 All right, all right, all right, it is five o'clock. Welcome to Seven Secrets to scaling a superstar sales team. Super excited to be here tonight on Tuesday evening. Preaches you guys signing up. I can guarantee you that I'm going to jam pack as much information as I can in a short amount of time. My goal, okay, I always do this, I always say a goal because I believe everybody needs a goal. My goal is that when this is over, you're like, dude knows how to freaking scale a sales team. Okay, I feel like that's a gift of mine is helping a baby star become a big star, right? A sales team that's small become big and we've got multiple sales teams. We're growing our sales teams. I will eventually probably at some point have 12 different sales teams scattered all over multiple buildings in our compound, if you will. And Springfield, Missouri, that's a dream and a goal of mine is to continue to scale up what we're doing now. Okay, so I'm going to give you tonight, I'm going to set the stage and tell you exactly what's going to happen the whole time. Okay, it's not going to be like a, hey, it's free, get to the end and buy something, all right? I'm going to actually like give you some specific secrets and I'm going to tell you exactly what you need to know to scale a sales team and these are seven secrets. What I'm going to do is I'm going to give seven secrets. I'm going to release some polls along the way that I need your input on, right? I need to know your responses to these, your answers to polls, two questions. I'm going to release polls that I'm going to need you to answer. Okay, which will help me. I'm also going to give you a look into what we have our team train on every single day, okay, which is important. And then at the very end, for those that stick around with me, for those that stick around with me or maybe you're like, dude, I want to do it now. Okay, I'm going to actually add it right here. You can email this email on the bottom that I'm about to add to set up a private one-on-one Zoom with me. Now the only reason you would do this, okay? And I'm not going to charge you for the quick free private one-on-one Zoom. The only reason you would do this is either I have a sales team, okay? So you have a sales team or you want to build one, okay? Okay, check. If that's true, then you can email in to schedule a private Zoom with me, okay? Or, or, and or. And then the other criteria is you know that there is more available for you to go get, right? That you know that your team can improve or that there is more available to you and then check, right? And then I'm going to allow you because again, this is a smaller group tonight. Only for people that have sales teams, only people that want more, only for individuals that want to scale a sales team and then want to really blow this thing up, right? This is not for people that just want to halfway do things tonight, okay? This is for people that actually want to go get it. I wake up every single day and I'm thinking, dude, what do I need to do to blow up my business? I wake up every single day thinking about my sales team. I don't know about you. Some of you guys think about your employees and your marketing department and this and that. I wake up thinking how can I help my sales team grow, okay? Private Zoom with me to talk about your sales team, by the way. This is to specifically talk about your team, some of the missing structures, some of the missing opportunities and what I could do to help. You will email kelly at kodiaskins.com and I'm not going to put you out. Like a lot of times when people, they get free strategy calls or whatever, that sometimes I do that and I get carried away and my team's like, dude, you should have never gave away 90 free strategy calls with you. They're like, we had to book some of them three months out. I'm actually going to make sure that this happens within one week, within the next week, okay? So I'm going to get to the secrets, but I want you to know that normally, I would make you wait till the end to get the special bonus. Tonight, I'm giving it to you upfront. Now, do you need to watch this entire thing before me to actually spend time with you on a private Zoom? Yes, I can see when you logged into the webinar, how long you stayed in it and when you logged out. And if you log out early and you request a private Zoom, we're not going to give it to you, okay? I love you, but you got to show up to go up, right? And if you won't show up, I'm not going to help you go up. Okay, so what's the seven secrets tonight? Okay, what's the seven secrets? Secret number one, get your pen, get your pad ready. I would love some questions in the comments as we go through tonight. Secret numero uno number one tonight is, this is for a sales team, by the way, right? This isn't going to be specific to an individual. This is going to be, dude, I want to blow up a sales team and some of them are going to be different than what you've heard and they're going to be hard to, they may be hard for some of you to implement them. Okay, because I'm going to talk very direct because when I talk about hiring and training a sales team, I talk very direct. I set the stage, okay? The first thing you got