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Grow Your Income $50k-$100k More This Year with Marcus Chan

 

Today’s guest is someone I am so excited to share with you and in this episode he demonstrated selling with ethics and integrity, but also shares some incredible sales strategies to help you earn more money this year. I met Marcus Chan through the Salesforce Top Sales Influencers program and I’m thrilled to learn more from him.

 

Marcus Chan is the founder of Venli Consulting Group. He helps Account Executives sell and earn $50,000 to $100,000 MORE each year through his coaching and training programs. Marcus is an official member of the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, and more. He has also been named as one of the top sales experts to follow by Salesforce and LinkedIn. Prior to this, Marcus was in Corporate America for 14+ years. In that time, he worked for two Fortune 500 organizations and was promoted 10 times in 10 years with them. He has won countless awards and has been ranked in the top percentile every single year. In his last role, he led one of the top sales regions in the company with over 110 employees.

 

But beyond his official bio, Marcus is an incredible human being who has taken the lessons he learned and continued to invest in himself and his mindset. And in today’s episode, he shares just that and more.

 

Show Notes:

[2:59] – Welcome to the show, Marcus!

[4:06] – Marcus shares his background and how his upbringing impacted him.

[5:02] – As a child, you can’t help living with a scarcity mindset if that’s your norm. But Marcus traveled to poorer countries and realized he had it okay.

[6:47] – Marcus shares an experience from his upbringing that proved to him how much he wanted to earn money with his brain.

[8:39] – Even strong and successful individuals in sales started small and have had struggles.

[10:55] – In the beginning, there were a lot of strategies that Marcus wasn’t familiar with, but he also didn’t have the right mindset.

[13:05] – Because of his appearance, he learned that he needed to invest in himself. You sell how you buy.

[14:26] – A prospect feeds off your confidence.

[15:41] – If we are cheap in how we spend and present ourselves, it is hard to show value. There is a huge difference in result if you sell from abundance.

[17:14] – Your level of conviction travels through the entire sales process.

[19:06] – Words are powerful.

[21:10] – Marcus then began the journey of training his brain.

[22:33] – What would the best version of yourself do?

[24:04] – Surround yourself with people who are doing bigger things than you.

[26:18] – Marcus’s plans were not to be an entrepreneur and he admits that his mindset had an influence on that belief.

[28:49] – Marcus explains how he got to the point of thinking, “What else can I create?”

[32:07] – Working with other entrepreneurs and the micro experiences he had continued to help build his mindset.

[34:14] – Video content is a long game. Where the attention goes, the money flows.

[36:27] – Optimize your profile so it is designed to convert.

[37:22] – If you don’t have a message, don’t personalize it.

[38:16] – Marcus shares his hack for determining if a message he receives is automated.

[39:46] – The Law of Reciprocity is important to remember. Give something first.

[42:19] – There are a lot of things to consider when creating video content.

[43:20] – Marcus runs down the steps to sending out content.

[44:40] – Another hack is to purposely spell something incorrectly and correct yourself.

[47:18] – What is the result of giving someone attention through value?

[49:03] – People do not want to decrease status.

[51:35] – When you work hard on yourself, it multiplies everywhere else.

 

Connect with Marcus Chan:

Six Figure Sales Academy

LinkedIn  |  Instagram

Links and Resources:

Instagram  |  LinkedIn  |  YouTube

She Sells with Elyse Archer Home Page

 

Speaker 1: (00:02)
Welcome to she sales radio. My guest today is someone I am so excited to bring to you, who I know is gonna demonstrate not only selling with ethics and integrity, but also is gonna bring you some really incredible sales strategy that you can use to make 50 to a hundred thousand dollars more this year, at least now who isn’t excited about that I know I am, and I’m gonna read you his bio momentarily, and you’ll be so excited cuz you’re really learning from one of the best in the industry. Um, but for context, I will share that my guest today, Marcus Chan is someone I met not too long ago as part of the Salesforce top influencers program. And I just love getting to know him. And you’ll also hear, I think in today’s interview a lot of his heart, um, just really incredible human being all around.

Speaker 1: (00:52)
And so with that, here’s his formal bio. So Marcus Chan is the founder of Benley consulting group. He helps account executives sell and earn 50 to a hundred thousand dollars more each year through his coaching and training programs. Marcus is an official member on the Forbes business council and has also been featured in Forbes, Yahoo, finance market watch, and more. He has also been named as one of the top sales experts to follow by Salesforce and LinkedIn. And I wholeheartedly agree prior to this, Marcus was in corporate America for 14 plus years. And in that time he worked for two fortune 500 organizations and it was promoted. Listen to this 10 times in 10 years with them talk about a fast track and he’s won. Countless awards has been ranked in the top percentile every single year in his last role. He led one of the top sales regions in the company with over 110 employees. Marcus lives in Portland, Oregon with his wife, Sarah and his son, Roman Marcus, welcome to she sales radio. So honored and excited to have you hear my friend.

Speaker 2: (01:56)
Well, I’m pumped to be here. You really put me on a pedestal here, so please do not. We’ll have some fun today. I’m just a regular guy. Who’s made a lot of mistakes in sales and hopefully I can transcript some of my learnings to everyone that’s listening.

Speaker 1: (02:08)
Yeah, well, I, I think that’s part of what I’m so excited about is your story and, and really starting off with some of your backstory, you know, I was having fun going through your YouTube, um, before this interview and you share some of your backstory of growing up, you know, really poor. And I think you mentioned even having fears of being homeless and kind of what you’ve created today, where you were able to retire at age 35 and do what you love. So one of the big things that we talk about a lot in the she sells community is how do we shift from scarcity to abundance mindset? Cause I really think that’s one of the keys that people don’t talk about enough that helps grow sales. So can you share with us some of your backstory and kind of how you grew from this, you know, this child who was growing up poor and maybe afraid of not having enough to where you are today?

Speaker 2: (02:56)
Yeah, absolutely. And, uh, and thank you so much. And one of the things that’s very interesting was it wasn’t like I flipped a switch and suddenly overnight I’m like, oh, scarcity to abundance. Um, you know, early on just, you know, from a backstory perspective. So my parents immigrated here from, uh, China and Taiwan. My dad came here, uh, you know, after he was put in a concentration camp during the cultural revolution. So eventually made it over here to absolutely no money, nothing cetera. So we grew up really poor. So eventually when they had the kids, you know, myself, my older sister and later on my little sister as well, but early on, we saw how hard it was. We saw their struggle. We saw how we lived in a small town, working in a restaurant. Everyone had a pitch to work to basically earn money.

Speaker 2: (03:36)
I saw how poor we really were. Now. It’s interesting because you know, growing up, you have these perceptions about certain things and we grew up in a bad neighborhood, et cetera, and that was not great. And I knew we didn’t have any money, but what was really interesting is, you know, because we were wired this way, like, you know, we had, we were super scrappy and we all worked in the restaurant as we got a little bit older, some of the, the shifts started shifting a little bit over time with more perspective. Cause a lot of times as a kid, you don’t have any awareness. You’re just like, whatever you see is, is your world. So when you see your friends getting cool new shoes, cool new clothes, cool new toys and you’re getting nothing. And you’re, you’re wishing you had more, you, you live in this world of scarcity, but what was really interesting is, um, and these are some lessons.

