Behind The Revenue

Chad Kodary (00:01.43)
What's going on everybody today we have Mr. Rob Quinn himself joining us on the behind the revenue podcast. Rob I've had you on multiple podcasts, multiple webinars in the past. And your growth has been absolutely amazing. And we're going to talk a lot about that today. I'm super excited to have you on for context for the listeners. Give us like a little elevator spiel about like what

Like 2024 where is Rob Quinn right now if you just give like a little quick high-level overview of what you're doing and I guess what's to come which will dive a little bit deeper into

Robb Quinn (00:42.346)
Yeah, man. So hello everyone. Rob Quinn. Nice to meet you. So yeah, this year, the theme is really just like super focus, just hyper focus. So before we were looking at other companies, involved in other companies invested in other companies, and now we're 100% keeping the main thing the main thing and I will say it takes so much to really understand and comprehend that kind of like Buddha had to get rich before he knew he didn't need to be rich sort of thing.

So the sales agency, which has been our baby for six years, is 100% getting all of our attention this year, and we're looking to really disrupt the market and how we're taking our approach to the services we do versus what's currently in the market. So that's the 2024 goal. And then, really.

Chad Kodary (01:27.906)
Just a quick breakdown, like, because I know you've, you've been continuously growing and I want the viewers to kind of understand where you're at. What's team size for your company today at the sales agency and how's that broken down?

Robb Quinn (01:39.466)
Yeah, so today we only have, I think, three, four, five. So right now it's only eight people. We have 33. So I would love to talk about that and what it looks like to scale team, when to scale down team, and what people don't realize about growing teams. There's a lot, but yeah, I'm sure we'll cover that.

Chad Kodary (01:48.768)
Awesome.

Chad Kodary (01:54.442)
Oh yeah.

Chad Kodary (02:01.782)
Part, part, part of this podcast is also me being super greedy, uh, with time, because what I realize is I'm getting all of these people on the podcast that I just want to fire off questions because I want to know how they're doing it. So I can take it and put it into my business. Right. So like, uh, I'm going to be asking you tons of questions. We're going to have some fun today. Um, let's let's, so sales agency last six years, uh, your current team size is eight people.

Um, like, what are we talking revenue wise that you guys are doing and we don't need to get into specifics, but is it multiple seven figures?

Robb Quinn (02:38.314)
Yeah, oh yeah this year if we maintain eight people which we won't like we already know what we want to do this year But that'll bring in two million to do with eight people

Chad Kodary (02:47.482)
Eight eight people two million dollars in revenue you said? Wow, that's great.

Robb Quinn (02:50.234)
a people 2 million. Yeah. Now, we're gonna talk about the growth though, and why the profit will shrink a little bit, it just depends on what you're what you want out of the business, which we've learned a lot of between the other business we got invested in this business we have for six years. And so I'm really excited to talk about a lot of that.

Chad Kodary (03:09.11)
Yeah, let's dive straight into it, man. So, so talk to me about, I guess the first thing that I want to ask, and I'm sure people are wondering, you said you had 33 people and you went down to eight people. What happened? Why?

Robb Quinn (03:19.946)
Yeah. So initially we moved, so that we invested in another business last year. It exploded beyond any pace that we could have projected growth. I mean, it went from, we acquired like a 50% of the company, so a hefty majority in September of 22. And that company went from 250 grand a month to 880 grand a month in three months. And it just massive growth.

So we moved majority. I think we only kept like four people over on the sales agency, restructured the company to be able to increase profit with a much smaller team, which meant we had to do less volume. But then we moved all, Dan near all of those team members over to the other company to sustain that growth. And so then it allowed us to restructure the sales agency to be more profitable. So the problem we ran into,

and we're just going over all the details, right? Probably ran into in 2021, which is the time of this recording, it's 2024. But in 2021, we grew fairly quickly at the sales agency, went from like 115 grand a month to like 300 and some odd thousand a month. And what I didn't know back then, and what I know now, is back then I was just hiring for growth, meaning that I kept thinking I could hire, throw bodies at it, fix the problem.

And that was not how you do it. I came to learn down the road, like you want growth to force you to hire, which is what we're doing this time around and how we believe that we'll be able to get. We don't want to grow as fast this year. We're actually focused on just quality of product is our number one focus. And, um, yeah. And you don't hear as many people talk about that side of it. Cause it's not as fun, you know, um, quality of product fulfillment. So like the majority of our team is on.

Chad Kodary (04:48.438)
Hmm.

Chad Kodary (05:02.67)
I love that.

Chad Kodary (05:06.454)
You don't know.

Robb Quinn (05:14.198)
that on just focusing on fulfillment, quality of product, and get into how we're doing that here in a bit. But yeah, the goal this year is just maintain around that revenue, two to three million, but for us to work the entire year and really be invested in the trenches of each department, whereas we weren't building like that before. We were building to replace ourselves too fast.

Chad Kodary (05:41.791)
So a couple of quick questions. First question I have is, uh, you said that you guys went in the sales agency, you went from like 115 grand all the way a little tipping over like 300 grand a month, right? What, what hap, how does that happen? And what'd you guys do? What's the secret sauce?

Robb Quinn (05:53.442)
Like six months, yeah.

Robb Quinn (05:59.326)
Yeah, man, I wish it was something special, but it's really not like there's some people that hit quick, right? And the reason why some people blow up fast is product market fit, right? So like you've got something in the market once and it's really popular right now. You may be first to market on top of it and the economy is in your favor and you have a price point that just perfectly meshes with the supply and demand, the minimal availability for that big demand.

And then your avatar is able to pay a specific amount without having to think about it, but it's still enough to just buy high profit margin because you don't have as much operational track. That's like the perfect storm in your favor. Right? So it did. Yeah. And yeah.

Chad Kodary (06:42.474)
Is that what happened here?

Chad Kodary (06:46.302)
So add some, let's add some context into it just for fun. What was your avatar? What did it look like? Like what were you selling? What was the price point? What happened?

Robb Quinn (06:55.594)
Yeah, so the perfect storm was remote staffing. And so for us at that time, COVID had just recently finished. The entire world knew at this point, okay, I need a remote team. And now everyone was already used to working remote because they had to. So now more people wanted to be remote. So companies had no choice but to accommodate. And so like COVID was actually one of the fastest growth years we ever had. That was 2020.

Chad Kodary (07:23.402)
Everyone's switching over. Everyone's going from in-house to fully remote.

Robb Quinn (07:24.938)
Yeah, everyone's switching over. Yeah, so at that point, other people were trying to hit the market. And since then, other companies have grown faster than us in the recruiting space. But at the time, we had so much brand credibility, we had so much work in that we were able to see what other people were doing trying to come into the space. And we kind of pulled an apple, like the Apple company. So like, we don't wanna sell a computer, we wanna sell a piece of art. And for that reason,

we're gonna price it at a price point that the market should purchase it at. And so that's what we did. So our goal was to have the most expensive product on the market because we had other things that were working and everything was working great.

