You've built a great product or service. You know that it works. You know people want it. You're pretty sure people want it, but you're struggling. Because you don't know how to sell it. You can't find those high quality leads. You're just not driving the sales the way that you want. If that sounds familiar, well then, welcome to the right conversation for you. My name is Jason Pfeiffer. I am the editor-in-chief of Entrepreneur Magazine, and I am here with the best salesman I know, the best salesman, frankly, anybody knows. His name is Sam Taggart. Sam, you are a renowned sales trainer, CEO of D2D Experts. D2D, does that mean door-to-door? Yeah. Yeah. Not B2B, not B2C, D2D, because this guy goes out and sells right in your face. He is the author of Eat What You Kill. And Sam understands the psychology of sales, the strategy of sales, and he's going to be breaking it down with us today. Sam, always great to see you. Oh, good to see you again, Jason. This is fun. Round two. Round two. That's true. We did one of these a while ago. It was a huge hit and we're excited to have you back. Before we get into this and you're going to be talking about all sorts of things, we're going to start by talking about how to fill your pipeline with high quality leads, something that so many businesses struggle with. And then we're going to be talking about the daily habits and routines of top sales teams. Actually, I have something big that I want to share just before we do that, which is an incredible opportunity for people to come together and learn from each other, learn from some of the top names in business in the world. Before I do that though, Sam, actually, can you just tee us up with a little teaser about what we're talking about, how to fill your pipeline with high-quality leads, and that's where I want to start by digging into you. But can you just start us off with, What is the main challenge that you see like when you are talking to a company and they are struggling with filling the pipeline? What what are they not typically doing? What is the big problem? I think the big problem is people forget sales is a contact sport. I wrote a book called Eat What You Kill: Becoming a Sales Carnivore. And then I start researching lions, for example, they hunt in pride. And eight out of 10 times, a lion fails when they go out to hunt. Meaning it's only two out of 10 times they go to hunt that they actually catch the prey. And I think so many people today are just getting soft in the fact that they're not wanting to get the eight no's. You know what I mean? So it's like they're only looking for the highest quality, perfect hand carved lead to deal with that's preset on their calendar. The customer's already been conditioned and interested. And I'm like, hold on, what happened to the old days of just like getting our face kicked in for a little bit and then creating the high quality weed. And, you know, so I think it's a lead perception more than it is And the person, the salesperson's perception of a lead and what a lead needs to be versus an actual like lead problem, if that makes sense. Yeah. Yeah. I mean, it sounds in a way like one of the challenges, and I've heard this from so many, is that people are looking for that perfect efficient system that's just gonna weed everything out and bring you those high quality leads and what you're saying is the exact opposite which is look you can't be engineering perfection what you need to do is just jump into the fray and get going yes and and and and think like A marketer's job is to sell you on their ability to market to spoon feed you some perfect spoon fed lead. So it's like if I'm a marketing company, I'm like, oh, I'm going to give you X amount of quality leads and X amount of days. And it's like the over, you know, promise and under deliver is constantly happening. But then as a business owner, you're all, like sitting here like well then somebody must be doing that because that's all they're promoting is like you know we're gonna build your seo to be you know your phone's gonna be ringing off the hook and blah blah like and i'm like wait a minute It's actually a detriment to the business sometimes for them to believe in this concept of perfect leads and perfect this. And I'm like, we got to go back to like, no, business does not just magically just start to come and it's just going to be that easy. And customers are like, yeah, sign me up. It's like, unless you have like, a massive brand and a massive product like Tesla or Apple or something like that. They don't really need sales at this point, but I would say they're in the 0.0001% of category business owner. Yeah. All right. This is what we're going to dig into more in just a moment. Again, for folks who just joined us a little bit late, I am Jason Pfeiffer, editor in chief of Entrepreneur Magazine. I'm talking with Sam Taggart, renowned sales trainer, best sales guy I, or I think anybody knows, CEO of D2D Experts, author of Eat What You Kill. Sam, you're going to give me a little piece of sales advice right