Speaker 2: (04:17)
I don’t think my parents realized, but they really hit home a little later on. But as we got a little bit older, they started to take us around the world and they started to take us to places in like parts of China or Taiwan that were like real poor. Like I’m not talking about America, poor. I’m talking about like, you know, really poor, like shacks. And they take us to like Thailand. They’d take us to all these places where people legitimately were poor. They were living on maybe a dollar us a day. And when you see these type of places where people don’t have a running water, they don’t have restrooms. They’re just like going, going to the restroom into hole in the ground, you start realizing pretty quickly you actually have it. Okay. So even though we were like, by America, Stan we’re poor.

Speaker 2: (04:56)
We weren’t like that type of poor. So that was some of some, it starts kind of starts to, uh, shift how you perceive the world, how you perceive money now, but still growing up though, regardless, uh, you know, we all pitched in and we all worked really hard. I still grew up very worried about being homeless and all the, and just being homeless and not having a home. And you know, if, if the restaurant got robbed, which happened, I would worry about it, shut it down and have them on the streets. Now, as I got a little older, you started feeling a little more concrete. My parents started build a little bit, you know, financial security. They were really smart, the money. I mean, basically they were very cheap. Right. So, um, but what happens when they’re really cheap? You still have a scarcity mindset right.

Speaker 2: (05:35)
Like, I mean like sure. It just, it, it didn’t really, really shift. And I, I just remember, um, you know, I was, uh, uh, 18 years, seven, 17 or 18 years old, and my parents had a Chinese restaurant. We used to do these festivals on weekends in which we would go to set up at a, at a, uh, you know, like a park and there’d be a big, you know, music event, whatever, for the weekend, we work 30 hours or two days and to make money. And I remember just being on my feet all day and, you know, slinging Chinese food noodles and sling being exhausted. And it’s like, 1:00 AM I’m scrubbing pots and pan in the garage preparing for the next day. And I remember like my dad’s like, you know, noticing my sour, look at my face and he’s like, what’s wrong? I’m like, well, I hate this.

Speaker 2: (06:14)
I hate, I, I hate that. You know, like I hate like we have more money now, but I hate to work so hard for our money. I hate that. I like literally we’re literally on our feet all day, like I’m, I’m dirty, I’m oily, I’m greasy. Like I wanna go, my friends are out party and do whatever. I, I wanna do that. And he is like, well, you know, my dad’s like, this is like, this is how it is. You have to earn, keep cetera. And I’m like, and I told my dad that point, I’m like one day I want to be in a position where I make money with my brain. Like, it’s not about necessarily the hard work, which I’ll always work hard, but can I do what’s in my brain to actually generate money? I didn’t know how the point I was just was like that.

Speaker 2: (06:47)
Just like I was like, I, I was just sick of like physically straighting time for money, physically being tired all the time. So that was like these mental shifts. Now, what was also interesting too, as we start to, as my life started transgress a little more. I, my, my mindset still is very poor, still very like scarce. And, um, the biggest trend, the next big shift was probably when I was 22, 21, 22. And, uh, I started B2B sales. So now I’m like, I’m like, cool. I graduated college. I’m like, this is my vehicle. This is the way I’m using my brain to make money. This is an opportunity here. I’m, I’m gonna help build up this startup business. You know, it’ll be really cool. I’ll make money. And now, now I’m using like this with was between my ears. And it was really hard. I thought it’d be easy. It was really hard. And I really struggled and I was doing absolutely terrible. And I remember, um, I was worst the worst, worst rep in the company. So I remember talking about my mentor. Well,

Speaker 1: (07:37)
What’s hard about it for you. I wanna just pause and ask because people, they hear your credentials and hear what you’ve done. And they’re like, well, he’s been a pro his whole life, but what, like, tell us a little bit more about the struggle there. I think that’s important

Speaker 2: (07:46)
For sure. So, uh, so before I got to this point, you know, I, I kind of skipped ahead for, from time perspective. Um, I had a few different other jobs, right? So like, you know, uh, you know, I worked in a retail store selling Speedos, right. And Speedo accessories. I competitive consumer growing up. I

Speaker 1: (08:01)
Love hearing the backstory of like what people sold way back then. It’s always hysterical. Yeah.

Speaker 2: (08:05)
It’s it was awesome. Right. But it was also like people are coming in. So retail environment, people were coming in and you’re selling them. Right. Uh, you know, working in restaurants, then people coming to you sell ’em food. Uh, and then at one point I was working for, uh, a rental car agency and we’re selling insurance people coming. We sell ’em nsurance we up in MC cars. So there was like that to me that, that there was some selling, but it wasn’t like being able to convert a complete stranger to paying cash or credit card or a PO in, in, in a situation. And now’s in, in a situation where there’s no inbound, it was a brand new startup to, um, we had no inbound, the economy started falling apart. It was 2007. Uh, and it was completely cold B2B, so prospect to close. So, which is very different. Someone walking in saying, Hey, I’m already, I’m already planning to spend money as long as you don’t mess it up.

Speaker 1: (08:52)
right. Oh my gosh. Totally. It’s so our stories are so similar. I started B2B selling 2007, 2008 as well, right around that is so, yeah. I’m so with you. Oh

Speaker 2: (09:01)
Man. Yeah. So now it’s like, it was like number one, prospecting. So like, I really struggl with pro like being able to generate meetings was on the phone, email, even door to door, to businesses that was really hard. Um, and then being able to have a sales conversation, like being able to truly do an effective discovery. Like I just, I didn’t really know how to do that with a cold prospect because they’re really just not interested at all. So those are all those little things. I just, first of all, I didn’t know. I didn’t know. I was like, I can’t book meetings now. I can’t close. Those are my picket, my two big issues. And, um, and in having somewhat decent success in which, in the other roles I did, basically, I was able to just outwork everybody. And I was like, okay, I did it pretty well.

Speaker 2: (09:42)
Um, to now to this where yeah, hard works for sure. Part of being, being effective in sales, but that was only one piece of the equation. It, it was like, uh, you know, like there’s a whole recipe to be successful in sales. And yeah, I had one ingredients hard work, but I missed the other core ingredients. Ah, and that’s what it was. Um, but I didn’t, there was, there was many things from, uh, strategy to know text note, but also mindset. That was a big one. And I I’ll give you a really good example. So I remember this is like, um, this is now about probably this is a few, few weeks, maybe even a month in or so. Um, and I, I definitely outworked everybody. There was just zero question about that. Um, I only had two suits that I wore, um, and I wore less, I would switch off every other.

Speaker 2: (10:28)
It was a full suit shirt and tie type environment. So I would wear, I would, I had five white dress shirts, uh, and I had these two suits and I would wear the same ones every other day. I wore ’em every single day. And I basically over time because we’re in Oregon wearing things out and I’m on the field. I’m literally cold, calm by foot. I’m on the I’m like we’re destroying our suture clothes, um, within, within like, you know, within a few weeks or even over a month. I mean, like my suit is like wrecked. It looks terrible and I’m, I’m, don’t making any money, so I’m not taking a dry clean it, like, I’m just like, you know, steam in the shower get a, a li uh, lit all my white shirts. Like it was summer when I started was, was turning yellow on the collar in gray.

