In this episode of Building Great Sales Teams, we are honor to have Jeff Schwerdt the CMO of phonesites. We tackle a wide range of topics from your children joining the business, real life "Top Gun" to online marketing and sales. Enjoy!
Since 2008 Jeff "Herschy" Schwerdt built multiple training and software products that have helped tens of thousands of marketers and small businesses across the world. Looking back on his experiences, the Air Force experience prepared him in specific ways to become an entrepreneur.
Jeff has a strong commitment to his customers, the quality of training and platforms he and his team release, and is always striving to be better. We set objectives and goals and debrief on each product, promotion, feature releases, etc. This mindset has helped many projects succeed over the past decade.
In this episode we discuss bringing your children into the business incrementally and leaving behind a tangible legacy that those coming after you can utilize to grow in their industries.
Connect with Jeff:
Website: http://jeffherschy.com/
00:00:26:11 - 00:00:40:01
Speaker 1
Great experiences, build great leaders, great leaders, build great teams. This is building great sales teams.
00:00:45:22 - 00:01:02:03
Speaker 2
All right, guys, welcome back to building great sales teams. I got an awesome one for you today. One of the things I love is being tactical on this show, and the person I'm bringing on today has an amazing tool for you guys to be able to use. And so let me go ahead and introduce him. His name is Jeff Hershey.
00:01:02:03 - 00:01:24:15
Speaker 2
Swart And Hershey is actually his callsign from the Air Force before he's the CMO over at phone sites. He works with Ryan Shuman and Mike Hard Brooke over there. And he's also an international speaker, is an Air Force veteran. He was a F-16 pilot, wingman, flight lead commander and instructor. He's got over 1000 hours of flight time in the air.
00:01:25:02 - 00:01:46:18
Speaker 2
He's also built multiple training and software products before being brought on as the phone site's CMO. He's got the numbers to boot of 30 plus products, 54,000 customer service, five active as a as platform SAS platforms. And he's got 14 years experience in the online marketing industry. Jeff, welcome to the show, brother.
00:01:47:07 - 00:01:48:14
Speaker 3
Thank you. Pleasure to be here.
00:01:48:14 - 00:01:58:23
Speaker 2
Doug Awesome. So let's give oh, you know what, I wanted to congratulate you. I did see on your Facebook page that your daughter just graduated from University of Miami. Is that correct?
00:01:59:05 - 00:02:08:25
Speaker 3
Yeah. She graduated with you this past weekend. So I was down there celebrating with her and a major accomplishment for her and, you know, keeping the box, getting checked in the next step in life.
00:02:09:11 - 00:02:09:29
Speaker 2
Absolutely.
00:02:10:01 - 00:02:10:17
Speaker 3
The Thank you.
00:02:11:04 - 00:02:16:27
Speaker 2
I also saw that you guys celebrated and she she got a little gift for her. Her graduation.
00:02:17:13 - 00:02:31:14
Speaker 3
Yeah. Yeah. So my wife want to get us on the special. So we got her. We got our nice little purse for her graduation because she's a college student, right? So we treat her like a broke college student and talk through her your degree. And then, you know, here's how life really is. And now she's your step up.
00:02:31:14 - 00:02:49:06
Speaker 3
And actually, even though her degree is in exercise physio, she has run a lot of the marketing stuff for me and a lot of my companies for several years now as a writer and content person. So I'm teacher the entrepreneur way while getting the degrees and going through the process so that now she has opportunities and options.
00:02:50:01 - 00:03:05:21
Speaker 2
I'm curious, it was just a matter of integrating work and family because, you know, my my daughter has expressed and she's 12 years old right now, she's expressing interest. She's like, Dad, I'm going to run your company someday, just letting you know, you know what I mean? And I'm like, okay, we'll see. Let's see if you got the chops.
00:03:05:24 - 00:03:12:27
Speaker 2
We'll see if you got the grit for it right. You just naturally integrate her into, you know, the day to day business or how did that work?
00:03:13:12 - 00:03:30:08
Speaker 3
So I'm not necessarily the best at writing and copywriting. I do it for part of my job, and I've had to learn that over the years because that's like the number one skill you should have. And I told her that which is younger, like being a writer, copywriting, understanding that process and understanding how a business works and how to drive traffic and marketing.
00:03:30:28 - 00:03:50:18
Speaker 3
But I found out when she was in high school, like in the later years, that she was really good at writing and coming up with the lens of the individual avatar that we spoke to and that we needed to speak to at our business. So as I was exiting one of my fast companies, I started explaining to her, Hey, look like this is what we got for a letter of interest.
00:03:50:18 - 00:04:07:03
Speaker 3
This is the price that we're going to get. Here's the whys and just start explaining to her because she was, you know, 15, 16, 17 years old at the time. You know, here's what we're doing and the whys. And, you know, it was like, I have this job over the summer. I'm flipping burgers. I don't want to do that.
00:04:07:03 - 00:04:26:00
Speaker 3
I'm like, well, what if we paid you for a couple of blog posts to get out there and do that? And then, you know, I'll teach you a little bit over time, over the summer of what I'm doing. And that turned into, you know, making a couple of thousand dollars a month by being hired by different little SaaS companies to do the content marketing and things like that.
00:04:26:00 - 00:04:44:27
Speaker 3
And she actually has other folks now reaching out to her right before she had final. So she kind of put everybody on pause. I'm like, Get your finals done, get focused, get your grades, get your degree and be done. But like, they've seen what she's done in the past and I just kind of help build that little bit over time, just kind of taught her, Hey, here's what we do with this.
00:04:44:27 - 00:05:04:29
Speaker 3
Here's we did that and now found a spot that she fit in and let her just try it. And here's the one thing is like, I know this will be different, but we're having the conversation. But so you're figuring out like when to be dad and when to be the boss, right? So like when it came to like, we had scheduled meetings of, Hey, look, we're going to talk about this.
00:05:04:29 - 00:05:20:01
Speaker 3
And I kept all the dad talk and I kept all the house college going, stuff like I treated it like she was an employee of the business and a job and really mentored her in a way where it's like, I would do any other employee of like, Look, this is what my expectations are. Here's what the deliverable is.
00:05:20:17 - 00:05:41:12
Speaker 3
Here's what I liked about this, what I didn't like about it. And after, I don't know, probably six weeks or maybe eight weeks of doing that back and forth, I did have to have meetings with her anymore. She was trained and educated on the process. I just changed her over the operations manager and I never spoke to her again in my company, similar to like the up and out model of me running my own companies.
00:05:41:21 - 00:05:51:02
Speaker 3
I just basically put her in the right spot. She was trained and now I had essentially an outsourced worker doing exactly what I wanted, but it happened to be that I was into it.