to do is you got to hire slow, okay? Far too many people, when they want to blow up a sales team, they want to hire, making sure you can read this, they want to hire like 42,000 people, okay? And before you know it, they're like, hey man, I've got, you know, I got a bunch of people I shouldn't have on my sales team, okay? Hiring someone that is not, that is not meant to be on your team or that eats up your time or that eats up your money or that isn't worth it or you know it's not going to be here at some point in the future because you're going to fire them or they're going to leave. It means you should not hire them, okay? It means you should not hire them. I only want people on my team that I know have a chance of being with me long term. Okay, they see the vision, they're with me, they're there, they get it, right? So hire slow, what does that mean? That means that we put them through a, that means that we put them through a multi-step interview process. That means that we have them do an actual assessment to see what type of individual they are, right? That this means that we only want people that have actually done research in our company. One of the opening questions we ask in interview and I have Andy asking interview with our COO is, hey, what do you know about our company? What type of research have you done on us and what can we do to help you, right? I wanna know have they done research in our company? What did they know about us? They shipped an interview and they know nothing about you. They've done no research. They're a waste of time. The interview should be over, okay? They need to care about where they're coming to work, right? That's part of hiring slow, right? So it's not like a, like when I used to do the interviews for Andy doesn't, Andy doesn't now. I used to do the interviews, I would sit down, great, you get it sales perfect, you're hired, right? And then I would end up with a bunch of yeh-hoo's running around. Now we hire slow and we focus on hiring people that align with our core values, our mission, our vision and our culture. Okay, if they do not align, the campers are on here tonight, good buddies of mine, David and Joe, and they talked about this at the recent networking retreat, right, about finding people that can be a part of that dream that you've got, right? I want people that are gonna fit into the culture. If team members do not like someone that were recently hired and they don't like being around them, we let them go, right? Culture, I don't care how good a salesperson is, everybody else takes their guts, they shouldn't be on the team, right? So that's what we hire slow. I want people that want to be there, okay? I want people that are gonna make it with me. So the first step is hire slow, okay? As you're watching this, people are already starting to tag me on Instagram, I would love for you to pull up your Instagram, throw me up on Facebook, whatever, tag me at Kodiaskins, Kodi.askins, whatever, I love that, okay? I love that. Hire slow, that's important, it's important only hire people that are committed to you and you're committed to them, okay, hire slow. The next one, this one will probably surprise some of you, fire fast, fire fast, I do not put up with people, I do not put up with God, yeah, that's right, Clint. I do not put up with people, like for example, we know if a salesperson, I'm very, very picky on them, within the first 24, 48, 72 hours. And then we know and we make a decision on them within the first 15 business days, by the way, very important, very important. So if I see them drink a freaking Coca-Cola when I don't want them drinking a Coca-Cola the first 24, 48, 72 hours, I'm gonna let them know, right? If they're walking in late, I'm not gonna put up with it, right, it's not gonna work out. You probably shouldn't be here, right? If they're not, you know, taking notes during a meeting sells me the sales training, if they're not, like if they're, you know what I mean, if anything is, if their dials are low, if anything is off, I'm going to be honest with them, okay, I'm going to be honest with them, because I need people that are gonna be along with me for the ride long-term, okay? You believe late isn't 15 minutes early. We're probably a little more relaxed on that. We have a team meeting every day to kick off our day at 8.30 a.m., the entire company of 65 people, whatever it is now, I'm off, I have no idea. It's a lot bigger than it used to be. A whole team has a whole team meeting outside because of, you know, COVID and everything else going on in the world, we have the big massive meeting outside, just looks better, and we have 65 people that get together, and if someone walks in late to that meeting, it shows, right? So that's why I have people, I prefer, I love when people get there early, even earlier, we have a team that gets there even earlier, which is big. It's hard for me to stand walking in right at the time. I get it, I believe they should be at least a few minutes early, right? Preferably, for salespeople, they get the hint after a while that I don't believe in people walking in right at the time, right? I just don't, okay? So fire fast, that means I'm looking. Most people, they