In this episode of Building Great Sales Team, join us as we welcome the legendary Mark Evans, a 12X best-selling author, owner of multiple multi-million dollar businesses, real estate mogul, and angel investor to countless partners. Get ready for a thought-provoking journey through his fascinating life.
Mark's journey is a testament to the power of hard work, determination, and a relentless drive to succeed. He has overcome numerous obstacles and challenges along the way, leveraging his keen business acumen and sharp negotiation skills to close countless successful deals.
Learn from the best in the business as he shares his wealth of knowledge with all of you. Gain valuable insights on succeeding in the fiercely competitive world of business, as he draws from his experience as a deal maker extraordinaire and a self-made success story. Get ready to take your sales team to the next level. Tune in now and get ready to be inspired!
Connect with Mark:
Facebook: https://www.facebook.com/markevansdm/
Twitter: https://twitter.com/markevansdm
Youtube: https://www.youtube.com/channel/UCjeGp6NMmh9Mgraa4WCtXDA
Instagram: https://www.instagram.com/markevansdm/
00:00:16:15 - 00:00:31:28
Speaker 1
Great experiences, build great leaders. Great leaders, build great teams. This is building great sales teams.
00:00:35:03 - 00:01:02:10
Speaker 2
All right, guys, welcome back to the Building Great Sales Teams podcast. I've got a very, very special guest with us today, Mark Evans. The M, the DM is for Dealmaker. He's a 12 time bestselling author. He's got businesses in real estate, restaurants, media companies, e-commerce, private lending, just to name a few. Mark started out in a trailer park in Ohio and has worked his way to 30 plus businesses and has been coined the deal maker as a result of his success.
00:01:02:15 - 00:01:03:13
Speaker 2
Welcome to the show, brother.
00:01:04:02 - 00:01:05:09
Speaker 3
Thanks for having me, Matt.
00:01:06:04 - 00:01:21:19
Speaker 2
Absolutely. So I want to kick it off. Let's have a little fun here. I was on your Instagram. Cyberstalking you and checking you out. And I noticed one of your posts you were talking about turning a dollar into $45,500. How do you even begin to do that?
00:01:22:08 - 00:01:42:29
Speaker 3
Well, I mean, people it's called being resourceful. You know what I mean? I know you talk about sales guys. Those guys turned millions of dollars from $0. They just go to work. And I was specialized knowledge. And that particular deal that was actually a CSA account with my son's account, the Coverdell, which is a self-directed kid's account for school and such.
00:01:43:11 - 00:02:04:15
Speaker 3
So we were put to that. Well, my parents put $2,000 a year in there because I can't legally. Does that make too much money? But there's a billion a year in there, which is a dollar from that account tied up that property we actually purchased that we didn't even option it. The guy was just done but bought it for a dollar and cleaned it up a tad and sold it for 45 and change.
00:02:05:20 - 00:02:15:09
Speaker 2
Very nice. Yeah, I heard your son in the video and I was like, Did I hear that right? Or did they just kind of cover the whoever you were teaching that their, their video like that?
00:02:15:13 - 00:02:30:22
Speaker 3
I do that often. And I get my daughter and her four year old daughter, my wife, and then my son is seven and a half now. But I sit down and do those little things for them all the time, you know, kind of that silence in the world. You know, they think all my jokes are funny.
00:02:31:12 - 00:02:40:09
Speaker 2
Yeah, that that could be more true. My daughter thinks I hung the moon, man, and I'm wondering how long it's going to last. She just turned 12 years old, so I'm holding on for dear life.
00:02:40:21 - 00:02:42:12
Speaker 3
Absolutely. Man, that's awesome.
00:02:42:24 - 00:02:56:19
Speaker 2
Well, well, speaking of your family, you know, with everything that you've got going on, how do you, I guess not balance? How do you align the business with your family? Do you have them traveling with you or kind of what are some of your strategies there to make sure you all stay connected?
00:02:57:03 - 00:03:26:27
Speaker 3
Well, you know, to me, everyone talks about balance. To me is priorities, right? Priorities. My family's priority number one. You know, I work from virtual. I'm virtual being virtual satellite. The virtual former school. So, you know, it's never been easier to do that. But you know, another thing, too, man, as I've gotten older in the game over almost 27 years of business is I've realized I only get involved in businesses that serve me instead of me serve the business.
00:03:27:17 - 00:03:46:01
Speaker 3
And I have real businesses, people that are talking about balance. They don't really have a business surviving job trying to figure out how to do everything. They're control freaks. They don't let go. They don't understand how to hire. They don't understand what soaps are and handing stuff off. And and, you know, I must say, you know, trust the verify structures.