Speaker 2: (11:08)
Oh, wow. Um, and I kept trying to kept trying to bleach them to keep them like white. It just made ’em more like see through all right. So it’s my gosh. It’s like, and like, my shoes were like at first got wooden SOS. Cause I thought it look nice. And they got destroyed by the concrete cuz I’m literally pounding pain. I’m literally cold-calling by foot. Like my first week I walked into 120 businesses by foot. So like I was destroying my shoes, like everything else. I like a hot mess. And uh, I’m, I’m talking about Metro, I’m complaining about everything. I’m like, oh my God, everything is absolute. Like it’s like projects are, are cheap. They don’t have any money. Like the economy is bad, everything’s shutting down. And uh, you know, like, like my clothes are getting destroyed and uh, and, and my, my mentor looks to me and he is like, he like stares at me.

Speaker 2: (11:53)
I’m just like, stare. He’s like, look me up and down. He’s like, you’re right. You’re uh, you look a mess. Mm-hmm I’m like what? He’s like. Yeah. He’s like, yeah, your, you look like trash man. Like your suits trashed, like your, your shirt’s trashed. Like you look, basically look like it was homeless. Right. Yeah. And, uh, and I was like, wow. You know, but here here’s the thing, bill. Like, I’m not making any money. Like, so how can I, I’m not closing anything. So how can I go and invest in like new suits, whatever. And like, you know, and buy these things if I don’t have any money. And I remember he looked at me and he said, if you’re not willing to invest in yourself, how do you expect someone else invest into you?

Speaker 1: (12:34)
Mm.

Speaker 2: (12:35)
And that was like, I was like lights out. I mean, it was not lights. It was like in aha. In, at that point I realized you sell how you buy.

Speaker 2: (12:46)
Hmm. And at that point I realized, because I had this part of the issue I was dealing with, I had this poor mindset because I was so scarce and mindset. And I was so cheap in how I was thinking even how I would ask questions and how I carried myself. There was no confidence. There was, yeah. I, I, I show a lot of scarcity. So for example, if, if I was going to a prospect and I was trying to sell them into a $3,000 a month, you know, offer, like, I wasn’t able to say it confidently. It would be like, so it’s, um, $3,000 a month, if that’s okay. You mean, it was probably worse than that, but you can, my point, like when in a prospect is gonna feed off your confidence. Right. And it was all these little things and all these, um, uh, unconscious instigators that would come out and how I communicate with prospects. I wanna, because that mindset.

Speaker 1: (13:39)
Yeah. And you just said, so it’s like, my mind is sitting here, just wheels, turning, cuz I don’t know that I’ve, I’ve been in the sales space for a long time. I’ve been in the coaching space for a long time. And how did I’ve ever, maybe it just hasn’t hit me this way, but like you sell how you buy. I feel like there’s so there’s so much to that. Mm-hmm so what you’re saying and tell me if I’m understanding is like you mentioned before, if you wanna invest in you, why won’t somebody else invest in you too. Right. But it’s like the confidence level. If you know, if things are, we’ve got entrepreneurs listening to this show, we’ve got commission sales reps listening to this show like in the months where things are tight, are you, or maybe you’re having a down month versus like, are you leaning in, are you investing in yourself more? Mm-hmm because you understand the flow of money and you understand the power of your mindset or are you shrinking back? Like, is that what you’re saying? Can you tell us more? I just feel like that was such a mic drop moment. I wanna, I wanna hone in on that.

Speaker 2: (14:31)
Yeah. So, um, oftentimes you know, our actions are in alignment to our beliefs, our true beliefs. So if, if we, if we ourselves are really cheap in everything that we spend money on, it’s very hard for portray value to someone else. Because if sell, if a profit says to you, well that thing’s a little expensive. If you’re naturally cheap, you might be like, yeah, you’re right. like, you know, yeah. Even though you try to say, oh no, no, no, you need this. Um, because there’s a misalignment here, but when you truly actually learn to sell from abundance and you are actually indifferent to what they do and you, you, you actually like when, when they say, uh, wow, it seems too expensive. You mentally should be shocked. You like, that makes zero sensitive because I know the ROI, I see the value. And we, I, I see this a lot, especially when someone transition, if they were some, maybe something more transactional or maybe a small, maybe a smaller, uh, smaller solution or they’re selling to maybe, you know, the small midsize businesses.

Speaker 2: (15:32)
And then it’s maybe a little more transactional and they go into selling enterprise, really big opportunities. They themselves then struggle with that jump of having that alignment with themselves because they themselves are just too cheap. Right. Yeah. So, and that’s where it’s like, um, because ultimately if you’re especially in the B2B world, if you’re selling something of value to them, it’s a delivered ROI. Some sort, when you, when you truly believe that, then it trans they can hear in everything you say and everything that you do. Yeah. And when you hear objections, there’s no, like if someone says that’s too expensive, that’s more than I expected. There’s no like, oh, but let me, uh, let see if we can get you discounts, like, right. We know this is the best solution to, to offer you, this is what you need. It’s going to deliver ROI.

Speaker 2: (16:19)
Yeah. So that level of conviction transfers all the way through. But if you yourself are really, when I say talk about, you know, being like cheap, it’s like across the board, right. It’s across the board. Right. And that’s where, when you start, when, cause there’s some people say, well, you know, I’m really cheap in this, but also spend money on this. It makes sense. Like, for example, like, um, you know, like I’m pretty, I’m pretty cheap actually. Still like I buy my shirts in bulk. There are $7 shirts of buying bulk still. Right? Yeah. Yeah. But there are certain that absolutely. I love technology. like, I’ll, I’ll buy new tech. That’s like my thing. Right. But everything else I’m super cheap. People are like, oh my God, you really say anything every day. I’m like, yeah. But cause I don’t see value in that. It’s

Speaker 1: (17:01)
What you value. Yeah.

Speaker 2: (17:02)
I get that. What you value. I get that. So if you, if you had a mindset then suddenly when, when your actions align with your beliefs and you actually truly are doing those things, you will sell at a higher level. But it, it takes training your mind to think that way. And it’s the same way with income as well. Because if you mentally have a self concept that you, you yourself are only worth $80,000 or maybe that’s your goal. And once you get there, then you’re like, who? Even if you saw, if you got it half the year, you might be like, well now you’re gonna take it easy. Yeah. So learning to increase that self concept to higher level will push you to achieve more. It’s actually why it’s so key to actually have big goals that are tangible, that you break down. Otherwise you’ll get stuck by yourself. Content, which you expect of yourself.

Speaker 1: (17:45)
Yeah. I love everything you’re saying this is everything we believe in, in. She sells world. So this is so good. So thank you. I, I wanted to like hone in on that, cause I just felt like, gosh, that’s, that’s that’s food for thought. For sure. Yeah. For me too. But so take us, so your mentor looks at you and he’s like, if you wouldn’t like, if you’re not gonna invest in you, why would somebody else, so what shifted for you from that point?

