with some stories, then you starting to build that relationship quickly. But if, um, if they're not wanting to give you a bar of that, you've got to realize really quickly that, hey, this guy doesn't want to muck around. He just wants a quick transaction. He's, he's a businessman and he just wants what he wants. So then you sort of got to realize quickly, I've got to back away from that. I've got to move straight into how I can benefit this guy. So you need to understand the psychology of personalities, of the people you're dealing with as quickly as possible. And you need to try and match and fit in with what they want. Blake Hooper: You've got to think of yourself as, I suppose there to serve the customer. So there's no, no need to, um, to get caught up in telling stories about yourself that they don't care about and, and wasting their time. You want to quickly identify and get them talking because when you get someone talking, that's when they start to like you even more because um, people don't want to hear some guy, you know, throwing stuff down there, down there. He hauls for know 30 minutes and then saying, Hey, buy this. They want a, they want to talk to themselves. I want to tell you about their problems. They want to tell you how, how this has happened to them before and ah, that's a good idea. And people want to talk. So you really got to get them talking early in the, in the engagement, get them speaking and you just listening, asking questions and making sure that those are meaningful questions. Directing them to the sale where you need a position Nick Hauser: and anything that you say you like to do every sale the same. So when you do the in person reading, are there any things that you kind of focus in a right in the initial couple minutes or a, whether that's like your body language or like you said, matching them. Anything like that that you focus on strategically to help try to, you know, get that rapport locked in a bit tighter. Blake Hooper: Yeah. For me it's body language is huge. So I'm trying to mimic them as much as possible because people like, like people the same as them. So if you can, if you can get them on that level early and, and I'm, I'm just tszujing asking questions like someone, a customer might want to answer that. Like you just got to, you got to get that, that, that question process down pat so that you can persuasively ask them for the information you're going to need later on in the sale to then come back and close it. So for me the first bit is really starting to understand someone's business and people want to talk about their business. They're going to start to tell you all the things and, and how this problem is it. And then once they give you a problem, you want to expand on that. Blake Hooper: So you want to say things like, so when that happens, does it have any ripple effects or do you know what I mean? You want to drill further into problems and by by doing that you're building a relationship because other people aren't doing this in the market. People are Osos owning on I'm going to try it, try one thing and I'm going to try and Selim, Selim and and it stands out a mile away that when you are a bit different and you sound lucky, care and you're and you're really trying to understand their problem as much as possible so that your solution fits it. That's when you that you get that initial stage a dialed in to then move into the next stage which is presenting and stuff like that. Nick Hauser: Have you ever had an instance to where? Yeah, because sometimes people will say something to you and it's like, it's like an iceberg. Like what they say to you. Here's the problem. They started asking some more and then they kind of like reveal it all to you. Have you ever been doing that? But at the same time, the prospects or doom itself, and they came to a self realization that by the way, you were asking the questions and you're caring about them, that they kind of finally admitted like, oh, like shit. Like that is a problem or anything like that. Blake Hooper: Yeah. Some of the stuff I teach is that the most powerful thing is getting the customer to admit the problems themselves. So if you, if you could get the customer to sort of go, wow, I didn't even realize that was a problem or I didn't realize that was a solution to that problem, then you're in, do you know what I mean? You've got the deal. So it's um, yeah. It's about getting that customers to realize the situation itself and realize the problem and you, you really embedding them in. The reason I'm asking these persuasive questions is to get them to sort of simmer a little bit in their problem. You want them to feel the pain. You want to drill further in so that they're the indulging more information about that issue and starting to visualize it themselves and then fall on. Now that they've got a problem and they realize it and they tell themselves they got a problem, that's when your solution is so much more powerful when you, when you pull it out for him. Nick Hauser: Yeah. I had a feeling I. Some of the things you were talking about that that's um, that would be something important to the self realization part in too because some people, you know, I got a cup all the time, like I'll talk to them on our coaching calls and let's say they ask this question and the person like didn't want to answer it for them where they just gave like not the best answer and they didn't probe them and ask more questions. But sometimes people like, you know, they, they've lied to themselves sometimes so much about a problem they have that it's still as