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In this episode of the Creative Collaboration Show, host Chuck Anderson interviews Jim Padilla, a successful entrepreneur and sales expert. Jim shares his insights on the importance of collaboration and partnerships in business, as well as the challenges faced by founders in scaling their companies. He emphasizes the key role his podcast plays in his work and how it has allowed him to connect with industry leaders and create opportunities for collaboration. Jim also discusses the need for a documented sales playbook and the importance of finding the right partners to fuel sales growth. Listeners will gain valuable insights into building strategic partnerships, replicating founder success, and improving their sales process.
Jim Padilla is an entrepreneur, sales expert, and founder of GYMP360.com. With over 25 years of experience, he has generated $300 million in sales and conducted 25,000 sales conversations a year. Jim specializes in helping clients get paid and developing partnerships for mutual benefit. Through his podcast, Jim has interviewed numerous successful individuals and shared their expertise with his audience.
Key Points Discussed:
- [10:32] The importance of collaboration and building partnerships in business.
- [18:45] The challenges faced by founders in scaling their companies and the need for a documented sales playbook.
- [26:17] Replicating founder success through strategy and process.
- [38:55] The power of partnerships in fueling sales growth and finding the right partners.
- [54:20] Building strategic relationships and the importance of matching the right people with the right process.
Jim's Must-Read Book Recommendation:
Jim Padilla highly recommends the book "10X Is Easier Than 2X" by Dan Sullivan & Dr. Benjamin Hardy. This book emphasizes the mindset of exponential growth rather than incremental progress. It inspires entrepreneurs to strive for ten times growth instead of settling for small percentage improvements.
Guest's Website:
Visit Jim Padilla's website at JimP360.com to learn more about his work, access his social media accounts, and explore the resources and opportunities he offers. Click on the contact button on his website to send a text with the message "QBA" and express your interest in learning more about getting qualified booked appointments.
[Links]
- Jim Padilla's website: https://www.jimp360.com/
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Until next time, keep moving forward!
Chuck Anderson,
Hello everybody and welcome back to the show. This is the creative
Speaker:collaboration show with Chuck Anderson. This is the show where we talk about
Speaker:how partnerships and collaboration and finding
Speaker:someone who can bring that missing piece of the puzzle into your
Speaker:business can be that thing that you're looking for
Speaker:that can help your business. Grow to the level that
Speaker:you want it to and help you to realize that big mission
Speaker:and make that big impact that we know that you
Speaker:are on a journey to create. And
Speaker:that's what this show is about. And I like to bring in people who
Speaker:not only are on that mission
Speaker:themselves, they're more than just business owners,
Speaker:they're people who are making big impact in the world as well.
Speaker:And they're just really good people to partner and collaborate
Speaker:with. They are the people who can provide a missing piece
Speaker:of the puzzle for you. And today's guest is no
Speaker:exception to that. And as someone that I've known for quite a long time
Speaker:now, we have collaborated on numerous
Speaker:projects in the past, present, and there will
Speaker:be many more in the future. Jim
Speaker:Padilla is my guest today. And first of all, Jim, just want to say welcome
Speaker:and it's about time that we've had you on this show.
Speaker:Yeah, for sure. Sometimes we get in a place where we start talking to the
Speaker:people that we do business with and care about and we forget
Speaker:that we're not giving them the same opportunities to be
Speaker:featured on other areas because we're so busy just trying to follow the next
Speaker:lead. So it's awesome to be here, man. Yeah. And
Speaker:we talk so often with some of the other projects that we work on
Speaker:that it's like, oh yeah, we really got to do that podcast
Speaker:episode. Here we finally are,
Speaker:Jim. I don't like to butcher people's
Speaker:introductions. I've had mine butchered numerous times. I've also butchered a
Speaker:few people's introductions, so I'm not going to do that. I'm going to have you
Speaker:introduce you to our audience.
Speaker:So let's start there. Yeah, well,
Speaker:Jim Pedia is my name is not pictured here. My wife Cindy, who is my
Speaker:partner in the business and in all things in life. And
Speaker:we've been very blessed to support the top tier
Speaker:of the coaching industry for nearly a decade now. With growing
Speaker:sales and sales teams, we really specialize in creating the
Speaker:systems and the strategies that make salespeople great and then putting
Speaker:salespeople in those systems so they can deliver great clients
Speaker:to you. And that comes in various different forms. But
Speaker:we were known as a done for you sales team and now we've spent our
Speaker:time productizing our process so that we can bring it to people who want to
Speaker:become the bigger players in the industry. And that's what we're going to
Speaker:talk about a little bit today. Yeah, that sounds awesome. Well, one
Speaker:of the things that companies need inevitably is
Speaker:sales and I think what really stands out to
Speaker:me about you is, and we were talking about this
Speaker:a little bit earlier, is a lot of sales happen from
Speaker:the founders just being amazing and awesome at what they
Speaker:do. And it is so hard to duplicate and to scale
Speaker:without then bringing in other people who can sell. And
Speaker:a lot of founders can sell really, really well, but they're not sales trainers
Speaker:and they're not sales recruiters. And being someone who used to manage a
Speaker:sales team and I don't want to do it again,
Speaker:I have a really deep appreciation for someone who
Speaker:has that skill set. Well,
Speaker:let's chat about two things. One is
Speaker:kind of who are you serving?
Speaker:What are you hearing from them in terms of what their
Speaker:struggles are with sales and sort of what their needs
Speaker:are? And then we'll kind of get into how you're helping that.
