Doug sits down with Patrick Bolanos, owner of Trailer King Builders! Patrick has a storytelling approach to his sales that starts with a strict qualification. He also has built a strong social media following so his customers are primed before they get to the sales team. Also hear about how Patrick exited the top sales position by going cold turkey! He has now built a sales team that slings 10’s of millions every year in custom trailer builds.
Doug sits down with Patrick Bolanos, owner of Trailer King Builders! Patrick has a storytelling approach to his sales that starts with a strict qualification. He also has built a strong social media following so his customers are primed before they get to the sales team.
Also hear about how Patrick exited the top sales position by going cold turkey! He has now built a sales team that slings 10’s of millions every year in custom trailer builds.
You can reach Patrick on insta
check out his youtube channel!
https://youtube.com/c/TrailerKingBuilders
00:00:31:50 - 00:00:47:44
Speaker 1
But this morning. So we're in we're in Scottsdale, Arizona, myself. We're here for the we did the PGA trip. So that that's the cool. That's the cool way to say it now. PGA Tour.
00:00:47:46 - 00:00:48:17
Speaker 2
What is that?
00:00:48:19 - 00:00:50:02
Speaker 1
This is my third. It's my third.
00:00:50:02 - 00:00:51:59
Speaker 2
One. Oh. Private trip.
00:00:52:14 - 00:01:15:54
Speaker 1
But it's like a low key way to say. Okay. Right. Yeah. So Ryan sells these seats on his private jet or whatever. And then, you know, with this trip, we got lucky because there was the millionaire meet up yesterday. Yep. Then we got Coach Econ today and tomorrow. When you see Ryan speak tomorrow. And so he decides that we're going to go hike Camelback Mountain.
00:01:16:17 - 00:01:22:47
Speaker 1
And if you guys haven't been to Carmel Mountain before, it's not a walk.
00:01:23:17 - 00:01:28:01
Speaker 2
Well, nobody knew what we were getting into. Yeah, we just said, okay, we'll go. Yeah. Yeah.
00:01:28:33 - 00:01:37:33
Speaker 1
And so I had these hundred and $50 project rock shoes on, and you had some $200. But sweet kicks.
00:01:37:34 - 00:01:39:42
Speaker 2
Yeah. My ride. The shoes that I put up.
00:01:39:57 - 00:01:49:36
Speaker 1
For those, we took those things up. So anyways, guys, this is Patrick Bolanos with the trailer King.
00:01:49:46 - 00:01:50:40
Speaker 2
Trailer King Builders.
00:01:50:40 - 00:02:07:25
Speaker 1
Trailer King Builders. Sir, we've known each other for a while now, and one of the things that I've really appreciated is your content. You guys are probably killing it more than anybody that I've seen on on the content side. Thank you. Where did that where does that come from?
00:02:08:21 - 00:02:11:53
Speaker 2
It comes from one, you know, we got to create our.
00:02:11:53 - 00:02:15:00
Speaker 1
Machine, right? Right.
00:02:15:24 - 00:02:18:49
Speaker 2
The business does not exist if we can't generate sales.
00:02:19:00 - 00:02:19:21
Speaker 1
Mm hmm.
00:02:19:50 - 00:02:21:49
Speaker 2
Sales is the most important part of any business.
00:02:21:54 - 00:02:22:16
Speaker 1
Right.
00:02:22:59 - 00:02:40:52
Speaker 2
And I've learned that I'm passionate about what I do. Mm hmm. Do you want to ask me four years ago that I would own a food truck manufacturing company? I would have said you were a. Yeah. And then I'd be passionate about it. But I found the passion in the people. So when you look at our content, it's not about my company or my or our company.
00:02:41:59 - 00:03:00:53
Speaker 2
It's about the customer. And so we focus on sharing our clients stories. Mm hmm. The more that I can share their stories so they can succeed, the more they can inspire others to started their own business. Yeah. So that's why we do it. That's why we, we, we do interviews, we put out videos, and it's all about them.
00:03:01:01 - 00:03:19:07
Speaker 2
Mm hmm. Has nothing to do with us, man. The only time they see my face is on their is when I'm walking around doing a live. Yeah. On the videos. I don't talk about how good we are. I don't talk about how bad we are because we be bad, too. Yeah, right. I just show them what's possible. I'd like to show what's possible.
00:03:20:37 - 00:03:24:50
Speaker 2
Give people ideas and let them go with it. Yeah. Let them know that we can help.
00:03:25:05 - 00:03:35:59
Speaker 1
It's cool content, too. Yeah, You know what I mean? Like sparks flying everywhere and these things getting built and everything. And then every now and then, you know, do y'all show these these food trucks and what they're making and all that?
00:03:36:05 - 00:03:36:43
Speaker 2
Oh, absolutely.
00:03:36:44 - 00:03:47:03
Speaker 1
Their stories and stuff. And that's the thing, too. I've realized that building your machine is done for me with Apexes. It's often the the prospect.
00:03:47:10 - 00:03:47:28
Speaker 2
Yeah.
00:03:48:00 - 00:04:09:09
Speaker 1
Right. So, so much of what I teach is about the impulso. Mm hmm. Taking someone from not even thinking about you to buy in your products. 10 minutes, 50 minutes later. Yeah, right. Yeah. And so that creates a very skilled salesperson. Yep. Right. But if you build that machine, by the time the prospect gets to your sales team.
00:04:09:10 - 00:04:09:48
Speaker 2
So over.
00:04:09:48 - 00:04:26:17
Speaker 1
It's over. So. Right. So I guess in your in your in your business history, you've been in sales before. Mm hmm. What have you seen is like the biggest difference between, you know, when you were selling something before and you're selling something now with your company and you've built that machine.
00:04:26:56 - 00:04:40:41
Speaker 2
So we have a sales meeting every week, 9 a.m.. And this past week, I felt like I had to remind our salespeople or our our dream builders. I like to call them.
00:04:40:41 - 00:04:41:17
Speaker 1
Nice.
00:04:41:17 - 00:04:45:31
Speaker 2
Because they're building a dream for other people. And I had to remind them that that's what they're doing.
00:04:45:38 - 00:04:45:56
Speaker 1
Mm hmm.
00:04:46:54 - 00:05:06:10
Speaker 2
They don't need to worry about closing the sale, talking about the product. Like Ed Mylett says, stories sell, facts tell. So we need to focus on the stories. Okay. When we talk to our clients, we need to understand why.
00:05:06:35 - 00:05:07:02
Speaker 1
Mm hmm.
00:05:07:20 - 00:05:27:39
Speaker 2
They came to us. What is the ultimate purpose behind wanting a food truck? Right. Do they want to improve their finances? Do they want to contribute to society? Mm hmm. Do they want to create something that was passed on from a family member? Maybe recipes that make them happy? Yeah. They just want to be happy, you know, because they'd love to be in the kitchen.
00:05:28:53 - 00:05:44:05
Speaker 2
The product itself has nothing to do with the process. In my perspective, yes, there is a product behind it, but there's purpose first. Right. Once you do that, it's the easiest. It's the easiest process to go through.
00:05:44:44 - 00:06:10:49
Speaker 1
So one of the things that I train on is, all right. Yes, you can give them, like you said, the facts, the figures, the numbers, the features and the benefits. But at the end of the day, you're selling them a lifestyle. Exactly. If you can come into a prospect's home on their phone in person, you know, whatever, however you sell and you can and you can basically paint that picture for them of this new lifestyle they're going to have because of your product.