now because I am about to tell the good folks who are joining us today to talk about sales about an incredible event that Entrepreneur is hosting August 22nd and 23rd in Las Vegas. It's called Level Up. It is two days of access to truly incredible business minds. There are some of them right there. We can just go clockwise, can't we? Starting with John Taffer up in the top left. John Taffer from Bar Rescue. Kim Perel, friend of entrepreneur, nine-time founder. We've got Marcus Limones from The Profit and now The Fixer, his new show. Cody Sanchez of Contrarian Thinking. Robert Herjavec from Shark Tank, and then right there in the middle, Alexis Ohanian, co-founder of Reddit, now an investor. These are the kinds of folks who you have access to at Level Up. And the whole point of this event is to bring together entrepreneurs from across the business spectrum who are all grappling with the same challenges of growth and marketing and getting their revenue past that plateau. We're going to be doing it in a variety of ways. There are, of course, incredible folks like you're seeing there on stage. Then we're also going to have incredible opportunities for people to connect one-on-one. There's going to be opportunities to pitch your brand to investors and so on. I'm really excited about it. Again, it's August 22nd and 23rd at in Las Vegas and if you scan the QR code right there and use the code sales 200 you get a VIP ticket at the general admission price Sam you host a lot of events you must sell a lot of tickets to events and I'm curious you just heard me talk a little bit about it but what should I do better how should I tell people using your sales methodology yes So here's like, okay, let's just take this flyer for example. And we're going to use this business as an event. I'm in an events business and we host about 20 events a year. Monday, Tuesday, I had a sales bootcamp with 60 people. And then we have big ones like in January with 3,000 people called Dorted Orcon. And it's so funny because when I first started events, it was like, come on, people, come on, people, come on, like, just come, you know, it was like begging people to show up. And, you know, if you guys are listening to this, it's what, like, the question is, is what is the problem I'm trying to solve? And then how do I pull, not push? Does that make sense? How do I make this more exclusive? How do I make this more, you know, a direct access? What, like, how do I... How do I say this in a way to where I'm not the needy, I am the needed? Does that make sense? So in this pitch you just gave, which was great, guys, you guys are idiots for not going. Any opportunity to go, I just went to an event with Robert, I just went to an event with Marcus and Cody, and know these guys, you know what I mean? And the fact that you could get maybe access to or pick their brains or like what's the differentiator of putting, rubbing shoulders, connection, access, how do you make this feel and seem like there is no reason in the world I would not wanna go to this? And then what are the objections that they're gonna be saying? So how I do this is I'm like, all right, let's build my pitch around the objections. So let's think about it. To go to an event, I have to travel. I have to take time out of my business. I have to take time out of my family. I have to pay for flights, hotels, plus the event ticket. I don't know if I can afford the event ticket. So let's just take those seven, eight objections. I've already been to events maybe or whatever, right? - I don't know if this is gonna be the most value for my time. - Yes, so I already know those-- - These are the classic objections that people would have for an event, yeah. - So I know those going into this. So now I gotta say, how do I, I call it objection fence stake, meaning, or eight mile. I overcome all those objections as I'm explaining the event before they even think and or say those objections. So you might be thinking, oh, I already got stuff going on. It's busy. It's the middle of the summer and I got to take two days away from my family. And that's what most people think when they think of, oh, go to some other business conference. Now there's plenty of business conferences, but never ever has Entrepreneur Magazine, the largest influence in all of entrepreneurship, putting on an event and you get to be one of the founding attendees and because this event is special for that founding group we're gonna do something really special for those first people that support us those loyal followers as loyal fans now Now you're probably sitting there thinking, "Oh my gosh, it's going to cost like what, $5,000?" But what we're doing for these people on this webinar right now is we're giving an exclusive offer, exclusive access for those that take action because it's like, "Oh, I'll do that later. I'll buy a ticket tomorrow. I'll buy a ticket." Now you got to build urgency, right? And now you see what I'm doing here is I'm building my whole presentation indirectly overcoming all of their concerns. - Right, you're