Find Your Why Or Your Purpose In Sales

Rob  00:00

Hey, everybody, today is going to be another show with a guest. And today’s gonna be a little bit different. We have an individual that is a salesperson, but he’s also got some sales processes that he’s automated. He has impacted a lot of people’s lives. And by doing so he’s improving other people’s lives while he’s been driven to do sales. And that will make more sense when you get into this episode. But basically, he’s using some experience that he had in another country to really impact how he looks at what he does. And it just it struck me as a solid interview, and I wanted to share that with everybody Lane, what did you get on this episode?

Lane  00:46

Yeah, I was actually blown away by by Mat, I think what he’s doing is incredible. And, yeah. And I think we’ve mentioned a couple times throughout the episode, but really, what comes to me is just what he’s doing is cool. But why he’s doing it is so much better.

Rob  01:02

Yeah. And I think that’s what to me, this episode was about for you, as a listener, it’s going to be Why are you doing what you’re doing? Do you have a clear understanding of why you do what you do? And then how does your mindset fit into the things that you do as a day-to-day salesperson, and this fits into almost anything in your day-to-day life? If you don’t have a why behind what you’re doing, you’re doing it halfway, and you really aren’t driven the way you should be driven. Because once you become motivated by the why, it changes things drastically. So, let’s dive into this interview with Mat. We can’t wait to hear what you guys think. So, let’s get started.

Rob  01:44

All right, welcome back, everybody to The Slow Pitch. And today we have a special guest. And before I get to that, first I want to say hello to Lane, how you doing?

Lane  01:53

Fantastic, Rob yourself?

Rob  01:55

I’m doing well. I’m doing well. Our guest today is Mat Boyle, and he’s coming to us from Australia. Welcome.

Mat 2:03

Thanks for having me.

Rob  02:08

Hey, our pleasure, our Listen, we should probably start out with a quick give us a little high level what you do something so that we can understand what you do and get a good feel for where you come from what you do.

Mat  02:18

So, the short version of what we do is we run an outsource Business Development Center. Our whole kind of mission is is to automate and outsource the key parts of the sales process that businesses don’t enjoy doing, don’t have time to do and don’t do well like prospecting, follow up lead, nurture, and, and all that type of stuff.

Rob  02:40

And that’s kind of interesting, because to me, if you’re a salesperson, that’s one thing you should like sales and doing that. But if you’re a small business owner, and you just don’t enjoy doing the sales piece, that’s where you would kind of step in, right, that’s where you would take over and do those functions that that they don’t really almost like to do, if you will, or help teach them how to do that correct

Mat  03:00

way we build systems, a lot of a lot of those tasks of follow up and prospecting and all of those sort of critical sales tasks that are so important, but they’re so time consuming but they’re also in that important not urgent bucket in everyone but everyone’s bucket gets filled with urgency it’s so they never get time to do enough of it. So we build the systems to enable you to do more of it.

Lane  03:22

So Mat, For to me, it sounds like you’re talking about almost a fractional salesperson. Yeah,

Mat  03:27

yeah, that’s a and building kind of a fractional and an outsource sort of business development or an SDR, SDR team to take care of all of the kind of the repeatable and the time consuming tasks that go into sort of sales. Yeah, that’s

Lane  03:41

actually that sounds really fascinating to me, because, as you know, as a small business owner, you just don’t have time for everything. And as you said, there’s you know, our buckets filled with urgent issues, and we don’t have time for those important issues. That’s exactly right. That sounds like a an absolutely fascinating thing for me,

Mat  04:00

We haven’t even gotten to the best part yet.

Lane  04:04

So what’s the best part?

Mat  04:04

It’s the why we do it, not the what we do. So what we do is world class as far as the systems and all that why we do it is actually using job creation as a as through our outsourcing tenants as a way of ending poverty driven exploitation and sexual slavery and human trafficking.

Rob  04:22

Let’s get into a little bit of that, because I think that takes us way up into how you get into this and why you’re here today. Correct? Yep. So give me a little bit of that story of what happened, where you started out and how you ended up, essentially in Thailand, right? Let’s go through that

