"I'm Not Getting Qualified People" — Transcript

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1. 0:00My name is Derek, I'm from Chicago. I
2. 0:01own Lifetime Roofing and Restoration. We
3. 0:04do um storm restoration. And so far
4. 0:07we've been hitting the 7 million mark.
5. 0:08This year we'll do probably about um
6. 0:10over 10 to 15 cuz we just had crazy
7. 0:13storms. And um I'm having an issue with
8. 0:15bringing in sales reps and a pay
9. 0:17structure. Like I I I'm just lost.
10. 0:20>> Okay.
11. 0:21>> You know.
12. 0:21>> Mhm. So what what specifically
13. 0:25you're saying you're having trouble with
14. 0:26it. Are you getting Are you not getting
15. 0:29applicants or you getting applicants and
16. 0:30they're unqualified or the people who
17. 0:31are qualified are starting but they're
18. 0:33not sticking? Like what specifically is
19. 0:35the issue?
20. 0:35>> So I'm getting unqualified people but
21. 0:37then like um so we kind of changed
22. 0:39something up where we started paying for
23. 0:41training and I see people now are just
24. 0:44coming in to get paid for training and
25. 0:46so I keep learning that after 1 week I'm
26. 0:48like you're out, you're not qualified
27. 0:49for this. Um so the one I'm not getting
28. 0:52qualified people.
29. 0:54>> I don't know. When you're saying paid
30. 0:55for training
31. 0:57>> Yeah, so what we do is 4 weeks paid
32. 0:58training and then your commission.
33. 1:00>> Okay.
34. 1:02>> Um but I figured that that's the
35. 1:04problem.
36. 1:04>> are you paying for the training?
37. 1:05>> It's 750 a week.
38. 1:07>> All right.
39. 1:08>> Um I it's not good though. It's not
40. 1:10working out at all.
41. 1:13>> Right. Yeah.
42. 1:14Um
43. 1:15and you're door-to-door?
44. 1:17>> Uh door-to-door, correct. Yes. And then
45. 1:19we have a call center that brings in a
46. 1:20massive amount of leads. So we give
47. 1:22about two to three leads a day to every
48. 1:24rep.
49. 1:25>> [snorts]
50. 1:27>> What's revenue split between
51. 1:29door-to-door and I'm guessing inbound
52. 1:31when you say call Are they outbound
53. 1:32calls or they inbound?
54. 1:34>> Uh outbound calls.
55. 1:35>> Got it.
56. 1:36>> Yeah, so we get um probably like 70% is
57. 1:39outbound calls. We get a lot of them,
58. 1:41like 15 to 20 a day now.
59. 1:43>> Mhm.
60. 1:43>> And then what's it called? Door-to-door
61. 1:45is probably about 30 40%. So what we do
62. 1:47is we get these leads and then they got
63. 1:49a door knock um all the houses around
64. 1:52cuz um we just had a major storm in
65. 1:54Chicago. So all those houses are
66. 1:55affected. So we get them the lead and
67. 1:57then they door knock all those areas
68. 1:58there.
69. 1:59>> Yeah. Understood.
70. 2:01Um okay. [snorts] So,
71. 2:04I don't think there's really any issue
72. 2:05with paid training. I mean, if you have
73. 2:07to onboard people, I'd say four seems
74. 2:08like a bit long, but um you can do it in
75. 2:11two or one.
76. 2:12Um but I again, it's that's not that's
77. 2:16not the problem. Um
78. 2:18I'm guessing the problem is more around
79. 2:19emphasizing it in the advertisement.
80. 2:23And what are the requirements for
81. 2:27getting in?
82. 2:31So, how do you how do you like you you
83. 2:32put these ads out, right?
84. 2:33>> Mhm.
85. 2:34>> From ad to you can train, what's the
86. 2:37process there?
87. 2:38>> Um I get on a call and I just see if
88. 2:40they want to work with you. Personally
89. 2:42get on a call?
90. 2:42>> Yeah.