00:03:46:11 - 00:04:04:01
Speaker 3
But yeah, man, I'm not real. I'm busy, but I'm busy on doing stuff like this. Honestly, I'm more focused on one too many processes. I have amazing teams. I have a lot of people that work with me now at this point, but, you know, I'm not I'm not in the day to days of any of these companies at all.
00:04:04:11 - 00:04:22:08
Speaker 3
No one's waiting for me to make a decision. Typically, they're calling me for strategic growth, you know, resources and big problems. I want the real big problems, the ones that are like, oh, shit, things are happening, I need you. But if that's happening every day, I didn't build either. I didn't have the right people. I didn't build the right companies.
00:04:23:23 - 00:04:35:13
Speaker 2
Now that makes a lot of sense. You're obviously one of those guys that when somebody asks, What do you do? It's kind of hard to answer. Right? And so I'll ask a different question. What's your favorite thing that you're doing right now?
00:04:36:05 - 00:04:53:15
Speaker 3
Yeah, You know, listen, I have a fintech company that we've been building for about almost two years now, and that's not like I love what I get to do every day, to be honest with you, even the crappy stuff, because I know I take the good with the bad. But, you know, at the end of the day, the fintech companies very big.
00:04:53:15 - 00:05:09:18
Speaker 3
Not all businesses are created equal and that's what they are, which I learned when I started in my gut. Our company when I was 18 years old, is you have to work for real to make a living. And then there's other things like affiliate marketing, just different types of marketing and business and high ticket sales and all that.
00:05:09:29 - 00:05:31:05
Speaker 3
Where I can literally sit on the beach and make 20, 30, 40, 50 grand a week or whatever, more or less whatever what you're selling. But there's a lot of cool opportunities out there. But right now I'm very excited to be building a company. We've got an office here, Boca. I don't go to it. I don't know the address, but we have a lot of people in there with about 3000 people working with us in that company.
00:05:31:15 - 00:05:33:15
Speaker 3
So it's starting to pick up some speed right now.
00:05:34:10 - 00:05:37:24
Speaker 2
Can you walk us through the company with fintech and what is it do.
00:05:38:12 - 00:06:01:25
Speaker 3
You are fintech? So, you know, we start off with employee retention credits from day one. It's helping business owners get access to money. And then we also have a lot of other products and services that we have behind the scenes, and that's done through technology and humans, right? I think it's the best technology. Humans, minus all the headaches and heartaches and showing up and managing.
00:06:01:28 - 00:06:11:05
Speaker 3
But, you know, listen, it's it's just a chess game. We have a lot of people get money. A lot of people get more money. And then we also help them save it, grow it and such.
00:06:11:28 - 00:06:17:06
Speaker 2
Are you guys taking advantage of the R&D credits? Also diving into that?
00:06:17:06 - 00:06:23:06
Speaker 3
Yeah, yeah, we've been doing that for a long time actually. So yeah, we've been involved in those things for a decent amount of time at this point.
00:06:23:28 - 00:06:31:07
Speaker 2
Very cool. And if someone wanted to get in touch with you about those two particular things, the I.R.S. or the R&D credits, where's where's the best place for them to go?
00:06:31:18 - 00:06:49:21
Speaker 3
Yeah, you go over to I.R.S., fast track icon and just all form and it's very simple. I mean, we've given away billions of dollars to this point, you know, which is really cool. It's a credit so it's not free money at your it's your money. Just as a business we're getting it back. This only qualifies. You have W-2 employees and such.
00:06:49:21 - 00:07:01:03
Speaker 3
But it's a it's been really amazing that we've we've changed a lot of people's lives with that credit. And the testimonials we give every single day is absolutely insane because it's real value at this point.
00:07:01:15 - 00:07:20:18
Speaker 2
No, it's it's it's real, too, because I would say two years ago I met somebody at a networking event and he walked me through everything and I went ahead and applied for it, went through his company, and he ended up getting me like 180 grand, which was fantastic. You know, that was seed money for a future business. So it worked out really great.
00:07:21:06 - 00:07:41:21
Speaker 3
Yeah, It's an amazing it's an amazing grant. People take it seriously. And only about 10% of people right now even know or have taken advantage of it at this point. You know, So it's something people should definitely look into because it does go away. It is going away. It's diminishing every every quarter. It goes a little bit less right now up to 26,000 employee.
00:07:41:21 - 00:07:43:15
Speaker 3
But that's one down a little bit record.
00:07:44:03 - 00:08:04:19
Speaker 2
Okay. So let's kind of go back to, you know, Ohio and 18 years old and you bought a gutter business for 2000 like what was the catalyst for, you know, obviously, you know, you talk about in your profile you wanted to get out of poverty, but how did you know it was owning a small business and not just going to college like everybody else?