Mat  04:39

today. So okay, so I started off and I was the guy that saw that butterfly flapping its wings. So, way back in 2006 2007. I saw that the internet was changing how people were buying that I previously they used us as the business as the sort of source of market research and product research. Now all of a sudden, the internet was coming out and I And that was changing. So, I happened to sort of start digging into that and figuring out how to sell products over the internet and run profitable internet, internet departments before anyone else kind of knew they needed to. So, I was able to leverage that into a national sales training organization. We focused primarily on the automotive industry. I had four offices around the country. But then I got to meet someone, the guy that I met was an Australian guy that worked for the time immigration police. And he spent time over in Thailand, and he was rescuing girls and rescuing women. And the more we kept talking, the more he kept sharing the stories and the travesties that happened over there, the more I kind of went, I needed to find out more. So, it took me about six months to convince him to let me come over, you know, this was one of these kinds of missionary tours and safe this was going on the frontlines looking at what he actually did when it was involved in rescuing girls and rescuing women and real-life risks and all that. So, I ended up spending three weeks with him over and over in Thailand and will rescuing kids out of brothels and will pull up pull up women off the streets and just seeing just the depravity which is exploitation and sexual slavery and everyone that I spoke to. And a lot of the girls we rescued, and a lot of the girls that we couldn’t rescue, I just got talking to her and I just asked him the question, “how do they get caught up in here?” And the stories were the same. Everyone got they got involved in this because they needed money, the scams were different. And the vehicles either borrowed money from someone they shouldn’t, they took a job that they knew they shouldn’t, but it was to provide for their family, or they got promised a job that never existed and then got trapped. So, it all came down to just being in a vulnerable position needing money and becoming exploited. And when I got back to Australia, just some of the images couldn’t, couldn’t forget them. I couldn’t go back to life as a as it was sitting in this boardroom a couple of weeks later and training this group of salespeople how to how to prospect over the internet, how to follow up how to do how to do all of these things that I knew would make this business hundreds of 1000s of dollars was also at the same time calculating how much it was costing that business to actually put this training on. And I worked out with my fees and the room higher and everything else like that the wages for the team, this is costing them $20,000 for the day. Now one of the times back a few weeks, when I’m in Thailand, we were rescuing girls in buying their freedom and was costing us $1,500 to $2,000 to buy someone’s freedom. So, I’m sitting here in this boardroom going this is cost $20,000 That could have been obtained 12 Life’s that we’ve saved and no one in this room is going to do be doing anything that I’m training them on. As soon as I walk as soon as I walk away, they just won’t do it. Because something’s always going to be more important, something’s always going to come up and it just soon as the accountability element of what we do stops, it will stop. So then kind of just dawned on me, well, if I could figure out how to automate and outsource all of these tasks that salespeople don’t do don’t enjoy doing don’t do well, I could instead I could change what business I said a business is paying me to train them for their teams not to do it, they could actually pay me to build the systems to do it for them that make more money. And then I could go create jobs and goes go help prevent some of these girls from being caught up in this world help restore those girls, once a once had been out of that well, and also take their communities that are all vulnerable, and actually put foreign money into it throw away of jobs and actually make a big dent in this world. So that’s the journey of kind of where every everything that we now do start.

Rob  08:43

So what you do is really important, but why you’re doing it becomes very important, because what you’re doing is really, essentially changing people’s lives. Right? You’re financing people to get out of their situation. And their problem, is that correct?

Mat  08:58

Absolutely. It’s that that double edged sword that as I looked at my vocation and my skill set from there and looked at where my strengths lie was all in building sales systems, sales, training, running, you know, these profitable departments through from that when I looked at where my heart was, and what I wanted to do was been able to impact these communities and sort of stop kids and women from being put into these situations. So, I went about finding a vehicle to be able to achieve both and it was an evolution through the journey that you know, I want it to be just build this great business and donate money. That was never enough. So, when I kind of then evolved that into well, if I could just create jobs and I can just employ these skills that’s going to stop them from heading in that world. So now I need to figure out how I can actually create jobs have meaning jobs or substance jobs that people are going to fundamentally pay for. Because without that kind of commercial transaction, nothing takes place. So, then I went about building the systems of Well, how can we actually take a simple sale? Or a complex sale? And what are the what are the elements of the sale that absolutely have to be done by a person face to face versus what are the other things that we can use technology to leverage our time leverage a one to many approach or be able to do so we can then build systems that we can automate, outsource and have run by these teams, but haven’t run it away that unless you intentionally tell someone, no one’s going to know, because we don’t want someone in Thailand that barely speaks English, picking up the phone and ringing prospects and having conversations with customers and that that’s just never going to work. So, we needed to build the systems that are quite sophisticated. So, they get the same results without doing the same tasks, which took about two years to sort of develop and perfect and bring all the pieces together. But now that now that they do we run some very complex sales funnels from hedge funds, looking at investors with a million dollars to buy in, to business franchises to consulting to you name it, we’ve been able to build systems to execute it make it happen.

Rob  11:08

To me, it sounds like you created or built a system so that you could support what you wanted to do. Right? Exactly. And you’re already doing some of these parts already right? In the system, right?

Mat  11:19

Look, I had the wait, we had the processes where we’re training businesses how to do it. So I was sitting there going, Okay, you need to make 10 prospecting calls a day, you need to do 10 nurture calls a day, you need to do this, you need to be able to respond to an inquiry in 30 minutes, you know, it’s all of the stuff that we use in all the statistics and all the sort of results backup go for a business that can be hundreds of 1000s of dollars in sales. It’s all of that non, you know, it’s all the work that leads to you spending time with qualified prospects.