voicing their concerns. So now they feel heard. And also, I thought there was an interesting thing that you just did there, which is that you hypothesize. You said something like, oh, what's this going to be like $5,000? And now you're taking the concern that they might have, which is this is going to be too expensive. You're making it sound very expensive because you know, and Sam, you may not actually even know the cost of this event, but it's not $5,000. There's a whole bunch of different tiers of access. So by saying $5,000, now you compare that against the actual cost of the ticket, and suddenly it sounds much smaller. Exactly. So they call that price seeding. So think about, and then here's the magic behind the third piece that I would now go into would be what's the payoff? So most people think of the cost of the event, and I got to now say the investment or the payoff of the event. And so you got to say, okay, let me ask you a question. Have you felt stuck in your business and you don't feel like you did, did, did, did, did that? Imagine 90 days after the business, after getting a clear blueprint, that's going to show you exactly how to go get more customers, keep those customers and make more profit on those customers. And after 90 days, what's going to happen and boom, boom, boom. And then we're going to talk now. you know what i mean we're going to go through through the event beyond the event and the version of the business owner they're going to become at the event because that's what they're buying is that future feeling it's they're making a decision off an emotion around a feeling that's going to then be oh 90 days after that event when i've solved this problem this problem i'm making this much more money xyz and then they're like Oh, because even if you look at this thing, those are the master advanced sales strategies taught to use the scale, discover proven strategies to convert leads and close deals. But it's like, okay, how do I now apply that to them? And obviously we have different types of business owners in here. I've consulted hundreds of companies. I'm out here right now at a remodeling company in San Diego, which isn't a bad view i mean look at this i'm just literally sitting and looking at you right now not a bad view um but i think like it's imagine yourself sitting on a beach working on your business not in your business and still being able to live the lifestyle you want you know what i mean maybe that's the direction we go and maybe yeah does that make sense yes what you're doing what you're doing there is you are and this is how i think of it is that you're selling the so that So there's a there's a in the jobs to be done framework There's a little thing that I find to be incredibly valuable in how to connect with with audiences Let me share it with you because I'm sure that you have very similar frameworks and can take it a step further So the the framework is this? You want to be able to? fill out the following Mad Libs from your target consumers point of view. And that Mad Libs is when context I want solution so that benefit. So in other words, when something goes wrong, I want something to fix that problem so that I get what I actually want. So if we're selling zit cream then to teenagers, then we might say that the teenagers filling out of that Mad Libs is when I have a big pimple on my forehead. I want something that gets rid of that pimple really fast so that I can go to school more confidently. And the problem that most entrepreneurs and companies have is that they focus on the solution that they have they say well let me tell you about this great zit cream but the problem is that nobody actually cares about solutions what they care about our benefits they care about the thing that they're actually going to get from it in the words that they use themselves and that's selling the so that not the solution it's the solution so that benefit and that's what you're talking about there you're trying to help focus in on the so that. I go here so that I can do this, so that I can build this kind of company, so that I can have this kind of life. And the more in which you can articulate the so that to them, the more in which they see that your solution is right for them. 100%. Guys, I just am taking notes if you didn't notice, because I love that term Mad Libs. It's like my little girls, I've got three daughters and a son. And we do the Mad Libs all the time. And I always come up with the most atrocious words and they just hate me for it. But it's like a good marketer and a good salesperson. It's like the right and the left hand, right? You know what I mean? It's like, I love the zit cream example. And it's like, if we think about this there's the packaging and the branding and the the the perception and then there's the let me push you over the edge and get a dollar collected does that make sense and so I think this is where companies sometimes maybe are good right-handed but not good left-hand I think a good baseball player knows how to hit both