Speaker:But what are you noticing? Who's coming into your world right now? What are they
Speaker:saying? Well, it's interesting because we've been in
Speaker:this niche for a very long time now. And I remember a conversation
Speaker:seven years ago with Bill Barron and Justin Livingston, and we were at an event
Speaker:and we were noticing that everybody in the room, I'm not even sure
Speaker:if you were there, you might have been. I might have been an event.
Speaker:And we literally were noticing that everybody in the room
Speaker:in some form or fashion was building a pipeline for our
Speaker:company because everybody there was helping people grow to six or seven
Speaker:figures, build, get more visibility, make more clients, get a bigger
Speaker:platform, do more things, scale. And all those people need what we have.
Speaker:So that was fascinating because now here we are seven, eight years later,
Speaker:and we have an entire industry of people who are ready for
Speaker:what we do. It's crazy, but we work
Speaker:with people. Right now, we're really focusing on people that are in the
Speaker:multi six figure to a half a million that are really
Speaker:desiring, I would say desperately desiring to scale to
Speaker:that seven figure mark. And you've got an
Speaker:offer, you're selling something five k or better, and you're doing it primarily through
Speaker:sales conversations. And if that's what you do,
Speaker:then you couldn't be in a better place and you couldn't have a better
Speaker:person to know than me and our company, because this is really
Speaker:where we help. Yeah,
Speaker:let's talk a little bit about kind of where they're so that's a little bit
Speaker:about the stages of business that you're on. It's not
Speaker:necessarily startups, but what I'm hearing you saying is that
Speaker:they have an offer that already sells. You kind of know who you are, you
Speaker:know what your product is, and you're ready to scale.
Speaker:So what are some of the challenges that you're noticing
Speaker:that they're experiencing with scaling? Because it's a
Speaker:difficult transition, like you and I were talking about before. A lot of them, when
Speaker:you first start out, you do all the sales yourself, right?
Speaker:And when you are trying to scale,
Speaker:there's no longer enough time to do all the sales and
Speaker:all of the everything that you need to do in your business.
Speaker:Let's chat about that a little bit. What are some of the challenges?
Speaker:When are you ready for making that move? And
Speaker:what are some of the challenges of maybe letting go of show
Speaker:things were being done before and how they need to
Speaker:be done in order to be successful at scaling?
Speaker:Yeah, well, the place where we start looking for is
Speaker:when you're in a place where you're trying to make a decision every day, you
Speaker:have to have an actual conscious decision. Do I make sales today, or do I
Speaker:serve my clients today? Right. You're starting to become the bottleneck and the
Speaker:fork in the road at the same time. And so people you're trying to go,
Speaker:okay, I need to make more sales. But then now you're behind on trying to
Speaker:fulfill everybody, or you're so busy fulfilling that you can't make any more sales
Speaker:because they're all dependent upon you. And that's a challenge.
Speaker:Raise your hand if you've been there, right. We all know that that's a challenging
Speaker:thing. We call this selling on founder magic. And when you're
Speaker:selling on founder magic, here's the problem. It's fantastic because
Speaker:people get to access you and they know you. The problem is
Speaker:it's not sustainable. It's not replicatable.
Speaker:It's not something that ultimately is profitable, because usually you're undervaluing
Speaker:your own time and what can be put on somebody else. And it's easier for
Speaker:me to do it than it is for me to train somebody to do it,
Speaker:or it's easier for me to do it than it is to run someone. And
Speaker:the biggest part of the problem that the reason why it's so hard for you
Speaker:to get somebody else to do it is because you haven't largely
Speaker:documented your entire process. You don't have a sales playbook,
Speaker:right? You don't have a way to capture all of the things
Speaker:that are in your head or in your history to be able to put in
Speaker:front of a salesperson who can then replicate what you're doing.
Speaker:Tony Romas used to be a big favorite restaurant of mine,
Speaker:and I used to love this chicken and ribs combo that they had. And with
Speaker:shrimp, it was ribs and shrimp combo with rice. It was all
Speaker:my favorite things. And they took it off the menu. For some reason. I
Speaker:guess I was the only person buying it, but they took it off the menu.
Speaker:And then Cindy and I were out of town, and we found a Tony
Speaker:Romas, and we went in and I said, hey, look. Ah. Is there any
Speaker:way that you could put this plate together for me? I know it's not on
Speaker:the menu anymore. And the server was like, oh, yeah, I don't know
Speaker:why they took it off the menu. I used to sell a lot of those.
Speaker:I know we got the ingredients in the back. Let me get the cook to
Speaker:make it for you. She knew all the off menu items, so she knew what
Speaker:was what, and she knew that it can make it happen. So I
Speaker:got my plate. But if she had been a brand new server and didn't know
Speaker:anything about that, she could have very easily just said, well, we don't have it
Speaker:on the menu anymore, and so you can't have it, or I don't want to
Speaker:go out of my way. The chef's kind of grumpy today, but who knows? There
Speaker:could have been a whole lot of variables around why this wouldn't work.
Speaker:And when you are the founder, you know all the off
Speaker:menu items, you know where everything is, you know what things you've sold
Speaker:in the past, you know what is in the kitchen because you did the order,
Speaker:and you know what's all there. So you know what, we could probably make that
Speaker:because I just did an order of those the other day, right. When you're bringing
Speaker:a salesperson on and if you don't have a process and a way to capture
Speaker:all of that, they have no way of knowing any of those things. And so
Speaker:you have to expect that they're going to deliver less than you because they don't
Speaker:have all of that history that is in there. But you can
Speaker:deliver this stuff in a process and what something we call a sales playbook,
Speaker:and that gives your salespeople the ability,
Speaker:everything that they need to deliver a sale. And that's all of the stories,
Speaker:all the case studies, all of the swipe files, all of those things. And it
Speaker:just takes time. It takes time to replicate you. You've been doing this for a
Speaker:long time, right? And then the other thing to think about is that your
Speaker:business was probably not designed to make money.
