Carl Gould #70secondCEO

Position Yourself Before They Position You Pt 2 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. But I would be telling them, here are my goals, right? So for example, one of the techniques that I'll do is I will take essentially personal responsibility either for a brand or a territory, and I would say, listen, there are a few brands that I work with very, very closely, ABC, DEF, and GHI. And I want to really help them with their launch, or with their Northeast expansion or with their non-traditionals that they just introduced. And I'm going out to the people that I think would be a good match. You're among the first that I'm contacting. So that could be a nice reset message. I'm looking to work with this kind of person. I've got these kinds of goals. I'm working with these sorts of brands and here are their goals. So I'm looking at people who want to partner in that. You are among my first calls, okay? Now, based on our categories, if we believe they are a client or deal now, we want to be talking to them every week. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

 Position Yourself Before They Position You Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. That you position yourself with your prospects, What I would be doing is I would be going out to our prospects as you're engaging with them and letting them know what your goals are for the coming year. Let them know what you'll be doing differently in the coming year and how they can be part of it. So, for example, I'm committed to hitting a goal of one deal per quarter. I believe in the franchising world the average sales cycle is 105 days. So that means theoretically you would have, on the last week of a quarter, if you were to bring in a lead, that would close by the end of the following quarter on average. I know some go quick. I know some take a while. I just sold two units of a franchise company within 60 days. The buyer was very ready and the deal went through very quickly. So that was very nice. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

 Is It Really a Deal Yet? Pt 2 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Are the ones that are going to close. Maybe they're doing this to educate themselves on the process. It's all good. It's just they are going to drain our resources. And we want to be very, very careful not to spend too much time with client laters. Client laters and deals later, they take a lot of resources. So what do we want to do? We want to focus most of our energy on the deal now people. The deal now is that we should be speaking to just about every week. We should be sending them gifts. Have you guys read the book Giftology by John Rulon? If you haven't, check it out. It's a really good book. It's how using gifting is a way to build. It's good for nurturing existing clients. And it's also good for winning new ones. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Is It Really a Deal Yet? Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Is categorize who it is in our pipeline that we're speaking with. or a deal now, meaning somebody is engaged, they're talking, they're going to all the steps, they're asking all the right questions, they are liquid, they are rolling over their 401k into an entity that can fund a deal, they are applying to the SBA, they're taking all the steps and they're making all the moves that are indicative of somebody that's serious and that is moving forward. I call that person a client now, or in your case, a deal now. There's either a deal now or everybody else goes into the deal later bucket. Okay, here's the mistake we all make. Mike doesn't make this mistake, but Scott does, I'm sure of it. I'm kidding. So here's a mistake that we make as salespeople. We think if we're at least talking to them, we're in the game. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Why Now Is the Time to Raise Your Prices Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.   Your good clients expect your prices to go up. So put them up, right? And I get you might have a certain cadence to it, but I would encourage you all, and if you wanna talk offline about how to do it, I'm happy to do it, but I would encourage you guys today, look at what segment of clientele or what segment of services or what segment of product and raise those prices today.   I don't care if you just did them in September or January 1, whatever. Wherever you think you can raise your prices, raise them. Because if you're not getting the yes, but, you have not gotten to where your clientele is willing to, the upper end of where they're willing to pay. So I'd highly recommend that you guys do that. OK? All right? And so just keep asking the question. Get with your team. If we raise it 1%, a supermarket can raise it a quarter of a point. can go from 1.3 of assets under management to 1.6 or 1.4.   Whatever it is for you, look at where you can raise it and raise it, right? Because you will get to the place where you'll have your best clients, and you'll use pricing as a qualifier and you'll start to differentiate, here's why it matters. During volatile economic times, buyers defer to experts.   Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