let stuff go. For example, for example, I got two examples. Number one, when we went home, the first, you know, when we decided to have our team work from home, because of everything going on back in April or May or whenever we did this, when they worked at home for like four weeks. One of the salespeople, I had my salespeople all get on Zoom, and they were all on Zoom every single day with their webcams on. We've been in back at the office of work since forever, but everybody was on Zoom, webcams on. I can see you all day. I had everybody so I could see them. Well, one of the guys is webcam drops, and he's sitting there playing Xbox, PlayStation, whatever. I don't even know the difference in the controllers anymore, and I'm like, what is this cat doing? So I snap a picture, I call him, I'm like, hey bro, everybody just like, are you playing video games? No, like why is a video controller in your hand, in your lap, you know, right? And, you know, he lies. Somebody do it, I got proof, everyone saw you doing it. I'm gonna let you go. I'll have Andy box up your stuff and bring it to you. If you have anything at the office, he'll bring it to your house, right? And that was it, right? Because that's another thing that I don't believe in is people lying, right? If they're on PlayStation, that's automatic fire. Yeah, that's a pretty good one. That's a pretty good one, right? So fire facts, I'm not, another example was, I'm looking for reasons to be honest with them on what's going on. I'm looking for reasons to like, you know what, it's whip them into shape in their first few days, right? So we have some new salespeople, they had like their feet propped up on some monitor boxes or something, and I'm like, Andy, go get the boxes, throw them away and tell them if they do that again, that we're gonna have a chat, right? I'm honest, I'm not letting things linger on. That's a big, big, big mistake. A lot of people do is they let stuff linger on, okay, they let stuff linger on. I'm taking care of it quick, right? I believe in hiring slow, firing fast, okay? The third one is you need to set expectations from the very beginning, from the very beginning. So what I do, we have new salespeople start, we have them start on a Friday, which we do like a shadow day for a majority of the day, right? And we're not paying them for that day, it's a shadow day. And on that Friday, on that shadow day, when we have new salespeople, in front of the whole team, I will let them know that here's the things that we look for in salespeople, right? And if you do this and you listen to me and you do what I say, you'll have a better chance of succeeding, making it and actually making some money here, right? But if you don't, you won't, okay? You won't, right? I'm very honest. I don't know, here's the three things we look for. We look for individuals that are coachable, coachable, right? You listen to me, you do what I say, you do it my way and you'll make it. If you have all this prior experience and you don't do what I see and you wanna do what you've learned in the past, you'll never make it, right? My way works. So if you're coachable, you listen, you do what I say, you have a better chance of succeeding. If you don't, you'll never make it. So you might as well walk out now, right? Brutally honest, okay? Second piece is reliable. How reliable are you? If you have a tummy ache and you don't show up, you're never gonna make it anyway. So when you have the tummy ache, just quit, okay? Just quit, right? The third thing is work ethic. When you're here, are you working? Are you focused? Are you determined? Are you getting your job done? Are you hitting the metrics that we wanna see you get? If you're reliable, coachable and have a good work ethic, you get a good chance of making it. And ourselves people at some point, they end up having a good chance to make six figures one day, okay? The other thing we talk about are some things that are important to me when it comes to integrity and core values, which are I don't like or allow anyone, I don't allow line, cursing or negativity. And these are things that are just important to me, that I'm setting this from the start. I'm stressing how important it is that if they ever catch them lying in any way, I don't care how small or what it is, if they will be termed, terminated immediately, right? So don't do it. Cursing, I hear it, hey. You remember that's not something that we do here, right? So let's cut it out, okay? Now is that gonna happen every once in a while? We have a team of 67 people, sure, right? But I don't need, I don't need us to an interviewer, my dad walking somebody over from his side of the office to our side of the office and giving them a tour and they're hearing people curse in the background and dropping F bombs, everything else, right? This is not it, it doesn't fly, okay? It doesn't fly, okay? And then negativity, nobody wants to show up to work and work with a bunch of people that whine and complain and are negative and everything else. Like for example, I literally, I said it straight, like what exactly what Joe's saying, I love how Cody sets it from the get go. You have to set it from the get go or I promise you, you try to