00:05:52:10 - 00:06:09:05
Speaker 2
There's there's two major things I want to do with that because, you know, I love it. First off, you know, we think we have to like, I don't know, just expose our kids too much and all the different elements of entrepreneurship and push that on them. You know what I mean? It's our instinct to because we want to teach them how to eat.
00:06:09:05 - 00:06:32:08
Speaker 2
Right? And but you just kind of let her naturally. You saw some talent in her in a certain area and you let her naturally grow that And it and it turns out she was able to grow exponentially. But even then, in general, when you bring on new people to your company, they have that intimate one on one relationship with you for a little bit until they get trained up and then you let them operate in there and they're so ingenious basically after that.
00:06:32:08 - 00:06:54:27
Speaker 2
And you don't have to be, you know, connected with them necessarily every week or every day or anything like that. So, yeah, it seems like that's a process in itself, and I've never really looked at it that way. And so I might start incorporating that, especially my sales people when they first come on. It's like, you know, or with the operations people, they don't know how to communicate in a way that you can make decisions based on what they're communicating to you.
00:06:55:01 - 00:07:08:00
Speaker 2
You know what I'm saying? And a lot of times it's just a communication breakdown initially. So those initial conversations, those you know, the first 90 days are massive. In order for you guys to connect and figure out, okay, how do we communicate with each other?
00:07:08:18 - 00:07:30:26
Speaker 3
Yeah. And I've kind of set some benchmarks that I've brought over into phone sites and postcard of what we've done is when I come in, we really start back with, you know, I brought you on for sales team of marketer operational or whatever it is. You've got to have that person that you've got to build the relationship and the communication, because once the communication channels shut off, then there's assumptions that are made.
00:07:30:26 - 00:08:01:17
Speaker 3
There's I don't know what's going on or there's like lack of guidance. So you really need to set that tone early. And I think one of the big things that I did when we came on or when I got brought on as the CMO for phone sites was we needed to really define who the avatar was, who the individuals that we were speaking to, what our roles and goals and objectives and the overall mission of the company and what were the core values of it, and really instilled that over about a four week period into the team and had one on one conversations with them, figure it out.
00:08:01:17 - 00:08:17:29
Speaker 3
You know, what do they believe their role in the company is versus what the leadership thought their role was, where they were they matching that or where they were? What were their expectations? What were their own personal goals for next quarter, for the next year? Right. And then just kind of having that conversation one on one coming in and some of the at the sea level or the operations level.
00:08:18:09 - 00:08:36:27
Speaker 3
Now, you can't do this if you have a team of like 1000, you can't do one on one person, but you work your way up. So you've got maybe an operations manager or somebody at an executive person that's going to be able to run those operations managers and tell them the touch points that they need to have and really push that personalization down.
00:08:36:27 - 00:08:53:12
Speaker 3
And that really is that true care and communication from the top level? Because if we're not all on the same page, we're not all following the same core values are all part of the same mission. You know, where is everybody going? Like know, you're originally driving the car down the road, you know, and not running into each other when we're starting to bump lanes.
00:08:53:12 - 00:09:08:02
Speaker 3
And, you know, somebody took a turn for exits early and you don't know that they're lost. So we're just kind of trying to figure out like did that with her as well as our partner and my company. Hey, look, here's what we do. Here's what we stand for. Here's what I need you to do to be part of that piece of the puzzle.
00:09:08:10 - 00:09:15:06
Speaker 3
And if you can do that and communicate to me when you have problems, and then we're good. But you do have to have those check ins as well, because some people won't tell you anything.
00:09:16:24 - 00:09:37:18
Speaker 2
Yeah. And they absolutely. That's why I like the the five minute phone call or the 15 minute phone call and I call them touch basis with entry level salespeople, because that's where I find that, okay, what's really going on from your point of view? And it keeps me in touch with the company. So yeah, congrats again. That's a that's a that's an awesome story and I love how you incorporated her into your business as well.
00:09:37:29 - 00:09:44:08
Speaker 2
So I wanted to ask you kind of switch gears here a little bit. What is it like to live Top Gun.
00:09:46:01 - 00:10:08:23
Speaker 3
That's that's completely switch gears. I will I will tell you that from the age of ten, that was my focus. That was my drive. I did everything high school, our junior ROTC, ROTC, college, even changing my major between my freshman, my sophomore year to get a pilot slot that I got to achieve the dreamed up that I wanted.
00:10:08:23 - 00:10:24:01
Speaker 3
So I was I was lucky with that. And there's a lot of luck and timing that comes involved in that. And then a little bit of skill, right? That's actually the smallest part of the equation, is that you could actually fly the airplane and operate with situational awareness, all that stuff. But you know, as an operator, it was luck and skill.
00:10:24:05 - 00:10:42:13
Speaker 3
We had to be able to find the right timing and the luck that there spots were available. Now, once I got in that job, I was able to become a pilot and become a fighter pilot at some point in my life for about eight years or so. I like six and a half in the actual jet and the platform itself.
00:10:43:21 - 00:11:14:02
Speaker 3
I would have done that job for free with just food and housing for the rest of my life. At that point, as a 20 something year old guy like, I loved what I did. Now there was red tape with the military and, you know, moves and all the stuff that I didn't like about that. Right. However, if you broke it down to the guys, the squadron flying every day, the challenges, the missions, training, the students that I literally if you just covered my living expenses, I was living the dream.
00:11:14:02 - 00:11:35:09
Speaker 3
You couldn't tell me no amount of money in the world. And I've done pretty well since I've gotten out, got me to the point where I was like, I would just do this for the rest of my life for free as long as I physically could. And even knowing that like coming assignments and things were happening down the road where I was probably going to be leaving the jet, I was like, How do I stay in like another two years?
00:11:35:09 - 00:11:52:07
Speaker 3
Or like, how do I extend this just a little bit longer? Because the only thing I wanted to do, I didn't want to go keep being. I want to be a general. I didn't want to be, you know, a wing commander or even squadron training with a nice, like maybe Oscar career. But like, I didn't I didn't want to do that.
00:11:52:07 - 00:12:03:00
Speaker 3
So I wanted to be in the airplane operating the weapons system because that's what I got to. I lived my entire life up until that point, too, to get in, to get my butt in the seat of a jet. Yeah.
00:12:04:19 - 00:12:22:29
Speaker 2
It makes a lot of sense. And it kind of answers my next question, which is, you know, I think what took you out of the military was medical discharge. Right? You had a back injury. And and so, you know, here you are on your way out of the military thinking like, what am I going to do next? And you landed in online marketing.
