REAL AF with Andy Frisella - Straight Talk On Sales, with Andy Frisella

00:00:00.000 Hey guys, what's up? I'm Andy. You're listening to the MFCO podcast. I'm here with my co-host

00:00:15.340 Von Kohler and you're listening to the podcast that's going to give you the truth, the whole

00:00:21.320 truth and nothing but the truth with no furry animals, unicorns, rainbows, special sauce,

00:00:30.000 sugar coating. What else could we not give them? Koozies. No koozies. No free tickets, no free

00:00:38.900 rides. Basically it's going to be everything you need to hear and some of the things you don't want

00:00:43.760 to hear. We are here to help you become successful. I started a company 17 years ago with $12,000 I

00:00:52.900 earned from painting those stripes on parking lots and today we've grown that company into multiple

00:00:57.560 companies that do over $100 million collectively in revenue per year. My goal here is to tell you

00:01:04.440 guys the truth. There's enough fluffy bullshit out there that you guys can read all over the internet

00:01:09.140 and get into all over social media. There's all kinds of books out there to tell you that you're

00:01:15.180 a special little delicate flower and I'm here to tell you that you aren't. Hopefully the information

00:01:23.020 you get here will be beneficial to you and you take away something and if it is leave us a review

00:01:28.680 because over the last couple days we've had 20,000 plus downloads and there's like 50 reviews which

00:01:35.240 means a lot of you motherfuckers aren't helping us out. Right. Okay. Right. If we don't get reviews

00:01:39.400 people don't hear what we have to say the podcast dies and then I go do something else. Yeah we should

00:01:45.140 randomly reward. That's what I'm saying. Yeah. I mean 20,000 people only 50 people are going to

00:01:50.420 write a review. I mean I thought the whole point of this podcast was don't be fucking lazy. You know

00:01:55.240 surely we've helped you out if you're listening. Yeah. You know continuously write us a review man.

00:02:01.640 What they have done though is is sent a lot of questions. Right. Yeah and actually before I ask

00:02:07.160 one of the questions that I thought was one of the better questions I have to tell you about this

00:02:10.980 exciting thing that happened to me yesterday. I was sitting next to this guy and girl talking and

00:02:15.780 lady attractive lady she looked a little older. She kept on talking this guy and she was showing

00:02:22.100 him pictures and she was saying oh yeah and that's a picture of me with Brett and then later on she'd

00:02:27.660 say that's a picture of me with David and then later on she'd say that's a picture of me with Sammy

00:02:33.260 and I got to thinking now wait a minute Brett David and Sammy and I said I gotta just

00:02:40.840 ask are you well are you talking about like the lead singers of 80s rock bands and she laughed she

00:02:46.460 said yeah yeah so she was a DJ so she had all these pictures of her with like Sammy Hagar and David

00:02:50.860 Lee Roth and yeah man I remember like David Lee Roth right right when I was a kid we used to listen

00:02:56.700 to that song jump and we would like jump off like the third step of my grandma's house we thought we

00:03:00.900 were awesome right we tried to like the splits but we were me and my brother both kind of fat when we

00:03:04.780 were little well we're both still kind of fat but right basically it makes it hard to do those kind

00:03:08.880 of splits you know like his little split thing oh yeah yeah yeah the high kick I can still do that

00:03:13.180 shit pretty good yeah yeah Brian Adams did a pretty good high kick but anyway it got me thinking because

00:03:16.740 one of the questions that somebody asked was Andy what kind of music do you listen to to get pumped

00:03:21.700 up oh man because I listen to 80s music because I'm old enough yeah you're pretty old I am you're

00:03:26.500 like grandpa I'm really old even though you know so if you got a question for Vaughn you can address

00:03:30.940 it to grandpa Vaughn at MFCEO yeah I'm just kidding yeah no um you know I go through phases um I really

00:03:39.340 like all music I play a little bit guitar it's something I picked up when I was 30 um I'm I'm

00:03:45.820 terrible but I do enjoy all kinds of music so it really just depends on what phase I'm in um right

00:03:52.520 now um shamefully I have to admit that I'm listening to BPM on on on my uh XM and I think it's

00:04:00.900 because I work with a bunch of young guys who are fucking weird and they got me on this shit and

00:04:05.900 like it's uh yeah Tyler's laughing because he knows he's like the main culprit Tyler's our producer

00:04:10.700 yeah by the way but I'm I'm into that because it's mindless and like it's just I just I'm kind

00:04:18.100 of burnt out on everything else man I was listening to a lot of backspin a lot of uh early hip-hop for

00:04:23.700 for quite a long time and then you know I was a country before that right I just go through phases

00:04:28.580 man I like it all I mean in terms of like getting pumped up like going to the gym pumped up I mean

00:04:33.540 you know I don't know man I listen to a lot of a lot of really um that's either hip-hop or metal

00:04:40.420 yeah you know and it'll be like Taylor Swift yeah Taylor Swift dude she's hot I mean I think she's

00:04:44.960 hot she's a lot of heat but I listen to her basically because she's hot yeah yeah so that's fair

00:04:50.520 it doesn't make any sense but well it does kind of but uh so as as good as this banter is I want to

00:04:58.580 uh insert a couple logistical details about some things obviously we have been giving getting lots

00:05:04.360 of uh lots of questions and uh different things so I wanted to let everybody know um thank you for

00:05:11.440 your questions so much we really appreciate it I we're getting such a flood of them that I'm I'm

00:05:15.720 helping Andy just kind of go through them so give us give us a little time to uh to get back to you we

00:05:21.140 try to try to do it in a timely manner but please please give us some time uh it's askandyatthemfceo.com

00:05:27.820 and then along with that a ton of you guys have have asked Andy about uh his book recommendations

00:05:32.900 so we're going to try to incorporate that into every podcast at some point in the uh let's just

00:05:37.880 get that out of the way now you want to do it now okay well because what are we talking about today

00:05:42.120 well today we're going to talk about sales and a lot of you guys who came here you know we have we

00:05:47.420 have a pretty diverse group of people we have we have a lot of people who listen straight for

00:05:50.640 motivation we have a lot of people who listen for business advice entrepreneurial advice small

00:05:55.660 business advice is where you know my expertise comes from um and for you guys who are coming

00:06:01.680 here for motivation and you hear the word sales you think oh I don't need to know about sales you're

00:06:05.400 wrong all right sales are an integral part of your success whether you're actually selling or not

00:06:13.460 because what it ultimately comes down to is your ability to create positive relationships with people

00:06:18.600 and to connect with people and that's where the opportunities flow from other people and and that

00:06:24.420 comes down to selling yourself and I'm not talking about selling yourself in a cheesy way with you

00:06:28.960 know hey nice to meet you let me you know can I get you a cup of coffee oh what are you here for

00:06:33.400 today like at the fucking car lot I'm talking about being interesting and learning how to how to engage

00:06:38.720 people the proper way so we're going to go through a lot of those things today um that all encompass the

00:06:43.960 term sales right all right um so for you guys listening for the motivation uh this is a big deal you

00:06:51.660 know yeah don't tune out just because you hear the word sales yeah so did you say you're going to

00:06:55.300 actually go ahead and give the recommendation right now yeah we can give the book recommendation

00:06:58.720 right now I get asked all the time man I mean I've got a couple go-to's that I recommend people

00:07:03.400 um from the beginning and I recommend them on Instagram a lot um my my favorite book uh is the

00:07:11.460 magic of thinking big by David Schwartz I feel like when I read that book and I had read

00:07:15.720 a couple hundred books prior to that when I read that book a lot of things change and I feel like

00:07:21.500 it changed my perspective I think that's an excellent book another one of my favorite books

00:07:25.720 um that is really good at helping you identify where you're at in your viewpoint your perspective