00:08:04:19 - 00:08:06:27
Speaker 2
And especially back this was back in.
00:08:07:15 - 00:08:08:17
Speaker 3
96, 90.
00:08:08:17 - 00:08:14:17
Speaker 2
Six. Yeah. So like, that was the route back then. So what inspired you to go Entrepreneurship?
00:08:14:17 - 00:08:35:03
Speaker 3
Well, it definitely wasn't the route back then where I come from. Okay, so many good grades and all that and athleticism, you know, listen, I was never a school that I want to make money. I've always been I want to make money. I, as a kid, seven years old, so all my kids, my sisters toys and recess during spring break during recess of the rain.
00:08:35:03 - 00:08:51:00
Speaker 3
You're inside. So I always pray for rain so I could stay in there and hustle some deals, make $2 or whatever. But the gutter company, you know, I always knew I wanted to work for myself. I didn't like taking orders from anybody. I wanted to be that, you know, I wanted to be in charge of my destiny. And I never understood.
00:08:51:00 - 00:09:09:25
Speaker 3
I saw you understand, And I wrote a book about this competition, personal. I saw my mom and dad getting all out their whole life, my whole child's life, but watching them work their tail off, barely making ends meet, literally playing Bill Roulette. And these are hardworking, everyday people, you know what I mean? So I'm like, listen, this is and they got to do stuff they don't want to do.
00:09:09:25 - 00:09:24:00
Speaker 3
They the people they don't like and go to work with people they don't like. I just never understood, like, why would you do this to yourself? I always wanted to work with people. I like to work with you. The things I want to do not be told what to do, but to create and build and grow and be in charge of my destiny.
00:09:24:05 - 00:09:39:13
Speaker 3
So that's what I did. Business to me was like the only way out. What else could I do? And like you said, it was starter company. It was actually 2000 down to in 75 years. Yeah. So that was a wild deal at purchase the two days after high school and I got to work.
00:09:41:01 - 00:09:42:18
Speaker 2
So how did you go to market with that company?
00:09:43:16 - 00:09:56:05
Speaker 3
Actually, you know, knowing what I know now, I should have done a lot more of that early on was actually a company is in existence for 16 years. So the day I bought the company, the phone was blowing up. You know, you don't have to really do much when the phones blowing up. This is the phone Bill Gates.
00:09:56:05 - 00:10:15:14
Speaker 3
Most people don't understand that. But this is phone book. They print out fliers, put on cards, put on front doors, doorknock. I mean, that's what we did, put signs in the front yard to get more business. I didn't understand direct mail, like understand it now, social media and Internet, it exist in 96, like we actually had to get out and actually work to get a lead.
00:10:16:04 - 00:10:24:13
Speaker 3
So I think I probably have a little bit different relationship with how we build companies because it needs to be more personable for sure.
00:10:24:13 - 00:10:44:17
Speaker 2
You know, that's that makes a lot of sense and especially back then. And I love that you said door knocking because, you know, that's actually what I've done for the past 13 years. That's the companies that I've built out have all been door knocking sales orgs for like AT&T, Vivint, Direct TV, stuff like that. And I'm kind of I'm kind of curious, do you still remember your your pitch at the door?
00:10:45:12 - 00:11:05:02
Speaker 3
Oh, no, dude. Back in my head, I literally just got off the job site. I'd knock on the door and say, Hey, hey, hey, Doug, You know, I just did. The house was down. They needed daughters. I was driving by. I was worried about your daughters because, as you know, it gets into your footers, you're going to end up having a leaky basement, etc., which costs a lot more money than fixing that gutter.
00:11:05:02 - 00:11:19:09
Speaker 3
I can get up there free of charge. You get up and take a look at it and see what's going on and then give you a quote after that. You know, I'll tell you about 3 minutes. I don't even need you out here. You just knock it out. That would be my pitch. I mean, it was generally like, again, everyone needs your help.
00:11:19:09 - 00:11:35:00
Speaker 3
And now if you are not, you're an anomaly, Right? Right. You really doing it? Because it's not easy, it's not convenient, it's not scalable, even though it is scalable. And instead it was supposed to be easy, but it was a game to me, man, I love that. I'm getting excited talking about because I love that stuff, man. I love chest to chest.
00:11:35:11 - 00:11:46:09
Speaker 3
I love just getting in there. Figure out how to weasel my way in the door and I'll have conversations. And that's how we got our real estate company to say. I mean, I've built lots of companies with that model, you know.
00:11:46:14 - 00:11:51:10
Speaker 2
On how did it work into the real estate side, that same same concept we're all doing fiascos or.
