From $0 to $17.9M: The Untold Story of Our Rise | Jeremy Lee Miner DSH #571

You know, we just started bringing in people to really that were strong at things I was weak at.

I can be like a visionary and stuff like that, but I'm not a guy that can run a business day to day because I don't have any experience doing that.

You know, that's not my forte.

It's not what I want to do.

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And here's the episode ladies and gentlemen first guest in the new studio jeremy lee minor my man what's up man thanks for having me on your uh on your show we were like swerving around trying to find this place we're like what what is what is going on because i was watching some of your shows yesterday and i watched a couple shows this morning i'm like this doesn't look like the same place i'm like where where are we you know but they're like no this is the place yeah uh i i appreciate being on the show

what do you want to discuss today i know you talk a lot about sales i think we'll touch on that but um there's so many videos of you teaching guys

a sales training company yeah might be a good thing to you know talk about sales here and there yeah we could dive into it but you have

you have so many videos training we yeah we do we'll touch on that I want to dive more into the scaling side of things I haven't seen you talk about that much so how old is this trying to figure it out man yeah but we were just talking your revenues earlier I'm super impressed and the company's only four or five years old we started in late 2018 so you know that would be I don't know if we're year five right now and you know the first uh really the almost the first two years there was me and my assistant And I brought her over for my job.

I retired in 2017, took about six, seven months off, figured out what was I going to do now.

And then Beth Jolly, she's head of customer service.

Shout out to Beth.

She's still with me.

And I'm like, hey, you want to start the sales training company?

You want to come work?

She's like, I'm in.

And for the first, like, probably 19 months, you know, I...

dumped a lot of money into it and lost a lot of money.

It was me and my assistant.

Oh, so you weren't profitable the first two years?

No,

the first year, I think we did,

I want to say like $1.3 million in revenue.

I did like three or or four webinars trying to figure it out.

I didn't know what I was doing.

And I think I spent $1.9 million.

Wow.

So I lost like $600,000.

So I'm like, okay, so if I keep losing $600,000, how many years can I go before I need to like come out of retirement to like start making money, get as a salesperson?

And you stacked up a safety net before you started your own business, right?

You were a top sales guy at other companies.

Yeah, supposedly.

Yeah.

So I made a few bucks as a salesperson.

But, you know, a lot of those, my last two sales jobs, I negotiated being a 1099, so better for taxes.

My first year was more W-2.

And when you make the type of commissions I was making,

you're getting hit at the top taxes.

40%

plus state taxes, so pretty much like 45% is gone.

Were you in Cali?

No, I wasn't.

I was in Missouri, but still,

I think when President Obama was in charge, it was like maybe 39%.

I could be wrong.

37%, 39%.

And then state tax there, top rack is 5%, so 44%, 45%.

As a W-2, you can't write off as much.

So let's say, you know, in my best years, I was making over a couple million dollars a year in commissions, and, you know, half of it would go to, you know, just go away.

So, you know, people think you made a lot of money, but like, well, yeah, you know, the government got a lot of it.

So 1099 is your advice for people getting into sales.

It just, it really depends on

what type of industry you're in.

You know, like you can, if you're in like large enterprise B2B companies, most of the time they're not going to let you do that.

So it depends on what you're doing.

Like if you're selling solar, you know, you're going door to door, you're probably 1099 already.

You know, it just depends on the company and the industry with regard of what you can do.

That makes sense.

Okay, so walk me through that third year where you became profitable.

What was that switch that happened?

We just started bringing in the right people.

Well, we just started bringing in people, right?

So

I got a CEO.

I got a chief revenue officer.

We didn't call those people those titles then because we were too young.

I mean, there's like 10 or 12 of us, right?

You don't call like, oh, this is my senior vice president and there's five other people in the company.

Like, you know, you get to those levels once you have the employees.

Like we have 163 employees now.

Wow.

You know, so we probably had a year and a half ago, maybe 50 or 60.

So

we've grown a lot in the last probably year and a half from the reels and stuff.

But you just, you bring in the right people.

Like I always say, you can have the best products, you can have the best services out there.

But if you don't have the right people running the organization, unless that's your strength, you're really not going to go anywhere.

If nobody knows who you are, it doesn't really matter, right?

You know, like nobody even knew probably who really i was until probably two and a half years ago that's when we really caught fire because we started doing reels about two years ago i didn't even have an instagram account until october of 2021 wow i had zero followers you were doing sales without any social media yeah so we we well we did facebook ads okay so you know the first like you know when we started becoming profitable in 2020 i think we did a little bit under five million in revenue in 2020 where we actually made money i'm like oh wow i can actually pay myself a little bit of cash you know it's like i went from like a salesperson making all this money now as a business owner i'm I'm like, this kind of sucks.

Like maybe I should just be a salesperson.

Like I made way more money as a salesperson.

And I think a lot of times when you're a salesperson or even you could be an executive of a company, an SVP or a chief sales officer or whatever you are, then you go start your own business.

It's like a whole different ballgame.

Right.

Because now you're responsible for employees.

You've got to pay for the building.

You've got to pay for the pencils.

You've got to pay for everything.

Legal.

Legal, everything.

And you might make all this money, but then at the end of the day, it's like most of it's gone.

Right.

So, you you know, we just started bringing in people to really that were strong at things I was weak at.

Like, I wasn't a CEO, like, I can be like a visionary and stuff like that, but I'm not a guy that can run a business day to day because I don't have any experience doing that.

You know, that's not my forte, it's not what I want to do.

Obviously, as a professional salesperson, that's the world I came from.

I was really good at recruiting, right?

I was really good, obviously, at sales, I was good at that type of stuff, and obviously, sales training.

And that's where I needed to be full-time to focus on that.

So, really, in my company, I am really, I'm removed from the day-to-day business of the company.

I'm not on a lot of meetings and stuff unless they're like really, really important.

Like with, you know, we're looking at the COO from a huge company that we're about to bring on.

And so I'm meeting with them, that type of thing.

But most of the time, I'm focused on creating more sales training programs.

We have 36 different sales training programs.

I'm focused on, you know, being on podcasts like this.

I'm focused on, you know, I only do two keynotes a month.

Like I turn down most of them because I don't want to be gone every other day, right?

I'm writing a new book right now.

So, like, I'm doing, I'm focused on sales training, which if you're a sales trainer, that's probably what you want to focus on.

You want to let somebody that's really skilled at running a business.

Those are two separate things do their thing.

It'd be like Tony Robbins running the day-to-day operations of his company.

No, he has a CEO that does that.

He focuses on his strengths.

That makes sense.

Yeah, so the first two years you were basically wearing all the hats you were doing.

Yeah, which I didn't know how to do.

I was wearing hats that I should not have been wearing.

But sometimes, I mean, when you start, it's not like, you know, like, even though I've made a lot of money as a salesperson, I didn't have like $50 million in venture capital to be able to go and hire, you know, somebody from McKinsey or something to run the company or anything.

So you kind of have to like, you just kind of, you know, bootstrap it.

And as you go, you just, you have more cash flow and you're able to bring in more people.

And that's where we're at now.