00:12:23:13 - 00:12:24:12
Speaker 3
Yeah. So exactly.
00:12:25:14 - 00:12:44:16
Speaker 2
You know, my question was going to be, so why not become a contractor for the Air Force, do some instruction, teach you know, what you did for the past six years and then, you know, there's your answer right there. It wasn't about that. It was about having your butt in the seat. And so I guess then my next question is why online marketing?
00:12:44:16 - 00:12:52:04
Speaker 2
How do you go from flying jets to sitting behind a laptop and basically nerding out on on just software?
00:12:52:04 - 00:13:15:28
Speaker 3
So. Well, I didn't start with SAS. I grew. It is just like anything, it's a building block or I didn't know where I was going with time. So I mean, we lived in a bubble. I lived in a bubble, be a fighter pilot, like I lived in a small area, small world, and by design in a way by the military, but also because we also that was you stay with the people like you are in the same community, which it was like a fraternity, if you will.
00:13:16:07 - 00:13:38:15
Speaker 3
So when I blew this, my back was l fi this one. I had surgery and I was actually planning my own like re currency program to get myself back up and back in the airplane and teach the students again. And then my district flipped. So like two weeks flights will start flying again. I start getting pain down my leg, sciatica again, all that stuff and go to get in.
00:13:38:15 - 00:13:59:22
Speaker 3
And it took about two or three months to get a second opinion. And during that time, scar tissue things over took my basically the surgical area and they didn't want to go back in because they could put me in a wheelchair. Right. More likely than actually fix me. And I'm like, great. And the doctor that I had was an ex flight surgeon down at Phenix, one of the top five in the country.
00:13:59:29 - 00:14:18:18
Speaker 3
So I trusted them like we had real conversations. It wasn't like I was being led. So I got offered to either stay in and basically become somebody's admin person for the rest of my life, maybe fly a drone or fly a heavy if I wanted to, but I couldn't sit at that time for extended periods of time. Not in fact, I'm in a standing desk now.
00:14:18:18 - 00:14:36:02
Speaker 3
I still stand when I work. And then the other thing was, Hey, look, you can basically, you know, we know that this is a real injury. You know, my flight surgeon was getting out of the military and he's like, I know your entire case history. The main was a veteran. You know, you're not, like, screwing around with us here.
00:14:36:07 - 00:14:51:25
Speaker 3
Like, we know that you've been trying to get back in the jet. And so we are willing to write your MVP, your your retirement paperwork about a month or two early and see if that's the process you want to go. So basically, I get a college degree and a license to steal, to go do whatever I want at that point.
00:14:52:02 - 00:15:07:21
Speaker 3
Medical, retirement, all that kind of stuff. I'm like at that point, because of something that happened, I was like, All right, you know, maybe I'll go see what what else is out there? And I stumbled into online marketing and all that kind of stuff and was like, I can make money from my laptop. I don't want to fly commercial.
00:15:07:21 - 00:15:29:08
Speaker 3
I went to college for that kind of stuff. I want that challenge, right? That, that and I at that point, I couldn't sit for a period of time, like literally like 30 minutes, and I was in pain. So I went through the process of like, Hey, how do I start a business, whether the online marketing thing. And that turned into like you're doing online marketing, that turned into online marketing with some tools and all this create a little software piece with this.
00:15:29:08 - 00:15:50:23
Speaker 3
And then that turned into, you know, 2011, 2012, creating and starting to build full of SAS companies I built for the small hosting company. And then 2014 a partner and I built a complete white label SaaS platform and sold it to digital agencies and exited that about five years later because we kept just building upon everything that we had.
00:15:50:23 - 00:16:10:22
Speaker 3
And when I stopped to look back about six or seven years ago about like, how did I get here? Right? It's like, how do how does anybody wind up where they're at? Right? I didn't have a degree. I didn't read aviation science like I'm a pilots. Like, that's the only thing I knew. But I went back. I had one business class in my sophomore year of college and absolutely loved it.
00:16:10:29 - 00:16:24:08
Speaker 3
Right? I got 100% on like that was a lot of like I was like business administration. And I was like, Oh, I'll figure that out. But I kind of went down the road of like, how do I flip this into something that I want to do? And I didn't realize that you said about your daughter, like, I'm going to run your business.
00:16:24:08 - 00:16:45:21
Speaker 3
One day I started telling my parents that with their mortgage business and instead of going that route, I just put my own and it got into marketing and just compounding and networking, talking to other folks and being a fighter pilot and fighter pilot opens the doors to a lot of conversations that people want to talk to you about, but that allows you like that doesn't get you that far, gets you in the door to have the conversation.
00:16:46:02 - 00:17:03:16
Speaker 3
But when people start saying, hey, look, you're willing to do what you're saying you're going to do, you're following up. It comes with credibility. And being in the military and getting out of the military still comes a lot of credibility of like, oh, you were in the Marines, you're in the Navy, you were in the Air Force, you're in the Army, like, oh, we'll give you a shot or, Hey, I'm a veteran, too.
00:17:04:00 - 00:17:22:29
Speaker 3
Let me talk to you a little bit about this or, hey, thanks for your service. What are you doing now? Right. That at least gets you in the door. And that's what he was able to do for me with a couple other bigger marketers. And then I then I put in the work, I put in the effort, I put in the time, and and I bust my butt to get to a certain point where, all right, now I have the ability to go and build software.
00:17:22:29 - 00:17:45:01
Speaker 3
So I've got a connection to the guy that how we build software and that turned into the next thing and the next thing. And now, you know, I learned marketing by stumbling and tripping. And I'm self-educated like most people are in this marketing world of like I've learned through trial and error, trial by fire. And I've failed a lot of times, but I've also taken those failures and turned them into lessons and haven't done repeated them and keep moving forward.
00:17:45:01 - 00:17:57:20
Speaker 3
So that's how I took a back injury and flip it into multiple companies and now working for another SaaS company because they saw the value of what I can bring in and brought me in to help them build their marketing department.
00:17:58:24 - 00:18:24:18
Speaker 2
Yeah, I know. I've kind of seen Ryan's journey since, and I want to say it was like 16 or 17 when this was just a whisper, you know what I mean? And then and then joining Apex couple of years later in 2021 and then hearing about, you know, obviously already being a full insights customer at that point and okay, this is just an easy to make quick website and lead capture tool.
00:18:24:23 - 00:18:44:04
Speaker 2
And now it's kind of evolved into so much more. So let's talk about that a little bit and what it's evolved into. So, you know, currently, you know, a lot of our listeners, they're doing door to door. They have sales works or they are just starting their sales teams. Right. And so I'll talk a little bit about how we use it.