Speaker:It was designed to deliver a product. That's what most of us do. I deliver
Speaker:a product, so I build my business to deliver this product. And then we make
Speaker:sales in spite of it because we just do all kinds of crazy things to
Speaker:jump through hoops and do whatever we have to do to make money and chase
Speaker:different ideas. And so that becomes a challenge,
Speaker:right? So replicating founder magic is not an easy thing to
Speaker:do, but it is doable. And it does require a
Speaker:strategy and a process, which is what we do.
Speaker:So for someone listening in right now who can relate
Speaker:to this, and I know I certainly can, and.
Speaker:It'S like. You said, you know all the off menu items, and if somebody asks
Speaker:you something that isn't exactly on the menu, you're going to work with them.
Speaker:You're going to get that sale done one way or the other. And one of
Speaker:the challenges with trying to train someone is like, they only know what they've been
Speaker:taught by you to do. And so
Speaker:there's this. Okay, well, we're going to try this. Okay, it didn't work. We go
Speaker:back to Founder Magic and there's that. Are you
Speaker:noticing that with people that you're working with is that
Speaker:they're trying to move into the future, but
Speaker:the challenges arise, and so then they just go fall
Speaker:back on what was comfortable and effective for them?
Speaker:That's 100% we all get comfortable. It's like, well,
Speaker:I can do this new thing, or I could spend a couple of hours preparing
Speaker:to teach it to you, or I can just do it in 20 minutes myself,
Speaker:right? Especially with Chat GPT, maybe you can do it in five minutes. And who
Speaker:knows? But obviously we have teams of salespeople,
Speaker:and we actually have somebody selling for us right now. And he's very
Speaker:experienced, very smart, very resourceful, creative and savvy.
Speaker:And he's in the conversation, and then he's like, well,
Speaker:here was the disposition, and here's what I would have
Speaker:said if I was working for another company. Is it okay to say that
Speaker:here? Kind of thing. And I'm like, yes,
Speaker:it's okay. But we get caught up, we forget all the things that we
Speaker:should be teaching them, right? So we had to show them from the beginning. Our
Speaker:philosophy and our policy here is seek forgiveness, not
Speaker:permission. Trust your instincts. Do whatever
Speaker:you need to do to make the thing. If it feels like the right thing
Speaker:to do, then trust your instincts. Do it. We can always fix it or correct
Speaker:it, but what we don't want to do is miss the opportunity because we didn't
Speaker:trust our instincts, right? So those are things that we bake into
Speaker:the sales playbook. Those are the things that we bake into the training. Those are
Speaker:things we bake into the onboarding and to the consistent
Speaker:management and leadership of the sales team. But here's the key
Speaker:around that is a lot of times, most people,
Speaker:if they're trying to replace Founder Magic, they're usually trying to find a closer, a
Speaker:magical unicorn called a closer. And here's the problem,
Speaker:guys. This is our big show. Rocks at
Speaker:opportunity. Here we are poo pooing on the closer
Speaker:industry, even though we're a part of it, maybe even quote unquote,
Speaker:partially invented it or created, gave this thing a boost over the last
Speaker:decade. You don't want a closer. A closer is
Speaker:hard to find. A closer is hard to keep. They
Speaker:are hard to replicate. Actually. They're impossible to replicate. And most of them,
Speaker:almost none of them, I won't say zero, but as close to zero as you
Speaker:can get, are going to show up with a system, a process, and a
Speaker:strategy. They're just good at selling, and they're going to make you money
Speaker:while they're here. While they're here. Because the moment they walk in the
Speaker:door, they are already looking for the next opportunity. And it doesn't even have to
Speaker:be looking for it because it's probably looking for them. There's always someone
Speaker:seeking to offer them 1% more, $5
Speaker:more, a bonus, something. The moment you hire a top tier
Speaker:closer, they are already halfway out the door. Just know that and then
Speaker:when they leave, they're going to leave you right where you started because you'll have
Speaker:made some sales, you'll have made some money and you'll pay the lot to do
Speaker:it. But you won't have a system process strategy. They will leave a big old
Speaker:hole when they leave, right? So we
Speaker:focus on creating the systems strategies and the processes and then
Speaker:recruiting level ten humans who might be level six or seven
Speaker:salespeople and we can train the rest and we can put them in a badass
Speaker:system, selling a great product so that they
Speaker:consistently and predictably overachieve. That's better
Speaker:than a closer top tier closer any day. What you just said
Speaker:I think there is so important because I hear it all the time
Speaker:and I see it, I see posts in some of the groups that we're in.
Speaker:It's like, does anybody know someone who's like a really
Speaker:strong salesperson or a really strong closer?
Speaker:Yeah, I totally agree that's what they're looking for. But I
Speaker:love what you just said. There a level ten
Speaker:human, right? Level ten human. The sales skills
Speaker:can maybe they have some sales skills that can be improved,
Speaker:but you can't change who they are as easily as
Speaker:you can train them. Skills on what to say and how to say it and
Speaker:all that kind of stuff, correct? You and me fall into this kind of
Speaker:unicorn salespeople kind of thing and I used to get irritated about
Speaker:it. People say, oh, you could sell ice to an eskimo and shoes to a
Speaker:man with no feet. I'm like, yeah, but why would I want to do that?
