Selling Success Through Process With Mike LeJeune

Selling Success Through Process with Mike LeJeune

[00:00:00] Welcome to Sales Made Easy, a podcast or Business and Personal Growth.

[00:00:09] Now, here's your host, Harry

[00:00:12] Harry: systems and processes. That's what we're going to be talking today on the Sales Made Easy podcast with our great guest, Mike Lejeune, who is the president of Lighting the Path Training. He's an executive coach, a workshop retreat facilitator

[00:00:31] Harry: and he's a guy that understands the value of having systems and processes in place so your business can scale. So Mike, welcome to the Sales Made Easy podcast. What's a good word, sir?

[00:00:44] Mike LeJeune: Good connecting with you again. I love this thing about Sales Made Easy because in my mind, it's Sales is, is, is not simple, right?

[00:00:52] Mike LeJeune: It's a whole lot of stuff that goes into it, but you're trying to constantly put these, like you said, systems and processes in place so that [00:01:00] you can scale and you're not having to bang your head up against the wall all the time. Yeah, I mean, this

[00:01:05] Harry: is, I think a real challenge for people is thinking about a system and a process, right?

[00:01:12] Harry: If you've come from like certain types, certain fields where you might be very creative, you might not necessarily think that you actually have a system in place. But in sales, like for years, I didn't really view it as a quote unquote system, but everything about it is a system, right? There is a sequence of events.

[00:01:34] Harry: There's looking for your ideal client is having conversations and what types of conversations and bringing them down a path, which is clearly a system. So with you, sir, what comes to mind where someone who is. Has a smaller business and they're, they're thinking they want to scale eventually. What advice would you give to [00:02:00] people early

[00:02:00] Mike LeJeune: on?

[00:02:01] Mike LeJeune: Yeah, it's you're making me think about the time that I took over as vice president of sales for a company. I was, I was a sort of a business unit managers. I was, I was startup. There's starting up a brand new division within a company and the VP was being replaced and they said, let's go hire one.

[00:02:18] Mike LeJeune: And then one of the managers looked at me and looked around and says, you know, the person you're describing is Mike and the CEO of the time looked at me and goes, my gosh, you're right. You know, Mike, I want you to take this job on and I want you to go in and teach people to sell like you sell. And I went cool.

[00:02:34] Mike LeJeune: How do I sell because I had, I've not gone to a sales training course and it was just something that kind of evolved over time, you know, you're making enough mistakes and I'm not doing that again. Right. And what I found was that for me, and when I think about this from a sales standpoint. For most businesses and business owners, maybe look listening in on this, the find a [00:03:00] process that works for you from me and sales, the, the, the foundational sales tool that I found over the years was, is called spin, the spin selling process Neil Rackham's book.

[00:03:10] Mike LeJeune: And it transformed the way that I thought about growing business. And the reason for that, it moved me out of pitch mentality into questioning mentality. And I think that it is, if I were growing and trying to scale a business. You have to really move into that mode to be able to look at situation and ask questions about not just the client's needs, but also about what you're trying to deliver, whether it be product or services and every aspect of our business.

[00:03:39] Mike LeJeune: Is driven by a system, it's the question is how effectively are if you think of you and I were talking about McDonald's, right? They have a system. They've got a system of first of all, of producing the product, but they also have a system of being able to bring. Customers in the door with their outreach, [00:04:00] unfortunately, for me, their system was predicated on giving kids toys early on, right?

[00:04:04] Mike LeJeune: My daughter wanted to go to McDonald's, not for the food. She wanted the toys and we lived in McDonald's, but they have a system that that's in place with that. Yeah. So good.

[00:04:14] Harry: And this, you know, I love the book spin Selling by Neil Rackham is incredible and it's still valid today. I

[00:04:23] Mike LeJeune: mean, it's totally is.

[00:04:24] Mike LeJeune: It's right. It's, it's, it's, it's over, it's over. It's called Overarching Principles. Mm-Hmm. It's like you, you're selling the Dignity book, right? Yeah. You know, the, the, it's foundational truth. That is overarching principles, it crosses industries, it crosses timelines, you know, it's the same thing when you look at spend selling.

