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I wasn't scared I was [ __ ] petrified to be quite honest with you I always look to people that I could learn from they always valued everyone that I've ever worked with but I also had this burning desire to need if you trust believe and have confidence in me I will literally bend over backwards to make sure you get what you need out of here yeah even through the detriment of my own health sometimes can I go down that route can I can I ask you that question yeah it's a question probably everyone wants to ask but nobody has I suppose the courage to ask and has that you know directness some of the things that make for a really successful salesperson is their ability to adapt learn and continue to develop their own sales skills now one guy who has some serious sales skills but not just that the ability to help others develop their own is my next guest Bill Walsh now if you are a sales rep online or you're in the coaching space there's no doubt that you would have heard of his name he basically took his business objection box from zero to a million dollars within the first five to six months and he didn't do that with any crazy marketing but he did it purely off the back of client results if you look at his feed there's testimonials everywhere and it's something that he really obsesses about for a better backstory just before the pandemic hit Bill had spent about five to six years developing his own PT business and when the UK decided the lockdowns his income pretty much went with it as well and at that time he had a young family and a baby on the way and he found himself at a Crossroads as to what to do to be able to provide for them that's when he fell into sales and he found out pretty quickly that it was a good use of his time and it was pretty good fast forward to when he was a top performer at one of the top sales training organizations to then being at a Crossroads again to figure out what his next move would be whether he goes into another offer or starts his own business and I'm glad that he built objection box and we got to have this chat where we got to have a look at what it takes to be a top performer what it takes for a business owner to get results what it takes for a business owner to grow and continue to grow Beyond where they are and we also got to see some key insights on what his values are personally and professionally and how he carries that through to the people he works with I hope you enjoy this conversation it was a really good one for me to have this chat and without further Ado let's get into it welcome to the entrepreneur unplugged [Music] I've heard a little bit about the origin story pretty pandemic your personal training and then all of a sudden [ __ ] bam kind of hits yeah uh what happened exactly well good question um what happened exactly was on March in March 2020 uh or PM at that time Boris Johnson jumped on was like hey guys we're just going to take two weeks out uh let's see where we are in two weeks everyone will go back to work two weeks actually turned into nearly two years uh which was absolutely Carnage you know at that time I had obviously India or I had Tallulah who was six at that time then Grace was eight months pregnant wow okay I was going from uh major okay money in Fitness um to zilch you know that next week so he he announced it on on a Friday Saturday Sunday Monday Tuesday all that next week gone because what gone because they just started dropping like flights hey I don't want to pay because I'm not using the gym here I don't want to pay because you know we're not able to train boom boom boom boom by that Friday to that Tuesday the entire business is wiped out wow and in five to five days that's when India was was due to be born because she was coming through a C-section uh application from our first one so she was pre-planned it wasn't like we were she was going to pop it any day there was a date yeah the 7th of May it was done it was Dustin it was the seventh of May that's when she was down that's when she was due and uh so from that Friday to that Tuesday my entirely income discovered that yeah okay scary times pretty instant huh yeah yeah so so I think um you know I think that's an important Point uh and I know a lot of people probably have gone through you know very very similar thing yeah but very very rare that it just goes like you know from from hero to zero right what are you thinking at that point in time when when that happened you know like what's the backup plan or maybe there was no backup plan it's just like there wasn't any it was pure fear it was pure scared it was pure bringing me back to uh uncertainty Panic you know oh my god what have I just what has just happened how are we going to survive you know how are we going to be able to feed the kids what are we going to pay the bills about uh it was just not a very good time to be quite honest with you it brought me back to when I came to London first I had two numbers in my phone it was Grace and her dad and uh I built the business out of that you know and I put seven years six years in building it from there uh to where it was you know and it brought me back to those first couple of months where I didn't know anything and I just didn't have a plan B as you say because I come from military as you probably know yeah I come from military uh I got a scholarship to go to college come from out of there in the military uh so I didn't really have skills if that makes sense it couldn't be like I could just go to another Insurance Agency or an accounting firm I had nothing you know I had my body that's how I made money yeah yeah wow wow that would have been scary scary times right and um I I know for a lot of people you know we sort of ran in in some ways you know through fear right and there's I kind of categorize it into two parts where there's what the fear can do for you one is that it can kick you into action or it can freeze you from doing anything yeah what was that what was that like when you know okay [ __ ] there's there's a deadline here for things that's going to happen yeah and you said you were scared like what what I wasn't scared I was [ __ ] petrified to be quite honest with you I was petrified till it made me it made me it made me feel inadequate it made me feel that I wasn't good enough to bring another baby into the world it made me feel that I wasn't like I was incapable of taking care of people and I brought me back to as a child you know not having control of things and I've never wanted to be in a position ever again where I don't have control of the things yeah it brought me to a place where I just felt that I wasn't I wasn't I suppose capable of being a dad a big portion of being a dad for me has been able to provide you know that's a big portion that's a big portion for me and who I feel and my identity yeah has been able to take care of the people I love you know yeah that's a scary I mean like for me that's my biggest fee imagine waking up one day and not being able like having no income come into your household and no idea what you're going to do yeah that's how I feel that's not to full-on that's full on yeah so what so then uh because I I've got an idea of how you felt you kind of fell into sales I guess uh at that point is that is that sort of the time where things just came up and you thought I've got to