This one was really good. I think the first time I’ve ever seen Alex be vulnerable and receptive. It was so interesting to see how every other word from Tony landed specifically since Alex always talks down about a lot of ideas but he usually has the financial/success upper hand on everyone but this is one of those rare occasions that someone had him best in every metric possible. Maybe muscles were the only thing missing lol But needless to say, the respect was evident.

- Give them an incentive - Teach them how to refer

- After every sale: Who else do you know who might also want this? - After every point of success: “Hey, you’re amazing, how many other amazing people like you do you know? - Gift Cards - Exchange “discount” for referrals/leads - Instead of discount give $XXX of “extra” value - Do you want to know how to get this service for free? - Hand written cards invite to event - In every campaign, messaging, piece of content, etc. - “Be sure to bring a friend, it’s far more likely that you’ll succeed if you do this together” - 25-30% of customers came from this

- When someone gets overpaid, they develop a sense of entitlement, an ego. - False Beliefs: - If the business makes more money, I should pay people more money. - If there is an increase in workload, direct reports or an influx of clients, i should give them a raise - If I offer more money, I’ll get better and more experienced people - Make a pay methodology or system so that you’re not paing people emotionally but rather systematically

Org Chart: SDR, BDR (1st touch point/cold outreach) > SDS (Sales Dev. Specialist | They qualify leads and provide promised value) > BC (Business Consultant | Closer) > Assencions Team (separate team that sells high ticket product) Quotas: BDR - 100 Cold Calls per day (4hr blocks to work per day) - Set up that way for good sales people that want to “moonlight” aka make extra money. - Past experience that people cannot do 8hrs of productive cold calling - From those 100 calls they must have 2 appointments that show - $50 for every show (aka $500 cost per close for a 40k LTV) - $40,000/yr on target earnings - Usually only 20% pick up (with local area code wrapping - they use phoneburner) - A savage will easily set 5 per day - Simple position, easy to train - takes 2 days to ramp up - 5-10 min phone calls - Usually, the best BDRs will look up the gym and mention something they found - Must offer something of value. Most lead magnets aren't valuable. Rough Pitch: - Hey, we’ve been calling some gyms in the area - They’ve been struggling with XYZ - And what we’re doing is, if gyms don’t exist, our company doesn't exist, so we would like to give you some of the stuff that's working well for them, is that ok?This is from our private client thing which normally we charge for but we just want to help gyms out. - Cool, so what i’ll do is, i’ll set you up with an appointment with Sean tomorrow and he’ll run through each of these systems for your gym so that you can [insert dream outcome] SDS - Full requirement is that they provide value - Actually deliver on the promise - $55,000 - $65,000 on target earnings BC - Their job is to… well… close. - They close 10% of SDS so 1 out of 10 SDS that show. - $120,000 - $220,000 on target earnings Every role has 4 levels: - Junio [Role] - Associate [Role] - [Role] - Senior [Role] “People lose hope because they run out of future” - Dan Martell Sales person has 6-8 weeks in them before they start getting discouraged.