You know, even though we have 160-some employees, there's a lot of employees in the last couple of years that were just kind of like, they're like bodies thrown into positions.

Like, oh, you're average at sales.

Oh, you're kind of analytical.

Maybe you should be the VP of ops.

Let's have you be the ops or ops guy or whatever.

That doesn't necessarily mean that they're qualified for that position.

It doesn't mean they can't learn, but you want to bring in people that have already done the thing you want to do.

And you can't really do that until you have the necessary cash flow to be able to pay those type of people.

And that's where we're at now, where we've grown so fast.

This year, we're focused on like very slower growth this year to replace some of those key positions with better people, better talent and then we'll scale more in 2025.

That's smart because I've heard when companies scale too quick it's actually a problem.

It's a huge problem.

It's a huge problem of fulfillment.

Like we, you know, we could probably,

you know, my CEO says this all the time.

We could literally probably double our revenues overnight with our marketing spend because we get leads so freaking cheap.

We do marketing a little bit differently.

I get your ads every day, bro.

Yeah, yeah, yeah.

You probably read.

Yeah, we do ads a lot different than most companies.

So like our spend compared to like what we what we make as a company is unheard of.

When I tell people like they're like, holy crap, no way.

I'm like, show you what it looks like, you know?

But the reason why we're slowing down is because, especially fulfillment.

Like if you,

the worst thing you can do for your brand is not fulfill on what people are purchasing from you.

And as a sales training company, we would rather slow down our growth and make less money to make sure that we have enough people in fulfillment, enough sales trainers, and I have enough bandwidth to make sure that our clients get maximum maximum results.

It is way more important for us as a company, as a brand, to make less money so our clients get better results.

That's how your brand is around 25 to 50 years from now when you're not even here on this planet.

And that's what we're building as a company that will be here even when I'm not here.

So a lot of our branding, you'll see it won't necessarily be around me.

It might be around our methodology, NEPQ.

It might be around the corporation, seventh level.

So when sometimes people look like, oh, you know, how does it feel being an influencer?

I'm like, I'm not an influencer.

Like, it's like almost a stop business.

I'm like, I'm not really an influencer.

Like, we don't really do that much on our social media.

We're a sales training company.

Like, we, you know, do Fortune 500 companies buy sales training from influencers?

No.

Not really.

No.

They buy it from sales training companies.

And that's really what we are.

Yeah.

Now, you know, do we have a good social media following?

I think it's decent, but we haven't really done much with it yet.

Yeah.

Yeah.

You were just saying you just made Instagram two years ago.

How many followers are you out there?

I'd have to, I think we had like 670 some thousand.

It's all been all from the reels.

You know, we do like, we do like 200 reels a month on each platform now.

It's like five or six a day or I don't even know what it is.

I'm not sure.

We have so much content.

It's like crazy.

Content's king, big.

Well, you know, you know, Austin.

Yeah.

Austin,

so we're partners with him now.

We acquired a portion of his company and now he's taking over our, he took over our YouTube like three, four months ago and did really, really well with it.

So we're like, okay, let's let's acquire, you know, a portion of his company and have him take over our IG and, you know, some other things that we're doing to really scale it up.

But the good thing about our social media, it's very targeted.

Like if we wanted to go broad and like generalized and stuff like that, in my mind, it's harder to get larger companies that way, if that makes sense.

Like if I'm sitting here talking about like, here's what I eat today, or, and hey, I know a lot of influencers do that, and that's great.

Or, you know, here's how my relationship is, or here's what I do with this, or here's my favorite foods.

That's totally cool.

But people watch our content because they want to sell more.

Yeah.

Right.

And that stuff doesn't really help them sell more.

It just doesn't.

That's true.

You keep it strictly salesman.

I was listening to a few podcasts of yours, and I couldn't find anything other than sales.

Well, we're a salesman.

That's one company.

You know, I don't know.

Like, if you're a fitness company, you're probably talking about fitness, you know.

But no, there's some.

Like, I was just on Cody Sperber's show.

I became really good friends with him.

He's down in Arizona.

He's a big real estate investor.

I love that guy.

And he's like, I don't want to talk to you anything about sales.

He's like, I know you're the tactical sales training company.

He's like, I just want to talk to you about personal stuff.

It's actually really cool because nobody's ever asked me some of those questions.

Yeah, that's that's kind of how I model my show, too.

Because everyone's seen your sales stuff, yeah, yeah.

So, okay, so the fourth year, was that your first eight-figure year?

Because you said the third year you did five million, yeah, the third we did a little bit under, it was like 4.8 million.

And if the FTC is watching, don't quote me.

I could be off by $10,000 or $20,000, but I'm very close.

I'm always worried.

People like round numbers.

Yeah, you know, so I don't, I see a lot of people exaggerate numbers.

And to me, I'm like, like, why are you doing that?

Like, just be proud of what you've done.

You know?

It's ego.

Yeah, I guess I don't know.

But you could get in trouble for your ego.

You can.

You know, because there's a thing called the FTC.

Yeah.

You know, and you can't exaggerate numbers because it's going to come back and buy you.

So anyways, third year was that 2020, 2021.

I think we did.

A little bit under 17 million.

Wow.

That was a 4X year.

We did a big jump.

That was when we, Inc.

Magazine ranked us the fastest growing.

Well, we were, I think we were like number 1,200 fastest growing companies in the united states uh they don't rank sales training companies of course but when we looked through the list we were the fastest growing sales training company but you have to submit your financials for that yep you have it's like you can't just can't be using grandma says i'm the fastest growing sales training i love all the sales trainers like we're the number one sales training company in the world we're the fastest growing i'm like who said that grandma think i know who you're talking about like well i don't even know like here's the thing like everybody says that right it's like the salesperson says we have the number one product or service like you hear every salesperson says that so you're kind of like yeah sure right yeah the number one thing is is kind of misleading yeah it's uh yeah that it drives us nuts because we you never you probably never hear me say that in the ads you don't hear me say like oh we were we were this we were that we just talk about sales yeah and you know you're gonna get results from that so you start you know you get into our training programs like our clients are you're gonna start getting results and we let people make that decision themselves it's kind of like you know you look at tom brady or you know he doesn't go out there and he's like oh i'm the number one quarterback in the world.

He doesn't have to say that because he just goes out and performs.

And the rest just, you know, they see him.

Now, maybe they don't think he is.

Maybe they think Peyton Manning's better or Joe Montana or whatever, but that's the kind of the way we are.

We just, you know, it's kind of like that quote from Steve Martin.

I don't know if Steve Martin said that, but he said, become so great that they can't ignore you.

I've always been like that as a kid.

You know, I played college sports and everything.

I wasn't the most athletically gifted in my whole state, but I outworked everybody.

I outperformed everybody, and that got me scholarships in college as well.

What was your sport?

I played baseball.

Oh, nice.

Yeah, I played baseball.

So, you know, anyways,

I don't want to be like the Heisman Trophy guy, like, oh, I was this and that in baseball.

Like, nobody cares, right?

That was a long time ago.

But just let your performance show everybody what you're doing.

