Guests: Michael Maher, Daniel Ramsey
Recorded: October 1st, 2020

Excerpt

It’s true. This year there are many business owners (CEOs, entrepreneurs, agents, and brokers) who are having their best year EVER. Are you? In this information-packed session with bestselling author Michael J. Maher, you’ll learn real examples and get answers to:

  • How successful businesses adapted since the lock down
  • Why they are experiencing such dramatic growth
  • What they are exactly doing to grow their business (Systems, processes, operational structure)
  • Find out how it’s time for you to shine!

Transcript

00:00:01:14 – 00:00:30:21
Daniel Ramsey
My name is Daniel Ramsey. I’m the founder and CEO of my our desk. We’re a virtual assistant company. And what we do is we help businesses get leverage in their business. Really excited about today. We’re going to talk about my business strategy and also about having our best year ever. A lot of what I’m going to talk about today is specific mod stuff, but we’re we’re lucky to have Michael Mayer coming in.

00:00:31:06 – 00:00:54:17
Daniel Ramsey
He’s going to jump in in about ten, 15 minutes and then go through some of his tips for success and having your best year ever. This is literally my the origin story of my out as my I just gotten married. My wife and I were on honeymoon in Guatemala, so we were at a Francis Ford Coppola resort in Guatemala.

00:00:54:17 – 00:01:27:03
Daniel Ramsey
And these in this beautiful, beautiful rainforest, there are monkeys we swing in from the trees, bungalow, fresh fruit drinks, a huge water lake in front of this, the bungalows, the outdoor bungalows. And I found myself on my honeymoon working at one in the morning. I was literally at the bar working. The bartender comes over and takes my phone away and starts making fun of me in Spanish.

00:01:27:03 – 00:01:53:04
Daniel Ramsey
He’s a stupid white guy. What’s wrong with you? Beautiful bride back in the room and there I was, working on my honeymoon. At that moment, I knew something had to change. Something had to shift in how I was doing work, what I was doing for business, how I was working, who was on my team. I knew I had to go back to the lab and recreate everything in my business, and that’s exactly what what I did.

00:01:53:12 – 00:02:18:02
Daniel Ramsey
So over that next two years after getting married, I was hyper motivated because I wanted to, number one, stay married. Right. And then number two, I wanted the business to run without me, meaning I wanted to not have to be there every single day. And so that one day I might have a family, one day I might actually own a business rather than having a business owned me.

00:02:18:15 – 00:02:54:20
Daniel Ramsey
To be clear, the world of being an entrepreneur is massively hard. If you’re looking at the slides right now or if you’re if you’re driving, don’t look at the slides. But if you’re here with us on screen, what I’m showing you right now is 96% of all businesses basically never get over $1,000,000 in revenue. 96%. 90. And of those 96, 60% of them, more than half report to the IRS that they made $0 no money, which is which is just insane.

00:02:54:20 – 00:03:17:12
Daniel Ramsey
And it’s crazy. And so what are what’s the difference between businesses who make over $1,000,000 and those that make under $1,000,000? We’re going to go over that today. I’ve got a quick worksheet for you to follow or to actually go over. It’s the worksheet that I’ve used every single time I help a business, regardless if it’s a brand new startup.

00:03:17:12 – 00:03:41:19
Daniel Ramsey
And literally last week I was talking with a gentleman. He’s the CEO of a company doing $300 million in revenue, literally 5000, 5000 employees. The company is doing $300,000 in revenue. And this form that I’m going to share with you today is the exact same form that I walked him through in order to determine what his next best steps are.

00:03:42:13 – 00:04:07:03
Daniel Ramsey
And that’s what today’s focus is all about, is what’s our next best steps? Some context for you. Every business that I’ve ever ran into in these three categories, I do it, we do it, they do it. What’s challenging is in the we do it like I was on my honeymoon and literally I was the I do it. I had a team, but I was still doing everything meaning I was involved in everything.

00:04:07:11 – 00:04:27:23
Daniel Ramsey
And so the the shift here when you’re going from an I do it to a we do it is really building systems and processes and then at some point you get to the they do it where it becomes all about people and vision. So I’m really excited to share today some of our methodologies. This is stuff that we’ve developed over the last 13 years.

00:04:28:04 – 00:04:55:00
Daniel Ramsey
What’s crazy, too, is we’ve helped. We’ve literally hired 6000 virtual assistants, like 6000. Imagine that for just a second. We’ve had helped 6000 businesses find leverage and grow. And and that’s what I’m most passionate about, is working with each of you, understanding what your challenges are, how we overcome those challenges, what we need to do to build systems and processes in your business today.

00:04:55:00 – 00:05:16:24
Daniel Ramsey
And then how do we grow and scale to that end? If you’re listening right now before Michael comes on and before we get into the document, the form that we’ve used, you know, probably 30, 20, 30,000 times because we’ve done so many consultations with business owners. Before we do that, I want to give you a free gift. This is a book I wrote last year.

00:05:17:19 – 00:05:40:08
Daniel Ramsey
It’s called Scaling Your Business with My Virtual Professionals. Now, if you’re listening, if you’re listening and you’re driving, don’t look. But if you’re listening and you want to get on your cell phone real quick, all you have to do to get a copy of this, we’ll give you a Kindle version or a PDF is text text SVP. So scale with virtual professionals.

00:05:40:11 – 00:06:06:16
Daniel Ramsey
SVP 231996 and you’ll get a complete free copy of our book. I personally put 13 years of my heart, love, soul, everything that I have into this book so that when you hire a virtual assistant, not only are you supported, but you know all of the things that you have to do in order to win. With my outlook and also win with virtual assistants.

00:06:06:16 – 00:06:26:16
Daniel Ramsey
That’s really the end goal for this this this book. So, again, I’m just going to give it to you one more time. What you want to do is text in the message you put s VP. So it’s Sam, Victor, Paul, and then in the number, what you want to do is the number is 31996 to get a copy of that.

00:06:26:24 – 00:06:53:13
Daniel Ramsey
I’m going to jump right now out of slides. I really thank you guys for following and being with us today as we’re doing this. And then I’m going to share our methodology called Double My Business. And it’s it’s basically the thing that I last week literally sat down with a company who was literally doing three, $300 million in revenue and had 5000 employees.