deep down as this major problem, but it takes a lot for them to get an out and be like, come because they've been lying herself. Said it's not too big of a deal. It's no problem. Then my business is inefficient and the costs are high. It's, this is how the industry is. But it really deep down it's bugging them and when a guy like you comes in and digs it up finally and just asked in a nice friendly way, building the rapport, then they really say down and they're kind of like, they trust you so much, right? Because they're like, I've never, I've never like admitted this to anybody and I'm telling it to you is something like some person I met one or two times and talk to you, right? Blake Hooper: Yeah. And it's not like giving you the key to the kingdom. It's like, Hey, I'm giving you the close here. I'm giving you the problem you've got to fix. And I'm Blake Hooper: once you can start to do that and bring it out in people, that's, that's when everything changes. You really got to be able to dig deep and get people to like you. And No, I'm pretty much trust you enough to tell you these things. And sometimes that's what I'm saying. You got to be careful with. Once you start to master the psychology of sales, you've really got to start to be careful in the way you use it. Like you don't want to manipulate people to the fact where they're making decisions based on you bringing up these problems that you can't actually fix. Like if you, you, you got to know that what you're doing is, is really going to help them. Or that's the way I believe anyway. There's no use in trying to, you know, be the master of disguise and, and, and walk away because it just creates problems. It might work for three, three or four months. You might get all these deals and, and that. But it just comes back to haunt you when, when people start, you know, you, you know, you're getting phone calls from abusive customers and stuff like that. So it's about, once you really understand the psychology and getting it right, you got to just use it in the right manner. Nick Hauser: Yeah, that's a good segue into like the part two of this initial question here is in that now the people now are listening in. They're like, oh, well I can implement some of these things and they can become better at building and understanding the customer's needs and they're making the sales. What's an example of that longterm relationship building? So their, their client does get, you know, get the results or they just, they feel cared for. What, what's an example of that from what you were kind of sharing earlier? Blake Hooper: Yeah. Longterm is being there for them when, when an issue, you know, in some instances you're not going to get it right from the start and they might be another issue. It might take a little bit longer to implement than, than your initial discussions, but it's about being there and assisting them through that. Um, and, and they may just have questions that they, they didn't ask in the sales process because also taken away from how smooth at all when they forgot to ask questions. So it's about reaffirming and look, I'm on. And the bigger your business grows, the harder it is to sort of follow up after the install. Um, after everything's gone in to the business, I'm just because he's just so busy and maybe get a little bit lazy and it all seems to work and you think, oh, they'll call me if they have an issue. Blake Hooper: But one of the big things that, especially in my early days of building my client list was, um, was calling that customer off and just asking them if they had any questions, um, and then just reminding them of the process and the process that they need to follow if they need a service call and have any issues and, and, and a lot of time it saves you time in the end because then that they don't call you going, hey, I don't know what happened here. So it's, I don't know how to fix this. Once you tell them and you outline, that's what I'm saying. You need to just be there for your customer every step of the way. And um, look, I worked in some sales organizations where, you know, you've got a lot of sharks and, and people are, you know, making the joke of I, um, once I saw in the order, the chair spinning, you know, like I'm out the door and all I say is a spinning chair. Blake Hooper: But I've always been the opposite to that. I think if you can be the opposite to the majority, that's when you really get the most benefit in it in a lot of things if it's investing or in sales, but I'm all like to think of myself as the guy that I could sit there for another 20 minutes having a chat with the customer even after they've signed the order because I feel completely confident that everything I told them it's going to happen. They're going to get what they want. Um, they're going to be happy and I'm there to assist them if there is any problems along the way. And, and I'm comfortable to sit there with them because I didn't lie to them. Do you know what I mean? I've built the right to build the trust and I'm going to deliver on what of these I said I'm going to give you. Blake Hooper: I'm huge on deliver on what you say you're going to give to the customer. All right? You don't need to go into everything and, and bring up every little negative point that Monica, but if you say you're going to do something for someone, you've got to do it, you've got to do it or just causes you problems and uh, it doesn't have you, you're not getting referrals. They're not coming back to you for business when they need additional equipment or, or other services off your. So you