Carl Gould #70secondCEO

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. Take a moment right now to write down what the top five complaints are about your industry- maybe not about you as a company, maybe you as a company, but maybe not- about your industry? So how would you know that? So think of a customer- a negative customer- customers. Now add what's going on in their life right now that makes calling you a must. What was the trigger event or events that may calling you a must not a nice to have but a must like its origin I don't mean life and death but its an origin. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. So Jim, what I would do is I would look at what would be favorable, what would be the terms and conditions of the contract that you would be willing to say to a customer: I'll eat the price increase if it comes up in the next whatever 12 months, 24 months, 36 months, whatever. Here's what I would need in order to guarantee it. And here's what they would need in order to sign the contract. And you work it back and forth until you have something that you think would be favorable enough that they would be willing to sign. Now remember, when you go to them with this, and you say, listen, I'm willing to eat the price difference if you sign this contract. And they're like, "Wow, you must be confident in your ability." I'm like, absolutely. I don't want to do that, but I'll go with you. Remember, this obnoxious offer, people will either buy. or you will use it as a closing tool for your other levels. So it serves two purposes. But the one thing it will do is it will differentiate you as the guy who's willing to guarantee and put his money where his mouth is. And that will differentiate you. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your#70secondCEO.

Hey Everyone, Carl Gould here with your #70secondCEO, just a little over a one-minute investment every day for a lifetime of results. Today's topic is - Cash Flow. All right, so give yourself a ranking here: To what degree are you cash flow positive on a monthly basis? Do you have at least six months of operating expenses in reserve to weather a storm? Do you have enough buying power in order to take advantage of an opportunity should it present itself? One is low like, 'Oh my God, help!'10 is high, were really good there. Anything 7.9 and below, and we've got to talk, OK? You want to have, you want to be able to manage credit; that's your buying power. You know, at this level of your business, you know, just buying on cash and always being in cash isn't always the way to go. You want to manage your credit so you are building assets. And are you setting it up, setting aside enough in your business, in your cash flow operations so that you are building a bit of a nest egg? Ok, so you can weather that storm, and you must be managing your expenses so that you are cash flow positive each month. So, are you cash flow positive? Have 6 months' reserve? Enough buying power? Like and follow this podcast below. Send me a comment: which of the 3 do you need to work on? I want to hear from you. I am Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. They don't make obnoxious like they used to. I remember the first time I was called obnoxious. I was in the seventh grade. And I was joking in class with some of my friends. We were probably just being louder than we should have been, probably in a more inappropriate manner than we were in class. But I must have said something that my teacher overheard, you know, and she didn't like it because she came up to me and she said to me, " Carl, you're being obnoxious. And I could tell that she wasn't happy with me or what I said, but I didn't know what the word obnoxious meant. I don't know what I may have said that upset her. And I certainly didn't see anything wrong with what was going on, right? But all my friends and I, we were just laughing and having a good time. So in the beginning, funny enough, I took it as a compliment. I thought obnoxious was a compliment. So, talking about ignorance being bliss, I was out of my mind happy. So at first I could tell she wasn't happy. So I felt like I did something wrong, but I didn't really think I did anything wrong. So that night, I didn't say anything at the time. That night I went home, and I looked up the word obnoxious. And you know what I found? I found that it meant odiously or disgustingly objectionable and highly offensive. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi Everyone, Carl Gould here, your #70secondCEO, just over a minute of investment per day for a lifetime of results. This one is called flexible consumption. This is another way that you can start to generate revenue in your business. My father always used to say to me when I would complain, " Ugh, my sales cycle's taking too long, Dad. I'm not getting the clients I want; they're not paying what I want. He said, "Carl, Carl, it's really simple, you're not making it easy enough for them to say yes. You make it easy for them to say yes, they're going to say, yes. If you're not getting the results you want in business, you're not making it easy enough to say yes. You're making it too complicated." Good one, Dad. Alright, so, I've got to go back, and I've got to look at my product and service offering. How can I make it easier to say - YES! Well, here are a few ways to do it: Bundle your services together. You know if I walk into a restaurant and say I'd just like an omelet. What kind of egg? I don't know; you know you can have a brown egg, you can have a big egg, you can have a jumbo egg. Ok, ehhh, brown. What kind of cheese do you want? You want mozzarella, you want parmesan? Eh, you know, if it's that hard to order an omelet, I don't want to come here anymore! Make it easy for me! Alright? Give me a few easy choices so I can just walk in and say, OMELETTE, and it shows up. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi Everyone, Carl Gould here, your #70secondCEO, just over a minute of investment per day for a lifetime of results. This is the one thing- the main thing that trips up your progress: scheduling conflicts. That's why we developed the Annual Milestones Planning the way we do. Where you put it on the wall, and you step back, and you're like, you're going to do that? At the same time, we're doing that? That sounds crazy! That's just a macro example of how you're not managing the resources. This is just a micro example, alright? So, absolutely have your device with you, go to that time; if it's November 1st on this day, make sure there's nothing else going on. I guarantee for a number of you, you're going to find out there's a scheduling conflict. I want to spend more time with my family, cool! What time's your family home? Oh, 4-6. I want to hit the gym, got to go to that class, what time's the class? 