You know, if your performance, people

will see it.

Let your work speak for itself.

Let your work speak for yourself, yeah.

Yeah, when you're self-boasting, you kind of lose a little respect, I think.

Yeah, yeah, and I get why people do that.

You know, I think sometimes when you, when you, when you, I, you know, I came from nothing, so sometimes when you come from nothing, you have like a really big chip on your shoulder.

So when you make it, you're just like, I made it, I'm better than everybody else.

But if you feel that way, you just got to really keep it to yourself in your mind.

You know, just go out and perform, show people what you did, and people are just going to see that you're really good.

Absolutely.

Yeah.

Did you go through a materialistic phase in your 20s where you were just buying cars, watches, and stuff?

You know,

not really because I got married.

I got married when I was 22.

I'm divorced now.

I had a daughter on the way.

I have a 23.

You were a shocked wedding?

Yeah, well, I have a 20.

Well, not really.

No,

she is a honeymoon baby or whatever, but

I was married when I was really young.

I barely turned 22.

She was 19.

Jeez.

Oh, we had the South.

That's common.

Yeah, we had a kid on the way.

Sorry.

Well,

I lived in Utah at that time.

I was going to go to college.

Yeah, I was going to college in Utah.

So I went for school for behavioral science and human psychology, social dynamics, study the brain, how human beings make decisions.

So when I got into sales, I looked at sales differently than probably most sales trainers look at sales.

But yeah, so I just, you know, I didn't really, when I started making quite a bit of money as a salesperson, you know, 20 years ago, like even when I was making like, I think my third year, because I got into door-to-door sales when I was going to school, selling arms, because you'd sell in a four-month summer period, and then the rest of the year you'd go to school.

But I'd make around 400 grand every summer.

Damn.

But, you know, 2002, 400 grand is probably worth like 600 now.

I don't even know what that is.

Probably more, honestly.

Maybe more.

I don't even know, right, with inflation.

So, you know, did we overspend?

Yeah, but it wasn't like I was buying Lambos or going to clubs.

Like I had a kid, you know, so we were buying like the suburban, you know, we were buying the new house, you know, the stuff like that.

But, you know, I never, I never really got into the party scene because I got married so young and had kids so young that I just, you know, and that's probably good, but it kept me out of trouble, you know?

Yeah, very rare to see almost that didn't go through that phase.

Yeah.

Now you were in Utah, so were you you part of the Mormon culture, too?

The LDS, yeah, LDS Coach, Church of Jesus Christ of Latter-day Saints.

Yeah, yeah, for sure, yeah.

So it's a great culture out there.

You know, people, I like it.

I like the mountains out there.

Yeah, I think people are genuine and nice and stuff.

And then I

moved away from there back to Missouri in 2006, 2007.

So, and then in two and a half years ago, because the first two years is basically out of my home office in my house in Springfield, Missouri of all places.

And then two and a half years ago, I relocated relocated to Scottsdale because that's where my two oldest were going to college.

Got it.

So I was like, we'll just go to Scottsdale.

That's where they're at.

And then, and then, yeah, that's where we're at now.

What are your honest thoughts of your kids going to college?

How do you feel about it?

You know, it depends on what you want to do, right?

Like, if you want to be an entrepreneur, I don't think it's a bad thing.

Okay.

You know, I don't think it's a bad thing, but I don't think it's a thing that you have to do to be successful.

But like I said, it depends on your profession.

If you're an attorney, you know, you got to go to law school.

You're not going to be an attorney by not going to law school, right?

If you want to be an engineer, you gotta go to engineering school, right?

You know, if you're gonna be a doctor, you gotta go to medical school.

Now, if you want to be a business owner,

would

finance classes help you?

Yes.

It depends on what you want to do.

If you want to be a marketer, is it going to help you?

No.

Definitely.

If you're going to be a salesperson, it's going to help you.

No.

So

I can't be like one-sided or not because it depends on your profession.

Yeah, you can't generalize it.

It's hard to generalize that.

Like, I get it.

Like,

I went to school for behavioral science because I wanted to be a psychologist.

Yeah.

Okay.

But after I was starting to make, you know, way more money than my professors were, and I was only working four months every summer, and I started having a corporate career with what's now called Vivint

in Salt Lake City, Utah, I just didn't have time.

So I dropped out my senior year.

I have 11 credits left.

Wow.

Yeah.

Does it still haunt you or you don't care?

No, no, no, no, no, no.

I learned way more about behavioral science and human psychology outside of university.

Really?

Well, I started taking like online courses were a thing back then.

It started coming around.

So I was taking courses from like professors from like Yale and Harvard on brain science and stuff like that.

You could still take it.

It just didn't count towards your degree.

That makes sense.

Did you teach your kid two kids sales or are they interested?

You know, my kids are, you know, I've got one that that works for seventh level, Quincy.

She's on the customer service team.

She works there.

She does really well.

And then my oldest, Cammie's almost 23.

She's about to graduate from Arizona State University.

Nice.

She was going to be an English professor, but now she's like, dad, I think I might want to do copywriting.

So now my VP of marketing is actually having her go through courses and stuff, learning copyright.

And then my,

my, because I have five kids.

And then my, I know, yeah, yeah, you know, we gotta, we gotta have a basketball.

And so my 18, she just turned 19, she was going to school at Mesa Community College.

And probably about a month ago, she's like, dad, I just don't, you know, I'm going to school for social media, but I'm not learning anything about social media.

Oh, they teach that in school?

They have an associate's degree at our school, social media, but she's like, I'm not learning anything about social media.

So I got her in touch with my VP of marketing, which is amazing at ads and copywriting and all that stuff.

And he's having her go through like hundreds of hours of courses.

She's like, this is awesome.

So like I said, it depends on what you want to do.

Social media, do you need to go to college?

Probably not.

Marketing, probably not.

You want to be a CFO of a company?

Probably good to learn finance for sure.

You want to go to school.

That makes sense.

One of the things that I thought was interesting that you advise your salespeople is you don't want them to to use the F word in their sales pitches.

Well,

what do you mean by the F word?

Like the curse word, the F word, like you don't let them use it on the first call?

I saw a clip about it.

Well,

I have a bunch of clips about like, you don't want to use the word follow-up.

Call that F-word.

Yeah, that's the F-word.

Yeah, yeah, yeah.

Got it.

Well, I don't want them to cuss.

We represent some big brands.

We represent...

two Fortune 100 companies.

We represent quite a few Fortune 500 and several Fortune 1000.

We definitely don't want our salespeople on calls with them like throwing the F-bomb down.

It depends on who you're talking to, right?

If you're talking to like an entrepreneur who's like a coach who sells, you know, whatever, maybe they go with that, but there's no reason for that.

But I think the reel you're talking about

was like, hey, don't use the word follow-up.

So when you call back a prospect that maybe didn't buy, and you're calling him back three months, like, hey, you know, Sean, I was just falling up with you.

Like, you're, or when you get an email, because you get emails, right?