Speaker 2: (18:05)
Yeah. So what’s very interesting is like, um, I think words are powerful because even the words he, he mentioned there, um, he didn’t say spend money, you know, he said invest. And there was like, there was some epiphanies there. And when you think about this, when, when you say I’m gonna, I’m gonna, I’m gonna, I’m gonna spend money this, or I’m gonna invest into this. It’s a big, big mental transition. So I was seeing new clothes as the expense. I was seeing these things on expense. What, I didn’t really see them as was an investment into actually the version myself. It’s really asking yourself, what would the best version of myself do right now? And the best version would invest in myself. And it didn’t mean like go crazy and go insane. But it was like, okay, I’m gonna go do, let me go buy some, let me actually look the part, let me look the part in that way.

Speaker 2: (18:56)
I can actually like, you know, like have more confidence, look good and feel good. Cause at the end of the day, when you actually feel good, you’re gonna sell better. That’s just reality. So I, I literal exactly what I literally went and spent $3,000 on new suits, new shirts. I think I got like four or five new. They weren’t expensive, like four or five new suits. I got like, like five or seven dress shirts, a bunch of ties, you know, like a bunch of socks, bunch of like, shoot. I maximize as much as I can. I went to like a Burlington coat factory.

Speaker 1: (19:26)
I love it. Yeah.

Speaker 2: (19:26)
Yeah. Got as much as I could. So that way I can at least, you know, look the part. And that was like, but that was like one of, one of the first like kind of steps, if you will, of that, that transition. And over time you start doing different things. Like for example, like I ended up investing to like a Tony Robbins conference later that year. That was a big thing for me as well. Um, just you, you start realizing like, Hey, this is like, if I, if I want to actually live in abundance, I have to take the steps to help me live in abundance.

Speaker 1: (19:54)
And were you selling more at this point when you started investing in other things like Tony Robbins or kind of tell us what started to shift

Speaker 2: (19:59)
That far? Not that at that, at that point, I still wasn’t there yet, but I invested anyways. Right. Because, um, it was, it was work. It was, it was uncomfortable, right? Yeah. So one of the things was like first off I started train my mind different ways. So I started like consuming different things and eliminating things didn’t serve me. Right. So like I stop, I stopped listening to the news. I stopped listening to friends that didn’t, that, that weren’t part of that weren’t gonna raise me up. You know, I stopped listening to anyone that was, you know, anyone who did basically was negative. Uh, I started consuming books nonstop and like audio books, tapes, whatever Tony Robb, Zig Zigler, Brian, Tracy, you did all, all the classics, right. Just is like, get myself in the right mind space. And, and that’s, that’s why I really realized I’m like, if, if I really want to become the best version of me, I need to fill my head the right things.

Speaker 2: (20:46)
Right. So that was things like Tony Robb, if I couldn’t afford it, I knew it would be investment for my future. Right. It’s at this point, like I read every single Tony Robin’s book. So I’m like, all right. He, he knows what he is doing. He’s pretty successful. I’m sure I probably Gleed something from it. Right. And that was powerful for me. Just like it, that was hard to do. It was hard to do, cuz it was like eight. I think it was eight grand at the time for the seats I wanted. That was a lot of money for me at the time. So I’m like, oh my God. Like, yeah. It wasn’t like, there was no like it was, it was just, it just, it was just a weekend thing. It was, there was no like there was no coaching, no course nothing. There was no, like I think had a workbook from it. Maybe like,

Speaker 1: (21:23)
And is it just, is it framing decision? I wanna, I wanna hone in on this. Was it just the continuing to frame the decision of what would the best version of me do in this point hundred percent? I think that’s such a powerful takeaway from this

Speaker 2: (21:34)
Hundred percent. It was what would the best version of me do right now? The person who achieved every single thing I want in my life, what would they do right now? Cause oftentimes the actions that we take are purely based off who we are right now. But if you wanna become the best version of ourselves, what decisions would they make? And ultimately as toy Robins said, our destiny is formed. The decisions we make. So if we understand that to be true, we have to make better decisions today. Even if there’s no immediate gratification on the spot. So we start thinking like long term about how, like what could do right now to help my help myself down the road. You start taking, making different decisions and over time they compound over time and each thing adds to it. So like even from the scarcity to a buds mindset, there’s still things I still like struggle with.

Speaker 2: (22:20)
Right. Mm-hmm so for example, like, you know, we’re looking like, you know, we’re probably gonna get another new car. Should we get the new model? S it’s 120 grand and I’m like, it’s hard for me to justify a car. Like I like cars. Yeah. But like, do I wanna spend six figures on my car? Like, can we forward it? Yes. But do I want to, I don’t know if I could drive value from that, you know? So there’s certain things still where it’s like, I have a certain level, like a value cap. I’m like, that’s not worth it to me. you

Speaker 1: (22:45)
Know, and it’s, but it’s good to be aware of that stuff right too. So I appreciate you saying that too, because I don’t know that this stuff ever ends, and it’s not saying that you should, or you shouldn’t buy the car, but it’s like, what would the best version of you do? And every time we elevate, there’s another best version of ourselves that we get to connect with and stretch to. Right.

Speaker 2: (23:03)
A hundred percent, a hundred percent. Yeah. I think also just distract yourself with people who are doing things bigger than you. That was big too. Like just be like meeting other people, um, that just are just playing the game way bigger. It’s like it opens your eyes, it really opens dry. So for example, um, you know, I’m in, I’m in a pretty big mastermind, you know, I paid $50,000 a part of this mastermind and we had an event a few weeks back and I’m at this event and I’m talking to other entrepreneurs and some of them are doing 500,000 to a million to 2 million, 3 million each month. And I’m like, dang, I’m just a little grab this pond here. Right? Like I’m like, I’m like, but it forced you to like to level up. Yes. Because it’s very inspiring. It’s like, okay, this is very inspiring to see what they’re doing. They built an online business this way. All right, cool. I could, I got, I got some ways to go. I got some ways to go, but it, it te it, it teaches you to break through some of these limitations that we, we just naturally have being a human being.

Speaker 1: (23:55)
Oh, for sure. And it helps you raise yourself in, it helps you kind of raise that set point, right. That financial set point of what’s normal and what’s cuz we’ll always kind of default to what we’ve seen previously and who we’re surrounded by. So right. I love, I love that. You’re doing that. So, okay. So keep, so keep going. This is, this is so inspiring to me. I’m like, I feel like I’m pulling gold out all along the way, the story. So yeah.

Speaker 2: (24:14)
So, uh, so, so, uh, so, uh, so I went to corporate America and what was interesting was, um, you know, that was the first big kind, big, big, like aha. Right. And over time you start to earn more and more and more and more. And remember it got to the point where it’s like in the pond, I was at the, the comp compensation. Wasn’t that good? Right. So like, it was really hard to break into multiple six figures because the way the compass was designed. So I’m like, okay, so I’m have to like go into a new pond. Even though it’s a big company, the company was like a $20 billion company. The way they set it up was like, it was there’s limits. So I’m like I had to go somewhere else. Right. So eventually I made, I made a switch into the company and then, you know, and then again, promote multiple times.