 Progress Beats Perfection  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.  Or in business history, have you been rewarded for just trying, right? So more than ever, we–we have the opportunity to just get out there and be (unclear follows), right? Not only is it okay that you make a mistake, but it's actually rewarded when you do, because you're not perfect, right? Social Media for the most part, is the highlight reel is like, you know, when you see somebody at a networking event, how's it going? Good, busy, busy, yeah busy, so the family likes everything's pretty good, we're really good, that social media. So somebody's actually authentic enough to say, Hey, I tried this didn't work well, that was because what I–I try never to do that again, more and more, they're rewarded for it. So we live in an age where performance is rewarded almost as much as the result. Now you're highly skilled people. I mean, think about it. If you tried something three times, you're likely to get it right. If I gave you five times or 20 times to get something right? Do you think you'd get it right? I've even told you what it is and you still like, give me 20 I'll get it, right? You're too skilled not to get this stuff, right? So it's not like you're gonna be fumbling your way through social media for the next year. You might get it wrong or not perfect, like two or three times then you're like, alright, everybody, hey everybody, check it out. Nail it, right? And you're going to show the result.  Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Why Letting Go Is the Hardest Part of Growth  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one-minute investment every day for a lifetime of results. I was just reading an interview, an old interview with Bill Gates where he said in the early days of microsoft he--he wrote all the code and then when they bought in coders, he had to sign off on all the code before it went out and then they bought in Steve Ballmer and Steve was like Bill does anything happening that's it, you're not doing that anymore and--but Bill Gates had a hard time letting go of the coding because that was his area of competency, right? And so it's usually the main problem tends to be the founder because we got off the ground and we prove our concept based on the founder's drive but now we've got to--we've got to let go of that, let the next generation take over. This is very very common in family-run businesses, where parent(s) won't let go, and so a family can't scale and have it grow beyond--have it grow beyond what the founder first envisioned and they hold on to the point where their family members are scattered. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Schedule It or It Disappears Part 2 Hi Everyone, Carl Gould here your #70secondCEO, just over a minute of investment per day for a lifetime of results.  Sometimes when you're in the jar, you can't read the label, alright, so I know it sounds silly, but we're out here reading the label for you. Ok, so do yourselves the favor of holding each other to getting it on your calendar. So, if we wrote November 1st, 2023 at 12 oclock put it in your calendar as an appointment and invite the person you're doing it with to that appointment, that's our weekly meeting to talk about PTO approvals, so this is our weekly meeting, if I have to send a marketing budget draft to somebody, make an appointment with that person, on that moment I'm going to send it. That's when we're going to have that meeting. So, you know you have the right action item if you can put it into your phone as an appointment. When we talk about leveraging technology later, whoever is in that session, we're going to talk about how to use your calendar as your ops manual. The calendar, the old thinking that that's my appointment calendar. That is like so last week, we're not doing that anymore, it's your ops manual. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Schedule It or It Disappears Part 1 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 is 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.  