00:18:44:04 - 00:19:02:25
Speaker 2
And then, you know, I know we're under utilizing it right now for what you guys are doing and what you guys have added to it since we kind of implemented it in our company. So basically for us, it's a simple business card tool for our guys at the door, right? And so we we do a what is it called the chip.
00:19:03:25 - 00:19:05:16
Speaker 3
The NFC chip. Yeah.
00:19:06:09 - 00:19:31:24
Speaker 2
And so we, we got our own chips for our own badges at the door. You know, that way we can customize those badges and then we, I don't know how we do this because I don't do it, but we code it to our phone site. So basically the customer can tap, tap the their phone onto that badge and then get the salesperson's business card right there, which is their their phone site, which has, you know, lead capture tools on it.
00:19:32:09 - 00:19:47:08
Speaker 2
And so that's kind of how we're using it right now. And customers are always impressed with it. They're always like, Oh, man, this is so much better than a business card. You know what I mean? But you guys are doing some really cool stuff now on that. So tell me a little bit about that.
00:19:47:08 - 00:20:06:18
Speaker 3
Yeah, so it came on, we were talking the the brand phones I suppose were kind of like code, like coexisting on the same side. So that's we broke them out because really the pulse card, the digital business card is what most people would refer to it as, needs to be able to get the information from the customer as well as shared your own as well.
00:20:06:18 - 00:20:28:23
Speaker 3
And then so we kind of talk about the three C's which are connect, capture and convert. So obviously if you're running a sales team, having a card like this and having a business card with a digital smart card, allowing you to share that contact information should be non-negotiable. It should always be in the pocket or on basically the in or in the wallet of that sales.
00:20:29:04 - 00:20:44:16
Speaker 3
Right. Whether it be purse your wallet or phone card I put at the back of my phone because that's where I keep all my cards that should be downloadable. So I've talked to a couple of people that do sales that they're like, this should be a firable offense if your sales team doesn't have this on them because what it does is, like you said, it wows the customer right?
00:20:44:16 - 00:21:01:21
Speaker 3
The first thing is to connect. So you want to wow the customer with the digital profile. And that's what we've done by having the pulse card set up where it shows a really beautiful digital profile for them to be able to say, okay, now I know who you are. It links to your information. I can grab either your video about what your product is.
00:21:01:21 - 00:21:24:15
Speaker 3
I can go to your social links. I want about your bio. We actually have implemented a to a share back feature right now so that I can actually have the individual tap the card, put me into their smartphone device, or if they don't have the ability to do the NFC chip because some people don't have it turned on or activated the other QR code on the back and then they could scan that they pulled the digital profile from that point.
00:21:24:16 - 00:21:45:05
Speaker 3
They saved my contact information and we immediately have the ability now to prompt them to give me theirs, right? So they can put in their name, their email, their phone number, or any notes that we have, and then send me back that information and it text me their contact record right there on the spot that allows basically within 15 to 30 seconds to a sharing.
00:21:45:10 - 00:22:05:29
Speaker 3
And if you're a sales guy now when you have that information, that note of who they are, where they're at or it comes from the CRM, you follow up with them. When you call them, when you text them or whatever you're doing as a sales person to go through and reach out to that prospect. Now you're in their device, you're in their phone, you're not a seven or ten digit number that's sitting there.
00:22:06:06 - 00:22:27:06
Speaker 3
You are literally just short or Mitchell like nuts calling you or that's texting you. And then you can have the company information, all that stuff. And it's really cool if you're running sales or your home sales team or you're part of a sales team, you can actually know the metrics of this as well. Writing the KPIs, the number of scans, the number of unique scans, number of visits, unique visits, the leads that are being generated by the card.
00:22:27:15 - 00:22:51:00
Speaker 3
So you can look down to that necessarily a granular level, but you're getting close to that where you can see, All right, so I've got three or four guys that are using this. I've got one or two that that are doing this at all. So what are they doing over there? They're a part of your sales process. Are your sales procedures and your checklists of when you go to somebody's home, you have to scan this and put them in the device to show that, hey, yes, I do really work with the company.
00:22:51:07 - 00:23:08:05
Speaker 3
Here's where we are. Let's get your information in there. Look, I know that two of the four of two of the six of you aren't performing. You're not doing what you should be doing in the company. And that allows me to manage that team a little bit better and really have some insights as to what we can do as a company to improve our sales process.
00:23:08:14 - 00:23:34:16
Speaker 3
So while it's not like eye opening that, hey, look, we know every little detail, it's the important details that matter, right? It's the hey, who's in and who's getting that information. And then on the back end, we already have inside of phone sites, which is what powers these smart cards, the cards that these guys are using. We have automated text message and email follow up so you can API out to whatever diagram that they're looking for to work with.
00:23:34:16 - 00:23:48:01
Speaker 3
So whether it be a Salesforce or Infusionsoft or HubSpot, whatever, they want to use the API that or if it's a smaller operation, they can just keep it inside of the system. So the phone sites connect your Twilio account. You can now do that. So that's follow up.
00:23:48:12 - 00:23:49:05
Speaker 2
Oh, nice.
00:23:49:09 - 00:24:19:02
Speaker 3
Hey, this is Jeff. I was at your home a couple of hours ago. Is there any questions or email follow up and then look that say that, you know, salespeople are the best at follow up, think they all say they're to say yes. I don't want to tell you what is on here. Look, I do sales two from a big I am not the best at follow up right I mean what the automation automate to replace yourself what the automation do the work so that when you're sending out those messages, when they reply back, you're like, Oh, I got a reply from Doug.
00:24:19:02 - 00:24:32:11
Speaker 3
You got to apply for a job. They are interested in, right? You don't have to spend 40 minutes, you know, on your ride home. We try to squeeze in that extra phone call while you're at dinner or stuff like that where you get your spouse or somebody talking to you and doing. I got to finish my thought for the day.
00:24:32:18 - 00:24:50:00
Speaker 3
Let the automation do it. Just automate and replace yourself up and out of that position where if they are interested, they are replying back and it helps qualify those leads a little bit better. So all of that is was baked into the site that runs these cards that powers the back end of this, so that as a salesperson it should be non-negotiable.
00:24:50:00 - 00:25:08:10
Speaker 3
You should have this in your wallet, in your purse, in your car at all times. And it can work for not only salespeople, but everybody in the company. Because think about it like you should be proud to show that you work for that company you set up, and not everybody is going to carry a business card around. But if you put this in your wallet, in your purse, Oh, yeah, here's what I do right now.
00:25:08:21 - 00:25:18:06
Speaker 3
Go to the holidays, go to like a barbecue in the summer, whatever it is. Feel like, oh, what are you doing here? Let me show you. It's just the wow factor alone gets the message, you.