Speaker:That's not an accomplishment. But I get what they're saying.
Speaker:But the deal is, you know what, everybody's not great at selling everything.
Speaker:You want to get people who are in alignment with what you sell. They're a
Speaker:values match for your company. They completely understand your ideal
Speaker:client and the journey that they're on. That person will
Speaker:overachieve and over index there versus you put that
Speaker:same person in my old company and my alarm sales, banging doors in the
Speaker:summertime and in the winter, knocking on doors to sell alarms. That person would probably
Speaker:fail ultimately, but in the right environment they would thrive, right?
Speaker:So it's just a matter of matchmaking and making sure you have the right process
Speaker:and system in place and the right people in the right process. And I promise
Speaker:you they will overachieve the sales skills is the thing that can be put on
Speaker:easiest. Everything else as a human is
Speaker:not a great, great salesperson. And closer may not
Speaker:ever pick up the phone to follow up anybody. They may not ever farm
Speaker:your leads. Right. They may not ever document anything
Speaker:in your CRM and you'll have to chase them forever. There's so many things that
Speaker:go into somebody. A lot of times what you're bringing them in for is the
Speaker:ability to get on the phone and move people to a yes or a great
Speaker:decision. And that a lot of times comes at the expense of everything else.
Speaker:Yeah. Because their value system is whatever it takes to earn
Speaker:a commission and get paid. So they're not
Speaker:really worried about I used to have a salesperson on my team who
Speaker:exactly what you just described, she would get the sales, she would get the credit
Speaker:card number, and then no signed contract,
Speaker:zero communication after that. Once the commission was earned, it
Speaker:was on to the next one. Right. And so what you're talking about is having
Speaker:more of more of a system and having all of that in place so
Speaker:that when you put a good person in it, all of those things are getting
Speaker:done. And I think that does speak to some of the reasons why
Speaker:people attempt to get a salesperson. It doesn't
Speaker:work. And then so they go like, well, that didn't work, so I'm just going
Speaker:to go back and rely on myself.
Speaker:We talked about that problem. We talked about what they need to have in
Speaker:place to solve the problem. So for
Speaker:someone who's ready for their next attempt or maybe their first
Speaker:attempt at scaling, what are
Speaker:their first few steps? If that's where they're at right now, what
Speaker:is the next step and maybe the next couple after that
Speaker:that they should be considering taking in order
Speaker:to do it differently this time. Yeah. First, I want
Speaker:to put some context because this is a partnership, collaboration, podcast
Speaker:and discussion. And the reason why we're talking about this is we do
Speaker:a lot for partner. That's one of our core values. It's how we
Speaker:earn most of our revenue is through partnerships. And one of the biggest
Speaker:failings that I see for most people is that they don't have a
Speaker:quality conversion strategy to bolt onto their
Speaker:partnership funnels and formulas. So the
Speaker:best thing you can do for a partner and the way you can be
Speaker:the best partner to a partner, is that when they send
Speaker:the leads that they have worked their lifetime to cultivate
Speaker:a powerful image, and reputation and
Speaker:serving these people well. And then they recommend you, and then they send them to
Speaker:you, and then they returned back unfulfilled
Speaker:because you couldn't get them across the finish line because you didn't even have the
Speaker:right mechanism, the right strategy, the right process in place. You are now
Speaker:essentially, and take this with all the love in my heart behind this, you are
Speaker:essentially useless to your partner at that point. So you lose, the
Speaker:client loses, and your partner loses. And there's no reason to.
Speaker:So the reason this is so important in this conversation is you have to have
Speaker:quality conversion strategies to bolt onto your partnership. So that's going to make you
Speaker:valuable because you're going to solve their problem and make them look great to
Speaker:their client and everybody's going to be winning and making money.
Speaker:So that's why this conversation is relevant. But here's
Speaker:a couple of quick things. I'm going to run through these fast. But what you
Speaker:want to be thinking about is if you're going to put your system together and
Speaker:start thinking about how do I replicate myself. You need high
Speaker:targeted QBAS. QBAS are qualified booked appointments.
Speaker:That's our number one metric of significance in our company. The more
Speaker:QBAS you have, the more sales you make, period. And a QBA is loosely,
Speaker:this is the simplest definition I'll give you. Instead of you focusing on trying to
Speaker:find people to buy the thing you're selling today, you want to find the
Speaker:ideal people who will buy all of your things, right? And that
Speaker:means stop focusing on people who can give you thousands of people and start getting
Speaker:ten. Get finding people who can give you hundred. What if you had 100 people
Speaker:on your list who loved you instead of 1000
Speaker:people who just kind of like you? You can make a
Speaker:lot more money, a lot more impact, a lot more satisfaction and work
Speaker:for everybody there. So be very clear on
Speaker:who is coming into your world
Speaker:next is you do need a step by step playbook and it doesn't have to
Speaker:be magic. It starts with just you going, okay, what happens
Speaker:when the moment somebody says hello in your world until the day they buy from
Speaker:you and just document every one of those steps. Now that is a
Speaker:process. It may not be a great process and it may not be effective one,
Speaker:but it is now one that you can improve upon because it is literally in
Speaker:front of you. You say, oh I need more of this, less of this, replicate
Speaker:that. Then you start focusing on the automation, right? The automation
Speaker:is going to give you the qualification, start giving you the metrics and the
Speaker:data and the information to start managing what's happening in your process
Speaker:which are the things that make your salespeople more effective because they have
Speaker:good information to operate from right qualifications
Speaker:and sequenced. And those are things that you want to make sure you don't just
Speaker:throw them out. But at least if you have one it's better than not having
Speaker:one but having it sequenced with the right qualifications in place.