Exit or Evolution—You Need a Plan-Part 2 Hi Everyone, Carl Gould here your #70secondCEO, just over a minute of investment per day for a lifetime of results. You're gonna say, you're gonna say, all you're gonna say is, "There's a seat for every one of you on the bus." And over your head on this, over this shoulder is going to be today's organizational chart with all the names in it, and tomorrow's, or your five or ten-year plan, or whatever. And, for example, the job you're in right now you won't be in that in five years. Alright, so if you're a CEO now, you might be a Chairman of the Board then. So, in the future org. Chart you're gonna write CEO, question mark. So you'll be here, your team is there, that's all you'll have to say. They will get the fact that there's an opportunity to grow within the company. All you gotta do. "There's a seat for every one of you on the bus." Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Exit or Evolution—You Need a Plan - Part 1 Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. An exit strategy. As a matter of fact, when I first started my business, my landscaping company, very community-based, very local, I never left 30-50 miles of radius around my house. And I used to do snow removal as well, and that's Latin for, you never get to take a vacation, 'cause you never know when it's gonna snow. Right? So, I could never go anywhere, it's very very local. But, since then, since I started coaching and speaking, I have now spoken in 68 countries. And what I have found is that in every country I've gone to, no matter what the translation for the word is, every employee of a company has the same word for exit strategy. You know what that word is? I'll give you a hint, it starts with the letter 'R' and it rhymes with detirement. Right? Retirement. Okay? So, this, what I highly recommend is that you, is that you create your exit or evolution plan and share it with your team.  Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Why People Must Feel Safe Before They Act  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Let's talk a little bit about how we can influence another person. Because at the end of the day, we're gonna go from potential to performance. But the idea here is that you will be influential to another person, alright? Now building rapport and ultimately influencing something, somebody, it's a bit of a self-fulfilling prophecy, that's a bit of an automatic reflex. In other words, wired into our central nervous system is a safety mechanism that tells us if are we in rapport with our surroundings or not. Are we safe in our surroundings or not? Okay, so if you want to influence another person to your point of view or influence them to so they take action in any way, you have to make them feel safe and the way that they do that is they have to decide if they like you, or not in the way that you're thinking like, you know, not like I like to spend time with that person. But on some level am I like that person? Do we have something in common? Right? So on some level, your audience has the feel that they are like you. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Success Puts You in Uncharted Territory  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.  You know, one of the first things I learned as a coach was that there are two types of distress you're going to deal with a lot as a coach. And the number two type of distress is, I know what I want. I haven't gotten there yet and I'm not either. I'm not sure or lack of strategy, or I don't have the resources, or whatever the number one type of distress is, I've achieved my goals, I set out to achieve certain things. And I've done that now. And the question I'm asking myself is, now what? Or what's next? Right? You see in sports all the time, a team gets out to a big lead, and then they give it back, right? The team that's catching up always has a target to go after. But the team out in the lead never knows what to do with themselves. And they almost always pull back. And so it is happens in life and in business because I promise you this. There are people out there, most of the people out there that have achieved a fair amount of success in business. At some point, they've achieved more than they thought higher than they thought they would be like, Wow, I never thought it would get this big. I never thought it would go that fast. I never thought it'd be this successful. And then they're in uncharted territory, and they're standing outside their identity, their definition of themselves. Wait a minute, I'm just a small-town boy or a small-town girl. Now I'm in the big city. I must be an imposter shortly someone's going to expose me.  Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Writing a Book Isn't About the Book Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Okay, so you write a book for three reasons, one of three reasons: I want to get rich, I want to get famous, or I want to get something off my chest, right. So most of the people I believe you're working with are trying to get rich or trying to get famous. Some might be writing something to get off their chest, but I suspect that's probably not the case. I want to get rich, meaning not just from the book, but I want to use this to catapult my next part of my career, or I want to be famous. I'm using it as a brand building opportunity. Is that fair to say that it probably falls in those two, three?  Yeah, I would agree.  Okay, so there you go. So they're likely not 100 years old, they're likely not over 70. What is their age group likely? I'll give you a hint. The average age of an entrepreneur is 42 years old. I was just gonna say about 45.  There you go. So who are you really talking to? You're talking to that group right in their, in their 40s looking to, you know, start to grow their thought leadership, right? They've gone to their 20s and 30s. They've done all the hard work. And now they're looking to take advantage of that experience and wisdom and start to help others and scale and expand their business. So I might–now again, somebody at 60 years old comes to you and says I want to get something off my chest. God bless them, take them all day long. But if you nail that group who's trying to get rich, trying to get famous, you'll get the I want to get something off my chest. Like and follow this podcast so you can learn more. My name is Carl Gould, and this has been your #70secondCEO.  

Stop Letting Your Heart Kill Your Sales  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. In the game we're in, we sell us as good as anyone, and we have to sell us, alright. Now- Nobody does (unclear word follows)  Nobody does, right? However, I've learned a few things after certifying and helping 7,000 people like you launch their business, is you are heartless servants. You want to change the world, you want to help people, and you will work for free to help somebody else rather than make them uncomfortable by charging them. And before you tell me no, that's not me, right? It's all of us. So we need a system to be the bad cop. You need some bad cops in your life. You are the good cop. The good cop is the one who delivers on the content, who delivers on, right. So the bad cop sells, the good cop delivers. So you say, wait, does it have to be the bad cop? Your job is to magnify their emotion beyond their capacity to handle it. Yes, you are the bad cop. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Consistency Beats Intensity in Growth   Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Now, as a general rule of thumb, we say 90 minutes a day of business development. Whatever these five are to the best that you can, do 90 minutes a day. If you can't avoid it, try not to do more than that. Unless you're like, I'm at a networking event. It's eight hours long. Like when I'm at Board of Advisors, Ray and I are members of Board of Advisors in Minnesota, you know, it's an all-day event. So I'm, you know, networking more than 90 minutes those days, but then there are some days I don't do it, right. You know, if you stick to 90 days, it's not too much. It's enough that you stay consistent. Right? And so you could build 90 minutes a day, or 90 minutes into a day, reasonably. Reasonably. Now, you might say, Well, can I leverage that up to my team? Yes, you can. However, I would say don't yet. Until you nail your– you nail. Like you walk into a room and you're like, where are my bad four-quarter Johns? 1,2,3,4 I could tell by your dress how bad that quarter was. I know exactly what to ask this one. Like you walk into a home and you know that room. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

