[0:00:47] The Leader of Mercenaries
Randall has been in the industry for a long time and at Closer Secrets, he helps people close deals. An ad on Craigslist led him to Russell Brunson and his first experience in selling coaching. People find it difficult to remain consistent and committed to their plan of action, especially when things get tough–a coach provides the accountability needed to say on track. Randall learned the ropes while working with Russell and other successful marketers, so starting his own business was easy.
[0:08:47] Become a Master
If you lost everything and had to start over, would you be worried? Not if the knowledge you’ve gained is enough to help you pick up the pieces and bounce back. Having a book as a lead generator was a big deal for Russell and it is a big deal for Randall because it creates a large audience. Use the right “frame” to close a deal. Pros use word tracks.
[0:16:48] Business Models
Closer Secrets works only with people who already have their marketing dialed in–the company doesn’t generate leads. Randall and Brad discuss business ideas for a company that would generate leads and close the sales. Another idea is to build a website with excellent SEO to generate leads and then sell those leads to competitors.
[0:22:10] Boise or LA?
Randall lives in Boise, Idaho, which doesn’t get as much snow as Coeur d’Alene. He and Brad discuss pros and cons of sending kids to USC, UCLA, and University of Oregon. Both agree that neither pot nor alcohol is good for anyone, but drunks seem to get into more trouble than weed smokers do. Are you safer traveling by road or in an airplane?
[0:32:36] Early Days
Randall learned how to sell business opportunities from a guy who was captain of the debate team at USC. Many years before that, he grew up on a 3000-acre ranch where he did a lot of chores and sometimes helped pull calves out of the cows. Brad remembers traipsing the mountains of Northwest Oregon as a young boy, oblivious of the danger from mountain lions.
[0:37:57] Closer Secrets
Closer Secrets offers training for those with potential to become closers. Business owners looking for closers can visit RandallGrizzle.com. For most people, the ability to sell is a critical factor in achieving financial independence. To close a sale, you must get past objections but you can’t get past an objection if you don’t know what it is.
[0:43:50] Managing Objections
Most of the time, people want to put things off, so “closers” need to ask the right questions to determine whether the customer is ready to make a decision. Get past objections before going for the big tie down. If an objection cannot be overcome, there’s no need to spend time on the prospect because time is our most valuable resource.
[0:48:56] Close Rates
Close rates are relative to the marketing effort and the quality of leads. Lead generation is an entire business altogether. Getting leads means more than just collecting names and contact details. Nobody wants to be a human spammer! Randall acknowledges it is difficult to create consistent quality leads, and he reckons the best marketer he’s worked with is Keala Kanae of Fullstaq Marketer. Good marketing boils down to copy–whether you use emails, ads, or landing pages, copy is fundamental.
You’ve got to have a strategy for your product. A $97-product could be a paid lead which you then use to upsell another product, so think it through at the start. Creating Mastermind groups is one of Russell’s superpowers. Brad may be a subject matter expert but he’d rather be the guy that helps the experts. Dan Lok is another good marketer.
[0:56:50] Marketing and Upselling
Your stuff might be the best but someone else knows how to market better than you. Randall has received great feedback from people who did other courses before trying the Closer Secrets course. One of his upsells is to provide businesses with “done for you” sales people. Why wouldn’t someone invest to pick up a skill they can use for life? Digital marketing is the number one thing people should learn. Brad created Closer School to show people how easy it is to generate revenue with a course.
[1:03:01] Masters Build a Culture
Russell created a culture by introducing Comma Clubs and gold records. Randall and Brad might sign up for Andy Frisella’s 75HARD program. If you’re looking for an opportunity doing sales, or if you’re a business owner looking for sales professionals, reach out to Randall.