00:06:53:13 – 00:07:12:13
Daniel Ramsey
And this is the form that I had him fill out. So I’m just going to share my screen now. This is our form. It’s called Double My Business. And if you’re with us right now, what I would encourage you to do is just grab a piece of paper, just grab some document. You can do it on a maybe on your computer.

00:07:12:13 – 00:07:39:00
Daniel Ramsey
I notes, maybe you can do it on your cell phone if you have one note or something. But what I want you to do is think about what last year’s revenue was, 2019, whatever your 2019 revenue was. Go ahead and put that right here. And in your document, in your Excel, whatever you’ve got with you, and then what your revenue is for this year, year to date.

00:07:39:00 – 00:07:56:10
Daniel Ramsey
So September is basically over. We have two or three more days before the end of the month. So the first three quarters of 2020 is are basically over. Thank goodness. Oh, my gosh. 2020 was a weird year. We all want it to be over.

00:07:58:10 – 00:08:44:07
Daniel Ramsey
But here’s the point of doing this exercise. You can’t you can’t ever get somewhere without first knowing where you started. And so in this first part, we’re basically looking at your revenue and figuring out where you are, where we were last year, where you are year to date, and then what your goal is for next year. One of my favorite stories is every time a billionaire buys a sports team, the very first thing that that billionaire does is figure out who he’s going to hire to get him to the Super Bowl or to win the pendant or to, you know, win any sports team goal.

00:08:44:07 – 00:09:07:17
Daniel Ramsey
Right. The very first question that they ask is, who do I need to coach this team? And in business, we’re no different. The only thing is being an entrepreneur, we all think, I need to do it. It’s got to be me. It’s that it’s that us kind of love. It’s that us kind of presentation where you have to say, Hey, I, it’s not me, it’s who do I need on my team?

00:09:07:17 – 00:09:27:00
Daniel Ramsey
So this form who is on your team is going to be the most important question that you can ask, especially if you have big goals. So if you have a large goal of sales, you get to write down basically write a T on your form, and then on the left hand you’re putting sales and marketing. On the right hand, you’re putting operations.

00:09:27:05 – 00:09:52:02
Daniel Ramsey
And if you have a huge goal in the sales world, then what you want to do is you want to say who’s on my team and who’s going to help me get to that huge goal? Michael I’m going through. Thanks for joining us today. I’m going through our double our business strategy call. You know this form because I’ve done this form with your group at your conferences and I was just telling them last last week, I sat down with a gentleman.

00:09:53:01 – 00:10:19:17
Daniel Ramsey
He had 5000 employees, 5000 employees and $300 million in revenue. And this is the form that we filled out together to figure out what his next steps were. Now, he’s obviously not hiring he’s not hiring salespeople or marketers because he has VP’s who run those things. But wild enough, who’s on his team. It changed from who’s on his sales team and marketing team to who’s on his leadership team.

00:10:19:23 – 00:10:40:12
Daniel Ramsey
So he started putting who’s on his leadership team. Do I have the right player and VP of Ops? Do I have the right player in sales? And this is that form that we discovered his next three steps. And and what I love about this form is it’s a very clear way to say, oh, my gosh, I’m not going to hit my goals unless I hire this person.

00:10:42:12 – 00:11:02:16
Daniel Ramsey
So if you’re if you’re on this, we’re going to move into Michael’s presentation in just a second. But if you’re on this document, the next question is what does your revenue generation system look like? How do you drive the revenue? Who’s on your team? And then how do you drive revenue? And then what are the three challenges inside of your business today?

00:11:02:24 – 00:11:25:03
Daniel Ramsey
These are challenges that if you remove them, you would absolutely grow and you would absolutely scale. And this is the difference between people who want success. They actually write their goals down. They describe who’s on the team. They figure out how they grow and scale their business, and then they remove obstacles inside of their business. And so if you’re listening, Michael, thanks for joining.

00:11:25:03 – 00:11:29:07
Daniel Ramsey
I’m going to stop sharing. I know we have some we’re going to talk about success.

00:11:29:16 – 00:11:50:24
Michael Maher
Well, thank you. That was fantastic. That’s one of my favorite one sheet forms in the world. It literally will help people go from like confusion to clarity and in a matter of minutes. So I think, first and foremost, thank you so much for having me on. I can’t wait to deliver the goods and this is going to be a lot of fun.

00:11:50:24 – 00:12:21:00
Michael Maher
It’s one of those where. So what have I been doing this year, 2020? Is this the best year ever? Best year ever? Are you kidding me? Yes, this is the best year ever. Now, that doesn’t belittle or take away what COVID 19 has, has done and those that have gotten it. And, you know, everything from the murder Hornets to the riots to the hurricanes, to, you know, the things that make a year, a year and made 2020 so difficult for many.

00:12:21:11 – 00:12:52:10
Michael Maher
And I come from a background where I want to study not the sick, not the ill, but if I want to be healthy and I want my business to be healthy, I want to study the healthy and I want to study the good and I want to study the people who are having the best year ever. Yes, we have lots of clients, lots of coaching clients, and we have seeked those who are having their best year ever.

00:12:52:17 – 00:13:19:05
Michael Maher
This year, 2020, we have a gal who was the real deal of the century. Think about that for a second for her company. And yet she is having her best year ever. So I’m here today to share like how you can have your best year ever no matter what business you’re in. And that’s another thing I just want to relate to is if you’ve read seven out or if you’re familiar with my background, I’ve owned a real estate company.

00:13:19:05 – 00:13:53:04
Michael Maher
I have also owned many other companies, including How to Invest in an Ally, which are in a in your 401. K how to do a lot of things. I’ve had about 15 businesses sold most of those businesses and currently run one of the top training companies in the country. And it’s one of those where what I’ve done is I’ve taken all the best ideas from all the different professions and rolled them into my system called the seven all system, which helps you generate tons and tons of referrals.

00:13:53:04 – 00:14:15:08
Michael Maher
And my real estate business, the average agent gets five or six referrals a year. I was getting 500 to 600 a year every single year like clockwork. So the path that I want to lead you down today is I want to talk about how do you have success in 2020? And I’m going to use an acronym for success.

00:14:15:08 – 00:14:40:02
Michael Maher
So it’s easier to remember and I don’t have to switch to a PowerPoint or back and forth. We can get your question. And here’s the thing. We’ve got people live right now on this. If you have questions, please do me a favor and ask those. I’m here to answer those questions and look forward to it. So I’m going to jump right into like, how can we maximize our success in 2020?