Rob  11:51

Yeah, so did okay. So did Thailand, your experience in Thailand? Did that speed up the process of getting everything into place? Or how did that tie in? Well, that,

Mat  12:00

that it made me rethink how I was going about solving that problem. I was training businesses, I was giving them all the systems, I was putting the accountability in place, I was cracking the whip to making sure the sales teams did all these tasks. And then we would come to the end of the engagement, and they would stop paying us and they’d say, hey, you’ve done, done amazing, this has been great. We’ve got it from now. And then 30 days later, they’ll back to where they were because no one was doing the work anymore. So yeah, it made me rethink that problem of going well, if businesses are prepared to pay for a solution, that’s a problem that they want to solve, if I can solve it in a better way that instead of getting their sales teams to be able to do it, we can do it for and so their sales team spend more time in the areas they enjoy doing more time talking with qualified prospects, and engaged in the sales process and less time following up and prospecting and finding, finding people to sell to, they can actually make more money, they can profit more because of it. And the solution that I’ve provided for them is much more sustainable for the long term than a sales training program. It’s actually a lifetime solution. And then it just happens to also be able to mean, well, if I could get it to the point where I can train a six-year-old how to run this system, I can train anyone in the world to be able to do it. So, I can then choose to go and create these jobs in the areas where there’s exploitation and poverty and solve that problem at the same time. And then it just happens to be where you were not connected all those two, and finally got all the pieces together. It turned into be a profitable business, that the more businesses we help, the more jobs we create, the more jobs we create, the more impact we have, the more impact we have, the more businesses we help. And it’s this, this spiral of benefit that, you know, the more the more we help, the more we get, the more we get, the more we help, and it’s been amazing.

Rob  13:50

They’re probably just feeds itself or compounds on itself right over time.

Mat  13:54

Absolutely. Absolutely. It’s just that, you know, and again, you’re looking at it from a commercial point of view, if you’re paying $3,000 a month and getting $30,000 Back in sales, it’s a pretty easy value proposition to keep paying that $3,000 a month. Yep. Now you look at that from a charity and from a full good thing. If I take that $3,000 and create three jobs out of it, then there’s three lights that have been impacted by that by the ability to be able to do that work. So, there’s that good over there. And then in the middle, there’s a there’s the business model and goes well, it actually provides for my family, it actually gives us gives us profit, and all that kind of stuff. So, everyone wins, but and then it’s just that that cycle of growth through that comes out from there.

Lane  14:39

Yeah, that’s fantastic. That’s awesome. That really makes me pause and think, wow.

Rob  14:45

Yeah, that’s the thing. I think that’s why I wanted Mat to come on because he has a reason for being now right? There’s a reason for him to do his work now. And while everybody else is out there just doing the work because well that’s just because there’s what I have to do or what I kind of like to do But now you have somebody here who’s literally has a reason to do what he’s doing. He’s got something internally driving him, he’s got his experience driving them. But that speaks volumes to people who don’t have that, versus somebody that does have that if you don’t have it, it almost becomes a detriment to you. Because you’re not driven by something internally, you’re always taking external things that have to drive you. So, to me, having that extra level of or layer of motivation is a big deal. But there’s a mind shift that you have to have to get there. So how did you make a shift from I want to do what I want to do, and it’s all about you, too. I want to help others. How did you make that shift?

Mat  15:39

The business was massively profitable before Thailand, but it was horribly unfulfilling, did I, I hated the fact that I knew that these salespeople didn’t want me to be there. They thought I was the Antichrist, they thought that I was just wasting their time and taking them away and think and getting them to do you know, teaching them how to suck eggs. It was that horrible feeling that I’d rock up every day and go, yes, hey, I’m walking away today with a check for $6,000 $7,000 in my time, and go, that’s great. But I know that no one wants me to be there. And no one wants my help. So, I was horribly unfulfilling. And then when I’ve got open to Thailand, it was just, you know, I’ve got six kids, you know, we had six kids very close together. So, it’s I’m hearing stories about kids that have been exploited. And some of the decisions that parents are forced to make about their kids because of because of money. It just had me going, I can’t sit back and can’t sit back and do nothing. So, there was an evolution of sort of thinking it wasn’t just one day, I’m going on. And all of a sudden, this is my purpose. And this is what I need to do. It was a it was an evolution through and you know, the next step was, hey, I just want to start donating money. And then I just because that was just that you know, the Christian in me…I just want to give as much as I can to, to this course.

Rob  16:59

Yeah. So, it sounds like it’s a gradual thing that over time, right, it sort of evolved?