5 o'clock….You see a problem? No, put it on your calendar...oh, right...oh, ok, so, unless we make you do it, one of them is just going to fall off. Well, I can't do that because that's right in the middle of family time. Well, did you think about putting it on in the morning? That's a good one, good one. Good one, 5, yeah, got a lot of time in the morning. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results. So, now, business owners, I won't embarrass you by asking you to stand up if there's somebody in your business you would need to fire, because you would all stand up, but you need to let that person go. Who you say no to on your team is equally as important to who you say yes to on your team. I would rather have a smaller team of high performers than a larger team that has mid or lower performers. High performers don't like low performers. Low performers don't like high performers. Don't put them in the same room. You can find all the research. You put a high performer and a low performer in the same room. A low performer will drag down the high performer 15 to 35% in their productivity, 15 to 35%. You're better off just getting rid of the lower performer. Yeah, but who's gonna answer the phone? Oh, geez, we'll figure that out. Oh yeah, but I don't have anyone to go to the trade show. Oh, so what? Better an empty booth than what you put in that booth, right? Make sure to be, again, aware of your higher-standard people. By the way, I know accountability is a challenge in many businesses. Not when you have high performers. They love scorecards because they're always winning. Accountability only hurts when you're not meeting your goals. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one-minute investment every day for a lifetime of results. In sales, yes, there are times when you get the lucky one, right? We have a franchisee who thought they were calling our competitor. And they said, Oh, I remember the three calls we had; they were so good. Meanwhile, I'm going through my records, I'm like, does anyone have a record of this person? What did we miss? We didn't find out till later that they actually were talking to the competition. They mistakenly sent us an email for the fourth meeting, which they thought was the fourth meeting with the other people. I just played along with it. I'm like, oh, well, how are we doing so far? We're like really close. And they said, I can't wait to come to the discovery day. I'm emailing the team, when's the next discovery day? I get the note back, I'm like, put this person on the invite right away. And by the time they woke up and realized that we had them, all right, fine. Now and again, you step in a little dung, and you get a little bit lucky. And maybe you make your luck by being out there and putting yourself out there and doing the work. For the most part though, we still gotta go out and get it. And the marketplace doesn't care what you did yesterday. They like your resume, they like your business card, they like that you have the expertise that you had, but tomorrow someone's gonna beat you to it. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Too good at what you do to not have the lead flow that you need. You're too good at what you do. So I know darn well if you went to every trade show and if you were at every event and you were typing in every time I asked and you were going for it 100%, you'd have your leads, right? And so July is a great opportunity to say, all right, yeah, yeah, yep. I went to go see the 4th of July fireworks on the 2nd of July. Also, instead of doing that thing that I knew I should have done- I didn't send out those proposals, and I didn't make a few of those calls, and I let this slide a little bit. I get it. We all do. Just take an honest assessment. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. Now I'm trying to make it sound fun, like, yay, referral party, but we also call it a one-to-one house call. It's a meeting with somebody where you sit down and you say to them, Here's what's going on in my world. And here's what a good introduction looks like for me. Tell me what's going on in your world and what a good introduction looks like for you. And we don't get off the phone until we make at least one introduction for each other. You do that with five people every month. Who can I introduce you to that's meaningful? Now you might not always get a perfectly qualified lead. That's why you want to do five. You might say, Oh, well, my son or daughter is about to take their SATs to get into college. Oh, I know a great, you know, SAT tutor. I'll make that introduction. All right. Well, I was hoping for someone that was going to buy 10 units, but I'll take the SAT tutor. Sometimes it's that; sometimes it's just relationship building. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one-minute investment every day for a lifetime of results. What can we bring in? What are other activities? So if you look at the second one right there, one of the things that I like to have is I like to have I found over the years, I don't know what the magic science is behind it. I don't know how the planets rotate to make this work. After 35 years as an advisor and 40 years as an entrepreneur total, what I found is if I maintain a good stable of 24 people that will refer me once per year, that helps my deal flow stay pretty active. That means once a year, these 24 people are going to say, Hey Carl, you should meet so-and-so. Hey Carl, here's an investor. Hey Carl, here's a landlord. Hey Carl, here's a realtor. Hey Carl. You see what I mean? That gets me to a month, and I found that that's pretty consistent. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. In sales, yes, there are times when you get the lucky one, right? We have a franchisee who thought they were calling our competitor. And they said, Oh, I remember the three calls we had; they were so good. Meanwhile, I'm going through my records, and I'm like, does anyone have a record of this person? What did we miss? We didn't find out till later that they actually were talking to the competition. They mistakenly sent us an email for the fourth meeting, which they thought was the fourth meeting with the other people. I just played along with it. I'm like, oh, well, how are we doing so far? We're like, really close. And they said, I can't wait to come to the discovery day. I'm emailing the team, when's the next discovery day? I get the note back, I'm like, put this person on the invite right away. And by the time they woke up and realized that we had them, all right, fine. Now and again, you step in a little dung, and you get a little bit lucky. And maybe you make your luck by being out there and putting yourself out there and doing the work. For the most part, though, we still gotta go out and get it. And the marketplace doesn't care what you did yesterday. They like your resume, they like your business card, they like that you have the expertise that you had, but tomorrow someone's gonna beat you to it. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.