00:14:40:02 – 00:15:05:17
Michael Maher
So the first s in success is structure and it’s like, how many of you are really looking forward to your kids going back to school? You know, if, like, if there is one thing that we found out during quarantine and COVID 19 and stay at home orders is that we are not really good teachers. We are not really good at playing school.

00:15:05:17 – 00:15:32:18
Michael Maher
We aren’t very good. That’s what most people have found out. Why is that like and why do we look forward to our kids? It’s structure. It’s like, Oh my gosh, we get some structure back. And I’m telling you right now, I begin the word success with structure for a reason because structure is the key unit. But here’s the thing maybe you don’t have the school to create that structure for your kids.

00:15:32:24 – 00:15:53:14
Michael Maher
So what did a lot of people do to cope and to start getting some sense from the chaos when it came to having their kids at home? You know what they did? They created a structure. They literally took a piece of paper and they wrote out, you know, Johnny from 9 to 10. And doing this 10 to 11, Tatum’s doing this 11.

00:15:53:22 – 00:16:16:24
Michael Maher
Guess what? If it works for Johnny, it also needs to work for you. You know, I know a lot of the people who who utilize my out desk and Daniel Ramsey services are entrepreneurs. And the cool thing about being an entrepreneur is you have all this freedom. I mean, like, you can do anything you want. You have variety is the spice of life and and it’s like you are your own boss.

00:16:17:06 – 00:16:37:23
Michael Maher
And therein lies the problem. You are your own boss. We have a crazy boss that is our boss and that is us. So what we do all too often is like we just react to everything. If client calls, then we call them back. If if we have a problem, we solve it. If we have a challenge, we hopefully solve it.

00:16:37:23 – 00:16:58:21
Michael Maher
But it’s one of those where what if we could take all this react of stuff and make it proactive and we see ahead and that’s what time blocking does. I’m telling you right now, if you haven’t implemented some form of time blocking, I’m not saying sit down and write down hour by hour what you need to do for an entire week.

00:16:59:05 – 00:17:23:13
Michael Maher
Now, would that be great? I think it would be great to know what your perfect week would look like. But I’m going to tell you that there is a central theme to everything. I’m going to talk to you about success today. Success is not a 180 degree turn. Success is not a 180 degree turn. Success is a one degree tweak.

00:17:23:22 – 00:17:50:15
Michael Maher
It’s a little tweak. It’s bringing on someone new for a few hours. It’s it’s making one little change. Don’t go out and run a marathon tomorrow unless you’re ready to run a marathon. What you need to do is first get up off the couch and then you can do a walk. And then after you walk, you jog a little bit during your walk and then you’re jogging the whole route and then pretty soon you’re ready to run a marathon.

00:17:50:19 – 00:18:24:11
Michael Maher
One of the biggest mistakes that I see is people try to go from a time block that’s empty to a time block that is completely structured and completely blocked off. And all they do is blow up. They can’t stick to it. So here’s my suggestion for you. Is tomorrow just block off one hour for anything you want? I mean, literally, if you want to block off one hour, that says nothing and you’re going to do nothing during that hour, I want you to just block off tomorrow for one.

00:18:24:14 – 00:18:46:01
Michael Maher
You got to stick to it to the whole hour. You got to do nothing or if you’re going to do handwritten notes or if you’re going to do phone calls, if you’re going to do whatever it may be, if you’re going to talk to my out there about getting another virtual assistant, which I highly recommend block off one hour to maximize that experience, whatever it may be, one hour, block it off.

00:18:46:01 – 00:19:03:12
Michael Maher
And here’s the thing. You might think, well, then you’re on the next day, you’re going to want me to block off 2 hours. Know what I want you to do is block off one hour and stick to it for four days and the way to stick to it is put it in your phone, have it remind you that you need to do that.

00:19:03:12 – 00:19:28:13
Michael Maher
Now, I want you to know some appointments don’t count because you know what you do. You show up to those. But I’m going to tell you what the definition of integrity is, what integrity I’m into. I have integrity. What do you talk integrity is not only keeping promises to others, integrity is keeping promises to yourself. So here’s a thing.

00:19:28:17 – 00:19:53:19
Michael Maher
You’re going to show up for appointments. You’re going to be all over for appointments. What you need to do is set an appointment for yourself and stick to it because you know what you’re like. Well, I’ll just miss it. Who? Who am I accountable to? I’m telling you something. You’re more accountable to yourself than you are. Anybody else you want more self confidence, you want more net worth, you want more like bravado.

00:19:53:19 – 00:20:20:08
Michael Maher
You want more, you want more lead, you want more business. It all goes back to those keeping promises to yourself. So set the hour tomorrow, put it in your calendar. And here’s the thing. You’re like, I don’t know, man. If my phone goes off, I may even just like click off and go do something else. Have a friend or an accountability partner who you’re going to talk to and they’re going to call you and hold you accountable.

00:20:20:12 – 00:20:41:16
Michael Maher
If you have a coach, have your coach hold you accountable to that one hour block for tomorrow, get some structure in your life. Rituals are so important. If you don’t have a morning ritual, you do, by the way. But do you want to improve your morning ritual? Look at the miracle morning for real estate agents. Look at American Morning work on your morning ritual.

00:20:41:16 – 00:21:05:14
Michael Maher
Here’s the other thing What’s your bedtime ritual or your pre sleep ritual or your evening ritual? Is there something you could add to your evening ritual? Rituals are so key. All of these are so key. These routines and these rituals and then structure. Because here’s the thing. If you don’t have structure, then what happens is chaos and reactivity.

00:21:05:14 – 00:21:32:12
Michael Maher
So the proactivity leads to confidence, leads to more business and so on, so forth. So structure is key. Now, do you in success is take care of you. And I’m telling you, I’m going to go not only physical, right? Take care of your physical self, wash your hands, wear your mask if it’s required in your area, take care of you, build your immune system.

00:21:32:12 – 00:21:51:09
Michael Maher
One of the most important things you can do is get plenty of sleep. And in fact, one of the things that ties to structure what if I could tell you the one secret to health, like the one secret to health that will allow you to live the longest and be the most productive. Would you want to know what that one secret was?