91. 2:43Jesus. Yeah, yeah, that sucks. Okay, so
92. 2:46let's not do that. So, um
93. 2:48number one,
94. 2:49they come in, they'll apply, they'll
95. 2:51send the resume. Doesn't matter for
96. 2:52sales anyway, so who cares. Um what I
97. 2:55would say is send them the script that
98. 2:57you guys have
99. 2:59in response and then give them a group
100. 3:01interview so you can have all of them on
101. 3:02there.
102. 3:03On the group interview, you can do a
103. 3:05one-minute roleplay with every person
104. 3:07live.
105. 3:08And then give them real-time feedback on
106. 3:10how they did. If anyone prepares, it's
107. 3:12already a great sign.
108. 3:14Right? And if they didn't prepare at
109. 3:15all, it'll be immediately evident. And
110. 3:16if they didn't prepare and they're
111. 3:17[ __ ] amazing at sales, it'll also be
112. 3:19relevant too. And you're like, "Hey,
113. 3:20what if you actually tried? Let me show
114. 3:21you some stuff."
115. 3:22Um
116. 3:22and so, the thing is is that in that one
117. 3:24call, you can interview 10 or 20 people.
118. 3:26And then from the people who were good,
119. 3:28you can then have your one-on-one job
120. 3:29offer conversation with those people.
121. 3:31Like right now you're like, I'll
122. 3:32guarantee you that there's no issue
123. 3:34with there's no lack of sales talent in
124. 3:36Chicago.
125. 3:37Right? It's just that your process
126. 3:38you're you're talking onesy-twosies and
127. 3:40you want to kill yourself. And you're
128. 3:41like, at this point you just lower your
129. 3:42guard. You're like, "Just bring them in.
130. 3:43I don't care. I don't want to have these
131. 3:44conversations." Just do it one to many.
132. 3:47>> Okay. Group interviews.
133. 3:49>> Honestly, that's the that's the
134. 3:50bottleneck. That's all it is.
135. 3:52>> Cool. Thank you.
136. 3:53>> [laughter]
137. 3:55>> I did this with a therapy clinic that
138. 3:57had the same issue. They were hiring
139. 3:58therapists who's on on that was their
140. 4:00delivery side. It was insurance based,
141. 4:02so it was capped. Business 6X in 3
142. 4:04weeks.
143. 4:06So, just cuz it's simple doesn't mean it
144. 4:07like we got I mean we don't If you can
145. 4:09double your business with one move, like
146. 4:10why do you five?
147. 4:11>> Exactly.
148. 4:12Yeah, I know this event gave me the most
149. 4:14clarity I that I've ever been to a
150. 4:16event. Like I've never I've been to a
151. 4:18lot of events, but nothing gave me that
152. 4:20much clarity about a business and how to
153. 4:22operate and actually structure the
154. 4:23business properly for it to grow by
155. 4:25itself.
156. 4:26You know, thank you for that.
157. 4:27>> No, appreciate you, man. Thanks.
158. 4:29If you were the best salesperson in your
159. 4:30company, then your company will be
160. 4:33always capped by you. This is what the
161. 4:35two-day workshop is for. Now, I want to
162. 4:37be clear before I get into what it is.
163. 4:38This is for million-dollar plus
164. 4:40businesses that are trying to scale
165. 4:42their sales team, where you are still
166. 4:44probably vast majority of the match
167. 4:46either you're literally taking calls or
168. 4:47you are a big percentage of the revenue,
169. 4:49or you have to be constantly on the
170. 4:51sales team in order to get this to work.
171. 4:52If you're in any of those settings, then
172. 4:54this is absolutely for you. And so, if
173. 4:56you are tired of your sales relying on
174. 4:58you and want a sales system that scales
175. 5:00beyond you, then apply. That's the deal.
176. 5:02And so, if it is a fit, we look forward
177. 5:03to seeing you out here, and it's a great
178. 5:05time. We're talking about sales stuff.
179. 5:06Like, how could you have a better time?
180. 5:07But, don't take my word for it. Here's
181. 5:08what other people are saying about our
182. 5:09workshops. They're
183. 5:10premo, and uh yeah, can't wait to see
184. 5:12you out there.