Speaker:And then one thing that almost everybody misses and I don't understand
Speaker:why because 20 years ago this was never an issue. But
Speaker:for some reason people don't believe in follow up anymore and follow
Speaker:up is where the magic is. If you're not making 50% of your sales from
Speaker:follow up it's simply because you don't follow up. That's really the best way
Speaker:I can make it. You need a post offer process
Speaker:dialed in documented, automated
Speaker:and intention. A pipeline is what we call this
Speaker:pipeline is a sales activity. It's not a
Speaker:CRM function. This is not a nurture thing.
Speaker:Sales pipeline is worked by a salesperson who's building a relationship
Speaker:with the people that are in a decision making process. That
Speaker:is a pipeline. It's not, oh, let me send out my blast to all 10,000
Speaker:people or 50 or 100,000 people on my list. It's a personal invitation
Speaker:that says, hey Chuck, I was talking to you a couple of weeks ago and
Speaker:I know you were mentioning that you were still having this challenge and you wanted
Speaker:to solve it. We're doing a webinar on a Friday and I want you to
Speaker:be there because I know and you'll be able to get some questions answered too.
Speaker:That's way different than a Blast email that says, hey, I'm doing a webinar next
Speaker:week to 1000 people,
Speaker:right? Yeah. So getting that in place and
Speaker:measure that how many of your sales are coming from follow up, I'm
Speaker:talking literally 50%. If you're not even approaching 50%, then
Speaker:all that means is that you're spending all of your time trying to squeeze everything
Speaker:you can from at the front door from people who walk in instead of really
Speaker:focusing on serving. Them valuing the decision that they made to come
Speaker:into your world in the first place and then serving them powerfully so you stay
Speaker:relevant and valuable to them over time so that when they're ready to buy, you're
Speaker:the person they buy from, all right. And then you need
Speaker:the last but not least. These are the key components can you highly targeted QBAS.
Speaker:You need a step by step playbook quality, great automation,
Speaker:a post offer formula dialed in and then you
Speaker:need a way to ensure that your salespeople can
Speaker:perform to 30% to 50% conversions
Speaker:all the time. And that's not usually going to be you running them, training
Speaker:them, leading them because probably is not your strengths and you're too busy building
Speaker:your business. You don't have time to babysit a sales team. So you need to
Speaker:make sure that somebody is unless that is your
Speaker:genius and your gifting and your magic and your desire.
Speaker:Because babysitting salespeople is not always the easiest and most fun thing to do
Speaker:and I don't do it directly, my team does or it probably wouldn't be happening.
Speaker:I love what you just said because you mentioned the theme of our show
Speaker:is partnerships and collaborations and so many
Speaker:times we try to do things that are not within our zone of
Speaker:genius and I think this is where great partnerships are
Speaker:formed is your zone of genius is one
Speaker:thing, mine is another thing. Together, what else can we
Speaker:do? Two
Speaker:reasons for having you on the show. A we look at you as being someone
Speaker:amazing to collaborate with, especially for anyone listening in right now
Speaker:who is struggling with scale, struggling with show?
Speaker:Do we? Because obviously big part of scale is how do we
Speaker:scale the sales so that everything else scales as well. And
Speaker:that's what you are masterful at. But also you
Speaker:have embraced partnerships and collaboration in your business as a
Speaker:way of scaling, as a way of finding the missing
Speaker:pieces of the puzzle that maybe you need as you build
Speaker:out new systems and grow and everything. So I just wanted to ask you
Speaker:your take on partnerships and
Speaker:collaborations, on how have they played a role in
Speaker:your business and how essential are they to where you're headed?
Speaker:Yeah, I've taken on partnerships.
Speaker:I don't know the right way to say it. I'm definitely more trusting than the
Speaker:average person. I mean that if you say you can
Speaker:do it, then I trust you to do it. And so I say, okay, great.
Speaker:That's everything from, yeah, I can get you ten clicks or 100 people to show
Speaker:up to, hey, I can deliver this piece to your clients.
Speaker:If you don't want to deliver it, that means I'm counting on you to help
Speaker:my clients win in this area. And I think too many
Speaker:times we don't trust enough. I think we have to make we make people
Speaker:prove themselves. We've been successful in our company by
Speaker:trusting people early. So we build leaders in our company before we
Speaker:have the money to pay them because we bring them in as part of the
Speaker:revenue generation model, which means we're usually not profitable early because we have to pay
Speaker:them, but we can get to the outcome faster. And it's the same
Speaker:approach with a partner. So rather than me trying to do all things like for
Speaker:you, if you have people in your world and your primary thing is you're helping
Speaker:them win and make more money and be successful, you're probably
Speaker:creating a bottleneck scenario for them. And so unless you want to be the
Speaker:person who delivers and trains and optimizes them, awesome. More power
Speaker:to you. How can I support you? Let me know. But ideally, bring it to
Speaker:us. We've done this to the tune of $300 million. We do
Speaker:25,000 sales conversations a year as an outsourced company. Now, we
Speaker:also have this as a product, so we're helping that smaller company. And so
Speaker:all the reason I share that is because we've got sustained proficiency.