00:21:52:08 – 00:22:17:21
Michael Maher
The answer is yes, you would. Here’s the secret. Go to bed at the same time and wake up at the same time. You get to pick the time. But if you’re if you want to go to bed at 11 p.m. and you want to wake up at 9 a.m., do it every day. Do it every day. Stick to your sleep schedule if you want to go to bed at 10 p.m. and wake up at 5 a.m., then do it, but do it every day.

00:22:18:03 – 00:22:38:07
Michael Maher
I’m telling you right now, all the research, everything that you see out there, it says if you can set a sleep time and a wake up time, you will be healthier, you will eat better, you will drink more water, you will overall, you’ll be a lot healthier. You’re also going to have more energy. You’re going to be more productive.

00:22:38:13 – 00:23:18:09
Michael Maher
You’re going to be happier. And here’s the thing. The second thing on that that I really want to touch on that’s that’s big today is, listen, there is a lot of mental health issues right now that are going on in this country, and it’s going on because of isolation. You know, they called it social isolation. Social distancing. Listen, whatever you need to do to get through social distancing, whether that is being with friends that are six feet apart, if that is a zoom call, if that whatever it may be, take care of your mental health.

00:23:18:09 – 00:23:41:19
Michael Maher
And also, please know that this year has affected more people mentally than any year in the past. We have been told what to do and we have felt out of control more than any year that we can remember since 1918, maybe from the Spanish flu pandemic. So take care of your mental health as well as taking care of your physical health.

00:23:42:02 – 00:24:11:02
Michael Maher
Take care of you. Now, the first see with success is clarity. I’m going to give you a couple of clarifying questions. You might want to write this down. These are the four really clarifying questions that you can ask yourself on a daily basis, monthly basis, yearly basis, whatever it may be. But it will allow you to focus so that you can take the next step.

00:24:11:13 – 00:24:42:11
Michael Maher
By the way, I’m going to give you a bonus acronym. The acronym FOCUS is actually for Finnish one challenge until all success. That is the acronym for FOCUS, finish one challenge until success. And I’m telling you something, Focus is the key. Focus is the difference who we’re having the best year ever, the people who are able in all the chaos to focus where is our biggest opportunity right now?

00:24:42:11 – 00:25:07:16
Michael Maher
Now you can ask that from a personal standpoint or a professional standpoint, but what is your business’s biggest opportunity? Is it live events? Maybe not, right, because in many states you can’t even have live events. So maybe your biggest opportunity is in an online course or something that is digitally delivered. So another question that you get to ask yourself is, what is my biggest challenge right now?

00:25:08:07 – 00:25:36:22
Michael Maher
This is a question that we ask all of our coaching clients every single month. What is your biggest challenge right now? So what is your biggest challenge right now? So the next question is where do I have momentum? And this is the magic to the seven L system, what the seven L system does, the system that I designed to get repeat and referral clients, the seven L system, what it does is it takes a relationship and knocks it off.

00:25:37:03 – 00:25:58:01
Michael Maher
Inertia. Inertia just means there’s no energy, there’s no activity. A way to look at that is like is like a teeter totter, right? If you are sitting here on your teeter totter and they are sitting here on a teeter totter and you’re just sitting there facing each other, how fun is that? Well, the answer is not very much fun.

00:25:58:06 – 00:26:25:02
Michael Maher
And how much energy is there in that in that relationship? There’s none. But what if what if I took a bag of gold that I was holding? If I was holding a bag of gold, I would be down and the other person would be up. So I’d be down. They’d be up. Now when I take my bag of gold, which in this case represents massive value, I’m going to throw that bag of gold.

00:26:25:09 – 00:26:49:03
Michael Maher
They’re going to catch it. What happens to them? Right? What happens to them? They go down. What happens to me? I go up. Now, isn’t that interesting that I go up by giving massive value? First I gave value. I go up, they go down. Now what are they going to do? They’re going to reciprocate, which means they’re going to throw massive value back my way.

00:26:49:03 – 00:27:12:20
Michael Maher
So they throw it back, boom, like this. And now we have overcome inertia and now we have energy in the relationship. Now we have that energy in the relationship. What we need to do is keep it. So where do you have momentum? Where do you have momentum with a potential client? With a potential partner? Where do you have momentum in the marketplace?

00:27:13:06 – 00:27:33:11
Michael Maher
Where do you and I’ll give you an example. In the mortgage world, we have a lot of mortgage professional clients. The momentum in the market right now is refinances. But we have these clients that are just like, well, we want to do all purchase. We want to do all purchase, which is when somebody buys a house and not do it, it’s like, no, the momentum in the market is refining it.

00:27:33:11 – 00:28:14:16
Michael Maher
You get a refinance specialist, you hire an assistant to that person through my out desk. The buyout desk assistant is going to support your your your refinance specialist and the separate business is going to run along with your other business. So that’s been just one example of how we can have momentum and take advantage of it. And then the fourth clarifying question is, in a situation I’m going to I’m going to just quote Gary Keller in this case is where is the one thing such that by doing it, everything else we do is either easier and or unnecessary.

00:28:14:21 – 00:28:40:02
Michael Maher
So what is the one thing such that by doing it, everything else in your business or your life becomes unjust, disagree or easier. Like what is that one thing? And I will tell you, in a lot of cases in business, it’s referrals. You know, referrals is the one thing that makes all the other business easier. And a lot of the prospecting lead generation and follow up may be a little bit more unnecessary.

00:28:41:08 – 00:29:06:08
Michael Maher
So the second see and success is communication. We need to communicate more and we need to communicate better. This is not the time to hide your head in the sand. And, you know, think to yourself, I don’t know what to say. Listen, they’re your clients. They’re your people. They’re the people, you know, just call and say, how are you coping with everything that’s going on this year?

00:29:06:12 – 00:29:31:04
Michael Maher
And that’s your opening? And honestly, it’s one of those where when you communicate it in this way, you’re you’re just going to have more conversations, which I have to tell you, are going to lead to more business. The difference in more business is really more conversations. That’s the only difference. Well, what is a conversation? It’s a communication. And I’m telling you, you need to initiate the conversation.