00:06:10:50 - 00:06:22:59
Speaker 1
Yep. Then that's everything that that's the emotional piece of the sale. Yeah. And they don't get me wrong. Every customer is different and some people like to get sold different ways, right?
00:06:23:01 - 00:06:23:40
Speaker 2
Oh, absolutely.
00:06:23:51 - 00:06:26:52
Speaker 1
But everybody needs some of that sprinkled in on top.
00:06:27:25 - 00:06:28:17
Speaker 2
Everybody.
00:06:28:17 - 00:06:28:54
Speaker 1
Everybody.
00:06:28:55 - 00:06:39:35
Speaker 2
Yeah, everybody. I get them. I get all types of clients. Clients that know exactly what they're looking for. Mm hmm. They don't want to know anything about the specs. They give me the specs. Uh huh. Sure. We can do that.
00:06:39:39 - 00:06:39:59
Speaker 1
Yeah.
00:06:41:48 - 00:06:45:31
Speaker 2
But I always like to ask how important the project is to every client.
00:06:45:42 - 00:06:46:02
Speaker 1
Yeah.
00:06:46:03 - 00:06:47:26
Speaker 2
Why is it important to them?
00:06:47:28 - 00:06:48:56
Speaker 1
Yeah. You need to find their way.
00:06:49:12 - 00:07:06:42
Speaker 2
I need to find out. Yeah, because I want to know how I can help you. At the end of the day, we're going to help. Mm hmm. So every client that comes through our door comes in with a dream of owning a food truck, And that's what we're there to do. We're going to help you obtain that dream.
00:07:07:04 - 00:07:07:24
Speaker 2
That's it.
00:07:07:36 - 00:07:08:14
Speaker 1
That's beautiful.
00:07:08:16 - 00:07:09:31
Speaker 2
Yeah. Thank you.
00:07:09:46 - 00:07:29:00
Speaker 1
So let's talk about the tactical stuff with your your sales team. Now, you've gone through a lot of growing pains in building the sales team. Yes. And you and I have had a lot of conversations about it and stuff. And so I've always been very intrigued. Wanted to visit you in Florida some time and just kind of check out your operation and everything, because that's me, right?
00:07:29:00 - 00:07:45:17
Speaker 1
I have all my principles and the things that I do and the structure and everything. Yep. But I want to I want to learn from other people, too. Yeah. In different industries as well. I mean, sales is universal, right? But, you know, even if you just want learn one little thing by visiting your friend that has a sales team.
00:07:45:17 - 00:07:51:00
Speaker 1
But anyways, getting back to yours, how did how did it start? You're no longer the salesperson.
00:07:51:54 - 00:07:53:57
Speaker 2
So, yeah, I was the salesperson for a long time.
00:07:53:58 - 00:07:54:21
Speaker 1
Yeah.
00:07:54:21 - 00:08:07:07
Speaker 2
For the first three years, me and my business partners, we would be the ones that were selling and I created my compensation around that. Okay. One to keep me. Yes. Is my company. I'm already motivated.
00:08:07:09 - 00:08:07:34
Speaker 1
Right.
00:08:07:38 - 00:08:12:46
Speaker 2
But I would create my compensation around sales as well. So I would make a commission on every sale that I would make.
00:08:12:46 - 00:08:13:23
Speaker 1
Absolutely.
00:08:13:24 - 00:08:27:27
Speaker 2
And I've obviously I was the fucking top salesman every single month. Yeah, because it's your baby. Yeah. Part owner or majority owner or whatever. And then I'm all in on my business. I'm all in because I'm passionate about it. So.
00:08:27:55 - 00:08:37:33
Speaker 1
So let me let me pause there for a second, because there's so many people in that phase right now where they're the top salesperson of the company. Yeah. Because they're the only salesperson. Yeah, right.
00:08:37:34 - 00:08:37:54
Speaker 2
Yep.
00:08:38:36 - 00:08:47:26
Speaker 1
And because they're so passionate about their business, they don't want to give that to anybody else. Yeah, but I'm. I'm guessing the next piece is you recognizing that you had that.
00:08:47:37 - 00:09:07:11
Speaker 2
It's counterintuitive because. Because you don't realize and and this is why I have coaches, right? Like, I would have this conversation with Thomas and he he basically asked me. Pat yeah you can you can go 100%. You're going to give 100% all the time. But that's only one person and 100%. What if you had four people at 60%?
00:09:07:33 - 00:09:22:25
Speaker 2
Yeah, that's 240% and you're still at 100 and both like ball. Right. Absolutely. Light bulb. So yeah. So I shut down immediately. I took the entire process off my off my desk. How did you.
00:09:22:25 - 00:09:22:59
Speaker 1
Do that Cold.
00:09:22:59 - 00:09:37:19
Speaker 2
Turkey. I just cold turkey said I wasn't the one. So we had another salesperson and a couple more. So three at the time that would still, you know, have the process, but I would still be getting leads. I would still get lead.
00:09:37:24 - 00:09:37:49
Speaker 1
Oh, gotcha.
00:09:38:03 - 00:09:43:38
Speaker 2
And they get evenly distributed in a round robin. Right. And I just took myself off the list.
00:09:44:06 - 00:09:55:41
Speaker 1
Let me ask you, so you how did you take what's in here? Because that's where the magic happens, right? And in here, obviously. How did you take this and put it in front of the salespeople so they could execute like you do?
00:09:55:46 - 00:10:04:53
Speaker 2
So I record videos. I recorded Zoom calls of sales calls that I had so they could listen to how I would handle the call.
00:10:05:52 - 00:10:07:43
Speaker 1
Why wasn't your instinct to train them one on one?
00:10:08:21 - 00:10:09:10
Speaker 2
My instinct?
00:10:09:20 - 00:10:11:01
Speaker 1
Why? Why didn't you just start training them.
00:10:11:01 - 00:10:12:33
Speaker 2
One on one? I don't know. I just wanted.
00:10:12:33 - 00:10:14:26
Speaker 1
To get them next to you on a call.
00:10:15:00 - 00:10:37:04
Speaker 2
I could have done that, I guess, but I just recorded calls, and then I sent them the videos. And then I have a coaching call or a sales meeting every week. I don't discuss. Hey, how many leads do you have or how many customers are you looking at? No, it's it's a sales. It's a it's a coaching. It's a coaching call where we discuss tips.
00:10:37:24 - 00:10:43:25
Speaker 2
I brought in Eric Sanchez to talk to the team about how to improve their numbers, how to improve their sales.
00:10:43:30 - 00:10:44:53
Speaker 1
Erickson Master salesperson.
00:10:44:57 - 00:10:53:08
Speaker 2
Yes, he is. He's awesome and he did a great job. Yeah, bro, Not everybody's cut to be in sales, dude. Yeah, I have people that underperform.
00:10:53:24 - 00:10:53:45
Speaker 1
Mm hmm.
00:10:54:21 - 00:11:04:38
Speaker 2
I have people that overperform. Right. Absolutely. It all comes down to how fast can you realize that you can help somebody?
00:11:05:05 - 00:11:05:21
Speaker 1
Uh huh.
00:11:05:48 - 00:11:21:16
Speaker 2
The faster you can realize once you're on a call, like I'm going to give you a little story. Back then when we started, right? Yeah, we were. We would take clients every single time and we would spend an hour, an hour and 15 minutes with every client, regardless if they were tired kickers or not. Dudes.