need to deliver on your promises and, and keeps you where if you say it's going to take me two weeks to implement it, you need to implement it in two weeks. Like, you know, like give yourself a little buffer every time. And it happens in business all the time. Like people tell me, Oh, I'm gonna, yeah, I'm going to do x, y, and zed and nothing comes through. Blake Hooper: And you're like, this is why everyone fails because you guys are telling me you got to do something, but then you don't even like, like was it, was it a passing comment that you thought, oh yeah, I'll try and do that for him. If you're not going to do it, just don't say you're going to do it. That's my philosophy. And once you start to do that, you build huge relationships with customers because they trust you. And that's the main thing when you want to ask people for an order or, or to help you out in some way. Nick Hauser: Yeah. That's great. So right now you're, you're, uh, your two different stages a bit. When we were earlier chatting before we started recording and you know, at this point where you, not only where you have the seven figure level when you came in, now you're like two point four, so you have like double pretty much and then you also have the sales training on the side too that you're doing a bit and, and dabbling in what do you see the future looking like for you and where you really want to go? Blake Hooper: Yeah, for me it's, it's the sales training that's like a, almost like a little bit crazy in how much tom have devoted to, to learning business and sales. Like people, um, you know, some people, you know, they do their nine to five and they're happy to do that, but then there's other people that are just constantly wanting to learn and better themselves. And so may all zoned in on two things because I think there's three main things that you need to get right and you can have anything you want and basically you need a master sales into master marketing and mindset. If you get those three things right, you can do anything so you can create any business, you can sell any product. I'm obviously high tickets the way to go because you can, you can, uh, leverage the cost of the product and the profit in that to um, to sell, sell more of it. Blake Hooper: I suppose the Adhan have higher profits, but for me it's going to be sales training. But, but I'm always taken back to this point and how can I walk away from that? Like I've only got, I've only got to look down on my email and there's someone asking me, Oh, can I come see me about this 10? Can we have a look at this? Or a phone call comes through blake, can you come out and say we need another printer or to know what I mean? I've built this business so heavily that for me, I'm sort of torn between the money and it coming in every day and having to get out there and chase and that's why only typically spend one day a week on the sales training and then I'll love it because when I get out there in front of a, a team of salespeople and I see the transformation, I see, um, what I'm able to do for those people went on and I see the, the intensity level change and then I'll talk to the sales managers afterwards and they go, Whoa, you know, there's been a huge improvement already and these guys motivated and I'm motivating people when I'm changing people's laws, essentially it, um, it takes me, it takes me to that new place where you just go in here. Blake Hooper: That's what I got to do. And I'll see huge potential in, in doing two, seven, seven, seven, maybe even eight figure business once you g et that business right Nick Hauser: now, some of these sales clients too, are there, you know, the existing businesses that you come in and you help with the technical solutions and or the print. Do they struggle with like their sales and sales teams a lot as well. Like do you ever help somebody with the initial and then you kind of identify that hey the sales team isn't on par and then you kind of chat with them a bit more and then you do the sales for them too? Blake Hooper: Yeah, I do. Y'All do definitely. But I try to separate the two businesses a little bit as well because you don't want to be that Jack of all trades are typically find. I help my customers a lot out on business ideas and implementation for free if that makes sense. So I might use that as my way of building relationship. They see that I'm an expert in business and you know, I've got marketing ideas from and I use that to build a relationship and have, you know, separated myself from the competition and, and hadn't had myself helping them and integrating into their business, helping them. But as for the sales training, I sort of, yeah, I dunno, I always try and keep a little bit separate. Nick Hauser: Yeah. Just because I was thinking about is because right now it was like we were saying earlier, you're, you're a two point four, two, one, three right now and, but the margins are good too. It's not like you, you're, you're not making any margin on the sales you're making. So it makes sense that it's a hard one to walk away from it depending on what your goals are and everything too. But if the overall outcome leader delivering your clients when you're giving them these technical solutions, having been implemented, um, is something like making their business more efficient? Like is that can mean a lot of different things that can include if you cut down their costs and improve their sales, that just helps them. I'm thinking about what we do too. We, Jack of all trades, totally get it, but eventually, you know, what we found too from young people