Building a Billion Dollar Business with Brandon Bornancin
I love expanding my mindset by people doing things at a really high level and bringing guests on She Sells Radio will do the same for you. Not at all about comparison, but I thought I was doing pretty well by hitting 7 figures in 12 months with She Sells, but that is peanuts compared to the amazing things today’s guest has done. Remember though, that it’s about elevating and expanding our perception of what’s possible, not about comparing ourselves.
Today’s guest is changing the game in sales and has built a billion dollar business in less than 4 years. Brandon Bornancin the #1 best-selling author of three books, a serial salesperson (has sold over $100 million in sales), an eight-figure entrepreneur (two times!), inventor of Seamless.AI, and motivational speaker who is obsessed with helping you maximize your success.
In our conversation today, you’ll learn the obstacles he faced and overcame. You’ll also learn how to overcome fears of visibility as we put ourselves out on a limb to generate new customers and grow our businesses.
[3:19] – Brandon shares the beginning of it all, starting in sales before getting into entrepreneurship.
[5:21] – While working in a call center, Brandon was calling for donations which was tough because he wasn’t selling something tangible.
[7:00] – Brandon then began in online affiliate marketing.
[9:18] – Brandon describes the time he realized that mobile marketing was the next big thing.
[10:10] – Throughout it all, Brandon experienced bankruptcy and knew sales was his answer to financial freedom again.
[12:26] – Manual list building and scouring the internet for customers was a big waste of time.
[13:51] – How did Seamless.AI get started?
[15:10] – Emotional management and creating an identity outside of results is crucial. It is you vs. you.
[17:09] – His father did things to impress others and always lived above his means.
[18:35] – A secret to not caring about what others think about you is knowing everyday that you are giving it your all to help others.
[20:01] – If you have a product or service that will change someone’s life, you have to do what it takes to deliver that value.
[21:43] – It is powerful to leverage your fear.
[23:53] – What do the most successful clients of Brandon’s have in common?
[26:01] – Setting goals with math makes things very clear and simple.
[28:07] – You can build the lists you need in just a few minutes on Seamless.
[30:18] – Brandon shares the best time to build lists.
[31:44] – If you’ve got the math and the lists, the next piece is your script.
[33:15] – Remember “What’s in it for me?”
[34:07] – Recognize the sales objections.
[36:05] – Scripts take time to develop. Brandon continues to revisit his scripts 25 years later.
[38:37] – Hustle beats talent and talent doesn’t hustle.
[41:35] – The last piece is training.
[42:38] – There is no overnight success hack.
[44:20] – Brandon shares a special She Sells code to get credits on Seamless.AI to get started!
[45:50] – Brandon shares the woman in his life who has impacted his success.
Speaker 1 (00:02):
Welcome to she sales radio. I have to tell you, I love expanding my mindset of what’s possible by connecting with people who are doing things at a really high level, and then helping you do the same by bringing them to you. And I was kind of laughing as I was, uh, preparing for today’s interview, cuz in my own life, I, when I hit my first seven figures in my first year of business, I was like, oh, I’m doing pretty good. Like I, okay, I got this. And when <laugh> you hear what my guest today has done, uh, my accomplishments were peanuts in comparison and it’s not about comparison. You know, I’m so big on that. If you’ve listened to the show for any amount of time, but it is about elevating and expanding your mindset of what’s really possible for you in your life. And so my guest today, I’m gonna read you a bit of his bio in a moment and then you’re gonna be so excited to meet him if you’re not familiar with him already, but he’s changing the game in sales and business.
Speaker 1 (00:56):
He’s built a billion dollar business in less than four years. So my guest is Brandon Bronson. He’s the number one best selling author of three books. He’s a serial salesperson having sold over a hundred million in sales, an eight figure entrepreneur two times over and the inventor of seamless.ai and a motivational speaker who is obsessed with helping you maximize your success. And by the way, if you’re listening to the podcast, go check out the YouTube video of this interview, cuz he’s got a pretty awesome set and I’m like I’m super inspired to upgrade my own set <laugh> so Brandon, welcome to she sells radio we’re so, so happy to have you here today.
Speaker 2 (01:33):
Hey, thank you so much for having Melia we’re we’re I’m honored to be here and uh, grateful to serve the audience.
Speaker 1 (01:38):
Oh my gosh. Well there’s so many places we could go and as you and I we’re, um, talking in the pre-chat I think one of the things that I’m so inspired by is that journey of transformation over the years. And you talked a bit about, you know, early on in sales, what it’s like to hit that first six figures, that seven figures and sometimes like the dumb things that we do when we hit that level, when we’re not connected to the much bigger vision and now really where you’re going with seamless in your building and this empire. And so can you share just a bit of, I I’d love, if you could go even back to your story of like getting started in sales, cuz you started off in sales before becoming an entrepreneur I’d love to hear about, did you always know you were gonna go into sales? Did that click in later? What was that journey like? And then we’ll talk a bit about the transition to entrepreneur.
Speaker 2 (02:25):
Yeah, totally. Uh, so, so, you know, I, I came from probably like most of the listeners potentially, like I, I just grew up in a tough family. My mom had no college degree. My dad had no college degree. So my, my family worked four different, you know, blue collar jobs. Mom worked at a grocery store bank father at, uh, construction and then retail on the weekends. So, so growing up, you know, I had the garage sale clothes. I, I was eating food out of the cans, like could never go to the lunch line. So I just knew at a really young age, I wanted a different type of life. Um, you know, my friend. So, so now going into high school friends like, Hey, there’s this job that pays the highest amount of money per hour. And it was actually a janitor job. So take the janitor job, uh, at my elementary school while I was still obviously in high school and it was terrible.