Chad Kodary (08:03.058)
Oh, what was your average like ticket item? Like, what was the average car value? 25 K. So you're doing high. I mean, that's higher, higher ticket. Right. Yeah. So high ticket sales and obviously, I mean, going from a hundred to 300 and something thousand, I mean, you literally, you literally had 25 K a pop only need. What is that? Like 12 sales, uh, to literally hit those KPIs and metrics. Um, how do you close a $25,000 deal?

Robb Quinn (08:07.392)
25,000.

Robb Quinn (08:12.512)
Fairly higher ticket, yeah.

Robb Quinn (08:33.518)
So there's a lot that goes behind it, but just like some real concept type stuff conceptual stuff is like you got to have a strong brand presence as a company Right, so that's always going to build immediate trust prior to the call So that's really important to have that's basically like the whole the whole Like foundation of it all you can build around that and pretty much never have something that doesn't work Right similar how you see guys online

Chad Kodary (08:55.01)
So you're saying you're saying essentially brained is everything, right? People buy into the brain.

Robb Quinn (09:01.935)
Yeah, people buy it to the brand. And this is why influencers are always going to dominate in the future.

Chad Kodary (09:03.722)
I, I yeah, I believe in that one. You know, it just said piggyback off the story.

Right now, one thing that we're doing at DashX is we're focusing on what you just said, like brand, right? Building up our brand because we've been around for a long time. Um, but we realized when people, especially new people, if they come into our platform and we run ads and stuff like that, right? So we used to run ads where we used to just, it's just straight up direct response. Like, Hey, looking for a white label for the filming company, create a free account, looking for a software to run your agency, create a free account. Right. And then what we realized was people would come in, we would have so many people come through the doors and only a small percentage of those people would actually

take their credit card out and buy something over time. Right. So now what we've been doing, especially for the last couple of months is we've basically been like warming up our audience and building that brand. So all the ads that we have are now split up into three buckets. We have a cold, warm, hot, and then we have a remarketing bucket. So technically four, and we will only run direct response ads on the hot bucket. We will only do those types of ads where it's like, go create a free dash, six account. If you're looking for white label, film it.

And then basically obviously the normal Facebook ads where, you know, your, uh, cold bucket is a lot of, uh, video views, just videos targeting video views. And then you're, you know, you're grabbing the people who watched 50% of those videos engaged in the actual, uh, ads of themselves, like your page, whatever it is, visited your website and then showing them now a warm bucket, right? And then we're doing, so what we're doing is we're educating them. We're showing them case studies. We're like basically bringing down the gates.

for these people. So when they do come in from that ad that tells them to go create an account, they're more likely to make a purchase a lot sooner because the trust and the credibility is there. One of the main reasons why we're doing this podcast too. Also it helps with trust credibility, right? So viewers make sure you got your shit on point for, for brand awareness because it's, it's huge. It literally like today it's funny because today I want to stay on this topic for one second. Cause this is a big one. This

Robb Quinn (11:06.594)
It's an awesome topic, yeah.

Chad Kodary (11:07.614)
Yeah, this is kind of like the theme of what's happening right now with us at Dasher because a lot of we're putting a lot of work behind the scenes into this. And one thing that we're doing right now is we just transitioned. So we're in the process of transitioning from our Facebook group, which has 7,000 members over to school, to the school community, right? Fairly new to us. We launched it like, I don't know, like literally like two weeks ago, maybe. So it's like literally new. And the tactic that we're doing is very simple. My goal is.

take all of the people that are alive in the Facebook group for, you know, whatever, a couple hundred people are probably alive in there, right? Cause Facebook groups die out very quickly, right? Um, whatever people are alive and just posting. So every like two days we'll do a post, Hey, um, uh, we just unlocked the new training, uh, comment me down below and we'll send it over. And then when we send it over, it's in our school group. So we're like porting people basically in our school group from our Facebook group. Yeah.

Robb Quinn (11:59.15)
That's a good idea.

Chad Kodary (12:00.574)
We got like 450 people in the last, I don't know, week and a half, two weeks, poured it over and it's still happening like every single day. Right. Um, but what I'm realizing now they're in this community and when they're in this community, I'm posting in the community once a day. That's like my thing that I told myself I have to do. I have to post once a day and it has to be valuable content. So I'm posting train and dude, I have like a fucking vault of six years of content, like thousands and thousands of videos.

whether it's coaching calls or calls from our coaching program or trainings that we've done or webinars or whatever it is. Right. So I'm just literally going into the vault. I'm picking out a video and I'm like, who wants this training? Boom, put it in there. And I'm just like, yeah, I'm repurposing the content that I have. And here's, here's the crazy part. What I'm realizing is I have Stripe open, like most of the time, so, you know, I see what's going on for the day. I'll refresh every, every couple of hours and I see orders coming in.

I'm like thousand dollar 997, uh, $1,500. And I'm looking at the people and I'm like, Oh dude, that was a guy that just commented on, on the training that I just put in the group. So this guy literally went, watch a training, something in there sparked him. Right. And he went and purchased something from us. Right. And it's happened multiple times in the last two weeks. Right. So like community building, um, is something that we're, we're relying heavily on this year.

I don't know if you're sure you do remember this, but like when we launch you dash clicks, we launched dash clicks inside of your Facebook group, Rob Quinn's Facebook group. There was like, there was like two or 3000 people in there and we, we did a live webinar and I remember there was probably about a hundred people on the call, maybe a little bit more than that live on face. This is like when Facebook lives actually used to get people on, right. People used to join Facebook lives. Um, but yeah, I remember I was jumping on and, and just

Robb Quinn (13:27.918)
I remember that, yeah. That was a fun time, dude.

Robb Quinn (13:40.554)
Yeah, it's a wild west. Yeah.

Chad Kodary (13:48.414)
releasing Dash Clicks into the world into your group. There was a couple thousand people in there, a couple, like maybe a hundred people live. And I think we had like within 24 hours, like over a thousand people signed up to Dash Clicks. Yeah. I created a free account, right? So not paid free account cause we had a free version, right? But we didn't even have a signup page. So literally we would have like a form that they would fill out and we would basically take the form fills that, that would come in, people that wanted to create an account and somebody from our team would have to manually go

Robb Quinn (13:58.062)
That's crazy.

Chad Kodary (14:17.586)
And actually, uh, activate and send an email and password to each one of those users. Like that's how fresh dash likes was back in the day. Right. So dude, community building is, I can tell you from six years now of building community and whether it's on Facebook or now on school or having a podcast or. I don't even running like cold ads, right? Like that's still part of like community building in my opinion, like all that stuff.

Robb Quinn (14:22.732)
Cheers.

Chad Kodary (14:46.098)
It helps so much and people don't understand how much it helps. I see so many marketers right now that are focusing, focusing straight up on just direct ads. And then they wonder why their content or why their ads are not converting. And it's because no one knows you likes you or trust you. That's the reason why people don't buy your shit.