ways you know what I mean and it's like I think a lot of business owners, they're like, I'm a really good marketer, but I'm like, yeah, but you don't know how to push people over the edge to get a yes. And then there's a lot of good salespeople, but it's like, yeah, but nobody knows about you. You're not getting enough prospects. You're not getting enough leads. You're not getting enough. You know what I mean? You're not getting in front of a lot of people. And it's like, okay, do we need to increase the work ethic? Do we need to increase the lead volume? Like, you're good at talking, but you're not talking enough. I need your mouth moving for eight hours a day, bro. You know what I mean? So it's kind of that catch. And when you think of, like, how do you fill your pipeline with high quality leads consistently? we've got to have kind of this balance and harmony with the right and the left hand here and we could dive into that but i just anyway well let's let's keep unpacking that because that sounds really interesting so how do you create that harmony so first off i think okay step number one if we wanted to go in this framework i would say is identify who i am So take this remodeling company that I'm out here with. They do primarily roofing, some painting, stuff like that, but exteriors. And I said to them yesterday, I said, are you a door-to-door company? Are you a marketing company? Are you a call center company? And they're like, we're all of it. And I was like, hold on. let's figure out what's our identity, right? And I think a lot of people try to chase kind of their lead vertical and they end up being the jack of all trades, but the master of none because they want to put their fishing pole in like seven different lakes and they're hoping, okay, eventually somebody is going to bite, right? But I'm like, you're going to get your ass kicked that the other remodeling companies that know SEO really, really well, that have a good rating, that are crushing on the game and they can, you know, blank, blank, blank. You're gonna be like page six on on Google like let's just be real either You got to play that Google game or you got to go play over here So number one is that who am I and where like what pond do I want to be fishing in? Yeah, and then let's go number two is what's my plan of attack? so I think Most people underestimate the plan of attack of just the school of hard knocks, which obviously I'm a little biased I'm not gonna say the only way to get business is go knock doors and when I say doors guys Most people think of the Kirby vacuum sales guy or me I saw alarms and solar and you know all sorts of different industries now but I think there's seven doors to knock. And when I say strategy, it's like, what is it? The front door, which is where I went because I could kick everybody's ass in marketing because I show up to your front door, capture your attention. And the only thing you're thinking about is me. I'm target audience, whatever. And that's either business to business or business to consumer. Is it the email, text, ringless voicemail, direct mail, cold call? Those are other doors that I could essentially knock, is it their social media via an ad? And I think this is where now I have to ask myself, am I being passive or am I being aggressive when it comes to outbound or inbound? And if I'm a strategist and I'm like, my phone isn't ringing and inbound is not flowing in to the point where I have no bandwidth, I would then say, what's my outbound strategy? And too many people are afraid of outbound. They're like, I don't want to bug anybody. I don't want to piss anybody off. I don't want a perception of, you know, and I'm over here like, hold on, like, Don't know any business that didn't piss some people off. I don't know anybody that is gonna be mad at your hey I apologize for my my passion and my persistence for coming to you I value what I do so much that I think it's worthy of a Conversation that come and reach out to you. Does that make sense? Like I think yeah, absolutely well I think a lot of the reason that people are concerned about outbound is because they are get so much inbound themselves and they find it annoying and they don't want to be one of those people that sent them a DM on LinkedIn recently that was super annoying for something that wasn't relevant to them. And so they just freeze up. 100%. And it's more of an insecurity internally on the individual or the business owner, etc. And number two is it's a belief system that there's no one in this world that is willing to go do it anymore. Hence why I wrote this anthem, not a book. It's called Eat What You Kill. I had a guy literally call me right before this webinar trying to sell me business funding. And he's trying to pitch me on getting a loan for half a million dollars or whatever. And he's like, what do you do? And he's asking me like business, how long you done it? I was like, I wrote a book and he's called Ewe Kill. He goes, looks it up. He's like, damn it. I'm ordering this for my entire team right