with a certain thing and then they need help with another thing so you could teach them sales on our end, but if they don't know how to get appointments booked and getting machine generating employment is like, you know, the facebook ads and everything, that becomes the next challenge. Nick Hauser: So that's why we piece that together. I'm just seeing if there's anything that you foresee that you don't have to give one up necessarily, but you can kind of combine them and just charge the same contracts if not higher what you've been doing. Blake Hooper: Yeah. Look, they do go hand in hand, got a little bit more hand in hand and like you're dealing with 19 manager, you're not always in with the same, same I'm decision maker when in with the director of the business. Yes. Um, you, you definitely can. And I suppose you can, can expand out there, but it's not like the next progression. Whereas what you're saying that with facebook ads is that next progression because they're already there. My next progression is to look for software, so get their print in order, then look for some it managed service that I can manage there as well. Um, so I can expand those businesses there. Uh, again, you know, it's something that does cross my mind. What don't I a focus on, on helping these people a little bit more, but it just, I don't know. I don't want a messy, messy up the relationship being in that area for the, for the longevity or, or I suppose for the longevity of those relationships. I don't know. It's a, it's a sort of little bugbear of mine, but I probably should get more into it at least helping them with their business and charging for it rather than doing some fruit. Nick Hauser: Yeah. We'll just. Interesting because what's the main outcome that once they get the more efficiency and they cut their costs, what's the main outcome they get that they're really looking for? They want to work with you. So like the sales training side? Blake Hooper: Yeah. For them it's about being able to focus on their business because you're now taking care of a part that was causing them an issue causing him problems and taking them away from I suppose the day to day processes that they're, that the genius that they work at. Um, so it's about by creating efficiencies, your reducing costs and giving them an Roi in their business, but you're also removing that pain of them having to deal with these problems and, and a cumbersome process. Nick Hauser: Oh God. Okay. So it's not like a one time set up with you. It's only ongoing because you mentioned the contracts. It's not like, it's not like you come and just do a quick maintenance every few months. It's, it's ongoing all the time. That customer support you mentioned earlier. Blake Hooper: Yeah. Those customers also, if they've got an issue that they call them the support and they're getting the. Getting that repaired. Yeah. Good. Nick Hauser: Yeah. That makes more sense. What do you want to do too? You know, it's, it's the opportunity cost question, like are, are you cool with it because there's no problem with it. Right. I think that's the thing people think too is if you want to be like a, a dominant or do you want to be like a known worldwide sales trainer and stuff and then we might have the conversation, well maybe might consider letting ego, but you know, what, what do you think because of your. Blake Hooper: Oh, within your APP. For me it's about um, building the sales training businesses to surpass the, the, the other, the other opportunity because, and I'm doing that on the side because it um, it allows me to, to continue, like I need to spend time in the other business. Like if I just walked away from it and blow it up, I'd be a maniac. You know, I've got secured, you know, relationships and income that just, that I got five properties that I've got to, you know, I've got, I've got bills to pay, I've got lots of lots of stuff coming through and it, and it allows me to invest. It allows me to look. I got a little baby, I got to think of, I've got a wife, you know, my wife, I've got, you know, more insurances and, and, and mortgages than you could ever imagine that come out every month. Blake Hooper: So I need, you know, and I go lifestyle or live as well. I'm not, not the guy, you know, he wants to go around flashy driving a Ferrari everywhere, but I still, you know, still got things that I want and I liked my fine dining and you know, and you know, having a nice time as well, like just jumped off a plane from Thailand as I was telling you before, before, like on a, on a full holiday for two and a half weeks. I pretty much, this is the first bit of work I suppose, bit a fun business that I've done since, um, I think the 20th of December. So, you know what I mean. I live in customer comfortable life. I'm enjoying it as is and the money's flowing through. So it's like, you know it, it's hard. It's hard to just cut that off. Blake Hooper: And I, and you know, you see these, these internet marketing gurus say that I blew up this business and I think, did you really blow it up? Like it's hard to walk away from, you're not walking away from that. You're saying, how can I transition out of it? And I think that that's the main thing, it's I've got to transition over over a period of time until it surpasses that business then and then I can blow it up because at the end of the day, my business, it needs me in. It's not something that you can just sell off, you know? It needs me there to, to continually run it. I've got the relationships with customers and, and yeah, it's, yeah, it's not like it's an asset to