Robb Quinn (15:03.606)
Yeah. And like when marketers look at those KPIs, to determine something isn't working, I would say a lot of owners don't even realize those numbers either, is that I would say people don't like brand and doing brand stuff, because it's not an immediate return. Yeah, so it's all this effort, and they don't realize the compound that effort's having.

Chad Kodary (15:17.908)
Exactly.

Chad Kodary (15:22.302)
Yep. And marketers are greedy at the same time. They want results like yesterday, right? They want to see those conversions.

Robb Quinn (15:28.934)
And yeah, I want to talk about that. We'll talk about Instagram strategy in a sec and like how you can get the immediate result with the branding. Um, cause you know, I've talked to a lot of my friends doing this and we've just recently switched to putting some more focus on this and it's been working, which I was never a fan of. Um, well, I guess in 2019, well, I just want to reference the marketing thing first on reference the marketing thing first. So like that's why they don't like brand, right? But we all know now that brand works alongside the marketing to make it convert better.

Chad Kodary (15:44.502)
Well, what is it? Just jump straight in, dude, what is it? And now you got me excited.

Robb Quinn (15:57.398)
Well, the marketing doesn't work either when people run direct ads, because they don't call the opt-ins. So what ends up happening is like, the costs are going up, that's true, and there is this trust recession we're going through right now, where it's like, there's so much crap, people have been burned so much that people don't have as much trust to give, right? Or they won't give it, so it's like a trust recession. That's why the branding's important, right? But if you call the opt-ins, you can start engaging on those touch points.

Right, so even if they don't buy on that, they don't find you interesting, like just.

Chad Kodary (16:28.802)
So how do you do that? Give me an example. How do you do that? Lead comes in from, I don't know, somebody buying maybe one of your trip wires or whatever. Cool.

Robb Quinn (16:34.25)
I got sales script. Yeah. So we have a sales script one, which I'll go over. I think when it sells script works is they download it. And then on it's a really long, like drawn out a word for what our team uses, we build scripts with. And then the videos on how to use each stage. I actually did a role play video attached to a video explaining why we say what we say to each different stage of that sales call framework. And I attached those to YouTube. So like when people opt into the sales script, they get this amazing asset, which is only on a word doc. So it's free to create.

Chad Kodary (16:41.237)
Okay.

Chad Kodary (16:58.104)
Got it.

Robb Quinn (17:03.854)
And then the videos link to YouTube, which is also free to create. And then in the description of my YouTube is to go to Facebook and Instagram, which is free to create. And now we've got these people everywhere because we're posting content everywhere. Community. And so to Instagram though, perfect segue now into that strategy, right?

Chad Kodary (17:17.218)
community.

Chad Kodary (17:24.106)
And is, are we talking, by the way, when you say Instagram, are you talking about like an Instagram page or? Okay. Cool.

Robb Quinn (17:28.554)
Yeah, just Instagram, like personal page. Yeah. Well, so let me sorry, I'll go back because I know you asked how would you approach that call. So what we say is like, hey, Chad, so I just download our sales script recently. Remember that? You're there to say yes or no, I'll be like, hey, no worries either way. What offer you selling right now? Are you a business owner or sales rep? You're gonna be like I'm a business owner. Okay, cool, man. What do you guys sell? And now we're in a conversation.

Chad Kodary (17:36.583)
Yeah.

Chad Kodary (17:55.074)
So you're using, you're basically using this to get them on the phone and start a conversation because you know, from those conversations, you're going to make sales at a certain percentage of those are going to convert. And another question for you, how everybody's talking about, you know, um, uh, lead to call, right? Like, like, dude, you, you need, like, how quickly, or how quickly are we talking? Because usually I think like, I've read research where it's like, I think it's after like 15 minutes. Some people don't even remember what the hell they just did. They won't even remember that they filled out that form.

Robb Quinn (17:59.464)
Yeah.

Robb Quinn (18:11.95)
I love where this question is going.

Chad Kodary (18:23.434)
or they bought that thing like an hour ago, right? So what's like your KPIs that you shoot for?

Robb Quinn (18:25.804)
Yeah.

Robb Quinn (18:29.098)
Yeah, I'll even go one KPI further, which is going to be lead to lead to sale, not lead to booking, right? Lead to sale. Like what conversion you should be shooting for. But so sorry, your question was

Chad Kodary (18:31.586)
Do it. Ooh.

Chad Kodary (18:42.558)
Lead to call, how quickly are you calling these people? Within one minute, how?

Robb Quinn (18:43.95)
need to call. Oh, yeah, within a minute. So 60 seconds, right? Yeah. So here's how you do it. So everything shoots the CRM, right? Like you should have all your leads in a CRM. Everyone knows that. But download that CRM app to your phone, or have attached to your phone and have it beep you. Every time a lead hits that stage, which should be new opt in, or new lead, whatever you label it. Once that happens, you have got to get on your phone call, you got to stop everything you're doing.

Chad Kodary (18:52.768)
Okay.

Yep.

Robb Quinn (19:12.362)
Now, normally as you build a team, we have a team that calls them immediately. And then you'll have somebody working weekends as well. It's however you set that up. But if it's

Chad Kodary (19:20.038)
What about what about after hours I know that obviously you're not going to call somebody at three in the morning right.

Robb Quinn (19:24.906)
Oh, if you can't, if you have somebody working full time. And so here's the thing. It's like when I worked at the gym, here's what I said to them, cause they would say, Rob, stop signing people up at 11 PM. Right. Those aren't going to be great members because they'll trip faster. And I was like, I'll tell you what, if the club stops being open till midnight, 24 hours a day, I'll stop working longer than everyone else. And I'll stop signing them up. But that's something you got to take up with the CEO. And so it's the same thing. If people are going to opt in 24 hours a day, what's to say, I'm not allowed to call them 24 hours a day.

Chad Kodary (19:28.429)
Wow.

Chad Kodary (19:48.482)
like that.

Chad Kodary (19:54.734)
I mean, dude, if somebody is opting in, that means they're up. They ain't sleeping.

Robb Quinn (19:57.438)
Exactly. And if you're up, then you guys already have something common. You know what I mean? So right, who knows what they're doing? You know what I mean? But it's like for us, like we see people opt into our stuff. And it's like, if you're opting into something like that, to increase performance or find a new job at 1am, likely is the pain's great. There's a lot of pain to make a transition. So it's just a psychology of understanding like the buyer behavior. But in terms of leads conversion,

Chad Kodary (20:01.622)
Wow. I can imagine how that phone call is at three in the morning.

Robb Quinn (20:26.814)
Oh, by the way, that's how you guys do that. So if you didn't catch that synopsis recap, you download it to your phone, have it ping you once it hits the new stage of new lead or whatever you label it, call them right away. You need to collect.

Chad Kodary (20:36.534)
By the way, I will throw out a shameless plug here, um, but you can do this inside of dash clicks. We have, we have an inbound app that integrates with almost every funnel builder, including ours. Uh, and, uh, you literally get pinged, you get push notifications right on your phone as leads come in or as sales come in. So you can like literally open it up and call that person right there on the spot. So dash clicks for the win. All right.

