An insecure kid whose world was influenced by a critical environment that provided little structure for him, Chaz Horn went from being homeless into the mentoring powerhouse he is today. His secret? It’s the drive to fulfill his “why” and his leadership philosophy of humility, transparency, authenticity, and extreme ownership. On today’s show, he joins Alicia Couri to share the backstory of how he became the man God created him to be. Chaz is currently a B2B Sales and Marketing Strategist who helps business owners, coaches, and entrepreneurs, eliminate their sales mindset and marketing challenges.
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Extreme Ownership In Leadership With Chaz Horn
With me is Chaz Horn. I want to tell you a little bit about Chaz because he’s a fascinating person. Chaz and I have connected on LinkedIn and started building an interesting business relationship because he is a master at LinkedIn and master at building relationships on LinkedIn. We’re going to dive a little bit into that and we’re going to talk about leadership and confidence. A little background on Chaz, he was an insecure kid whose world was influenced by a critical environment that provided little structure for him. He became homeless. I want to talk about that. Becoming homeless helped him step up and start to become the man God created him to be. He’s been in sales his entire life and started a business in December of 2016, helping business owners, coaches, entrepreneurs, eliminate their sales mindset and marketing challenges. Welcome to the program, Chaz Horn.
Thank you, Alicia. It’s been incredible because we connected on LinkedIn. Alicia answered something about a challenge we had and we started conversing and talking. That’s the great thing about social media and LinkedIn. I took the predictive index test, which I’ve taken before. We’re like, “Let’s interview one another.” I appreciate being here and talking about audacious confidence.
You interviewed me and now, quid pro quo, I’m interviewing you. LinkedIn is a fascinating platform that you can connect with other business owners and whether or not you do business together, you don’t know who they know. It is all about networking. It’s not about, can you help me or can you buy from me or can I buy from you? It’s not all about that. It’s about building solid relationships so that we can all grow in this platform.
Three things, you can network, potential client or collaborate.
We were working on some stuff to collaborate on some things. I want to go back a little bit. You talked about in your bio having this insecure childhood. What was that about?
My parents were happy until I was about five. My parents went through a divorce, which a lot of people have been through. I never wanted to communicate that I’m a victim or anything because we aren’t responsible for how we were raised. When we’re adults, we are fully responsible for correcting those mistakes. As I grew up, my parents got divorced. My mom was an art teacher making $7,000 a year. My dad didn’t support us at all. He disappeared. I thought he was dead for about five years. She worked. She was not a happy lady, but I learned from her. She went from art teacher to starting her own business. I was a kid. We could talk about the predictive index here, maybe at a different time, but I needed structure.
All kids need structure, get direction and encouragement. In that environment with where my mom was, my dad wasn’t there. There’s a lot of criticalness or no structure whatsoever. If I got bad grades or anything like this, I was out late, I could do anything and arguing as a rebellious teen, I said, “I raised myself.” She said, “You didn’t do a good job.” As I look back and pick up my grandkids, it’s like, “Ouch.” I grew up and was always thought to feel less than. I never thought I could accomplish anything. I never thought I had any value. No one told me that you have potential. Because of that, I wandered all over the place. I had a burning desire to have significance because I never had anyone telling me that. I had a picture of me on the stage, people shouting my name, but it was a dream. That set the framework of the foundation or lack of foundation for my life.
You ended up homeless. You ended up living in your car.
I got involved with a lot of different things and people I shouldn’t have been involved with. I found out I was Italian. This is how backwards I grew up. We didn’t talk about anything. My grandfather immigrated from Italy. I needed identity. I didn’t have any identity. I’m like, “Italian.” With where I was with the rebellious kid, I started hanging around the wrong type of Italian people like mafia types. Hanging around those people, I got in trouble. I was getting to the place in time where I was getting threatened. I had to leave where I grew up and that was Cleveland, Ohio. I moved to California and I was lost. I had a job. My dad got me a job. We reconnected later in life, but I was still lost.