[00:04:42] Mike LeJeune: And when I think about it, the, the, you're asking about putting systems and processes in place, the, the focus needs to be on, on leading indicators versus lagging indicators. McDonald's works on not the dollars that are in the cash register drawer, that's a [00:05:00] lagging indicator. What McDonald's works on is all of the steps that it takes.

[00:05:05] Mike LeJeune: In order to get the dollars in the door from the attraction of people to the production to the logistics. If you're going to pick 3, 3 categories to work with all businesses have steps that are the you take in order to produce the end results. And what happens is most of us, you know, not only for ourselves, we focus on on the lagging indicator, but what we don't do is we don't develop a culture within our organizations to have our team looking at what are the things that it takes.

[00:05:35] Mike LeJeune: That we need to do with excellence. In order to be able to achieve whatever product or service we're trying to draw, what are the steps or stages we need to go through so that they can push themselves so I don't have to be walking around like the lion tamer with a chair and a whip, trying to get people to do things.

[00:05:50] Mike LeJeune: Yeah, I mean

[00:05:51] Harry: There's so many things that are going through my mind here, but I used to work years ago for a fortune 500 company [00:06:00] and we would have forecast meetings. And I was not a big fan of forecast meetings because the best numbers were always in the forecast, not in the results. Right. And so people played the system and it was, I think that was a challenge is because it's real easy to play the system.

[00:06:22] Harry: And You can't get inside every deal. It's pretty difficult to do that as a sales leader. You have, there's has to be some trust, but it's pretty easy to pick up on the BS for lack of a better word there is to what's going to happen and what isn't. So for the smaller business though, where it's now you and maybe another person or a couple of people, it's a whole lot easier because then you can look at deals Versus looking at 8 or 10 or 20 people's deals, which is now you're looking at 400 possibilities and [00:07:00] there's not enough time in a month to do

[00:07:01] Mike LeJeune: that.

[00:07:01] Mike LeJeune: Yeah, but you bring you bring up a really good point with this area. The mistake that we make that I that I've made over the years is that if you look at. The, the example you gave your Fortune 500, the people are producing these reports, these forecasting reports, and a lot of times they produce numbers that they want to see.

[00:07:18] Mike LeJeune: Right. As opposed to, and the, the the, and I know early on, I, I made the mistake of going, putting forecast together. My, my numbers were this big, and my boss would come and say, no, you're capable of that. You know, much bigger than that. And I'm, yeah, but I wanna hit my numbers. No. And so we would have me go back three times to be able to come up with an accurate number.

[00:07:36] Mike LeJeune: What I found over the years. And what I encourage the people listening to or watching our discussion today is think in terms of what I call pulse points. What I mean by that is you talk about the deals that you're trying to manage in every transaction, in every business. That their pulse points that if these 3 things happen, it moves toward a successful [00:08:00] conclusion and the recruiting industry that I spent over 25 years building executive search and staffing companies what you have is that nothing happened unless a presentation was made of a candidate to a client and then nothing happened less.

[00:08:15] Mike LeJeune: A candidate was interviewed. Those are two polls points. Now, if I came into work every day and I looked at the submittals that were going out and I looked at the interviews that were taking place, I could tell you very quickly, what's the temperature of the revenue stream for my company, the future revenue stream.

[00:08:31] Mike LeJeune: And I also knew that from a sales cycle standpoint, we worked on about a 37 to 45 day sales cycle, meaning that we would start a project today to try to fill a job. And it would take normally about 45 days, 37 to 45 days to fill on average. So, so you look at from a systems in process, you go back and you study, look at what are the key things that if this doesn't happen, we're destined for failure.

[00:08:53] Mike LeJeune: Mm. Right, and you focus on that, and then you hone that down and you get your teams to, to focus on [00:09:00] that. It's, it's, it's the, the rule of three. The three's a really powerful number. If you think in terms of comedy the listen to your comedians that, that they, that the, that you don't see four or five things said to get to the punchline.