Speaker:We've forgotten things that you have never even learned yet. Right? We
Speaker:just do this at scale, just like you. What's the thing you do immensely
Speaker:that you can do it in your sleeping wake you up in the middle of
Speaker:asleep at 02:00 A.m. And say, Chuck, make this happen for me, and you
Speaker:gotta, gotta go push this button, click this here, call this person, because you already
Speaker:know it. It's in your DNA, right? Those are the things that make you valuable
Speaker:and these are the things that make us. Valuable to you. So we help you
Speaker:get your clients paid. And here's one of the cool kickers of that. When we
Speaker:help you get your clients paid, they can pay you. That's the
Speaker:beauty. Right? So we're a double dipped asset. We're somebody you
Speaker:absolutely want in your partnership world, but you want to be looking for
Speaker:partners. In that vein, don't just look for people who have access to people. You
Speaker:want people who access and influence over the ideal
Speaker:people. Ideally, a partnership in our world
Speaker:is defined as two amazing companies or people
Speaker:collaborating for the benefit of the people we care about in common that's show
Speaker:we define partnership. And so if it's not something that we both care about, the
Speaker:winning, the success, and the nature of these people, there's no reason for us to
Speaker:partner, because I'm not interested in selling your thing, because I know somebody else who
Speaker:sells that thing, too. So I would prefer to work with them because they care
Speaker:about my community. So what's
Speaker:your approach to partnerships? Are you first identifying a need in your business and then
Speaker:going and looking for someone to partner with? Or are you meeting amazing people,
Speaker:realizing what their genius is, and then going,
Speaker:how can we bring that in? Maybe it's a little bit of both,
Speaker:but I just wanted to just for everyone who's kind of
Speaker:listening in on collaborations, I want to teach them a little bit. And so the
Speaker:question that I get is, how do you approach this?
Speaker:And then also then, where do you look? What's your go to
Speaker:source for finding someone to partner or collaborate
Speaker:with? Yeah, we work with so many different
Speaker:clients that are playing at scale, that are doing big partner game. We'll do partner
Speaker:launches with 75 partners and 112 partners and all this
Speaker:stuff. And I'll be honest with you, 90% of it doesn't really work the way
Speaker:that they would like it to. The 80 20 rule always applies. Your top
Speaker:20% of people are delivering 80% of the results, and sometimes your top 10% of
Speaker:people are delivering 100% of the results. Right.
Speaker:So all of that's about alignment and clarity.
Speaker:We always look for need first. Is this helping us
Speaker:deliver what we do, or is this helping solve a problem that we don't either
Speaker:don't solve or don't want to solve? Because we don't want to spend the time
Speaker:going down that rabbit hole. And I highly recommend being in
Speaker:partnership communities. And one of the big fault flaws that I see in most of
Speaker:the partnership communities I'm in is people show up immediately looking for you
Speaker:to pitch their stuff, and I'm not interested.
Speaker:Let's build a relationship, because what I found is the most effective relationship,
Speaker:most effective partnerships come when we spend time, and I'm like,
Speaker:I love Chuck. Chuck's my guy. That's my
Speaker:boy. We have a relationship. I trust him. We are 100% of
Speaker:values match everything he does. Even if I'm not totally
Speaker:sold on the thing he's doing, I want it to win because I care about
Speaker:Chuck, and it happens to be something that can also fit inside
Speaker:of our tool belt of
Speaker:resources. So let's figure out how to make it work.
Speaker:Those always work out better than just somebody who's got this
Speaker:product or this widget that you're selling. And we're looking for long term
Speaker:relationships. I'm not even remotely interested in just promoting your thing one time
Speaker:just because I want to be on your leaderboard or do whatever. What I want
Speaker:to know is, how do my people, how can we grow together
Speaker:so that our community builds a relationship with you and your community?
Speaker:And how do we win that way? So that you're a proven asset, so that
Speaker:when they're ready to buy their thing, they're coming to you, because
Speaker:we have endorsed you. And we put our name on the line, our trust on
Speaker:the line, and we put you in the middle of this scenario. And we said
Speaker:you are our go to solution for people solving this problem at this stage of
Speaker:their journey. One thing that I take away every
Speaker:time we talk about this, Jim, is that it's all about relationships. You've
Speaker:said it numerous times. It's about caring about the other person that you're
Speaker:talking to and not about a transaction, like getting to the top of the
Speaker:leaderboard or pitch my deal or I've got this event coming up. That's all
Speaker:very transactional, and at some point there is a transaction, but it
Speaker:can't be where it starts and be all
Speaker:about that for me. And I think
Speaker:everybody's got their own go to thing. I mean, you and I met in
Speaker:Masterminds. We've been in numerous networking and
Speaker:mastermind groups together. And
Speaker:lately, for me, podcasting has been great because this is one on
Speaker:one. You and I have known each other for years, but we still get to
Speaker:spend some one on one time here today. And that's been
Speaker:my go to strategy for meeting people. Sometimes intentional, like,
Speaker:I'm going to go find somebody who's really good at this. I'm going to invite
Speaker:them here, or, I met this person. They're amazing. I just want
Speaker:to get them to know them better. Why not have them here on
Speaker:the show? And I know you have your podcast as
Speaker:well, which
Speaker:you've interviewed some amazing people
Speaker:as well. So has that been helpful as well, the
Speaker:podcast, in addition to all the masterminds and networking groups? That very much
Speaker:actually, the podcast is the tip of the spear for me now. Last couple of
Speaker:years, that's where everything starts. I've been very
Speaker:blessed interviewing some rock stars. We're interviewing people
Speaker:who've exited companies, people who are leading their industries,
Speaker:and that's the or to
Speaker:whatever conversation blooms from there. Sometimes they turn into a client. Most of
Speaker:the time, I don't show up to sell to people. I show up to sell
Speaker:through people. And so when I'm meeting you, I'm not even remotely interested in making
Speaker:you a client. If you want to hire us for services, fantastic.