00:07:32.060 is the third circle theory um which is actually written by a really good buddy of mine PJ who owns

00:07:37.960 the secret entourage on Instagram okay so those are great recommendations uh and so specifically

00:07:43.680 though how about one on sales well here's the thing and that's what we're going to learn is that

00:07:47.760 sales cannot be identified down to a sales manual um that is that's old school thinking I feel like

00:07:54.520 the books that I just recommended along with another one of my favorite books by Jeffrey Gittimer

00:07:58.580 which is uh customer satisfaction is worthless customer loyalty is priceless awesome book um these books

00:08:06.860 that I recommend all combined to help you figure out how to make sales work for you there's there's no

00:08:12.900 one guide I feel like anymore that is um a great guide to just selling because I feel like the terms

00:08:21.580 that are used in most sales books are outdated you know and they they teach you how to go about sales

00:08:28.940 the old school way and the old school way about sales is basically how to manipulate your customers

00:08:34.540 into buying okay and that's not what I believe it's not what I'm into right um with the the invention of

00:08:41.240 the internet the invention of social media and the things that have come along you can no longer sit

00:08:45.580 back in you know the the 60s and 70s in a boardroom with a bunch of rich stuffy dudes figuring out a

00:08:52.360 strategy on how to quote unquote sell which which in that mindset was how do we trick people into buying

00:08:59.560 our products what's the best color we could put it in what's the best music that's going to convert

00:09:04.260 to sales well how about this what's the best fucking product right how much how many problems

00:09:09.100 can we solve with those products okay and and with the with the invention of the internet and social

00:09:13.820 media what's happened is you have a situation now where people give instant feedback okay back in the 60s

00:09:21.700 and 70s they weren't able to give that feedback so now you know if you buy a product let's say you buy

00:09:27.820 a pair of shoes that you know said you're gonna jump six inches higher and there's been fucking shoes

00:09:32.720 out there they've been advertised to do that right and let's say you get those shoes in 1970 how do

00:09:38.380 you let people know they didn't work you can't because there is no platform for us to tell people

00:09:43.960 that it doesn't work the way that they promised it did so it takes a long time for the word of mouth

00:09:48.200 to generate because we don't have the ability to voice our true feedback on the product and nowadays

00:09:53.500 it's the opposite we can give instant feedback so no longer can you quote unquote come up with these

00:09:59.100 sales pitches to present to somebody on a product you have to make a good fucking product because if

00:10:05.020 if you don't people are going to know instantly right that's foundational before any other discussion

00:10:09.260 yes absolutely yeah product has to be solid get the idea out of your head if you're if you're an

00:10:14.640 entrepreneur if you're a young business person if if you're in a business that is starting sales are

00:10:20.040 starting to decline it's probably because the value you provide and the product you make isn't good

00:10:23.940 enough you start looking at that first right right so you mentioned jeffrey gittemer i know he's on

00:10:28.700 instagram at jeffrey gittemer dot well no sorry at jeffrey gittemer and then uh do you know what

00:10:34.560 your buddy pj's instagram account is uh at i create millionaires at i create millionaires and then of

00:10:43.120 course andy's at andy frisella i'm at vaughn kohler and one of the things i want to tell everybody is

00:10:48.480 that uh all of the the the notes from this podcast this episode as well as all the links to all of the

00:10:54.060 books and the and the people that we mention are all going to be at themfceo.com you can always find

00:11:00.000 them there the specific link to uh to listen to this episode and also to specifically get it uh all the show

00:11:06.040 notes is www.themfceo.com slash p6 so uh you can you can go directly using that link and you'll get

00:11:14.920 all the information that we're talking about um so yeah you were talking we were getting back to this uh

00:11:19.800 this whole sales thing there's a lot of stuff to cover but i know i know you mentioned at the

00:11:23.980 beginning this whole concept of it's selling yourself i guess yes it's it is a you have to

00:11:29.280 take a step back okay because over the last 15 years we've been in a transition period in our economy

00:11:36.260 to where we've gone from where marketing drive sales to where product and value drive sales and

00:11:43.280 there's a big difference between that what used to drive sales tv radio print and the messages that

00:11:48.600 were put out on those medias do not drive sales anymore they are becoming more and more ineffective

00:11:53.180 and people are tuning out because they know those messages are bullshit all right so what's happening

00:11:58.740 now is you're you're moving into a value-driven economy which means the products that solve the

00:12:03.820 best the problems the best are going to be the ones that sell and then what's going to happen is

00:12:08.580 you're going to buy a product from uh nike you're going to say hey i like this product you're going

00:12:15.160 to write a nice review on their website you're going to write a review on amazon and you're probably

00:12:18.540 going to post on facebook or instagram hey look at my cool shoes you know and and that's how it works

00:12:23.860 it's a totally different thing and so products number one you know get rid of the idea that you're

00:12:29.160 going to trick people into buying shit because the only reason that was ever able to happen before is

00:12:33.040 because they had no platform to give feedback on word of mouth right that shit is over so it took a while

00:12:37.560 to to catch up with people who had bad products but that's not going to happen no it's not instant

00:12:42.380 now yeah you know so we're in a really the internet's really cool in that fashion because

00:12:46.400 it's created a situation where we as consumers are more protected than we used to be if you're

00:12:52.660 anyone you know any bit intelligent i mean there's sure there's people that still listen to ads and

00:12:56.560 think oh yeah i'm gonna fucking buy that but i can't remember the last time i heard an ad or saw an ad

00:13:00.700 anywhere that i actually bought something without going online or asking my friends what they thought of

00:13:06.460 that or if they had any experiences with that and i'm sure most of the people listening agree right

00:13:10.380 you know we just don't buy off advertisements right it's just it's it's something that is it's

00:13:14.720 losing favor and what you're going to see in business is the companies that don't adapt to

00:13:19.260 social marketing and micro marketing to one person at a time over the course of time putting in the

00:13:24.840 effort showing that you care creating value solving problems when you don't do that those companies

00:13:30.220 are going to fail you know it's micro marketing i like that yeah i mean that's that's not that's not a

00:13:35.720 new term you know i don't know if that's the exact term but um you know there's it's just something

00:13:40.880 that people they try to they you try to capture all these people at once and you're so much better

00:13:46.960 putting the effort in one person at a time yeah that sounds a lot like uh you know in marksmanship

00:13:51.700 shooting a gun they always say aim small miss small right yeah so it's a similar concept so all right

00:13:58.200 so let's walk through this uh sales you're you're the guru i'm the learner you walk me through i mean

00:14:04.340 how you how you want to do this you want to oh man we can start with just that okay we just started

00:14:07.820 products number one if you don't have a good product you're fucking done that's it all right

00:14:12.580 start thinking about what problem it is that you're going to try to solve what is the problem you're

00:14:18.940 going to try to solve are you going to try to make somebody's teeth whiter are you going to try to make

00:14:23.820 them uh more comfortable in their shoes are you going to try to help them increase athletic performance

00:14:29.260 what is the problem you're trying to solve okay and then solve that problem and then show people

00:14:34.960 how well it solves that problem and then show people how many people people's problems you have

00:14:41.020 solved right what what if they're already using a product that solves the problem what do you mean

00:14:46.160 well i mean like okay then solve it better let's okay okay so take that plus one how can you take

00:14:51.980 that to the next level how can you create a product that takes this problem not only solves it but

00:14:56.680 helps solve an adjacent problem you know that these people still might have yeah you know and

00:15:03.860 that's that's what it comes down to with the products um so when you're training the young

00:15:08.740 fellers as you like you like to say uh you're sitting them down and you're talking about you know when

00:15:13.780 people come into the store or whatever right you're you're telling them be thinking about solving

00:15:17.520 problems be thinking about you know showing people how x product fulfills their needs absolutely because