[00:09:12] Mike LeJeune: It's always three. It's a cadence that's boom, boom bop. Okay, , okay, you, you're looking at, or it's boom, bop, bop. So . And so I've studied this thing. What I found is that if every day. As a leader, if I could get the three things that are most important for me to, to, to, to be responsible for done, you know, to, to move the ball, that's over my shoulder over there, I see that, you know, to move, but, but I live with this is how do I move?

[00:09:37] Mike LeJeune: What are the three things I need to do to move the ball? Looking at this month. As, as an owner of a business, you're in a startup mode, you know, you, there's so many things you got to get done. You take a step back and figure out everything I get done, you know, what, what, what, where's the, if I don't get that done, so I can focus my attention to get that system and process worked out, whether it be [00:10:00] inventory, whether it be production, whether it be sales and marketing, so that, that you, you're looking at things from systems and processes.

[00:10:07] Mike LeJeune: So then what happens, you're managing. The numbers that fit inside of that system, the process you're doing, as opposed to managing the people. And it also keeps you focused because of the people that are listening to, that are followers of yours. They don't just have one or two things to get done in a day's time.

[00:10:25] Mike LeJeune: They'll put the best laid plan they want to, and they'll walk into work and the next thing you know, there's a phone call comes in and it's going to totally undo them. And they have to have something to come back to, to say, okay, but today I got to make this happen. And it's that, that sort of that hyper intensity toward driving things forward is, is really where the successful success comes from, especially as an entrepreneur.

[00:10:47] Mike LeJeune: So

[00:10:48] Harry: good. Okay. So now that I have you and your mind is clearly a, is different for a lot of reasons than mind. I'd like to hear from [00:11:00] you, the value of a entrepreneur or someone starting a startup. About them being the sales person, but them selling, it's critical,

[00:11:13] Mike LeJeune: right?

[00:11:13] Harry: Okay. So talk to me about that and maybe how do we help that person become more system focused, if you will, on sales.

[00:11:22] Mike LeJeune: So our three, three, three steps that I think that if I'm owning my business, cause you gotta, I'm not hardwired to be in sales. I'm hardwired to be customer service. That's looking back. I didn't know that. I made a career in sales, but looking back on it, it was because I had to just push the heck out of myself.

[00:11:37] Mike LeJeune: But what I found is, and the coaching that I do with, with somebody who's a business leader is that the first thing you have to look at is that you can't be doing it all by yourself. So you got to constantly be thinking of what's my network. I got to every, every week I got to build my network, my connections of people that that can help expand my reach.

[00:11:58] Mike LeJeune: Right. And what I mean [00:12:00] by that is you want to, yes, you want to have a banker, a CPA, and a, you know, attorney that, but, but, but beyond that, if you're involved in some service sector, who do you know, who may actually be a competitor, you know, are you involved in a trade association so that you have opportunities every month or every quarter to step out of your business so that you can work with them?

[00:12:21] Mike LeJeune: Right. On your business and not be trapped in your business, so you're constantly trying to expand, expand the network. Number two is what I found that in most, especially if it's a service oriented business, you'll find that a large percentage of your revenue is coming from referrals. If you're running a quality service business.

[00:12:41] Mike LeJeune: It's it's going to be probably the largest revenue stream, not 100 percent of it, but a large part of it. So if that's the case, then your network is going to be a large part of feeling. And so if somebody is not wired like I was. To be in sales, I was fortunate that I would connect with somebody and what [00:13:00] can I do to anchor my relationship with, and the best way to do that is find ways to connect with them to get to know about them.

[00:13:08] Mike LeJeune: What is it I need to know about? What do I know about them personally? What do I know about what they're doing? So now what happens is, is I'm making so called sales calls. What I'm doing is I'm, I'm making investigative information calls about I love, I love this time of the year. Favorite sales question asked.

[00:13:25] Mike LeJeune: Hey, you're staying in town for the holidays, you're taking the family out, you know, because yeah, because what it does, it gets that person to talk to you. I love spring, you know, why? Because they get to talk about summer vacation. Yeah, didn't place it. Now, the beauty of it is you make a note so that you call the person back in January, February goes, Hey, how was your Christmas trip?