00:11:21:45 - 00:11:22:52
Speaker 1
It's a long SL.
00:11:22:52 - 00:11:24:45
Speaker 2
It's a long us waste of time.
00:11:24:47 - 00:11:25:06
Speaker 1
Yeah.
00:11:25:44 - 00:11:32:16
Speaker 2
Until we realized, dude, ask the right questions from the beginning. Understand?
00:11:32:31 - 00:11:32:49
Speaker 1
Mm hmm.
00:11:33:30 - 00:11:34:31
Speaker 2
If they're really there.
00:11:34:53 - 00:11:35:11
Speaker 1
Mm hmm.
00:11:36:17 - 00:11:41:10
Speaker 2
And we can help. And your sales will increase automatically.
00:11:41:45 - 00:11:49:34
Speaker 1
So you went from just doing what came natural? Mm hmm. To. To saying, okay, we need a process.
00:11:49:54 - 00:11:50:44
Speaker 2
We need a script.
00:11:50:53 - 00:11:51:41
Speaker 1
We need a script.
00:11:51:41 - 00:11:56:20
Speaker 2
We need a script. And what were. What is that script look like in our industry?
00:11:56:31 - 00:11:56:52
Speaker 1
Mm hmm.
00:11:57:00 - 00:12:11:03
Speaker 2
What emotions are tied to our product? How can we identify that? We have somebody that is worth talking to, And I don't want to underplay. Everybody that comes to my door is not going to get the attention that they deserve.
00:12:11:25 - 00:12:11:43
Speaker 1
Right.
00:12:12:19 - 00:12:21:38
Speaker 2
But I'm going to I'm going to ask you three questions to let me know where you're at. And if you're not at the place where you're ready, I will let you know. Listen, I don't think you're ready.
00:12:21:40 - 00:12:24:43
Speaker 1
You didn't write my training. The same thing I do. Three questions.
00:12:24:59 - 00:12:27:07
Speaker 2
Is the qualify three questions qualified?
00:12:27:09 - 00:12:28:22
Speaker 1
All right, so walk me through it.
00:12:29:24 - 00:12:34:29
Speaker 2
What? First of all, I need to know why they're there. The first question is why? What's.
00:12:34:54 - 00:12:35:52
Speaker 1
I love barbecue.
00:12:36:19 - 00:12:46:25
Speaker 2
You love barbecue? Okay. And how long have you been thinking about creating a business behind ten years. Ten years is a long time, man. Yeah. What's been holding you back?
00:12:48:04 - 00:12:49:30
Speaker 1
I run another business.
00:12:49:54 - 00:12:52:05
Speaker 2
So you think you have time to run this business?
00:12:52:07 - 00:12:54:20
Speaker 1
I do. I exited the business.
00:12:54:32 - 00:12:58:10
Speaker 2
So how important is this new business for you?
00:12:58:33 - 00:13:00:30
Speaker 1
I'm super passionate about seeing people.
00:13:00:57 - 00:13:01:51
Speaker 2
You love, feed people.
00:13:02:18 - 00:13:03:39
Speaker 1
And my house is the house.
00:13:03:50 - 00:13:08:39
Speaker 2
Awesome. So have you created a business plan behind it? Are you ready to rock or.
00:13:08:46 - 00:13:12:33
Speaker 1
I just want to jump in and smoke some meat.
00:13:12:33 - 00:13:16:09
Speaker 2
And are you familiar with the cost of concession trailers and food trucks?
00:13:16:41 - 00:13:18:06
Speaker 1
I'm guessing like 30 grand.
00:13:18:22 - 00:13:27:37
Speaker 2
30 grand? Yeah. Okay. How do you plan to fund that project? Cash. Cash? Awesome. So let me show you what we have in the back.
00:13:27:37 - 00:13:29:22
Speaker 1
And so that's a lay down.
00:13:29:24 - 00:13:31:31
Speaker 2
That's it? Pretty much. You got cash.
00:13:31:31 - 00:13:36:48
Speaker 1
Let's go. So it's. It's. Why are you doing this? Why? Then what was the second one? I missed my.
00:13:36:48 - 00:13:55:35
Speaker 2
Second one was how. How important is this project to you? Okay. Yeah. And then I need to know if. If you know. If you know how much funding. Yeah. How much? How much You could not know how much they cost and said $5,000. And my next one said sorry. So yeah, so our product.
00:13:55:35 - 00:13:57:32
Speaker 1
You put a barbecue pit on trailer for that. Yeah.
00:13:57:52 - 00:14:13:18
Speaker 2
I'll get you a barbecue pit. Not a trailer. Yeah. Yeah. We can start with, with, with it. So. So then I have to show you. Okay. It's. You know what? Our investments are going to be somewhere in between 35 to $55000. What do you think about that? Mm hmm. If you start at five and then you tell me.
00:14:13:18 - 00:14:24:14
Speaker 2
Oh, no shit. That's, like, way out of my budget. Okay, cool. Here's a little brochure. Go to our website and get some information and come back when you're ready. What about.
00:14:24:14 - 00:14:25:47
Speaker 1
What about financing? Do you guys finance?
00:14:25:48 - 00:14:41:28
Speaker 2
We do. We do. So part of the question is, how do you plan to fund your project? Figure out how much you have to put down. Right. And then if someone doesn't have cash or they do, I have some that put down some answers. Ah, I have some to put down. And I need to find I need to find some financing.
00:14:41:30 - 00:14:48:58
Speaker 2
Oh, cool. Awesome. How good your credit. Yeah. Oh, my credit. 700. Okay, well, as you take home pay last year on your tax return.
00:14:49:48 - 00:14:51:43
Speaker 1
You already know those minimum qualifications.
00:14:51:43 - 00:15:04:24
Speaker 2
I do. So I know where to send them. Mm hmm. Okay, Another great question is, is this for a new business or an existing business for you as a brand new business? So I know I have to go a route where I can get you approved by a lender for a new business.
00:15:04:24 - 00:15:05:30
Speaker 1
A new LLC? Yeah.
00:15:06:05 - 00:15:07:00
Speaker 2
But if you're an existing.
00:15:07:00 - 00:15:12:06
Speaker 1
Business, you do. You find yourself explaining to them how to set up an LLC?
00:15:12:32 - 00:15:34:44
Speaker 2
I do, yeah. Yeah. Sometimes I've like on Friday I showed a guy how to log into the Texas Associates website and do it for themselves because they go out and they pay 500 bucks. Okay. Yeah. I'm a savvy business person. I learned to do it. I'm not saying everybody does it. You reach out to a CPA, somebody that knows or an attorney that can help you.
00:15:34:56 - 00:15:38:07
Speaker 2
Right. But if all you need is a single member LLC.
00:15:39:04 - 00:15:39:37
Speaker 1
You're it.
00:15:39:46 - 00:15:42:49
Speaker 2
You're it. Yeah. Go to the website. It cost $300.
00:15:42:53 - 00:15:43:16
Speaker 1
Mm hmm.
00:15:43:45 - 00:15:48:43
Speaker 2
Instead of paying somebody 500 and $600 to do the exact same thing you're going to do online. That's it.
00:15:48:54 - 00:16:09:03
Speaker 1
Absolutely. Very cool. All right. So that's qualify. You know they're qualified now. Mm hmm. So but all right, we're going on to the presentation, and now you have their y you understand why it's important to them? Yep. So do you guys. Then I show you that we've that into the presentation.