Speaker 2: (24:53)
Well, but then you, you start like being surround by other people who are producing at a higher level. So that was also again key. And the whole time I’m like, I’m like learning and I’m studying and I’m improving my game the whole time. And um, uh, I remember at this point it was probably 2015 and this is where it, it kind of turned into basically took, it, took, uh, it went from like me do my own thing. Uh, you know, being in a, a corporate America and then started dabbling to a side hustle. Now at this point I never wanted be an entrepreneur. I didn’t, I never wanna do what I do right now. I never, um, never wanted a side hustle that wasn’t really, I, I saw how my parents were as entrepreneurs. So in my mind, my, my frame of my, my frame of mind or concept of entrepreneurs, they worked their tails off and they don’t make the money. They wanna make, you know, super appealing, super appealing. I’m like, cool, awesome. Like, cause they had a restaurant and they had, they had to physically be there. I’m like cool live there like seven days a week, always work around awesome life. I don’t want that. All right. Thank you. Um, at, at this point though, I remember like, cuz I had been promoted, um, about, uh, 10 times now. It was, it ended up being like 12 times, 10 years. It’s it’s not as cool as 10, 10, not times sounds better. So anyway, so, uh,

Speaker 1: (26:07)
It’s a lot either way. Yeah.

Speaker 2: (26:08)
Yeah. It’s a lot either way. So I’m like, okay. I’m like, well, so people go asking me, Hey, how did you do this? I’m like, do what? I don’t know. They’re like, how did you get promot some time? How do you like, like how do you seem to have this like minus touch? I think you touch seems to have results. I’m like, that’s not true at all. Like I fail all the time. Mm-hmm they’re like, but how did you get promoted that many times? So I’m like, I just work hard and I’m like, no, how did you really do it? You should write a book or something. I’m like, okay, I guess I could. But you know, I just, I just got from again, another role had a team of 85 employees and nine sales leaders reported to me. I’m like, let me, let me learn how to write an ebook.

Speaker 2: (26:40)
This is before people, before everyone, their mother had an ebook. So I’m like, oh, okay. So I remember I bought an online course to learn how my ebook, this is like my, my first taste in like online courses. Cause they still weren’t that big back then like only like the, the influencers online had it. Right. So I’m like, let me just buy this online course on how, how to make a, an ebook. Cause I didn’t know how, like how I set a webpage, how do I take payments? How do I do all these things? I didn’t know. So, uh, I learned how to do that and I wrote this book E ebook and uh, and I remember I just put it out there on Instagram and I made $10 in an hour. I’m like, oh my guys made $10. So amazing exciting though. Right? It’s like incredible.

Speaker 2: (27:20)
Oh yeah. I know that. It was, it was, it was a wild, I still have an email. I still have, it was the wildest feel to me. Cause I like, I didn’t have to get on a sales call. That was strange. Some strangers gave me money. I mean 95 and PayPal. That’s very interesting. So I was like, that’s cool. So I eventually like, that’s neat. And I was making a couple hundred dollars a month with that thing. That was, that was kind of fun. And um, but that was like, that was like the door would open to even go to, to open the mind to more abundance. Right. I was like, Hey, what else could I do? What else, what else could I create to make this like passive income? If you will. And at the time again, online courses were not as big. I’m like I should build an online course.

Speaker 2: (28:00)
Now everyone in the mother has one today. But at the time it wasn’t like, again, it wasn’t that big of a thing. So I’m like, okay. So I bought a different program again. This is like my first time exchanging money online for like some stranger. I’m like, all right, well thousand dollars. Let, let me learn how to build online course, pay this guy a thousand dollars online. It was a great program. I learned how to build it out. It took me about two years. Cuz at this time I was still traveling nonstop. Um, big sales org at the time I grouped 110 plus employees and I was in a hotel room about a hundred nights a year and it was, it was insane. So anyways, so, um, in my free time, uh I, I built, I built an online course and I didn’t know what to build, what to make.

Speaker 2: (28:37)
So, uh, at early on, like what do people ask me? Like questions on. I like everyone ask me questions about sales, like stuff. I think everyone should know. I’m like, let me build a BBB sales course. So I just built my first one took me two years and I remember like, this is January two, the 19 I’m like crap, what have I just wasted two years building this sound? Nobody buys it. Oh wow. I’m like, oh my God. I I’m like whatever. Let me just have my email list. Very small. I didn’t know how I really build an email list. So it was like 300 people on the email list. Just email them. No real watch. Hey everyone just here it is here. It is. See what happens. But I woke up and made $2,000. Oh. And that was like, wow, holy smokes. Again. This is like, if you notice that each, each micro experience is like opening my mind to what’s possible.

Speaker 2: (29:22)
Mm yeah. And that was really, really neat. And I’m like, wow, this is like something I could really build and scale out. And I got to this point where I’m like, I’m like, well, I don’t want quit this role. I gotta be more strategic about this. Right. Because on while I’m doing this, this whole thing, while I’m doing this, I’m also like getting really exposed to this online world of, of how people make money online. Because as a, as a corporate employee, you know, it’s, it’s like, yeah, I, I was making a lot of money. Um, and you know, my team was as well. You get, you get stuck in a frame of mind, like, okay, cool. Like the caps are about seven figures, right? Oh, that makes sense. But then you start like in this online where you started learning people or some making seven figures a month, seven figures a week, seven figures, like how’s impossible.

Speaker 2: (30:06)
It starts to really open, expand your mind of like, wow. Like, because in, in my mind before that it was like, you can only make that much money. If you, uh, have like a huge business, you have hundreds of employees and do all these things or you have to be in the Csuite to get to the absolute, you know, crazy next level. I’m like, that’s what I thought. But now is getting exposed to a world where these were like, I would see 25 year olds who are making absolute killing online. Like this is, this is possible, right? This is, this is really neat. And, and I’ll get to a point where, because I’m so cheap and I’m, I’m really giving my money. Like I was like, I could just quit my job and just stop working and just focus on this if I want to.

Speaker 2: (30:43)
Right. I don’t have to work if I want to, but I’m like lemme kind of time this out. So I kind of timed it out. Cuz I still had like, I, I had a presence club strip in the summer and nine months later I was in the summer. I wanted get my free trip’s five start resort. I had a bunch of stock. I was gonna invest. I wanted my stock. I wanted cash out my stock. So I waited. All these things happen. Nine months later I cashed out and then I rolled out and started and started my business in September, 2019. And it’s been a really neat journey because as I continue to have just interact with more entrepreneurs, other really successful people like yourself, it, my mind even more and more, more to what’s really possible out there. But that’s probably, uh, a long story. A long story short, each of these micro experiences have continually opened my mind and we had to actively choose to chase them and it can be uncomfortable, but that’s actually where all the growth comes.