00:15:25.240 and a lot of guys come in thinking hey i got to sell a lot of product i've got to i've got to i've

00:15:30.560 got to ring up you know three hundred dollars on a ticket before i let this person leave that's how

00:15:34.700 they come into us and you have to break that down and say no look your job is to solve this person's

00:15:40.260 problem because not only are you doing the right thing but when you do that right thing you're creating

00:15:46.220 the marketing in itself because that person has a platform to spread the word about you whether it be

00:15:51.700 they're not online and they talk to five people or whether it be online and they talk to 700 people

00:15:56.820 or in extreme cases you know somebody like myself or somebody who has you know a big following maybe

00:16:03.240 it's a couple hundred thousand you know it's you have you have no idea what this person's reach is

00:16:09.420 so you cannot afford to do anything but solve that problem the best way possible right you know so my

00:16:16.240 big thing is like i try to break down the guys from the mindset of selling to helping helping okay

00:16:24.320 get rid of the idea we're going to sell and start thinking hey we're going to help okay all right okay

00:16:29.340 and when you when you could get somebody to think that way and to see the long-term value of a customer

00:16:33.320 versus today's sale which is very hard to do when you're running a business and you have bills to pay

00:16:38.600 but you have to put faith in the process you know what i'm telling you it might it might make it

00:16:44.160 harder to pay bills today but it's going to make you a fucking fortune right years from now right

00:16:49.480 you know okay let me paint a picture for you i don't know if you can tell but i've been working

00:16:52.920 out you know my wife my wife can tell you look at the hulk dude yeah i i'm pretty close like captain

00:16:57.720 america at least vaughn vaughn vaughn banner vaughn vaughn vaughn vaughn vaughn vaughn vaughn okay so i've

00:17:04.020 been working out so suppose i go into the next uh supplement superstore you know all right i go into the

00:17:08.640 closest one and i go in there and i said well hey guys uh i'm i need something to help me bulk

00:17:15.920 up a little bit you you guys are going to want to give me what alpha curry hd but i say to them

00:17:21.340 listen i'm from i'm from the 80s you know so i'm still using joe wider's weight gain from back in

00:17:26.680 the 80s they're going to say that sucks you gotta you gotta do this and this is why i'm going to solve

00:17:31.760 your problem with this i mean is that is that no no no because that okay in a in a sales situation

00:17:39.380 that's where a lot of sales people really mess up okay because when people when you go to somebody

00:17:45.120 and they're not on to whatever it is that you're trying to sell them on it's your first tendency is

00:17:52.840 to say why yours is so much better than theirs and jump right in and say oh no man that's like

00:17:57.920 what old people use blah blah blah blah blah but see what what what people don't understand in a

00:18:02.640 sales situation is that by doing that you're basically telling that person that they're stupid

00:18:07.320 okay because they made that decision to to put their trust in that product so when you when you run up

00:18:14.360 against somebody who's doing something like what you just described they're using a product that is

00:18:19.260 dated or they're not up on technology you can't go at them as like hey this is so much better and i don't

00:18:25.820 even know why you're using that like people tend to do naturally right you have to go at them and

00:18:29.820 say hey look man i used to do the same thing that's that's the product we all started out on you know

00:18:35.500 um it's a good product and and you have to reinforce their decision to you know use a product because

00:18:43.360 you're reinforcing what you're really reinforcing is that they're not stupid they're not stupid they made

00:18:48.860 a good decision but here's how we're going to improve that decision which is essentially what you're

00:18:53.920 there to do anyway right you know and that's a hard concept for sales people i get hit up all the

00:18:58.260 time by by sales people and they're always like oh you you know we get hit up a lot on credit card

00:19:04.440 processing because we process a lot of credit cards right right and always they're always oh i could

00:19:09.720 save you so much money i could blah blah blah blah blah well how the fuck do you know that yeah how do

00:19:14.600 you know that you're by you telling me how much money you could save me you're assuming that i made a

00:19:19.420 poor business decision with with the company i chose to go with so basically what you're saying

00:19:24.660 is i'm a fucking idiot right you know what i mean right yeah you have to get on the same page with

00:19:29.460 whoever it is you're talking to you first before you could ever talk to them about how to improve

00:19:33.500 right the right way to talk the right way to approach that situation would be to come at me and

00:19:37.360 say hey andy i'm with so and so company uh i'm sure you're getting a really good deal you know

00:19:42.860 could i have the opportunity to sit with you for 10 minutes and just see if there's any way i can help

00:19:47.000 you guys out right totally different thing totally different thing you know what's amazing about the

00:19:51.080 fact that we're talking about this is that you know i mentioned that we're getting lots of you

00:19:54.180 know we're getting flooded with uh emails got a lot of emails they're all positive one of them one of

00:19:59.980 the subject lines really caught my attention it said um i'm really disappointed or we are really

00:20:06.520 disappointed something like that and i thought what and kudos to the person that wrote it uh got my

00:20:11.900 attention yeah but when i opened it up it was essentially saying and you know if you're out there

00:20:15.660 listening i had nothing personal but this is a great illustration yeah so i opened it up and it

00:20:20.920 was somebody saying andy your your your podcast is awesome we love your instagram that's why when we

00:20:26.800 went to the mfco.com we were so disappointed to find out that it wasn't optimized it went through all

00:20:31.820 of this baloney okay and it's and and i'm sitting here reading this going what and then slowly but

00:20:38.040 surely it became clear that they said but you know what we'd be happy to help you make it better

00:20:43.980 well the truth is that ticked me off so much like i yeah how much time did you put into that website

00:20:48.820 a lot okay and and frankly i know uh that that it was done well okay and and in addition i went over

00:20:55.900 to these guys um social media because they claim to know a ton about social media so i went over there

00:21:00.660 and they had like 400 likes do you realize i do like nothing like i barely post anything on my personal

00:21:06.840 uh facebook public page and i have 150 likes yeah and you're in business and you barely got 400 anyway my

00:21:13.240 point is is that they essentially insulted me well yeah that or us people do that and then just said

00:21:19.440 right and and again nothing personal against these guys and i mean on on one level it was kind of

00:21:24.480 creative because they got my attention right but it backfired on them because i was like i'm not

00:21:28.080 passing this on that works that works with people who are inexperienced in business right you know what

00:21:33.760 i mean um that aspect will work sometimes where you go to somebody and basically tell them how wrong

00:21:39.720 they're doing it but it won't work very often especially with people who have experience right

00:21:43.000 because just what you're saying it's it's the same thing it's literally the same thing as me saying

00:21:50.520 vaughn why are you so fucking stupid right why did you not optimize the website properly right why you

00:21:56.060 know right and then and i mean what's funny is this i like not to pat myself on the back but i'm a

00:22:03.360 pretty humble guy like i'm very open to people giving me feedback yeah so if it would have done

00:22:08.120 differently dude it's all in the approach i would have completely it's all in the approach but see

00:22:13.420 and that comes back to what i was saying a minute ago when you're when you when you think of it as

00:22:19.280 trying to sell you're more likely to come at somebody abrasively right because you're not

00:22:25.180 genuinely and when i say help when think about helping instead of selling i don't mean like

00:22:31.140 replace the word sell with help like literally i mean in your fucking heart start thinking how you

00:22:38.700 can help people right instead of how you're going to sell them shit right in your heart your intentions

00:22:45.400 have to be pure okay because when when when your intentions are pure you can get away with saying

00:22:50.680 abrasive shit because it comes across as oh it just was a way he said it it wasn't exactly how he meant

00:22:57.020 it and when you're trying to sell and you say that same exact statement it comes across as as

00:23:01.780 disgenuine and heartless and and rude right and and you know that's it's just it's not going to work