Mat  17:03

It just evolved. And they don’t wait too well. Giving money isn’t good enough, because I’ve never got enough and I’m actually giving my mortgage money away. So, I’ve got to make it sustainable to be able to provide for my family. So, you know, then it’s going to wall what if I just create jobs and build a system. So again, it got into that. And then I really got tested as we’re going through that kind of fades because me being a big picture, visionary person and not focusing on details didn’t really spend the time to calculate how much it’s going to cost shift business from point A to point B, how long it’s going to take, how much money you’re spending, and all that kind of stuff. So, in this transition, we ended up losing our house, we lost their cars, we lost everything. And you know, it was face, you know, we went through absolute total financial catastrophe, like a nuclear explosion, it was horrendous. And there were these moments as we’re going through all of that, but I would sit at this look at I just meditate and pray, just go What am I, you know, what am I doing? And the words that kept coming through to me through that phase, where if you quit now, everything you’ve been through, it’s for nothing. But if you keep going, it will work. It’ll work itself out. And so that was through that was like that test of how badly do you want this? This was how much do you believe in this mission, you know, from it. But there’s also the reality of if I quit and went back and got a job that actually wouldn’t provide my family’s needs are stuck between a rock literally between a rock and a hard place that we’re in financial disaster. And if I quit, which is the logical choice, we’re going to stay in financial disaster, but if I keep going, we could stay in financial disaster, it could work itself out. So, I had that had to build that kind of resilience through it. And that commitment of nice screw it, I’m just going to keep plowing forward. So now the person you’re talking to is someone that over that four years, has been able to double my business three times has been able to grow it exponentially, has been able to make back everything we lost, and then some in a very short amount of time, and four and a half years after we went through that financial catastrophe, and I’ll sit sitting pray, get that look out, I ended up buying the house next to the lookout and get it so it’s that you know the person you’re talking now the conviction that I’ve come with behind what I do hasn’t always existed, it’s been that fake it till you make it and just keep plowing forward. And it just, you know, the more I kept kind of doing it, the more I kept being able to prove to myself that hey, I can actually make this happen and every kind of little victory, build their confidence and build that confidence to the point that now when I walk into any sales environment, if I’m going to get you know, going to acquire a new client, I had that absolute conviction that I can help them and by by helping them they can help me and that’s a state of certainty, which does make the execution and the process is so much So much easier because I’m more believable because I believe in what I do.

Rob  20:04

Can we talk a little bit about the mindset piece, because the person that we’re talking to today, obviously, is different than several months or years ago, how does one or a salesperson, make that leap and have the confidence that you have now that you didn’t have way back then

Mat  20:19

confidence for me comes from overcoming the adversity. Like, so my, my state of certainty exists, because I know I’ve been at the bottom of the pit, and I’ve been at the bottom of the barrel. And I’ve been in that situation where I had two choices to recover, I could sell my way out, or I could steal, steal my way out. And I didn’t want to steal anything. So, I knew I had to go sell to get out. Probably. So being in that situation where it is sell staff, I’ve been able to get out there and do it. So that that belief in that results of going, Hey, I’ve been there done it and got it is where that conviction comes from, where that starts before you’ve actually been there and done that. And when you’re sitting in that bottom of that pit, and going, Hey, I’m in that, in that situation where I said, I just I don’t know, how I’m getting out of it, for me was always a combination of carrot stick, you know, running away from something and running towards something, I use both the fear of failure, and the fear of starving as a as a motivator and go, Hey, I don’t want that to happen. So, I’m going to run away and do everything I can to avoid that happening. And also, then that kind of the chase of the goal and the chase of the hunt and go, Well, if I get successful, and if I make this sale, we’re going to go have a steak dinner, we’re going to have this we’re going to, you know, be able to, you know, face. So it was that, you know, for me, it was always that kind of, I wasn’t, I couldn’t find if I was just driven by fear, I would get paralyzed. If I was just driven by greed and goals, I wouldn’t do I wouldn’t do all the work, I would just kind of focus on the sexy part. So I had to maintain that kind of that duality of running away from what I didn’t want to happen while running towards what I did want to happen.

Rob  22:14

That’s interesting, because I’ve heard a lot of very successful people talk about that fear of losing it again or losing it or going back to where they were, that’s a big motivator, and that you can’t just run on fear, or most people can’t run just on fear alone. So, your combination of you don’t want to be there again. But I also know that I want to go after the big goal that I have and where I want to go, that’s a deadly combination from for somebody that’s trying to stop you from being a salesperson or a small business owner, that’s a big deal. I just feel like that’s a really difficult thing to stop if you’re trying to prevent losing everything you have again, and you’re driven by something that’s like just internally motivating you because of your experience. And where you were, that’s a deadly combination. And it sounds like you came out of all of those experiences, with this feeling of I don’t want to go back to where I was, I have something that I’ve experienced, that’s, that’s moved me, and I want to change something else that’s bigger than me,

Mat  23:12

totally left there, the vision grew for, you know, for me that that when it went beyond me, and when I’ve got to impact these lives, and you know, and be able to prove these lies and change that all that really did was just expand my vision, you know, instead of dating enough money to be able to provide for my family live a comfortable life, I needed to be able to now create all these jobs and be able to build sustainability and that so all that did is just lift my eyes to something that was bigger than what I what I thought. And once I eventually kind of accepted that as something that’s achievable, and something that I could do, I was able to kind of expand it, I was able to grow it and then you know that going through the disaster and losing everything in the, in the journey liberated from that fears, because it kind of went well, I’ve been I’ve been through the worst that could happen. You know, I’ve lost everything I’ve got down to $50 in our bank account, are still able to keep my six kids in private school are still able to put food on the table every week. Yeah, we had to move into a rental. Yeah, we had to do some, you know, some moves to get back financially. But we got back financially in a, you know, in a couple of years. So that that fear doesn’t exist in me anymore, but back then it did.