I ended up losing that job, being homeless. I went through all my savings. I’m in Northern California. I didn’t know anyone. I lost my house. I was broke. I was living in my car. I got my first B2B sales job. Ken Upton, my boss and soon to be mentor, asked me to come to his home one night for dinner, which is great. I had been stealing Fig Newtons out of stores and whatnot. I don’t think I ate for a couple of days. I was washing stuff in the gas station. I got some of my stuff washed and went to his house, wrinkled looking and stuff. I had dinner with him and his wife. He pulled me into his den afterwards. If you could picture a fire in the fireplace, like a Shifu master talking to us, that’s the picture you get as I was talking to him.
He said, “Chaz.” I said, “Yes.” He goes, “Are you sick and tired of being sick and tired?” I’m like “What?” He goes, “I know you’re not making any sales. You’re 119th out of 119 salespeople. It’s 100% commission.” I’m like, “Yeah.” These three words changed my life. He said, “You can be the top salesperson in the company,” but those “you can be” because I never heard that. There was one exception, Mr. Donovan in sixth grade, who told me I’m the smartest kid in the class. I got straight A’s that year. Fast forward to Ken Upton. I’m like, “I can be top.” All of a sudden, someone’s telling me you can be. It’s important what we say to people and how we say it, it can change someone’s life.
That’s a leader right there. Not only was he leading you, but he was also instilling that confidence in you. He was telling you that you are capable. You are able.
He said, “You’ve got to follow the system and you’ve got to follow the process,” because I was winging it. I started following the system. I started following the process. I started getting meetings. Within 30 days, I didn’t become the top salesperson, but I went from 119 to number 3 salesperson in the company and moved out of a place with automatic windows.
I wanted to skip forward a little bit. I know you’re well-read. You do a lot of mindset work. You work with a lot of leaders. What would you say is your leadership philosophy?
It’s humility, transparency, authenticity and extreme ownership. You talk to my team and they’ll tell you.
What is extreme ownership?
If you have a company and there’s a great book by Jocko Willink, which influenced us. He’s a former Navy SEAL. It’s about owning your failure. If you’re a leader and someone on your team fails or something in your business, it’s not their fault. It’s your fault. If something in my business isn’t working, it’s my fault. I had a webinar. I didn’t communicate things. Things didn’t go well. This is about a couple of months ago. Afterward, I talked to two people that were on there from my team. I told them, “Guys, I screwed up. I take ownership. I didn’t like that. We’re going to make changes.” That’s owning your failure, not dramatize it, “I can’t believe I’ve screwed up.” That doesn’t lead to anywhere good. It’s owning it. It’s a failure, own it and ask yourself the right questions.
What is transparent leadership like to you?
It’s like, “I failed.” I’ll tell people because I struggle and have challenges on the operational side of my business. I spent a lot of money to have someone help me. Two people helped me on that.
Details aren’t your strongest suit.
No, it isn’t.
That’s what we learned in predictive index, details. You’re a big picture thinker. You’re a visionary. Drilling down to the details is not the best use of your time or the best use of your mental energy. Building confidence because you know this is about confidence. It’s about audacious. It’s about being bold, stepping out and being confident. Now that you’re in the top three, what did that do for your confidence, self-esteem, worth and value?
Being number three is like I was making money. I was making progress. I could talk to people. It changed and it was filling that insignificance in my mind. It was going to that place where I do have potential. I can achieve something. Everywhere I worked since that time through seven different unique industries, over 25 years in sales, I was always the top salesperson or near the top. What happened is I got egotistical, the opposite of humility, because I was putting all my hope into achievement.
The thing about achievement if you’re looking to get happiness, if you get to a certain level, it isn’t going to give you happiness. You’re either happy now or you’re not going to be happy. I needed a hard lesson that took me a long time to get there. It’s all about progress. Tony Robbins talks about this a lot. If you’re making progress whether it’s in a relationship, in your business that helps you be happy. The chemical in your brain, you get more of that in your brain with the journey, not the destination.