Robb Quinn (20:41.9)
A.M.

Robb Quinn (20:59.61)
It's that simple, you gotta do it. Dash click it, y'all. Dash click. Click it.

Chad Kodary (21:04.874)
So now you called the leads, right? You called the leads and you said lead to sale or lead to conversion. So let's talk about that.

Robb Quinn (21:09.982)
Lead to conversion, yeah, lead to sale. Yeah, so there's a lot of metrics in between you can track. And so I'm not gonna get into all those, but if you guys are curious what those are, it's gonna be like, yeah, so top level it'll be like, so if you're going, like, you're calling the lead, so you've got like lead to triage, then triage to booked call, then booked call to sales call. So there's like three names for it, don't know why, but like intro call, discovery call, triage, they're all the same thing. Basically, it's meant to qualify lead prior to a sales call.

Chad Kodary (21:19.126)
Just go like top level.

Chad Kodary (21:29.067)
What is triage?

Robb Quinn (21:40.774)
So this way they convert faster on the sales call. I was a lot of ways to build a team So I don't want to get into a ton of that right now for the sake of time in this podcast with y'all But I but I would love it's a great topic but like lead to conversion Means that for all the leads that come in how many of the total amount of leads convert to a sale, right? So this is like very beginning point very ending point like you could not be more opposite ends of the spectrum

Chad Kodary (21:47.768)
Yeah.

Chad Kodary (22:05.438)
It's just like you're straight up your close rate, right?

Robb Quinn (22:08.371)
Exactly. Yeah, so it's not even close rate on connected calls like literally close rate on the amount of leads you're looking for two percent

Chad Kodary (22:13.846)
Yep.

Chad Kodary (22:17.106)
2%. Wow. So wait, hold on 2%. Are we talking on a high ticket sale? Or cause I would assume that percentage matters based on what you're selling, right? If okay.

Robb Quinn (22:18.064)
And here's why, check it out.

Robb Quinn (22:26.298)
It does, right. So but here's the math, check it out. So let's say you're doing a lead magnet, right? Lead magnets are typically the lowest intent, right? Because somebody wanting to download something for free, so it's not a big barrier of entry. So it's easy to do.

Chad Kodary (22:38.486)
And by the way, your sales script to add some context, your sales script that you're talking about, was that free or is that a tripwire? That's paid. It's a free sales script. Okay. Gotcha. Makes sense.

Robb Quinn (22:43.626)
It's free. Yeah. So we get leads between like, it's our average is four bucks a lead. So you have to ask your

Chad Kodary (22:51.634)
running ads where on Facebook and Instagram Facebook and IG. Okay. Cool. And what do you wait? You're, this is the sales script. So I'm assuming you're targeting anyone. Are you targeting like agencies only or something like that? Okay.

Robb Quinn (22:54.258)
all Facebook and Instagram. Yeah.

Robb Quinn (23:03.818)
Um, so it would be anyone because we work with sales reps and business owners. So in my opinion, when you're building a sales team, you don't want to really do that. That's not the most optimal strategy because it's harder to train a team to be that autonomous. Um, so we are, it's way tougher. Yeah. So, uh, Warren Buffett has a saying like build something that an idiot could operate and then hire smart people to do it.

Chad Kodary (23:08.494)
Cool, got it.

Chad Kodary (23:17.91)
Yep. But you've been doing it for a while. So yeah.

Chad Kodary (23:30.666)
Love that. That's fire.

Robb Quinn (23:31.626)
Right. So this way you get the most out of the vehicle. So yeah, I actually got that from my business partner. He's been saying that all the time recently. Oh, yeah. So, yeah, Frankie. So anyway, but when you do it, you want to have something that's more direct for a sales team. So we are running more direct ads, but I just want to give you guys the example of like the lowest tier thing you can do. So like a lead magnets, like around five bucks. Okay. So let's say you sell a product that is $5,000. Okay. That's pretty normal. Let's even go lower $2,000.

Chad Kodary (23:38.315)
That's fire, all right?

Robb Quinn (24:01.378)
Okay, that's even more real.

Chad Kodary (24:02.166)
Would you do this on, let's say like a nine 97 course. Okay. Why? Cause the metrics won't work. $5, let's say $5 that you'd got to get a hundred people to sign up. That's 500 bucks to sell. Well, technically you'd make two K cause you'd have a 2% conversion rate. So I mean, yeah.

Robb Quinn (24:05.891)
Uh, no. I wouldn't.

Robb Quinn (24:18.986)
It would, it would depend on your backend sales. Yeah. So if you have like a, if you know what your backend ascension is, which means that like, if you sign up a hundred people, you know, 15% of the people buy your higher ticket thing, then like, okay, it can make sense. Try to break even or like go red 25%.

Chad Kodary (24:36.546)
By the way, not to go on a tangent here, but I want to ask this question because I think it's important, um, cause you're talking about, you know, tracking up higher and tracking in itself as super hard. Um, are you using like, uh, attribution software or like high rows or like anything like that? Air table. Okay. Cool.

Robb Quinn (24:52.598)
We actually use Airtable. So Airtable for the backend to track ascension and accounts receivable percentage and a lot of other stuff, which we could talk about too in a sec. But like Airtable allows us to collect all the data like an Excel sheet, but it allows us to be able to create reporting that's custom to the fields. And so we have somebody that manages all of that. So like once a week, they'll shoot us over. So for example, we run a sales school.

Chad Kodary (25:14.338)
Gotcha.

Robb Quinn (25:21.374)
is so it's called sales university and the certification we sell is the art of sales, which we've had that forever. But yeah, so now it's in a school where people go through a four week live class and it's a quick, you know, sprint basically to graduate and certify. Well, we track things like how many people are showing up to the live classes. So we track everyone's attendance. We track how many people have their camera on. We track how many people actually engaged in the class and we track how many people scored a certain percentage.

Chad Kodary (25:27.254)
Yep, I remember that.

Chad Kodary (25:45.57)
Yeah.

Robb Quinn (25:50.57)
what their earning potential was in the first 30 days after graduating, and then over the span of a year. So what this allows us to do is to find the correlation of all these different KPIs and the effectiveness in the workplace post-graduating. So that's only possible to do. Yeah, if you have somebody hopping on and tracking all the stuff. And then we also track the effectiveness of each class, because there's a syllabus, right, per class, because we teach the same stuff each time. So we want to know people's feedback for...

Chad Kodary (26:04.11)
Jeez dude, all right.

Chad Kodary (26:08.363)
Yeah.

Robb Quinn (26:19.574)
week one, day one, week one, day two, week one, day three. Exactly, because that's the only way you can improve. And the easiest way to improve is to have all the answers to the test, which come from the teacher, the teacher is your client, just let them tell you. If you have enough of those people telling you the same thing, it's common sense to make an adjustment.

Chad Kodary (26:22.338)
Data, man, data.

Chad Kodary (26:38.238)
I love this man. So I want to go back. So we said we were talking about top level KPIs, right? We said so 2% for the close rate, 2% for the close rate. What are the other one? Just so we can go like full circle with this.