make some money somewhere and this is um it wasn't necessarily like it was me that Pro like uh went after it said it was more like sales came and knocking on the door to be quite honest I had a friend of mine who was running the gym at the time and it just literally opened up a second premise and uh had about 10 melts to feed through the business and then his own family and he came to me and said look I gotta figure something out here as we're in trouble so he said to me look I know you've done your own online sales because I used to be an online kind of PT and all those great things and I done really well with people um like I coached the lady back out of a wheelchair she was medically disabled yeah like medically disabled like like disabled you know what I mean like had a wheelchair that she had a stick to move the wheelchair you know yeah wow who coached her back so she uh so she could get both her hips done and she's back walking now she was medically in it in a wheelchair with 10 plus years so I don't really really well with it you know and my friend saw that and uh he said to me look I have I have an idea let's start pushing more onto the online aspects of things let's sell uh 1799 program and let's do an officer on the back for like 80 bucks a month so we started this kind of process we were selling push-ups Jumping Jacks and sit-ups because there was no gyms there's no gyms open and there was no place that people could get equipment so all we had was body weight yeah yeah so we started this kind of process and I was running the sales furnace and I think we did like 36 sales in the first week and well I made more money selling programs than I was running the programs yeah yeah and then then the penny drop I just looked at Grace and I was like maybe something here Grace uh we may have something here I was completely petrified others to be honest it was completely petrified because do you know when you struggled for so long you know yeah and then you get to the top of somewhere and you're not necessarily struggling it's kind of like when I was in military when we would just be walking uphill and the ways of the bags and the guns and the water and the ammunition you just never think it's going to end that's how I felt for six seven years of building a Fitness business just completely slugging it up the hill and in military when you actually hit the flat compared to uphill it's like a brand new day yeah that's what I felt when when I had the end of the week and I had like 36 sales yeah I was getting like I don't know half 50 comes on it so I was making I don't know what was this yes say it yeah you know for a half an hour from a phone call and I was like right to the top of like in in my head I got to the top and it flattened out and I was like looking around I was like there's no way this is it there's no way you can stop here you know what I mean yeah yeah yeah that was an interesting time did you know did you know what well at the time anyway when you were selling this stuff did you have any like strategy structure or was it kind of just hey I need to sell this stuff or you know this is good for you and I've got something and that that's kind of the transaction that was it there was like a rough idea of a sales structure and I was like okay I know after a couple like after five calls I know I'm gonna have to handle objections so I just I I just went after on this mission to get really really good at objections yeah which I did because you can't sell push-up setups and [ __ ] Jumping Jacks in the height of the coronavirus if you can't handle objections where think about a time money pack if you're a logistics I called those my big six yeah Patrick we also had people were dying people were losing their jobs it was 30 degrees here in London England had no equipment the gyms were completely closed with all the objections we had like 15 objections on call Fitness is the last thing probably on people's minds it's just you know yeah completely you know so we're all kind of struggle as well so yeah it was a it was a funny time but puts us here where we are today right now yeah for sure for sure would you say um you know sort of from from that experience like I said something sort of clicked and you thought hey this is this is something that that could be really good yeah how how then did you move from that to you know what was the next step after that for you because yeah we were kind of tinking around with some of my own online clients for the rest of that summer then India was born in May so I kind of had I had an idea where we were like I can do sales for 20 30 hours a week and then I can still be a dad to a newborn baby because she was um she was uh waking up every two hours so that Carnage was going on as well yeah then everyone was in the house my six-year-old had to be stimulated and everything like that so there was loads going on at that time so it was kind of half in sales half in Fitness half delivering set our fitness half like under fulfillment aspects of fitness and it's always half in half out yeah and then it came to January 2021 and uh and then I just said no more Fitness everyone was stopping January 2021 I'm out I started full-time dinner sales yeah and I was running running the company then that kind of really propelled things yeah I was just all in there yeah okay and so you that at that point you kind of made that firm decision that this was going to be it right is that is that sort of yeah it was kind of at that stage where I had like five months back to back of really good income you know make more than I ever had in Fitness and I was like look if I really want to take this on and I could just see the like I could just see the the uplift the downside was no I just go back to Fitness and I just like I knew I could take a chance I knew I could go for it you know what I mean so once I started in January 2021 it was like okay how do I get the best that I can ever be as quickly as I can do it yeah I was the headspace yeah and I guess when you come in when you would have come in at that time uh you probably come across a lot of people who were very seasoned right they've been doing it for for loads and loads of years and months or whatever it is right more experience how did that how did that you know how did you take that did you did you take it as you can learn from these people or there's things you could improve like what was sort of your mindset it was I always look to people that I could learn from I always valued everyone that I've ever worked with but I also had this Burning Desire with me that I'm going to meet you um yeah and it never goes even when I was in Fitness even when I was in uh playing High Level Sports even in the day-to-day of things if I played a puzzle with the girls I have to win and it's it's awful but it's the truth yeah I'd rather be honest yeah so I looked at people that were already in the company and I said to myself I respect you I'm going to learn from you but in time I'm going to beat you you know and I don't need people to know that I need to know that yeah even to this day it is the exact same way yeah yeah I think that's an important uh point that you bring out there being in sales it's it's a tough it is a tough game you know especially if you know your skill level isn't quite there it can be a really hard slog um but it can also be rewarding