You were told follow the system, follow the process. Was it tough picking up that phone the first few times? How did you overcome that?
You get to a place where your comfort zone is painful and you understand there’s that much more. I’m homeless. You ever heard people talk about a temperature scale of heat and cool. We go back and forth. If we’re like, “We’re doing well,” we think, “I shouldn’t be wasting it.” I was below that. Something was going to happen because I was in so much pain. I didn’t know what to happen. Those three words helped me give the confidence to get outside my comfort zone. I faced that fear. That’s why I wasn’t following the system because I was afraid to. He gave me enough of a motivation and incentive, understanding my identity a little bit as you can be. System process, “I’m going to follow this. I’m going to get there. I don’t want to live like this anymore.”
Are you reading books back then too to help you?What we say to people and how we say it can change someone's life. Click To Tweet
It was probably Zig Ziglar, something that I was listening to a lot of. I had Earl Nightingale. They had cassette tapes. I had a bunch of these different things. I probably had some Tony Robbins tapes too. I would put those cassettes in my car.
You’ve dealt with a lot of leaders over the course of 25 years. Tell me something that even in your leadership experience, what was the biggest failure either you or you’ve seen with a client as far as leading others? You can tell me yours or if you want to talk about a client, but I would like to hear yours.
My biggest failure always happens when I go from humility to arrogance or go from humility to ego that usually changes how I talk to people because it’s not what we say. It’s how we say it. If I look at a potential client as this will be something that will bring this home a little bit. There’s a point in time in my business where I had a bad month. It was in November, several years back. I’m like, “I teach people how to sell. My closing percentage is at 20%, what the heck is going wrong? I’m failing. I’m owning it. I’m asking myself the right questions. I was listening to Dale Carnegie’s How to Win Friends & Influence People for the 1,000th time. I’m like, “I have this goal for what I want to achieve during the course of the month. I’m making it all about me. I’m talking to them using this technique within this process so I can close them. What happened during that course of that month is I realized I wasn’t following my own process. I had to do my first step.
My sales process and marketing are intention. The intention is to serve. I changed for my monthly goals. I said, “It’s not about the money. I’m going to make this much money. I’m going to serve a certain number of clients at the highest level. It still equals the same amount.” My focus going from me making this amount to serving a healthy number of clients each and every month, it changed everything. It took the edge off me in my conversations. It helped me go a lot deeper in building rapport because my intention was to serve right. If they were a good fit, great. If they weren’t a good fit, it’s okay. It wasn’t about to force a square peg into a round hole. That was probably my biggest failure. Still to this day, if I started going into ego, if I started getting into pride or arrogance as opposed into humility and being authentic.
I want to talk about TABS. You are someone who is an expert on connecting on LinkedIn using B2B sales helping business owners understand how to use LinkedIn to further their business. What is TABS?
I’ve been on LinkedIn over 13,000 hours. Thank you for not using the word guru. There are a lot of LinkedIn gurus out there. It’s a hot platform and people are popping up every day. On LinkedIn, you have five pillars. It’s short, medium and long-range strategy to attract people to you. They see you as an authority. They know, like, trust and they tell you about a problem they have. TABS, that’s a strategy. TABS is to identify. It’s about keeping tabs on what you’re doing, what’s working and what isn’t working. When you understand it, if something’s not working or if it is, you can identify why within five minutes.
TABS is T is for Technique. Technique is not about manipulation. It’s about you guiding and directing the process. This is what happens with a lot of people say, this is the client. This is you. A lot of times you put yourself in a subservient role. It’s like, “Thank you for talking to me, Mrs. or Mr. Prospective Client.” They don’t value you. You are equals, but you are an authority. If you don’t guide and direct the conversation, it’s going to end up in a mess for you and them. As I talked about the intention to serve, you can’t serve your prospective clients at the highest level unless they become your clients.