Okay, so you get the emails that are like three or four paragraphs long.

hate them and the first sentence is like hey just checking in cringe they'd already talked to you just checking in immediately what do you think negative experience yeah because you think they're just trying to sell me something yeah so those are trigger words so salespeople use a lot of trigger words and they don't realize what they're doing is triggering sales resistance just like you did right checking in and follow up you're like oh cringe those are trigger words so you've got to relanguage some of your words where they're a little bit more neutral like hey hey john uh i know we spoke a couple months ago about about you guys looking at getting a higher quality lead.

So you scale to $10 million a month.

Have you guys given up on that?

Or

what actually happened?

Yeah.

See, now I'm focused on the problem and the objective, whereas the other guy was like, oh, I'm just checking in to see where we're at with your X, Y, Z.

Like, that's just a trigger word.

So you're going to trigger sales resistance.

And so many salespeople trigger sales resistance where the guard comes up.

And I'm like, why don't you learn how to get them to let their guard down?

Because then it becomes really easy to sell.

Yeah.

Yeah.

And you're great at establishing trust, right?

There was a recent study done.

Trust is at an all-time low in the past, I think, 40 years.

So how are you able to establish trust with your clients?

Most of it is your tonality.

Yeah, so

I might say things that you're like very counterintuitive that you've ever heard of.

But the way the brain works, there's three parts of your brain.

And I won't give everybody the scientific terms because it'll bore you to death.

But you have like your survival part of your brain.

A lot of people call that the reptilian brain.

You have your mid-brain area, I'll just keep it short.

And then you have your neocortex, which is your problem-solving part of your brain.

So when you get a telemarketing call and you say in 10 seconds, not interested, you literally didn't even have time to hear the words they said.

You said that, you went into fight-or-flight mode based on the tonality of the salesperson.

Probably sounded scripted, probably sounded talking fast, nervous, excited.

That's your survival part of your brain.

So every human being has defensive mechanisms that we've built up where we try to protect ourselves.

So let me give you an example.

Let's say that you're walking into a grocery store and you're just casually walking in, thinking about whatever, right?

And you hear this lady scream, like, oh my, she just yells.

You instantly will react that because her tone went into your survival part of your brain.

So you can sit and react.

It's like, you know, a million years ago, whenever God put the first humans on the planet, I don't know when that was, that's debatable.

The saber-tooth tiger, you're like, well,

you react.

That's fight or flight.

That's your survival part of your brain, okay?

That's based on her tone.

Now within about second and a half to two seconds, her words then go from your survival.

Survival brain didn't hear the words.

Then it goes into what's called your midbrain, where your midbrain starts to decipher what she just said.

And then it goes immediately to your neocortex and it's like, oh, she just yelling at her kid crossing the street to be careful.

That's what happens.

Wow.

But it all started in your survival part of your brain.

Interesting.

So as a salesperson, when you come across like really excited, oh, hey, welcome into the car dealership welcome to dealership today how can it help you I'm so excited for you to be here you just instantly are triggering sales resistance in most people because they don't hear your words they hear your tone and what do you instantly do just looking yeah you see that's a that's a you just triggered fight or flat mode in that prospect right and now it's awkward but if I'm like hey hey welcome into the store today are you guys just out kind of looking around

See how I'm feeding back their objection.

They wouldn't automatically give me this.

Hey, welcome into the dealership today.

Are you guys just kind of out looking around?

Yeah, yeah, we're out looking.

Ah, okay, and

do you know what you're looking for?

Curious tone, right?

See, now I'm engaging them, okay?

But I can cause a prospect to let their guard down simply by how I use my tone.

So if I'm cold calling, let me give you an example.

Because I had to learn this in B2B.

My second industry I got into was high-level enterprise B2D stuff.

So I'm calling Fortune 1,000 companies,

a few Fortune 500, maybe Fortune 1000, maybe maybe usually the top 5,000 companies, like probably 1,000 to 5,000.

That was kind of the range.

So when I'm calling these C-level executives or whoever they were, I had to build familiarity.

I can do that with my voice.

Yeah, is this John?

Yeah, John.

Hey, it's Jeremy.

Yeah, Jeremy, Jeremy Minor.

See, I raised my voice in terms of, yeah, it's just Jeremy.

It's Jeremy Minor.

Okay.

Now, if somebody called you, and they said, hey, Sean, it's Jeremy.

It's Jeremy Minor.

And they kept talking, you know what your brain would do?

How do I know Jeremy Minor?

How do I know Jeremy Minor?

You're instantly searching and you don't want to look like an ASS and be like, who is this?

Because my tone just seeded what?

That you should know me.

That I'm familiar.

Now, if I didn't raise my tone there, yeah, it's Jeremy.

Jeremy Minor.

See what I'm doing there?

So when somebody, have you ever got a call where someone's like, hey, it's Amy.

It's Amy Smith.

And you're just like.

You don't say like who is this?

You're just like, you're like, oh, hey, Amy, how's it going?

Because you don't want to appear like you don't know it.

You just go with it.

You just go with it, right?

But my tone is the one that caused that.

If I'm like,

yeah, is Amy there?

Hey, Amy, it's Jeremy Miner with XYZ company.

Hey, the reason why I called you was you're like, oh, salesperson.

Yeah.

Your guard goes up, but I can shift my tone to introduce familiarity with that person just by raising it and then lowering it back.

So I'll give you an example like this.

And I did this with a,

I'll show you a sales example.

Like, let's say if you sell,

we train 161 different industries, so it's hard for me to pick one now.

Let's say if you're a,

you're, let's say you're an investor and you're calling a distressed property, that wholesaling, you know, I'm friends with a Cody now and a Pace Morby.

I love that guy and stuff.

That's their industry.

And,

you know,

we teach a lot of salespeople in the industry.

So we teach them how to like print off property tax records of the homes they're looking at.

So like right here, I'll use this.

So

I learned how to do this as like a pattern interrupt.

Everything in sales, you have to learn how to interrupt patterns that they already think about salespeople.

You don't want to sound like everybody.

You sound like everybody else to treat you like everybody else, right?

How are salespeople viewed in society at large?

Negatively.

Lower status.

So how do you raise your status?

Where they view you as the expert?

They can solve their problems and get where they get their number one.

As a pattern interrupt, when I'm cold calling, I'm shuffling papers where they can hear it on the phone, right?

So, because that triggers curiosity.

It keeps the mind like they don't know what's going on.

Nobody else is doing that.

So let's say for an investor, yeah, is this John?

John, hey, it's Jeremy,

Jeremy Minor.

I'm holding a copy of your property tax records there on your home at, I think it's a 55 Willow Lane there in Savannah.

I was wondering if you could possibly help me out for a moment.

Now notice what I did there.

Yeah, I'm holding a copy of your property tax records there on your home at 55

Willow Lane there in Savannah.

I was wondering if you could possibly help me out for a moment.

Right.

You will never have anybody like no, I'm not interested.

Because what did I do?

I'm shuffling papers.

They don't know if I'm a clerk.

They don't know what, right?

In that industry, they don't know if I'm a clerk.

I'm shuffling papers and I'm saying I'm holding a copy of your property tax.

See, I slowed down my voice and tone.

Most salespeople, they cold call.