Speaker:I'm not the kind of person you hire. I'm the person you partner with. Do
Speaker:you want access to my Rolodex? I'm a great client. If I do something, I
Speaker:tend to be very addictive personality, so I do it to death. So if I
Speaker:do hire you to serve me, we're going to do great. But
Speaker:you much prefer me as a partner because I have an incredible Rolodex and I
Speaker:have access to people and I make strategic introductions and all of those things.
Speaker:And for us, that's where it all starts. I get people on the podcast, we
Speaker:have great conversations, and then they're like, hey, this is awesome. How can I help?
Speaker:And then they become a partner. And then at some point of it, they go,
Speaker:hey, what about me? I'd love to see how that works for me too. Could
Speaker:I hire you? Right. But I don't sell them anything. We talk about how
Speaker:can we work together to solve problems for the people we care about in common.
Speaker:That's the name of the game. And that's the qualification before they even get on
Speaker:the podcast. Right. So that's what makes it all go, and it makes
Speaker:it fun and exciting because everybody now we're all thinking about higher
Speaker:level opportunities and how can we solve problems, how can we create a new offering,
Speaker:a new product? There's so many great conversations that come out of those.
Speaker:Yeah, it's very abundance minded. It's not a scarcity thing.
Speaker:It's like, I've got this person on the call today and I'm not letting them
Speaker:off until they give me some money. Right? It's not about that.
Speaker:It's about really building great relationships and having the
Speaker:faith that investing in a relationships is going to pay off.
Speaker:Maybe not immediately, but down the road in some way. And even
Speaker:if it doesn't,
Speaker:really investing in relationships is really how we grow
Speaker:and we get out of that mode of like, oh, I got to sell something
Speaker:to somebody today. Right? Well, if you show up with this
Speaker:perspective of how can I serve you first? Right. So when
Speaker:I get on off podcast, every podcast I'm on
Speaker:do the same thing with you, even though I already know we know you very
Speaker:well. It's who do you need to talk to right now? What's a
Speaker:great introduction for you today? What's the next initiative you
Speaker:have and how can I connect you to somebody that can solve it? And so
Speaker:my biggest frustration for my assistant is that I have
Speaker:all kinds of stuff. I have all these people that I've got to follow up
Speaker:with and those get on my to do list, and she's always checking in every
Speaker:day. Did you make the introduction to Gabe that you said you were going to?
Speaker:Did you make that introduction to Claire that you said you would because I make
Speaker:all these promises on these podcasts and they're in my notebook and then they go
Speaker:right into my team, starts managing my activities and so
Speaker:sometimes that's what's on my list. Make that introduction you said you would make yesterday,
Speaker:make this, make this follow up with that because it's valuable and people
Speaker:totally appreciate it and it's unsolicited. I'm just delivering
Speaker:giving and then they appreciate that stuff and they always come back.
Speaker:Those people send referrals, they send introductions or at the very least the
Speaker:next time you see them at the Mastermind event instead of a wave across
Speaker:the room it's a handshake and a hug, maybe even a breakfast or a coffee
Speaker:or something because they know that you're the real deal.
Speaker:Absolutely. Well, you are the real deal Jim and
Speaker:it's a pleasure to know you and all of the things that we've done past
Speaker:and present and the things that we'll do together in the future hopefully
Speaker:people are really inspired by hearing everything you had to say
Speaker:today. Where's the best way to connect with you,
Speaker:to reach out to you if people would like to know more or connect with
Speaker:you and gain the edge? Well, if you're looking
Speaker:on the video and you can see this on my screen here, feel free to
Speaker:scan this code that's over this one of my shoulders here
Speaker:and it's also GYMP 360. Com which is up here on the other
Speaker:side. But if you're listening in you can go to Jim
Speaker:P-J-I-M-P. My name and my last name, initial
Speaker:GYMP 360. Com. And what that is, is
Speaker:my personal website and that will take you to you can learn everything you need
Speaker:to know about me. It's got all my social medias. You can contact me whichever
Speaker:format feels best for you. You can see things that we're promoting. You see
Speaker:videos and trainings. We've done. There's free gifts and resources.
Speaker:But what I want you to do right now is just as soon as you
Speaker:go there, just click on the contact button. On that contact
Speaker:button, the very first button there is going to be a text. Click on that
Speaker:button, just shoot me a text and I want you to just tell me right
Speaker:here, just say QBA. QBA. If you type
Speaker:in QBA, let me know your name. QBA, meaning you want to know
Speaker:how to get more qualified booked appointments so that you can start having the sales
Speaker:that you want. And we figure out any number of ways that we can support
Speaker:you from free resources all the way down to done for you opportunities if you
Speaker:qualify. And we have monthly events and workshops going on.
Speaker:We have one coming up right now for anybody who's listening live on the 20
Speaker:July. But we do monthly workshops every month and we are
Speaker:doing training events consistently because we know that people
Speaker:are doing this the wrong way and we want to help you. Our number one
Speaker:mission for your business is that you're able to make sales in any condition, in
Speaker:any environment, every day, and it doesn't matter what's going on. So that way you're
Speaker:never victim to the environment that's happening. You're just able to take advantage of solving
Speaker:problems for the people around you so that they can see you as the beacon
Speaker:of hope and light that you know that you are, that God called you to
Speaker:be. So see me there, make sure you shoot me your name, that you
Speaker:tell me if you found me on the podcast here. And let's have a
Speaker:conversation that will get you directly direct access text to me so we'll
Speaker:be able to respond to you, answer any questions that you have, and then send
Speaker:you some resources and invitation to our next training if you want.