Technique is how you say things as opposed to strategy is what you say. Here’s an example, you’re talking to someone and you end the call. They say, “This is what happens in typical conversations. I appreciate that. That’s good. Could you follow up with me next Monday morning?” Next Monday morning rolls around. You call them. They don’t because they forgot about you. A technique would be making sure and how you say it to make sure you get a clear next step, time, date in each other’s calendar. You know who’s doing what when.
As you end the call, the technique would be how you say it, “John, I can reach out to you Monday morning. Would it be okay if we have a time and date in our calendar to be respectful of both of our times?” It’s how you frame it. We’re not going back and forth. I know it’s easy. Maybe something will come up. To prevent that, it will be okay to have a time and date in the calendar. There should be something that they are doing in the process. It’s not about you continually following up. How you say it, that’s a technique to make sure you have a time and date in the calendar so that you keep moving to the next step in the process and they take ownership on their side as well.
If you don’t control the process and the conversation because you’re the authority, it’s going to end up in a mess. You have to guide and direct them. They don’t know what they don’t know. You have to help them get to the next step. A is Attitude. It’s mindset, but M doesn’t fit into my acronym. If we don’t have the right mindset, nothing is going to happen. There are things you can do to build your mindset on that spot. It’s like Mel Robbins, The 5 Second Rule, not dropping food on the ground and eating it within five seconds. If you have a thought to take action, whether it’s speaking up in a meeting or calling a potential client, if you don’t take that action within five seconds, your brain goes into protection mode and you usually won’t take the action, 5, 4, 3, 2, 1, act.
What I do with my clients to build a mindset is I have them create a sales mission statement, which they can clearly identify who they serve. What are the outcomes? Where are they without them? They develop this out with their why. They read through this twice a day and that goes into the reticular activating system. It rewires how you think and how you see yourself. That takes your mindset to a next level. Those are a couple of things with mindset. You take action. It will change your mindset. That’s the easiest thing you can do. You asked me, Alicia, about, how were you able to take action after my mentor, Ken Upton said, “Follow the system and the process,” it was act. When I acted, I’m like, “Wow.” Take action.
B is Behaviors. Old antiquated selling systems and if people are out there reading this, don’t get mad at what I’m about to say. Cold calling is a behavior. It’s an antiquated strategy, but it is a behavior. It’s not as effective as it used to be. It’s not as efficient. That is an example of a behavior. Within LinkedIn, a behavior could be putting content out there. It could be reaching people within direct messaging, not spamming, reaching them based on their motivators and behaviors using emotional intelligence. It’s high converting. Behaviors are those things that you do each and every day that moves the needle within S which is the Strategy. That’s TABS.
If for some reason you’re not scheduling appointments, you have appointments. You’re not getting them to the next step. It’s going to be one of the more of those areas. If you’re scheduling appointments, you’re not getting to the next step. It’s usually like technique. “Reach out to me Monday.” All of a sudden, you get into chase mode and ghosting you because they don’t see you as any value. You can identify with those TABS what’s working, what’s not working. If you’re not reaching people, it could be the strategy. If you’re cold calling 150 people a day and not getting through, that’s a terrible strategy. LinkedIn is a strategy. It attracts people. You have the right mindset within the behaviors and you’re using the techniques to continue the conversation and uncover what’s going on in their world to see if you can help them.
It’s your action plan and your diagnostic all in one. You can keep diagnosing as you’re going on, “Where am I missing it?”
When I was a sales manager, and anybody who are salespeople out there, if you implement this and you help the salesperson know this, they can be self-aware and self-diagnosed each and every call. If something happens, do a debriefing, what did I do right? What did I do wrong? What do I need to improve so this doesn’t happen again? Take ownership, own the failure and then ask yourself the right question, “What can I learn from this?”
We know what TABS are. We want to jump into the five pillars on LinkedIn so that you can optimize your LinkedIn and start utilizing these TABS.