Robb Quinn (26:44.007)
Oh yeah, so let's run. Yeah, so let's run.

Robb Quinn (26:49.546)
Yeah, so real quick too on the 2% just give you guys like the close that loop. We'll go into the next thing. Other KPIs. If a lead calls you five bucks and then you get a hundred leads, it's $500. Right. To get a close, you have a $2,000 product, 70%, 75% profit before all other expenses. Right. So at that point you can say like, and you can do this math prior to running the app because if you know that, okay, I need a 2% conversion, that's actually two sales for a hundred leads.

That means my cost to acquire a client is 250, right? Which means if I have a $2,000 product, I'm making four grand if I spend 500. So what are my expenses that fall into that 3,500? After you calculate that, what is my leftover money? Right, because you've got...

Chad Kodary (27:33.558)
Yeah, because people also don't realize there's like commissions, right? There's there's ad cost. Yep.

Robb Quinn (27:36.578)
commissions, ad costs, fulfillment costs on the backend, which is labor. Sometimes you have variable labor costs, which is like you pay people more based off other incentives. So you have to like know all those things because fixed labor, variable labor, ad costs, commissions, once you figure that number out, if you're happy with the final profit, why would you do anything different? Run the ad, you can't lose. So people are afraid to spend like 500 bucks a day, a thousand bucks a day, and...

Chad Kodary (27:58.07)
Yep. At that point it's just.

Chad Kodary (28:03.934)
Oh dude, I can't. If a second I see something working, I'm the first person to like, okay, take everything I have. Let me just integrate my bank account here and just pull it all out. Yeah.

Robb Quinn (28:15.422)
Yeah, just dump it, dump it, right? And where people go wrong, business owners go wrong doing that is that they stop doing the fundamentals when they start seeing a surplus and they're in this abundance of leads. So they stop doing the fundamentals of what they did when they only had five leads a day. They treated everyone like gold. Well now what do you do when you got 500 leads a day? You're probably like, oh no, it's good. We got so many leads, keep pumping leads. We need faster conversions, easier conversions. Now they stop doing fundamentals. So the...

Chad Kodary (28:41.651)
Mmm.

Robb Quinn (28:45.166)
There's a diminishing return when you stop doing fundamentals to scaling. So, but you asked another question about other KPIs.

Chad Kodary (28:53.842)
Yeah. So we said 2%, 2% for the close rate. What are some of the other KP like top of a KPIs that you look at in your sales organization?

Robb Quinn (29:01.542)
Yeah, so on a sales team, that's what you're asking, right? Okay, so, closed, I mean, we're looking at a lot, so closers, I mean, I actually have the tracking sheet right here, I can just read off of it. I know you can't share a screen on this, I won't share a screen on this, but like, yeah, so I'll just list some of this off. So like, you've got total new meetings on the calendar, total follow-up meetings on the calendar, because those are separate, right? A lot of people don't track.

Chad Kodary (29:04.895)
Yeah, sales team.

Chad Kodary (29:19.25)
Yeah, they won't see it.

Robb Quinn (29:30.594)
those separately. Yeah, so I want to know how many total calls are on the calendar, how many are new verse follow up, because that tells me that like if somebody has all new calls on the calendar every day, they're just not working. Right? They're waiting for opportunity at which point says to me that they're not an asset to the company. They're leech. Yeah. So that tells me that number. That's what so there's something called telling the story from the numbers. That's what that story tells me.

Chad Kodary (29:31.79)
So you're tracking follow-ups too.

Chad Kodary (29:49.994)
They're lazy, because they're not following up, yeah.

Robb Quinn (29:59.658)
Right. So there's also other stories who could tell, but I need other numbers to validate that other story, which is like, do we have so many leads hitting this guy's calendar? He doesn't have room to breathe the book is on. At which point you've got to hire, right? The growth is forcing you now to hire because now you're getting diminishing returns because you can't close follow ups.

Chad Kodary (30:19.01)
What do you, when you dive deeper into that for like 30 seconds here, at what point do you realize your account executive or your sales or whatever you want to call them, um, is like, is basically capped out and you need to hire another person. What a hundred sales calls a month and then you're

Robb Quinn (30:33.918)
100 sales calls a month. That's assuming they're working five days a week, Monday through Friday, five calls per day, and they're booking at least an additional two themselves, which means the ratio is like 70-30. New call results. I'm using the reference of like 45 minutes, but if your marketing is really good, the call should only be 30 minutes or less.

Chad Kodary (30:46.586)
And how long are the calls? Half hour?

Chad Kodary (30:51.798)
45 minutes, okay.

Chad Kodary (30:58.134)
Yeah, we've been playing around with that. We actually had our demos at Dasher except for 45 minutes for like the longest time and we just got it dialed in and now we just literally, I think it was like two or three days ago, just brought it down to 30 minutes. And we're kind of playing around with that. We're testing that so we can get basically more calls booked on a calendar in one day. I don't know if that's good or bad. Is it good to have more like, should the rep have back to back calls for eight hours?

Robb Quinn (31:15.712)
Yeah

Robb Quinn (31:22.766)
So, so a rep should, yes. Right. So I would say like, they should definitely have that. And the reason why is because that's their sport. Right. So if their sport is sales, then they should be conditioned to play at an Olympic level, if they want to be at a JV level, then they should understand they're only gonna take a few calls. They're probably going to Dick around and they're not going to make a lot of money. Like, but that's what they want. So at that point is it, is a company cool with it? Right. So if you're a sales rep that wants to make a lot of money,

Chad Kodary (31:25.815)
Okay.

Chad Kodary (31:36.114)
Oh.

Robb Quinn (31:51.85)
You cannot expect Olympic gold on JV level preparation. You should show up conditioned to be able to handle those calls, both your mind and your body. If you're not used to taking eight to 15 calls a day, it's hard to do. Yeah. So, um, but if the call show up where they've already watched a video and they're already acclimated to the brand. So now they've got brand trust and they've got the knowledge behind what the product does, how it's done. And they've seen other people have success, which is testimonials.

Chad Kodary (32:03.914)
Yeah, it's very hard. I've done it myself.

Robb Quinn (32:21.746)
and they see FAQs, which is what people typically ask on sales calls, and then they hop on that call, it's literally as easy as what attracted you to get here, did you watch the short video, and do you have any questions in regards to the process of the short video? Was there any part of that video that would lead you to believe that this is not the right thing for you to do? Do you see any risk associated with saying, yes, today, have you seen enough? And that's it, call's over.

Chad Kodary (32:46.422)
Do you do, do you do discovery calls before those you do? And what is that? So you're booking them on a discovery call first, qualifying them on the call and then booking them with a sales rep.

Robb Quinn (32:50.56)
Yeah.

Robb Quinn (32:56.478)
Yes. Yeah. So we'll call lead. This is if they don't auto book, right.

Chad Kodary (33:00.962)
Okay, so if somebody auto books on the calendar, they're going, they're going straight to the sales rep.