Speaker 2 (03:20):
Like I got to see how hard manual labor hot work is and I was trading time and hard labor for money. And I was like, there’s gotta be a better way. Uh, ended up searching my I’m from Cleveland Ohio. So at that time I was like, I gotta stop this janitor job. This is brutal. This is terrible. So then started, um, searching the classified ads at the time for my newspaper, the, the plain dealer Cleveland plain dealer and came across a classified ads for, I was getting paid $6 an hour. They were like $7 and 50 cents an hour plus unlimited commissions make 25 to $50 an hour and it was for call center. Um, so I ended up applying for the job, got the job. And that’s when I was first introduced at like 17 and 18 years old, literally cold calling for sales at a call center.
Speaker 2 (04:13):
And the crazy part was, is I was cold calling, selling donations like, like one of the hardest things to do is cold call in sales, selling a product that like doesn’t exist. Right. You know, because you’re just trying to sell people to give you their money for virtually nothing. Now luckily what they could do with the donation is get like a firefighter sticker or a police officer sticker, cuz I was calling for nonprofit organizations. But that was the first time I noticed. Like if you think about it, looking back, the janitor job was because of inbound marketing and inbound referrals. And it was just BA like, man, I wish I knew about sales back then. And then I found this job, this call center job, boom. I realized like that was the first time I met some of the first millionaires I’ve ever met at that call center.
Speaker 2 (05:00):
And uh, luckily learned how to sell there. And then I knew that this tech call center like technology would be the future. The, the internet would be the future. So then when I had to go to college, I was like, I gotta find a technology product that I can sell. And at that time I was a big online poker player. Mm-hmm <affirmative> and a bunch of my friends kept coming to me asking, you know, where do you play online poker? So after like the, the 30th person coming into my dorm room asking, Hey, where are you playing online? I’m like, they should pay me to freaking sell this soft, this, this software. And uh, and that’s when it like hit me. I’m like, I’m gonna cold call all these online poker and online gaming sites. I’m gonna tell them, Hey, pay me $250 a person that I can sell to sign up. And I started cold calling down the list. This was right when the world series of poker was coming to the us.
Speaker 1 (05:53):
Oh my was this super quick. Was affiliate marketing even a thing
Speaker 2 (05:56):
Then like, was that so yeah. So like this is affiliate, like I started affiliate marketing company for the poker industry. This was like right at the beginning of affiliate marketing. Wow. Yeah. Online affiliate marketing. And, and it was, I, I got into online affiliate marketing and sales, right? When the world series of poker was hitting the us. Right. When online gambling was hitting the us. And it was just something that I loved to do. So I started co calling all these sites. They all told me no, I had to use a Skype phone number because they’re all based outside of the us. So I was like, I finally got ahold of a bunch. They all turned me down. First one said, no second one said, hell no. Third one was like, no, but I’ll give you a hundred dollars per user. And then after you sign up the first 10 users, I’ll give you a thousand dollars bonus.
Speaker 2 (06:43):
So I’m like, I sell 10 people to sign up. I get a thou you know, I get a thousand bucks plus a thousand dollars bonus. And then I got a bonus for every 10 people that I signed up on top of the commission. Right. So parlay that into building a $12 million company over the next three years in college, um, started going door knocking. And then I built a list of all the people that I needed to sell to basically, um, like very similar to how Facebook was started. Zuckerberg scraped all of the profiles of, uh, the dorm sites and then creative Facebook. Well, I was like, well, I’m gonna go into all my dorm pages, the dorm books, I script all of ’em and then I just started mass emailing ’em Hey, I wanna get you hooked up with this poker site. I’ll give you some money to get started.
Speaker 2 (07:32):
It was called free 50 now. So literally I’d get paid a hundred bucks. I’d give you $50. I’d make 50 bucks. And then as you go up in signing people up, you get more money. Blew that up. That was like my foray into going from call center sales, to sales and marketing and entrepreneurship. Uh, and then three years later they made online gambling illegal. So I’m walking down college campus. Uh, I get a text is so weird how Zuckerberg has impacted me twice in my life. I get a text while I’m walking down campus freaking it’s a text message from Zuckerberg. It was right when they took Facebook from desktop to mobile first SMS, Hey Brandon, you’ve got a friend that was added. You, you know, you’ve got a new friend request and I’m like, he’s going mobile. This is amazing. And that’s when I was like mobile marketing is the future of sales and marketing one to one to consumers.
Speaker 2 (08:26):
However, you, you know, like all the gurus, like the fake gurus and all these people, they tell you like, you gotta do SEO. You gotta do PR you gotta do online marketing, all this. Right. So I was getting heavily influenced at the time, by all these fake gurus online mm-hmm <affirmative>. And when I started in mobile, I did the exact opposite of doing the list building and the outbound and selling that I did for the poker company. I did all this PR I did all this SEO. I did all this blog writing and all this besides selling and for the next four years, because I didn’t have the list of the people that I needed to sell to because I wasn’t doing B2B sales. And I relied on marketing. The whole company filled, I lost 4 million in, went bankrupt over four years. Wow.