00:23:08.220 anymore so you're saying when you say solving someone's problem and then when you're saying

00:23:12.000 helping them is it better to think of that as two ways of saying the same thing or two sides of a coin

00:23:18.340 two different things okay selling people shit is hey here comes vaughn i'm gonna get him to buy x y and z

00:23:26.180 and the way i'm gonna get him to buy it is by asking him these questions and then i'm gonna close

00:23:30.940 at this point in time when he answers these questions i'm gonna say this to close it all

00:23:36.560 right it's like a preemptive strategy to get somebody to buy shit all right that's selling right

00:23:42.740 helping is genuine okay helping is here comes vaughn i wonder why he's here let me find out what his

00:23:50.340 problems are and we'll find you a solution totally different mentality right and the thing is is the

00:23:57.320 mentality of the second side of the helping side of the coin that's the side that builds empires

00:24:02.940 that's the side that gets people to go out and say hey you know what and he's a good fucking guy

00:24:08.100 if you have a problem like i have go see him he'll help you out he's not gonna try to sell you shit you

00:24:12.820 don't fucking need that's the point because when that person leaves there they leave with an opinion

00:24:17.840 of you whether they buy a hundred dollars a thousand dollars or a hundred million dollars

00:24:22.960 they still leave there and the bigger dollars they spend the more likely the influence they have in

00:24:27.960 their community and they leave there with an opinion all right and if that opinion is hey i just got sold

00:24:34.360 some shit you're in trouble right if that opinion is hey that dude was really helpful and you know

00:24:42.220 what next time i'm gonna go see him and i'm gonna ask him more questions and then what happens is is

00:24:47.920 you know you educate the person they start to trust you they come back the second time you educate them

00:24:52.960 a little more they trust you a little more and then what happens is they become loyal and when they

00:24:57.180 become loyal that's when they're like you own the conversation right what what i mean by that is

00:25:03.180 you're at a cocktail party on friday night and the conversation comes up about

00:25:06.880 you know uh the shoes you wear and you're like dude i fucking got these shoes off zappos

00:25:13.700 i ordered them they were here the next day they sent me a free pair of socks they sent me a handwritten

00:25:18.500 thank you card blah blah blah blah blah and you become a passionate raving fucking lunatic for that

00:25:23.060 brand that's where the value is right you have to get over today's sale and you have to think about

00:25:27.960 the lifetime value of the customer and the things that you can do and the only way you could do that

00:25:31.860 is by actually caring about helping that person solve the problems that they have right right that's it

00:25:36.340 so i'm gonna i'm gonna back up just for a second recap um in terms of your your sort of your

00:25:42.720 manifesto in sales as far as i can tell the salient points if we could put it that way

00:25:47.100 are obviously start with a great product secondly uh you know make it about solving problems making

00:25:53.600 it about helping people you you talked about affirming something about their decision not not

00:25:59.160 cutting them feel good making them feel good make them feel good for not knowing what to do it's okay

00:26:04.220 right and at the so at the beginning we talked about you know the process of selling yourself and

00:26:09.160 and then we immediately jumped right into the the you know the the methods and the procedure so to

00:26:13.920 speak um but i guess implicit implicit and all that it comes down to basic shit yeah we're talking okay

00:26:20.520 whether you're selling yourself you're selling a product you're selling your business it's all the

00:26:24.440 same it's all the fucking same how many people that are extremely helpful do you dislike

00:26:29.100 none exactly right so you know somebody who is extremely helpful and he says hey vaughn i'll come

00:26:35.620 help you build your deck hey i'll help you move hey i'll help you this oh and by the way the guy

00:26:39.500 sells fucking tires where are you going to buy your tires right that guy for sure i'm saying yeah

00:26:43.460 help people yeah that's it help people and then you also i mean dude our mission statement in our

00:26:49.520 company is help people get results period that's it and it's not help people get results as one

00:26:58.680 sentence it's fucking two sentences help people period get results period and then the word period

00:27:06.220 get it yeah help people that's fucking it it's the only strategy that you have to know to be

00:27:13.060 successful in today's economy help people better than the next guy it's it and people instead of

00:27:20.120 thinking like oh i'm gonna sell this guy and it comes out it comes down to selling yourself too man

00:27:24.460 dude if you meet somebody you shake their hand don't start thinking about what you can get from that

00:27:30.100 person think about what you can give to that person right when you when you do that you become

00:27:34.860 valuable help people it's it best sales strategy in the world all right there's really not that

00:27:42.840 much more to it right right so uh just a second ago you were talking about how it's not good to

00:27:47.580 sell people things that they don't need but obviously there are people out there that don't

00:27:51.720 necessarily know what they need like they so so part of good sales is creating that awareness right

00:28:00.540 that they need a product right so how do you do that and and how do you do that in a way that

00:28:04.000 helps people kind of fits within your whole scheme of thinking well first of all pete when you when you

00:28:09.880 develop the attitude of i'm just going to help people and it's genuine it's from your heart

00:28:14.160 people go pick up on that okay they have sensory acuity they know they know what's in you before you

00:28:21.020 even say it okay so when you have that genuine from your heart ability i'm going to help this guy

00:28:26.260 um they're they're going to be less resistant to anything that you have to talk about so

00:28:34.280 you know when somebody comes to you for a problem and let's say you solve that problem and then you

00:28:40.400 think of how you can improve whatever result slash problem they're trying to go for that's when you

00:28:46.520 just you know you just show it to them without pressure and one of one of the things that you

00:28:53.100 know we teach our guys is just to say hey um look man i wanted to show you this a lot of guys are

00:29:00.240 doing this this will help you with this this and this you know whatever that is and it's just a

00:29:04.520 genuine way like you're talking to your buddy you know like that's just another example of like

00:29:09.560 a term that is out there that ruins fucking sales people called upselling you know you're you're when

00:29:17.820 you specifically try to upsell people they know it right you not know when you're getting upsold

00:29:22.440 right everybody here has been to the fucking buckle yeah you know you go to the buckle and you're in

00:29:26.880 there which and you're trying on clothes and you're you're like in there and you feel weird for being

00:29:32.480 in there anyway because the buckle is a weird fucking place dude you're gonna kill our ability

00:29:35.980 to get some apparel from there i'm not worried about okay i'm not a big fan of okay but they

00:29:41.360 could use some fucking consulting i tell you that you go in the buckle you're in the dressing room

00:29:45.460 what happens everybody knows what happens what happens when you're in the buckles dressing room

00:29:48.660 all of a sudden fucking shit comes flying over the door from all over the place like you're in a

00:29:53.380 fucking rainstorm of fucking buckle apparel you got shit hitting your face you got shoes hitting

00:29:58.340 in the head oh hey try this hey try this oh i think you would look really good in this oh really

00:30:02.640 i'm 285 fucking pounds i don't think i would look good in a fucking skin tight fucking pair of skinny

00:30:08.360 jeans motherfucker you know like dude be genuine solve the problem that's an instagram quote dude it's

00:30:15.300 the truth yeah you know i'm sorry mr buckle whoever you are but your sales strategy is fucking

00:30:20.140 terrible yeah no you're right you know right dude people know where they're being upsold so

00:30:24.900 continue that help them you if if if you have three parts to an equation to help somebody okay

00:30:31.340 let's say a b and c they come into your place of business or you interact with them on the internet

00:30:35.900 and a solves their problem but b will help solve the problem more effectively you get the opportunity

00:30:42.600 present that b by earning their trust on a right okay so when you effectively show them that a solves

00:30:50.440 their problem and they're happy with that then you're going to get an opportunity for b it may not

00:30:54.800 happen today it may happen next week it may happen next month it may happen next year after they were

00:31:00.200 so thrilled with the interaction they had with your company that they've advertised for you for a