Robb Quinn (33:04.394)
it's exactly straight to the sales rep we're just confirming they're going to be there.

Chad Kodary (33:09.222)
And so, okay. So, and your outbound team, your SDRs maybe, or whatever you want to call them. Um, it's maybe MDRs, um, or they're the ones that are actually calling every single lead that's coming in, let's just say from the people who opt in for the sales script, as an example, they're calling them and they're asking qualifying questions to see if that person is qualified and then they're pushing them over to the sales rep and if they're not qualified, what do they do? Got you.

Robb Quinn (33:30.302)
Exactly. Yeah.

Robb Quinn (33:34.254)
Send them to other resources like do you should go check out our YouTube? We got great stuff on that or like hey, when should I follow up with you based on whatever? Yeah

Chad Kodary (33:41.462)
I'm going to ask a fun question here. What are the qualifying questions? What makes someone qualified?

Robb Quinn (33:46.946)
Finance is desire and urgency. So I said that fast, finance is desire and urgency.

Chad Kodary (33:48.862)
And how do you ask somebody, how do you ask somebody if they can afford something without asking them if they can afford something?

Robb Quinn (33:56.426)
Yeah, so that would be the last question. So, all right, Chad, cool, man. Looking forward to getting you on here at 2 p.m. tomorrow. That being said, man, before you get there, I gotta let you know, like, if there is some alignment between what you're looking for and what we can do for you, there is a cost associated with working with us, okay? Would you be able to invest a price range between X and Y if we notice at the end of this call this is something that would work for you?

Chad Kodary (34:22.158)
I like that. Very sleek, my friend, very sleek. Smooth, smooth.

Robb Quinn (34:25.382)
Yeah, and if you're like, yeah, dude, I could definitely I could definitely do that Okay, is there any reason you wouldn't be able to make the call because you know come hell or high water We're gonna be there five minutes early. So you're not waiting on the phone Like you're gonna be there right? Is there any reason you wouldn't be there and you got it

Chad Kodary (34:37.922)
So you said there was three things, right? You said price. What were the other two things? Finance, desire and urgency. And what are, what do you had? Like those other two qualifying questions, I'm assuming, right? How do you ask those two questions?

Robb Quinn (34:42.214)
Finance desire urgency.

Robb Quinn (34:52.714)
Yep, so in just context, in case people are wondering what that means, desire is do they want to do the thing? Do they want the outcome you're selling? Urgency is do they want the outcome now? And finances, can they afford to use your solution to get the outcome, in case you guys are wondering?

Chad Kodary (35:10.442)
By the way, this, that what you just said right there, that's the ball drop. That's the moment for this podcast right there. That was fire that, cause that hit home with me because we're literally working on that right now in our sales team, because right now all of our demos are going straight to an AE and now we want to put in this discovery stage where it's like a little 10 minute discovery call.

Um, so we're going to have them book on Calendly first, do like a 10 or 15 minute discovery call, and then if they qualify, we're going to push them over to a sales rep, is that a good idea? Okay, cool. All right. So can go good. Continue what you were saying. So.

Robb Quinn (35:42.432)
Yeah, that's the way we do it.

Robb Quinn (35:47.422)
Yeah. So, um, and the reason you got to, you got to do this y'all is because if, let's say somebody has max desire, couldn't have more desire, but they show up and have no money. That deal is not closing.

Chad Kodary (35:56.567)
Mm.

that happened. That's why we're doing this because we get so many, especially in the agency space, there's so many people like, I'll give you a pure example. We have a grant. Cardone is one of our affiliates. He said a lot of people take his course. And he in the course in his marketing course or whatever it is that he does, we are the vendor for white label fulfillment and software for the agencies. So there's a lot of people aside from him, a lot of obviously other people, right? But you know, you have somebody that's like, Hey, yeah, I just, I just took grant.

Robb Quinn (36:17.166)
That's great.

Chad Kodary (36:27.248)
1500 bucks, he just bought Grant Cardone's course and I'm just getting started with my agency. Right. And then they jump on a demo for DashX and they're like, Oh, I just, I just bought his course. I don't have money to do anything else. Right. So it's like, we, we go, we get that a lot. So now we want to throw that discovery column there to weave those people out because our sales reps are having to deal with that all day, well, all day, but like a pretty big amount, like maybe 20, 30% of the people just don't, they can't even afford to buy what you have, even if they wanted to. Right.

So let's continue with the other ones.

Robb Quinn (36:56.206)
So yeah, and there's so much strategy with knowing those numbers, hiring a sales team, what caliber of sales team can you hire? So we don't have to get into that, but that's what makes hiring teams difficult depending on the type of company. But I don't wanna get too lost here. So I miss desire urgency. Other part of that is that they have all the money in the world, but they have no desire for the outcome. You're not making that sale either.

Chad Kodary (37:13.269)
Yeah.

Robb Quinn (37:22.73)
The urgency if that's lacking but they have all the finance and desire unless you're extremely good at sales You're not gonna get that sale now Like I had somebody hop on they wanted to get started in June and they have getting started in January And it's because I could create the urgency they had the money they had the desire they didn't have the urgency I can create the urgency right by creating No, man, I'm not a car dealership. No, no, dude. Come on

Chad Kodary (37:42.858)
What do you, how do you create it? Limited time offer discounts.

Hahaha

Robb Quinn (37:51.446)
Like, would you trust me more if I charged you less? Probably not. So like, when I see this, I need to create a gap to increase perceived value to justify a higher price point purchase. Because people, like if they look at a Ferrari, they're not gonna be like, oh dude, that's not worth that kind of money. Like people that understand cars wouldn't say that, right? But if you saw a Ferrari that was being sold for a thousand bucks, you'd be like, that's garbage. It's something's wrong with it. Right? So that's just all. Car facts, car facts. Get the car facts.

Chad Kodary (37:54.443)
Oh.

Chad Kodary (38:19.022)
Check the car facts.

Robb Quinn (38:21.274)
And so yeah, that's why you have to be able to, oh yeah, so increasing urgency. So to create the gap, you have to figure out two things, is gonna be quantifying upside, which is like, where do they wanna go? What does that picture look like? Whether it's a number or a feeling or whatever. So that's gonna be quantified. So, and then the downside, which is the cost of doing nothing. And then how long has that been taking place? So you take whatever the cost is for a month times how long it's been taking place.

Multiply the two that's quantifying. That's a hard number and now you can say well sounds like you lost a hundred grand the last six months how long can you sustain that and it's like Exactly. So like and in the upside it's like look you already lost a hundred grand over the last six months, right? You're telling me that if you apply these things We've already gone over that you'd be able to make an additional ten grand a month

Chad Kodary (38:59.442)
Mmm... Pain.

Robb Quinn (39:14.326)
Can you justify spending $5,000 with me if you knew it would save you $100,000 over the next six months and make you an extra $5,000 a month? Could you justify spending $2,000 for that or $5,000 for that? See how much easier it is?

Chad Kodary (39:25.742)
I love that. So, so, so that's urgency, right. And then, yeah. And then what do you do for desire? Like, how do you make somebody want something? Like, how do you make them? Okay.