00:25:19:12 - 00:25:39:11
Speaker 2
Know, I couldn't agree more. I remember when I was 18, 19 years old, and I learned Photoshop and I started making business cards, you know, and it wasn't your, you know, black text on a white piece of paper or business cards. It was like we had images in it and and, you know, high end logos and graphics and everything.
00:25:39:11 - 00:25:54:29
Speaker 2
And so we were we were kind of changing the game by doing that, you know what I mean? And this is just the evolution of that, right? And now it's digital and now it's, you know, a sexy website and you can pack as much information as you need to in there or as little information to get theirs right.
00:25:55:06 - 00:25:59:03
Speaker 2
And so that they can they can reach out to you for more info. So and.
00:25:59:04 - 00:26:14:27
Speaker 3
When I, when I talked to Guy, I would say when I talk to agency, the other thing too is sales teams like they forget their marketing message, right? You can put the marketing message right on the digital profile. Or maybe they stumble or it's loud, right? You're maybe at the front door cars going by or maybe somebody a networking event.
00:26:15:09 - 00:26:32:01
Speaker 3
Let the tool do the selling for you. Right. Just go ahead and have the digital profile. And then now they're captive. They're looking at everybody's used to look at their phone, tick tock, Instagram, Facebook, all day long. Well, now you've captured them as well and they can read your sales message right there on the device. And you don't have to worry about like, oh, what do you do?
00:26:32:01 - 00:26:48:06
Speaker 3
Or explaining this is what our special is or save 20% this month or whatever it is. It's right there in front of them. And then you have to worry about the salesperson forgetting or disregarding what your offer is or whatever it is, because they have their own agenda. It's just, hey, look, this is this is what it is.
00:26:48:10 - 00:26:49:16
Speaker 3
And it gets in front of the customer.
00:26:50:13 - 00:27:14:09
Speaker 2
So like psychologically and emotionally, a big thing happens when you're in front of a customer. So, you know, my specialty being door to door sales, right? So you're in front of that customer and you turn sideways and then they turn with you and you show them your device. So you could put the sales presentation on one of the pages on your phone sites and just run through it right there versus right now, we're using a a slick.
00:27:14:21 - 00:27:31:12
Speaker 2
Right. And so the slick has its features too. You can tap on it, pattern, interrupt all that good stuff. But, you know, if these guys have iPads out in the field, that's an easy way to have the sales presentation there with a quick you know, this is how this product works. Step one, step two, step three. And it's right there in front of them.
00:27:31:12 - 00:27:50:26
Speaker 2
And there's visuals because people learn in different ways. One of the things I love about it too, is, you know, any data points that you can give me on my sales team, I'm getting excited, right? And so there is measurable activity in there. So one of the things we do in Apex is building your machine, adding five contacts to our CRM on a daily basis.
00:27:50:26 - 00:28:15:18
Speaker 2
Right? And so if you're preaching that to your salespeople as well, this is the easiest possible way to do it. And, and it's so hard to manage salespeople on results when it's when you can you create real change, when you manage them on measurable activity. Right? And so if you know somebody is putting the effort in and you can actually measure that activity and it's easier to keep them around because, you know, the results will come.
00:28:15:18 - 00:28:34:03
Speaker 2
The law of averages will provide. Right. And so connecting customers to your phone sites and getting their information as well as giving them yours is massive. So right now, iPhones have a feature that I use every day and it basically silences and hides every call. That is not, in my context, essential.
00:28:34:04 - 00:28:36:02
Speaker 3
That's highly important.
00:28:36:19 - 00:28:51:06
Speaker 2
So the fact that you are in their contacts now and when you follow up with them with a phone call, you actually show up. Like you said, it's Doug Mitchell, Argent Solar, and they know exactly who it is and their phone actually rings is massive, right?
00:28:51:13 - 00:29:07:29
Speaker 3
It doesn't go to silence call. Yes, absolutely. Yeah. Because the other thing too is Yeah, I'm sure you get yeah, I get dozens of phone calls a day that just go like how do I have 12. Is that like 00a cell. Right. Yeah. Or my phone was found on the black web because I had this phone number for 20 years now.
00:29:07:29 - 00:29:23:18
Speaker 3
So like, now it's every time we have one point, I put it online and now it's sold everywhere. So I just don't answer my phone if you're not in it. Right, That's how most people operate. But even even when you send a text message, it's not a ten digit number. It's Doug Mitchell just texted you. But the other thing, too, is when you scan this smart business card, right.
00:29:23:18 - 00:29:51:18
Speaker 3
And you have the digital business card right there set up, you're going and you're putting your digital profile in their browser on their phone or their device. Because what happens is when you walk away, they can still go back and read a little bit more about you and what you do in that process. And that's something that's key because you instead of having to leave behind like a piece of paper or a brochure or trifold or one page or whatever, you can do that too, and probably leave your QR code on there so they can scan and learn more about you.
00:29:51:18 - 00:30:08:04
Speaker 3
But yeah, you're under device. So when they go to open their phone after you leave, the first thing they pull up is your web browser, because it's already sitting there with your sales pitch. So you're sitting right there in front of them with one more chance to increase the law of averages, to be able to make that sale or to make them feel like, you know what, let me call that guy.
00:30:08:04 - 00:30:14:01
Speaker 3
Doug, you seem nice. Like I liked what he had. Let me talk about what he has over at his company.
00:30:14:01 - 00:30:28:10
Speaker 2
Well, and then you just if one of your friends ask about it, you know what I mean? Yeah. I'm getting a proposal for a merchant and solar. Hey, I need to get solar to. How do I get in touch with these guys? They just hit the little arrow, and she got over to them. Super easy to share as well.
00:30:28:10 - 00:30:49:29
Speaker 2
So that's massive. Let me ask you this, because I'm in solar and a lot of us in solar use sales. Rabbit. Right. Sales rabbit is canvasing software. So how does that work? You know, that exchange happens is am I still going to have to enter it manually into sales? Rabbit So, so my guys in the field, whenever they get an appointment, they enter that appointment.
00:30:49:29 - 00:30:53:03
Speaker 2
The sales rabbit is there, maybe some open API stuff we.
00:30:53:03 - 00:31:12:16
Speaker 3
Could do there? Yes, there are APIs, We have an API, we also have Zapier. So you have the ability to sell apps that are over there. So as long as the sales rabbit has Zapier and you can be able to connect the two, yeah, because what you'll do is you'll get the lead and then you can either create the follow up in our system, which I would say send the initial follow up and then zap it out into sales.