now. Flip the script. I end up selling him a bundle of books instead of him selling me some financing. But it was cool because it was an outbound cold call. And I was like, dude, I just want to say I appreciate you and the art of you reaching out and honor that. which is probably like, dude, nobody ever appreciates cold call like you do. He's just like, "Wow, what do you do?" But I think the reality is, we just have this belief system that no average American adult is willing to pick up a phone anymore. And I'm like, no, there are people there. There are people that are wanting to hunt. There are people looking for that opportunity. It's just what standard of excellence and what culture have you created internally? And what are you transmitting as the owner And are you dogging on it? And are you saying, oh, it's not working and oh, it's not enough versus are you advocating and saying, no, this is like the way it's just hard. It's just, you're going to get rejected. There are going to people that are ignore you, hang up on you, slam a door on you. Does that make sense? Because I'm so much more passionate and my objective is so much stronger than the consumer's objections. because I want to win in business and I'm competitive. So I think there's this balance. And I wrote this Becoming a Sales Carnivore book because it was like, how do I inspire more people to want to take an outbound approach and a active, aggressive approach versus just be passive in business and hope their phone rings and hope an inbound. And what's crazy even now is people are getting inbound leads and they're now even afraid to call those leads. Like they're just like, I got to nurture them and I got to, I got to like email them 17 times. And if they don't click on this 36 times, then I'm not going to call them. And it's like, Oh, my gosh, you got a name and a phone number. Like if I got a name and a phone number in life, I'd be stoked. I was straight cold call like I didn't have no name and phone number that raised their hand and said I'm at least remotely interested in something. Does that make sense? Well, yeah. So first of all, for those listening, I just dropped a link to your most recent book in the chat there so people can check that out. So, okay. Let's say I've got that email. I've got that phone number. What is the strategy for reaching out to them? So again, I got their email and phone number. And I like to say you can warm them as much as you can get them to listen. So if they're not opening email or answering call, okay, I can't do much there. But when I had door-to-door guys, I ran setter closers in solar, and I had about 100 sales guys. And if I got an appointment setter that set an appointment for a closer, the closer would show up to the house. A lot of times, the homeowner would open and be like, yeah, we talked about it. We're not interested. And then they would slam the door on the closer. He's like, I drove all the way out here. And then the closer would bitch, and they'd be like, hey, man, that appointment you set, it sucked. They weren't interested. They were telling me they didn't want to do it. And I would look at the closer and I'd be like, you piece of shit. Like you drove out there and you're going to just let them be like, yeah, no, just say, yeah, we're not interested anymore. I'm like, you suck. sell them now on getting inside. Like you're the sales guy at this point. And I think this is the same applicable conversation to a lot of people's sales teams or a lot of people's marketing teams. It's like, no, you got the information. It's now your job to make things interesting to the buyer at this point because you haven't gotten interested yet. So your job is that, hold on. Tell me what that means. Tell me what does it mean for someone who has hit that very specific wall and they hear you say, well, now it's your job to make it interesting. So what am I supposed to do to make it interesting knowing that I just walked over to somebody and I said, "Hey, I'm here to follow up the conversation," and they say, "Not interested," and they try to shut the door? Yeah. So it's like you've already got your foot in the door or else they wouldn't give the appointment setter at least their name, phone number, email, and appointment time, right? I know that they're 10%, 20%, but it's like they're not sold on it yet. So I've got to consider three things. Is it because of time constraint, meaning they're running out the door, the last thing they want to deal with, which is most of the case. We're in an intention deficit right now. It's six o'clock. The last thing I want to do is sit through some 45 minute presentation with some dude. So it's going to be time constraint number one. Number two, it's going to be buying constraint with finance. They're going to say, you know, we thought about it. Last thing we need is more spending right now. Right? Like everybody doesn't want to spend money. And so I've got to quickly overcome that. And then number three is it's going to be just interest level. So in that order, right? And