Hey, is this John?

Hey, John, it's Jeremy Miner from A by C company.

Hey, the reason why I called you was, and they start going into their spill.

And the prospect is just over.

You just triggered fight or flat mode because you sound like what?

A telemarketer reading a script.

And then, then, what I do at that point is like, well, and they're like, well, sure, how can I help you?

Or you have my property tech?

Yeah, we always print these, they always have us print these off.

And I'm not even sure if it would make sense for us to talk yet.

So I push them away a little bit because you don't go into your solution.

You got to push them away a little bit.

Like, you can't have it.

Yeah, and I'm not even sure if it makes sense for us to talk.

I represent a group of

buyers who are, they're buying, like, I think, I want to say like four or five different properties there in like your four block area by your Willow Lane home and after they had me go through your

your tax records on the property they asked me to call you to see if you would be maybe opposed to having a brief conversation on maybe even selling that home would you would you be opposed to talking about that

now why would I say be opposed why wouldn't I say would you be open I get that a lot yeah why would I say opposed why would I say would you be opposed to having a conversation like that?

Why would I say opposed?

Why would I say, would you be open?

See, a lot of sales trainers are like, you got to get them to say yes 75 times.

Yeah, I heard that.

Okay, there's no data that shows that.

In most contexts, I actually want them to say no because it actually leads to the yes, right?

Like if I'm a political fundraiser and

let's say I'm a Republican, right?

You know, they're trying to win back the White House.

I have no political affiliations, guys.

I'm like right down the middle.

I think every, I'll let you guys all battle it.

I'm an independent voter.

I'm actually registered independent.

But let's say if I'm a Republican fundraiser person, I'm trying to win the back.

How about, are you going to let Joe Biden take back the White House this year?

No.

See, I want them to say no because that gets them closer to say the yes.

Do you see what I'm doing?

Yeah.

Okay.

So it's a different way to look at it.

So if I'm on a cold call, what's the word that the prospect wants to say?

No.

So see how I'm using techniques that work with human behavior rather than against it.

They're already pre-wired pre-wired to say no.

So I'm going to say, would you be opposed to having a conversation around that?

It's hard for them to say, yes, I'd be opposed.

Yeah.

See the difference?

I love that.

So you're pretty much just guiding the conversation.

Yeah.

Sales is all about you're the facilitator and you're taking this prospect, could be a company, could be an individual on this journey.

And it's really, it's a beautiful experience because I look at selling as, you know, I'm a problem finder and problem solver, right?

If they don't buy from me, I'm not a problem solver.

Problem solving doesn't happen until after they buy, until I solve the problems.

To be great at sales, you have to be really good at problem finding, and that's helping the prospect find problems they didn't realize they had.

Because when you first talk to a prospect, most of them, for the most part, don't even know they have a problem.

Or maybe they know they have a problem if it's an inbound lead, but they don't really understand how bad the problem is.

They don't understand the depth of it.

They don't understand the consequences of what happens if they don't do anything about solving the problem, right?

So it's a beautiful situation where you, like the facilitator, you're taking them down this yellow brick road and you're helping them through your questions and your tone open up emotionally because that's where the sale is made, not through logic, open up emotionally and really tell themselves why they want to change their situation.

That's called self-persuasion.

It's the highest form of persuasion there is.

Wow.

I never realized how much emotion went into sales.

Well, every decision you make is emotional.

Really?

I feel like having a drink of water.

You feel like talking to me right now.

You got me.

You feel like putting your hands in that clasp.

You feel like looking up right now.

See,

every decision you make starts with your emotional side of your brain.

Wow.

You cannot make decisions logically.

It's just, that's against science.

What?

Yeah.

I feel like having a drink.

And after this, I feel like I need to go to the bathroom.

Isn't that logic?

I feel like I have to go to the bathroom.

Oh, you feel like?

Don't you feel like I'm like, oh man, I got a P.

I need to go to the bathroom.

That's a feeling.

Wow.

That's your emotional side of the brain.

They say certain people, like with autism or like super successful people, like don't show emotion, but I guess they are.

Everybody has emotion.

When I got into B2B sales, they're like, Jeremy, you don't understand.

You can't ask questions to these CEOs.

They all want stats and facts.

I'm like,

so are they human?

Yeah, because every human has an emotional side of the brain.

So maybe the question you just, maybe you just haven't learned yet how to get them to emotionally open up to you because they don't trust you.

Right.

You know, so it's it, and most of the way you get a person to open up to you emotionally is how you use your tone because your tone is how the prospect interprets the intention behind what you're saying.

Your tone is how they interpret the intention behind what you're asking.

Like, if you're, let's say if you're upset at a friend and you come at them and you're like, I'm so pissed off at you, man, and your arms out like this with that type of tone, what are they going to do?

They're going to get defensive.

Right.

They'll be like, well, hey, man, I didn't do it.

But if I come in there, I'm like,

I'm so disappointed in you, man.

Is that going to get them defensive?

Or do you feel like they feel like I care about them?

Even though I'm disappointed, I still care.

And that lets their guard down.

Simply by my shifting my tone, lowering a tone in a concerned tone, with my hand on my chest, it shows that I'm upset, but I still love and care for them.

So it causes them to let their guard down.

That is so impressive.

So you don't even get in arguments.

I mean, I'm not saying I'm not, I'm definitely not perfect.

I've definitely gotten arguments, but I try to diffuse those arguments for sure.

Right, with emotion.

Yeah, I mean, well, yeah, I mean, like I said, every decision, like if you, let's say you're in the military, I'll give an example, and you know, grenade goes off and your emotional side of your brain gets damaged.

You can't decide to go to the bathroom.

You're a vegetable.

Right.

This is science.

Yeah, never thought of it that way.

You make decisions emotionally, but you justify with logic.

But you don't make decisions logically and justify with emotion.

That's just human behavior 101.

Yeah, that's

interesting.

Now, I have that advantage.

I went to school for behavioral science and social dynamics, so that's what you learn.

So that really affected your personal relationships too, probably, because you're able to read people and stuff.

Part of it.

You don't learn all that by a professor.

You learn a lot of that.

Like most of the sales training we teach, I didn't really learn from sales trainers because I viewed sales trainers as mainly transactional.

They're like, hey, let me get you some information so you can make an informed decision.

I'm like, well, that just puts them in logical-based thinking because you're giving them information, right?

Information is logical-based thinking.

So, and rather than me saying, do you think this could be for you?

That's logical-based thinking.

Now, they're thinking, I would say, do you feel like this could be the answer for you?

Feel.

I want to keep them on their emotional side of the brain.

Wow.

So, it's a shift.

Now, where did I learn like advanced tonality and body language?

Not from sales trainers because

nobody knows it.

Most people don't have that background, right?

So, I learned body language and tonality from like acting instructors.

Really?

Yeah, for sure.

I mean, who's your favorite actor-actress?

Leonardo Leonardo DiCaprio.

Okay, that's a perfect example.

One of the best for body language and tonality ever.

So why do you feel like you stay so engaged in his movies?

He's just so good at each role, man.

I don't know how to describe it.