Speaker 1: (31:28)
Oh my gosh. Well it’s like all throughout. I, I love that. Cause I feel like we got so much mindset goal there. Like all throughout the journey, there was the pushing the comfort zone and pushing, pushing your, your mental limit from investing in the suits. Right. 3000 bucks of the suit to the Tony Robbins to like investing in creating a course and, and just continuing to kind of raise the threshold of, um, of how you view yourself. Yeah. Which to me is 80 to 90% of the game in sales success. Right. Is like, how do you view yourself? What’s your self image, cuz you’re never gonna outperform that. That’s right. So I love all of that. I think there’s so many places we could go from here. but I wanna, one of the things I know I wanna do because you’re like, you’re brilliant at all things sales process, like just from going into your content and by the way, like we’ll link this in the show notes, but check out Marcus’s YouTube, check out.

Speaker 1: (32:24)
We’ll link his website, his LinkedIn there’s so much that I’ve learned too. Just like going through your content. We’re like, oh I did that so well. So, so you’ve got so much great content out there on the sales process. We’re not going to have time to get into all of it now, but for me, a couple things stood out to me that I think our audience would love. One is, can you talk about, um, you speak to like video prospecting and video outreach. Can you give us some tips for that? Cuz to me I’m all about how do we do things differently? How do we stand out? I think video is, is just one of the best tools we have today in sales. What are some of your tips for, for video outreach

Speaker 2: (33:01)
That you teach? Cool. So you wanna talk about a peer outreach or content? Cause there’s two different strategies there.

Speaker 1: (33:06)
Ooh, I don’t know which one you, you pick, you tell us which one you think is more impactful.

Speaker 2: (33:11)
So, uh, so I’ll talk about outreach because um, you know, doing content is a long game, right? Yeah. So you don’t, you don’t, you don’t typically see the immediate like ROI, right? Yeah. It just takes a little bit of effort to get into. So, so the couple things, so, um, what’s important to understand is, you know, video. So in today’s world, everyone gets emails, cold, direct, direct messages, cold calls, etcetera nonstop. Um, where do the attention goes? Money flows. So if we’re able to capture more attention in, you know, using like video you’ll really stand out and in today’s world because there’s so many sales tools out there, a lot of people will just try to automate everything. And I believe automation has its place. For sure. Like we use automation too, but if you can add in personalization on top of that and just use both in the right way, it can really help you stand out in a really effective way.

Speaker 2: (34:01)
So, uh, let’s use, let’s just do a very tactical example. So let’s just say, um, LinkedIn, LinkedIn’s a really great tool to use. So if you understand, um, LinkedIn you’re first off before even do any type of video, if you wanna increase your conversions, you have to really think about your ICP, ideal customer profile and what they’re thinking about. So if you were to just, um, just connect with someone that you don’t know, you believes gonna be a good prospect and you send ’em a video message. It may or may not convert, right? There’s many thing that can go to which we’ll cover in a second. So if you wanna increase conversion, I’m going super hyper tactical and go step by step. So first thing you wanna do is you wanna optimize your LinkedIn profile because the cool part while I buy LinkedIn is if you send someone a message, the first thing I’m gonna do is check out your profile.

Speaker 2: (34:48)
So if you do a good job of their profile, you will actually sell them on a couple things, sell them on number one, that you’re not a spamer , mm-hmm number two, that should be of value to them. So that’s really, really powerful. So you, you can use this, a sales social, that means everything from your headshot to your cover, your, uh, your banner to your, uh, your headline, to what links you have to the content post, to everything you have beneath a fold. As you scroll down your page, it, it can, it should only sell one thing that you can help them and bring value to them. That’s really it and whatever specific thing you’re you’re selling. All right. So by just doing that, you already had the game. And of course, obviously, if you do like a lot of content too, they’ll probably check out your content, make sure you actually legit.

Speaker 2: (35:30)
And if your content’s really good, it’ll nurture them as well. So that this way they’re more open to it. So, so step one, before you send out message to optimize your profile. So it’s, it’s designed to convert all, that’s what we wanna do. Okay. So the next, now let’s say you can do outbound. So there’s a couple different approaches you can do. So depending on where the lead source comes from. So whether you go into LinkedIn sales navigator and you’re building a hyper target list, you’re connecting people and you message to them. Or if you are, uh, putting content out that you’re doing traction marketing and people are commenting and then you send sending connection request and you send, ’em a message. You can do the same, same, same thing on the way now. So first thing I do is, um, so we send a connection request and if you’re gonna send connection request, I would always recommend number one. Um, it has to be hyper personalized. And so it’s really clear. It’s not automated.

Speaker 1: (36:17)
Yes, I amen.

Speaker 2: (36:19)
Thank you. Or don’t have a message. So if you can make it personalized, don’t have a message.

Speaker 1: (36:23)
Interesting,

Speaker 2: (36:24)
Because it’ll actually hurts you if you put something really general. So if you, because people are, people are super skeptical, right? So what happens is when you don’t put a message in there, it taps into FOMO. If you’re missing out and makes me curious, it makes it more apt to accept it. Now, if you had to stack it, what, what has a higher conversion from connection request to, to them, them accepting it? A personalized message always stands out more, but if you’re not sure, maybe like they just don’t have that much on their profile and you’re like, crap, I don’t want, this seems super generic. Then you’re better off with number two. Just leave nothing.

Speaker 1: (37:00)
You’ve never heard it, but it makes so much sense. Yeah. But yeah, the canned spammy audit, like I hate those. I don’t respond to those Wes a great point. Yeah.

Speaker 2: (37:07)
Here’s a funny side note. So, uh, in my LinkedIn it says Marcus, a Chan, I don’t have a middle name. The, a stands for automation. Some people use automation. Yeah, yeah, yeah. So this is how I know. So they send me message say, Hey Marcus, a I’m like, okay, automation. That’s, how’s how I know.

Speaker 1: (37:26)
Oh my gosh,

Speaker 2: (37:27)
You just take your first, first name level, add, add middle name. Also some people emojis right in there, because if they have emoji in there, then you know, you’re like, ah, these automation, so interesting little, little ninja hack. So anyway, so, um, you some connection request, right? Whether it’s hyper personalized, it should be like, like imagine like, like people love to have their ego stroked. If you can make them feel good, they’re probably gonna accept it. Yeah. If it’s like, Hey least, I, I just, I just saw your, uh, your interview with Marcus Chan on the she sales podcast. That was really, really insightful about LinkedIn, hoping to connect here. Mm you’re probably gonna accept that person now. Cause now you feel good. They could have did their homework. They’re not just like some random person, even if they just literally clicked on the, your, your, you, you know, click on Spotify, listen to one second.

Speaker 2: (38:12)
Right. They don’t, you don’t know. You’re just like, oh, I, that was already, already had the game. So cool. Absolutely. So then, then, then they accept it. Right. And then, um, and then the cool part is if you, if you do have a personalized note like that, uh, even if that product doesn’t, doesn’t respond, once they accept it, it’s gonna show up in your inbox. Mm. So now, you know, you can follow up. It’s a, it’s, it’s a trigger to follow up. Super, super simple. Okay. Now, if you don’t have a message and then you request, it’s not gonna show up, so then you just have to kinda mod for it. So then from there, um, there’s a couple different approaches you can do for video. Now I’m all about giving first, because if he leverage the law of risk reciprocity, ity, whatever, however you say risk reciprocity.