if you do pick up the right skills right um do you have to face a lot of rejection uh or you know like was there a point where you go man this is this is a tough thing I'm going to get better at it or did you feel like do you know what I mean yeah I do it's a good question because look there's a large amount of my life being rejected you know there's a large amount to my life where I always have people like there's four things that will happen in sales there's four things that happen on any with sales calls and once you get over this kind of hang up of of the outcome then you'll be perfectly there's four things magic one is yes two is no three is for Q and four I'm hanging up yeah so like that's it like those are the only four things that will happen on a sales call yeah and from where I've come from and what I've done and what I've gone through to get to where I am today whatever that may even be whatever people's perception where that even is who even cares but I just look at that for four four Avenues of where this could end up and I just said to myself none of those heartbeat you know I'm in my own home in my own office my own laugh is I'm three doors away from my bedroom I probably never going to speak to you again if you say no who cares who cares yeah you know so I I from what I've done and like being a military and being in High Level Sports where every game you have to show up and you know being in in London building a Fitness business which is probably one of the hardest areas in the entire world to build I think New York California and Sydney probably as well um control to talk with people you literally eat what you kill yeah uh I've been seasoned you know so when I came into sales full time I had already six years of rejection oh there yeah quite a bit already yeah no people don't see that people see going from being in sales January 2021 to being a millionaire by probably the end of 2022. yeah you know people will see that and they say wow great good for you but they didn't see the six years of of building a business in the UK they didn't see the four and a half years have been shouted in my face every day for dirty shoes they didn't say 10 years of being on high performance teams and literally happened to show up every single training every single every single match every single day in your nutrition your preparation so everything is preparedness prepared me in a way that I've always been High performing if that makes sense yeah for sure for sure and I think a lot of people will take something out of that whether whatever profession they're in right because I think yeah to get successful we only really focus and and see like the end result right where you where you eat [ __ ] for so long and then all of a sudden you're an overnight Superstar and I think that a lot of people don't appreciate that enough and that's something that I learned from a lot is and and that's part of the reason why I ask a lot of these questions is I want to see the struggle I want to see what happens when you're eating [ __ ] and how do you deal with that so like say for example for you we're talking about you know over that time you built a a rougher exterior to rejection and all those sort of things how do you do that like how do you mentally prepare for that sort of stuff is it you know you've got a military background so that's probably got a lot to do with it but for the Layman person or the civilian what what do you think it's a it's it's a good question and um it's a I always say to myself like what show me your life experience and I'll show you how far you go what I mean like you're 21 and you're trying to make it in sales you probably don't have enough rejection in your life to [ __ ] be excellent the reason I say that is because this thing right here has softened the entire world this thing right here has ultimately softened her perception of easy yes you know I didn't have those were dealt yes I had Nokia 9 90210 or something like that and we had snake you know but I think 21 year olds 18 year olds coming into the world of sales now just have this perception that three months of training you're gonna just make 20K yeah yeah you know so to kind of build those um the resilience I think you should be getting nose everywhere you go I think you should be humble in everything that you do and I was very humble in a way where at the top line of when you're fighting for titles in sports you win and you lose yeah it humbled you yeah when I went military that humbled me I had to stand in the line for hours on end some days you know it takes away your your I suppose your Swagger as person you know that you're king of the world when you have a 45 year old man screaming in your face at four o'clock on the side of a mountain in the morning yeah yeah that is I don't know I think a lot of life experience has humbled me but it's also made me as people say I'm very direct and very structured but I have I'm very hard on the outside but once you come in I'm very soft on the inside so I can say that I can say that for sure I think sometimes you do I actually was going to bring that up is this kind of where you know like you're no no BS approach which you know a lot of people uh kind of know you for you're direct but at the end of it is again people see the hard exterior the BS no BS but I know from you know having worked with some people that that is in your inner circle that they all say that you you give a [ __ ] the most out of anyone they've worked with right it's that um you know is that kind of part of it that you know you just have to protect these people and and be able to help them is that kind of yes it's a good another great question um I've always been in a protection mood since I was a kid so I've got an older brother and I got a twin and I've always been in a in a state of protection I've always been in a state where I wanted to take care of the people I love and take care of the people that value me so big things for me are loyalty integrity and respect those are three things that I ultimately desire yeah and ultimately have in my life and if you don't provide any of those three things you're not in my life I've always like I've been around a lot of people and had lots of conversation I had lots of relationships with people and I always like it is good that you bring that up in terms of like inner in my inner circle and stuff like that is um if you trust believe and have confidence in me I will literally bend over backwards to make sure you get what you need out of me yeah even through the detriment of my own health sometimes sure yeah I can say that you know I've always been like dancing even as a kid I've always taken care of my brother I've always taken care of my mother I've always taken care of my loved ones it sounds like a responsibility put on your shoulders is that by you or I think yes not necessarily enforced on me more than more so a protection and not wanting to see the people that you love heart yeah you know even to this day with the kids you know someone someone brushes across one of the kids like I go straight into like that content yeah yeah you know so even into this day if someone said something to one of my internal team like I have a lot of respect for you know that's why it comes out I only got a message from uh Kevin Nakamura this morning oh yeah okay yeah I know that's why I dropped