Think about sumonday. A new vocabulary word for everyone. Sumonday is when the weekend starts to go into the week, because on Sunday you start to think about all those problems you have. You start thinking about those problems from last week because you know you’re going to face those again. They keep reoccurring day after day, week after week, month after month, quarter after quarter. For many businesses, unfortunately, year after year. I talked about the sales mission statement and value proposition. Those are key. That’s part of the five pillars. On the five pillars, we talk about your profile.
Your profile has to solve that sumonday or that Sunday evening problem that they have. As they go into the week, whatever industry you’re in, you should know the top 2 or 3 problems. It’s usually consistent across the board with what they face with your solution. When you identify that with your profile, under your name, with a value proposition, they come to your profile, you solve that problem. It’s like, “They get me. They understand.” It’s important to have a banner photo up there. I encourage. I know, Alicia, yours is a little bit different. You can have a branded image. That’s fine. To make it simple is have a photo with you engaging with people.
It’s important to have a banner photo. I see many people with the blue, don’t do that. That’s your billboard for free.
People come there. The first thing they look at is your banner and then your photo. You look at your banner. It should help enforce you an authority. I like it if you have a picture of you engaging with other people, they did a survey. If they see a picture with you engaging with other people and they’re fully engaged with you, if you could see my banner photo, they’re more likely to engage with you. I encourage everybody to take your photo and go to Photofeeler.com. For $9, you can have 40 people review your photo. If it’s not above a nine on the scale, there are three areas, then change it.
Those are important. Your value proposition goes there. It speaks to their Sunday night problem. For me, it’s about scheduling qualified meetings daily and onboarding qualified clients weekly. That speaks to my prospective clients’ problems. Your About section, tell people your experience with the numbers. How long have you been doing X? It should be a bunch of numbers up there with your experience doing X, Y and Z. They have to click “See More” and then talk about why you do what you do. The process part, make sure you have your business page set up. If you don’t have your business page, it’s a gray space under experience that goes by your name and people don’t think you’re real.
Above that feature post, you could do feature posts with clients who’ve gotten results. You have three featured posts, which you can put there so people can see what you do, who you are, experience you from someone else’s perspective and then endorsements at the bottom. Make sure you have your top three in there and then have some updated recommendations and keep those updated recommendations. The cool thing about LinkedIn is when they go to recommendations, they can go to the profile and they see they’re a real person as opposed to watching a video. That’s the foundational pillar. Pillar number two is about direct messaging. Reach people based on them, their motivators and behavior, emotional intelligence, not spamming them. Most people reach out and they’re selling. That will turn people off and they won’t even watch your content. You’re scaring people away. You’ll either attract people to you by your direct messages or you’ll repel them.
They send you a connection request and immediately start hammering you with, “I do this and I do that and I can do this for your business.” Do you even know if I need that? Do you even know if that’s something I’m dealing with? No.
Some of these messages are this long. There’s links. Some people even start selling you with a connection message. There’s demographic, which most people are used to doing a psychographic search. People are like, “What is a psychographic search?” Reach people based on their motivators and behaviors. Go to an influencer on LinkedIn where your audience follows them and go to the comment below and you’ll understand their needs. Based on their comments, you can connect with them. I have people that have a connecting rate of 75%, 80%. That’s how they’re doing. It’s a little bit more manual, but you’re connecting people with psychographic demographics.
They know, like, trust you. They see your profile could have set it up correctly and then you can take them into a conversation to uncover a problem. Emotional intelligence, be about them, their motivators and behaviors based on their activity. You’ve got to get content out there. Some people struggle with creating content. Gary Vee talks about documenting, not creating. You get content out there, documenting your process. A lot of people I talked to are starting their business and they want to sound like they know it at all. Remember transparency, we talked about that.