Do you know why you feel like he's so good?

He just portrays a character so well.

Yeah, because when you watch him, everything he says is pretty much 100% scripted.

But does it sound scripted?

No.

No, because you just said it.

You view him not as Leo in The Wolf of Wall Street.

You view him not as Jack in Titanic.

You view him as the character he's portraying.

Do you know why you view him that way?

Because of his tonality, his facial expressions, his body language.

That's why you view him that way.

That's why he keeps you engaged.

Because one of the first things they'll train you on, and different instructors are different, but they'll train you a lot on facial expressions.

So how to use your facial expressions to change your tonality.

Because if you just watched a movie with him and he just talked like this the whole time, and every scene he just talked with the same monotone voice, and his facial expressions were just all the same and they didn't really move at all you would tune out in five or ten minutes you would never hear hear of him he'd still be waiting tables or something but because he shifts like oh my gosh and he can shift on he can shift on his facial expressions I always say they're the your facial expressions are the remote control to your tone

try having a confused tone and don't move your face

yeah good luck try having a challenging tone and not move your face what if you don't do anything about this and it gets worse so you have to shift my facial expression that causes my tone to change so even if i'm on phone if i'm only on the phone i still have to change my facial expression use my body language because that affects how my tone comes across so if you're like in a sales situation or a prospect says oh my gosh this has just caused us so much stress stress

see my facial expression goes into a confusion how do you mean by stress see confused tone Right?

Yeah.

So you might see, you know, we train all this in our virtual training portals, but we let little snippets, you know, in the reels, and I'll talk about a confused tone.

They're like, you can't sound confused.

You got to sound like you're the expert.

I agree.

You don't go through your presentation like, oh, I'm confused how this works.

I don't know how it works.

But in certain contexts, I want to have a confused tone.

So they give me an emotional word.

Like if,

you know, let's say if we're selling, let's say you work for a marketing agency.

You know, I know you're about to interview Austin here that we work with.

And he's a marketing agency and his reps talking to somebody about their leads, right?

And the process was like, oh my gosh, like our leads, Jen, has been so bad the last like, geez, seven months.

It's just caused a lot of tension in the firm.

Hold on,

how do you mean by tension?

Now, what happens subconsciously here in their brain?

That's a clarifying question.

Oh, hold on.

How do you mean by tension?

Because I have that confused tone.

What triggers in their subconscious is this.

He didn't understand what I meant by tension.

I need to explain that more.

And so what he does is then he goes below the surface and he expands on what he means by tension.

That helps the prospect relive their pain of that problem.

See, what are the two biggest emotional drivers that causes a human being to want to change?

Pain?

Change?

Pain or the fear of future pain?

So as a sales professional, if you can't help your prospects relive their pain of their problems, or have a fear of future pain, they don't feel any need to change.

And when they feel no need to change, that's why you get a ton of objections.

and that's why they don't buy from you So you want to help them relive their pain But I couldn't do that on that emotional word if I didn't use a confused tone Yeah, because the confused tone causes their brain to say he didn't understand me I need to clarify that better Wow simply by using my tone fascinating if I would have used a curious tone that wouldn't have worked at all.

Yeah Taking acting classes to learn this is super fascinating to me, too.

Yeah, because no one would have thought of that well it's your it's your body language and it's your tonality that that's actually how you influence people even more than your words.

Now, words are important.

Your questions are important because it gets them to internalize what you're asking.

But you know, one of the biggest reasons why salespeople get, they'll ask questions and they'll get a lot of vague, generalized surface-level answers is because they ask the question so fast, the prospect has no time to internalize what they're asking.

And so they just get a knee-jerk reaction.

But if I'm asking a question and I slow down and I verbal paste the question out,

So

I'm not understanding.

Walk me through because let's say if I sold sold solar, I just throw something out.

I was just doing a solar portal for the other day.

So what happens if you guys don't do anything about this?

And, you know, Duke Energy, they keep raising your rates every year like they always have.

But now you're 70, 75 years old, still having to pay the bill, but now it's three times as high and you're on a limited income.

I mean,

how would you pay for it?

At that point?

See, I'm verbal pacing that out.

That's a long question.

If I said it fast, you'd be like, oh, I don't know, we'd figure something out.

But because I verbal pause in there and I verbal pace it out, it causes the prospect to think deeper and internalize what I just asked.

That's where the emotions come out.

You know, two great people, I'll give you an example that are really good at verbal pacing out and verbal pausing.

I know this sounds crazy.

Yeah.

Tony Robbins is really good.

That's why he can move an audience.

Yep.

Because he'll just, he'll just talk real fast and then he'll just stop, verbal pause for three seconds, let it sink in, and it was like crying, right?

And President Obama was really good at that.

When he would talk on stage, he'd be like, I have a hope.

I have a vision for you.

And we can be

working on that together.

Some people make fun of him, but that's why he moved people.

That's why they're so emotional, okay?

Because that's not something you're born with.

Somebody taught him that.

The pause, man, it's powerful.

Verbal pausing is so powerful.

And my let's get at it, too.

I've seen him talk on a few stages.

So selling is it's all about your skills game.

Hey, I love like cold plunges and reading personal development books and working out.

Those are all really good for your personal life, but they don't really help you sell more.

They just don't.

Like I've seen the most unathletic people

just, you know, they don't read one personal development book at all.

They just read sales training and they're making five times more than the guy that's like the most ripped personal development guy in the world.

Now, that's all good.

I mean, you want to be in shape because you're going to live longer, right?

You want to be healthy, right?

But it doesn't necessarily help you sell more when the prospect says hello.

If you don't know what to say and ask that caused them to let their guard down, there's no sale.

So sales like the great equalizer, age, gender, race, doesn't even matter.

It sounds like.

You can have purple hair, five arms, no arms, freaking five foot tall, seven foot tall.

It's all about the tonality, your body language, and what you're saying and asking that's going to cause the prospect to open up and emotionally become involved and attached to wanting to solve the problem or give you a ton of objections and there's no sale.

Interesting.

Do you prefer phone calls or in-person sales?

Me, I prefer, because I've done both in my, because I was in four industries, I prefer, you know, virtual or in-person because I can read their body language better.

If you're on the phone, your disadvantage is you can't read their body language, but you can still read their tone.

Right.

So as a salesperson, you have to really start to, you know, one of the principles of what we call the new model of selling or NEPQ, my methodology, neuro-emotional persuasion questions, is you have to listen to what the prospect means, not just what they say.

say.

Those are two separate things.

So if I said, do you feel like this could be the answer for you?

And you're like, yeah,

yeah.

Well, a lot of statistics would be like, great, let me show you how to get started.

But what I just heard is uncertainty, that they kind of do, but they have some concerns.

So I'm going to say, I'm like, hold on, you didn't seem so sure about that when I asked that.

What's going on?

Well, I'm just concerned about, and now they tell me the real concern.

Right.

Because I'm listening to what they mean, not just what they say.

What they meant I heard in their tonality was they were still uncertain a bit.

So if I just kind of tried to close them, they'll be like, well, I need some time to think it over.