Rob  24:30

Sure. And I think that’s what people need to understand. And I’m hoping that people who are listening will understand that it’s the fear itself is one thing, but it’s not the only thing. There are some other important elements that go into that. I think it kind of ties into what Lane and I have spoken about before and goal setting and how we set goals and what we should be setting goals that as a salesperson, you have your own corporate goals, goals that you have to meet and there’s reasons for what they have for goals. But then you need to have something of your own type. goal so that you’re internally motivated to do what you need to do to get what you want out of all of these goals as well. And you have to incorporate those things into your goals and into your numbers or otherwise, you’re never going to make it there. Like, for example, when I was first starting out in sales, one of these ideas was like, Okay, I need to hit these numbers so that we can break even. And what I didn’t think about was, well, you know, to payroll taxes, this much extra or there’s, there’s more that I wanted to do like, what if my car breaks down that the car will break down at the most inopportune time? And when I don’t have the cash, right? So as a salesperson, I should be incorporating in what is the things that may come up? What are things that could go wrong? What are extra things that I want? What am I saving for? How am I building my savings, all that extra in and of itself, of what your goal actually is to break even in your business, or what the business is setting for you, with the corporate offices setting for you, you have to figure out what your goal is, relative to all the things that are important to you, as well as the corporation. And Mat, you had at some point in time talked about fear and the fear that you’ve had, where it stopped you dead in your tracks? Where do you remember when that what that felt like what that was like, and when that happened? Do you remember that? And what was that, like?

Mat  26:15

I certainly had moments I’ve just been paralyzed them. You know, I it was at the point, it used to take me 45 minutes to build up the confidence to make one cold call because I was so paralyzed by that fear. And also sort of, you know, just stuck in it, you know, but the 45 minutes made during that hard work was I was watching videos, I was pumping myself up, I was getting myself in that in that state that was driven by the goal that was driven by what I was running what I was really running towards and, and for me, the why has always been more important than the one. So whenever I’ve been, like, if I’m looking at goal setting, the one I want to achieve is the simple part, I need X in sales, you know, Y profit, that the how then I break that down into my activities of going well, if I want to earn $100,000 in commissions, then I need to make you know, $500,000 with the sales, which is, you know, ten $50,000 sales, which is you know, that need means I need to have 60 qualified leads, which means I need to have 300 product and I’ll break it down into that because the you know, the goal without a plan can’t be you know, is impossible to be achieved. It’s a dream, but then then having then having the why. So why am I doing this is the glue that holds everything that holds everything together. And that’s where the running away from something and running towards something keeps it there. Because the most people when they get into a plane when it gets hard, they change course if it’s not going away, they’re one day one week, one month one, they’ll go and change course and they’ll go oh, that that’s it. I’m done. Like a shiny ball syndrome onto that onto a onto a different onto a different plan. When for me when I was going through this kind of rebuilding, having this kind of dual purpose of I need to fix what are the mistakes that I’ve made, I need to make sure my family’s everything that my family’s lost or I’ve lost my family. I get I get it back. And I still need to be able to create jobs. That why that having that big strong motivator behind me, men, right, I’ll do that 18-hour days, I’ll sit there and I’ll make the calls, I’ll do all the outreach, I’ll follow the plan perfectly. And I’ll put the work in to get the results that I need. I need out of it. And that’s probably for me the thing that got me, you know, got me where I am today from where it was a few years ago, as quickly was going right I just had worked there and I just you know most people would say it take you 10 years to get back where it was. Well, I did it in four because I worked three times as much, I literally worked 16 to 18 hour days, you know working across multiple time zones so that’s how I did it. I’ll wait to the US time zone awake in Australia time zone. I worked in the UK time zone, so I could have 18 hours a day with the prospects to go and sell to

Rob  29:23

Well, that’s interesting, too, because some people that’s something people think of like, I’m working in my day clock, whereas you’re looking at it as we’re I have a whole world in front of me where do people need what I’m selling right now during this time of the day? Whatever it is what who needs that right now? I hadn’t really considered that. That’s interesting.

Mat  29:43

That’s that’s what this internet thing does the fact that you know, where are the other side of the world we’re having this great conversation now. Yes. Opens those possibilities up and, and all that kind of stuff. And that was just me going, hey, I’ll just go to you know, I can’t go sell it at 3 o’clock in the morning to someone in Australia, but at three o’clock in the morning, Australia is lunchtime in the United States. So, guess what, I’m opening the United States market up, I can’t go sell at eight o’clock at night, because everyone’s having dinner here in Australia, but in the UK, for me, that’s 10 o’clock in the morning. So, I can hit the US in the morning, I can hit Australia here the day, I can hit the UK in the evening, and hit those markets. And lo and behold, I look now and go, geez, I’ve got this global business.

Rob  30:30

That’s very interesting.

Mat  30:33

and, and that which, when I kind of was going, when I was driven by this, how to create jobs, I hadn’t considered that that was what would actually be required to, to achieve it. It just happens to be this nice accident that you know, that that is that has come out of all of all of his work, but it was literally that I need you know, and it started off in that kind of, you know, cell sub mode of going, oh, man, I need to I need to go make a sale to be able to put food on the table this week. And if I couldn’t get this railyard kit UK and I just started from that.

Rob  31:10

Yeah. Did you have that idea? Or thought before the pandemic? Like? Like, I think, Doc, yeah. Because I feel like a lot of people didn’t have that understanding during the pandemic, when it first started. They didn’t get that concept until after everything started.