00:31:12:16 - 00:31:21:04
Speaker 3
Rabbit So you know that, Hey, look, here's a process from there. So you're doing the initial follow up and also then putting them into the CRM. That's the way I would do it if I were to look at it.
00:31:21:04 - 00:31:43:04
Speaker 2
Yeah, that was my thought on the back end. It's like, okay, we're going to cross-reference the phone site CRM with our CRM and make sure that that they're in there. And if they're not, we're going to zap it over and then start the follow up process with that. And that's, that's kind of how we can catch some of the the leads that the sales reps aren't following up with or forgot about their in their phone and they're not going to die there because they're in the phone site CRM.
00:31:43:06 - 00:31:48:27
Speaker 3
That's and that's that's key, right? Because you meet somebody, oh hey, I put your number on my phone and all that good stuff, and then I'll send like 15.
00:31:49:00 - 00:31:49:10
Speaker 2
Over there.
00:31:49:10 - 00:31:53:17
Speaker 3
Later, three days. Yeah. I'm like, like what? What was that guy. And then the.
00:31:53:17 - 00:31:55:00
Speaker 2
Guy with the. The blue door.
00:31:55:00 - 00:32:12:17
Speaker 3
Yeah. Yeah, exactly. You're like, Oh, shit, I forgot. Like, I got to go back and figure it out. Like, But at the end of the day, the big thing is if they're in phone sites, if they're in our CRM, right, you can have it out to sales rabbit because they've captured that information. You have the data, you know who the lead is, right?
00:32:12:17 - 00:32:17:04
Speaker 3
And you know that amount of activity that each sales rep sets.
00:32:17:04 - 00:32:28:19
Speaker 2
So help me understand this. So right now I have my phone sites account and everybody kind of piggybacks off of that one, Right? I think I, I did a deal a couple of years ago when it was like 254 years or something like that.
00:32:29:03 - 00:32:30:16
Speaker 3
Let's saying that's not going to happen anymore.
00:32:30:22 - 00:32:43:25
Speaker 2
Me I know, right? Yeah. So I got it in early, but that's good. I may ask you this when it comes to all these integrations and features you're talking about, I would imagine this is some type of enterprise account or like.
00:32:43:26 - 00:33:09:28
Speaker 3
So we have a teams level account for like 50 or more. You have the ability if you have a small team of what, say 5 to 10, you can get basically a reseller account or you can activate a teams account, which there's, there's an enterprise level price for that. But if you have the ability to go to my polls, cars.com and see, hey, look, I've got a lot of folks or just talk to our sales team and say, Hey, I've got a team of ten that I need, We'll set this up for you.
00:33:09:28 - 00:33:34:21
Speaker 3
We help you manage those accounts. We have a level right now that's affordable for smaller groups that you can basically go in and you can manage to control everything and see everybody underneath and they won't have their own log in. That's where you can basically control that, just depending on the size of your team. We do everything from one off card sales all the way up to a couple thousand folks during a team manage account.
00:33:34:21 - 00:33:42:11
Speaker 3
So you can do like an entire company, whether you're your sales teams, one or 200 or even 2000. We have the ability to help manage that.
00:33:43:09 - 00:34:03:13
Speaker 2
Yeah, I remember right before MDM, my card and Greg reached out to me, it's like, Hey, do you want us to do something for you for MDM? Because we, we were sponsoring the event and he was like, we have these bracelets and he was showing me the phone set, the contact point bracelets, and they were actually able to put our Argenta solar logo on there.
00:34:03:16 - 00:34:08:08
Speaker 2
And we had him at the MDM and we're just tapping people left and right, you know, saying.
00:34:08:23 - 00:34:23:04
Speaker 3
Those are great for events. Yeah. So I have, I have on the back of my laptop, I have the little pulse button, which is like set it up like a little QR code and it's got the tap on. I've got the card that's always my wallet. And I would go to events. You just have the bracelet because it's a conversation starter too.
00:34:23:15 - 00:34:42:14
Speaker 3
You have the ability to scale like, Oh, here, just tap this to like that wow factor where it's just it's different, it's new, it's a pattern interrupt from what they're used to and then when they pull up a profile and you start to never get a connection, it's just like one thing after another. You in there capturing convert them because they're like, oh, like I remember who Doug was.
00:34:42:14 - 00:34:46:05
Speaker 3
He was the guy that had the that the bracelet. Yeah. Yeah, exactly. And it's.
00:34:46:05 - 00:35:02:06
Speaker 2
It's massive too because like, nobody wants I don't think anybody wants to wear unless you work for phone sites. Right. Or you're just a big fan of this phone site's on it right now. So you guys are actually able to customize those. So like I never not wear this when it's got our mission statement, which is a T freedom.
00:35:02:19 - 00:35:23:07
Speaker 2
And so if we could do a custom one that said achieve freedom, you know, a lot of people would you know, I have people that to this day I see wearing this bracelet from MDM and it's it's really cool. But then it could double as a business card and just be able to tap like that. So that's I think that's big, especially for an events.
00:35:24:00 - 00:35:25:05
Speaker 3
So for sure.
00:35:25:17 - 00:35:48:04
Speaker 2
Phone sites and pulse card, a lot of what you guys are doing is centered around data. And from what I understand and conversations that I've had with with stupid in the past, like when you when you talk about selling your company and you want to get your company prepared to sell a big part of that multiple to get an increase in multiple, you have to have some, some really nice data in place.
00:35:48:17 - 00:36:04:29
Speaker 2
So I wanted to talk to you a little bit about that because, you know, I know that's he yells goals long term. Ryan talked about that before, about selling for, you know, possibly seven figures or sorry, nine nine figures. Yeah, yeah. I went back to my notes on that one. I was like, wait, no, that's not right.
00:36:05:11 - 00:36:07:12
Speaker 3
Yeah. Wait, you. Oh, yeah.
00:36:07:18 - 00:36:25:07
Speaker 2
So you all want to sell for nine figures? So how important is the data piece of? And you know, if you have your, your own company, whether it's a sales org all the way to your own products, how important is that, that data piece, collecting those emails, collecting that information from customers?
00:36:25:21 - 00:36:52:15
Speaker 3
It's massive. I exited the company that I built between 2014 and 2019 and I got to stay on board as a consultant with that firm for a while and kind of got to go to their office and learn what they were doing. The biggest thing that they would do, and this is like a half a billion dollars fund, they were moving into data and they were reselling data of like how to get access and that they were pulling off online and going from there.
00:36:52:23 - 00:37:17:10
Speaker 3
And that's one of the biggest things that you could have access to is data and understanding, because you can pull a lot of metrics, you can pull KPIs off of that. And that is hugely important, right? Because if you don't know what the data is, you can't measure, right? If you can't measure, you don't know where to adjust or what to do or where to move or really is happening in your business because because metrics are the key of like driving your business.