00:29:31:04 – 00:29:53:03
Michael Maher
You need to create the momentum in a lot of cases, not with a sales call. You’re not calling to get business or to increase your sales or meet your quota. You’re literally calling because you care. And here’s the thing. Even if you don’t care, call and act like you care. Because I’m going to tell you, if you act like you care enough, you know what happens to you.

00:29:53:19 – 00:29:58:13
Michael Maher
You start caring. It’s an interesting dynamic. But I’m going to I heard.

00:29:58:13 – 00:30:04:01
Daniel Ramsey
Somebody I heard somebody say, just be human. Yeah, just be human.

00:30:04:01 – 00:30:25:05
Michael Maher
You know, that’s honestly I mean, Inman just had $7, one of the top ten books of all time and blah, blah, blah. And I was talking to the Inman lady, and Marianne was like, all I hear about seven all and like, this is the year of the seven our system and listen I that may sound self-aggrandizing I hope you don’t take it that way but honestly, we were built for 2020.

00:30:25:09 – 00:30:44:20
Michael Maher
That’s why all of our people are having their best year ever is because it’s about communication. But Daniel, could you imagine doing a sales call right now like the people on the other end are like, dude, we’re dealing with COVID 19, stay at home, like, What are you doing? Like, it’s really hard to be in sales, but it’s really easy to be in service.

00:30:45:05 – 00:31:00:17
Michael Maher
So yeah, communicate more, communicate better and honestly, the opener is, you know, how are you guys coping with with, you know, how’s your business, how’s home life? Is anybody is everybody healthy? I hope so. And that’s how you just start it.

00:31:01:02 – 00:31:15:21
Daniel Ramsey
At for a sales person is probably one of the best how to communicate conversations that I’ve ever. I mean, it’s probably the Bible on communication and for salespeople it probably. You love hearing that I’m sure Michael you love let’s grab that from Amazon and.

00:31:15:21 – 00:31:16:20
Michael Maher
Just Daniel.

00:31:17:13 – 00:31:36:12
Daniel Ramsey
Yeah let’s grab the link from Amazon. So everybody has a link to it in the notes. And if you haven’t checked it out and you’re in some way communicative with clients, it’s a it’s a great book to read. We all we all have a lot of time on our hands. Right. So it’s a great time to pick up a new read.

00:31:36:18 – 00:31:41:05
Daniel Ramsey
Let’s keep going, Michael. Sorry to interrupt, but I wanted to make sure everybody knew what we were talking about, you know?

00:31:42:06 – 00:32:12:09
Michael Maher
Oh, so you interrupted to sell my book? I mean, yeah. Any time you want to interrupt, just just jump right in, and and I will tell you that if you want to check it out, you can go to the book on referrals dot com, the book on referrals dot com or the link in the chat window and I will tell you, it’s one of those where, you know, we just went over 1005 star reviews this week and I still shake my head at the success that this book has had and the system has had.

00:32:13:02 – 00:32:35:21
Michael Maher
And Daniel, just to tie it back to kind of how we we went to this this interjection is that, you know, people call it the human approach to sales, right? Daniel Pink said to sell a human give and take by Adam Grant. And he wrote an entire like nonfiction research paper on the most successful people in the world.

00:32:36:00 – 00:33:02:14
Michael Maher
Well, what were they? They they were they were human. They were servers first. And I’m going to talk about that a little bit in a second. So the second seed of success, as I said, is, is communicate communicate more, communicate better. And I’m telling you right now, the worst time to communicate is the worst call you can ever make is call someone that is a past client or a current client or someone you know.

00:33:02:19 – 00:33:22:13
Michael Maher
And you called right after your competitor called. You don’t want that call. So call first. Be the first one to call them and check on them. And then you don’t have to worry about being second or third or never. So communicate more, communicate better. And then the E, this is a big one for me. And I’m telling you, this is this is me in a nutshell.

00:33:22:17 – 00:33:46:04
Michael Maher
And this is the key to success. This is really I mean, what’s the most precious resource in the world? Like, what’s the most precious resource that we have as humans? And it’s like people will say, well, money is pretty precious, right? It’s pretty limited. Well, okay, but time, I think the money is more like the ocean. And 99% of the people would say like time, it’s really time.

00:33:46:04 – 00:34:17:20
Michael Maher
We all have the same 24, 24 hours. But here’s the thing I’m going to say, it’s even more narrow than time. There is something more precious than time. And I’m telling you, the most precious resource in our lives is energy. It is energy. We only have so much energy. And I will tell you that we know people who have the same 24 hours in a day, but they mope around, they do nothing.

00:34:17:24 – 00:34:39:09
Michael Maher
They don’t take any action. Or you know what? Maybe they’re truly suffering from depression or whatever it may be. They have low energy. They need to get help. We and I’m telling you right now, all of us, you might think, oh, my God, Michael Meyer, he has all this. Listen, I’m always looking to get more energy. I’m always looking to extend my energy window.

00:34:39:13 – 00:35:01:08
Michael Maher
We all have an energy window. And for some listeners, 5 minutes. It’s hard getting up in the morning. I get it. You know what, though? That’s not a zero that on a scale of 0 to 10, let’s call that a one. You got up. You know what? It’s not a zero. You win because it’s a one now, right?

00:35:01:08 – 00:35:18:07
Michael Maher
Can we get a one tomorrow or can we get a two tomorrow? And then there’s others. You know, they may be in an eight energy wise. All right. What do we need to do to go to a nine? What do we need to do to keep the eight? And I’m telling you right now, I told her it’s like sleep is so important.

00:35:18:15 – 00:35:42:22
Michael Maher
Sleep is a big component to energy. Trust me. Try to pull in all night or night. Here’s what will happen. You pull an all nighter tonight. The time block thing that you said you were going to do for one hour tomorrow will never happen. Is that sleep equals energy? So use your energy use. And I’m telling you, energy is the key measure your energy.

00:35:42:22 – 00:36:01:11
Michael Maher
Am I energetic? And here’s the other thing. For a lot of you, 8 to 10 a.m. is your energy window. So do your biggest, most important things from 8 to 10 a.m.. Some of you, it’s ten to noon, noon to 2 to 2 for whatever it may be. Some of you it may be 11 p.m. to 1 a.m. It may be.

00:36:01:11 – 00:36:27:13
Michael Maher
Or you might get your second wind. But the thing is, is you need to know what your energy windows are and then manage your time and manage your life and business into those energy windows so that you can maximize those opportunities that the first ask at the end of success is service. And this is a big one. Serve don’t sell that thing to do.