00:11:51:23 - 00:12:09:17
Speaker 3
Yeah, I mean, real estate equals, I mean physical. Obviously someone worked really hard to put a sign in the front yard, right? So you got your stuff ahead. You're trying to buy interesting property. Why are you selling? That's the first question to say, Oh, I just won the lottery and I don't need the money and I'm not looking to put a sign in the yard that's not a motivated seller.
00:12:09:28 - 00:12:27:15
Speaker 3
But, you know, if there are houses, you know, overgrown grass, there's trash in the driveway, yard smells everywhere. The house is in the champ like it's a great prospect or opportunity. Somebody knock on the door, connect with someone at the house. Keep in mind, some of these areas, I was doing that in a little choppy. So be careful now.
00:12:27:15 - 00:12:35:11
Speaker 3
But yeah, it was a it's a very you know, again, anytime you're out and around and you see something that could be a prospect, you should stop and knock on the door.
00:12:35:20 - 00:12:54:03
Speaker 2
So no, I love it. I think that's a big part. Well I'm assuming here, but that's a big part of why maybe business feels a lot easier now. It's just different problems. Right. But before you had to go out and hustle and knock on doors and deal with the elements and pissed off people and everything, and now it's a little different.
00:12:54:23 - 00:13:10:25
Speaker 3
Well, looking back, I had to deal with it, but I didn't have to deal with it. I just didn't know any better. So it was great learning for me. Now you can hire people to do it for you. There's companies that you can hire right now, hired an employee, but no one knocks on the door. As good as I do now.
00:13:10:25 - 00:13:25:24
Speaker 3
So I didn't know how to train someone to do it because I came in very aware and kind of I'm kind of curious all the time to still it's my personality. It was like Curiosity killed the cat. Look, your ass has made me millions. Many millions, you know, just like, What do you do, dog? How do you do that?
00:13:25:24 - 00:13:42:22
Speaker 3
Tell me more. I genuinely want to know. Like, Hey, your house. Clearly your house looks like shit. Something's going on. How can I help you? You said a little bit differently, but that's like, what's going on in my brain. So thing is, I think what most people don't do a dog is, you know, they're afraid of rejection and fear and all this stuff.
00:13:43:07 - 00:13:50:01
Speaker 3
Like, you know, if you don't ask, the answer's already no. So but if you do ask a percentage is go up on it. Yes, it's come out, you know.
00:13:50:22 - 00:13:54:25
Speaker 2
100%. And then after 4 to 8 no's is where that comes out. All right.
00:13:55:14 - 00:14:01:02
Speaker 3
Well, you never know. You know how it is when it's you know, first of all, everyone does this. It's called dating. You know, not.
00:14:02:06 - 00:14:02:15
Speaker 2
Yeah.
00:14:02:24 - 00:14:20:20
Speaker 3
We all it's it's a it's a percentage game. And listen, the odds are stacked in your favor. You, for example, if I walk into a club and there's 100 females and only me, my odds go up drastically. If it's the opposite can be a little bit different animal, you know. So the thing is, two is not all businesses, not all situations are created equal.
00:14:21:00 - 00:14:37:16
Speaker 3
You know, if you're going in, for example, real estate, if I was going into a real estate marketplace where it's heavy rental, I could stop and talk to a million people a day. But these are the tenants. They're not the owners, so they don't have any say, nor are they going to tell the owner to contact me because they know when they sell rental they might usually goes up.
00:14:37:16 - 00:14:48:06
Speaker 3
At least that's their perceived perception. So for me, it's like you got to learn, you know, the dynamics to put yourself in the best situation, to convert at a higher level.
00:14:49:14 - 00:15:07:11
Speaker 2
So in your day to day business or when you're out there dealing with people, you know, do you have kind of a a a concept or, you know, a way that you teach, you know, that just is just type stuff where you can read body language, reading like that? Are you looking at that? That was stuff or is it all instinct?
00:15:07:28 - 00:15:24:24
Speaker 3
Yeah. I mean, at this point, just, you know, I'm not in the day to day at all like I have so self trainer for my teams those that see I'm not I'm more of an owner at this point. I've always wanted to be Robert Kraft, not Tom Brady, you know, and I don't want to be Tom Brady because I know let's do it.
00:15:24:24 - 00:15:43:06
Speaker 3
At this point. I'm 44. I don't want anybody to know. No, I just want the money and the freedom. I'm not chasing money. I'm chasing more time freedom. So I invest a lot of energy. But yeah, I mean, listen, I think at the end of the day, you know, I genuinely love people. I like people, I love helping people.