him in there because I know you know um about like just really grateful and really thankful because like he came in he was making zich yeah and now he's turning over 20k months you know so amazing that's life-changing for him yeah you know and I respect that and those kind of messages you know makes me hungry to help more and more more people because we just know what we're doing if that makes sense you know yeah for sure for sure and I think that's a pretty good segue to uh you know the things that you mentioned about you know loyalty Integrity those sort of things yeah can I go down that route can I can I ask you that question yeah of course you can which I know a lot of people who know uh probably I don't already know or or whatnot but what happened how come how come it you ended up being out on your own running your own business yeah it's a question probably everyone wants to ask but nobody has I suppose the courage to ask and has that you know directness um so a lot of different initial things happened there's a lot of internal conversations that were happened that didn't get fulfilled um and as I've just gone through I felt the Integrity the respect the Loyalty stacked it to dwindle away yeah once I wanted more um once I felt not that I wanted more once I felt that I deserved more yeah yes the only way you deserve more is you produce more yeah yeah you know especially in sales right yeah that's the market that's the Benchmark yeah so I've like there's two things that I value in my company um there's two things that you have to provide if you work for me you got to provide a lot of volume and you got to provide a lot of value when I was running seventh level I provided a lot of those you sure but the reimbursement wasn't there wasn't that the projection and I suppose the promotional aspect things weren't there you know we had a time when I was uh I was out in Arizona one time I'll just tell you this I was out in Arizona one time and uh we were sitting in Bradley's office if everyone else Bradley is yeah so there was a deal to be done with Bradley which was perfectly fine um that I wasn't a part of I was just there as a groupie as per se yeah which was great wonderful you get to meet great people get to say and uh we sat in an office and I was told when we got back because I was in Arizona at that time when we got back uh we're making some internal adjustments and I know you're kind of headed to sales at the moment but we are going to officially announce that and you're going to run that and you're going to get an overload of the team and X Y and Z so fantastic brilliant I said awesome brilliant awesome you know and at that stage the company were grown we were probably an eight figure company at that time we were doing really really good stuff so to get that kind of tight laughter 12 months of being in sales less than 12 months was a big deal that's a big deal big big big big jump um yeah so we got back to London nothing had happened for two weeks we jump on an internal meeting and one of the owners jumps on who's never there and we don't need to win the names or whatever but yeah uh we jump on and there's this other guy that came into the company with about two weeks and the owner that we had a little bit of I suppose I felt we had daughter conversations and that lack of conf or that lack of respect would had gone by that stage and it was a very working relationship and it was a more do as I say and that's all it's going to be that's what I say yeah yeah and for me it just brought me back to military term like no one's going to treat me like that again so a relationship had completely separated and it was just all business you know yeah which I don't mind I don't mind as long as I know and as long as there's no mixing of the wines I'm perfectly fine yeah the data to do things behind my back is the day that the relationship is over but anyway so this guy jumped on the call he says we got we got a big announcement to make we've got you know people that will want to move up and things like that and uh so just remember this guy had come into the company with about two weeks came from a different company and uh the pirate owner jumped on and says we're uh we're promoting so and so and Bill is just going to keep doing what he's doing no conversation no rest no reach out no message no anything yeah and I was like looking around there's a camera here are they yeah someone joking you know I was thinking myself there's there's someone gonna pop out and say April fools or something yeah yeah so I kind of got off that code very disorientated very kind of you know heart to be quite honest with you very I felt disrespected in a large Essence and I went to the guy that we had the conversation with which is the TYC now of that entire company yeah and uh some conversation we had in Las Vegas the outcome of what we had today uh what is going on how can you understand and I was told this is your ego speaking on your your you feel you're being disrespected when it's not my decision I was looking on this and say okay it's not your decision but it was your decision to tell me that we would want to be promoted yeah yeah so from there then it kind of really it really separated a lot of the stuff that doesn't really fraction a little bit right it was already at that stage anyway yeah but I was told I could coach as well and other things and I I could be um you know take on coaching clients because I was just inundated with people that wanted to get coached and I was told yes you can do that because we're bringing in and building out a team yeah other avenues like calls and stuff like that had to be spread out across the team at that time I was probably running 75 of the revenue wow so significant yeah yeah so at that time then they started to bring another closer guys per se and spread out the quality which was perfectly fine so I said that's great but I got to make this because this is what I'm making so then I was a lab coach then I came back around they were like yeah you can coach but we want 80 to the revenue and I was like sorry I was like that's not gonna happen you need to go back to the Drone board yeah and then they came back and they were like no we will settle for 70. okay that's not gonna happen either and then there was a contract that needed to be signed which basically meant that you were you know an employee with no employee rights and I was one out of 145 people that said no yeah okay wow wow and then I just got a phone call one day and said yeah you're out you're fired and I was like that was it that was it producer yeah and now we're in a stage where we'll probably clear multiple High seven figures this year in less than a year so yeah but it is what it is that's life you know and that's the relationship and how we're then and I'm sure that they have their own trillion x y and z and you know somewhere in the middle they would potentially beat their Trails but yeah that's what I saw from my point of view wow now I appreciate you sharing that because I think um there's a lot of lessons not you know obviously that's a it's a [ __ ] thing to happen uh and unfortunately it does it does happen around but then it goes back to okay now you've got like the second slap almost pandemic you've got this you know you climbed up you got you got this how come you didn't go [ __ ] I'm just gonna go and find somewhere