00:31:04.500 fucking year and then they come back and say hey man i want to accelerate my results here i want to get

00:31:09.740 this better or i want this it it's going to come down to an opportunity for you to genuinely present

00:31:14.820 that product so right you know you just have to earn their trust yeah so before we worked together

00:31:22.420 and before i really knew you i did i did this is really amazing i just it happened to remember this

00:31:26.660 i did go into a supplement superstore and i went in there and i told the guys here this is this is what

00:31:31.660 i want to do this is this is kind of you know basically i wanted to get big and well not big just you

00:31:36.620 know ripped and good looking and all that good stuff and it was interesting how are you gonna

00:31:39.980 get good looking for coming to the store man what well that's true i can't get i'm just saying

00:31:44.180 unless you offer plastic surgery you're pretty handsome dude i don't know if we can help you out

00:31:47.260 i'm like professor x man that's right yeah without the wheelchair you got von hulk yeah so anyway but

00:31:51.900 what what really struck me i remember this was that dude i was ready to load up on everything yeah

00:31:57.580 and uh and i was ready to spend some serious cash that's right and your guy i don't even know who it was

00:32:03.140 now but he was just like you know i wouldn't do that if i were you like i would establish a workout

00:32:08.220 regime first or a regimen not regime i would establish a workout regimen i'd start eating

00:32:13.620 right and then come back here like three weeks in a row yeah i was and i remember at the time thinking

00:32:17.980 dude are you trying to talk me out of are you trying to talk me out of buying stuff that's what you do

00:32:22.080 you do the right fucking thing it's very simple the right thing is get somebody the education they

00:32:28.680 need to solve their problem with the least amount of investment possible right so you let them start

00:32:34.620 that then they trust you okay then they come back and they say okay well what can accelerate this

00:32:39.040 result and you know what the best you know what one of the best ways to build trust with your customers

00:32:43.380 is to tell them the fucking truth about what they don't need to buy from you okay wow and to do that

00:32:52.240 takes fucking balls right because it's the difference between in the beginning you having

00:32:57.980 a beer with your buddies on friday night or not okay but if you're going to make your business decision

00:33:03.980 based off of where you could afford to go to on friday night for socialization you're going to be

00:33:08.360 reading the prices on the fucking menu your whole entire life right you know this is long term where

00:33:12.920 are you going to be in 10 years with that attitude you're going to be out of fucking business right

00:33:16.780 because i'm going to tell you right now that person is going to know that you sold them shit they

00:33:19.860 didn't necessarily need and they're never going to recommend anybody and in fact not only are they

00:33:23.500 not going to recommend anybody they're going to go out and fucking tell everybody not to go to you

00:33:28.180 right so dude with the way that social media is and the way the internet is and the way that

00:33:33.220 interactions and recommendations and reviews are instant you have to do the right thing you have

00:33:39.460 no choice right so if you were to come in to one of our stores and our guys were to sell you all

00:33:45.760 that same shit and you went home and let's say you didn't get results because you didn't know how

00:33:51.260 to use the shit all right you end up you say man i didn't get results and i'm just laying out how

00:33:57.840 this works yeah all right yeah you're gonna say man i didn't get results you know they gave me all

00:34:02.140 this stuff i don't know how to use it um i didn't really get results uh i'm gonna try this other place

00:34:08.080 and they go you go down the street to our competitor and you know what our competitor says our

00:34:11.800 competitor says yeah man um you don't need all that stuff here's what you need to do you need

00:34:17.700 to go out and you need to fucking work out right right you need to fucking stop eating so much shit

00:34:22.980 all right and then come back to me if you've done that for a week and then we'll talk about

00:34:27.200 supplements which are the third most important thing right not the fucking first and second

00:34:30.780 right and then what do you say then you go out and you say god dude i went to this other store

00:34:35.080 and they fucking they they fucking told me the truth yeah i can't believe it and you tell the story

00:34:40.780 like you just told about us but you tell about somebody else so people are going to tell that

00:34:44.980 story right about somebody right it might as well be you so get the short-term thinking out of your

00:34:51.080 brain and start thinking long-term and how i can make every single person an advocate of my business

00:34:56.800 every way possible every dude i can sold i've consulted for literally dozens of businesses here locally in

00:35:04.820 st louis there's barely any i don't even maybe out of dozens maybe one or two that can grasp this

00:35:14.340 concept of long term it always comes down to man i'm gonna make that i'm gonna make this extra 50

00:35:19.440 bucks today right or i'm gonna sell this person this this you know nicer set of tires they don't

00:35:24.220 necessarily need well guess what they're gonna go on the fucking internet and figure out that they

00:35:27.280 didn't need that shit stop thinking you're tricking people right you know dude this is a concept

00:35:33.020 for business that people are not caught on to yet so if you could just figure this out what i'm

00:35:37.220 telling you you're gonna be very successful because most people aren't doing it they're still stuck in

00:35:41.440 the old ways of how can i fuck my customers right right stop fucking people yeah you know it's that

00:35:48.740 simple man do the right thing tell the truth earn the trust earn the loyalty it's that it's that simple

00:35:54.180 it's simple but it requires discipline to execute discipline to execute and understanding of the

00:36:00.020 process and the commitment in the long haul okay so it's not a quick fix so let me tell you

00:36:04.000 you're not gonna be a fucking millionaire in two years all right you have all these people online

00:36:08.760 on instagram shit so you know what from fucking living in a fucking gutter to being a multi-millionaire

00:36:14.620 in 12 months bull fucking shit right all right if you did you're like a dude like once in a blue

00:36:20.660 moon exactly yeah okay that's like one out of a billion yeah and and any most people say that are full

00:36:27.280 shit yeah all right secondly get that idea out of your head all right the idea that's sold to you

00:36:34.180 by media by society by all these people out there that you're going to become an overnight success

00:36:39.160 and make millions of dollars in a week it's not going to fucking happen right all right because

00:36:45.020 here's where that it gets dangerous you're going to get dangerous because you're going to be in this

00:36:49.280 for a year or two and you're going to be making good progress and you're going to look in the mirror

00:36:52.900 and you're going to say fuck dude i'm not a millionaire i'm not driving a rolls royce right

00:36:57.400 you know my house still sucks all right it's gonna fucking suck i'm just telling you that right now

00:37:02.380 stick with it right because then what happens is those people quit at that point in time and go start

00:37:06.640 something else and then they do that for three years right it's not it's not where they want to be

00:37:10.420 and then they quit and they do something else and most people most fucking people do that their

00:37:15.840 entire lives right whether it be with a job or owning their own business they get in a position

00:37:21.740 where they're at a job for four years and they're like fuck dude you know i should be making as much

00:37:26.080 as the owner makes uh first of all no second of all four years isn't that long third of all you know

00:37:32.680 maybe if you applied a little more effort into into being productive and valuable instead of

00:37:37.400 bitching about what you don't have maybe you would be a little bit further down the road right

00:37:41.400 you know right and so the thing is is that you have to understand that it's going to take time

00:37:48.360 and i think you know we're going to do a whole podcast on patience i mean that's a whole nother

00:37:52.100 podcast but uh understanding the time aspect is extremely valuable because if you think you're

00:37:59.620 going to build a hundred million dollar company in two years you know it's it's i mean has it happened

00:38:07.240 sure it's happened like if you're in the tech if you're in the tech sector dude that shit happens

00:38:11.820 right okay it doesn't happen very often but it does happen right if you're in retail like me

00:38:16.280 manufacturing like me no it doesn't happen right i'll tell you what my shit's sustainable

00:38:20.820 it's going to be here 20 years from now right you know what i mean absolutely so you different areas

00:38:27.100 have different potential for growth but very very very rarely is it going to happen that fast