Urgency Starts With Knowing Their Pain  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. What you do want to ask yourself is what keeps them up at night? Because if you're going to solve the problem of what keeps them up at night worrying, and what exists in their life or their business right now that makes calling you a necessity today, then you are really well dialed in to who your ideal client is, right? So you know, I live in the northeast, I live right near our ski resort. There's probably two weeks left of the ski season. Skiers know this. This is a problem for skiers. Skiers want to get that last couple runs in before the end of the year. So if you're a skier, what exists right now. It's a sunny day. I walked out today and like oh, you know, I feel like I missed the whole ski season. I'm a skier. I live near the ski resort. What do you think that company ought to be doing right now? Right. Trying to push that pain button, alright. Hey, two more weeks. That's it and the season's over. One last chance, come on out. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

If You Won't Guarantee It, Why Should They Buy? Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. The issue is who has the guts to take the mark? Because you all know the answers to, right. So I trade now. So I use this in all of our businesses, and I use this with all of our clients. So I've trained over 7000 business coaches, right, to that long and a have a business coaching and consulting business. And so one of the things that I teach is for them to give you. So think about this next time you hire consultants of five to one guarantee, which means if they are not making your saving five times the amount of the fee, their fee, then the whole thing is free. How much advice do you have currently that offers a five to one ROI guarantee? Now, how many of you do you think could offer you that? How many could offer? All of them. They all could. They don't do their job, they can't give you your money back? They can all do it. How many of them do? None. I offer a five-to-one guarantee, so who am I competing with? Nobody. We'll know what the problems are,right? Who has the guts to just say, I'll stand up, and I'll deliver your money back. Oh, I don't know, what if they don't take the action? And what if they don't follow through and I can't hold them accountable and I'm short that meetings. That's a problem with you--then your programs not compelling enough that they want to show up on a phone call, that's not their problem. That's your problem, right? Well, how am I going to control my supply chain? Right, I have yet to meet now by coach a lot of you types already. You will fall in love with your supply chain and very efficiently at the best price and you stick with it. I've yet to find a company where the diversity of their supply chain is their problem, if you know what I mean. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

 Stop Selling Positives—Solve Problems Instead  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 know the biggest mistake you kick your way, I want to know what the biggest mistake you are making in your business is, so we can go and fix that problem. Here's the biggest mistake. Talking about the positives of your business too much, or giving it too much airtime, right. That's not what it is in a current client working. In the season of business that we're in cold winter, people defer to experts, right. Experts are people that can do two things: solve problems no one else can solve and then charge what no one else can charge. Those are the two things that will determine whether your clients will keep you as an expert or not, right. So here's what we start. So for those of you out with the last one, we'll do a little bit last time, is first thing we want to do is we want to hear, what are the top complaints that you are getting from your prospects and your clients? And what are the top complaints about your industry, not just about you, and some of these complaints that might not even be about your company. But take a moment, write down what are the top five complaints you are hearing from your prospects and your clients about working with a company like yours. What I used to hear is people will start on time, tell me you're going to start (unclear follows) You say you're gonna be done by April 1st, you're not done by April 1st. Tell me one price and there are complaints, change orders or you don't have, you know, you quote them with one price, but then you're short on supply, but you can find it from another source as long as they're willing to pay more. And in my service business, the complaint was we didn't give enough, long enough guarantee on the hardscape and landscape materials. And there wasn't a senior manager on site, those are the top five I heard. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.  

How Structure Creates Scalable Systems  Part 1  Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Buy a system i.e you buy a franchise before that franchise can be successful you must have a structure in place, so what's the difference? Structure means you're taking people and putting them in certain roles and giving them certain task, now that is different than a system because in the beginning you are not controlling 100% of everything they do, this is one of the hardest things to grasp in a business because you need to put people in place and with minimal training they have to serve the client and use initiative and their flexibility and along the way of putting people in place, putting people in that structure out of that you will begin to develop your systems. Much like an airplane that sits on a runway,  awaiting its time to take off. The pilot must use his common sense and the maximum amount of flexibility in order to get the plane, the cargo and the people in it in the air. He is given a system in the beginning, there is a system for having a plane take off, and there is a structure and a checklist in order for that pilot to launch that plane into the air. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.