00:36:27:17 – 00:36:46:24
Michael Maher
To have success in 2020 is seek to serve not to sell. And you’re like, Oh, I got to sell something. But here’s the thing what if I told you that if you seek to serve, you will sell and you will sell more than you ever have. You will have your best year ever. What have I taught? And guess what?

00:36:46:24 – 00:37:15:06
Michael Maher
This is happening. We have people who literally are making 100 calls a day and all they’re doing, all they’re doing is saying, hey, listen, if you need anything like you need toilet paper, you need separate from the store, whatever you need, like all go get it. I’m telling you, we have clients who are making these calls. We’re talking hundreds of thousands of these calls that have been done this year.

00:37:15:15 – 00:37:41:22
Michael Maher
Right. I know. I know hundreds of people who have made at least a thousand calls. So that 100,000 is not hyperbole. Listen, hundreds of thousands of these calls, how many people took them up on the offer of going to the grocery store or dropping by some toilet paper or how many a hundred thousand plus calls, all offering value to help the person?

00:37:41:22 – 00:37:47:17
Michael Maher
How many people took them up on the offer? How many would you guess?

00:37:47:17 – 00:37:48:24
Daniel Ramsey
I don’t know. Probably not.

00:37:48:24 – 00:38:14:13
Michael Maher
MAN one 100. And it was an older lady who who needed help, needed the help. Who needed the help? Yeah. And guess what? They helped her and how. And here’s the thing. Out of those 100,000 calls, how many of them were willing to do the trip to do this? All of them, you know, all of 100%. Right. And but here’s the thing.

00:38:14:14 – 00:38:40:17
Michael Maher
Is there value in calling and just saying, listen, you need anything, I can go make that run for you? Is there value in that? And the answer is yes, but there’s a phrase I want everybody to remember is serve to deserve, serve to deserve. And you’re like, why don’t I get more referrals? Well, to be truthful, maybe you don’t deserve them.

00:38:41:02 – 00:38:44:13
Michael Maher
I know that’s harsh in it, but but here’s the thing.

00:38:44:22 – 00:38:47:20
Daniel Ramsey
But I’m really good, Michael. I’m really good at my job.

00:38:48:09 – 00:39:10:00
Michael Maher
Yeah, but the problem is, nobody cares how good you are, right? They don’t want to know how good you are until they know how much you care. Right. They don’t care what you know and they know you care. So. So first thing is we got to show them that we care and they deserve is so powerful because deserve I mean, look at the word they deserve deserve.

00:39:10:05 – 00:39:33:06
Michael Maher
And it’s like if you look at the Latin root of this day is of serve is service. So be of service to deserve so serve to deserve. So the more you serve, the more you’re going to deserve referrals. And you’re like, But I offered all these thousand people to do this and none of them took me. I know.

00:39:34:00 – 00:39:51:24
Michael Maher
And they’re but I’m getting all these referrals and it didn’t cost me anything. And it’s like, I know and they’re great, you know? Were you willing to do the trip? Yes. But it’s like no, but they just sent me a referral is going to pay me $15,000. I know in that great. Like think about how many other people you can serve in this way.

00:39:52:10 – 00:40:26:09
Michael Maher
So service serve is the second to last ask and success and the last s in success is strategy. It is strategy. Be strategic, be intentional, be purposeful in your business. And I’m going to tell you something, success is a really powerful acronym for success, and it allows you for success. But this strategy, the number one strategy, what happened is people started to to see some rumblings.

00:40:26:09 – 00:40:56:10
Michael Maher
They started to see some business coming their way and they needed a leverage. So guess what? One of the first things you need to look at for strategy is leverage. And what is leverage? Leverage is people, systems and tools. Slash technology. So people that’s what my desk was based on is busy. People need to leverage. And some of the people wouldn’t it be interesting what if for every person you hired, you got a lot busier?

00:40:56:10 – 00:41:19:18
Michael Maher
Well, what if I told you that’s exactly how it works? And many of you need to hear this. The who is not you. Here’s the thing. Are you an assistant? Do you have an assistant? If you don’t have an assistant, you are an assistant. You are doing the things that assistant should be doing for you. If you don’t have an assistant, you need to have an assistant, period.

00:41:20:01 – 00:41:46:07
Michael Maher
And so people and I’m telling you right now, you have a limited amount of time, limited amount of energy. But here’s the thing. You can buy other people’s time and energy for pennies on the dollar. Do it. So systems, systems, I’m telling you, system can be as simple as a checklist. So take the things that you’re going to do more than once and just make a checklist out of it.

00:41:46:11 – 00:42:07:20
Michael Maher
And you’re like, Yeah, but I know how to do it. Yeah, but how easy is it to hand it over? Like, if it’s in your head, it it’s not a system, but if it’s on paper, if it’s on your computer, if it’s in a CRM or if it’s in an app, then guess what? Now it’s a system. Anybody do the tools and technology leverage your tools and technology.

00:42:08:01 – 00:42:34:05
Michael Maher
I’m telling you something. I am a great promise keeper. I am great at keeping my promises. Why is that? I leverage the phone better than anybody. Like, literally, if I I’m going to call you at noon on Friday. I don’t like write it down. I don’t like say I’m going to do it and then try to remember for five days, you know what I’m going to do?

00:42:34:12 – 00:42:55:10
Michael Maher
I’m going to put it in my calendar to call you at noon on Friday. Or actually, I’m going to put a reminder to remind me 5 minutes before noon on Friday and I’m going to call you. And it sounds like something small, but leverage the living heck out of the calendar and out of your reminders on your phone is like, Hey, Siri, remind me.

00:42:56:10 – 00:43:02:12
Michael Maher
Like, we talk, right? We talk more than my wife and I talk. You know what I mean?

00:43:02:12 – 00:43:10:23
Daniel Ramsey
So when you said, hey, Siri, my, my, my phone went off and said, What would you like to be reminded of, Daniel? It’s so.

00:43:10:23 – 00:43:19:02
Michael Maher
Perfect. Hey. Hey, Siri. Change Michael J. Mayer’s contact in my phone to boss man.

00:43:20:09 – 00:43:21:08
Daniel Ramsey
Yeah. There you go.