00:38:31.600 so you have to get your mind revolved and reprogrammed around how can i what how can i make this person

00:38:39.540 advocate for 20 fucking years when you create that kind of loyalty that person's going to go out and

00:38:46.220 they're going to be so passionate about your brand they're going to bring you three or four more

00:38:49.140 customers you see what i'm saying oh absolutely so yeah that's how you can exponentially grow your

00:38:54.560 brand without very very much money you know when i first started we didn't have the fucking social

00:39:00.100 media we didn't have the internet was brand new nobody knew how to use it you know we didn't we we

00:39:05.440 learned how to look at like naked chicks and that was it that was all we used it for we didn't even

00:39:10.080 know what email was we just knew we could get like pictures of naked girls on the internet

00:39:13.700 i mean i'm i'm being real no i know you are trust it's uh it's it wasn't you it wasn't a tool that

00:39:20.440 we knew how to use right right and we didn't have it at our disposal now now you have these guys

00:39:24.300 who are starting up companies and if they run their social right and learn how to leverage that

00:39:28.840 properly they can build their company very quickly without a lot of money you know so so where you

00:39:34.860 know i say oh it took me 17 years well first of all i'm fucking stupid all right if i had done shit

00:39:40.080 right and and not focused always on making money and focused on providing value like i'm telling you

00:39:47.300 guys instead of where i was focused on selling for the first 10 years of my company if i had focused

00:39:52.420 on the shit that i'm telling you guys to focus on i would have done this in four or five years not 17

00:39:56.240 and that's where the value comes into you know i'm trying to save you guys that 10 year lapse and

00:40:02.660 plus then you have the internet on top of that right you know maybe you can do it in five years

00:40:06.460 you know don't get discouraged because it took me 17 that's why we're talking about this shit

00:40:10.780 so it doesn't take you 17 right you know right no makes total sense yeah so i want to break just for

00:40:16.620 a second to uh once again say that if you guys you know if you're first time listeners to the podcast

00:40:20.780 thanks for joining us we really appreciate you guys uh check out our website it's themfceo.com

00:40:27.400 if you want to specifically go the website page it's just themfceo.com slash podcast and uh you'll find a

00:40:34.180 lot of different resources on there we're going to be working over the next working hard over the

00:40:38.000 next couple months to really build the resources i know andy's got some course ideas some online

00:40:42.300 different things that we're going to be doing uh but we'd love to we'd love to have you visit the

00:40:46.280 website and give us your feedback no guys it's not we're not asking you i'm gonna fucking tell you

00:40:51.400 we had 10 000 downloads on an episode yesterday and and 20 000 over the last two episodes we got 50

00:40:59.560 reviews if you guys think that we're providing value leave a fucking review man we're we live

00:41:05.640 and die by that shit yeah if you guys don't review for for uh if you don't if you don't help us we we

00:41:12.680 can't do what we're doing so so you know give us a review hook us up you know let us know how we're

00:41:18.720 doing and what you think and and uh you know only if it's good yeah yeah just yeah well you know yeah i

00:41:24.280 you know but i'm i'm into sweetening sweetening the deal a little bit so i tell you what why don't i mean

00:41:29.160 if they leave a review copy it email it to ask andy at the mfceo.com put your i'm just not

00:41:36.340 everybody but we'll randomly select uh put your put your address in the email and you know we'll

00:41:41.300 send you something i'm not sure what we'll send you but it'll be awesome that's cool so uh so yeah

00:41:45.380 sweeten the deal a little bit yeah that's cool you know you know uh why do you have to be so hard

00:41:49.620 ass sometimes no tyler's got a really cool beanie baby collection he'd be happy to donate a few of

00:41:54.800 his beanie babies that we can send you yeah well and he keeps on saying we're not giving

00:41:57.800 not the alligator not the alligator okay well andy keeps on saying we're we're not giving away

00:42:01.580 koozies but you know we might someday it's not i know i said that as a joke but you know koozies

00:42:07.160 are pretty handy they are they are so chris has this new thing my business partner um has this new

00:42:12.760 coffee cup it's called a yeti yeah and apparently it keeps ice for like a week yeah like any dude he's

00:42:19.900 been stopping me every time i walk by his office like dude you go to fucking check out that yeti it

00:42:24.000 still has the ice in there since like last tuesday well you know what he texted me he's texting you

00:42:28.340 about the fucking yeti he he texted me no i'm serious he said to me and i mean technically you

00:42:33.520 know all right so wait stop all right all right stop let me stop this is the this is the point of

00:42:37.640 what the fuck we're talking about here okay all right the yeti it solves a fucking problem it keeps

00:42:42.880 your shit cold right it solves a problem better than any other cup out there so much so that you have

00:42:48.720 my business partner who is a pretty influential person yeah bragging about it to all his friends

00:42:53.560 sending texts to people about this fucking cup because it holds ice good oh it's it's it goes beyond

00:43:00.500 that okay so he he texted me and he said vaughn i think we should buy 50 of these slap the mf ceo

00:43:07.760 uh logo on them and offer them as giveaways that's what he wants to do well there you go yeah okay

00:43:12.800 that's the power of word of mouth that's the power of a product that truly solves problem let me share

00:43:16.980 a little story i know we're getting long here but i want to share a story about um the work the

00:43:22.180 power of solving a problem all right from my personal experience all right so when i was in when i i don't

00:43:28.860 know in 2009 ish somewhere in that area of life all the years run together for me um so i don't know

00:43:35.720 what year it was but um i had a problem with my pc and i was always a pc guy i was always a not

00:43:43.220 politically correct i meant like a personal computer right because i was never a pc guy the

00:43:47.420 other way clearly but um i was a pc guy and i was the kind of guy who thought like oh man i'll never

00:43:55.500 turn to mac because you know max for like little nerdy dudes to sit in starbucks and and you know

00:44:00.200 try to look cool with their little starbucks cup and and their mac and that's just not me i'm a

00:44:04.620 business guy i'm about numbers i'm about results i'm about growing shit i'm about getting fucking shit

00:44:09.000 done and so the apple's not for me but i kept having these problems with my pc and it would just

00:44:14.520 crash and like i would be working i'd be writing a blog i'd be doing something i'd be sending an

00:44:19.140 important email and it would just crash and there was no way i could get that information back and so

00:44:23.620 i kept getting more frustrated more frustrated more frustrated to the point where my my love for pc

00:44:29.340 i was like dude this is fucking unreasonable i can't tolerate this anymore i'm gonna go check out

00:44:35.620 what apple has to offer okay and i went to uh the apple store here in west county in st louis

00:44:42.160 and i walked to the front of the store and i looked in the store and i was in like complete

00:44:47.500 like terror because here's me type a business guy trying to get results you know blah blah blah and i

00:44:54.920 look in there and i see like 50 fucking harry potters all of them like all the cast of harry potters

00:44:59.820 in the apple store um one of them was flying around on his fucking broom you know and and they're

00:45:05.460 all like in this magical app apple fucking land you know i haven't seen a single one of the harry

00:45:10.340 potter movies oh dude listen i haven't either but this is what i imagined it to be okay gotcha okay

00:45:15.640 so anyway i walk in the store and i'm thinking like because you know how like apple has a pretty

00:45:22.800 cult following i'm thinking all right i'm gonna tell these guys i use a pc and they're gonna fucking

00:45:28.940 undress me and make fun of me and make me feel stupid and then i'm gonna get angry and leave so

00:45:33.440 it's gonna be like a four minute thing right so i walk in there and and fucking harry potter flies

00:45:38.560 over to me on his broom and he's like hey welcome to apple how can i help you and i'm like i'm like

00:45:44.560 okay man i'm like hold my breath i'm like all right dude here's the deal i use a pc and i'm fully