Robb Quinn (39:31.083)
Yes, yeah creating the gap the urgency and

Robb Quinn (39:39.854)
I don't. I'm just like they either do or they don't. Right. Like, like, so I, that's where like the ethics come into play or it's like, I'm not going to trick somebody into believing they want something they don't really want. So I'm just going to tell them like, Deuce, are you currently in the market looking for new roles as a sales rep? And they're like, yeah, I do. I've been looking at all these different things. Okay, great. How long you've been doing that? Do you have been looking for like, three months? If somebody says I, it just started, like it's going to be harder to close that person. Somebody has been looking for a long time.

Chad Kodary (39:49.704)
Yeah.

Robb Quinn (40:09.386)
So I know they have the desire, or they'll tell me, they're like, dude, I'm looking for higher income roles or whatever, like that tells me that they want this thing.

Chad Kodary (40:09.782)
Got it.

Chad Kodary (40:18.222)
It's like with us, like for us, cause I'm trying to like, I'm trying to take what you're saying and apply it into our business. Right. I'm trying to like my mind just starts going off and like first. Yeah. Like for, for us, like, cause we have two sides of the business, right? We have the software and then we have the fulfillment, like for the fulfillment, like we have people that come to us with no clients, right? Cause they just started, but they want dash. Like, so they want it. They can't even do it. Like, so it's like the desire is there, but they just,

Robb Quinn (40:27.518)
Well, we can go over your business too. We can talk about that.

Chad Kodary (40:48.29)
They can't even do anything.

Robb Quinn (40:48.342)
Yeah, so that's a finance thing, so check this out. So if I said, if somebody said that to me, the response is, okay, so what are you doing right now for income? They tell me. Okay, so you wanna start an agency so you don't have to deal with problem, problem. So how long can you sustain this? Well, I don't know, I won't be able to get my agency started. I won't be able to do anything unless I have an agency going. Okay, great, so look, I'm not going to charge you anything more than the problem you're already facing.

You make one payment to me because here's the reality. You're uncomfortable making the payment and you're uncomfortable dealing with the reality you're in, which you've been doing for six months. No matter what, when you leave this call today, you're going to feel uncomfortable whether you pay me or don't pay me.

Chad Kodary (41:30.094)
Can you give me what I'm just going to grab my credit card. Give me one sec.

Robb Quinn (41:33.511)
Yeah, yeah, these are gonna feel uncomfortable either way So I would challenge you to feel uncomfortable in a way that's going to empower you next month not in a way That's gonna keep you broke Would you be open to exploring ways we could make that happen?

Chad Kodary (41:42.178)
Dude.

Chad Kodary (41:46.198)
Why yes I would. Why yes I would sir.

Robb Quinn (41:47.454)
And then you go into like either, yeah, and then you get into the money logistics, right? And that conversation is, there's other ways to handle that, but that's how you transition into making it only money logistics and not smoke screens, eliminating beliefs.

Chad Kodary (42:01.438)
I love it, man. All right, let's go. Cause I know we're going off here. Let's go back really quick. Hold on. Let's, let's circle back because I can, we can talk about sales and stuff for days. Um, let's go back really quick. So we, we talked about close rate, right? We said 2%. We try to do that. Right. And then we just, we were just now, obviously we tangent off into a desire and price and urgency and all that stuff. Right. Let's go back. I just want to get like, if you could just quickly in like 30 seconds, just name, I won't even, I, cause I keep bothering you. We go that, we keep diving deeper. Just

Robb Quinn (42:05.707)
OOF

Robb Quinn (42:27.626)
Just some things.

Chad Kodary (42:30.626)
Just go through the top level metrics that you're tracking for a sales rep. Just list them out.

Robb Quinn (42:34.494)
Okay, so I'm just gonna just drop these right now. So we already talked about total calls on the calendar, new calls versus follow-up calls, how many you connect with, which is gonna tell you what your show rate is, how many offers you make, which is gonna give you an indication of lead quality of calls showing up, what is the no show rate based off of new calls versus follow-up calls, what is the total follow-up calls booked, how many of the follow-up calls booked are advancing to deals closed,

Chad Kodary (42:36.682)
Yeah, drop them.

Robb Quinn (43:03.03)
That's gonna let me know based on how many are follow ups. Do you know that they're closing or are they just like telling you they're gonna close and then they don't? I wanna look at how many deals were sold, which is gonna tell me is it first call closed or second call closed? And what is my total close rate on connected deals versus offers made? And then I wanna know what percentage is being sold per product, meaning that if you have multiple products, I wanna know are you selling a lot of the lowest ticket thing? Are you selling only the high ticket thing?

or is there a healthy balance? This tells me that where we could improve in the other metrics, because I know where your mindset is at getting on the call, which means that if you only sell the high ticket thing, not the other stuff, odds are your offer percentage is lower, because you're only wanting to sell the big thing and you're not downselling. So there's a lot of ways I look at the numbers to tell a story, and I also wanna know cash collected on the POS, point of sale, because somebody that doesn't collect a lot of cash at the point of sale,

Chad Kodary (43:48.61)
Hmm dude wow

Robb Quinn (44:01.374)
unless you can only sell contracts, which is an unusual situation. But if you collect more cash at the point of sale, that means the buyer has more conviction, which means you're gonna get better testimonials, referrals, et cetera, on the backend. And on the other end of the spectrum, if you collect a low amount of cash, typically not as great of a client, typically the higher dispute rates, typically the hardest client to manage, so it requires more bandwidth for less money, because they probably won't pay you the rest of the payments anyway.

So these are all the things that I'm able to coach a rep up based off of numbers.

Chad Kodary (44:30.125)
Wow.

Chad Kodary (44:33.378)
That is insane, dude. And I'm going to ask a question to dive deeper into this because how are you tracking all of this? Because it seems you have to do. Obviously, it's a lot of manual stuff because we track to not as much as you're tracking. Right. But like, it's fucking manual and it sucks. Is there like, is there a better way or are you just straight up? It's old school. Just manual grabbing all the data. Yeah, for us to do.

Robb Quinn (44:42.928)
Uh.

Robb Quinn (44:52.236)
Yeah.

Robb Quinn (44:56.33)
I'm sure there's a better way, but it's manual for us. We got an Excel sheet. Yeah, I mean, I know HubSpot has a lot of ways to do it. Salesforce has a lot of ways. I love Salesforce, but they're so expensive and so hard to get to that point. Like we've improved our Excel sheet. Like we've been using the same one for like years. We keep improving it. So data better aggregates and.

Chad Kodary (45:08.806)
expensive though.

Robb Quinn (45:21.546)
It just looks really good. And the reason why I like the reps and we teach reps in our school, how to do this and read numbers and everything is because when a rep learns this stuff, they're never going to be a victim to the economy or to the business being underdeveloped because they can come in and they have the empowerment of knowledge to know where the gaps are without getting advice from that business. And exactly. So that's how they also become leaders, right. In a company and not just sales reps.