Speaker 2: (38:52)
Yeah, yeah, yeah. Reciprocity. Then if you give something first, they’re more lucky to respond back. So I have to give some a value upfront. All right. So, um, now this, the video takes, uh, takes a lot more work to do, cuz it’s not scalable, but, um, it has way more throughput. So meaning a higher response rate. So all you do is you take your phone, you use the LinkedIn app, right. And you just film a quick video. And I’ll what to say in the video. But ideally you’re gonna want, give something to them. That’s gonna be a high value to them. Something that your target market is really going to what really, really important otherwise, um, they’re gonna be like, oh, this is some spamer, you know, I don’t want this. Right. So for example, like, you know, like, um, you know, if I was gonna give a freebie, maybe I’ll give one of my trains out.

Speaker 2: (39:39)
Right? So I’ll say you from a video, it’d be like, I’d be looking right in the camera. Maybe about 30 seconds long. It might be like, I’ll say, you know, Hey, name, I’ll line a personalization to make sure they, they know that I actually did, did some homework. And then I’ll go and take a short little strip, give them some value. And then in my message, I’ll, I’ll drop the value for them in the actual text. Right? So it might sound something like this. Hays Marcus Jan, first off, thanks so much for connecting. Love your she sales pocket. Love the interview with Marcus Chan. There does absolutely incredible. Hey, the reason I wanted you quick note is I put together free training on three steps or next to a $50,000 every single year. I’ll drop a little, check it out. Hope you enjoy. Cheers. Super simple, simple like that.

Speaker 2: (40:18)
Boom. Okay. Mm-hmm boom. Now. And then in my text, because sometimes people are, they might watch the video or they’re in a place they can’t hear. I’ll tell you about quick little message. So that way I can hit ’em both ways, a little bit of copy. A little bit of video. Got it. So now, okay, because they’ll Hey, the video, boom. It gets one message sent one notification, then wait a second. Then I, I put a second message. Two notifications. Okay. It makes ’em pay attention, right? Yeah. Grabs their eyeballs. Right. So now the message might say, you know, Hey Lisa, you know, like, thanks for connecting love. Interview. Love your interview. Basically say the, I just said in text, love the interview with Marcus on your CCEs podcast. Um, you know, here’s, here’s the, the free training. I mentioned hope you enjoy it.

Speaker 2: (40:56)
Cheers. Boom. Mm-hmm they watched that now. They’re like, oh wow. Like that was pretty useful. Like, that was pretty good. So now they’ll consume the content. Maybe, maybe they don’t doesn’t really matter, but now you already cut through the noise. Okay. And obviously there’s like the things you wanna make sure your video does really well. It’s kinda stuff that we, we talked about. Right. It’s like, you know, when you’re doing podcasts looking good on camera, it’s like, Hey, like, like, are you looking in the camera? Do you have okay. Lighting? Yeah. Do you sound good? What’s your background look like? Like, are you in your kitchen where it’s got dirty dishes everywhere and you gotta like garbage everywhere, or are you in a professional environment? Are you the part? So when they see you, they see you as professional and not just some spamer, you know, trying to steal your information, sell you crypto somewhere. Right? like, you wanna make sure that you’re able to decrease the risk, that you’re a spamer and increase the value you bring. So that’s how I’ll do videos were right there. That’s what, that’s how you do that. So if you wanna go into content, let me know down with the content too, if you want.

Speaker 1: (41:51)
Oh my gosh. This is so good. Well, I think we’ll have you back to talk about content because that’s probably a whole separate podcast and I love that. Yeah. Quick follow up on the videos. Cause so now you’ve got their attention. Yeah. It’s like, from there, I’m assuming you’ve got some sort of a follow up game plan in place or do you get close to a hundred percent response rate from that? Like what does that give us in just brief amount as we can, like what, what happens from there? What are you doing? Cause this is so good.

Speaker 2: (42:14)
Awesome. Let’s just say, for example, make, let’s make a really, let’s do hyper tactical. Let’s say Monday you send connection request, boom, personalized offers, whatever. Maybe they accepted Tuesday, Tuesday, you send that video with that message depending on the level of depth of the, of the freebie that you’re giving them, the lead magnet, whatever you wanna give them. I would probably couple days depending how, how, how intense it’s. Cause it’s like a, an hour training. Like people are busy, like you have these couple, couple days to digest it. If it’s like a PDF or maybe it’s a blog post, it’s really valuable for them, then, you know, a day’s totally fine. Hey, you know, Hey Elise, you know, what’d you thinking above smiley face and everything you write should it should sound like you’re talking. It should be like, if you remember the AOL instant messaging days, it’s like, boom. That’s what it sounded like. Like I would actually break it up into, uh, choppy messages intentionally, because then they’ll get more multiple notifications.

Speaker 1: (43:14)
So this it’s like little stuff

Speaker 2: (43:16)
Sent. Right. I might even do hay lowercase, very intentional because then they know it’s not automation. I I’ll even intentionally misspell words. So this is like, this goes against what a lot of people do. Right? Yeah. You know, let’s just say, for example, Elise, I know it could be spelled many different ways as you know, I’m sure you’ve had, you’ve had it, you know, I might intentionally, Hey Elise, spell incorrectly the first time.

Speaker 1: (43:41)
Interesting

Speaker 2: (43:41)
And say, oh, sorry, autocorrect. And then tab properly. Oh, how connected now does the lease feel? Because I guarantee it’s happened to her whole life. People always, well, her name wrong. Right?

Speaker 1: (43:52)
This is true. This

Speaker 2: (43:53)
Is true. So now she’s like, dang, this, this trust is building. Right. So then again, Hey super, sorry. Sorry. At least correct. You know, like, yeah. What did you think of, of the training above, you know, smiley face, throw an emoji, remember you’re in the DMS right here. We making a, that gonna be two, three messages. You just gonna hit with message. One message, message. If they have notifications on, they got three things on their iPhone now showing you message them, right? Yeah. So you were making them stop from what they’re doing, pay attention. Ah, okay. Now even if they don’t pay, they have turned off, but they happen to log in LinkedIn later. Now suddenly in their inbox, three, three. What’s that? Let go check it out.

Speaker 1: (44:33)
Mm. I love it.

Speaker 2: (44:35)
So again, this how you start setting out. So it’s super simple. Right? Uh, and then like if they don’t respond to that point, there’s a couple different angles you can go. So let’s just say that was Wednesday. Um, and then maybe a couple days. And, you know, at that point it depends what you wanna do, but you could, like, you should have somebody in between, but like, I’ll probably, if they’re posting anything, you wanna make sure you’re actually engaging on their post as well. That’s that’s key. Okay. Um, that helps build, uh, Omni presence with them. And then of course, uh, if you can also email ’em so you can call them as if you want as well. If you wanna keep it all within the LinkedIn messaging, then maybe Friday, then you could send something else out that could also hook their attention. Right. So what would they pay attention to? Is it more value at that point? Uh, if, if maybe they had posted something, then you could say, if you had already commented on it, you know, Haley’s love, love that post you did yesterday. That was super about X.

Speaker 1: (45:28)
Mm.