Be transparent, be authentic. That connects with people in a much deeper way. If you have people on your team, when you have a post up within the first ten minutes, have people on your team engaging on a post, that’s going to give it a boost, probably 300%, 400%. If you have people engaging in your posts for the first 1 hour or first 10 minutes, within the algorithm on LinkedIn is the next hour, then two hours. By the way, 95%, 97% of the people won’t engage on your content, they’re lurkers. It takes about two months for you to attract them into your business. You’ve got to be consistent.Technique is how you say things as opposed to strategy which is what you say. Click To Tweet
I get a lot of people who ask, “I saw your post.” I was like, “You didn’t like or comment.” He’s like, “I don’t like to like, I don’t like to put myself out there.” A lot of people are watching and they might message you or they might say, “I see what you’re doing out there.” You have no idea.
You know how we follow-up after conversations with emails and videos, if you have a hashtag, like if you go follow #GoRockThisDay on LinkedIn, you’ll see all my content. It’s all categorized. When I’m talking to people and maybe the timing is off. Maybe they’re not a good fit. They still follow my content. They’re continuing to get information from me in a valuable way. I give information, not sales and 30% of the times I’ll do like call to actions and 70% of the time, it’s about giving them actual information that they can apply to their business.
I have a person who goes, “I’m not going to make a decision now.” I said, “I’m not going to force him.” We’re having a conversation and he’s following my content. He’s tagging people on the post and he’s watching those. There’s probably a good chance that he’ll come on as a client. LinkedIn groups, yes. They’re still around. It’s a long-term play. That’s something that you can do if set up correctly. Not other people’s LinkedIn groups. It’s about establishing it. It’s not a bunch of people promoting themselves and then trigger events.
There are 29 trigger events within notifications. That gives you a reason to reach out to people. They’re in the news, a birthday anniversary, job change. If you reach out to them based on that special occasion and use the information, remember psychographic search from their activity, you could reach them in a meaningful way and develop a conversation if they’re in your target market. Those are the five pillars in a nutshell.
Thank you for sharing that. How can anyone get a hold of you, reach you if they want to?
Reach out to me on LinkedIn. It’s the place I’m most active or even if you do a Google search, Chaz Horn Mastery because my company is Mastery of B2B Sales. Do Chaz Horn on LinkedIn, connect with me and say, “Alicia or five pillars,” any of those. Lots of people are trying to connect with me. I’m selective with who I connect with. Reach out to me. I’m not going to pitch you. If you like to have a conversation, I’d be happy to talk with you. If I think I can help, and if you’re interested, we could schedule a more in-depth discussion afterwards.
He’s a wealth of information. Even if you don’t do business with him, you will get value out of even a conversation with Chaz. What would be your top leadership tip? I want a confidence tip from you. If someone was wanting to be a leader in the sales industry, what would be a tip for them?
Get around other people, be the stupidest person in the room with those people that you communicate with. I was talking to a guy and I said, “How did you get your start?” He goes, “I got to a place where I was the stupidest guy in the room.” Let me explain this if people don’t understand it. It’s a struggle, but it’s good for me. With COVID and everything that’s going on, I found myself that I wasn’t the stupidest guy in the room. I’m not saying that I’m someone that’s high.
We’re not talking stupid, but knowledgeable on the subject matter that you want to be an expert in.
I’m using that as a pattern interrupt. You get around people that know more information. They have more experience. Rising tide lifts all boats, but you have other people at a different standard. It points out being around them, how they talk, what they say, what they do. It’s like it’s enlightening. From there, get around someone, a coach, a program. If you look for a coach, don’t get a coach who doesn’t have a coach. I have three coaches I’m working with. They are priceless if you have a good coach. If you want to get confident, reach out to Alicia. She can help you with that. If you want to grow and scale your business so you eliminate your marketing and sales problems, reach out to me. Get with people, invest in yourself, invest in programs, read books. Be a voracious reader or like I do, I listen to all my books on Audible.
I heard that you interviewed over 3,000 CEOs or business owners?
I surveyed and there were 4,000.
How do you do that?
It’s part of what I do in LinkedIn when I’m messaging people, depending upon where they are in the process.
Was it like what you did with me?