And then you don't get the real objection.

If a prospect ever says, I want to think it over, is that really an objection?

Like, do they sit there for three weeks thinking it over?

Every day on a piece of paper, writing out the pros and cons?

No.

They have a concern that they're not wanting to tell you.

So they're trying to be nice to you by saying, like, you still have a chance.

I'm going to tell you I'm going to think it over.

That's not an objection it's their concern and you've got to get them to let their guard down so they tell you the real concern but I want to think it over that's not even a real concern yeah yeah I agree do you even use scripts or you just go feel we definitely use sales structures otherwise you're winging it okay now you have to use sales structure so when we come into an industry you know we we have to look like I said the formula is what are the problems the prospects have okay what are the consequences if those problems don't get solved for the prospect and then how does that company solution solve that then we write out what are called connection questions that help disarm the prospect take the focus off you put it on them then we write out what are called situation questions that help you and the prospect both understand what their real situation is because most prospects don't know what their real situation is when you first start talking to them they have an idea but they don't really understand it fully okay then we go into what are called problem awareness questions that help build a gap from where they are to where they want to be.

That's where you're helping them find problems they didn't realize they had, right?

If I can help the prospect find two, three, four, five problems they didn't know they had rather than one problem they thought they had,

how much more likely are they to buy?

Oh, 100% way more, because maybe they think, oh, maybe I can solve this problem myself, but if I help them find five other problems, they're like, maybe I can solve this, but I can't solve the other four things.

It just eliminates most objections.

And then we go into what are called solution awareness questions that get them to focus on what the future looks like once the newfound problems are solved, future pacing.

And then we want to rip that away from them by asking them what are called consequence questions that get them to defend themselves on why they want to change change and change now.

And then if we're in a one call close like B2C, we're going to go into our presentation.

If we're in a more of a complex sound environment where maybe it's a, I mean, hell, if you're selling SMB, it could be a two or three call close.

If it's a small company, if it's a large enterprise, it could be a nine-month sales process.

So we're then going to transition to whatever your next step is.

If you sell SaaS, maybe next step demo, next step meeting with the department head or whatever.

And then wherever we're at in that sales process, we're then going to ask what are called NEPQ commitment questions that get them to commit to take the next step and purchase what you're offering.

So that's why everybody's asked, like, how are you guys able to duplicate in every industry?

Well, it's because of that formula.

If we didn't have that formula, we wouldn't be able to duplicate, right?

And it's not just sticking to the script.

This is a different.

It's like a Hollywood actor actress.

They stick to the script, but do they sound scripted?

No.

No, but everything they pretty much say is pretty much 100% scripted.

That's true.

But it doesn't sound like that.

So we train salespeople how to really memorize the questions and retain them, but also be able to be flexible, where when they ask situation questions based off the answers they're getting, the next questions, they're having to relanguage them a little bit based on the data they've just got.

You see what I mean?

So we have to be flexible with our scripts.

If you're just reading a script, you're a telemarketer, you sound scripted, it's over.

Yeah.

You mentioned 131 industries you're in?

161.

161.

Do you know how many there are?

No, how many are there?

Forbes, according to Forbes, they come out this date every year, there's 163.

So you're in almost all of them?

Yes.

Now, there are subsets of each one.

So let me give you an example.

like uh home improvement is a big industry we're training yeah it's like the fifth or sixth largest i don't remember there's doors there's windows there's garages uh my friend tommy mill love tomorrow you want him on a show i'd love to interview him he's a great guy tommy's great um i i just played pool with him they're nice

he kicked my ass actually thank you tomorrow i thought i was good i usually beat everybody and he beat me seven out of times but tommy um you know you've got uh you've got siding you've got awnings you've got sheds you've got decks you've got cabinet repair you've got tile you got carpeting you got countertops i mean there's 37 different subcategories in each industry.

Got it.

We're pretty much in most of those.

That's nuts, man.

Yeah.

So out of those 161, which ones do you see a lot of potential in in the next few years?

I know AI is a hot one.

I mean, AI is a big one.

You know,

there's a big company we train now that they do AI for like hospitals and doctors.

You know, like doctors have to record their notes, they have to dictate their notes.

And it usually takes the average doctor about two hours a day

to do that.

Do they write it or do they talk?

They talk.

Some talk, some write it, but they have to be very accurate because if they mess up,

it could cause an accident where a patient dies.

Wow.

Or the insurance company, if they write it in wrong or dictate it wrong,

doesn't pay them, doesn't pay them.

But that two hours a day, what else could they be doing?

Seeing more patients.

It's two more billable hours a day.

It could be having more time at home instead of up at midnight, you know, dictating notes because they didn't have time, right?

So AI does it all for them.

So that's a big industry.

I see a lot of potential in uh solar is a huge industry that that we train in um even age-old life insurance that's the biggest industry we train now really oh we train tens of thousands in that space which one company has like 27 000 agents we train now um just one company life insurance is a huge industry train sas is a big industry for us home improvement i see so much potential in every industry but the potential is really based on your sales skills.

Do you aim for a specific price range that you found is like the sweet spot or price doesn't doesn't even matter for you?

For like the industries?

For just like sales in general?

Like as a sales training company or from their perspective?

What do you mean?

From a sales training company?

Like do you offer different packages?

We do.

We have 36 different sales training programs for like individual salespeople, but then our corporate sales training is all customized based on what they need.

Got it.

Some of them might want sales audits where we even go look at their email campaigns and other stuff.

Others might want script writing.

Others might be they want sessions or they want a combination.

You know, like Nuvia Smiles.

You ever heard of them?

Is that a teeth whitening company?

Dental, dental implants.

They're huge.

And they do like 700 or something million a year.

But they're one of our clients now.

And they wanted script writing.

They wanted like group training for a while.

And depending on the size of the deal, if the deal is a big deal, usually I'm involved with that.

If it's a smaller deal, it's more of our sales trainers and stuff like that.

That's cool, man.

Your results must be really good if you're working with these Fortune 100 or Fortune 500 companies.

We only have two Fortune 100 companies.

Only two, but still.

Well, we're still young.

Hopefully in 10 or 15 years, we'll have a few more and stuff.

But

we try to, like I said, we're more focused on results of the clients more than just making money because that affects your brand.

A lot of companies will scale and they'll make a lot of money, but then fulfillment suffers because

they just grow too fast.

They outgrow fulfillment of their clients.

We grow pretty steady.

I mean, we've grown pretty fast.

We could probably double it like this year right now, but our clients would suffer and we just won't do that.

Our brand is the most important thing to us.

So our brand is based off our clients' results.

You care a lot about reputation.

Yeah, it's probably important.

And I'm not talking about people on Reddit that have never bought our sales training programs.

Like, I met with that salesperson.

Their course was $5,000.

They're a scam.

Well, it sucks to be you because you'd probably be selling a lot more.

Had you invested that money?

I love the Reddit people.

Like, we go through, we see people say that.

And we're like, we go through the fulfillment people get it.

And like, none of those are clients.

Wow, interesting.

Reddit and Twitter, man, those are toxic platforms.

Oh, really?

I don't know what it is about it.