go backwards and it's impossible to make it happen, okay? You gotta set it from the very, very beginning. Literally just the other day, I walk in and one of our sales people and one of our project managers both complain about the internet being slow out loud. So I stop, I'm like, okay, listen up. We will not, we're not complaining about the internet anymore. But hearing anybody else complain about the internet today, I'm gonna send you home. I realize the internet's not perfect, right? We're working on it, we're trying. But nobody wants to come and sit by you, complain out loud about how the internet sucks. Like nobody wants to come and listen to that kind of stuff, right? Nobody wants you to bring your baggage or your drama to work. So do me a favor and cut it out, right? So now I'm not letting stuff linger, I'm not hearing stuff and letting it go like I used to, that was a bad flaw of mine, right? I would let it go and then I would never mention it. But I stopped all 20 sales people and all 10 project managers and addressed them all at once because I heard a couple things I didn't like, right? Which is setting the expectations from the very beginning. What does this do? It puts you in control. You cannot grow a sales team with a bunch of people that you want if you are not in control from the very beginning. We had a big problem with this a while back to where I had a sales team that I would say about 18 months ago, we had a sales team that was not a good reflection of me. And it drove me nuts, it bothered me. Now I only want people on my team that are a reflection of me, that I could send to your house or your office anywhere in the world and they would be a reflection of me. I would be proud to send them to hang out with you. Okay, negative is contagious. You're exactly right. EDJ, the Wolf of Tampa, what's up, buddy? I'm still a disc fan personally. Nate Offert at the conference will tell you, you need to be looking at all these colors and blue and red and green and all this kind of stuff. There's a lot of them out there. I don't know, there's a bunch of them. But the disc is something that's simple. You can do a free one on TonyRobbins.com, called TonyRobbins website will give you a free disc. When we do that, we're looking for people that have a, their leading letter is a D for an I. If their leading letter is an S or a C, D-I-S-C, if their leading letter is an S or a C, D's like driven, right? I'm driven, I'm determined, I'm a self-starter, I'm confident, okay? I is influential, I'm a good personality, bubbly, I can work a room, I can influence people to make a decision. That's good. I'm a hundred on a D personally and a 90 on an I. At my S and C are a lot lower though. S is like service stable. I'm not service mindset first or C is like computer data, conscientious consistent, right? So D or I, they're an S or a C, they need to be doing another job probably. I'm not gonna say an S or a C can never make it, it's just less likely. It'd be harder to make them successful. Okay, possible, sure, but I'm not in the business of possible, I'm in the business of, you know, does it work or get out, okay? So set expectations, super, super, super important, higher, slow, fire fast set expectations. You have to set expectations from the very beginning, okay? I told you this to be quick, I'm gonna move to number four now. I've got a swim to get to later, I'm prepping for a half Ironman, so I gotta get to a swim here a little bit. Number four, track activity, track activity. Numbers don't lie, metrics are important. And if someone, like for example, I hired someone a few weeks ago, I said the minimum expectation for you is 80 dials a day. You don't hit 80 dials a day, I'm gonna let you go. So enjoy and first day, walk out with 76. Lock the box up of stuff and Andy let him go, right? Because if they can't follow instructions on day number one, day number two, day number three, day number four, day number five, or day number 15, they're not gonna follow instructions on day 400, okay? Again, I'm honest, I'm direct. My team is direct as I am right now, my team absolutely loves working for me. I got people that have been working here for two or three years, they absolutely freaking love it. It's the best place to ever work. The culture is undeniable, we have an amazing team. But it's because I'm not letting other, I'm not letting employees determine the culture I have, I'm determining the culture I have and they've got to get in line or they're not gonna be here, right? Activity is super important. I can tell, I can guarantee you if their numbers start to dip, their numbers start to go down. Before long, always happens, their cells are gonna go down too. Okay, at the end of the day, you gotta be able to determine that right up front from the very beginning, okay? So that's why I'm big on fact and activity. We have a whiteboard in our office that tracks, I got whiteboards everywhere, but we got a whiteboard that tracks like each day of the week. And so like, say this was Monday, each cells, and there would be a box for like each cells wrap, so it would be like cells wrap A, cells wrap B, cells wrap C, right? And they would come in here and they would put like