That’s how we got into a conversation. Check this out, know you, like you, trust you, see you as an authority, told you about a problem I had. Alicia said she had her problem. It’s symptom level. Her biggest problem was lack of a sales pipeline with one of the people on my team. She answered that. They tell you about a problem they have. They’re in your target market and they see you as an authority. What happens next? You have a qualifying call to talk and learn and see if you can help them.
This is all valuable and awesome information. I’m thankful that you came up with this strategy to interview each other. That wasn’t my brainchild, that was yours. I know that this audience will get because we are about how to build your leadership and leadership is not something that is this one thing. It is a constant evolving growth process. It’s a process and getting to talk to different leaders at different levels or in different businesses, different business models will help you in your leadership journey. This is why this show is here because we want strong, confident, purposeful leaders out there that are influencing the world in a positive way. Thank you, Chaz.
Thank you, Alicia. You’ve got to check out her 2 Sides 2 a Coin. You have different generations, a mother and a daughter and they have open transparent conversations. I enjoyed that conversation with your daughter.
Thank you. I appreciate that because we had our own struggles that we had to go through and now we’re in a place where we can talk about it. If you had that opportunity to do that with your mom at the time, so much revelation would’ve come out of that opportunity. When you’re in the struggle, it’s hard to see the light and to see the other person’s point of view. We get to go back and look at when we were having struggles, what she was thinking, what I was thinking and how we could have hopefully helped someone else, how you could see the other’s point of view.
Thank you, Chaz. Please check out Chaz Horn. He has so much wonderful, not just content, excitement, but he is an authority. He knows what he’s talking about and he can help. If you’re struggling with your sales or marketing, he can help your business. If you’re a small or medium-sized business, he can take you to the next level and turn around that sales process for you. Thank you for reading. I know you have a line that you like to say so take it away, Chaz.
Go rock this day.
- Chaz Horn
- How to Win Friends & Influence People
- The 5 Second Rule
- Linked In – Chaz Horn
- 2 Sides 2 a Coin – YouTube
About Chaz Horn
Homeless to top B2B salesperson in 7 unique industries over 25+ years. 13,000 + hours executing on LinkedIn and using our LinkedIn strategy to schedule over 2,000 qualified meetings with prospective clients. Has given me insight into the patterns and trends that make or break businesses.
I’ve noticed disturbing trends emerging that prevent businesses from growing.
They focus on tactics, antiquated methods while not understanding the value of LinkedIn.
They struggle with an empty sales pipeline, a long sales cycle, and inconsistent sales because they lack the correct strategy and process.
Many have spent 10s of thousands of dollars chasing leads, which has brought nothing but frustration.
They need a predictable way to fill their calendars with qualified appointments and a process to onboard clients consistently.
That’s why I developed The 5 Pillars To Scale Your Business On LinkedIn.
Find the Podcast’s replay – The 5 Pillars To Scale Your Business On LinkedIn in my FEATURED post below. The one with my picture 😁 with the BIG B – Behavior below 👇
Our Ideology combines a LinkedIn Marketing Strategy with a Common Sense Sales Process. You need both!
In Our Ideology:
*You’ll build an ever-increasing influence with those who need your services.
**They’ll see you as an Authority.
**You’ll uncover the problems of your prospective clients before your VERY FIRST VOICE CONVERSATION.
**Yes, a problem they have THAT YOU CAN SOLVE!
Our Ideology didn’t happen overnight.
Developed during my 13,000 plus hours on LinkedIn.
Our Ideology will give you a predictable way to schedule qualified meetings and onboard qualified clients.
It’s based on SERVING and BRINGING VALUE WITHOUT SPAMMING!
It’s not who you know anymore. It’s about who knows you and what they know about you.
Who knows you and your business, and what do you know about you and your business?
Do they even know you exist?
The “Intention To Serve” is at the heart of our Ideology, process, and strategy!
Schedule a 20-minute intro call without being pitched. Copy-paste my calendar Link 👇👇 into your browser
👉 Join our LinkedIn Group – Mastery of Selling B2B for The Small Business – https://www.linkedin.com/groups/12029515/