Mat  31:25

Yeah, this was way back in sort of 2016, 2017 When we were more kind of going through this, that I that you know that I started down this journey. And then the pandemic come in is like, all of a sudden, everyone’s going, oh, this is thing called Zoom. And we can do business through zoom. And I’m like,

Rob  31:42

Yeah, because like a lot of people didn’t have that realization that you can talk to anybody anywhere, until the pandemic or they didn’t get that concept. I mean, they understand it, but I don’t think I don’t think everybody thought of it. Lane, did you have a question?

Lane  31:56

No, I’m just gonna say it’s sounds like you realize you needed to three of yourself and so you became three of yourself. Literally, through amazingly hard work.

Mat  32:05

Yes. And it was, you know, a consequence, I ended up getting up to put on a stack of weight. Because I wouldn’t be sedentary for 18 hours a day. So, I’m now a fair way through that kind of weight loss journey and have found another passion now. So, I do a lot of strongman training. Now, it’s kind of way of balancing the work, balancing the workout. But yeah, I literally needed three of me works for three weeks, and probably grew physically, to the size that I was three of me. At my heaviest.

Lane  32:43

That sounds like beat through the pandemic. Yeah.

Rob  32:45

Yeah. Yeah, it’s interesting, because I had somebody tell me one time that you can’t do a phenomenal job at being in sales. And keeping yourself at really being very, really healthy at the same time. Because you’re either out dealing with people doing the networking, going into having little snacks and drinks and all the stuff everywhere, but it’s taking up your exercise time. And then you can go back to the exercise down, but you’re doing less of the other networking stuff. And it’s, it’s you got to sway back and forth to you take care of yourself for chunk of time to three weeks, and then you go back to the other, which is not so much taking care of yourself. That’s one people, you people look at it, other people look at it differently. I mean, that’s kind of what you looked at too.

Mat  33:24

Well, I, I had to sort of take a step back and eventually suck my medicine. I’ve gotten Well, I’m, I’m teaching people leverage on teaching people how to use outsourcing and automation to do more of the non-voice stuff. And that the SATs, I had to kind of just sit there and go, Yeah, I’m working so hard. I mean, that tunnel vision of this is what I’m doing. If I don’t change course, I’m going to die. Because I was, I was that heavy that I was every risk factor was just miles off the chart. So, when, what if I just do for myself what I tell everyone else to do and help them and get paid very well to do. So, I built the system. So, I ride by now I get to train every day, when I’m finished this recording on I’m heading off for another heavy, heavy strongman session. That’s the fifth session this week, and then I’m coming back. Why because I’ve got my team now, doing all of the time-consuming tasks of prospecting and reaching out and following up and, and start so I have my pool of engaged prospects that already know who I am, don’t know what I do what I’ve got, and we’re just working through the details of how to give them what they got. And I do that in a couple of hours a day now. I then run my business in a couple of hours a day. And then I go do interviews and talk to great people like this a couple of hours a day and then I’ll go to the gym and workout for a couple of days. So, you know it’s again, it’s an evolution. It’s not an all or nothing and it’s not a turn the lights light switch on and you get it, you get it there. But if you stick with it and stick with a kind of that I live in this and world where I can have a successful sales career and have my health and fitness. Eventually you get to this, eventually you get to this place where you get both, you get to you get to do both. So

Rob  35:27

yeah, and that is true. Once you get to a point, it makes it a lot easier than it is when you just get started as a salesperson. That’s exactly what it’s like, it’s either one or the other for a little while, until you figure out, Okay, I’ve got this, I get that automatically, I can do this without me, they can do this. For me, that’s not an easy thing to recognize, until you’re in it for a little while. And then I should not be you know, suppose you figured out I shouldn’t be doing this,

Mat  35:51

I was in it into my fat clothes didn’t fit anymore. I then went and got the bigger clothes. And then when they did fit me more, and I’m going, I’m going to be home in a moo moo suit if I don’t change anything. You know, and that that that was just like, not from laziness. It was just from being so single minded on the, on the focus and sacrificing myself for the goal. And I went well, I actually can’t, I can’t do more. If I’m dead, you know, I can’t, I can’t build, I can’t impact these lives, I can’t serve everyone that needs to be served. If I’m critically ill. And if I don’t, if I if I don’t change directions, I will so you know, again, I tell everyone, you don’t have to do what I’ve done to get where I am, if you kind of just sit there and can learn you can take it through. So, I’d always sit there and go, you have to start in the end well, and go, I want to do this and this and then go and then be committed to both causes. And then you’ll figure out a way if one of them is a maybe, and one of them is a I’d like to or that would be nice. And not that it absolutely must happen. You then go in that sacrifice one for the other. But if you maintain that kind of positioning and you internally of going, no, I am going to build this great sales career. I’m going to make all the money that I need to I need to make. And I’m going to do it while being healthy, happy and having great relationships and watching my kids grow up and all those kinds of other you know those other things? You can absolutely do.

