How to have a $100K day....

It was Friday June 30, the last day of June. We were behind our sales goal by $40,000 and we were tired physically, emotionally, and mentally. We were six months in to the year and we had been pushing and grinding with 16 hour days all toward a dominant focus of selling $200K per month in coaching fees. Some days felt like we were winning and somedays it felt like we were getting whipped in every possible way. I came in to the office emotionally drained. In my mind I questioned if we could even manufacturer $40K in a single day, especially one deal at a time.

And then a magical thing happened, we caught some serious momentum sparked by our director of client engagement Takisha Bromell. Yes, you heard that right. Our operations director got on a hot streak and began selling one person, then two, and then three. All by 9:30 a.m. and we we were off to the races. Sometimes you just need a spark or catalyst to get that ball rolling. Once our team got on fire our hope began to turn into action from all of our team members and with every sale our confidence got higher and higher. We would not be stopped or come up short.

We would end up selling over $100K in less than eight hours and go on to drive a $60K+ surplus toward our original goal of $200K in sales in a thirty day cycle. It was an exhilarating day that we could extract some serious business lessons from.

What did we learn that can help you drive serious sales when your back is against the wall? Here's the playlist as I reflected at the end of business:

1. It all started with a DOMINANT FOCUS and COMMITTED PEOPLE. This is a single tangible outcome you would like to drive in a 12 month cycle as measured by 30 day windows. I set ours at 100% of growth year over year because that's just who I am. My team believes we can hit it and so do I. They have actually asked me to raise it several times. Once you hit it three consecutive months it is time to raise it. This is the TARGET you are pushing toward daily. Without this you are just floating along aimlessly toward nothing. With it a championship is ready to be won.

2. You then need a SENSE OF URGENCY. I don't know if we could have picked a day of the month prior to the last day and hit our target or not. Many have their most productive day the day before they go on vacation. They finally create a sense of urgency. My goal now is to see how I can create this earlier in the month and on more days. With this MANY things are possible. We had an URGENCY I had not seen this year.

3. Sales happen when you CREATE DEALS where the customers feel like they are winning. Bill Maddox, our director of expansion found an innovative way to sell companies on investing in their people that allows them to get all of their people trained with an investment from both the company and the employee. It's the ultimate win-win where we get paid, they get trained, and it happens as a vested partnership vs. a one sided relationship. Create deals that are IMPOSSIBLE to say no to. People are looking for NEW, NOVEL, and DIFFERENT ways of selling, not the same old exchange many approach it with.

4. Have something valuable to say when you get people on the phone. What creates a sale is a specific offer that appears exclusive and scarce. We work and teach a concept founded by Tom Love called the "Explanation of Services." This is where lead with what we believe and get agreement quickly from the prospect because people do business with other people that believe the same things they do. We then pivot and show them how our "methodology" will increase their business as much as 43% in a one year cycle. We show the ROI on a small investment that could be a big asset in their life. We give them a "scarce" offer they have to take advantage of today or they lose it and they have to pay a premium. Create "open and closed enrollments" in your business so there are windows people have to take advantage of.

5. There are three cycles to this process I learned from entrepreneur and comeback coach Tim Storey out of California. First you have a revelation (Ours was that we could help people in unique ways). This is then followed by conviction (This is what we are really selling, a contagious confidence and a future outcome), and then you create movement. Our team had revelation that they could and would hit their target and would not negotiate down what they believe. They believe that in the product (our coaching programs) and that it can change a person's life. Our selling system churns leads and our showcase events generates interest. It is then up to us to capitalize on the energy and interest.

6. Create a TRIGGER EVENT. Remember the concepts of "scarce" and "exclusive." We offer an "exclusive membership" to a top tiered coaching platform. If we are calling on you then we believe you are cut from a certain cloth. We are choosing you and are the buyers vs. the sellers. We have created community and brand recognition and it is one you are going to want to be a part of (See www.mosnterproducer.com). You are progressive and need to be in close proximity with other progressives. We also got people to join because it was scarce. We offered deals that had to be taken advantage of that day or they lost it and they would have to pay a premium price.

7. Nothing is off the table. Explain to your team and empower your team to put deals together. There is always a way. We will buy out contracts, sign people up today and let them start at a later date, add additional programs for 2 for 1 specials, and drive up the value any way we can. Many of you have all kinds of inventory or things you could use to create a buying decision in the forms of other products or value but you are not using. My mindset is "whatever it takes."

8. This won't work unless you have a team of committed maniacs. Dry and boring sales people who are not willing to do the inconvenient or work through fatigue will never be able to pull off what we did in eight hours. They have to see the value to the organization in setting and achieving targets and have each other's back every step of the way. With a new Director of Special Projects in Eric White he helped pull operational responsibilities off the sales team while he is in training and our intern Brooke Parker handled other activities to allow people to sell all day.

9. We have begun OPTIMIZING our current clients- Put offers together that will strongly incentivize your current book of business to take action to MULTIPLY your sales force. WE offered our current Monster Producers (roughly 150 people) the opportunity to go in to my studio (an asset) and do a endorsed commercial from me to them if they would bring new MONSTERS to the next class. We valued that at over $1500. This will drive people to spend time inviting and bringing like minded people with them. Something small will never do it.

At the end of the day these 9 factors drove our team. It was incredibly inspiring not only to me but also to our clients. It showed what time, energy, devotion, and urgency can do when every person buckles down and feeds off each other. It showed that you can have a MONSTER day and create over $100K in sales in just eight hours.

Now imagine having 31 of those every month.

One of my favorite quotes is this, "Never underestimate the power of a small group of people to change the world. It's the only thing that ever has."

When you are serious about building a culture like this with urgency and intensity who can do magical things check out MONSTER PRODUCER, our biggest coaching program where we teach concepts just like this every day. We also customize trainings for companies who want to build cultures that kick butt. Contact us at info@coachburt.com.