sell off you. I've gotta I've gotta be there running that business. There's no kind of things you can implement or anything and then train up to do what you do. Blake Hooper: Yeah, look, I can't, I can always outsource salespeople and do that. But then that's taken away from my margin that's coming in as well. So it's like I run a lean lean business model at the moment. I don't have a lot of expenses to pay for and um, and do huge amounts of revenue, good margin. So it's, it's not, yeah, it's a simple business to run, to be honest. It just works on the side and like I don't want to complicate it too much. I just want to, I just like that moving in it. And I liked doing the sales training on the side because that's my passion. I love helping people. I love getting people from point a to point B and really experiencing that change. Um, you know, I've dabbled in a lot of things since starting Sam's course and I always kept coming back to sales training. Blake Hooper: You know, I started helping people with investments and investment advice, you know, showing them the how I, how I purchased properties and the way I did it and, and how I always looking for a granny flat on this. I could have a dual income and not, you know, this is more investing in Australia and I've tried that and I tried this and I'll always just bounced back to sales training because that's what I know. That's, that's what I can help people with the most. I think it's definitely from the things you mentioned also, it's like you said, it's complex and just like Nick Hauser: you have this business right now and there's nothing else going on in your life and then you know, you took to make a decision, do I want to do this or not? You know, you have investment properties which were probably invested on base that you knew that you had this other cash coming in in case everything went wrong to, you know, hurt the downside. Yeah. Blake Hooper: Yeah. They do a fair bit for me. Like the bodies that, you know, that I'm going to have to contribute every now and then a hot water system might go or something like that. Like I got my property set pretty well where they don't really impact my lifestyle too much. But, uh, I'll still got to pay the mortgage on my house and um, I suppose for me it's like when you come away at the end of the year and you've got enough money to do whatever you want, you know what I mean? Like you, you can, uh, I'll put it like $140,000 into bitcoin just because I was like, yeah, all right, I've got, we've got all this surplus cash, I'm going to throw it in. And uh, and in that rush went up to 500 grand. I still didn't even pull it out because for me, I've got my mindset's always set on something bigger. Blake Hooper: Do you know what I mean? It's always looking at the big picture. So, uh, you know, but now I'm like, all right, I'm going to build more granny flat so I'll, I'll pull that cash in because essentially you want machines working for you at the end of the day. That's why facebook marketing works so well because it's like having a machine. It's very similar to property. Once you get those properties running and the cashflow positive and you've got granny flats and you've got joe incomes coming in from them. Uh, and then eventually I love paying down the debt too because if you can start to pull that debt down, then that's when they really start to, um, you know, start to provide you with, with a bit of a golden nugget, a golden, you know, golden egg that the goose, the goose keeps laying. Nick Hauser: Yeah. It's good to. I mean it's good that you say this too because some people who are maybe not when they're starting with her in that middle tier and they're trying to work up to seven figures, let's say you're trying to figure out like what their goals are and you know, not that your girls can ever change it. Right now you're kind of saying you have these investment properties and you have your family, like your lifestyle and then you liked, you liked the lean business model you have right now and you also like helping on the side with some of the sales training. That could definitely change. Obviously we don't know and you may just decide like you want all in a sales training, but what people struggle with lots of times in the course is they just don't know. They. I think the default goal for them is they just want to make as much money as possible and so then they overwhelm themselves with like all these giant goals, but if they don't really want that, then then they don't want to push through those challenges. Nick Hauser: Like if they are, they're saying like we get people who come into our quantum mastermind and their goal is to be as big as possible, build out as a big company and they've embraced those challenges, but there's people who say they want to do that, but realistically when they have an honest conversation, they don't. We're just right now they don't and they just want to be making a million dollars, $2,000,000 a year and go to Thailand for two weeks and that kind of stuff. So it's good. It's good that you say that too because it's good to see. Different people are allowed to have different goals. You don't have to fit into one mold. Blake Hooper: Yeah, that's it. And once I'll pay it off some more of my dad on, on those properties and this and that. And you know, I've got half a million in the bank. Well, yeah, maybe I do take for me, if I blocked this business, if I just walk away from it and then I'm doing full time sales training and I don't like it. What if, what if in six months I find out I don't like it. I'm traveling