Rob  37:33

But no question. So, I was going to ask you, is there one tip that you would give to a new salesperson or a new business owner that kind of needs to do the sales and run the business? Is there anything you could think of that? If I were starting over again? What based on what you’ve learned? What advice would you give, I would

Mat  37:51

I would take really good stock of my time, because time is the most precious asset in anyone’s life. And I would look very hardly at all the things that I was doing. And all the things that were taking time away and not working towards one of the goals that I had, and I would either eliminate it or I would find someone else to find someone else to do it for me I would be really focused on what is the best use of my time in accordance with the goals that I’ve got. And be hyper vigilant and hyper vigilant hyper discipline on that. That’s, you know, without a doubt, that’s the, you know, the one thing that I said, I still am perfecting it, I’m still not where I need to be at it. But that is that is certainly the one thing that has had the biggest impact on me is getting more focused over how I allocate my time and either eliminating outsourcing or automating any of those tasks and either things that take more time that don’t serve that serve that purpose.

Rob  38:59

Yeah, and a lot of people have a hard time doing that, because it costs money. And I think that the key becomes, at least in my experience, okay, I have to look at my time as a certain number of dollars per hour. And if it takes me more than an hour to do this, it’s probably something I should have somebody else do for me, so I could do something else to make that money back.

Mat  39:19

It’s the hardest number to measure from a sales point of view is how much money have we actually missed out on by not doing what we’re supposed to be doing? Yeah, because you can’t measure that accountants are great at measuring the money once it’s come in. Yep. But there’s that thing and the stats are phenomenal that lost sales from poorly handled lead, lead flow and sales processes. It’s a $2.4 trillion dollar a year problem. And you know that that’s that was calculated through a combination they researched over a million online inquiries over a dozen different kinds of May Just sort of portal sites and work, you know, calculated through that that over 60% of those leads were never contacted by the business. Wow. And, and all that stuff so. So, it’s a massive problem that no one really kind of takes the time to consider. But when you sit there and go, well, if I, if my time if I’m spending 10% of my time with a highly engaged prospects, and that leads to X number of sales every month, if I can just spend 20% of my time with highly qualified prospects, then there’s no reason why that shouldn’t be 2x worth of income. If I spend 30% more time, there’s no reason why it shouldn’t be the 3x. The next layer of question goes down to then how do I go about doing that? And that’s where you really start looking at, okay, well, what are the tasks that, you know, what are the reasons why I’m only spending 10% of the time, what are the tasks that are taking more time that could be done in a different way could be eliminated, I could get someone else to do it, I could automate it, I could outsource it to do or conversely, then how can I just get someone to go find me more qualified prospects and, and do that, you could then start to create a framework that can work for you. That enables you to go from 10% of your time to 15 to 20, to 25, to 30, and step it up, progressively. But when you just take that step back, and just think about it logically, the numbers start to sort of make sense, pretty quickly as the to go, okay? And automating some stuff and outsourcing some stuff, compared to bringing local resources gives you that flexibility gives you that freedom gives you that kind of ability to be able to take $1, stretch it into five, so you can then go convert it into 15. So that’s where your mindset is key. And kind of looking at it from that, that possibility framework of hey, this could you know, how can I do it? You know, and becoming curious about what the solutions could look like, rather than fixing that? No, I can’t afford it. So, I have to do it myself. So yeah, it’s easy to sit here and talk about it, it’s a heck of a lot harder to do it, especially when you’re in the moment, but it is totally worthwhile doing because you can’t have it all.

Rob  42:34

Yeah, as long as it’s difficult to pull the trigger. But I think if you have a partner or somebody or, or a complementary business that you can talk to ask questions to kind of get some ideas, or how did you guys deal with that, that makes a big difference. You know, once one of these, I always like to try to do is become friends with somebody that’s just a little further ahead of you. Because when you come into a situation, you can always call them up and go, hey, what did you do with us? And they go, oh, you just do this? Because they’ve been through it three or four times already? And then there’s times where are you; you hear them say stuff, and you’re like, I don’t know that I can do that right now. But when the financials all make sense, and you see the situation present itself, you know what to do because of that conversation.

Mat  43:11

But there’s always that physical restraints of you need to physically have the money to be able to pay to get it done. And when you’re dealing with sales and looking at what we do it is going on handing over hard cash now for potential future benefit there. So, there’s always that risk and I you know, I’ll always have kind of one of these qualifying filters when I’m talking to potential clients going, I don’t want an I won’t take a client on if going right this this first month’s fee you know, consulting fees, has to deliver a 3x return in month one on bro that’s too much pressure for that that time. So, you know, when I get those, it’s like here, here’s some videos I’ve got, here’s some stuff go and do this on your own, you know, and get started there. So, you know, if you’re in that place of going, you know, if I’m, I’m keeping the air conditioning off this month, because I’m using the electricity bill to pay for the stuff that’s you know that it’s not it’s not a good place. So, you then look at right what can I do in my How could I kind of just set up some stuff and the beautiful thing we have this thing called Google when we have this thing called YouTube you can figure just about everything out on had on how to do it. What I found was when I actually just started looking at my time, all of a sudden without spending any money, I was able to eliminate 20% of my stuff straightaway by just using a Pomodoro counter, which I don’t know if you’ve ever used Pomodoro time management but as 25 minutes, five minutes break 25 minutes, five minutes break, just putting a Pomodoro timer on my on my browser in massively increase my efficiency. because I was like, I’ve got to get this work done in 25 minutes, rather than, I’ll get it done. So, I’d say that packet 40 minutes is now taking 25 minutes. So those couple of things freed up so much time without costing me a cent, which then I used to go make more sales, which then I was able to take some of that money and then go diverting to getting other people to do it. So, you know, that’s the stuff when someone comes to me in that boat, is the way that I’m directing, directing, and first because it’s too, I’ve been there, it’s too it’s too hard, too risky, and all that kind of stuff. But once you’ve got if you’ve got the cash flow, and you’ve got a small budget, it is about being going what is the best use of that budget now? Is it systems? Is it people? Is it internal? Is it external? And really kind of just looking at that, from the point of view of how can that budget? How can I stretch $1 into five? So, is that going to be saving me time? Is that going to be putting me in front of more leads? Is that going to be doing more follow up? What is that, you know, what is the highest value tasks that they can do? That’s going to get me for, you know, as far down the road as I can, and if that’s different for everyone, but it’s all everything that that will come back to you can turn into repeatable processes that you can quality control, you can manage, you can measure, which then all of a sudden means you’ve now got a system behind you, which there’s just enables you to do more.