00:37:17:17 - 00:37:37:04
Speaker 3
They're key factors in knowing and where do you get your metrics from, Where do you measure from? You measure the data, you measure from unique scans, number activity, who's doing it right, the leads that come in and then the quality of those leads, right? Do you have name, name, address, phone number, known address, phone over cell phone? You know, where do they come from?
00:37:37:24 - 00:38:07:25
Speaker 3
You can do metric scoring and like that. So data is going to be a key factor for us when we start to build and get into that ramp up period where we're going right now, which is how do we help the folks that are on site users? How do we help the individuals in the companies that are using the digital business card with the pulse card and scanning that on a daily basis, understand the data that they have and how they can benefit from that to help drive their ship through the ocean.
00:38:07:25 - 00:38:28:03
Speaker 3
Right. Where they going? Where are they navigating to? And we're going to give them that direction, that road map with the data, right? Like, hey, like I said, you got six salespeople for doing the appropriate thing and you got to try to toss them overboard, either level up or level out of the business. If you can't follow this process, then what makes you think that you're giving the right presentation?
00:38:28:03 - 00:38:45:28
Speaker 3
What makes you think that you're actually fulfilling and servicing my company properly or the customers of our company properly? Because I've asked you to do this one simple thing, which is scan your card and you can't do that. So that shows me at this level that you can't do it. So that data point right there helps you find the weak from the strong swimmers.
00:38:45:28 - 00:38:48:29
Speaker 3
Just that one little thing right there can make an impact.
00:38:48:29 - 00:39:07:07
Speaker 2
Know I couldn't agree more. I mean, for us right now where we're heavy on, you know, the amount of doors knock per day and we track that sales rabbit so it's 85 a day and we literally got rid of half of our sales team a month ago because they would not knock $84 a day. They obviously didn't have the results.
00:39:07:15 - 00:39:27:00
Speaker 2
You know, So it's not like we they were knocking out deals and we got rid of them over a data point. It was like, Hey, we're not having results. We're going to focus on the measurable activities. And it was that that Dornoch data point. We're like, this is this is completely in your control. Nothing, nothing can can stop you from this.
00:39:27:00 - 00:39:29:05
Speaker 2
You know, act of God. That's about it. Yeah.
00:39:29:13 - 00:39:30:14
Speaker 3
Right. Yeah, exactly.
00:39:30:17 - 00:39:52:24
Speaker 2
So completely in your control. And then, you know, as you move down that list of data points that really matter and that really convert, it becomes incredibly more important. And if you if everybody's goal should be to sell the company right, even if you never sell a company that is ready to sell is insanely profitable, efficient runs on its own right.
00:39:53:09 - 00:40:15:29
Speaker 2
And so you set your goal. But yeah, it is turnkey 100%. And part of that being turnkey is your list, your list of customers, your list of leads, and that they can be converted. You know, once you do sell over the next couple of years or whatever the case is or sold to more. Right? I mean, I think that's one of the sexiest things about phone sites is you guys have a amazing list of entrepreneurs.
00:40:15:29 - 00:40:39:20
Speaker 2
You know, I mean, because that's Ryan's you know, that's what Ryan attracts is is entrepreneurs and they're growing their business. And here's a beautiful thing, is you get to see their business grow within the technology that you guys are providing is what happens. You see more leads coming in, you see more accounts happening, you see more contacts. So anybody that is in the B2B space is going to love that list of customers right there.
00:40:39:20 - 00:40:43:27
Speaker 2
So you guys are set to succeed with that. So what's next for you? All our phone sites.
00:40:44:19 - 00:41:09:14
Speaker 3
So we're working to be able to get to larger accounts through team accounts, enterprise level accounts with the digital business card, and then helping serve the phone site. Customers that have been with us for extended period of time, 1 to 3 or four years now. They sound like a little bit for four and a half years to make sure that they have all the tools they need to make this super simple, be able to go out there and actually build those sales funnels and put people in the process.
00:41:09:23 - 00:41:30:04
Speaker 3
But really our goal is to help provide that data, those metrics with tying in the pulse card to those phone sites to help create a sales process that fills the funnel, right? So you can do the O&M, you can build your machine, you can use social media and send people to your site, which is great. But when you meet somebody in person, they're not going to type in your website and go there.
00:41:30:04 - 00:41:59:08
Speaker 3
So that's what the digital business card. So we're going to focus very heavily on getting that correct with the right metrics as we try to figure out what are the right features for our users to be able to help make it easier or streamlined for them. For the new folks that come in and then make it more valuable for them for for the long term to say, look, yes, there's a lot of different page builders and site builders and things are out there, but I use this one because of the ease of use, the data that provides me and the results that I get with it, plus the world class support that comes behind the
00:41:59:08 - 00:42:18:13
Speaker 3
team that we've got behind this, between the development team and the support team, they truly have bought into the code. They truly have bought into our mission and our core values. And it's not just and I've been with some of these companies where they are just looking for a LinkedIn checkbox. I worked for this company. I basically they're mercenaries for hire.
00:42:18:13 - 00:42:33:24
Speaker 3
I will wait for the next company the minute a better contract comes. Folks that work here truly care, right? They actually have bought into what we do in the mission. And I took on this role because I talked to Mike and he was a good friend of mine that I knew what was going on behind the scenes because we had talked, right.
00:42:33:25 - 00:42:59:03
Speaker 3
We had confidential conversations like, Hey, look, here's what's going on here, what we're doing next. And I was like, All right, the opportunity can all work and kind of come in and help join this team and help guide it from the while because it truly has a mission and a passion behind it to help entrepreneurs start to generate and start to generate sales, whether it be creating a quick little funnel for your business or helping your entire sales team convert more leads in the sales, right?
00:42:59:03 - 00:43:16:11
Speaker 3
So we work with a one off all of the bigger companies and our would be this year as we move into the next year, setting ourselves up so that we can help all of those quickly and easily generate more leads faster and then help convert that by connecting, capturing, converting those leads by using the pulse cards and put them in full size product.
00:43:17:11 - 00:43:32:26
Speaker 2
Massive. That's where it's at. I mean, and I know as soon as we get off this call, I'm going to get with my team and we're going to figure out how to use that exchange versus just just sending our end, folks. I mean, that's great. They have the info, but we want it back. We want to care for that.
00:43:32:28 - 00:43:52:17
Speaker 2
Absolutely. Market market to them move forward. So we're going to definitely take advantage of that. Okay. So there's one question I asked at the end of every episode, and I love the answers that I get because it's all kinds. So the question is what does legacy mean to you? And what legacy are you going to leave behind?