Speaker:Fantastic. Well, I highly encourage you to do that. And all of
Speaker:Jim's information is right beneath this video. If you're watching it on video, on podcast,
Speaker:it's in there in the show notes. But Jim three P 360 is
Speaker:a really easy domain name to remember. And Jim, all of
Speaker:Jim's stuff is there. So go there and send them the text
Speaker:and let them know QBA
Speaker:and you'll be in really good hands with Jim. So, as we wrap up this
Speaker:episode, Jim, I just want to ask you two things. One is
Speaker:if you were to recommend a book, a must read
Speaker:book that has made a difference for you, you learned a lot from and
Speaker:that you recommend others read, which one would you recommend? Man, I'll
Speaker:tell you what, my goal is to read a book a week. I'm doubling
Speaker:that right now. So I've consumed so many amazing books and every
Speaker:day there's so many amazing more. But two things I
Speaker:will recommend. One I recommend often, and it isn't usually out of left field, but
Speaker:it's called Zen Golf. Zen Golf. I'm a
Speaker:golfer. You don't have to know anything about golf
Speaker:or even enjoy it. But it's all about mind over matter,
Speaker:visualization, trusting the process.
Speaker:You will learn so much about how to prepare for life and for business
Speaker:in this book. It's fantastic. I love I recommend it all the time. And
Speaker:then the other one that I highly recommend for business, and this is in alignment
Speaker:with our value set. We're all about exponential growth. If you want to grow by
Speaker:10%, number one, I think somebody sold you a bill of goods because you don't
Speaker:need to do that anymore. But more power to you. We just have nothing for
Speaker:you. We can't help you. So there's a book that
Speaker:we've studied recently and it's called Ten X Is Easier Than Two
Speaker:X. Dan Sullivan and his writing partner, who I forget the name at the
Speaker:moment, but it is a fact.
Speaker:It is just as easy and easier to grow by
Speaker:ten X than it is to just try to go by two X or God
Speaker:forbid, 1015 percent. It's never been easier in the
Speaker:history of the world than it is right now to make
Speaker:exponential growth happen immediately, right? So take
Speaker:advantage of it. Start seeing that there is so much more for you to do
Speaker:and it does literally take as much effort to run a seven figure business
Speaker:as it does a six. And it's actually even easier. So start thinking
Speaker:bigger. I just finished that book last week, actually, and
Speaker:amazing. And the concept of ten X
Speaker:is easier than two X. Foreign at first, but once you get
Speaker:through it, it's like, of course, that's how it is.
Speaker:Zengolf haven't heard of before, but I'm going to go check that out and I'm
Speaker:going to add that to my learning library. So thank you for a suggestion that
Speaker:we have, but no one else has referred us to
Speaker:either of those books yet. So now your name is attached to both of those.
Speaker:So well done. So this has been a lot of fun
Speaker:and hopefully our audience has found it inspiring. And
Speaker:again, we want you to go out there and find people to partner with and
Speaker:collaboration with and whatever missing piece of the puzzle
Speaker:it is that you need in your business. People like Jim
Speaker:are people to great ones to reach out to because they can bring
Speaker:in what you need. And he knows so
Speaker:many people, right? We've talked a lot about sales
Speaker:today, that's his zone of genius. But he knows and is so well
Speaker:connected to that. Jim's a great one to reach out
Speaker:with for whatever it is that
Speaker:is your missing piece because he probably knows where you can get
Speaker:it. So Jim, thank you to our audience. Thank you.
Speaker:And Jim, if you were to just wrap us up here with just one
Speaker:final piece of advice or words of wisdom, what would you say to our audience?
Speaker:Speak to anybody who will listen. Most of us are far too
Speaker:discriminating given the size business we have. Until you've
Speaker:reached a million dollars, you really haven't proven anything. You're really trying to figure it
Speaker:out. So don't be like, I can only talk to these kind of people, unless
Speaker:you know for darn sure if you've closed 1020 or 50 of those people, that's
Speaker:not enough of a control group, that's not enough of a proven set. Wait till
Speaker:you've converted 1000 of them. Speak to anybody who will listen and
Speaker:then start leveraging and scaling from that. Because everything if you're
Speaker:going to do a webinar, it's because you should be. Because you've had so many
Speaker:one on one conversations that you know exactly what to say, when and to who,
Speaker:and you can't manage one on one schedule anymore. It shouldn't be do a webinar
Speaker:to start with yet because if you don't even know what's the thing you should
Speaker:be what is your conversion mechanism and what are the questions you should be asking
Speaker:to get people across the finish line? Then don't put 50 people on a
Speaker:webinar and then burn them all. Speak to anybody who will
Speaker:listen. Amazing. Great words to end this episode by.
Speaker:Thank you, Jim. Thank you to our audience. And
Speaker:again, don't let this be for nothing. I want you to pick one thing that
Speaker:you heard us talk about here today, and I want you to take action on
Speaker:that thing today. Maybe it's some of the tips and the
Speaker:things that Jim was talking about. Maybe it's to reach out to Jim. Whatever it
Speaker:is, I want you to choose one thing and do it today. And in the
Speaker:meantime, keep moving forward. Never, ever give up on your big dream
Speaker:and the big impact and the difference that you can make in the world, because
Speaker:we're counting on you to bring your uniqueness and your gifts
Speaker:to the world. And Jim and I are here to support you. And in the
Speaker:meantime, this has been the Creative collaboration show with Chuck Anderson. My guest has been