dials, appointments set, for example, appointments ran, or no, actually maybe appointments, I'm thinking of like you guys cells and then actual revenue or commission or whatever, right? So I'm able to see for the whole week, like for example, our sales team did like, our sales team downstairs did like 80 grand last week. And I'm able to go see the snapshot for every single person, their activity for the week, their numbers, as a team what we did, and then we have the previous week's numbers as well. So that, because again, numbers don't lie, I'm a big numbers guy, I gotta see stuff because if numbers are down, something's going on, right? So that's why I'm tracking activity heavily, heavily, okay, I'm big with activity, you have to be doing that, okay? For those who are just not joining us, I'm offering a private Zoom with me within the next week if you have a sales team or you wanna build a sales team and you feel like there's room for improvement and you want more out of your team. If that's true, email Kelly, K-E-L-L-I at Kodiaskins.com, K-E-L-L-I at Kodiaskins.com and we'll set up a short private Zoom to talk in the next week, okay, before 8%. Now if we get 400 requests, so we're gonna work in order, right? So if you wanna do it pretty quick, I guess, but if we get 400 requests of people that have teams and they wanna improve, I may not be able to get them all done for 8%, but I'll do my best, okay, do my best. Number five, number five, you absolutely have to train daily. You have to train daily. So we do this two times per day in my office. We have an 830 or really an 835 right after the huge team meeting, then there's a sales meeting, 835 and 130. This goes to nine, this goes to about two, sometimes shorter, normally it's only like 15, 20 minutes. What we're doing twice a day is we're watching sales training videos so that we're improving. We're role-playing or some type of role-playing game or role-playing the script or role-playing the objection or role-playing something they're struggling with, okay? Then we're jumping into energy, right? Jumping jacks, push-ups, something as a team. After lunch we did, this morning we did 30, 25 push-ups. This afternoon we did 30 jumping jacks, okay? It'll get your team in shape too. It helps you overall energy, right? And it feels like, well dude, that's kind of weird. Well dude, people get excited, people get, I mean it's a blast, man. People like, they don't like, maybe they hate it but then before they know what they're freaking laughing and their blood's pumping and they're ready, you know, it's a blast. And then we're doing some type of one, two, three cells, you know, everybody getting their hand in. You know, one, two, three cells, right? Or one, two, three, you know, they make up different stuff, right? But some type of chant will team bond, get together to go out for our day. We're doing all of these twice a day. And most people think, well I don't need videos because I can physically do the training myself. False. There will come a point where you cannot do it yourself or you don't want to do it yourself at some point, okay? That's why we have my Kodiaskans cells system. I'll give you an example real quick. We have our Kodiaskans cells system, okay? We have our Kodiaskans cells system where you can literally see, here's our Kodiaskans.com website. Here's more information about the cells system. There's a ton of different modules. I'm gonna go through this quick. But it is literally a extreme comprehensive insurance cells training system on everything, right? It's hosted at training.kodiaskans.com is the CA cells system. We have a welcome, positive mindset, importance of questions, establishing your personal brand, words to remember, goals, phone cells, telecells, face-to-face, numbers, weekly system, objections, closing, prospecting, retaining clients, door knocking, inspiration, motivation, working the telephone, working leads, cross-selling, traits of successful people, most common mistakes, and some team kickoffs as well. And so in this, there's actual quizzes as well. So you're literally able to go through this and end up doing a quiz at the very end, okay? End up doing a quiz at the very end. And the reason that that is so important, okay? The reason that is so important is because you need to get to where your team has something to go through every single day. So for insurance, it needs to be our cell system, right? It needs to be our Kodiaskans cell system, because it is the, there's no doubt, there's over 400 modules, quizzes, tons of information, and we're continuing to add content to that, by the way, every single month. We're adding about 100 different modules next month in October. So that's gonna become the most robust, it probably already is, but it's gonna come without a doubt, the most robust insurance cell training system on planet Earth, okay? No, I can't even know cells are exactly right. It's something that we can use outside of the agency, or it's only for CA. Internal and external, internal and external. And Larry, it's based on users, okay? It's based on users. We can cover that in our private Zoom, if that's something that you have questions about that you would like, okay? It's