00:43:53:17 - 00:44:16:08
Speaker 3
So I've got two children, four altogether stepchildren. Legacy means to me is that you made an impact on all the lives that you touched throughout the years. Right? So I've got a brand, I've got a name, I've got businesses, I've got companies that I worked with or worked for my legacy is that when somebody says, hey, you know, he's no longer here, I know how he's positively affected my life.
00:44:16:09 - 00:44:36:00
Speaker 3
And I actually left a legacy. I've actually told told like three people that's ever. So I guess now I'm telling thousands. But when I left the Air Force, we have we have we have a briefing guy that we've left, like a briefing deck that we do every single day. Our motherhood and the individual missions, all that stuff. Well, what I left behind, I left my briefing book with students when I was an instructor.
00:44:36:09 - 00:44:58:07
Speaker 3
I met one of those students like three years later, I just happened to run into him and he's like, Hershey, what's going on? And I'm like, Hey, what's going on? I talked to him. He's like, We took your briefing guide and we've been using it for the last three or four years before we became a wingman. Then we became a flight lead, and now I'm doing the instructor program and I can see everything that you left behind to me.
00:44:58:07 - 00:45:13:23
Speaker 3
So that that left an impact for me of what I was going be able to do for other people that I kind of even forgot about it in a way that I hadn't done that and left it behind to them to this day. Like, I wish I still had it, but I knew that my legacy lives on through those guys and I'm sure they passed down from there.
00:45:14:01 - 00:45:27:03
Speaker 3
So when I come into marketing, when I come into the people that I touched, I want to leave something where they're like, even what they knew who I was, or it was that they think of the products that they work with or in or the time that they spent in those products or services, or the one time that they made an impact.
00:45:27:03 - 00:45:44:09
Speaker 3
They had a digital business card and somebody went, wow, and said, I need to talk to you. I want to make an impact. When I'm no longer there. I have to do like integrity, right? So you do it. The things you're supposed to be doing, even when no one's looking with legacy. I want to leave something behind where if they didn't know it, it came for me and I touch it impacted those lives.
00:45:44:09 - 00:45:58:24
Speaker 3
So for me, like with my daughter helping bring her into a little bit of an entree door ship, I wrote her a little note on her card saying, Hey, look, you've checked all the boxes in life that are required of you, right? You don't actually need to get a college degree at least to try. But she got a college degree.
00:45:58:24 - 00:46:18:04
Speaker 3
So now you get to decide your path and what you want to do, and I'll support you no matter what you want to do. So my legacy is to lead the ability for my children to be able to go do what they want to do right, whether I'm here or not, that they know that, whether they choose one path or the other and they go down the wrong path a little bit, it's a pivot point that they hit right?
00:46:18:04 - 00:46:45:07
Speaker 3
They're not a failure. It's a pivot point. Okay. I learned a lesson and I go from there that they understand that no matter where they go in life and they leave that legacy on whether it be through revenue and income or impact and change in other people's lives, that they have the ability and the ability because we provided for them that opportunity and the education and the understanding that, look, you get to do whatever you want because you've done the pre requirements that were here and now you get to choose your own path.
00:46:45:07 - 00:46:59:03
Speaker 3
You choose your own adventure where you want go in life and you don't have to worry about like, how am I going to be able to do that? So that's the legacy that I live on with the customers. And I've done you, I guess, once before in my life, and it really taught me to where the next steps were going to be for me.
00:47:00:02 - 00:47:22:07
Speaker 2
Yeah, I think you coming out of the Air Force and leaning it, leaning into your passion and not not necessarily pigeonholing yourself because of your degree or because of your work history. And you just kept leaning into it, leaning into it. And then it evolved and it changed. And and now here you are. And your kids get to see that example and then yeah, the the the flight students coming back and seeing what did you call it, A briefing guide?
00:47:22:23 - 00:47:37:21
Speaker 3
Yeah, there's a briefing out of all of my briefs, but those are just like tens of, if not 100 hours to build out, bring out and to say that they took it and they used it like I had forgotten about it, I was like, Yeah, wow. That was like an inspiring moment for me in my life.
00:47:38:09 - 00:47:56:03
Speaker 2
Yeah, I relate to that so much because that's what I want. Building great sales teams Brand to be a briefing guide for people that are building sales teams that they can go back to, you know, whenever they're they're struggling with their sales team or they're starting a new one. I think that's a small piece. The legacy that I to leave behind.
00:47:56:03 - 00:48:00:15
Speaker 2
So that's a that's a great example of that actually happening. So I appreciate that.
00:48:01:07 - 00:48:06:10
Speaker 3
I would have I would never have mentioned it if I didn't. You just triggered the thought process like, yeah, yes, actually I've done that.
00:48:06:10 - 00:48:17:10
Speaker 2
So no, that's awesome. Well, Jeff, I appreciate you coming on the show. If anybody wants to, obviously they can go to postcard dot com.
00:48:17:24 - 00:48:45:09
Speaker 3
Yeah my postcard dot com or phone sites dot com or you can just type in my name Jeff Schwarz dot com it'll take you to one of my websites which I actually go to the one that you guys have pulled up there on the left hand tab and then or that will also take you to either which is my call signed Jeff or si.com either one of those will go to a website that goes to me if you want to talk to me or set up highly available, I have a zero inbox policy, so I don't have 10,000 unread emails that you should be able or message.
00:48:45:09 - 00:48:46:09
Speaker 3
You're going to get a response.
00:48:47:04 - 00:48:54:00
Speaker 2
No, I love it. I appreciate it. Jeff. And definitely reach out to Jeff on the speaking to. I mean, he is an international speaker, so.
00:48:54:09 - 00:48:54:18
Speaker 3
I have.
00:48:54:22 - 00:49:02:25
Speaker 2
For you as well. Again, I appreciate you coming on the show providing us with all this value and this amazing tool that we can use with our sales teams also.
00:49:02:25 - 00:49:04:24
Speaker 3
Thank you. Thanks for having me. And thanks, everybody, for watching.
00:49:06:09 - 00:49:16:29
Speaker 2
All right. Let's get building.
00:49:16:29 - 00:49:38:05
Speaker 1
Thank you for tuning into this episode of building great sales teams. Be sure to execute on what you just heard. And let's get building, as always. Remember to subscribe and leave a review wherever you consume podcast. You can also head on over to building great sales team XCOM and sign up for our newsletter to stay up to date with everything that's going on with the podcast.
00:49:38:20 - 00:49:41:16
Speaker 1
See you next time.