Speaker 2 (09:12):
So I’ve learned like throughout this thing is like, okay, if I, I rely on inbound referrals, you know, my success could deteriorate and fail, uh, outbound list building and sales and prospecting and door knocking can, can help you go from broke to financially free. And then the iMobile, if you rely on inbound, like you could, you could lose everything. So broke entrepreneur. Again, I went from broke to financially free and non broke again. Right. And I’m 22, 23. I was like, what do I do? Well, the fastest way to go from broke to financially free again, is to get into sales. I was like, I’m done with entrepreneurship. How did I have all the money in the world? And non broke? I was like, so I’m just gonna go all in on sales and ended up getting an enterprise sales job for IBM interactive. So this was the digital marketing arm of IBM.
Speaker 2 (10:02):
I actually pitched IBM. My immobile deal like to work on all the text message marketing for their Victoria secrets account and their Walmart account. Hmm. So they knew of me and my partner, Jake, um, from college when we were running this in mobile thing, but they’re not gonna give college kids a 500,000 to million dollar contract for fortune 500 brands. Yeah. When they could work with a venture backed, you know, super proven company. So IBM interactive. My partner actually goes and works there. He tells me I should go sell for them. I go get the job, start selling for IBM interactive. I do really well because I go all in on list, building training and script writing. And then, um, I got an opportunity to sell for Google. And when I was selling for Google, they were maniacal like psychopaths with in a good way with productivity every week, they’re pounding you.
Speaker 2 (10:55):
How do you increase your productivity? How do you increase your production? How do you increase your results? They had this productive, they call productive paranoia. Huh? Where like, how can you keep accelerating your production by through technology, automation, engineering, uh, intelligence, whatever. Right? So, um, they’re like, what’s the number one thing that’s slowing you down. And then what’s the next number one thing that’s slowing you down and you gotta figure out how to automate it. And I just realized I audited my sales time recognized that roughly 57 to 59% of my time was wasted on manual list, building CR data entry and scouring millions of websites, looking for emails and phone numbers of every single person I needed to sell to. So I started calling the engineers like in my network, in Google IBM and anyone I knew in Ohio because I’m from Ohio. I was like, Hey, Google, you’ve got a search engine.
Speaker 2 (11:47):
You can find any info in the world. IBM Watson and artificial intelligence. You could research, validate and verify any data in the world. Why don’t we build a search engine that finds every contact and company in the world they, you need to sell to, and then use AI to research, validate and verify their cell phones, emails, and phone numbers. So I do that. And I went for making over a hundred thousand dollars a year to making over a hundred thousand dollars a month with predictability down to the dollar in the day using this like secret tool that I built. Wow. And the goal was to never build this platform thing for the world. It was to really just automate what I was doing. And then when I was in Vegas at the cosmopolitan, hung over, looking up at the ceiling, I got a call from the accountant that was calling me about my first a hundred thousand dollars commission check. I was there for like a friend’s birthday party. And that’s when he hit me. I was like, holy. Like I’ve never gotten a, a six figure commission check before. Yeah. I wanna help every salesperson do the same. After Vegas got home, went all in on seamless, quit my job. And um, now we serve, you know, 500,000 sales people. We’ve helped, uh, 14,006 figure club winners, 4,007 figure club winners. And, uh, we’ve generated over 29.5 billion in sales for our users, which is crazy.
Speaker 1 (13:10):
It’s so crazy. There’s so much from your story. Where’s like, holy crap. Like we could, we could pull it out and have a whole conversation about that. But one of the things I wanna ask you before we go into kind of that journey of entrepreneurial growth is for you. And this is so common for all of us as, as entrepreneurs, the ups, the downs, the roller coaster, you have the, oh yeah, boom. You have the bus
Speaker 2 (13:35):
Massive roller coaster. Huge.
Speaker 1 (13:37):
Yeah. And I appreciate you sharing that in your story and for you, it happened really early, I mean, way earlier than it did on my journey. So I’m trying to think if I’m, you know, 22 running a 12 million company, what that’s, you know what that’s gotta be like, how did you, what did you learn about your identity and not placing your identity on your results throughout that process? Like, was that because that’s so tough, right. As a salesperson or as an entrepreneur, we can say, when we have our best year, our best month, it’s like, we feel so good about ourselves. And then things crumble things fall apart, something unexpected happens and it really can rock you. So what did you learn about emotional management and kind of creating an identity outside of your results throughout that process?
Speaker 2 (14:23):
Yeah. I’ve realized at a, at a quick age to be it’s you versus you mm-hmm <affirmative> and, and really every day, trying to beat who you were, what you did, what you accomplished the day before. Mm-hmm <affirmative>, you know, I always had this operating philosophy of staying humble, staying hungry and always being the hardest working person in the room. Like I just loved that work ethic, cuz I grew up like in such a difficult financial situation as a kid, with my sister at the time to where I was like, I’m never going back. Like I will always work as hard as humanly possible to never go back to being super poor again. Yeah. Um, so, so that played a big part into like my work ethic. But then, you know, when, when you go through these ups and downs, when I’m down the way that I’ve always stayed, I guess, motivated and inspired is like, it’s okay to be down.
Speaker 2 (15:22):
Like I’m down every day, every day, I’m going through something hard that I don’t wanna do that I’m challenged to do that I’m procrastinating to do that. I’m unmotivated to do that. I’m exhausted and stressed out to do, but I just think of it like it’s you versus you, you’ve got big goals, you’ve got big dreams. You have to do the hard things that, you know, you need to do to get to where you wanna go. And the minute that you stop doing those hard things is the minute that you start saying goodbye to your goals and dreams. Mm. So having the Uverse U mentality, um, I, I think I got it because like once my family finally started to get out of being broke because my dad went from broke to financially free, he lived way above his means. So my father always did everything to impress other people.