[00:13:42] Mike LeJeune: They're blown away that you actually remember that. Right, but it's a personal, it's a personal connection. So there's a network part of it. Number two is recognize that when, when, that when you're selling and you're trying to grow your business, that as the owner, you have to [00:14:00] strengthen your saw. To be able to produce revenue because if you don't then you're relying upon other people or things outside of your control.

[00:14:08] Mike LeJeune: You have to be the person who's a catalyst. That's my dad. My dad really gave me that word, you know, he looked at me one day. He says, Mike, you're a catalyst. I'm going pop. I didn't know you, you know, from South. He spoke French before he spoke English, but he's really bright guy. And I loved, I loved these analogies he came up with, and I said, tell me what you mean, because your job is to go in there.

[00:14:29] Mike LeJeune: And because of your interaction with, with two people, something happens. Oh my goodness. So good. So think about this as a leader of an organization, you have to be the catalyst to be able to make things happen. And so and the, what I found because of the, the kind of the example, you said that sometimes people have a hard time selling and but they're leading, they need to, they put the wrong definition.

[00:14:51] Mike LeJeune: To success in the sales process. And what I mean by that is that if you're, if the definition of success is making the sale, you're going [00:15:00] to fail about 95 to 98 percent of the time. But if you shift your definition to when I connect with you, what have I learned from this conversation about you, about your business, about the marketplace?

[00:15:11] Mike LeJeune: What I've learned from that now, I flipped that around and I'm going to find 75 80 percent of my time. I've got success with my interaction with you. And so now I'm shifting the hesitation that I found that people have in that circumstance where they don't feel comfortable in sales is because of the word rejection.

[00:15:30] Mike LeJeune: Right, and I love this analogy. You know, they're afraid of, I call it nono, right? No, no. I said, look, take, take Nono and convert it by sticking some, some letters on either side of it. Take Nono and con convert it to not now. Yeah, right, right. Because what happens is I'm interacting with you today, and I, we don't have time to go through the list of, of, of opportunities that, that I was able to, to bring to a successful conclusion that Hillary took.

[00:15:56] Mike LeJeune: Weeks, months, some even years, but they have a [00:16:00] tendency to magnify themselves. Oh, that's

[00:16:03] Harry: so textbook, Mike is

[00:16:05] Mike LeJeune: so good. I mean, I

[00:16:07] Harry: just love this conversation because it's just, it's like the podcast sales made easy. The sales does not need to be gross. It's just having conversations, finding out what people need and you take away, I'm not bothering.

[00:16:25] Harry: I'm finding out if they need something or how I can help them. So sometimes it may not be tied into our product or service,

[00:16:33] Mike LeJeune: right? But you talk to me, make me think about as a conversation I had with somebody yesterday who was going out on an interview. Executive, he's looking at your role and my conversation with him, we're talking about his amazingly talented person.

[00:16:47] Mike LeJeune: I mean, I mean, literally gifted with his experience. Oh, you mean like me? Very good. That's what that's what that's why I thought of this guy. I thought of this example. He was but we were, we were talking about the fact that he and I shared something. My [00:17:00] wife refers to me as as the best kept secret.

[00:17:04] Mike LeJeune: I'm the world's worst self marketer, and I teach this stuff, right? But what happens is we get caught up in this situation where I don't want to be perceived as pushy. I don't want to be perceived as that sales guy, right? That's only interested in himself who doesn't care about me is only trying to make a buck.

[00:17:23] Mike LeJeune: And so I've gone through great extremes to try to not make that happy. But what happens is if you can convert the mindset of what sales is, it's a relationship and it's a, right. It's kind of like, I'm trying to take it to a dating type of thing. If I go out on a sales call, okay, excuse me, if I go out on a date and I walk in the door with a woman that I just met, and I say, would you like to marry me?

[00:17:49] Mike LeJeune: That date's not going to go real well. There's a process that I have to go through to get to know her and her to get to know me. And the challenge we have in today's time is [00:18:00] that, that everything's sort of super like now, now, now type of thing. And so what we have to do is you again goes back to systems and processes.