around the world and I'm not and I'm not there with my family. Um, then then on staff, they're good at what am I going to get? I can't go back and try and start it all again like that, that stuff, you know, starting a business from scratch is like people say, Oh, you know, you can start a business, but there's so much work involved. Like I remember, uh, starting this one and I was just literally like, I didn't even focus on anything but the door knocking and talking to people and just making connections and relationships with people. Blake Hooper: Like, you know, people are going out to lunch and I might not a, I gotta go, I've gotta go out there, I've got to, you know, to keep going, going up or make calls me. Can we go for lunch? I'm blowing him off. Sorry man. I'm just too busy. But what I was busy doing was prospecting, like the only thing that really matters in business when you're starting off, it's like prospecting. You got to be able to find clients so that you can propose your offer and then fine tune your offer a little bit more and propose and proposal proposed. So if I'm to blow it up, I know that I've got to go out and do that again for the, for the sales training a little bit. Do you know what I mean? Like I got to work hard but I liked now that it just sort of happens on the side. Blake Hooper: People call me, you know, you might run a facebook ad, you get a couple of clients or whatever. I just, I just enjoy doing that at the moment and not having to folk. I'm a big believer in like, I like to do things in the easiest way possible and I suppose you call it, you could call it lazy, like I just like to pardon sometimes smart. I've seen a lot of hard work. I put in a lot of hard work and now like it just sort of, it's like a snowball rolling man. And, and you're just going well yeah, I'll just, I'll just sit back on that a little bit. Like if I, if I want to go have a look at my, um, my daughter's new preschool, you know, I haven't worked for five weeks. It's pretty good. You know what I mean? Like if I want to work three days or I want to take Monday off just so I can go to the beach will, that's what I can do at the moment. And it's sort of at that point where it's sort of rolling like that. Whereas when I'm hardcore into starting a business like I did with this one, like I'm focused on, on doing the interviews and, and facebook ads constantly and, and direct outreach to customers. I'm backing that, that thing. Whereas at the moment I could build it on the side, do a little bit of it and get enough to increase my income in for short takes over until it takes over. Nick Hauser: I did the question is just to pose that we don't have to answer, but it's like, what if the only way you'd ever know if that thing could go further, if you know, I think where you're at. It would. It would, it wouldn't be the best. They didn't just blow it up in the day and be like, I'm done with everything and just dropped the two point $4 million. But that's always the question to ask yourself as one of the only way to know and to get past that is to just go in all at it. But we'll leave that for you in your own thinking that day. Blake Hooper: It's like, Nick Hauser: that's Alyssa. That's the thing. It's got to be when you're ready and it's like it's a complex decision to make and you know it's when you already, you'll know if that ever comes and then you'll be motivated to do it. Blake Hooper: Yeah. I'll know when I'm there. I think, you know, like 2019 is going to Vicky for the sales training. I'm going to be, I'm going to push, pushing harder on it. I'm going to be definitely, um, you know, I'll be fine tuning ads for free ever since I joined Sam's course. Um, and, and getting that right, see for me while I'm, I'm see I'm more sales and I've been learning the marketing over the last two and a half years and I've finally started to get ads that work and it's um, but then then they stopped working. Do you know what I mean? So then you try to nail it in again. So I suppose for me with the, with the sales training, it's about getting that automated, getting that bit working automated. Like I've even done other niches since doing Sam's course where I built online courses and sold them hugely profitable through ads. Um, but there's just getting that sales training one right as, as being, you know, and to me it's maybe even, I, maybe I outsourced the facebook ad side of it like, and then, and let someone else do it. Pay someone to do that and just build leads rather than have to go out and do my direct outreach because that's time consuming. That's, that's, I suppose that's what pulls you back from it. It's time consuming. You've got to do it daily. Nick Hauser: Yeah. You know, to close out here. What, what, what was your number one piece of advice before, you know, member and accelerator right now? Blake Hooper: Look, you've got to remember it's a numbers game and you've got to dedicate yourself to it. Now it's not easy. It's never gonna be easy or everyone will be doing it. It's fucking hard work and that's what gets you through and it's dialing in your process. So to, to wrap it all up, you need to get a process that works for you, a sales process that's dialed in. Um, you need to find that exact problem, a Neisha cell phone and how you can fix it. And then you need to be understanding that you're not going to get it right straight away. You've got to keep at it. You got to keep trying. You've got to keep changing. You got to keep evolving. But you, if you, if you want to, um, you know, get these outlandish goals of, you know, making a million