Speaker 2 (16:11):
Yeah. And, and like, my dad also went from broke to financially free from sales, which is ironic. He always told me like, never get into sales because he was stressed with sales. Huh. He was always worried about getting fired. I think, because he didn’t have a college degree or whatever. I’m not sure. Uh, I also think it was because he didn’t, he didn’t really understand how to build a predictable skillable, repeatable sales system, sales process. Um, but what he did was when he finally started to make it, he always lived above his pay grade with the cars and the house and the, the food going out to eat and just like closed, always trying to impress other people. So growing up, I was just like in college, in high sch well really his success came when I was in college and I already made my own success.
Speaker 2 (16:58):
I was like, I’m not gonna be like my dad living above my means. Like I just really got used to not giving a what people thought maybe it was because I was able to achieve this success early on or whatever. But like when you’re, I think that’s the ultimate euphoria is doing things for you, doing things for serving other people versus doing things and buying things to make you look good to other people. Mm. Yeah. It’s very hard to do. Like, I, I don’t know why I don’t have that. Like in my system I’ve never had it in my system. Mm-hmm <affirmative>, mm-hmm, <affirmative>, it’s just, I don’t care what other people think about me. Yeah. And a way to do that too, by the way, a secret to that is like, I know every day I’m trying to help people yeah. Become to maximize their success.
Speaker 2 (17:47):
It’s it’s why, you know, I wrote all the books. It’s why I came out with whatever it takes. It’s why I came out with the books, the software posting on social media, like going all out, working seven days a week for our customers, our users, our investors, our employees, my followers on LinkedIn and social media. Like I know every day I’m literally giving it my all to help our audience get to the next level. Yeah. So if someone hates on me for that, that means that they’ve got something deeply rooted in themselves. Mm. That they can’t overcome that. They’ve got these demons inside them that they’ve just gotta figure out how to get out. Yeah.
Speaker 1 (18:26):
Speaker 2 (18:27):
And, uh, the ability to know, like, you know, I’ve got this rule. If it could help one person, you have to do it. Hmm. Um, so like whenever I’m writing a fear, you know, fear will kill so much potential. Like fear is also a thing that keeps sales people stuck. Oh, I’m scared to follow up with this prospect. Oh, I’m scared to text them. Oh, I’m scared to ask for the sale. It’s like, I I’m like if it could help one person, I gotta do it. So in sales, like going from zero to six figures, six figures to seven figures. It’s like, if you have a product that’s gonna change your life forever. For the better, you better follow up, you better be relentless. You better be unstoppable. Like I will not take no for an answer because I know literally the life anyone wants the family, anyone wants the freedom.
Speaker 2 (19:14):
Anyone wants the time, the money anyone wants. The only way to get that is with the list. The only way to build the list is with seamless. So like, I will do whatever it takes. I will follow up as much as it takes. I will try to deliver as much value to anyone that I sell to as possible, because I know their life is gonna be a multiplied, better outcome with my products and services than without it. Right. Their life will be dramatically worse without our services. Their life will be 3, 5, 10 X. Better with seamless. Yeah.
Speaker 1 (19:45):
Speaker 2 (19:45):
So it seems like these little principles I’ve learned along the way, which I talk about in whatever it takes, right. That if you apply them and you apply them every day, it’s not like once out of a year, once out of six months, it’s every day you gotta apply these principles to success in sales and business and in life.
Speaker 1 (20:02):
Yeah. Gosh, it’s such a powerful reframe of fear. It really is. And I think it’s, it’s reattaching to the vision, right? Not just for your company, but for them and reminding yourself, look, if this is gonna help them, I get to put my ego to the side and I get to show up and not care what they think about me, which frankly I think is hard for most people. And I appreciate what you shared about, that’s never really been a thing for you. I think most people listening, probably like that is a thing for me. And that does feel hard. So we’ve gotta have these like mental tricks to get past it. But reframing that and leveraging fear as a, um, just as a motivator, like if this is scaring me, I know it do it means I gotta do it. Right. Yeah. So super powerful.
Speaker 1 (20:47):
I’d love if we could spend a couple minutes talking about the journey from like zero to your first seven figures, seven to, to 10 figures and then beyond, excuse me, seven to eight. And then beyond, because it’s not every day we get the opportunity to talk with the guest. Who’s done that. So like, what does that journey look like? And I know that could be an hour long conversation. I know we don’t have that long, but a lot of our listeners, they wanna get to that first seven figure. So let’s spend maybe a couple more minutes talking about that, but then beyond what does it look like to scale from
Speaker 2 (21:18):
That? Yeah, a hundred percent
Speaker 1 (21:19):
Speaker 2 (21:21):
Yeah. I believe like making your, your first six figures in sales and seven figures in sales is so important to your life. That, that we came out with an event, an award called the president’s club awards. Yeah. So I remember when, when, um, I was selling for IBM and I fi like, you know, they gave me a 25 million quota. It took me all year. I spent like 340 days at a 365 days of the year away from my family away from my loved ones to crush this quota. And I, and I beat the quota. And then my boss literally like calls me and doesn’t thank me. He’s like, Hey, that’s great. Here’s your new quota? And I felt just super defeated. Wow. And, um, I’m like, man, I literally just gave up so much of my time, energy and effort to hit this big number that you’ve been telling me to hit all year.