00:15:43:27 - 00:16:01:15
Speaker 3
And if I can't help them, me, maybe I know someone who can, right? You and I start to get to know each other. I'm sitting in the club, I'm having lunch date with my wife. You know, guys like you and I, we have hyper alert. Like we can literally hear a bird chirping about a real estate deal. I'm going to go talk to this individual like, Oh, I heard you were on a deal.
00:16:01:15 - 00:16:30:02
Speaker 3
Tell me about it. You know, that's just what I do. So to me, man, I think a truth is if you're more curious, you connect with people today, you have a better opportunity than just being online and just being some kind of. We do big Internet. I mean, we spend millions a month just in advertising online, but still, at the end of the day, man, if you if you say, hey, I'll give you 5000 people to hit the streets or I'll give you $1,000,000 a month budget or marketing, I take the 5000 people on the street or the direct product, you know, because you do so much opportunity.
00:16:30:19 - 00:16:51:04
Speaker 2
They know I love it. So let's pivot a little bit then and talk about, you know, you have all these guys in these high level leadership positions, you know, and I posted about it this morning on social media. I posted about, you know, there's two reasons that people get into this business. And I'm talking about sales, right? The first is income and the second is opportunity.
00:16:51:04 - 00:17:11:26
Speaker 2
And and I said the second, it's most important. And so the reason that I believe that is because, you know, anybody can go anywhere and be in sales and make six figures or make a bunch of money, whatever the case is, there's two kinds of opportunity, the income opportunity in terms of selling higher end products, less time on the phone, less time in front of the person or in the chat.
00:17:11:26 - 00:17:30:00
Speaker 2
Right. And there they're making bigger commissions. Or the second one is management. Right? And so I guess what's your what's your take on managing these high performing individuals? You know what I mean? And always, you know, because it happens in these sales centric business, right? They get to a certain level and they're like, Hey, I can do this myself.
00:17:30:10 - 00:17:34:15
Speaker 2
So how do you, I guess, keep the culture of the business good enough to where they want to stay?
00:17:35:04 - 00:17:51:18
Speaker 3
Well, I think it depends on what environment is selling, what product you're selling, what's the point of venture variable interest, Right. So the very top right, because their entry is negative. I got involved in real estate investing, no cash, no credit, 18 years old and I did deals and I sort of make money. So, you know, as that.
00:17:51:18 - 00:18:15:19
Speaker 3
And I've built at 17 people acquiring properties for me at one time and the trail is on. It's insane. Like we are full time hiring mode and it just the cycle. And then I own another company in the media space, dude, I don't have any churn. If anybody leaves. If I were firing them, they're not leaving us, you know, because the very low cost million plus just to start.
00:18:16:03 - 00:18:39:03
Speaker 3
So if you leave me, you say $2 million, I'd be amazing. I hope they do. But like the likelihood of that happening is slim to none. And then on the other side, you know, you just have to have big enough. We don't have cap. So I, I don't want the pain on performance and growth. So, you know, understand like first of all, being a salesperson or being an owner, these are two like business on our to drastically.
00:18:39:03 - 00:18:39:11
Speaker 2
Different.
00:18:39:11 - 00:18:58:08
Speaker 3
Things. You know, how do you handle when you get sued? How do you handle when you don't make any money for three months? How do you handle when you go negative for six months? How do you handle when your top tier guy quits and still is? Everything is money, you know, takes out million dollar loan on your name and you've got to deal with that like the truth that most people can't deal with.
00:18:58:08 - 00:19:18:22
Speaker 3
It's very small percentage. And I'm coming more and more to realize that 26 years deep in the game, almost 27 is like not everyone, dude, entrepreneurship sucks ass, to be honest. It's the like if you're making real six figures or like I have many guys making six seven figures a year with us. Like that's supposed to be, you have no responsibilities.
00:19:18:22 - 00:19:34:13
Speaker 3
You get on the phone, you make sales, you make money, you have a life, you know, all the other stuff is in. As you know, man, when I started hiring our sales people, there was a point where lots of my pretty much all of my salespeople were making way more money than I. As we all know, I'm building a business.
00:19:34:13 - 00:19:51:00
Speaker 3
I didn't get paid for three years in the company where at sales is making 5 to 700000 a year. I made a dollar a year and I'm taking the hit. I'm taking all the investment, I'm making the big investment, the like. So it's like, but then eventually I had a long vision of what I was looking to accomplish with that.
00:19:51:10 - 00:19:55:22
Speaker 3
You know, not everyone is crazy like we are now.
00:19:55:22 - 00:20:04:04
Speaker 2
I couldn't agree more. And you were listing all those things that kind of you've been through, and I've been through all of them except somebody taking a $4 million loan in my name. That's that's new.