00:16:09:03 - 00:16:14:42
Speaker 2
Then I take you and I show you what we have on our shop floor. You don't get to see what's on our shop floor until I qualify to.
00:16:14:42 - 00:16:15:13
Speaker 1
You, Right?
00:16:15:27 - 00:16:21:25
Speaker 2
Because I'm not going to spend another 15, 20 minutes walking you around the shop. Yeah. Showing you other people's build outs.
00:16:21:32 - 00:16:21:54
Speaker 1
Right.
00:16:22:12 - 00:16:25:28
Speaker 2
Until I know that you are a qualified buyer.
00:16:25:28 - 00:16:26:22
Speaker 1
If it's a phone.
00:16:26:22 - 00:16:28:15
Speaker 2
So if it's a phone sale.
00:16:29:27 - 00:16:31:17
Speaker 1
Because you do, you do a lot of business all over the nation.
00:16:31:17 - 00:16:42:12
Speaker 2
We do. We do, Yeah. It works the same. It works the same. So the question face time or. Yeah, face time leads to showing you pictures, videos.
00:16:42:12 - 00:16:42:28
Speaker 1
Yeah, of.
00:16:42:28 - 00:16:50:22
Speaker 2
Course. Yeah. Yeah. Makes more sense. So on Google Drive, we have a marketing folder with every every single build out. We've done it. Share it. Yeah.
00:16:50:22 - 00:16:53:45
Speaker 1
Very cool. So what's the closing line?
00:16:55:14 - 00:16:56:35
Speaker 2
Are you ready to move forward?
00:16:57:55 - 00:16:59:07
Speaker 1
Open ended, closed.
00:16:59:20 - 00:17:18:00
Speaker 2
So you know what I like the other day I have a guy that he's so this is the final version of what we've been discussing, Right? In order to move forward, we're going to sign a contract. And would you like me to send it to you? Yeah. Boom. Yeah. Go ahead and send the contract. I know he's ready.
00:17:18:18 - 00:17:37:25
Speaker 1
So. So obviously, my my sales are all impulse, so I'm going to give you basically the straight line way to get to that, you know what I'm saying? And so my, my instinct is always not to ask open ended questions. Are you ready to move forward because you started out. So my whole thing is processing.
00:17:37:36 - 00:17:37:52
Speaker 2
Yeah.
00:17:37:52 - 00:17:53:13
Speaker 1
Instead of closing. Yep. You know what I mean? So it's all right. I'm asking you this email and then you need to fill this, this, this out or whatever, or thought the application for the financing, whatever the case is, I'm just moving forward in the process. If they have an objection, if they're not ready and it's going to come up, then yeah, I'm saying.
00:17:53:40 - 00:18:14:44
Speaker 1
And so what'll happen is you'll have a little more cancels. That'll happen. You'll have a little more chargebacks because you didn't give them an opportunity to say yes, but you will have more sales overall. Got it. You know what I mean? And so that's always and granted, look, the higher ticket or the higher this is their whole business.
00:18:15:08 - 00:18:36:03
Speaker 1
They can't do their business for those food truck. Yep. You know what I mean? So you can ask open ended questions because you guys have been putting all this together for the past 30 minutes or whatever the case is. So it gets easier as the product gets more intense. Yeah, but when you're dealing with things like you know, TV and Internet and, you know, even solar, solar is a very economical sale.
00:18:36:12 - 00:18:45:07
Speaker 1
So it's non-emotional. No, I'm saying so, you know, unless you're very green oriented, right. Yeah. Yeah. And then it's an easy or so.
00:18:45:07 - 00:18:51:40
Speaker 2
So like I said on the plane over, we are selling something that people want right? Right.
00:18:51:50 - 00:18:52:14
Speaker 1
Mm hmm.
00:18:52:57 - 00:19:04:15
Speaker 2
They it's a lot easier when they want this product. Exactly. So I can ask if you're. So I did all we did all this work already. Yeah. The next step is signing a contract, putting down a deposit. Are you ready to move forward?
00:19:04:15 - 00:19:06:19
Speaker 1
And they heard what it was going to cost early on.
00:19:06:19 - 00:19:06:44
Speaker 2
They already.
00:19:06:44 - 00:19:08:03
Speaker 1
Know that. Objection.
00:19:08:12 - 00:19:08:32
Speaker 2
Yeah.
00:19:08:50 - 00:19:10:14
Speaker 1
Price doesn't come back.
00:19:10:31 - 00:19:25:15
Speaker 2
If they do like, say something along the lines of. You know what? It's 57. My budget was 55. I'll be like, okay, if we do 55, are you ready to sign right now? Yeah. Yes. Perfect. Let's go.
00:19:25:37 - 00:19:28:49
Speaker 1
So what do you do? You just take a piece off or something like that or.
00:19:28:49 - 00:19:31:13
Speaker 2
I don't take a piece off. No, you just drop it. Yeah, drop it.
00:19:31:14 - 00:19:33:30
Speaker 1
The fact that it was a deal for two grand.
00:19:33:33 - 00:19:39:08
Speaker 2
No, it was a deal for two grand. But don't publish this.
00:19:39:08 - 00:19:42:06
Speaker 1
That's the thing. You're going to get a call a little bit. I heard 55.
00:19:42:06 - 00:19:44:31
Speaker 2
Yeah, Yeah, I meant 105. Mm hmm.
00:19:45:51 - 00:19:53:47
Speaker 1
So going back to the time when you started System izing your sales. Yeah. So you literally wrote a script. Was this a word? Was it a.
00:19:53:58 - 00:19:54:56
Speaker 2
It's actually an Excel.
00:19:55:03 - 00:19:56:02
Speaker 1
It's an Excel. Yeah.
00:19:56:04 - 00:19:57:36
Speaker 2
Okay. It's just a list of questions.
00:19:57:56 - 00:20:00:12
Speaker 1
Huh? Why? So I'm kind of curious now.
00:20:00:14 - 00:20:07:18
Speaker 2
I put it on Google sheets one day, just wrote them out with objections and things, and then I just sent it to every sales.
00:20:07:29 - 00:20:08:45
Speaker 1
Is that the case now?
00:20:08:57 - 00:20:10:25
Speaker 2
Yeah, I still have it. There. Haven't changed it.
00:20:10:58 - 00:20:11:35
Speaker 1
Holy shit.
00:20:11:35 - 00:20:11:55
Speaker 2
Yeah.
00:20:12:20 - 00:20:12:56
Speaker 1
That's crazy.
00:20:12:56 - 00:20:13:47
Speaker 2
I just left it there.
00:20:14:05 - 00:20:18:24
Speaker 1
So one of the things that I teach is script on the front. Mm hmm.
00:20:19:14 - 00:20:20:53
Speaker 2
Objections on the back and how to.
00:20:20:53 - 00:20:50:48
Speaker 1
Overcome them on the back. Right. And so but it's you really getting into like, the when I talked about weaving the qualification answers into the presentation. Yeah. And it makes it a custom presentation for them. Yep. You know what I'm saying. Yeah. To where you're not telling them features and benefits that apply to everybody. You're, you're specifically, hey, this is how this is the smoker you're going to use because you're not going to do longer than four hour smoke, Correct?
00:20:50:49 - 00:20:58:12
Speaker 1
This is the one. Yeah. I'm saying whatever the case is, obviously you have to have a lot of product knowledge. So how do you how do you teach that part? The product knowledge.