based on users. So individuals, one price teams, it's based on the amount of people on your team that you wanna have access to this, okay? But the end of the day, they've gotta be plugging in, like my team is plugging in two times per day, right? Do you think my team's gonna get better if they're plugging in twice a day and role-playing, practicing, get their energy up, right? And on sync as a team, right? They're absolutely going to get there faster. Most sales teams ignore their sales team. They don't get better every day. The energy sucks, the room's low, there's no music, nobody cares. It just, it ends up not being the environment that I want. And that's the type of environment I used to have. So I know the struggles you're going through. That's why I'm doing this for free right now, because I get it, I've been there. And I am the best in our industry at helping people build sales teams. That's what I love to do. Deep down what I love to do, I love building sales teams, right? I freaking love doing it, right? And I'm talking like inside sales teams, where I'm actually getting in the weeds and I'm helping and I'm outlining the systems. And I'm literally, all this stuff that we're talking about, I specifically do in our company, okay? So I'm training every single day. Something you absolutely have to do. Most people don't do it enough. The CA sales system is the answer to that problem, by the way. For those that are like, dude, I don't train every day. It's because you don't have time to specifically train your team or you run out of topics or ideas. They can keep going through the sales system over and over and over, right? They can watch videos. The most amazing part of the videos in the sales system is our team can actually talk about what they just learned and they can talk out loud. And what's amazing about it, when you get a whole team together, one person will think, ah, that was an okay video. The same video, timing-wise, somebody else can say, holy freaking crap, that was unreal. I loved it, right? So one person can be like, ah, that was all right. Next person can be like, holy crap. It can click, right? That's why, that's why we do that, right? Because we want it to click. We want our team to understand it. That's what the CA's sales system provides, by the way. Okay? It's put there. You got it, Larry. Thank you, buddy. It's put there to help you and your team succeed. Because literally, a guy I'm coaching out of Idaho right now, I've helped him go from not selling Medicare at all to where he wrote over 100 apps. He wrote 109 apps in August. And I started coaching him back in February or March. And he's selling MedSupps and he's also cross-selling. He sold 109 apps on his own. Right? Guess who taught him how to do all that? I did. Now does that mean he wasn't a freaking stud and a beast and everything else before? He was. He just needed some direction and some insight and some coaching and some help, right? I hire coaches all the time because I want to be better. Okay? And he come to me and he's like, I don't have time to train my team. I'm like, well, dude, the sales system is gonna do that for you. Okay? The sales system is going to do that for you. Okay? So make sure you do that. Okay? Number six, I love this one. We talked about numbers. I do a monthly P&L profit and loss on every single one of my salespeople. This is the exact reason why we made the decision to scale our downstairs sales team. Because we realized we were making money on our worst salespeople. We were profiting. And Landon and I were talking about our marketing sales team and he's like, dude, if we're making money on this person, then why don't we have 50 people doing this if we're making money on all of it? So now we have like 20 salespeople downstairs and we're gonna keep growing it, right? And we were going through phases. We hired like a dozen people over a month and then we slowed down. Let's get them worked working and then we'll hire another dozen later this year or early next year probably, especially when we move into our new office, next year, 6,500 square feet, January 1st, the building right next door. Also, if you guys never get a chance to come to St. Louis, Missouri, love to meet you, love to take you to lunch, love to get you, give you a tour. We have another power player networking retreat here November 5th through the 8th, okay? November 5th through the 8th. So you say, okay, so what are you tracking, right? What do you gotta think? You need to know what's the revenue, right? And then you gotta minus if you pay them any type of base, hourly salary, whatever, maybe you don't, okay? You gotta minus commissions that you're paying them, okay? You gotta minus any advertising that you're spending on them. You gotta minus any software cost, right? These are things that you need to know from a P&L standpoint because when we bring on a salesperson, it takes us, it costs us a couple thousand bucks to bring a new one on, maybe a little more than that based on the fact that they've gotta have chair, computer, monitors, headset, desk, right? They gotta have all this stuff and they're eating up somebody's space, okay? So you gotta take the revenue, you gotta minus all