Speaker 2 (22:07):
And there was like no celebration, no congrats. Wow. So I was like, after that, I was like, I never want a salesperson or an entrepreneur to feel that way ever again. And that’s why the team and I had seamless, we came out with these presence club awards and, and what the six figure award represents is when you make six figures or more in sales using seamless, we ship you this custom six figure award. When you make over seven figures, a million dollars in sales, we ship this seven figure club award. So w we’ve helped, uh, 14,185 winners. I’m looking at the data live ticker 14,185. People win the six figure club award, 4,341. People win the, uh, seven figure club award. That’s awesome. They all have five things in common. Are you ready? And, and this, these five things in common, and we’ll take you from zero to a hundred K, a hundred K to a million, a million to 10 million, 10 million to a hundred million.
Speaker 1 (23:01):
Mm. Okay, awesome.
Speaker 2 (23:02):
So the first one is the math. I call it the math. So let’s just say, you want to make, you know, let’s just say you’re a salesperson, you’re making a hundred thousand dollars in salary. You wanna make another a hundred thousand dollars to provide for your family. It’s like, okay, what is the math to generate that? Let’s pretend if you, if you make over a million dollars in sales, you make a hundred thousand dollars in commission, 10%. So then it’s like, okay, I gotta generate a million dollars in sales for the year
Speaker 1 (23:27):
Mm-hmm <affirmative> mm-hmm
Speaker 2 (23:29):
<affirmative> okay. Well, million dollars in sales, what’s my average deal size. Right. So let’s just say it’s 10 grand. Okay. $10,000. Okay. So that means that if I do a hundred deals, and by the way, way, I’m not good at math audience, but we’re just gonna try to figure this, this out together. I’m trusting your numbers. 10, $10,000, average deal size. Yeah. To do a million dollars. That means I need to do a hundred deals. Okay. Well here, this is the math number one. You gotta figure out the math. Okay. Well there’s 265 sales days in a year. So now 265 divided by a hundred that’s 2.65 deals a day. I gotta do mm-hmm <affirmative> okay. So I believe in breaking your annual quarter down into the day mm-hmm <affirmative> and then figuring out how many leads, appointments and sales does it take to hit that daily sales number?
Speaker 2 (24:27):
Got it. You know, so, so let’s just say it’s, we’ll round up three sales a day. Okay. Well, to book those sales, let’s just say you convert from appointment to sales at 20%. Mm-hmm <affirmative> so, so, uh, B rack do three divided by 0.2. What, where are we at 15? I should have known that math. Okay. So that means you need 15 appointments a day to get to the three sales a day. And then let’s just say to book an appointment from leads to appointments mm-hmm <affirmative> it’s, uh, let’s just use 10%. So take 15, divide that by 10%, where are we at 150? I knew that math actually. So now I know every day I need 150 leads, 15 appointments, three sales to my million dollar quota to make my a hundred thousand dollars in commission, which means I’m bringing home 200 K and I hit my first million dollars in sales.
Speaker 2 (25:26):
So then it’s all about LSAT. So, so the next four secrets, like once, you know your math, you could use that same math that I just took, took you through. What is the annual goal? Mm-hmm <affirmative> what is my conversion rate from leads to appointments, appointments to sales, break it down by the day. And now I’ve got my goal. So for us to do at a $10,000 average deal size, I need 150 leads. I’m gonna prospect those 150 leads that are gonna turn into 15 appointments. Those 15 appointments are gonna turn into three sales. I gotta do that every day. Boom. That gets me a million bucks. And by the way, most likely if you’re doing that, you’re gonna make way more than 200 K for the year. You’ll probably make like 300 to 500 K for the year, which is awesome as a salesperson, top 1%, you know?
Speaker 2 (26:12):
Right, right. So, so to hit your first million, you just figure out how much in commissions do I need to make, to generate the million, break it down by day. And then once you know those numbers, it, there’s only four things that you can do in sales to make your million, to make your 10 million, to make your a hundred million mm-hmm <affirmative>. And it’s called LSAT. First one part of the LSAT is list the list. So for you to sell anything to anyone, you need the list. The first part of the whole funnel, the top of the funnel are the, are the leads that you need to research and prospect and sell to, to book the appointments, right? Cause to go down any sales funnel, it goes, leads, appointments, sales top of the funnel is, is, is the leads. So you use a platform like seamless, join for free it’s seamless.
Speaker 2 (27:04):
And then you figure out, okay, I need 150 leads a day and you can build your list on seamless of the context and companies and emails and cell phones that you need. And then get that imported into HubSpot Salesforce, whatever CRM you’ve got. You can do that in 10 minutes. So you step one, figure out the math. Step two, it’s all about the list and building the list every day or every month, the, the 14,000 185 6 figure club winners, the 4,341 president’s club winners. They’ve all done it. Two ways to build the list. Number one, they build it every day. Hmm. So people that are, um, great at not procrastinating, I, I would say like 60% of the president’s club winners do it the latter way. I’m gonna tell you the 40% that keep going from the six figure club to the seven figure club to eight figure club, they do it every day. So the 40% non procrastinators, they will build their list every day. And then prospect against that list every day. That’s 40% of these winners, roughly, you know, almost 20,000 press club winners.
Speaker 1 (28:10):
And is that like the first thing they do in the day for most time? Like
Speaker 2 (28:13):
They, so they’ll either do it like, uh, in the evening mm-hmm <affirmative> or they’ll do it right when they wake up, like, got it. So typically like right when you wake up, you’re a little groggy, you’re tired. You’re kind of lazy lethargic, right? You need to get your coffee, your water, you need to get energized. Right. That’s the perfect time to put on some nice music, jump on seamless, jump on LinkedIn and just start building your list for the day. Mm. Like your list for the day is your Google maps for where you’re going. I’m at point a where Brandon’s at Ohio. I wanna go to his beautiful house in, on the beach in Florida. Well, the lead list, the list will take you from Ohio. Like if you, you gotta have a map to get to where you want to go. Mm. So your map is like point a I’m broke.