00:20:58:12 - 00:21:09:06
Speaker 2
Part the product knowledge part we discuss in our weekly meetings. So for example, we'll go into the the most important part of every build out is space. Okay? We understand that.
00:21:09:22 - 00:21:09:42
Speaker 1
Yeah.
00:21:10:49 - 00:21:23:36
Speaker 2
If a client understands what they want to serve, right, they know exactly what their menu is going to be. You said you're passionate about barbecue. Okay, We're going to discuss your menu at one point in time. Okay. So what's your menu? What do you want to serve? Have you thought about it?
00:21:23:36 - 00:21:24:27
Speaker 1
Chicken and ribs.
00:21:24:38 - 00:21:33:30
Speaker 2
Okay. How are you going to prepare the chicken? How are you going to serve the chicken? You're going to need an oven. Are you going to need a griddle? We're going to need a fryer. Are you going to serve any sides that require this type of equipment.
00:21:33:41 - 00:21:36:08
Speaker 1
Smoker and potato? So that's made the day before.
00:21:36:08 - 00:21:51:04
Speaker 2
Okay. You're going to probably need you bring in you need some burners to boil the potatoes and prepare the the potato salad and stuff like that. So I understand what equipment right. Is going inside. Mhm. And I lost my train of thought. I don't know where we were going with this.
00:21:51:20 - 00:21:52:37
Speaker 1
Well the product knowledge piece.
00:21:52:39 - 00:21:54:59
Speaker 2
Product knowledge. Okay. Spacing and understanding the menu.
00:21:54:59 - 00:21:55:32
Speaker 1
Right.
00:21:55:32 - 00:22:01:24
Speaker 2
Okay. The product knowledge is really simple. It's commercial cooking equipment.
00:22:01:31 - 00:22:02:20
Speaker 1
Mm hmm. Okay.
00:22:04:00 - 00:22:27:18
Speaker 2
We have videos. We have websites that I ask my salespeople to go to. Okay. If you don't know what the product is. Yeah, there's a huge website. It's a huge restaurant supply store. We're essentially building mobile restaurants. So we we take we cheap and we go to these restaurant supply stores to read specs sheets, understand what the requirements are.
00:22:27:18 - 00:22:46:11
Speaker 2
So in a trailer or in a mobile unit, you're either going to run things on propane or electric, right? If they want everything electric, you know, you're going to need a ton of power. Yeah. That it's not very efficient, right? So you got to make sure to make sure that everything that they put to cook or to keep it warm is propane because it's super efficient.
00:22:46:16 - 00:23:04:54
Speaker 2
Yeah. So those basics are like super simple. There's not like it's not very complicated. Yeah, right. So teaching it was simple. Like I have a video on the on Loom, which I sent to all new salespeople, all explaining this portion.
00:23:05:19 - 00:23:07:25
Speaker 1
Yeah. I'm hearing more and more about noon. Yeah.
00:23:07:52 - 00:23:08:12
Speaker 2
Yeah.
00:23:09:33 - 00:23:19:55
Speaker 1
You know, we do all of our training right now in person. We, you know, we've done some digital training on like, think IFIC and stuff like that, but I think I need to check out Learn.
00:23:20:42 - 00:23:23:51
Speaker 2
It's just a record. It'll record your, your, your screen.
00:23:23:58 - 00:23:24:17
Speaker 1
Mm.
00:23:25:06 - 00:23:33:17
Speaker 2
Absolutely. With video and sound. So it's awesome. That's how I took every task off my, off my table. Dude.
00:23:34:13 - 00:23:58:37
Speaker 1
Dan? Dan the roofing man. Yeah. Swears by it. He'd talk to me about 15 for 15 minutes last night about it, so I might have to incorporate that into my consulting and my training as well. So we have a foundational product knowledge, whether it be on solar or AT&T B2B doesn't matter. Yeah, we have an orientation that we put them through, right?
00:23:58:46 - 00:24:18:40
Speaker 1
That orientation is going to contain the basics of the sale. The script, overcoming objections, all that type of stuff and the second pieces of it, it's going to contain a focus product. And I like starting with a focus product because this is probably going to be your your high margin.
00:24:18:51 - 00:24:20:11
Speaker 2
What's a focused product?
00:24:20:11 - 00:24:22:01
Speaker 1
So a focused product is what you teach them.
00:24:22:01 - 00:24:22:52
Speaker 2
First got it.
00:24:22:52 - 00:24:33:03
Speaker 1
This is the package to put together. Yeah, this is this is what we sell 50, 60% of the time. And in in our case it was 90% of the time. Yeah. We sold every customer the same package right.
00:24:33:03 - 00:24:34:29
Speaker 2
All my shit is customized so.
00:24:34:29 - 00:24:34:58
Speaker 1
Right.
00:24:35:00 - 00:24:36:37
Speaker 2
Everybody is doing something different.
00:24:37:00 - 00:24:40:14
Speaker 1
Right? And so but there's something in there.
00:24:40:27 - 00:24:42:51
Speaker 2
You know, they're all in the same lane, so.
00:24:42:51 - 00:24:43:16
Speaker 1
Right.
00:24:43:18 - 00:24:45:09
Speaker 2
There's only four or five lanes they can come into.
00:24:45:27 - 00:24:57:52
Speaker 1
Right? So you find the average of all those and that's what you train on first. And then so you train on the focus product first and then you give them the other stuff in your sales training. And as you're developing them.
00:24:58:12 - 00:25:00:08
Speaker 2
To get them to get them quicker into like the.
00:25:00:43 - 00:25:20:46
Speaker 1
Yeah, the, the process. Gotcha. Right. Yeah. So they can get to the to the sale their first sale faster basically. Okay. And here's the whole thing. You can always pivot, you know, if they get asked a question that you haven't trained them on yet because your training processes six weeks, I mean you can't dump all that knowledge on them and one day know how to build a food truck.
00:25:20:47 - 00:25:27:39
Speaker 1
Yeah. No, I mean that's got to be especially a custom food truck, right? Yeah. So that's got to be. Do you have softwares that support this?
00:25:27:55 - 00:25:35:18
Speaker 2
Yeah, I have it where you can quote tool. Okay, so our clients create their own quotes. Oh that's another thing that when we implemented that.
00:25:35:25 - 00:25:38:45
Speaker 1
Show shit I can imagine.
00:25:38:59 - 00:25:46:16
Speaker 2
So we used to create the culture sales and getting to the point where the client saw the price.
00:25:47:12 - 00:25:47:44
Speaker 1
Before they even.
00:25:47:44 - 00:26:08:09
Speaker 2
Called, before they even called me was so when they called me, they had no idea what the price was like. But now everybody that calls me, we we send them to the actual first one. It all make sure that whoever calls me back or calls again already sees the price because they get a quote sent to our. So the email instantly.
00:26:08:09 - 00:26:21:49
Speaker 2
Yeah. And that was game changer. Game changer. So a lot of people don't like to show their prices. My competitors, my I don't know what or other or other industries.
00:26:21:49 - 00:26:34:26
Speaker 1
What it is is it's it's commission breath and not in a negative way because the commission breath is considered negative. Right. But what it is is that you're I mean, what did you say? You have 100, 100 trucks.
00:26:35:30 - 00:26:36:05
Speaker 2
To build out right.