Lane  46:28

Maybe another question you want to answer, I’m just curious how many, how many lives you’ve actually impacted through your efforts,

Mat  46:34

nowhere near enough yet, we’re still at the growth phase there. So, our team’s at about 15. At the at the moment. Our goal is to kind of basically double that every six months. Wow, that’s amazing. And so, I’ve got the goal that over the next 10 years, I want to create 10,000 jobs. So that’s where I’m going. And that’s what’s driving me to kind of drive, you know, drive forward. But the amount of people we’ve got, you know, poured for us is that there’s the flywheel effect. But then there’s when I was over in Thailand, the life that we saved, you know, the loss that we rescued over there. So, it’s yeah, it’s the outside you go talk at NSA, there’s a lot of people that have done a heck of a lot more than I have in this space. And you ask them the same question. And the answer is always the same. So not enough. So I

Lane  47:25

applaud that it’s still not. So, I mean, you’ve done more than I have. So, I give I give you a lot of credit for that. But it’s something that I would have never thought of.

Rob  47:38

Hey, just put it into perspective Lane. He’s already working on tomorrow when we’re still working on today. So, he’s way ahead.

Mat  47:43

Yeah, exactly. Friday started off great. I can tell you that.

Rob  47:47

I was going to ask you, how’s my day? Look, tomorrow? Is it easy to go? Okay,

Mat  47:51

Look, it’s starting off great. I’m hoping the rain holds off. But other than that…

Lane  47:58

Can you tell me the lottery numbers for today? I mean for tomorrow…

Mat  47:59

No because I’ve never lost any money on the lottery or anybody on the pokeys. Because I’ve never, I’ve never bought a ticket.

Rob  48:09

Yeah, that’s alright. I think we’re coming to the end here. But and you know, lanes, right? You’ve done some really incredible stuff. You’re helping a lot of people. And it’s pretty cool. I mean, you’re impacting actual lives, that it for the better. I mean, their, their lives are better because of what you do. So, we applaud you for that as well. We would love it. If you would follow up with us on boy someday in the future. You know, when you get to help in 10,000 people, we don’t care if it’s next year or five years, I would love it if you just reach back out to us. And let us know we’d love to hear that. Also, if people wanted to get a hold of you how we want people do that? What would be the best way for people to get ahold of you? I think you said LinkedIn.

Mat  48:50

Yeah, look, LinkedIn. I’ve also got a little sales scorecard that I’ve put together, that’s a great way of being able to sort of just ask them questions about what could be done. So, if you want to check that out, then I’ll send you the link. But it’s TheSalesGrowthScorecard.com. You can go check that out. It’s a free resource. And, and we’ll give you some kind of good insights.

Rob  49:10

Can you give me that website again?

Mat  49:15

Sure, it’s TheSalesGrowthScorecard.com

Rob  49:21

Cool, perfect. All right, I think they can check that out too, because that would be really cool. I think it’d be good for them to see a little more information about you. I truly appreciate your time. I really appreciate what you’re doing. And I really appreciate your time that you joined us today. And we hope that our listeners can get something out of it. Hope you find it useful. We’re not trying to be incompetent, that is a little different, but helps you understand some things in life that will bring more value to your sales life. And if we can get some other experiences that are different than even just hours, we’re going to do that. Thank you so much for joining us. So, until next time, slow down and close more.

V/O  49:56

Thank you for listening to The Slow Pitch. Do you A question about sales call or text your question at (608) 708-SLOW. That (608) 708-7569. Or you can email them to Questions@TheSlowPitch.com. Slow Down and Close More.

Rob  50:46

Thanks as always for listening today if you’d like this podcast, please subscribe and leave us a review. We really appreciate it. Follow us on Twitter, Instagram, and Facebook at The Slow Pitch. We were mixed today as always by Johnny Polakis and we were produced by High Gravity Studios. Music credits and other notes are in the show notes section on TheSlowPitch.com and we’ll be back with another episode soon.