I'm not much on Twitter, but yeah, somebody pointed me out some comments on Twitter.

I was like, well, see if any of those people are former clients or anything.

Zero, zero clients.

Yeah, seems like I get some hate too, and it's always just like, I don't know, just like people I don't care about.

Not to be a dick, but like.

Well, you know, like when you do reels or anything, you're going to have like 95% of the people that love it, and then there's going to be that one or two people like, that wouldn't work.

There's no way that would work.

And you're just like,

okay, dude.

Okay, bro.

Yeah, I used to let it affect me, but it's not worth dwelling over.

Yeah.

Yeah.

I mean, anybody, like, think about yourself.

Like, I think myself, like, 10 years ago,

where I was at as a salesperson, I would have never had time.

Even if I thought something was so dumb, it would never work, I just wouldn't comment on it because I don't care.

I'm busy doing my own thing.

Why would I care about somebody else?

Yeah.

It's just weird.

Yeah.

You know, I'm too busy doing my own thing.

Absolutely.

Are you working seven days a week, so?

Full disclosure, most of the time, sometimes I do.

Yeah.

But it's not crazy.

you know I come from like the Boy Scout world okay so I'm all about preparation so when I have a keynote like I'm rehearsing that keynote probably eight to twelve times damn yeah because we make our keynotes industry specific we don't just show up and like just talk about whatever for 30 minutes or off the stage yeah typically when when companies do keynotes a lot of them will be like hey we want you for 45 or 60 minutes i'm like i won't do it unless you give me 90 minutes just pay me the same thing but i have to bring value to your audience so if you give me 90 i'll do it for the that same price but if you want to do 45 i just i'm out wow because i don't I don't feel like it's worth my time I don't feel like it's worth the audience's time so you need a full 90 to really capitalize at least 60 okay yeah I've done a few 45 very rarely I've done a few 60 it's mainly 60 to 90 minutes but usually what I always do at the very end

Because about half of it is the same.

Because you can't make it, you can't change your keynotes every time because it's just, it's too much work.

And it's not enough money.

If you're building your,

if I'm depending on keynote fees to build a sales training company, I'm in trouble.

You're not going to get a million dollars per keynote.

You know, know, it's just not realistic.

So when you go in there, half of my keynotes will be the same for everything, but then the other half I make industry specific.

So, and I can do that because we already trained their industry.

So it's very easy.

I can just pull scripts from our clients, the companies, and I relanguage them a little bit, and then I throw them up on there.

And the last thing I always leave, I was like, hey, now, who wants to learn?

Because I'm always usually overtime.

You know, and I try, and I try to, but salespeople, like when they're learning how to sell, they're like, keep them on.

Don't let them off.

You know, like they're screaming at the people as the music comes.

They're like, no.

And so it kind of forces the people to like, okay, we got to keep them on.

You know, the audience wants it.

But I always leave lessons like, who wants, whoever gets a prospect that says, I want to think it over at the end.

Do you want to learn?

how to prevent that objection from you.

Do you want to learn actually how to overcome that objection?

I'd be like, yes, please.

And I always save that for last because it forces them to like keep me on stage another three or four minutes.

Yeah.

And I'll role play with somebody.

And everybody's like, yeah, so we just, you know, we're a tag, we're a sales training company.

So as a sales training company, you have to teach people how to sell.

Yeah.

Yeah.

I don't need to teach them how to set goals and motivate themselves.

I think most of them kind of already know how to do that.

I need to teach them what to say.

I need to teach them what to ask.

I need to teach them how to use your tone and body language so they can sell more.

Because at the end of the day, that causes you to sell more.

Yeah.

Nothing else.

Yeah, we were talking before.

I think that's why people love you because it's so tactical, it's so implementable that people can do it that day instead of just like an ideology.

We have over

it fluctuates, but I just asked our fulfillment director the other day.

I think we have a little bit over 20, no, a little bit under, excuse me, a a little bit under 20,000 client testimonials now.

Wow.

Now, even from our free content, we don't count those at all for free content, but I bet you we have probably triple that just for free.

I get messages daily just from the podcast clips.

Imagine what you're doing.

You know, it is.

I'm not talking about like keynotes or like testimonials like, oh, Jeremy's a really cool guy.

You know, I'm talking about, you know, hey, I implemented this from your sales training course, like your 2.0.

And my, you know, I used to make five grand a month and now I make 16.

You know, like real life, like ROI testimonials.

That's what we count.

That's important for us.

Or like, you know, as a company, they're like, man, we, you know, our revenue like, you know, more than doubled this year.

Or like, let's say if we take a Fortune 1000 company and we helped them, you know, increase sales by 29%.

A Fortune 1000 company that's already doing like a billion dollars a year, another 29%, that's hard to do because there's so many people involved in that.

You can't force two salespeople to go through a portal.

Like it's a whole management team.

So I mean, you know, they made an extra $290 million this year.

Crazy.

So those are the type of uh client results that we like well uh jeremy where can people find out more about you and where can people work with you yeah so if they if they want to learn more about us there's a there's a couple different options I even brought a book I left it over there somewhere I don't even know so they can they can get our our Barnes and Noble bestseller it's a Wall Street Journal bestseller Barnes Noble bestseller I think Amazon too you go to barnesandnoble.com it's called the new model of selling selling to an unsellable generation with me and Jerry Akoff my co-author it's a good book to start now are you gonna double triple your sales from a book?

More than likely not, because it's hard for you to retain it because you don't learn any tonality.

You're just reading words, right?

That's a whole nother story.

It's a good book to start with, for sure.

And then let's have them go to,

they can follow me on Instagram, you know, Jeremy Lee Minor, M-I-E-R.

And you can also go to our Facebook group, salesrevolution.pro.

That's the biggest one, salesrevolution.pro.

We've got a hundred, some thousand in there.

We do Q ⁇ A's, different trains there two or three times a week.

So they can always message me in there and somebody will message them back some different training options.

That's all the place.

Cool.

We'll link it all below.

Thanks for coming on, man.

There you go, man.

Thanks again.

Hey, I really appreciate you.

You know, Austin told me a lot about you here like a week ago.

And, you know, I'm always studying like body language experts and tonality and stuff like that.

So I don't study a lot of people in your space and everything.

But I listened to four of your shows.

Wow.

I listened to you and Michael Sartan.

Sartan, yeah.

Because I'm on his show later today, today, and I was really impressed.

So well done.

Thanks, man.

It means a lot, especially coming from you.

You're a really good interview, like Dr.

Phil, man.

Good stuff.

That means a lot to me because I was a huge introvert growing up.

It's something I've worked on.

So, thank you so much.

Yeah, 100%.

I'm in the middle.

I think they called it ambient.

You have an extra.

I'm going to start calling myself that.

I'm like right in the middle.

I'm both.

I can go on stage in front of 10,000 people, feel pretty comfortable, and then I can sit at dinner with five people and not say a word.

Just love it.

Love it.

Yeah.

I'm going to start calling myself, huh?

I like it, man.

Yeah.

Thanks for coming on.

Yeah,

as always.

See you next time.