Speaker 2 (28:56):
I wanna go to financially free point B. Well, the leads is your map to get there because that’s, that’s, who’s got all of your money. That’s, who’s got all of your riches, so you gotta build that list. So they’ll do it in the morning. They’ll do it in the evening. The best time is to do it, like in the morning, during lunch in the evening, during non-selling hours. Mm-hmm <affirmative>, mm-hmm, <affirmative> like, you wanna build that list when you’re not able to connect with people. Like yeah. The, the worst time that you’re able to connect with people is the best time to be building your list. Yeah. The other 60% of the people that build the list, they will actually like spend a few days doing it, build a massive list for the month, for the quarter. So when I was at IBM, well, I actually was, yeah, it was at IBM and Google, like enterprise sales people.
Speaker 2 (29:42):
You could really build a list for the quarter, for the year. Mm-hmm <affirmative> high transaction, high volume, like customers like seamless is a hundred dollars a month. So I could sell to virtually any B2B salesperson in the world. Right. Right. So we build new lists every day. So like the lower, the price point, the more list building you’re doing the higher, the price point, the less, less building you’re doing because they’re long sales cycles. It’s gonna take you much longer to go after the prospects, you name it. So, um, the other 60% of the president’s club winners they’ll build a list for the whole quarter, the whole month of thousands of people. And then they’ll spend the next 22 days in the month, cuz you’ve only got 22 sales days in a month. Yeah. They’ll use that time to be aggressively prospecting, pitching, closing, and selling that lead list.
Speaker 1 (30:28):
Mm. Got it. Got it. Awesome. So you’ve got math, you’ve got the list. Right. And then what’s
Speaker 2 (30:35):
The third one. The third one begins with an S and that script
Speaker 1 (30:40):
Speaker 2 (30:43):
So if you’ve got the math and you’ve got the list figured out, you need to figure out, you need to know what you’re gonna say. What mm-hmm <affirmative> what is the opener? What is the elevator pitch? What is the value prop? I believe anyone that you’re prospecting. It’s crazy, by the way yet I learned this really on really on in my career when I would try to get people to book with me and they would never book with me, uh, because I was always talking about what I want, what I need. And then I realized that everyone was listened to the same radio station on Spotify. Um, back then it was a radio, a real radio station. And they’re all tuning into the same radio station. At least, you know what the radio station is.
Speaker 1 (31:22):
I’m so curious. No
Speaker 2 (31:24):
It, so the radio station is, is called w I, I FM what’s in it for me. Yeah. It could be. Everyone’s tuning into this station every day of the week. I can’t believe it. Yep. Time. I try to talk to someone. They listen to the radio station. W I, I F F I’m like, Hey, what’s going on? They’re like, w I, I FM like, Hey, where, where, where have you been? Like, what’s been new. They’re like, oh, I’m just listening to w I, I FM what’s in it for me. Love it. So when, when you’re writing your scripts, you have to be obsessed. Servant leader, servant salesperson, obsessed. What’s in it for me. Mm-hmm <affirmative>. And there’s two things that people care about with what’s in it for me, when they listen to that radio station, number one, help me remove my pain, remove my challenges, remove my problems, the, the pain.
Speaker 2 (32:19):
Yeah. And then the gain help me achieve my greatest goals, my greatest dreams, my greatest desires. So when you’re writing your scripts, pain or gain which pill it’s like, uh, I’m freaking morphous on the matrix, right. Paint or gain, right? Which pill are you gonna take? The blue or the red. And then when you focus on pain or gain, and with your scripts and your messaging to these prospects, like try pain one day that doesn’t work, then try gain, then go to a different pain. You can go back and forth between pain and gain for what’s in it for me every day of the week for a year. Like mm-hmm <affirmative>. So, so you wanna obsess over the scripts there. And also, um, a thing that really helped me go from seven figures to eight figures was recognizing the sales objections. Like this is when, um, I became, you know, another matrix analogy.
Speaker 2 (33:13):
I don’t like the matrix, by the way. I don’t know why I’m using it as an analogy, but like Kiana res being able to like see numbers and digits and fly through the matrix. Yeah. I realized that when I became obsessed with sales objections, and I recognized that every sales objection, there’s only 15 sales objections. You’re gonna run into them every day of the week. Every year, every conversation I’m not interested in no budget, it’s too expensive already working with someone, send me more information, unsubscribe, talk to my boss. I don’t have any budget. It’s too expensive. You know, call me back later, send me more info. Tell me more. What’s the price, all of these things. There’s only like 15 things that someone’s gonna tell you when you’re prospecting them or pitching them. We’re trying to close them, right? So you have to prepare the scripts in advance.
Speaker 2 (34:04):
This is like you, you’re a super bowl quarterback for a super bowl football team that the prospect is gonna play defense. You booking that appointment or closing that sale is you throwing a, a touchdown hail Mary pass. Well, throw a touch on hail Mary pass. I need to know what I’m gonna run, which is like your opening script, your cold call script, your cold email script, your social script. Well, now the prospect is gonna come at you with the defensive play. I’m not interested, no budget. It’s too expensive. Already work goes on. Send me more information. Call me back later. Talk to my boss. You know, I have no budget. Well for you to throw the touchdown pass like Tom Brady, you gotta know what to say. When they say that you gotta be able to address the defense, overcome the defense, and then score the touchdown and get that appointment or get that sale. That’s why number three, scripts. Absolutely critical. And I rec I’m, I’m working on scripts. I’ve been in sales for 20 years since I was 16 years old. I’ve been working on scripts for 20 years straight.