this so that you end up with the net profit at the end of the month. And if you're not making money on them, then you need to be honest with them, okay? Based on the facts and the numbers that we've ran, we are not profitable on you, we were not profitable on you last month. We need you to be profitable this next month or we will not be able to keep you around, okay? I wanna help you, I wanna help you get there. I can help you get there, but I need you to know that as much as I love you, it's still in business, okay? So we need you, so I'm gonna be honest about that, right? We do a monthly P&L that I see on every sales team we have every single month. Numbers don't lie, I wanna know the numbers, okay? So that's a super important piece that a lot of people ignore. A lot of people ignore doing a monthly P&L, okay? Number seven is I need my sales team to be focused and I need there to be somebody, and I need there to be some urgency. I need my sales team to be focused and I need some urgency, what do I mean by that, right? There's times where they may go from 80K in a week to 40K in a week or 20K in a week and I'll be like, what the heck's going on, right? Sometimes they need you. Sometimes they need you to spice up the product, right? Sometimes it may need you to run a sale, right? Sometimes it may need you to, you know, maybe you need to, you know, get the music going. Maybe you need to have a team event outside the office to help the morale, right? Maybe you need to incentivize them with some money or a bonus or an incentive or a trip or cash, right? Or some spiffs, okay? We do that kind of stuff a lot in our office and you've got to get to where you're offering these things because what you've got to do is you've got to keep their attention. One of the hardest things in the world to do is to keep the attention of a salesperson, okay? So I do my very best to keep their attention. I'm a PNC agent with renewals. Can I make 50 cents on the dollar and still be good on ROI? You can as long as everything backs out when you or your agency owner or whatever looks at the numbers at the end of the month. You can be if you brought in enough revenue to the company, okay? Because I mean, all the other stuff is small stuff, right? Systems buy, like all this other stuff, Slack, emails, all that, right? These are a little costs, but really it's money that you paid them and money that you spent to get them leads. That's the main two pieces of the equation. And if we track this so much that I could have a, I've got such a good detailed system now that we will have 100 salespeople one day. You want to scale a company to 10 million bucks? That's the answer, okay? The reason we've grown so much is because we know everything, all these systems and processes. And I'm constantly in their face encouraging urgency, getting their attention, growing everything. And constantly I'm walking around, like literally if I walk in at 5.15 and their hours are 8.35, if I walk in at 5.15, everybody's turned around talking. I'm like, hey, give me about 15 minutes, man. You guys can't be cutting out yet. We got to stay focused. We got a goal as a team, right? Then let's freaking finish drawing. I guarantee you, if you just focus, you can get a sale by the end of the day. I don't care if it's 15 or 20 minutes, right? I am going in, pumping them up. I'll walk around several times a day, give everybody fist bumps, right? Try to keep the energy up, try to keep it positive. That's what it's all about. Salespeople, the biggest struggle people have with salespeople by the way. Setting the right expectations. If I had to pick some of these, it's setting the right expectations. Training daily and keeping them focused, okay? I'm gonna release a poll. I'm gonna release some polls to you guys right now. The first one is do you manage a sales team? Do you manage a sales team? Yes or no? Okay. And then I'm gonna release another one in just a second. I'm gonna release another one in just a second. Okay, I'm gonna give it another four seconds and I'm gonna close it, okay? Here's another one. How many salespeople do you have? I wanna know the answer to this question as well. This stuff is very helpful to me, by the way. Stuff is very helpful to us because when we're putting these numbers together, we want about it too consistently. I wanna know how to help you, frankly, okay? I wanna know how to help you, okay? Let me close this one now. Here's the last one, okay? What do you feel like is the biggest area of improvement for you and your team? Okay, maybe if you don't have a team yet and you wanna build one, that's great. I can help you do that. But personally, where does it need to be for you? Okay, and if it's just sales process related and it's general stuff, then you can actually pick multiple answers in this, by the way, I think you can pick multiple answers, not just one. Select one or more of the following, there you go, okay? So this is helpful to me because at the end of the day, most people struggle with getting their sales team, keeping their sales team focused, motivated. They don't know how to close deals at the end, right? They start to really struggle, okay? So I'm gonna give you another 10 seconds