[00:18:06] Mike LeJeune: I have to have a way of going in and vetting you. And how quickly can I find out your wants, needs and interests? Even as simple as like on LinkedIn, if I want to connect with you, I can't go in there and say, let me tell you, I'm, I'm, I'm, I'm a leadership, the development experts, what it is, what I am, you know, what I need to do is say, Harry, the reason I would like to connect with you is I understand that you have an art, you're an author of a book that is really talks about sales from the heart, not the head, and I'd love to connect with you.

[00:18:34] Mike LeJeune: Do you think I've just increased the chances that you're going to want to connect with me big time? Because it's about you, not about me

[00:18:41] Harry: big time. This is so good. And it's this is this is an opportunity here where I can share. You've got me so excited by this conversation. So I'm in sales. And this happens way too often.

[00:18:56] Harry: You are everything that I believe in, you're [00:19:00] saying. I am this same way. I am all about serving. I do not want to be viewed as a pushy salesperson. I will hold back longer than most people will be to ask for the order. I'll still ask. But the thing that I was thinking about here is that I feel my body. I feel the excitement hearing this.

[00:19:19] Harry: And this is where in selling, we just need to bite our tongue. We need to just breathe and say, I've got to let this guy finish. He is selling himself on what I sell. And even though this is, this is just related to the podcast, it's just for me to share when someone is very excited, they're passionate, they, you know, they have a problem.

[00:19:47] Harry: They want you to sell to them. Do not interrupt. Right. The lesson here that I want to share is that as excited as I am, I have to let you [00:20:00] finish. And just breathe and relax. This is the thing too many people get caught up in sales. And say, this guy needs what I've got, I'm ready. And they pounce.

[00:20:14] Mike LeJeune: Oh, I love this.

[00:20:14] Mike LeJeune: You know, my example, I love using on this. It's like going to a doctor, right? You're not feeling well. You walk in a doctor's office and you say, doc, I don't feel well. And what he does is Mike. Okay. Here's a little blue pill. Take it. Right. what type, what type of, yeah. I'm glad you laughed on that. So my wife doesn't like when I use that as a joke, but anyway, but the, the, at the end of the day, I, I, you know, my doc until he retired was, was Roger Schultz and this guy, I would walk into his office, I'd sit and talked to him and he put his, literally take his chair, lean up against the wall.

[00:20:43] Mike LeJeune: And he said, then he talked to me to ask questions and and, and then he'd changed the subject. He would come back and ask other questions and he, I felt like it was the only patient. And whatever Roger told me to do, to take or whatever, okay, I did because he spent the time [00:21:00] diagnosing. And that's what you're describing to me to say.

[00:21:03] Mike LeJeune: That's what the sales process is. I cannot sell you something unless it's just some kind of a low transaction. Right? Right. Yeah. I cannot sell you something that you don't need slash don't want. I can't do it. My job is to go and understand what you want and what you need. And that's what you say that they sell themselves.

[00:21:23] Mike LeJeune: I'm not sure as much as they're selling themselves as you're discovering what they're true. You know, issues are and so the roadmap becomes evident to both you and them because you're able to share information with them that fits in line with their decision making process. Yeah, and then to me, that's when we're trying to scale a business, we're trying to attract customers.

[00:21:44] Mike LeJeune: That's that's the art. That's the space we need to play in. Yep,

[00:21:48] Harry: exactly. I was talking to someone earlier today and they said, well, you know, the owner could always outsource the sales. And I, you know, that's [00:22:00] always an option, but you lose, like you mentioned, well, I'm going to ask you, what is the downside

[00:22:06] Mike LeJeune: of doing that huge, especially when you're a startup, especially now in today's time, there's resources that you can do.

[00:22:12] Mike LeJeune: You can go in and you can bring in call centers. You can do other things that are lead generation magnets. That's not outsourcing sales. That's outsourcing the, the attraction of the development of leads. Which is more of a transactional, it's a grinding type of thing. And I think there's Samaritan, there's, there's Samaritan that if it works with you Yep.

[00:22:31] Mike LeJeune: But you're still responsible for taking and formatting and being able to drive today's automation. Can you automate the sales process? Mm, yeah. Probably for a few businesses. Mm-Hmm. , most businesses you can't, you have to have somebody shepherding that. And so to me, from as, as a business owner.

