Hi Everyone, Carl Gould here your #70secondCEO, just over a minute of investment per day for a lifetime of results.

I do this thing, remember I said I could show you how much money I can steal from you? And you’d never know it, ok? So, without looking at any reports please, write down, year to date, as of close of business yesterday to the dollar, what is your collective revenue in your business as of yesterday, close of business? Write down the number no rounding up, no rounding down. Before I even, before you even attempt to pretend to know. How many people know? Exactly, write down the range of what you think it is. Ah, it’s between this and between this…..I think it’s like between 1.2 and 1.4, it’s eh 600 and 650 eh, I don’t know. 5.2 to 5. somewhere in there. Ok, what’s the difference percentage-wise between those two? 5%, 10%, 15%? 20? Alright, 10 is the most common answer by the way. Alright, I just asked you about sales.

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.

Go on 10 appointments per month, for six months. What they've learned in this organization called the Institute for Independent Business, they had business mentors in 50 countries, so there are about almost 7,000 of them. What they learned was, if you go on 10 appointments per month, a lot of things happen. You get really good at your pitch, you really understand your ideal client, you understand what works and doesn't, you figure out how to close, you overcome the objections, you really hone your presentation. And so here's what he said, what’s that?

Trial by fire.

Trial by fire. And here's what he learned. Statistically, your chances of getting your client on the first 10 appointments is actually very low, very low. It's like under ten percent. Now doesn't mean that has to be your experience. You might walk out like I don’t know what happened to them, I got 8 out of 10. Good on you. Your probability of getting a client with your next 10 appointments on something that's new or something you change are actually very low. Your chances of not having a client- not having a client after 60 appointments is almost impossible. Meaning the probability of you having clients after 60 appointments is ridiculously high. The probability is ridiculously high one and a way.

It’s a count explore.

Pardon me?

It's a count explore.

It's a count explore, but you could I could, we could have a count explore 60 times and you could lose every time because why?

You figured it out basically.

Yeah.

Because you guys are too talented not to get 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.

What happens in your career is, you know, when you're younger as a CEO or a founder, an entrepreneur, your risk tolerance tends to be higher.

You're willing to take more risks, you're willing to change more. You know, I say that CEOs fall in two categories. They fall in the category of, I wanna make a mark.

I wanna change the world. My product or service is amazing, I wanna do that. Or, I don't wanna screw it up.

I've had some success, I've got this good business. Maybe I inherited it, maybe I bought it, or maybe I bought out my partner. But however I got here, I've got this really good business.

I don't wanna screw it up, I don't want this to go bad because this is my annuity for the rest of my life. Maybe this is for the next generation. Maybe this is for, you know, my kids or whatever.

But I don't, you know, so I fall in one of these two buckets so early on, most of them are, I wanna make a mark, right? So they have a high risk tolerance. And so they're all over the place. But once you get to, I don't wanna screw it up, now you're in that place where you're not, you don't wanna change what you're doing as much.

You know, I don't understand this next generation, what is going on? You know, I hear that, I'm like, I don't care what you think, but they are the primary purchasing power and you sell to them now.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.