dollars a year, know waterfront properties, whatever it is you want, you need to zone in on the goal and then reverse engineer to say, how can I get that? Blake Hooper: And that needs to be your, your sole focus. You need to be focused in heavily on how to get that. And you need to just start prospecting. You need to be speaking to clients. You need to be finding your outreach method that works and then just zoning in on it and keep going and understand that rejection's part of the game. It's going to keep happening to, you're going to keep getting rejected and you're gonna feel like quitting time and time again, but you just gotTa keep going. If you really, really want to be that entrepreneur and you want to have that successful business, you need to get the sell side, right? You need to really dedicate your life to, to learning sales and marketing and get your mindset right, because the mindset is going to be what lets you down at the end of the day because you're going to go, no, I'm not going to make those calls today. You got to somehow turn your mindset to go, I have to make those calls. Nick Hauser: Yeah. That's Blake Hooper: potting advisement. It ever going to be easy. You just gotta you got to grind. Nick Hauser: Well, even if you didn't say that. Hopefully we've had a long enough here that people have heard you like describe like the action you took and you mentioned like when you were first starting, like all you did was prospecting, making presentations, speaking with people like you weren't going out to lunch or doing anything. So even if you didn't say that, hopefully people caught onto that. That's what it takes to even get where you're at right now. Like, um, you know, I think that's thing to people. People underestimate the million, 2 million, like with the right process and you know, like you said, sales marketing mindset, you can get there, but it's not just like this thing that happens like in a month that you go like, oh, like let me just start this thing from scratch. They don't have knowledge of any of this stuff. I have no prior momentum. And now like, let me, let me expect to get a 2 million. Um, you know, just sometimes. I mean, somebody might do it. I hope they do that because that's awesome. But it just, like you said, you got to put in the work. So it's great hearing the first, maybe two businesses, it might be a little different, but where can people find out more about you? Um, if they, if they want to contact you or learn more about what it is that you offer on sales side or the, um, the tech side? Blake Hooper: Yeah. Okay. So, uh, on the sales side at the moment, the sales project, a.live that, uh, there at the moment I've got a little late page up. You can get a my top two closing questions so you can jump on there and grab those. Then I go into showing you that the unfair sales position and breaking it down so that that's one way. Or Blake who had the dog comes the other way, that website, so it's in and out because I've changed a few times but I'm working on changing it again, but definitely jumping in and grabbed the two closing questions [email protected] because there's a ton of information there to, to help you out. Nick Hauser: Awesome. It's been great speaking with you man. And it's cool to see somebody who, who, you know came in, came in doing relatively well and then still was able to extract pieces from a program that really helps people. Um, you know, a lot of people were beginners when they come in and so think a lot of people who were in your position when you joined say, well, I don't need that kind of program because, you know, I, I can't learn anything more. I know what I'm doing. And then you have the opposite approach and it definitely shows in your results here. So it's really cool to hear your whole story here. And then you're kind of mindset around all of this. Blake Hooper: You can, you can never know everything and you can always learn from, from other people. And you know, Sam success has been huge. You know, I could say it from the ads, I could say it from the way it's presenting a digitally selling digitally. And I was like, well, I want to learn more from this guy. And I've done other, you know, I've been bouncing around the internet fee for, you know, 10, 15 years building wordpress word, uh, websites and stuff like that 10 years ago. You know, it's not like it's new to me that I've never mucked around on the web. I've had online shopping cart, you know, sort of online, what do you call it, ecommerce businesses and all sorts of stuff that, that I've brought along along the way. But I think once you, once you dedicate yourself to just learning as much as you can from people that know more than you on a subject, that's when you really start to accelerate. Blake Hooper: And you know, Sam, as you were saying, you know, even people that were, when I, when I was watching his marketing, even people that are at that next level, they still come through and do the course and learned from it. And I learned, I learned a huge amount about, about facebook ads. So it's um, it's been well worth it, but I think people need to realize that you just got as owning on those things, sales, marketing, get them right. And then you can sell any product because you could have a, you could have a dodgy product like, you know, with great sales and marketing will, will outsell a great product if they don't get the sales and marketing right on. Nick Hauser: Yup. Smells from speaking with you in the success. Blake Hooper: Thanks second too. Right.

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