00:20:05:25 - 00:20:22:04
Speaker 3
Stuff. It's nonstop. But listen, you know, how do you deal with it? You know, right now with what's going on in the world, Doug, is, you know, my people are going batshit crazy already and there's nothing that's really happened. Real art. You know, the art is about to happen. It's going to really change a lot of dynamics. But that's what I love about Sells, too.
00:20:22:04 - 00:20:44:25
Speaker 3
And I'm sure you do it Like, I have a lot of confidence in. I can tell anything, by the way, that could backfire. Just because you can sell it doesn't mean you should sometimes, you know? So I'm not a hardcore sales guy. I'm more of like I'm more of a relationship sell strategy. That's my model. You know, I think you ask that question or like I'm very, you know, to not understand what they're doing, what they're trying to do.
00:20:45:06 - 00:21:00:09
Speaker 3
What I do is not for everybody, but it's for you. I'll talk about it. If not, that's why conversion rates are so much different than most people, because I'm not even presenting to you, Doug, if I don't think it's, you know, like, why? Why just you off? Why piss me off? And I know everyone's like, well, you always lead to offer a bubble.
00:21:00:18 - 00:21:22:19
Speaker 3
Yeah, but man, you're just at your head. It's also meant to and I'm talking basic sales guys. It's also, I mean, I want to sleep. Do these offers are going nowhere. Yeah, offers. And then you got the other person in the office said don't make four offers or accept it. I'm crushing it. I just made R.A. What? You know, that creates a weird conflict with, you know, personalities and culture in the company.
00:21:22:29 - 00:21:43:14
Speaker 3
So that too much like, hey, guys do like hire amazing people. They're way smarter than me, but they don't want to do what I don't want to do, and I don't want to do what they do. I think that's what changed for me a long time ago, that partnerships, all my partnerships were guys just like me. So we decided we talked a lot of shit, but no work ever got done.
00:21:43:14 - 00:21:58:20
Speaker 3
Well, you got it. You got to find these things. And these are guys I might not necessarily want to hang out with every day, and I don't want to have it either. I'm talking a million miles from inside and I'm like, Tasmanian devil. And they're more like, Slow it down, let's create a structure, framework this out. And I'm like, That's way too slow.
00:21:58:20 - 00:21:59:23
Speaker 3
Let's just go break it.
00:22:01:08 - 00:22:12:08
Speaker 2
A That's medium, the framework and structure. Guy Yeah, Now that's funny because you know, have you heard it, You've heard of U.S. and those guys and U.S. So.
00:22:12:16 - 00:22:13:06
Speaker 3
Yeah, operating.
00:22:13:06 - 00:22:35:13
Speaker 2
System, you know, the idea behind the visionary and the integrator and you're obviously a visionary and I lean integrator. I'm like a 89 integrator with the test, but I'm 86 visionary as well. So I'm kind of one of those hybrids, but definitely lean integrator. When somebody pitches me a business idea, I'm thinking about how it works versus if it's going to work.
00:22:35:13 - 00:22:50:17
Speaker 3
Listen, it's needed. It's needed out there. We as the US and most of our companies, I don't go to those meetings because I literally want to jump off a bridge when I'm in there. Yeah, it's like watching paint dry for me, for us, very slow, very, very structure. That is not at all.
00:22:51:20 - 00:23:07:21
Speaker 2
Yeah, I have to run. I have to facilitate my use now because I have a much smaller team. I went from running my sales or to full time consulting, so I have a smaller team now and so I kind of facilitate my US meeting, whereas I had somebody else do it before. So hopefully soon Nikki can take that over for me too.
00:23:09:12 - 00:23:12:18
Speaker 3
If we get a record, it was fine. It's good. Absolutely.
00:23:13:07 - 00:23:27:10
Speaker 2
All right, brother. So you mentioned the media company earlier, and I'm guessing that's where kind of the documentary came from. Since you had that in your back pocket. I noticed the the making of the Dealmaker documentary. That's pretty cool.
00:23:27:29 - 00:23:51:00
Speaker 3
Yeah. No, it's awesome. It's not true. The media companies the media companies want financial advertising space. A billion emails a month out of that system where, you know, we're we're aggregating content and driving massive amounts of eyeballs. The newsletters and online media marketing. But no the deal maker family that's the you know, the groups that have, you know, high end mastermind, etc. I was like, I want to do.
00:23:51:15 - 00:24:13:22
Speaker 3
About a year and a half ago, I started talking to my guys like the storm is on the horizon. Like, sure, I'm in Florida, but I kind of know that storm. The hurricanes come and I see it out there. Lots of people saw it, very few people acknowledged it and did anything about it. So I was just prepping to create something different, new fresh, to get different eyeballs, to get different media, you know, just just change it up.