00:26:36:05 - 00:27:02:56
Speaker 1
Now. You build out you get 100 trucks to build out. So you don't nothing. You don't have time. Right. But when you lead, a prospect comes to you there 101. You know what I mean? So it's like you got to make sure they're not wasting your time Exactly. As a company. Right. You know, now, if I only had ten trucks to build out, I'm going to want to use my salesmanship now, if the quote or disqualifies them right away.
00:27:02:56 - 00:27:10:47
Speaker 1
Yeah. And I don't get to sell them on the dream. Yeah, I'm spending 20 grand more than the original budget was. Yeah. Then I don't want that. If I only have ten trucks lined up.
00:27:10:47 - 00:27:12:11
Speaker 2
Right. You want to talk to everybody?
00:27:12:11 - 00:27:35:38
Speaker 1
I want to talk to everybody. Yeah. I'm gonna sell my ass off. Yeah. And so I think that's where a lot of people get confused is like, Oh, I only want qualified leads. I said, Yeah, if you're busy, you only want qualified leads, right? But that 10% that you can get from slightly unqualified to qualified, whether it be some, you know, fancy footwork on the financing side.
00:27:35:38 - 00:27:50:06
Speaker 1
Yeah. Or maybe maybe lowering their expectations on what they're going to build out in the first food truck. You know what I mean? Maybe we can upgrade that later. Yeah. I got to imagine you'll do that all the time. Yeah. Like where we can add this on later or we can upgrade at the stainless steel later or something like that.
00:27:51:19 - 00:28:02:13
Speaker 1
And so there's this kind of area that you get to not get to play in, but you want to play in when you, you haven't built that machine and you don't have the leads. Would you see you'll get how many leads.
00:28:02:13 - 00:28:03:14
Speaker 2
A day but 40.
00:28:03:16 - 00:28:13:29
Speaker 1
50 fucking hey and your sales team is how big. Five day. That's a dream sales job. Yeah. Ten other leads is ten food truck leads a day.
00:28:13:32 - 00:28:13:52
Speaker 2
Yep.
00:28:14:26 - 00:28:33:21
Speaker 1
So. And we don't have to get too far into it because this is like. You know what I mean? You don't want everybody to see completely inside your business, but your salespeople. So some of the things that I walk through, you know, obviously we talked about the scripts, you know, that's that's the development piece, the product training, that's development, right?
00:28:33:44 - 00:28:37:34
Speaker 1
So, so compensation can you guys make six figures.
00:28:38:30 - 00:28:38:46
Speaker 2
Yeah.
00:28:39:13 - 00:28:40:47
Speaker 1
And how many trucks they have to sell.
00:28:41:35 - 00:28:50:40
Speaker 2
At six figures, they probably have to sell five or six total a month.
00:28:51:00 - 00:29:08:46
Speaker 1
Oh, a month. Okay. Yeah. I was like, Damn, I'm going to go sell some food trucks. Yeah. No, let me see. Yeah. Because I feel like with the way things are going with inflation, then, I mean. Yeah. And with quality salespeople.
00:29:09:01 - 00:29:17:15
Speaker 2
So I'll give you a number how much I was averaging. Okay. I was averaging 12 to 15 a month myself. Yeah. Yeah.
00:29:17:42 - 00:29:19:43
Speaker 1
And you probably weren't even getting 40 leads a day back then.
00:29:19:43 - 00:29:24:20
Speaker 2
No. Yeah. No, I wasn't getting 40 leads a day. Yeah. Basically closing the people in my inbox.
00:29:24:39 - 00:29:25:46
Speaker 1
Exactly.
00:29:25:46 - 00:29:39:49
Speaker 2
That was so I know they can do 12 at a minimum. If they do 12, they're making over $150,000 a year. Beautiful. My my best sales person right now drives a Porsche.
00:29:40:16 - 00:29:40:34
Speaker 1
Mm.
00:29:40:52 - 00:30:05:11
Speaker 2
I told you guys this in the place. Yeah, yeah, yeah. He one day showed up after driving like a frickin old Mazda. I don't know. Yeah. So it shows up in a Porsche Panamera is like damn dog. That's all right. That's a beautiful car. Yeah, but the most fulfilling part for me was knowing that his mindset was in the right place.
00:30:05:30 - 00:30:21:38
Speaker 2
And he thought of himself so highly, like he was so confident in his abilities and his belief that that car for him just levels him up. Yeah, I want them to keep going.
00:30:21:50 - 00:30:22:35
Speaker 1
Yeah, absolutely.
00:30:22:35 - 00:30:22:52
Speaker 2
Yeah.
00:30:22:58 - 00:30:38:45
Speaker 1
So there's two schools of thought, right? As a sales manager and owner of a business that has a sales team and the one school of thought is I want you to go out and lease things you can't afford and buy things you can't afford, right. Because then you're going to be here every day trying to pay for it.
00:30:38:52 - 00:30:43:18
Speaker 1
Yeah, right. Yeah. The other school of thought is like, you deserve that.
00:30:43:18 - 00:30:43:30
Speaker 2
Yeah.
00:30:43:30 - 00:31:03:28
Speaker 1
Because you worked your ass off. Yeah, you know what I mean? And I got to imagine half your sales meeting is product sales, training, stuff like that. I got to match. The other half is mindset. Yep. And teaching them everything we learn in these conferences and bringing it back to them. Yes. You know, I'm saying like, what are we what are we paying all this money for to be part of Apex to be part of.
00:31:03:28 - 00:31:12:10
Speaker 1
I think you're in Avengers. Yup. Right. And the other things that we go to and we do, you know what I mean? Like winning the closer contests and congrats on that.
00:31:12:10 - 00:31:14:42
Speaker 2
Thanks to Thank you We got to sell that dream.
00:31:14:42 - 00:31:15:33
Speaker 1
Do Yeah fuck.
00:31:15:33 - 00:31:16:30
Speaker 2
Yeah we got to sell that.
00:31:16:30 - 00:31:16:55
Speaker 1
Dream.
00:31:17:57 - 00:31:31:35
Speaker 2
So part of selling the dream is getting that sales part for me, selling them on the dream, on how far they can go to. I want people that want to go as far as I want to go. And my dream is so big, they're going to fit right underneath that.
00:31:31:35 - 00:31:36:44
Speaker 1
Imagine if you told him on day one that, Hey, you're going to be from from working. How long has he been there?
00:31:36:55 - 00:31:39:57
Speaker 2
He's been three or four years. He's been with us for a while. Yeah.
00:31:40:27 - 00:31:43:20
Speaker 1
They one of these days you're gonna buy 100,000 other car.
00:31:43:21 - 00:32:01:17
Speaker 2
He probably. And believe it. Yeah. If I were told three years ago he wouldn't believe it. Hell, no. No, he wouldn't believe that. But I kept telling him, well my guys because we got sales people, we got, we got people that work in the warehouse. Yeah, that will work out doors. If you ever been in Houston, in the middle, in the middle of summer, bro.
00:32:01:17 - 00:32:03:03
Speaker 1
Dude, humans, the humidity's.
00:32:03:03 - 00:32:07:45
Speaker 2
Insane and work on a fucking trailer that gets to like 170 degrees.
00:32:07:45 - 00:32:08:19
Speaker 1
Inside the.
00:32:08:21 - 00:32:27:23
Speaker 2
Conference. No, not yet. What if it's not? Yeah. What are the CS? Not in there. Yeah. Yeah, it can, it can rock you and say Why am I doing this. Yeah. But I would go out one participant and what they were doing right to see us out there. Right. Because I can't be sitting in my office and they see all day Well they're fucking getting their sweat down.