[00:22:51] Mike LeJeune: Right. I have to be the tip of the spear, which is the person either driving the lead generation. I got to drive the lead [00:23:00] generation. Then I got to drive the follow up process. I got to be the person involved in each one of those stages. To make a decision of where do we now put a human mind from my company and pull it from outsourcing and bringing, bringing it in house.

[00:23:15] Mike LeJeune: I'm not old school and you aren't either. I mean, cause it's like, you know, I got more technology in this room. I no longer have an office. I got a studio. So I'm a huge believer. And that, but, but if your business has any type of service aspect of it, where you're interacting in a human being to human being in some form or fashion, you got to be very, very careful about, about making sure that you're managing the integrity of the interaction that you have with the prospects and customers that you have, so that you're building trust with all transactions.

[00:23:48] Mike LeJeune: And you only do that when you can move from a pitch mentality into a probe mentality through the sales process. Yeah, beautiful.

[00:23:56] Harry: And what do you suggest for the [00:24:00] entrepreneur who is great at a craft, maybe is a marketing genius, maybe, whatever is great accountant and they start their own business and zero sales, not zero, but limited sales skills.

[00:24:16] Harry: What's your suggestion for those people who have never really been in the selling side of

[00:24:24] Mike LeJeune: the business? You know, the example you give is like there is an accountant who has minimal sales skills. That's where the network is going to become just that much more profound. But, you know, so you, you have to go out and establish relationships with people who are, who are bankers.

[00:24:40] Mike LeJeune: You have to go and establish relationships with attorneys. You have to think of who are the people who might have clients who would have a need for somebody with your particular service that you're trying to provide. And it's, it's in today's time, That's high value because the banker is going to want to have relationships with people that can refer people back to the bank.

[00:24:59] Mike LeJeune: And so [00:25:00] that's it. So it's not a user relationship, but it's a connection relationship. But just as you were asking that, I think it's a step that goes before that. Okay. And the step that goes before that, that might be helpful for somebody who's not feeling strong in sales is to get out a piece of paper, right?

[00:25:17] Mike LeJeune: And the right their company name on that piece of paper on on 1 side. Thank you. And then think about what is it that separates me from the other CPAs, the other bankers, the other lawyers? What is it that separates me from them? And sit down and build a list, right? And you can't say, the disadvantage of course is length of time in the business.

[00:25:41] Mike LeJeune: They got more than I do. I've never selected an accountant based upon the numbers of years they've had. Because no matter, it's like myself, I would go out and try to sell the fact our company is a 25 year old company until I found out that my competitors, there was four, you know, there's Burnett, there's you know, [00:26:00] Liberty, there's Richard Wayne Roberts, they were 28, 29, 32, 33, that's not a differentiate, you know, it has to do with, with, with, with trying to find out from a value standpoint, if I'm a CPA, can I narrow the market down and go after a niche that will help me be able to service it.

[00:26:20] Mike LeJeune: The clients in a better way because I just simply know a little bit more about that, particularly the type of industry, geographic location, tax issue, something on those lines. It's I love this guy that I'm I met recently. Walter Bonds played for the Mavericks. He's a professional speaker and he's got this.

[00:26:39] Mike LeJeune: I love his name. There's riches and niches. Yeah. Today's time the internet makes you feel like you, you got to try to be something for everyone. And it's the exact opposite of Seth Godin, one of the global leaders when it comes to marketing. You know, Seth's name, you know, he's the one who said, build a list as big as you can.

[00:26:56] Mike LeJeune: And now he says, shrink the list as fast as you can to find [00:27:00] as few people as you can to really, really believe that Harry Sprite is this, he's, this is the guy I want to listen to. Build, build that community. I get that connection now.

[00:27:11] Harry: Wow. This is so good. All right. So you, you have hit so many home runs here, Mike.

[00:27:17] Harry: I certainly appreciate it. Where, when you started your business and going out on your own, what, out of all the things that you said, what did you say or do that got you moving the fastest,

[00:27:31] Mike LeJeune: would you say? Can I edit the question and answer the question? What do I wish? You can edit all of my questions

[00:27:37] Harry: because yeah, they're

[00:27:38] Mike LeJeune: a little choppy.