else that's gonna pay me what I'm worth why go down the route of risking you know income which you know granted your commission only but I think by that stage if you if you're at that level you can demand a little bit more compensation you know when I left when I when I didn't leave I got forward when I got fired um I put a one Post Yeah within three days I had 13 offers so and that was only just saying hey separated from X wanting that company um taking some time with the family but appreciate everyone and you know really valued my time um just a very just a thank you public thank you and look don't want to have a conversation based Donna it was pretty raw at that time when it's pretty hard and uh over the next three four days I had 13 14 offers now I don't mean offers like just come in and have a look at this I mean offers like come in and run the company and we'll go to parents this is the money yeah so we had a lot of offers on the play so in my head I was like okay those offers aren't necessarily going to go away you know because they know that I'm here um so but I also had a coaching aspect in me I always LED People Patrick Sports military Fitness sales I always LED teams I always let people I always LED myself so I knew that was in me so what I actually wanted to do was I was going to take on some clients and then I was going to figure out in a couple of months which company I was going to help build yeah and then the objection boss just took off and I was like yeah we're not doing anyone else's company yeah yeah and then five months later five months later is it was it five months when you hit that meal when you got when you got that thing behind you how did it feel when you got to that point because I know and and with some context about how it feels right just for the people people listening maybe come across you for the first time like yes it's a great feat to have but I know having watched your journey through it there's a lot of doubters that should come your way right a lot of you know not necessarily just people doubting your ability to do it but almost uh yeah not what I was going to say yeah that's probably the right right ways to do it yeah because people people in my opinion and don't take this the wrong ways in in and just like think that I'm pumping ego and my own ego and my own self-image a lot of people are scared yeah because a lot of people are in a position where they have a comfortable and they're spinning as a narrative of it has to be this way I've come in completely rocked the entire boat the entire industry yeah you know broke it down to four parts four things you need to accomplish four things you need to do to make sales consistently yeah and I have over a thousand over thousand two hundred testimonials in six months yeah on consistent wins not one person one at once like the same person 10 in 12 14 testimonials when after win after win so I know it works you know so a lot of people in my opinion are are don't want other people to come into the sandbox why because there's only so many sands to push around and people don't want competition you know as they say uh your boss will never pay you enough so he'll be your neighbor yeah yeah so that's true that's true that's what I've experienced but I also have great people in the industry great friends like Eli oh yeah show me Ray like there's loads of great people in the industry and loads of great people that really want other people to do well which I understand but yeah for sure what do you think then um might have been different in the way that you approached it because there's again you know there's coaches Consultants online business owners that have been either trying to make it for a long time or they're plateauing they've made a certain amount and they're plateauing what's been different with the way that you've done it can you put it down to something uh besides results obviously you're getting results so yeah it's I think a large amount of it is results you know when you consistently pump the amount of results that we do on a daily weekly monthly basis it's hard to ignore it like we're in a position again no we go where it's completely undeniable yeah like there is there is literally no way hope and hell that you commend you train you develop you learn from me and the guys that you won't make extra money like you won't turn it on his head so we we have that net we have that kind of name in the market now yeah after less than eight months yeah which is fantastic which is poured our life into it and done really well um but I think a large amount of it is we've had no ads either yeah I was going to say you've been I I imagined that you've been 100 organic with this right word of mouth and yeah all organic yeah because I spent two years I spent 18 months pouring into everyone else for free and when I went to the with my chips I cashed in yeah but I've built up a tremendous amount of you know yeah reputation yeah um and then it's just compounded with the consistency of the results on a daily basis yeah I think if I could just touch on that too because again you know a lot of coaches online business owners they can get to a certain level without reputation right they can pay for it almost to get to a certain point do it at 30 20 40 50k a month but I know at some point to go any further or to really stamp yourself as a good business you do need the reputation right other results or do good by people I think that's I think that's an important thing and then it comes down to the product that you're offering what do you think then for you you know is like why is your offer so different to most like why do you get such good results do you know what I mean besides the the things besides actually given it yeah yeah yeah which is probably the most important one um I think the framework is obviously really really important but I think for me I've cut out all the [ __ ] that people think that they have to have yeah I think a lot of people sell on problems and pain yes yeah and probing and clarifying from the world that I came from Jeremy uh a lot of people over over over examine conversations and over examine the outcome of what people want yeah so I give a kind of very clear and concise process that you can literally plug and play and imitate the results that we get which is which is a big thing but I also think um like that what really pushes you up and on you like the difference between a company that does 50 000 a month in a company like ideal that do 300K a month in the first eight months yeah uh is team Vision yeah process and fulfillment you'd have all of those things in the right place and you can be 20 on one but I never I will never go below 90 fulfilled and if they were coming back because that's the most important thing for me fulfillment over anything is the most important thing overall the amount of money in in in Saudi Arabia I'm telling you that like it's because my name reputation and the results that we get has to be the most important thing yeah because if you look at Apple like how many products can they bring out they can bring out hundreds of products we all know the quality is what yeah and people will in like I say spend and I'll say in bed for cauldron people will spend whatever they want to to have the newest thing because they know the quality is the best and it could sync up across all the