00:32:27:23 - 00:32:45:04
Speaker 2
Yeah. Right. But part of my job was to walk around and let them know, Hey, guys, this isn't it for us. Yeah, we're not going to. You're not going to be working underneath these conditions very long. We're going to have a warehouse. We're going to have a warehouse. We're going to be comfortable. You're going to get paid more.
00:32:45:29 - 00:33:09:33
Speaker 2
You're going to go farther in life. You want a house? We'll help you buy a house. Yeah. You want to improve whatever you want to improve, You want to learn English. You want to you want to us because we have a we have some guys that, you know, they their English is really bad. Yeah. Because there's a lot of Hispanic community in, in the Houston area and they're here and they want to improve themselves.
00:33:09:58 - 00:33:29:09
Speaker 2
So we want to help them and we're gonna help them do that. And they stuck with us. The people, the ones that have stuck with us for the since we there's a lot of people that have left. Yeah. But there's five guys that have been core production guys. Yeah. Production guys that have been with us from the beginning.
00:33:29:09 - 00:33:37:42
Speaker 2
These guys are making six figures easily. Wow. And we sold them on the dream every single day. And they.
00:33:37:42 - 00:33:38:05
Speaker 1
Stuck it.
00:33:38:05 - 00:33:43:20
Speaker 2
Out and they stuck it out and they then I showed them because I can't sell the dream.
00:33:43:23 - 00:33:43:44
Speaker 1
Right.
00:33:44:01 - 00:33:47:55
Speaker 2
For a while and then not really produce what I told them we were going to do.
00:33:47:57 - 00:34:15:13
Speaker 1
Yeah, right. So you're bringing up a really good point. One of the things that I talk about a lot is operations. Mm hmm. Right. And a lot of the sales company I work with don't own their own product. Right? Right. But you, you own your product. Yep. And so that's a big part of it, is you hire the sales team, you get all the sales numbers up, and then you're not you're not it's not telling you the dream to your production guys.
00:34:15:13 - 00:34:34:08
Speaker 1
Yep. So they're not invested and they're not giving you their best and they're turning over. And so your operations are shit, your fulfillment is shit. Yeah. Know I'm saying. Yeah. And so kind of going back to spending the money on development, if all we did was spend it on ourselves and we didn't take it home and give it to our people, yeah, then to me it's almost wasted.
00:34:34:15 - 00:34:55:44
Speaker 2
There's nothing in writing. Bonus checks, bro. Oh, hell yeah. There's nothing better than writing checks. I even did a post about it, I think about a year ago. Oh, our bonus checks. Like, because we give Christmas bonuses, we get monthly bonuses. Christmas bonus for 2018, 2019. I mean, fuck, I wish I could have been bigger, but yeah, but it wasn't.
00:34:56:22 - 00:35:02:32
Speaker 2
But then in 2020 I had a stack of checks about this big and I signed it myself personally.
00:35:02:32 - 00:35:02:58
Speaker 1
Yeah.
00:35:02:58 - 00:35:21:34
Speaker 2
And I wrote a personal note myself to every single person that got a Christmas bonus. And so that for me is the most fulfilling part from one seeing the success our salespeople are having and then seeing this success that our operations guys can have, too. Yeah, So it's one big circle that's beautiful.
00:35:21:34 - 00:35:23:40
Speaker 1
Really cool, man. And that's awesome.
00:35:23:40 - 00:35:24:00
Speaker 2
Yeah.
00:35:25:44 - 00:35:39:12
Speaker 1
I remember the the first round of bonus checks that I wrote, you know, and we were low, we were high speed, low drag. And so it was easy to write them, you know, and Yeah, and you're right, you do go through and you sign them individually. I have a stamp now.
00:35:39:58 - 00:35:40:45
Speaker 2
I have a steak too.
00:35:40:45 - 00:35:42:04
Speaker 1
But if, if.
00:35:42:28 - 00:35:44:24
Speaker 2
Those I, those I saw those I signed.
00:35:44:48 - 00:35:45:11
Speaker 1
100.
00:35:45:11 - 00:35:46:51
Speaker 2
Percent with my kids, you.
00:35:47:24 - 00:36:09:37
Speaker 1
Know that That's an awesome thing. So I guess tell us, you know, if we have anybody that has that frickin edge inside them, you know what I mean? They want and it isn't even in. Here's the thing, guys. Patrick is building or we're almost wrapped up with it. We're working with the design team right now. He's building a podcast trailer for me.
00:36:10:09 - 00:36:15:13
Speaker 1
So you're you're kind of venturing into other avenues now, too, so. So tell me a little bit about that.
00:36:15:35 - 00:36:37:20
Speaker 2
So I wrote a book and I can't remember the name of the book right now, but is basically goes down to sales again, right? Sales, the most important part of your business, if you want to increase your sales, you can either increase your prices or you can sell more of the same product, right? Or you can increase your product lines.
00:36:37:20 - 00:36:41:26
Speaker 2
Yeah, right. Without deviating too far from what we do.
00:36:41:43 - 00:36:42:02
Speaker 1
Right.
00:36:42:29 - 00:37:07:13
Speaker 2
I thought of products that, okay, how can I think of products that can one, not throw a wrench into our whole system, right. And make it super complicated. So I was at an event on a fly Friday or one and I wanted to record a podcast. Yeah. Mobile while I was there. And then I man, we have to find a space where I could bring my equipment.
00:37:07:34 - 00:37:08:42
Speaker 1
You have to do something like this.
00:37:08:42 - 00:37:30:16
Speaker 2
You got to put something together, a computer. And so I thought, why not build this studio and have it ready? And people can use it for events. People can use it for yeah, for whatever they need. And so I said, okay, let me go out and figure out how to build this thing. All I need is a trailer, okay?
00:37:30:17 - 00:37:43:47
Speaker 2
I need to figure out how I'm going to do the interior and what equipment do I need perfect. Profitability wise, does it generate as much profitability as a food truck? Probably not, but it's a whole lot easier to build. Yeah, takes a lot less time.
00:37:43:47 - 00:37:53:38
Speaker 1
And here's the thing. The trailer that you built because there's a TV in the background and you slap anybody's logo on it. Yeah, you're going to build the same one every time.
00:37:53:38 - 00:37:54:25
Speaker 2
Every single time.
00:37:54:34 - 00:38:01:44
Speaker 1
You know what I mean? You get the orders, right? But then you'll get your margins of order, you get the custom orders, you know, but those you can knock out.
00:38:02:25 - 00:38:03:01
Speaker 2
With eyes.
00:38:03:01 - 00:38:04:04
Speaker 1
Closed. Yeah, exactly.
00:38:04:04 - 00:38:10:29
Speaker 2
With our eyes closed like no. And how fast that. Well yours is basically done. Yeah. All we're waiting for is on camera equipment, stuff like that.
00:38:10:49 - 00:38:12:58
Speaker 1
You're waiting for stuff that you don't make, correct?
00:38:13:09 - 00:38:18:43
Speaker 2
Yeah. So we finished it in three days or something like that. So it's like, Hell yeah, let's go.
00:38:18:43 - 00:38:21:04
Speaker 1
Yeah, let's do that now. That's awesome.
00:38:21:34 - 00:38:40:20
Speaker 2
So I want to create that different product lines and I see myself as a manufacturing facility of different product lines that we can eventually get to be like the premier trailer builder. I don't know about tiny homes and things like that, but just things that are functional that people can use.