I have to flip the script and say, I need to break interest level super high so that you're willing to at least talk money conversation. And then you forgot you had time constraint. So in door to door, like everybody's busy and cooking dinner and running out the door and dealing with kids. Like I have to overcome that. Does that make sense? And so now I'm going to say, hey, look, I'm already out here. I drove an hour and a half here. I'm gonna take five minutes of your time. I'll give you the quick version, not the 45 minute version. And if you keep liking it, you keep asking questions and we keep talking, if not, I'll wash my hands, let's get out of there and let's move on. And if you just give me the dignity, 'cause I drove an hour and a half to take, you know what I mean? And now all of a sudden they're like, fine, okay, what you got? I got my foot in the door, I'm inside now. Now if I can keep being interesting. So the way that I look at selling is I'm not looking at trying to sell the whole thing. I'm trying to look at them, can I buy myself 30 seconds, which is like a normal pitch, and then can I buy myself two minutes, then can I buy myself 10 minutes, and then can I buy myself an hour if that's how long it's gonna take. Does that make sense? - Yes. - But if I'm trying to sell the whole hour right at the beginning, I might like it's just like a lot to bite off. But all of a sudden, after talking to you for about five minutes, they're like, I like this guy. This is actually kind of interesting. This is kind of like there might be something here. And all of a sudden, it's really hard for a customer to be like, "Yeah, get off my porch. I hate you." It's like, "Well, we actually kind of build a connection." And I'm using porch, I'm using home, but that's applicable in any business, if that makes sense. Sure. Oh, yeah, yeah, yeah. And I see people do this, I think quite poorly, but I see what they're trying to do in my DMs where, for example, somebody will DM me and they'll just say, "Hey, Jason, seems like you got a really interesting job. What's your favorite part of your job? And that's not very good, but I see what they're doing, which is they're trying to do a version of what you are describing here, which is that they're trying to plot out in phases the interactions. They're trying to get me to engage. What were you going to say? But the problem with that approach, Jason, is you don't have time to sit here and chit-chat with this random dude that you don't know. No, I do not. That's why I never reply. Exactly. That's the miss. So they think, oh, I'm just going to start a normal conversation, build rapport on a DM. But I'm like, why do I care to talk to you? So therefore, the hook and the interesting first approach needs to catch your attention enough for you to want to engage. Yes. And you know what? It's funny. I'm what I'm doing right now is I'm trying, I'm trying to flip back through a text thread with a friend of mine who sent me a screenshot. Cause she was like, she got one of these and she, and she was like, look at this guy trying to like hit on me on LinkedIn. And, uh, I, well, I can't find it, but anyway, but, but she, she, she sent me a screenshot of someone who just did exactly that. They reached out and they tried to just get chatty. And she thought that she was getting hit on. And I said, I, Maybe, but I think more likely is that this was just a bad salesperson trying to engage you in conversation that was eventually going to lead to some kind of pitch. But either way, it doesn't work. So what should somebody do instead? Like in that circumstance, like, you know, you laid out all those doors to knock on. And one of the doors is some form of social media connection. What's a better way to start that conversation? Well, maybe flip the script. And what if you said, "Look, I am that annoying dude and like take a photo that's going to not just try to go chitchat, so I'll get straight to the point because I know what you need. And if you took five seconds to talk to me and fill in the blank, like, let's go back to your Mad Lib. What do you want? And it's like, I'm going to take a stab straight up. And if one of these three things I'm taking a stab interests you or is relevant to you, reply back with a thumbs up emoji. - It's super easy. - It's simple. It's like either I'm gonna get a thumbs up emoji or I'm gonna get a nothing or I'm gonna get a thumbs down emoji and that person's gonna either be like, then I'm gonna be like, And I might throw like a meme in there that's just like stupid. And they're like, oh my gosh, this guy's got some humor to it. Or I might throw a little article in there that's educational and authoritative. Or I might throw like a simple curiosity. Or I might throw a bandwagon approach in there. Hey, I was talking to the editor-in-chief at the New York Times and what he was saying. And then they're like, oh, I don't know. You just gave that a name, but I just want to double click on that so people can appreciate what you're just saying there is the