00:45:52.840 expecting to like laugh you know and he's like that's okay man pcs are really good for certain

00:45:58.900 things you know uh pcs are good at this they're good at that they're good at this but let me show

00:46:03.940 you what apple does he goes i used to use pc too and then i switched to apple and then i loved apple

00:46:08.400 so much i got a job here and i'm like all right that's that's cool nice you know um he was enchanting

00:46:13.740 you yeah it was it was cool man like he put a little spell on me and i was like all of a sudden

00:46:17.220 i was like listening to the apple you know so anyway he pulls me over to the little station they have

00:46:23.880 and we start going through the computer and we spent like three hours going through the computer

00:46:28.980 him showing me all this stuff because i'm slow when it comes to computers and most people learn

00:46:33.620 their mac in like five minutes but you know it took me a while and and we went through everything

00:46:39.240 answered every question okay i left there with a mac for myself and for my girlfriend at the time

00:46:44.460 um so i spent you know i don't know 4500 bucks probably on on shit that i could have bought a best buy

00:46:52.380 for 1500 bucks right right so i go home i'm messing around with the computer and i fucking love it and

00:47:00.080 not only do i love it i love the experience this guy gave me because he didn't try to sell me on

00:47:03.980 anything he tried to help me decide which product is better for me he let me make the decision okay he

00:47:11.200 he helped me he did not sell me anything right all right and this is this is the benefit of having a

00:47:17.760 great product when you have a great product sells itself all you have to do is help people learn how to

00:47:21.600 use it right or help people understand how it's going to solve their problem right so i go home

00:47:26.480 i post on facebook holy shit i always thought pcs were for me they're not i love mac and anybody

00:47:35.020 using uh anybody using a pc you need to take a serious look at mac all right and i don't remember

00:47:40.480 the exact post but it was something like that and you know i don't know how many people bought that

00:47:45.080 but the point is is i was converted all right right off of this experience right and i went from being

00:47:49.480 a hardcore pc guy to a advocate for mac not only on social media but in life anytime i saw to this day

00:47:58.020 anytime i see somebody using a pc i'm like dude i'm like have you ever looked at a mac dude you use a

00:48:04.100 pc let me tell and i tell them the story right yeah and and then so but here's the cool part so here's

00:48:09.380 what happened so at that time i had like eight managers of the stores um i went in i bought all the

00:48:15.980 managers of mac okay uh then i bought our district manager mac my business partner mac my brother mac

00:48:23.560 um then we went a little further we were all using macs then we just switched our pos system to a mac

00:48:31.200 based pos system called light speed okay so now our stores pos systems are on light speed um then we

00:48:38.940 switched to uh inventory control on first form now i have over 100 guys in our company that all use

00:48:45.460 max okay that one interaction handling it properly help versus sell long term versus short term

00:48:51.120 made apple millions of fucking dollars off of me wow okay yeah that's the value of doing the right

00:48:58.300 fucking thing yep that's the value of building a product that solves problems even if it's more

00:49:03.400 expensive because i'm proud of that i'm proud to be an apple person you know no longer do i look at

00:49:10.060 it like harry potter now me and harry potter are drinking a beer together right you know what i'm saying

00:49:13.840 right right it's yeah it's a total people you have to look at it that way if you don't look at it that

00:49:19.060 way you will not be in business very long wow yeah i don't i'm not gonna tell that story yeah

00:49:25.040 that's amazing um speaking of harry potter i was i was stuck at 666 instagram followers which is

00:49:32.100 pretty pathetic really but um that's kind of like but that's like should bother you being a former

00:49:36.920 pastor it does bother me but but i was wondering if you you happen to have posted something during our

00:49:42.600 recording session because i just had a spike in uh in followers somebody named bluegrass body girls

00:49:50.360 just followed me do you know her oh tyler tyler tyler must have posted something anyway i just

00:49:57.760 increased my following so there you go so now you're past the devil's number right exactly but

00:50:03.580 speaking of that which if you want to connect with andy on instagram it's at andy frisella i'm at

00:50:07.660 von kohler and like i said please please connect with us um sending emails to andy questions anything

00:50:14.500 it's uh ask andy at the mfceo.com now guys i know we joke around a lot and i i exaggerate a little bit

00:50:22.480 and you know i get a little enthusiastic here when i tell stories you know harry potter wasn't really

00:50:26.840 on his broom he was on like this battle cat like he managed to be on but that's awesome so the broom

00:50:31.060 was an exaggeration you know a lot of people are not even going to get that reference because yeah

00:50:34.040 we'll look it up google battle cat it's the baddest shit ever yeah all right that's pretty cool but

00:50:38.980 guys i'm here to help you guys vaughn's here to help you the guests we bring in are here to help

00:50:43.420 you okay um i want you guys to walk away with something that is going to help you be successful

00:50:49.920 in life all right it's going to help you be successful in your job it's going to help you

00:50:54.260 be successful in starting a new business or growing your business if you have questions hit us up man

00:51:00.580 there's tons and tons of good questions that quite honestly i've been doing this for such a long time

00:51:05.260 that i've probably forgotten and so a lot of times it's hard for us to come up with the right things

00:51:09.360 to answer so hit us up with the questions and uh and it's probably you know you might be thinking

00:51:13.900 oh this is a dumb question no it's probably not that dumb it's probably a really good question so

00:51:17.740 make sure you hit us up um ask andy at the mfceo.com uh and and and we'll throw it up on the show

00:51:25.740 yeah yeah so on that note um do you think we have time to have you answer a question

00:51:31.840 yeah let's do one okay let's do one so this is coming from dave from philadelphia by the way if

00:51:37.620 you send andy a question i love saying where you're from that's awesome so thank you dave

00:51:43.020 what up dave bro so uh so he says when it dave says hey andy when it comes time to start my

00:51:50.720 business i want to find some skilled and loyal people to grind with me in order to create

00:51:55.620 something special blah blah blah okay but here's where his question he said he says once you found

00:51:59.940 your team was it hard for you to relinquish some control of your business being that this company

00:52:05.740 was your baby i can imagine that it might have been unsettling at first to allow others to do

00:52:10.100 a large portion of the work how did how did you do that that's an organic growth i mean what's going

00:52:15.440 to happen is yes when i okay this goes back to like when we had one store and then we had it was

00:52:21.380 just me and chris and we had to hire people to run a second store all right that's the most terrifying

00:52:26.600 point in business when you're ready to go from the first step to the second step okay it's terrifying

00:52:32.660 you're like fuck dude i'm gonna hire some people they're gonna steal all my money they're gonna cheat

00:52:37.100 me they're gonna blah blah blah well here's the first thing you got to understand most people

00:52:40.880 are good okay secondly if you mold yourself into becoming a good manager a good leader

00:52:47.080 you're going to help people find pride in their work they're gonna feel good about helping you if

00:52:54.620 you treat them right they're gonna want to help you naturally okay so get the idea of all the

00:52:59.220 negatives out of your head um and start giving people a little bit of trust and and that will help

00:53:04.140 a lot and and i'm gonna tell you people are gonna fuck up they're gonna fuck your business up i've had

00:53:08.820 i've had employees cost me hundreds of thousands of dollars on mistakes i mean but here's the thing

00:53:15.560 you have to look at that mistake that they made when you're a little business and you're adding your

00:53:21.560 first person and it cost you a thousand dollars and and a lot of people at that point will fire that

00:53:26.740 person oh you cost me a thousand dollars but here's where you mess up as a leader right there

00:53:31.020 because that thousand dollar mistake is going to be a million dollar mistake in 10 years or five years

00:53:37.280 okay and you have to look at that mistake as an education as long as you have somebody who's

00:53:42.220 able to learn from their mistakes you're going to be okay but you can't go you can't go in it with