00:38:40:59 - 00:38:47:35
Speaker 1
Yeah, they could take their business on the road, right? Whether it be a podcast, whether it be a restaurant in any of the things you're thinking about.
00:38:47:48 - 00:38:57:03
Speaker 2
Trailer king builders, custom design and build. That is our name. Yeah. We're not a food truck, right? Specific company. That's is it our bread and butter?
00:38:57:12 - 00:38:58:30
Speaker 1
Yeah, that's the most popular product.
00:38:58:30 - 00:39:14:46
Speaker 2
It's our bread and butter. Yeah, but I think we can do other things. We can challenge ourselves to be the best in that industry. I'm not going to go and build a car or I'm not going to go and build some crazy thing, right? I'm not going to deviate from what we already do.
00:39:14:47 - 00:39:16:11
Speaker 1
If it's on a trailer, you want to.
00:39:16:11 - 00:39:16:54
Speaker 2
Build it, correct?
00:39:17:19 - 00:39:17:55
Speaker 1
That's awesome.
00:39:17:55 - 00:39:20:17
Speaker 2
Yeah. All right, Patrick, this has.
00:39:20:17 - 00:39:21:54
Speaker 1
Been really fucking.
00:39:21:54 - 00:39:22:53
Speaker 2
Cool. Awesome. Dude.
00:39:24:50 - 00:39:28:22
Speaker 1
I just want to congratulate you again for winning the The Closer contest. Thanks.
00:39:28:46 - 00:39:30:57
Speaker 2
About that, bro. So close the contest.
00:39:30:57 - 00:39:49:01
Speaker 1
So Patrick was on stage yesterday. Patrick is about to start getting offers for 2550 grand. Can't speak on stages. He frickin just impacted everybody. Last night at the Scottsdale event. So, yeah, it was really cool to see, you know, it it. It inspired me hugely. You. I mean, thank you. See, my friends do stuff like that, so it's really cool.
00:39:49:07 - 00:39:51:49
Speaker 1
Yeah. Where can people get a hold of you?
00:39:51:49 - 00:40:06:30
Speaker 2
I am on Instagram, all the social media. Patrick Bolanos on Instagram, Patrick Bolanos on Facebook. I have a YouTube channel for Trailer King Builders. If you guys are interested in learning more about food trucks, trailer king builders on all the platforms.
00:40:06:46 - 00:40:08:10
Speaker 1
And it's just entertaining too.
00:40:08:12 - 00:40:17:40
Speaker 2
Yeah. If you go down to Boston, just watch me like I walk. I walk the shop every day and I show people what's possible and I go live. You know what's funny? I mean, the I know we're closing up, but no good.
00:40:17:40 - 00:40:18:02
Speaker 1
Go ahead.
00:40:18:34 - 00:40:36:57
Speaker 2
But a lot of people said that I looked like a natural yesterday when I was on stage. And it may look that way, but I've been going live on Instagram and Facebook since 2018. Almost every day I talk to the camera. Yeah, I go around and I talk.
00:40:36:58 - 00:40:38:54
Speaker 1
Talk to this inanimate object.
00:40:38:56 - 00:40:59:07
Speaker 2
Yeah. And I inspire people and I use the same message that resonates with me. I give it out during during my walks. Right? So being on stage is no different. Well, you know what changes? I'm not holding on. Yeah, I'm not holding the thing. Right. So it's not like I just went up there for the first time.
00:40:59:24 - 00:40:59:42
Speaker 1
Right?
00:40:59:58 - 00:41:11:16
Speaker 2
I have been walking and talking for four years now. Yeah. So if I would have bombed, then I would have worried. Yeah, but I felt natural.
00:41:11:19 - 00:41:13:59
Speaker 1
Yeah. Because you're skilled at it now because you're walking and.
00:41:14:01 - 00:41:15:29
Speaker 2
I have conversations on you.
00:41:15:30 - 00:41:28:58
Speaker 1
Look at the talking to an audience that you can see their faces, right? You know, I'm saying you can't see their eyes light up. Yeah. And then, and then you got on that stage last night and you got to see the emotions come out. Everything. Yeah. And I'm sure that just like, took you to another level.
00:41:29:00 - 00:41:39:35
Speaker 2
They did. Like, I felt like I was in a flow state. I was just flowing. I wasn't even there was no thought. It was just flow, flow, flow, flow. It was awesome. It was awesome.
00:41:40:27 - 00:41:45:24
Speaker 1
So man, that that is is crazy to think about that.
00:41:45:24 - 00:41:54:11
Speaker 2
So if you want to speak on stages, start talking to your people on Instagram and Facebook immediately. 100%. Start doing it today, tomorrow.
00:41:54:30 - 00:42:02:00
Speaker 1
You know what? Every day And so many of other entrepreneurs that I talk to and I read people.
00:42:02:13 - 00:42:02:31
Speaker 2
Yep.
00:42:02:58 - 00:42:16:55
Speaker 1
And right away I'm already thinking about a camera in front of them because I'm doing all this social media and I'm trying to build my brand and everything, build my machine. I look at it for other people now too, because that's what I do. I take something that I figure out and then I show people how to do it.
00:42:16:55 - 00:42:29:58
Speaker 1
Yeah, yeah. That's all sales and sales training is. Yeah, that's my whole business, right? Does it matter what the product is? You know, and I want them to have the same opportunity. Yeah. So and I hear people all the time like, Oh, I'm not that guy. Are you kidding me? I wasn't.
00:42:29:58 - 00:42:30:19
Speaker 2
That guy.
00:42:30:19 - 00:42:30:53
Speaker 1
Either, bro.
00:42:30:53 - 00:42:35:27
Speaker 2
Neither was I. You know, that got to be off camera. I'm still not that guy, but I do it anyway.
00:42:35:27 - 00:42:38:47
Speaker 1
Yeah, Yeah. And it's. It's. It's made you millions of dollars.
00:42:38:48 - 00:42:39:04
Speaker 2
Yeah.
00:42:39:07 - 00:42:56:40
Speaker 1
I mean, it's built your business out, and now your sales people can buy Porsches and you've got production people making 100 grand a year. That's beautiful, man. So I want to thank you so much for, for doing this. It wasn't exactly easy to set up and all that. And yeah, you know, we're tired as hell after that hike this morning and everything.
00:42:56:40 - 00:42:59:33
Speaker 2
So just traveling on the private jet.
00:42:59:42 - 00:43:10:52
Speaker 1
Oh, it was terrible. Yeah. All right, guys, you know what to do. Go to the the show like it, review it. Also check out Patrick's podcast which podcast.
00:43:10:52 - 00:43:12:01
Speaker 2
Called Working for a Dream.
00:43:12:06 - 00:43:12:55
Speaker 1
Working for a dream.
00:43:12:55 - 00:43:15:53
Speaker 2
On Apple and Spotify and all the awesome.
00:43:16:23 - 00:43:18:11
Speaker 1
Awesome. All right, guys, let's get building.
00:43:18:11 - 00:43:18:45
Speaker 2
Let's go.
00:43:19:32 - 00:43:41:01
Speaker 3
Thanks so much for tuning in to this episode of Building Great Sales teams. We sure do appreciate it. The evidence all ready. Make sure you subscribe to the show wherever you consume podcast. This way we get notifications as new episodes become available. Remember, great sales teams are not recruited. They are built block by block until next time.