[00:27:40] Mike LeJeune: No, no, no, that's not it. I want to flip in the other direction. It goes back. What I wish I did earlier than I did now. Cause once I started doing it, it started moving back into, you know, do you have a CRM system? Do you have a customer relation based? And I don't care if you're a fast food place, it doesn't matter what you are.

[00:27:59] Mike LeJeune: Do you have a way of [00:28:00] being able to track? The people who are your best clients, you know, and to be able to look at using data to be able to continue to reach out to them. There is tremendous value in having a an area, a database that you can electronically put information out to the community in your space.

[00:28:22] Mike LeJeune: And because of what I find out now that because that fits into social media now, whenever I. I've started this year. I know I've got gray hair, but guess what? I'm doing reels now. Okay, nice. I'm doing reels. And what's happening is the number of people that are seeing them is it's growing. But when I first did it, I think my brother and my cousin on loan and saw it, but yeah, but, but as I Feed it into the, this, my, my, my database that's starting, it's starting to take off, but that, that database is, is, is a critical aspect of having a good CRM system to be able to collect the information because now you're, and you have a systems and [00:29:00] process around that we're going back to where we started from, that you can manage the data that's going in.

[00:29:04] Mike LeJeune: So you can see what's going on because that's going to help you to scale your business. I think in profound ways. No, it's very nice.

[00:29:10] Harry: Such great advice. You are right up there with wisdom, like chat GPT, sir. I mean, just a little humor, but it's funny. I put in with chat GPT for what are the things that a business really needs to do from the beginning and website CRM email campaigns, whereas right at the top of the list.

[00:29:33] Harry: I mean, I don't remember the rest, but it's just, You nailed a lot of that and just tons of value in this conversation. Definitely have to hit rewind if there is rewind anymore, but replay back to hit that back arrow and replay a lot of this because there's tons of value in it. So Mike, where can people find more of your brilliance,

[00:29:54] Mike LeJeune: sir?

[00:29:55] Mike LeJeune: If you, if you use the word wisdom and brilliance, my brother would argue with you tremendously on this. [00:30:00] I just need to know that. So I'm going to call him as soon as I get off of this call. The I the name of my company is lighting the path. So you can pick me up on the internet and lighting the path.

[00:30:10] Mike LeJeune: net. You can also get catch up with me on YouTube. I've got a YouTube series called strategies for tomorrow's leaders. And you may actually, if you, if you, if you go and look in the last couple of months, you may find an interview that I've done with this famous warrior by the name of Perry Spate.

[00:30:25] Mike LeJeune: So that it was one of my favorite interviews. So I've got that in them also. I'm on, Spotify. I've got a podcast series also. So look and you can find me on Amazon because of the book that I wrote called equipped to lead the extraordinary power of emotional intelligence.

[00:30:41] Harry: This guy is omnipresent folks.

[00:30:44] Harry: I want to be like Mike. Or is that about another Mike? But

[00:30:47] Mike LeJeune: anyway, this has

[00:30:49] Harry: been great. We'll put a bunch of that in the show notes for everyone. So great stuff, Michael June, keep up the good work and inspiring people. Great, great,

[00:30:56] Mike LeJeune: great stuff. Harry enjoyed this tremendously. Thanks for the invite. [00:31:00] You got it, man.

[00:31:00] Harry: Talk to you soon.

[00:31:04] Thank you for listening to Sales Made Easy. If you found value in our conversations, please subscribe and leave a review. We'll be back soon with more insights and inspiration. Until then, keep serving and providing value to others. Good things will happen.

[00:31:26] Thank you for listening to Sales Made Easy. If you found value in our conversations, please subscribe and leave a review. We'll be back soon with more insights and inspiration. Until then, keep serving and providing value to others. Good things will happen.

[00:31:45] Thank you for listening to Sales Made Easy. If you found value in our conversations, please subscribe and leave a review. We'll be back soon with more insights and inspiration. Until then, [00:32:00] keep serving and providing value to others. Good things will happen.