here, but this information is super helpful to me, so thank you for that, okay? Thank you for that. I love these polls because I can analyze the data at the end, it's okay, that makes a ton of sense and I get, close it in three, two, one. Okay, so thank you guys, super, super helpful. I'm gonna go ahead and share the, I'll be able to share the results with our team as well, okay? So thank you for voting on those, for those that were able to, that was helpful. Thank you for that. Also, if you're like, dude, this changed my freaking life and my business forever. And I'll either have a sales team or I wanna build one and I know I can improve, I know there's more in the tank and I wanna private Zoom with you, Cody. Email my assistant Kelly at CodyEscans.com and we will have, I will make sure we get that scheduled within the next week. I'm gonna have some travel time and some space a couple days before 8% while I'll be chilling and thinking about what I wanna do at the conference. So I'm gonna make some time for you guys, but at the end of the day, here's what it's all about. In closing, you need to be training your team every day. You need to be thinking about what can you do to make your team better long-term. How can you get your sales team from now to where maybe it's 10 times bigger one day? How do you make that a reality? I've got some of the answers. I would love to be a part of it, I would love to help. Whether it's through helping you to pay your employees to use paychecks. We do not. We have a CPA that handles that, our CFO and our CPA take care of it. I don't know all the specifics. I know we use QuickBooks for a lot of stuff and I could answer some of those questions in more in depth. Even though I don't manage a team, this is great to get a team I am to do to be better. Yes, that's exactly right. At the end of the day, like if you don't follow this stuff, like I struggled with sales teams, by the way. I'm a sales guy, right? Cause there's three levels to being great at sales to this whole sales game. There's a sales person. A lot of you are probably phenomenal of being a sales person. I was phenomenal of being a sales person. Second step, sales manager. I was not a very good sales manager for a long time. I'm a phenomenal sales manager at this point. The third step is being the CEO of the business owner. And I'm trying to be good at this piece. That's the piece that I'm trying to navigate now and learn. And I made a ton of freaking mistakes and I'm not perfect by any means, but I'm working, man, I'm working. Where will the recording be found? We're gonna make sure that we send that out. And then we'll probably upload it on YouTube tomorrow as well. We're lone wolves by nature, bro. Dude, you ain't lying, man. That's exactly right. I'm naturally a lone wolf. If someone's sucking, I'm like, dude, give it to me. I'll freaking do it, man. I'll do it, right? A lot of you guys are the exact same way. Most people don't train with their team enough because they don't have time. That's where the sales system comes in. Whether I can help you with the sales system, you and your team, because you need to be phenomenal at sales or you can't move with a ladder, number one. Or the second piece, whether you need some one-on-one coaching or consulting, you'll need to provide you ideas. Or dude, you just wanna spend 10 minutes with me, 15 minutes with me on a Zoom. That's great too. Okay, it was yet email kelly at kodiaskins.com, okay? With an I, yes, K-E-L-L-I. Thank you, Brett. That's exactly right. And it's a unique spelling of Kelly. Okay, that's blame her, not me or Brett. That's on our phone. Okay, at the end of the day, at the end of the day, I want help you. Can't make a day percent, grab the live stream. You can have whatever team you want. It can be as big as whatever you want, but you can't be possible if you don't start now, right? It's tricky that your best salesman can't manage. Yeah, it is. Who doesn't want to spend time with Cody? There you go, Tony G, let's go, baby. My daughter is Kelly, it's awesome. There we go, I like it. I like it, Jason, good. I don't wanna have any other Kelly's in our office, so I know your daughter's with an I, Kelly in here's with an I, good people, good people. All right, thanks for being on Seven Secrets to Scaling the Superstars sales team. If they're not trained daily, they're gonna suck. And if you don't start to come up with some ideas to scale your business and your team, it's probably gonna suck too, okay? We don't want that, all right? So I'm here to help. Thanks for being on tonight. Hopefully you enjoyed it. These are simple, 40 minutes, right? Seven Secrets to Scaling the Superstars sales team. I want you guys to be phenomenal. I want you to be stellar, and I want your team to be full of a bunch of superstars, all right? Appreciate you guys. Have a great night. Let me know how I can help. I'm here, appreciate it. Hey, if you enjoyed this, I got another one you're gonna love. It's right there, click on it. See you in there. Hey, happy Sunday, happy Sunday. Just wanna come and talk about some things that have been on my mind lately. When it comes to building a company, motivating others, challenging yourself.