00:43:21:08 – 00:43:22:09
Michael Maher
Did it work on yours?

00:43:23:05 – 00:43:25:07
Daniel Ramsey
No, it did in yours, though. There, you know.

00:43:25:23 – 00:43:45:00
Michael Maher
It actually kind of didn’t. It’s all good. So we just have to make sure that our technology so leverage tools and technology. You know, one of the reasons that humans became the top of the food chain, right. Is one of the reasons is because of our ability to leverage tools. You know, there was no way we were going to kill a mammoth with our bare hands.

00:43:45:12 – 00:44:04:23
Michael Maher
So guess what we did, right? We invented the spear, and then we took 20 of us and got the spear. But will tell you that the seven health system, to use the same analogy, right. Can you imagine trying to kill a mammoth with your bare hands like it’s not going to happen, right? So then imagine the hunter who invented the spear went out with a spear and speared him.

00:44:05:03 – 00:44:22:11
Michael Maher
And then the mammoth just kept running and you know, then they took more spear. So it’s like, well, throw a bunch and then three spear still didn’t take the mammoth down. Then we’re like, Hey, let’s take ten of us and we’ll all do the spear and we’ll take a net, right? If you’ve seen 10,000 B.C., you’ve heard this, right?

00:44:22:15 – 00:44:42:12
Michael Maher
And then like you got ten spears in there in the net and they’re still killing your tribe members. And then like, you know, seven, our system comes along and goes, Hey, if you yell really loud at these mammoth and you run them over a cliff, you can kill 20 of them at the same time. Unfortunately, that that works.

00:44:42:12 – 00:45:03:04
Michael Maher
And then what’s really bad about that is then your your your tribe is all mad at you because now they got a skin and hide all of these 20 mammoths and they’ve never been prepared. And you know what I did? I got my my out desk. I had to get tribe people and they were skinners and they were cleaners and they were the ones put the meat away.

00:45:03:09 – 00:45:16:16
Michael Maher
And guess what? Now the whole tribe’s happy. So, yeah, bottom line is, you know, leverage, leverage people, leverage systems, leverage tools and technology and you will be able to get more done in less time.

00:45:17:16 – 00:45:48:06
Daniel Ramsey
I love it. You, you are the referral God in the industry. I mean, you help, you know, you coach people to help them develop their referral strategies and, systems and processes and tools. And I know we have the Referral Mastery Summit that we’re taking a part out. My desk is presenting at that referral because when you generate, like we do 20% or more of your business from referrals consistently over over the last five years, that’s what we’ve done.

00:45:48:06 – 00:46:08:07
Daniel Ramsey
It becomes a big part of your lead funnel. It becomes the most important lead source in your business. What what do you want to leave the guest with? We we have about five or 10 minutes left. What would you like to tell them about the Mastery Summit? And then what what strategies could we cover around referrals real quick as we wrap up.

00:46:08:11 – 00:46:40:14
Michael Maher
Yeah. So number one for all Mastery Summit, go to Referral Mastery Summit dot com. You can learn a lot more about it if you use the code while which is w0w you will get $200 off because you’re a friend of Daniel, so you can use the code w0w in lowercase and instead of 497 to 97 for three days, for three days of over 30 breakouts, and if you do that to 97, you actually get to watch 12 breakouts live.

00:46:40:20 – 00:47:07:20
Michael Maher
But guess what? You get all 40 plus recordings of all of the sessions. So you don’t have FOMO, you don’t have the fear of missing out. So you can now if you just want to go to the 12 sessions, it’s 99 bucks. So I don’t I don’t want to make this a sales pitch, but I do want I’m passionate about Referral Mastery Summit because we’ve got all these people who are having their best year ever and they’re telling you their secrets for having their best year ever.

00:47:07:23 – 00:47:26:24
Michael Maher
And so many of them surprised me. It was just they were low cost to no cost. They were fast, they were quick and they got really quick results. So I’ll tell you, the preview calls for the referral master summit have have me I mean, I’m just so excited about this event so.

00:47:26:24 – 00:47:45:11
Daniel Ramsey
Well, I also want to point out that a lot of people are focused on paid leads and a lot of people are focused on Google or Facebook or all these things. And those leads are the worst leads to have in your system. They’re the ones that cost you the most. The convert at the least take. You have to hire people.

00:47:45:11 – 00:48:06:23
Daniel Ramsey
They work because you don’t want to, because you realize how bad they are. And yet nobody spends money on referrals. Nobody not not enough money is being spent on referrals, not enough love and attention. So what are some of the things that they’re going to get at or what are they going to learn there that really will up their game in terms of how to generate referrals?

00:48:08:06 – 00:48:36:15
Michael Maher
You know, one one that may surprise virtual events like literally virtual events utilizing Zoom for scavenger hunts, for trivia nights, for comedy, for I mean, like people are utilizing virtual events in what and you’re like, well, I’m a chiropractor. How can I have a virtual are you kidding? Are you kidding? I mean, your bottom line is have your virtual event, which could be a scavenger hunt, could be a trivia night.

00:48:36:21 – 00:48:57:12
Michael Maher
And then you also have your announcements about your chiropractic business or whatever one announcement might be. We’re still in business. You Know, that’s the biggest thing that I mean that’s that’s what’s so funny about it so we don’t just contract with realtors and lenders and do coaching for them with Chick-Fil-A is a client, right? Krispy Kreme is a client.

00:48:57:12 – 00:49:35:19
Michael Maher
Taco Bell and PepsiCo is a client. I mean, we have big, big clients. And so what are they doing? I mean, Chick-Fil-A is a great example. They put outdoor walkup windows, so you can literally walk up to a Chick-Fil-A and get your food outside. So so it’s one of those I mean, that’s announcement worthy. And just so you know, Chick-Fil-A was leading the way with a lot of our live event strategy, which just so everybody knows, live events will be a strategy that you will want to to involve and incorporate in your business in a big way as soon it opens up.

00:49:35:19 – 00:49:50:17
Michael Maher
So just have that system ready and have that in your head that this one to many strategy of doing live events can be over the top. I mean, we had a gal who got over 148 referrals at one event.

00:49:52:05 – 00:50:09:19
Daniel Ramsey
One thing that I was going to I was kind of curious about since we were talking is I saw some businesses having live events at parks and outdoors and I’m curious if you’re seeing that on a national basis or even with some of your larger Fortune 500 companies.