Speaker 1 (35:04):
Mm. Yeah. It’s a proc. And, and I, I like what you said, cuz this is another conversation for another, um, another day. But I think most sales people are way too scripted. So I talk a lot about where it’s like, they, they sound robotic. I’m not a fan of that. What I do like a lot about what you, well, I like a lot about what you said, but one of the key things is like pain or gain and continuing to come back and revisit with what I’m saying. Is it about the what’s in it for me? Right. And then focusing in on the painter gain. So I think we can all improve our process there. We can all come back and say, am I saying the thing that’s really of service to this person? Or am I saying that saying the same thing canned again and again and again and not refining or reinventing. So that’s
Speaker 2 (35:45):
Yeah. It’s all about all about optimizing the scripts, like get data from your prospects track. Literally like, like, because I, I was in digital marketing sales and ad tech sales at Google and IBM forever. Like they would AB test everything. So they would make tweaks to their online website, to the Google search forms to the ads on Google, the ads on websites. Like they’re tweaking the color of buttons on a website to see what converts better. So with the scripts, you wanna be constantly testing, different scripts, seeing which one performs the best. And then that’s your new control. Yeah. That beat who you were the day before. And then you just keep improving. And then with the sales objection. Well, I don’t wanna sound like a robot, right? Like I, I hear that all the time when we’re coaching people to get into president’s club with our software, you know, when you go and watch a movie, I’ll just say, Leonard de capros in a new movie, Matthew McConaughy Bradley Cooper, Brad pit, whoever Scarlet Johansen.
Speaker 2 (36:40):
Yeah. You know, they don’t Jennifer Lawrence. They’re not sitting there actionable advice on how you know, today’s show is actual advice on how to grow your business in sales. She sells radio, um, today where yeah, Hey, today she sells radio. We’re gonna talk about actionable advice that will change your life, transform who you are and take you to the next level. It’s at least Shafer, like, you know, at least Archer, like, you know, like people act it out. Yeah. You know? So, so it’s all about the delivery of this script. Like actors don’t deliver it, sounding like a robot, any movie that you watch, they’re practicing, they’re acting, they’re giving a show. So sales people need to give the show of their life. Every time that they connect with a prospect, you can use scripts. Don’t sound like an idiot. Don’t sound like a robot, you know, deliver the show of a lifetime.
Speaker 1 (37:33):
Yeah. Bring it every day. Bring it, give us, so this is awesome. So give us the last, we gotta start. I wanna get a final piece of advice from you and this is so good, but I wanna make sure we don’t miss out on the last two. So you’ve
Speaker 2 (37:44):
Got last two
Speaker 1 (37:45):
Activity. Okay. Got it. So,
Speaker 2 (37:47):
So M L S a T mathless SCRs fourth one is activity mm-hmm <affirmative> hustle, beats talent when talent doesn’t hustle. Mm-hmm this is all about, you know, whatever your quota is, set it at 2, 3, 5 X, your quota that’s your own personal quota. Like the way that I was able to become a millionaire sales was because I literally was given a million dollar quota. And I set the quota at a, at the bottom level, 3 million at the high level 5 million. When I was at IBM, they gave me a 20 million quota and I was like, I’m gonna do 50 million. Okay. And then I gotta reverse engineer to do 50 million. I gotta do the math. What do I gotta do per day? And then I built the resources of the system, the scripts, the lists around that per day. So it’s, it’s all about the activity. You gotta do an ins insane amount of list. Building, calling, emailing, social, selling, pitching, and closing and follow up activity. And the activity is driven by setting a really big target, whatever your quota is, three to five exit, then do the math. Now you can do the activity. You could reverse engineer the activity that you need to do to hit that quota.
Speaker 1 (38:55):
Speaker 2 (38:57):
And, uh, and then it’s just staying motivated and working hard to achieve that activity. Growing up, I had a friend, smartest kid never had to study. He would ACE all of our high school tests, the same test that he would do no studying for. He aced. I would spend two to four weeks with its parents getting tutored while he played video games. Huh? So literally I, I would study for four weeks. I’d get an a or a B plus he would not study at all. He’d get like an, a high AA plus long story short throughout college. It takes him seven years to graduate undergrad. By the time he graduated, I, I graduated in three years, built a 12 million company. And then I was onto my second company. Mm. Like it’s because hustle beats talent. And when talent doesn’t hustle, you don’t need to be smart if you work hard.
Speaker 2 (39:46):
Yeah. Like everyone that’s been successful. Wasn’t really smart. They just worked hard. Look at Warren buffet, look at a lot of these billionaires. Like they’re not smart. They just, people just work harder than the average. So if you work hard and you put in the sales activity, you’re gonna be massively successful. You know, if you research the 2,700 billionaires in the world, the majority of them are sales people, you know, because you go from broke to financially free sales is the number one profession in the world to do that. And I talk a lot about this in my new book, coming out on Amazon about tech sales. And then also they just put in work that the most activity every single day.