bandwagon approach is essentially creating in the outreach some kind of social proof that people like you, people who you admire are talking to me, which then lowers the barrier to entry. And you know, I'm not some weird Asian chick or some Pakistani and dude, trust me, you know what I mean? Like you might like you like it and not to be right. I'm just saying like some virtual assistant doing some mass. Yeah, I have the kind of spammy, the spammy DM thing, you know what I mean? And and and then you're like and and sorry i don't have big cleavage like one of those three things and all of a sudden they're like okay this guy's real you know what i mean and then send a video or a voice memo and i think too many people are like but that would take time sam or that would be you know and i'm like oh my gosh like yeah you might have to sit down for a couple hours a day and just sit there and beat your dms you know or beat the linkedin and it's like Everybody knows, any business owner in today's world, and I'll say this so confidently, knows that there are AI and bots out there and no freaking successful business owner wants to go down a rabbit hole with some AI bot and some like, Pakistani and dude that's just like you hired for five dollars an hour to have an uneducated conversation So if you can cut through that fluff faster, then they're like, okay, I'll talk to this cat I'll give him I'll give him some help. You know, I mean, mm-hmm Sam this has been so useful and I'm jealous that you get to have it while looking out on this beautiful beach view while I'm just sitting here in my home in Brooklyn, but I I have one more question I'm going to ask you, but first I just want to remind everybody that we've got this great event and it's called Level Up and it's on August 22nd and 23rd in Las Vegas, where we're having conversations just like this about unlocking the I'm trying to carry my metaphor here with unlocking, but then I started talking about walls that you're running into. You don't unlock a wall. You don't want to run your metaphors incorrectly. But anyway, yeah, you're trying to think of how to get me out of this. I know. I literally was like- Yeah. But you know what? It doesn't matter because that's not the point. point as we've learned in this call is that it's really about understanding the ultimate benefit. So the ultimate benefit of something like Level Up is that you go home after Level Up and you've got the kinds of connections and the kinds of insights that are going to help you get back to your sales team or get back to your growth team. Or if you're a one person team, just get back to yourself and say, all right, I understand what it is that I need to do to reach that next revenue milestone to be in the kind of place where I can now be running my business while sitting next to Sam enjoying the view in San Diego California and that is the kind of thing that we're putting together for you at level up in Las Vegas August 22nd 23rd let's just throw that slide up if we've got it one more time just so we can see the kinds of people who are there John Taffer Kim Perel Marcus Limones Cody Sanchez Robert Herjavec Alexis Ohanian and more that's not even all that's just who we could fit on this slide and And we are there for you because ultimately the point isn't, as Sam says, to just get somebody to go to an event. The point is to make sure that you're building incredible businesses that are thriving after the event. And going to something like this is the way to get there. So Sam, I really appreciate your time. And I hope that I see so many of the people who are here at Level Up. If so, please let me know. And Sam, final question for you here as we think about sales and what sales teams might be missing, which is you've talked about this has got to be a contact sport. You've got to be as a leader encouraging people to just keep at it. what do you think somebody who has signed up for this and therefore has identified that these kinds of sales conversations are most important to them what is the most common thing maybe that we haven't hit upon yet that um often holds people back they're they're you've we've talked about being uh less afraid of just getting in there of all the nose that it's going to take of figuring out how not to just try to hit people with the pitch all at once but instead just sort of like frame it out so that you start with the engagement you get deeper but give me one more common mistake that you see that might might just be driving someone to be watching us right now yeah I think training I mean it's funny I just finished three mountain marathons in three days last weekend and it was health And I'm the back of the pack. There's 300 people. And I'm seeing these big old ladies passing me. And I'm over here like, I'm fit. What the freak? And I'm asking them, I was like, dude, how did you sign up for this? You're like 250 pounds. And they're like, well, we did the training. Did you do the training? I was like, no. And I was like, we rise to the level of our occasion. And we