00:24:13:22 - 00:24:24:15
Speaker 3
And we do the same things, expect different results. But, you know, right now you're not if you're not on the cutting edge and really making big moves, I think you get left behind pretty easy right now with what's going on.
00:24:25:14 - 00:24:50:05
Speaker 2
Now, I checked out the trailer and that is one thing I will say. It's definitely fresh in the sense that I'm you know, I'm around Apex, I'm around real business owners, mastermind. And, you know, I see all these events that are advertised to me. I go to them sometimes just to kind of like get ideas and stuff like that because I want to run my own some day around building great sales teams and, you know, you see a lot of the same thing.
00:24:50:05 - 00:25:07:08
Speaker 2
It's like, Hey, I'm having this event and this is what you're going to learn at this event. But all they're really pushing is the people, you know, at the event. You know, I'm saying I know this year's was very curriculum focused, you know what I mean? And it was talking about the six points or 6/10. Would you mind are you able to walk us through those?
00:25:07:26 - 00:25:23:12
Speaker 3
I'm not because I don't I'm in front of me. My brain is right. My stuff, dude. Like I said, it took 16 months to get to that point. We had many tenants, right? But like, we started like looking at, you know, like, be a dealmaker or a dream maker kind of thing. What there's a lot of different cool pieces in that.
00:25:23:20 - 00:25:45:15
Speaker 3
But again, this is a multi six figure investment to do that though you know months you know a couple hundred, 200, 300 grand a lots of travel, lots of you know, a lot of disruption in your day because of shooting videos with your family. You're flying all over meeting different for me what I you know what I'm all about is that once you get to watch, the whole thing should be about 60 to 90 days.
00:25:45:27 - 00:25:59:18
Speaker 3
But it's not about making more money. It's not about all that money. It's about do like, here's the things that we need to focus on. Like, you know, I'm all about thought auditing. What do these words mean when I say rich mean to you? I want to be stupid, filthy rich, You get mad or do you get excited?
00:25:59:20 - 00:26:15:22
Speaker 3
Like these are all things like, where does this stuff come from? Mom, dad, cousin, uncle, mentors, whatever. And I think a lot of people just aren't clear on what words me and it causes it. It's like water and it's no big deal. But, you know, as we're evolving, you know, we only got one shot at this thing called life, man.
00:26:15:23 - 00:26:22:11
Speaker 3
We got to make the most of it. And I feel like that's what I'm here to do is to get the message out at a higher level in a more consistent manner.
00:26:23:19 - 00:26:40:28
Speaker 2
Yeah, that's one thing I noticed about the the trailer as well as it wasn't, you know, the planes, the cars and all that stuff, which, you know, is is part of marketing is a necessary part of marketing. You know, I'm saying but, you know, I'm very interested to see the rest of the the video. How do you do that?
00:26:40:28 - 00:26:43:27
Speaker 2
Because I noticed it was a private showing type deal. So how would one go.
00:26:44:12 - 00:26:59:08
Speaker 3
In the next 90 days or so? We'll go live with it to the world. We're making a couple adjustments. I was the premiere opening and see what it was. It was actually the first time I ever saw the old video, so I was really cool. And my parents, they're my in-laws, they're my kids. They're that's a lot of friends and family members.
00:26:59:08 - 00:27:04:07
Speaker 3
So there's a really neat experience. And as you know, man, when you watch yourself or yourself, you're like, Oh my God.
00:27:05:13 - 00:27:05:23
Speaker 2
Yeah.
00:27:06:02 - 00:27:19:01
Speaker 3
Yeah, this is gettable. But at the end of the day, man, I'm cool to be vulnerable if it can make an impact and I'm more a more worried about not doing enough than looking stupid.
00:27:19:01 - 00:27:36:27
Speaker 2
No, that's fair. I love that. So one of the questions that we always ask on this show is, and this is really important to me because it's something that I've been studying for a couple of years now, and that's legacy, right? And so one of the questions that we ask is what is legacy or I should say to what is legacy mean to you?
00:27:36:27 - 00:27:38:18
Speaker 2
And what legacy do you want to leave behind?
00:27:39:07 - 00:27:59:06
Speaker 3
Yeah, I mean, legacy for me means a lot of things, but the simplest answer is memories. You know, I do a lot of stuff right now as we speak in what we're was in March of 2000, Play three, me, my wife and kids. We take a one week vacation each month for the whole year. So these are they're starting to get old enough to remember stuff.