Speaker 1 (40:24):
Mm yeah. It’s a com it’s, it’s a very common origin story. Right. And that’s why I appreciate your story of coming from the harder upbringing, cuz it is motivating to, to those of us who come from that. So tell us, okay, so what’s the last one. So T right,
Speaker 2 (40:37):
The last one is training. Mm. So, so once you do the list, the scripts, the activity, the math, it’s all about you versus you. I’ve got a philosophy that we teach everyone at our company at seamless. You know, it’s, it’s part of like what I cover in whatever it takes. Mm-hmm, <affirmative>, it’s all about improve 1% better a day. So, so for you to improve 1% better a day, by the way, if you make a hundred thousand dollars in sales, you improve 1% a day by the end of the year, that compounds to 37 X, which means by the end of the year, you will make $3.7 million. Wow. If you improved 1% a day, but the problem is everyone wakes up and we all want that one little success hack that one secret so that we could work less gain fast, win quicker, and it’s over.
Speaker 2 (41:24):
Well, the problem is, is all these crypto people and all this jazz, right? Like you look at crypto, like crypto was a quick success thing overnight. Well, now it’s performing at, at, at 50% on the dollar, like all these things that happen quickly overnight, and I’m a big investor in crypto. So I had nothing to dog it, uh, but like the there’s no overnight success hack, you gotta put in the work every day. And training is about looking at all of your data in sales and, and, and getting trained and mentored and coached by, by hiring mentors, hiring coaches, buying courses, buying books, buying classes, getting people to hold you accountable and getting the training that you need to be successful so that you can just keep improving every day. Because if you improve every day, that is going to compound to make you unstoppable. So to go from zero to a hundred K, a hundred K to million, a million to 10 million, 10 million to a hundred million, you know, I went from zero to a hundred million company in 2.3 years or something crazy like that, the way that we were able to do it was we used L S a T and we worked on MLS a T every day,
Speaker 1 (42:35):
Every single day. Yeah. I love that. I love that. It’s like applying the formula and I think for everyone listening, I would look at like, this is how I’m thinking about it right now. What’s the one you can focus in on right now. So where are you maybe weakest and how can you add that in? And then how can you add another and continuing to apply that? So this is, this is awesome. This is so helpful. Tell us two final questions, Brandon. So number one, where can people connect with you? So what’s the best way for them to get in touch?
Speaker 2 (43:00):
Yeah, absolutely. So I’ve, I’ve got a daily newsletter and I do daily posts on T AI, just join T AI for free you. And also we give you a free gift, 500 hours in free credits. Uh, this was something that at least set up. So if you just use the referral code, she sells can be one word or two words, you know, that’s, that’s the name of the show, right? So type in, she sells, we’re gonna get you hooked up with 500, hundred dollars free in credits. And then also you’ll get my daily newsletter where we share sales secrets, part of my book, my other best selling book, sales secrets, um, I share different sales secrets to help you maximize your success in business and relationships and in life. And, um, you know, love just talking about what we’ve learned going from, you know, zero to a hundred million, a hundred million to a billion. And hopefully now from a billion to IPO, everything we learn in sales and marketing and entrepreneurship, we try to share with you documenting the journey so that you could capitalize on our successes and what we’ve learned, and then skip the failures and mistakes and the millions we’ve lost. Yeah. From a lot of the missteps that we took.
Speaker 1 (44:07):
That’s huge. That’s huge final question for you. And I love to do this when I have, uh, men on shoe sales radio. So I love to just give a tribute to a woman in your life. I’d love if you could share who’s and I know this can be hard, right? Cause you have multiples, but
Speaker 2 (44:23):
No, this is easy
Speaker 1 (44:24):
For me. Okay, beautiful. So this is,
Speaker 2 (44:26):
You’ve been really,
Speaker 1 (44:28):
So who’s been really influential in your life and what have you learned most from her? Her,
Speaker 2 (44:31):
Yeah. Yeah. So my, my wife, Danielle, who’s also the COO of seamless.ai hands down helped maximize my potential. Um, I’m grateful. Like she does amazing work here at our company in sales for women in, in our company, out there in the public for equality. We’re big on like equality for everyone. And, um, you know, she helped me become whole food plant powered. She helped me quit alcohol. Like if there’s, wow, she’s the one, like anything that there is holding me back for maximizing my success. I push myself really freaking hard to achieve success. And then she takes it to a whole new level. For me, our employees, our company, our followers. It’s pretty simple. Like none of my, you know, I don’t think I’d have the success that I would have without her. And, uh, I’m super grateful for her. And also any other woman out there who’s working, supporting anyone in sales. You know, I think a lot of men that are in sales can’t do it without their amazing partners, regardless if they know that or not regardless if they believe that or not. And, uh, yeah, a lot of my success is attributed to her and I’m grateful.
Speaker 1 (45:50):
Ah, amazing. Well, shout out to Danielle. You’ll have to share that with her. That’s awesome. Thank you so much, Brandon, for coming on today, this was super helpful. I’m gonna go back to the math list, scripts, activity training, and also just your mindset as you’ve been on your journey. Super inspiring. So appreciate you, my friend, super excited about everything you’ve got going on and, uh, thanks for a great interview.
Speaker 2 (46:13):
Absolutely. I wanna see everyone win these president’s club awards. You know, if you’re working with Elise listening, like she’s obsessed with getting you to six and seven figures, you know, let’s get you to the six figure club award. Let’s get you to the seven figure club award. Uh, your success is our success. So thank you so much everyone tuning in. I appreciate you.
Speaker 1 (46:30):
Yeah, absolutely. Absolutely. Thanks, Brandon. And to you, my listener, Hey, go check out seamless.ai. You’ve got that great code you can use, which is super exciting and connect with Brandon online. He shares amazing content on LinkedIn, read his books and thank you so much for being a listener of she sells radio. I’ll see you on our next episode. Bye for now.