different products and it's just so easy so I think product is definitely important but I think your name your fulfillment and your reputation yeah for sure and I don't think that's talked enough or talked about enough I know some of the clients that we work with with we're very much on client Journey you know before sales because that helps you know so I think that's an important thing if I can then sort of segue and switch gears a little bit more towards the salesperson so people you deal with every day what makes somebody worth working with as far as a sales rep is concerned so if you're a coach then you're wanting to hire someone it's you know a lot of coaches they hire based on results based on those sort of things like what do you what do you think is important if you're going to work with somebody in your program how do you know that they're the person that's going to be able to take it and implement it where does that sort of fit um for me Paris it depends like if I hire or if I coach because you're like you can go two ways with that kind of question and I'll explain but if I hire um you gotta you gotta be in a position where I I feel that you can be one of the guys yeah and I always tell my guys everyone thinks they're the guy until the guy walks in the room yeah you guys always laugh um but I think it's really important and I think you have that's why you have to have that confidence in your ability and you have to have that Survivor but it can't be blind Swagger you have to back it up with results and consistency with something I've always done you know so I can all I can look for people and I can see who has it in them you know and I'll always do my best to to develop those people and and help them internally um externally if I'm bringing people into my world into my training the standard is very very high and what I mean by that is uh it's set in stone this is how I work this is what I work and this is what I'm going to provide you and if you don't meet that criteria then you're gone yeah you won't resolve you won't turn into a result so it's kind of very much set in stone and people know that before they come and speak to me like if you want to go and work with Bill he's not going to be your friend yeah not that I don't want to but it's not my main priority my main priority is for you to get a result to get an aftermath we will be yeah for sure you know for sure so I think the stand standards and I think as business owners I think a lot of people bring in the wrong type of people because they need to liquidate ads they need to liquidate teams they need to liquidate systems and stuff like that I was very not very fortunate I went to different route I was like I'm not going to like I'm not bringing in the wrong people to liquidate ads yeah so I went I went to my network and from my network other people's Network entered into my network from people that connected and saw results and then they went and then they so so it kind of built that way um now we're in a position where we can amplify already what we're doing yeah I think a lot of businesses do it the wrong way I think a lot of businesses go out to it or a completely Green Market and try to persuade and influence people that you're going to be it without actually being it yeah now if I go to the market uh and I just say to people I can get you X Y and Z it's already proven it's all the results were already there you commenced my network it's already it's on it's good to go it's on the neighbor yeah and I think a lot of people go back to France and then what happens is that they put too much they put too much into the ads they get people and the cost of acquisition goes up goes up yeah which means then that you gotta drive your price up or your investment up which means then that your fulfillment is going to come down because you can't actually fulfill yeah and then it just becomes a [ __ ] courage yeah yeah for sure yeah I've seen that a lot actually yeah in a lot of offers that I've you know otherwise you know not not taken at all because I think it's important to you know be in the right right places where they're doing the right things as well so then as a business owner who has a team like how do you see working with individuals versus this being a team sport because let's face it like a lot of people come to do remote closing or you know be in a remote situation because they want to have a lifestyle as much as anything else and also make the money so what do you think makes up what's a good makeup of a team as far as you know good individuals versus good a good team I think I think the aspect of billing a great team is over overrated in my eyes I don't I don't need a load of cheerleaders yeah you know and I think great com like good companies Great companies have a couple of Mavericks and everyone just aspires to be the Maverick you know so I've always I've always been a lone wolf you know I've developed people coach people internally want to run and serve at level and stuff like that but um more often than not I wanted to be on my own because I could just do my thing so I think the overall aspect of building out great cultural teams and [ __ ] like that yeah um I'm a very singular Focus value and volume you do those three things and you have to understand as well Patrick like eight players who do they want to hang around yeah they'll hang out with the same people right like they don't want to hang around with people that are like how do I do a follow-up how do I make a sale oh I want to get to 5K a month like the a player wants to get to 50. you only wants to rub shoulders but guys that are doing that too yeah because if she doesn't he's now grown internally he or she is not grown internally which means they can't produce externally you know I'd rather have five apps to do killers yeah and 15 people then I have to babysit yeah yeah other people then go across the board you know but I can I can build a players I have no interest in building a team of B players or C players yeah well I think that's another another thing too is that um you know people get a little bit put off because of the development of the time that's involved in in doing that or getting you know a players that they don't know how to manage or they try to over manage them anyway there's no management just limit everything just make sure that they fill in the form you know don't be doing 15 different team team meetings every single week let them do everything that's what they do you don't need your babysitting they don't like my little girl now at this moment she's like three and uh she's without being an [ __ ] or better she's an a player I know she's because because she doesn't want she doesn't want to be on a harness she wants what she wants and she's going to get it no matter what whether she screams balls or cries or she's going to be the happiest child in the world whereas my first one was very passive she was very chilled out very relaxed you know what I mean you rub her belly she falls asleep yeah my my second one is like I'm I am it like around the pandemic time too so she's still alive when you have your second one hopefully please God touchwood uh you'll you'll start to see the differences in personalities yeah and so I look at my little girl and I'm like don't hold her back like don't be doing stuff that's going to prevent her from learning like she's