00:53:48.800 the i see this a lot with businesses oh that person cost me this today so i'm firing them no that's

00:53:53.980 their education just like when you make mistakes so allow them to make mistakes expect it as a cost of

00:53:59.720 doing business and and grow as a team you know um to answer the question yeah man it's fucking

00:54:06.300 nerve-wracking it's very nervous to give people control of your business but i mean the point is

00:54:11.640 is how many businesses have done this millions of other businesses have done this you're no different

00:54:16.100 right you know suck it up deal with the stress deal with the anxiety and you'll grow from it right

00:54:21.360 sounds good well dave from philadelphia thanks for the uh thanks for the question let's say one more

00:54:26.340 oh you want to hit another one okay well uh let's hold on trying to totally ruin my voice i had to

00:54:31.380 speak uh two long speaking engagements this past weekend and my voice is still uh pretty shitty all

00:54:38.640 right so i'm trying to ruin it the whole way that way when i go drink whiskey this weekend at the lake

00:54:43.720 then i can just like say it was from the talk and not from the whiskey okay well thanks dave from

00:54:49.360 philadelphia we really appreciate it i've got a lot of warm fuzzies in my heart for people from

00:54:53.300 philadelphia because all my uh relatives are from there but uh you guys you really have the meanest

00:54:58.980 sports fans in the history of the planet we sent you sam bradford be nice to that kid so you said

00:55:05.480 you want to do another one yeah we knew another okay we got one more this is from brock and uh you

00:55:10.540 know what i don't know where brock is from but but it's brock b brock sounds like he's also from

00:55:15.360 philadelphia like it does a little bit yeah sounds like a tough name kind of yeah like i'm i'm from philly

00:55:20.760 i eat cheesesteaks i get punched in the face yeah i'm gonna i'm gonna pretend that's brock so i'm i'm

00:55:26.300 i'm clicking on his picture here oh it's he calls himself black belt brock see i told you he's

00:55:32.760 fucking badass dude he's he's also from pa i told you i told you all right all right so his question

00:55:40.680 is really yeah that's yeah it says uh lives in efrata pa there you go all right that's pennsylvania

00:55:48.400 for all you people who don't know the state no it's not you're kidding yeah i know um okay so

00:55:54.740 he says hey andy my question is when you start your own personal brand what can you do to keep

00:56:00.880 your content interesting and engaging on social media without changing your style and just doing

00:56:06.240 what others are doing to gain more of a following i don't think you have any opinions on this

00:56:10.160 that's a whole nother podcast right yeah that's what comes down to being authentic that's a great

00:56:17.180 thanks for the idea brock we'll do that that's i'm sorry i was talking over you that's it has to do

00:56:22.980 with what authenticity oh i mean it's it's something that a lot of people don't really understand um but

00:56:29.200 it really comes down to just being yourself and having the balls to uh say the things you believe

00:56:34.220 yeah um you know there's lots of things that that come across uh my eyes over the course of a day

00:56:40.060 that's that spur little ideas for content whether it be uh you know like yesterday i saw they fucking

00:56:46.300 ban the dukes of hazard from fucking tv land because yeah i mean come the fuck on man i know i mean let's

00:56:52.980 let's be real dude dukes of hatter is american culture yeah i mean i know say whatever you want about

00:56:57.720 the flag but to ban the whole show because it offends people i mean come the fuck on it's stupid

00:57:02.860 yeah katherine katherine bach doesn't look real good anymore look man daisy dukes on the fucking

00:57:07.960 show look good she doesn't look good anymore well whatever not that that's a bad i mean no what are

00:57:12.900 you talking about you're just gonna rip on her and then you're gonna fucking back up come on vaughn

00:57:16.400 don't be a pussy look man here's the reality i get ideas from everywhere okay it's it's i see things

00:57:25.740 they spur an idea i put it in my notes section on my iphone and then i say it the way i i believe

00:57:31.660 because i believe that there's going to be other people that agree with me right you know and

00:57:36.000 sometimes they don't and that's okay right you know so it comes down to being authentic being your

00:57:40.460 real self and just you know learning how to um jot down the inspiration of the content right um i mean

00:57:47.980 i think that's a whole episode it is a whole episode i'm just going to tack on one other thing

00:57:51.400 because i know i know you you believe this is brock there's two things one is andy is the real deal

00:57:57.080 what he's what he is on social media he is in person so that's a huge thing and i think

00:58:01.540 people resonate with someone's authentic voice and then the second thing is providing value you

00:58:06.440 really do try to you're not posting just for the sake of posting no i mean sometimes you post like

00:58:11.100 pictures you know i try to mix it up because you know i don't want to be the guy who's always

00:58:15.260 preaching i mean i i preach enough so sometimes i try to throw shit in there but yeah um you know

00:58:21.200 that's i don't know man i i just say shit when i feel like saying it right that's the truth right

00:58:26.780 you know i don't i really don't do it like i'm gonna have like we like we have this strategy

00:58:31.620 meeting of like we're gonna try to do this to build a following it's it's it's just i say the

00:58:36.500 things that come across and sometimes they come a lot of times they come from my own employees like

00:58:40.920 they have like i might see an issue with somebody and think man you know that would be a good post

00:58:46.580 or they might ask me a question i say that'd be a good post i might see something on tv and think

00:58:50.760 oh that'd be a good post i write that shit down right come back to it later and i make a post

00:58:54.440 right you know that sounds good hey while we're on social media something we haven't mentioned

00:58:58.780 that i should probably mention is that andy is also on yeah snapchat snapchat right snapchat's cool

00:59:04.220 because uh it's like one of those it's it's the it like shows the real life aspect you know um you

00:59:10.580 can't really uh pre-produce your snapchats so yeah you know i like it because i feel like it gives

00:59:17.420 people an idea of what's really going on in people's lives yeah i actually prefer it to any

00:59:22.020 other media and you really are serious when you tell me it's not about sexting anymore no it's not

00:59:26.120 man i mean it used to be i think that i got on it late man i've you know i've never gotten anything

00:59:31.440 inappropriate on snapchat personally but yeah i think that uh i think that would you say your

00:59:36.360 snapchat was uh it's mfceo-1 mfceo-1 yeah i'm gonna hold out unless there's some sort of

00:59:43.420 oh it's cool overwhelming overwhelming outcry everybody's using periscope now too i think about

00:59:47.540 trying that out i don't even i've never even heard of that yeah periscope's cool it's like a live

00:59:52.040 it's live feed live chat yeah i'm not sure exactly how to use it yet all right i'm gonna get on it

00:59:55.920 well we if we do figure that out we should do that while you're doing this yeah that'd be cool

00:59:58.960 yeah that would be all right guys the mfceo.com you know the drill andy you want to close us out

01:00:05.360 yeah guys um go review our shit on itunes all right tell please tell people about us

01:00:13.840 we'll give you a lot of reward if we gave you value if you learn something i don't charge money

01:00:19.380 for this i don't ask for any money for this the only thing i ask of you guys to do is leave me a

01:00:24.820 review right you know leave us a review ask questions get interactive copy and paste it email to me yeah

01:00:31.040 we'll get on it we'll get on it we don't know what we'll sell you but we'll say or not sell you

01:00:35.080 excuse me my mind's on sales we don't know what we'll send you but we'll send you something yeah

01:00:38.520 not all of you vaughn just fucked up the whole show i did no just uh just hit us up guys um

01:00:44.940 we've got uh plenty of things that we can talk about but but really what we want to do is answer

01:00:51.120 your questions so ask andy at the mfco.com we'll catch up with you later

01:00:54.920 i'm never gonna settle

01:01:01.960 you

REAL AF with Andy Frisella - July 07, 2015

Straight Talk On Sales, with Andy Frisella - MFCEO5

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