00:50:10:06 – 00:50:16:10
Michael Maher
Like 80% of the states. Right. So there’s I mean, California is really hard to have an event and, you know, almost there.

00:50:16:12 – 00:50:18:02
Daniel Ramsey
Don’t don’t talk about it.

00:50:18:19 – 00:50:38:13
Michael Maher
Yeah, it’s yeah, you don’t even want to talk. And you know what? That like, where do I have momentum and then where do I not have momentum? Well, there’s no momentum in live events right now in certain states. So, you know what do a virtual event but I’m telling you right now, live events are going to come back and they’re going to come back with a vengeance.

00:50:38:13 – 00:50:52:15
Michael Maher
So be ready. So, yeah, the park event. Here’s another great idea is is any business open in your area? So let’s let’s use Starbucks as an example. Look, how are we feel about Starbucks? Whatever. This is just an example.

00:50:52:16 – 00:50:54:18
Daniel Ramsey
You obviously like Starbucks though.

00:50:55:14 – 00:51:20:18
Michael Maher
Yeah well I invented the I Love You a latte event. Right so so I love your latte as an example where you can say you could send let everybody, you know, email out or whatever and say, hey, listen, word, word, I’m buying your coffee. So if you come by this coffee shop at this time, 11 or noon or whatever, I’m buying your coffee and you’re just notice it’s an offer.

00:51:20:23 – 00:51:47:22
Michael Maher
But here’s the thing. You invite James. Now, let’s just did this in D.C. He invited like 5000 plus people and he ended up buying 12 cups of coffee. 12. But how many how many touches did he get on the 5000? He got an email. He got a text message. He sent out a he did a Facebook invite. So it’s just one of those where you can do that for virtual events as well.

00:51:48:01 – 00:52:14:23
Michael Maher
But the come and get it like have them come get donuts had you call all doors at referral mastery summit is literally giving her system for National S’mores Day. National Ice Cream Day. So there’s an app I mean, like there’s a national something every single week, every single day, obviously. So it’s like, hey, we’re doing ice cream Baskin-Robbins, you know, come by, I’m buying your ice cream.

00:52:14:23 – 00:52:40:03
Michael Maher
And you might think, Oh, what if they all come by? What if they do all combine? I mean, would that be the worst that could happen? You know? Yeah. So any of you have a business? So, you know, I mean, if you were a coffee shop, would you buy everybody coffee from 11 a.m. to noon or could you partner with a sponsor who might buy the coffee and you both invite everybody, you know?

00:52:40:12 – 00:53:06:04
Michael Maher
So it’s just one of those where for the resourceful, if they have a strategy, they can be really successful. And that’s that’s why success is so powerful. The acronym is because I start it with structure and I end it with strategy. And and that is that is a big part of the success is that, you know, is that guess what, if you have structure, you’re going to win more often than not.

00:53:06:04 – 00:53:20:00
Michael Maher
And if you have strategy, I mean, why do they have plays in football? Why do they have plays and sports? All right. Sure. And it’s a strategy to get a basket against the other team or to get whatever it may be to get a touchdown.

00:53:21:06 – 00:53:42:20
Daniel Ramsey
So what do you want to leave the group? I’m curious, like, what are some of the objections that you hear about implementing referral strategies inside of businesses? I mean, like, I just I think that’s a good spot for us to leave and then we’ll put where they can go and get more information. But what are some of the objections or or things that people say, Oh, that’s not for me.

00:53:42:20 – 00:53:48:00
Daniel Ramsey
I don’t know how to do a virtual event or I don’t know how to do that. Like, what would you say?

00:53:48:00 – 00:54:12:19
Michael Maher
Yeah. So the first objection I get is there’s, there’s people, you know and there’s people you don’t know and there’s more people you don’t. So go there to get your business. I’m just that’s like the stupidest thing I’ve ever heard. But I’ve heard it. But it’s one of those where it’s like, but here’s the thing is if you lost your dog, who’s more likely to help you?

00:54:13:11 – 00:54:31:00
Michael Maher
Is it going to be the strangers or is it going to be your friends and family? Well, guess what? Your business is like that lost dog. You want a client, you want more business. Then go to the people who are most likely to help you, which is going to be the people who know you. Your clients. Yeah, people who know you.

00:54:31:05 – 00:54:53:10
Michael Maher
But here’s the other thing on that is there’s an inward rule that we have within serving. I hope people read it because the inward rule is we’re not going to grow our database outside and we’re not going to take strangers and try to convert them to friends. We’re going to take our friends and have them introduce, connect and refer us to their friends.

00:54:53:14 – 00:55:32:01
Michael Maher
And this causes this huge mushroom effect of of growing and growing from the inside out. And the power of growing inside out is that you’re building a community based on one of the most important things. And the most important currency is not money. The most important currency is trust. We are in a trust economy. So guess what? When a friend introduces you, connects you, or refers you to another person, there is an implied bridge of trust already built all have to do is secure and maintain and make that bridge as strong as humanly possible.

00:55:32:08 – 00:55:40:15
Michael Maher
So that’s that’s the power of the inward rule versus, you know, you know, Mama said don’t talk to strangers. Maybe we should listen to her.

00:55:41:16 – 00:56:03:00
Daniel Ramsey
I love it. Michael, Mayor, thank you so much for joining us today. Obviously This is a I really love the focus and success and referral mastery. That’s a big part of our business. If you’re listening and you want to find out more, we’re going to post the Referral Mastery Summit dot com there with the code emoji to get $200 off.

00:56:03:00 – 00:56:04:13
Daniel Ramsey
Michael, thanks for joining us today.

00:56:05:10 – 00:56:22:01
Michael Maher
My Pleasure. This was great. Thanks for making it. And thanks for your patience as we we rallied and make it happen. Made it happen. And and and I love that you had a chance to go over the opening sheet. That’s such a I mean, a one sheet, almost like a business plan in a nutshell. I love it.

00:56:22:20 – 00:56:38:13
Daniel Ramsey
It’s definitely focused on challenge and how do you overcome those challenges, which is why it’s so valued of most people. But. All right, Michael, thank you so much, guys. Thanks for joining us today. Danny Ramsey, Midas, Michael Mayer, referral Mastery Summit dot com. Thank you.