she was she's in play School when all the other play schools are four and five years of age she was two yeah do you know what I mean so hard development is much faster than a person because yeah she was six when India was born so her development is getting really really pushed up quickly so I'm like like she's not going to go in a harness she's not gonna go in our buggy let's not just bring it let's just I'll just carry her yes I think like a players don't need to be managed in a per se they need to be known that you're there for them um but I think they just need scope to do their thing yeah you know like a long team meeting 10 minutes three times a week is what I do yeah 10 minutes Monday Wednesday Friday what are your numbers what are your projections what are you stuck with nothing see ya see ya yep yeah then we have a long long train and such that's it and where we're going back and forth that's all we do and we're in communication do you have my WhatsApp whatever and that's it yeah for sure I think that's a good lesson it's something that I've been sort of going on about in some of my posts about running right if you're going to run a meeting run it short I think it's uh it's got to be quick if you've got nothing to contribute just get the [ __ ] out of it and I was like okay those guys are really successful maybe there's something maybe they're sorry yeah I remember when we were saying snap review to be on a [ __ ] team meet one hour a day or a half an hour every single day yeah and it went to an hour you're like why do you know what I mean it's like and it was like right in the middle of myself it was like three o'clock in the day or two o'clock today and it just completely rattled my cage yeah you know it does mess up the flow and it takes up calendar space too right where you could be making money that's 20 hours a week or 20 hours a month that I'm wasting talking about you know [ __ ] that doesn't have anything got to do with me yeah not going to really help you get more clients um 10 minutes in and out that's what I said yeah that's what I reckon you don't need anything you're the other side Patrick sorry you're the other side where you're building out teams and you know you're really pushing and helping companies and you know uh there's only a certain amount of a players and you know the difference you know the difference yeah but the problem is you know you cannot build a team just on one a player you have to build teams and supporters and people act and feed into it because if you're if you're running 10 companies and you're helping 10 business owners you may only have five eight players in your network who you know you can pull and drag from this and the other stuff and they can help you so I'm very fortunate because there's I've only one singular Focus yeah and that's my company at this moment in time where how you generate your income is based on the development from other companies so it's a little bit different so I'm probably not you can't you won't be able to build a business on my model I mean so your your job is like filling people up yeah and like I'm like a Headhunter looking for my guys [Music] the more guys whereas you have to constantly build people up you know yeah so it's different it's about time yeah it is it is it's definitely a balance and I know when I you know work with guys that's uh you know in your circles anyway I kind of know what to expect pretty pretty consistently yeah so and same thing when you know when we're talking about somebody who I'm going to place with with another client um again I already know what what what they can expect you know from it so which is a really cool thing um man I just wanted to ask to kind of to wrap us up a little bit you you've you've done really well obviously in a short period of time and it continues to go down this way yeah what does it look like in this in this 2023 in this next 12 months what is it going to this objection box gonna change into or or morph into or development I had a conversation with a guy um who I have a lot of value for Nick is his name and uh just type them with his internal team to really turn it on and uh he's 15 years as a marketer in this space yeah and I said to him I sat with him and I said I'm feeling a bit how would I say not lost but like directionless as such um because for the first six months of the business it was it was more of a case of my whole and headspace was get as many results as quick as we can as consistent as we can and then we'll lift their head up and see the [ __ ] where we are that that was just all my focus that was the singular Focus I didn't have a 10-year plan I didn't even have a one-year plan I had a six month plan I'm gonna pour my head and heart and soul into this I'm actually gonna like for the first month I gave it away yeah and then I was like I did because we went like like the first month like did for buttons and uh everyone was getting like massive results and I was like yeah we're not doing that anymore but we've gone up and then we kept going up and up and up and the results never stopped it got better because as you as as you know when you build a business the more the investment is the higher quality people you get and that's not being disrespectful that's just the way it goes that's the way it is especially it's just they're just they're just able to do things quicker than they're just straight away as you grow up and I said this to a guy the other day as you push up the investment bladder you stop actually saving people and you actually help people yeah because when it comes lower stuff people don't want to be helped they want to be saved yeah and I see this with offers all the time if you're selling something other than 3K and that's your high ticket offer you're [ __ ] because all you're going to have is people that want to be saved yeah and I said this to a guy the other day I use this analogy I'm in the ocean you can take this I'm in the ocean and I'm in a boat and a boat ahead of me like a sinking and everyone jumps out of the boat and you're going to have people that swim towards you but you're also going to have a couple of people that just stay stuck you're also going to have a couple of people that just literally don't do anything yeah and you shout out to me and say hey I'm over here like I want to help you I have a life jacket I have food I have water and everything else and that person turns around and says to you who has nothing no you come here yeah they want to be saved they don't want to be helped yeah you know when I say to myself you know there's a big difference between someone swim interior when someone's swimming away from you you know and there's only so many people that you can help there's only so many people that you can save and I'd rather I'd rather pour more of me into people I want to be helped rather than the people that just want me to save their life yeah and they told me save their life like they're hanging off a clip I mean save their life with like financially they're not where they need to be their their skill is not where it needs to be and they're just never going to make things work yeah you know so so to answer your question in a roundabout way from not from telling a story um where do I want to go I want I want and will be the guy where people say you want High ticket training you you need to figure out how to