Speaker 2: (45:29)
Now you’re stand out again.

Speaker 1: (45:33)
Love

Speaker 2: (45:33)
It. Oh, by the way, what’d you think of that thing I sent you oh, like, oh, PS, by the way, you know, it’s like,

Speaker 1: (45:39)
Wow.

Speaker 2: (45:40)
So it becomes this, like this, it is very conversational here, right? Yeah. So that’s why I think the mistakes and people make is they say, I wanna put a lease into a sequence.

Speaker 1: (45:49)
Yes.

Speaker 2: (45:50)
Mm-hmm 1, 2, 3, 4, 5. You can have an idea, but you have to kind of gauge a situation based of the context. Because if I know a lease is really act about LinkedIn, which I know you are, well, I’m gonna E my, to my ability, I’m gonna put a, I’m gonna hit the notification bell on her profile. So every time she posts, I’m the first person to comment on her post. Mm I’m gonna go on there. I’m gonna comment. I’m gonna, I’m gonna, I’m be super insightful. I might even share it cause nobody shares. So now Elise’s like, oh my God, who is this person? Like I’m giving so much know I’m giving all attention to her. And she’s like, I feel like I have to give him attention. Hey, what’s up? What’s up. Marcus’ see, definitely check out soon. Reply back. No worries. Look for, you know, let know what your thoughts chat super easy, right? You only be pushy. You’re just being value. You’re being value driven. You’re being influential. And you’re just being a real human being,

Speaker 1: (46:48)
Which is so good. Cuz whether you’re selling to thank you, by the way, for breaking this all down. So this is like, this is brilliant. And it’s like, whether you’re selling to a CEO of a company or you’re selling to whoever it’s like, people think they’re so busy. They’re not gonna wanna hear from me. Everyone wants to feel important. It doesn’t matter. And especially as you’re selling to people in higher roles, oftentimes they have nobody telling them they’re doing a good job. Right? They have nobody reinforcing them. So you taking the time to see them to affirm them, to humanize the conversation. It’s like at the very least you’re gonna have a new fan and more likely than not, you’re gonna have an opportunity develop over time. So,

Speaker 2: (47:28)
Well the is when you understand human behavior, you realize at the core of it, everyone’s, decision’s purely based off really one thing which is status. Hmm. They only wanna maintain or increase their status. Very important. So we think about this. This is why if you, if you lose your job, a lot of people are like, oh my God, it’s the world, the world crumbles. Cuz they had this level of status in their mind.

Speaker 1: (47:49)
Yeah.

Speaker 2: (47:50)
Yeah. That’s what happens. Right. Um, you know, if you, when you really dive into, you have to put a CEO of a big company when you really dive into, I’ll like, oh yeah, it’s cool. I, I do this. They want probably power again, status money. Mm-hmm status. Right. So they have things that’s always sta people don’t want decrease in status. This is why people will, you know, people want to have their name verified on Facebook. Instagram. Yeah. Because it’s status. That’s all it is. Yeah. So people make decisions based on status all the time. So when you recognize that and you realize at the corporate, most people just want to be seen and heard that becomes a wildly powerful tool you use properly.

Speaker 1: (48:25)
Mm. I love it. I love it. This is, this is phenomenal. I’d love to have you back at some point to talk about a lot of stuff, but definitely I’d love to hone in on content strategy and what you’re doing there. Cause I think whether you’re an entrepreneur who’s listening or whether you’re in, in sales, it’s like we’re all our own marketing department these days. Right. True. Absolutely. It would be amazing to have you back tell us, cause I we’re, we’re close on time. This has been so great. I could, I could have you on for another hour and we wouldn’t get done, but, but tell us, so tell us first Marcus, where I’ve got one final question for you, but where can people connect with you if they wanna learn more, if they want, this is so valuable, you’re gonna wanna connect with Marcus. So where can everyone find you?

Speaker 2: (49:03)
Awesome. Cool. So I’ll give you two us, uh, these places of five. So number one, head over to six figure sales academy.com is access to all my free trains inside there. And uh, head over to LinkedIn. Look at Marcus share it’s uh, it should be one of the first top searches in there. So I’ll be inside there as well. Look forward to connecting to all those who I listen to this podcast,

Speaker 1: (49:21)
Amazing Marcus, a Chan, right? We’re looking for the a

Speaker 2: (49:26)
For automation.

Speaker 1: (49:27)
I love it. so final question for you and you know, we’ve, we’ve got, I was sharing with you in the pre-chat it’s like obviously this audience, I think, excuse female, but we’ve got a really diverse audience that listens. And regardless of who you are, I know you can relate to some of Marcus’s story that he shared today with us. And so, um, for you Marcus, looking back on your younger self coming up, when you didn’t have the track record, yet you didn’t have the proof that this was gonna work. You didn’t have the wisdom that you do today. What would you have told that younger Marcus just getting started off in, in sales and in your business journey?

Speaker 2: (50:05)
Mm. So, um, I’m gonna reference to a Jim Roan quote, uh, because you know, why, why I heard this quote a long time ago, this, this really spoke to me and it gave me the clarity on what I needed to do. Um, and, and what Jim, Ron said. He said, if you work hard at your job, you’ll make a living. But if you work hard on yourself, you’ll make a fortune. Hmm. And that was one of the biggest epiphanies I had, especially on, um, because Earl, especially in all my sales career, I was working hard. I was working a lot of hours, but I wasn’t necessarily working on becoming the best version of me. And when you, when you realize at the core of it, when you work hard on yourself, it actually multiplies everywhere else because our outer world is reflection of our inner world.

Speaker 2: (50:46)
So the better we can work on our inner world, the better our, our world’s gonna be. You know, as the saying goes like the fruit is determined by the roots. Mm. So when you really work on the roots, you work on your inner game. It, it, it multiplies every part of your life, not just from like a, a work perspective, but also to your relationships, to how you treat yourself, how you respect yourself to how you work with other people. So if you understand that and you just work on yourself in every possible facet for mental, physical, emotional, spiritual, and across all the buckets, you become a better version of yourself. You naturally, as a result will achieve more success because of that.

Speaker 1: (51:23)
Mm that’s so good. That’s so good. My friend, thank you. This was incredible. I’m so grateful for you coming on, sharing your story, sharing some behind the scenes so people can see like, oh, this is a real person who’s been through, you know, been through some stuff and yeah. And gosh, and, and the tactical too, like, I just, I’m so grateful for you and, and for everyone listening, please go connect with Marcus, follow him on LinkedIn, check out six figure sales, academy.com. There’s so much good stuff there. Uh, we’re just super grateful, super, super grateful for you and for your time today.

Speaker 2: (51:54)
Thanks for having me on.

Speaker 1: (51:55)
Absolutely. All right. Well to you, my listener, thank you so much for tuning in. I’m super grateful for you. Hey, I know I will speak for both Marcus and myself. We would love if you shared this episode, if it’s speaking to you, please take a screenshot. Um, wherever you’re listening, tag Marcus, tag me, let us know your biggest takeaway. I’m always so grateful when you share super grateful to have you as a part of the, she sells community and I’ll see you next week. On our next episode of she sells radio buy for now.

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