00:27:59:25 - 00:28:17:24
Speaker 3
We can go hang out and be silly and go cool places. So the legacy also I want to implant, you know, my my traits inside of my children, you know, through action. It's I know a lot of people you want to leave all this money and all this stuff if you do this. My parents love me a lot of money, which they didn't.
00:28:19:02 - 00:28:38:21
Speaker 3
I wouldn't be where I'm at today. I truly believe I want to understood it and I want them to be where I'm at today financially, mentally, emotionally, physically at all. I might be dead, for God sakes, you know, was dependent. I didn't have the maturity level to manage that type of money, The type of wealth I have today, I would not even remotely that that's why lottery winners go broke most of the time.
00:28:38:21 - 00:28:57:26
Speaker 3
Right. So, you know, to me, his legacy is really creating these amazing moments of life with kids like memories. You know, I'll be lying on my deathbed, dude, and there's no way I'm thinking about, man, I wish I'd done another deal. It'll be, man, I should I should have been more present at X, Y, and Z. I should have taken that one extra trip with the kids.
00:28:57:26 - 00:29:13:24
Speaker 3
You know, when That's all I'm thinking about on the on every single day, I'm going to actually in April, I'm taking my entire family to Maui for two weeks. You know, my wife's like, you know, these are legacy trips, by the way, as we call them, legacy family trips. I don't want to just make my dreams come true.
00:29:13:24 - 00:29:31:02
Speaker 3
I want to make their dreams come true, a more focus on their dreams. Because if they're happy, I'm ultra happy enough for my father. Well, my my cousin, my wife's brothers and sisters and kids. So. And I pick the top up on everything. Is it something I want to do with I can do and I want to share with my kids?
00:29:31:02 - 00:29:53:12
Speaker 3
I share with them like, here's what we're doing, here's why we're doing it, you know, and all that good stuff. So legacy to me, man. It's, you know, that's why I do books, podcasts, why do these shows? We're going to wake up one day. You have a 12 year old out of seven, or we're going to wake up one day, we're not cool anymore, and then 18 to 24 and like, that's kind of cool.
00:29:53:12 - 00:30:02:11
Speaker 3
I want to learn what he did and I can go back and watch time. I do a book every year for the journey, you know, like I'm evolving every day. You and I are changing every day.
00:30:03:13 - 00:30:21:12
Speaker 2
And yeah, I love it. But what I love about it is that it's incredibly focused on your kids and your family. You know? I know that like all the other stuff, the book, the podcast, you know, all the impact you're making out in the world, that's important, too. And that's that's going to be a huge impact as well.
00:30:21:12 - 00:30:30:25
Speaker 2
But the first thing you talked about, 80% of that answer was your family taking those trips and a legacy of experiences. So I really appreciate you sharing that with us.
00:30:31:06 - 00:30:52:08
Speaker 3
Now, listen, I think everyone here should have a podcast show or a book or do all of the above. And the reason milestone is because it gets overwhelming because they're trying to please everyone. The only reason I'm going is documenting my where I'm at today, what I want to talk about, and then hopefully my kids will see it, my grandkids, my great, great people that I don't know, my lineage, you know, 150 years from now.
00:30:52:19 - 00:31:07:23
Speaker 3
But they read this like, wow, this is pretty cool stuff, you know? Or while my my great grandfather was a do dope, so who knows what they'll say back by then. But at the air, they may just, you know, that's all I'm trying to do, just 1% better every day.
00:31:09:00 - 00:31:15:18
Speaker 2
Well, Mark, I think you have an amazing message and it should be shared with everybody possible. So how can my listeners follow me?
00:31:16:05 - 00:31:31:11
Speaker 3
Yeah, no, man, I appreciate it. You know, just simply follow me on social media at Mark Evans. DM It all handles more than you go to the website. Mark and Steam dot com is, you know, we have a podcast show and so, you know, I'll share content every day. Like I genuinely want to help people get to the next step.
00:31:32:12 - 00:31:35:18
Speaker 2
And that's fantastic. I appreciate that and thank you so much for coming on the show.
00:31:36:03 - 00:31:43:25
Speaker 3
Thank you, Doug.
00:31:43:25 - 00:32:07:17
Speaker 1
Thank you for joining us on this episode of the Building Great Sales Teams podcast. We really do appreciate it. As you know, we believe that great leaders build great teams. How do you become a great leader? You learn from the greats. Join us at the Million Dollar Mastermind put on by Ryan Sturman in Frisco, Texas, and learn everything that you need to learn to be that great leader.
00:32:08:02 - 00:32:28:10
Speaker 1
The link will be in the description below. As always, we ask that you like, share and subscribe wherever you consume podcasts so you can stay up to date with the building. Great sales Teams Podcast. Let's get building.