make sales work just go and speak to Bill Bill that's where we're going and that's where I want to go and that's where I see is over the next I I don't want to put time predict predictions on this but we've taken a good amount of uh I suppose attention which is the biggest commodity in this in this industry and uh and long may it last but it's only gonna last if we continue to do what we're doing we're just Amplified so the biggest thing for me is to continuously get the results yeah continuously to fulfill uh on everything and never sacrifice fulfillment for profit yeah because I always tell people like if you take care of your people then take care of you you know so that's that's what I see yeah um the company will grow naturally of of continuously to get the Fulfillment and the structures and the results we just pop more eyeballs in there the company will just continue to scale and grow and build if that's you know where people want me to say we make x amount to Millions great Kudos yeah who gives a [ __ ] for me it's about relationships and about fulfillments and it's about continuously I also have people writers this is the last thing I want to say I always tell people like as I mentioned Kevin Ackerman messaged me this morning was like you know thank you so much uh very grateful message I don't have to tell you at all but very grateful message and my my in my head I was saying to myself would he say the exact same thing about me in six months time um and if I have as many people as I can that would do that I'll always win and I'll always I'll always you know be in people's best thoughts you know and I think that's the goal for me you know monetarily like Grace with little multiple seven figures great wonderful Kudos probably next year maybe close to eight eight figures you know and all that great stuff all that stuff will come you know and I say that to the team all the time the team are like let's pump and let's pump and let's pump let's push on and push on and let's you know pour more into advertising and this that the other stuff I'm like no let's not like everything that's great in your life you know as you and I nobody uh takes time like you have a baby it takes nine months if you have a baby if your wife said to you I want to have a baby and the next day you actually had a baby you know there's shine will be taken off at wouldn't it yeah you know so I think grown businesses and stuff like that should take time and it should be hard and it should it should be um difficult and it should take a period of time for you to kind of really know how like our company is too immature as per se to kind of really go all the way do you know what I mean so gradually keep growing and create grown but the biggest thing for me to bring it all back around is the people and the Fulfillment aspects continuously do those two things everything else to take care of itself you know for sure I think that's probably the most important lesson for most people in the coaching space with agencies whatever whatever it is I think that's a really good you know really good point to bring up because I think they get caught up a lot in Marketing sales and then fulfillment is like the thing that they have to do because people have paid them last 10 percent yeah marketing takes five percent sales takes 30 an end of fulfillment aspects is 10. like I still do my own sales yeah like I would I have probably 150 sales people are like a call on it at any one moment dropping my house if I ask them would you want to roll my sales for me they would [ __ ] yeah and over broken glass to do and that's not ego that's just the relationship that's the reality of it yeah and uh I still do my own why because it humbles me know that I'm still on the front end with my company I'm still in the game and I'm still one of the guys if that makes sense you know I think a lot of a lot of businesses want to get out of a lot of business owners want to get out of their business yeah it's ironic isn't it yeah it's a type of people we help you know and it's uh I want to get more into my business I want to do more work my wife is like you know when are you not going to work 10 hours a day I was like today I stopped working 10 hours a day is the day that I probably most business owners want to do gnashing in their business you know I know I know a good friend of mine who was running a company for a guy and the business owner was complaining that he was only making 1.5 million out of the business a year and I asked him how much time does he put into the business he says zero I was like so he gets he gets he gets all that money for nothing yeah and he's still complaining and he actually you know so I said to myself like what the hell is going on with some people you know you know I think Young I think you know a lot of business owners you know shouldn't be business owners in my opinion you know slipped it with good marketing and good advertising but that's getting harder as well age-old kind of Kevin David aspect of things promised the Sun the moon and the stars and produce absolutely gnashing as a prime example of of what you just said 10 of it is fulfillment yeah you know and their people are really tuning into that stuff you know they're really are you aware of things we could drop right now and people like oh really yeah a lot of these there's a lot of people there's a lot of shadiness you know yeah and it's horrible it's a horrible thing but I think yeah I mean I'm with you on that I'm very Hands-On especially with the sales type starter things even when clients I'll take sales calls I I genuinely enjoy it yeah and there's nothing that gives me more excitement than closing a deal what else you got a video like people say to me uh when are you going to stop your sales like when are you going to stop having parents like because I help with the marketing help with the sales obviously I do 15 hours of [ __ ] coach in a week myself um obviously I can't do it all I still on the front dead messaging people send advice notes to people you know people that are interested I'm still in the DMS I'm still everywhere like you know what I mean and someone said to me when like when are you going to stop all that and I'm like well what am I going to do like what like how can I influence the company if I'm not in the company yeah makes no sense no when are you going to stop taking your own sales calls probably when I have far to give them a week to do you know what I mean so yeah I enjoy it but anyway that's just me I'm a junkie for for work yeah kind of like damn is me so there you go well man I can see I can see all the hard workers uh you know come into good use and it's uh it's really look it's really getting out there and I think uh reputation uh that's something that I really value a lot is you know having that representation that people know you for something and I do like what you said before about when somebody comes into your world and they thank you at the very beginning all day thank you in six six months time will they send you the same message in six months time uh I don't think I've heard that before and I think that is a massive lesson to take away so man it's been uh been a great chat man I appreciate it no I appreciate it that was fun it was loads of fun and hopefully some lessons in there for sure for people that was good man it was really good thank you