think that. But really, we fall to the level of our training. And most people, they think by hiring a good looking, good talker, salesperson, that all of a sudden this person that has the people skills, so it seems, is gonna know how to actually sell. And I'm like, well, what professional sales training has that person done? And what professional sales training have you done? And so it gets really discouraging when you know every time you make a pitch It's just not working. So then your confidence goes down. Therefore your actions goes down So if you can increase training which increases confidence then all of a sudden actions will start to follow because you're like excited to try the new thing to to apply the training to actually like it's working like when I actually put in the energy it actually has a better output and then it's really discouraging when you put in all this energy and it doesn't see the outcomes that you're looking for. And so I think that comes down to training. And that's like where we've come in and helped and written books and done events and helped a ton of people is just help train. It's like, what if you actually had a really good sales team trained working for you instead of an untrained sales team working for you? You know what I mean? And what happens if Like you don't have this, let me blame the people that work here and let me blame the leads because they're going to blame the leads and then you're going to blame the people. And I'm like, hold on, like what if we just got better training and we started seeing real incremental growth because people are actually developing themselves. And I tip my hat to you because you gave a good answer while functionally selling yourself because that's the name of the game. What Sam is talking about right there is the stuff that Sam and his team do all the time. I just dropped a link to the D2DExperts.com in the link. So that's how people can get in touch with you. Sam, anything else you want folks to know about you or how to get in touch? Yeah, I mean I do a lot of public speaking, a lot of corporate events. I mean I was in Chicago, Dallas last week, San Diego this week. I mean and we go to companies and we say, "Hey, let's like beef up your sales team. Let's get on a flight and come out and speak at your event or come do a corporate thing." I think that a lot of people, you can go to thesamtaggart.com as well and kind of see what we've done. It's not just door to door. that I can do door-to-door, this is like the hardest thing in sales. So anytime we go help a software company or some other thing that does nothing with door-to-door, We blow their minds. I spoke at an insurance conference last week, a thousand people. And I'm like the head of the show because I just was able to say it how it is. And all the old dogs are like, yeah, I used to knock door. Like, where's that? Like, when are people actually talking about like just the good belly to belly art of a sale where instead of every conversation and every business conference and every this is by my leads and by my AI and by my marketing funnel. And I'm like, how about we just learn sales? Like, let's go. So anyway, here to help, here to serve. Reach out on social, the Sam Taggart doc on Instagram or something like that. And happy to help. Amazing. Well, the Sam Tagger, it is always great to talk with you. Thank you for joining us. Everybody, thanks for being here. Hope to see you at Level Up. Just one more time here before we disconnect, which is that we've got links to everything in that chat. So go click. We've got entrepreneurlevelup.com, Sam's book, Sam's training, and how to connect. Sam, enjoy the view. We'll talk to you soon. Everybody else, have a great day. and go sell. - Guys, go get your tickets. If you haven't got your ticket, don't be a little bump on a log. And I'll say it harder than Jason will say it, but it's like, the biggest nation in this world is procrastination. Like, oh, I'll do that later or whatever. And I'm like, no, it's let's do it now. Like before you leave this call, if you don't do it now, you're probably not going to do it. It's just man up and go freaking buy the ticket. You know what I mean? I don't know how much they are and I don't get a commission on this stupid thing, but I'm going to help Jason because he's a stud. And I'm like, I've, I, My first event I went to in personal development was when I was 23 and it changed my life. You know what I mean? I think a lot of people are like, "I don't need that," or blah, blah, blah. I'm like, "One conversation, one relationship, one idea could be the difference between you super successful or shutting down a business because most businesses fail after three years." You know what I mean? It's like, go get some help. I think the ego is the biggest enemy. If you could go and attend something like this, I'm sure there's way more value than just the ticket. Hope to see you guys jump in on that. And that's why you're the good closer. That was fantastic. Thanks, Sam. Thanks, everybody. See you guys.