Chad Kodary (45:41.666)
like self-training themselves almost in a way.

Chad Kodary (45:49.266)
And how, how is the sales team? Well, more, let's say sales organization, right? This is the way that I look at it. Tell me if I'm right or wrong. Okay. I'm probably wrong. Okay. Um, I'm more of a marketer than a sales dude. I'll be honest with you. Um, sales team. So in my mind, I'm like, okay, there's your sales manager. Then there's, uh, under your sales manager, there's your account executives. And then under your account executives, there's your MDRs, right? Um, and then under your MDRs, there's your SDRs. Is that

Robb Quinn (45:52.016)
Ahem.

Robb Quinn (46:17.902)
Hmm. It'll depend on the company, right? It'll depend on size of company and like for dash clicks. I don't know because you have so it would be about price point, right? So like if you're noticing that it's harder to get in front of a buyer because you're dealing with so many leads that are giving you that objection. And that was a tough one to overcome, right? Consistently, if you're not selling high ticket, because then it's like, is it worth the time?

Chad Kodary (46:19.412)
Sorry.

Chad Kodary (46:22.934)
Talk about dash flicks.

Robb Quinn (46:44.878)
Because we have to look at is if you have an assembly line what you just listed, setter, closer, then you have your team leads, which are SCR team lead, closer team lead, assistant manager, manager. Like if you go through this whole hierarchy, it's like how many inputs does an SDR have to do to get paid? And let's say I have a salary, and at which point does it make sense to justify that salary?

Chad Kodary (47:06.438)
I want to walk you through what we have and I want you to tell me if it's good or bad or shit or we need to change it and I'll do right here live on the call because I think it'd be fun. Yeah. So we have, uh, we have one SDR that just does outbound all day. They're inside of call tools. Um, and they're on a predictive dialer. They do on average of about a thousand to 1500, uh, dials a day on a predictive, right? Um, probably about like a 10% connect rate.

Robb Quinn (47:14.078)
Let's go.

Chad Kodary (47:31.134)
So there's, they're, they're probably speaking. Yeah. Probably speaking, maybe 75, a hundred people a day conversations, right. Uh, throughout the day that actually get human interactions. Um, some of those also fall into like voicemails and crap like that. So maybe a little bit less, but out of that, um, on average, we're probably booking about five demos per day. Right. So these are marketing agencies, uh, and it's mixed with different campaigns and call tools. So we'll have a campaign of people that signed up for to dash links, but didn't schedule a demo.

Robb Quinn (47:33.044)
Love that.

Robb Quinn (47:40.488)
Yeah.

Chad Kodary (47:59.422)
Right. So we'll call them and we'll get them to schedule a demo. That's our hot bucket. Uh, and then we have our wind backs, which are people that signed up to dash clicks in the past, but basically 45 days, didn't buy anything, uh, or didn't log into their account. We call them and try to like reengage them basically and get it back on a demo. Like, Hey, this is all new stuff that's happening at dash six, right? All that good stuff. Um, we book a demo there. Uh, and then we have our cold list, which is the big list, which is just marketing agencies don't know anything about dash six, right? So we're just co-calling at that point. Right.

So we're booking on average between those three buckets, about five demos per day for the SDR, we didn't have an MDR. We were hiring an MDR. Cause I told you, we're just now implementing. We're, we're, we're having an issue with quality, right? Because they're booking those calls. And by the way, there's aside from those five calls from that SDR, we get calls booked from all over the place. Cause when you come into the dashboard, you could book a call. We send you an email or a text when you sign up where you could book a call, right? There's many different places where you can book calls, right?

So the A's are filled up with calls, right? But, um, now, so right now I'll talk to you about what's happening right now. And then we want to do, right? So right now that's what we have. It's, so SDR is just straight booking calls for the account executive. Uh, account executive is doing now it was 45 minute demos. Now we brought it down to 30 minute demos at the end of the demo. Our goal is to get them into our world with a sale, right? Um, and, uh, that is usually,

probably either one of our 997 products, which is like a, either like kind of like an agency start, we call it agency booster kit, um, or just get them on a subscription to dash. So it's given like some type of promotion to get them on a, you know, first month, 50% off, um, would be like a total down sell. Um, and we have some products in between that we kind of like start high and kind of work our way down depending on budget and all those, all those different variables. Um, and, uh, and then

So that's basically that. And then, uh, somebody that just basically manages kind of that. And that's myself by the way. Um, uh, but I'm just plugging that in for like people to understand. So, and that's very minimal because there's only two people on that team. Right. Um, so super minimal, um, not a lot of work and that's just really like collecting metrics, um, you know, reviewing some calls, feedback, stuff like that.

Chad Kodary (50:15.958)
That's basically what we have. And now we're adding an MDR in between the SDR and the AE to now create the qualification basically. So just to qualify more.

Robb Quinn (50:26.186)
Okay, so I would have the SDR be that person, the MDR. So like they'd be calling and qualifying. That's how we do it. Like that's what they're responsible for. Depending on the commission opportunity, like I would want just based on the price point and the conversion rates, sometimes in situations like this, it actually helps to have a hybrid rep and pay them a little bit more on a sliding scale. So like 20% commission.

Chad Kodary (50:34.963)
Okay.

Robb Quinn (50:52.05)
on everything they close, which they're calling and closing it, which isn't attractive to most people, but if they get paid 20% plus a sliding scale up to 30%, it makes it, they would just become the whole person, STR, MDR, closer, they'd be one.

Chad Kodary (51:00.598)
You talking about for the SDR slash MDR?

Chad Kodary (51:06.762)
I was saying one person. The problem is we can't we can't we there's a lot of volume so that person can't do everything. It's very difficult.

Robb Quinn (51:13.838)
Well, so that would be, that's the obstacle to that is like the volume is always going to be less, but can it justify the commissions they need in order to join the team because they need a higher commission rate? So it just depends what types of people you want on the team. Cause like a closer, unless they can make a certain amount, which so many people in this online space want to make like 10 K a month as a closer. Like not every offer can support that.

Chad Kodary (51:34.178)
Yep.

Chad Kodary (51:37.934)
Correct.

Robb Quinn (51:38.954)
But it doesn't make it a bad offer. It just means like there's other opportunities in the company, which is what we try to teach reps So yeah, it just really like that so to answer your question short answer is that structure works to keep the MDR as the SDR That's one person and then you

Chad Kodary (51:54.526)
And by the way, and I'll add context to it more so you can even add more detail. The SDR right now gets a salary plus. Um, we have a tiered structure. There's four tiers based on showed appointments. So they get paid like, you know, if they, there's X amount of showed appointments, they would hit this bonus tier, right? And they'd get that at the end of the month, right? So that's basically what we have for the SDR. And then obviously AE is, is commission based. I think it's like 10, 10% or something like that.

Robb Quinn (52:12.778)
Yeah, it's awesome. Yeah.

Robb Quinn (52:18.41)
Yeah, no, that's awesome. I would just.

Yeah, it's pretty standard. Yeah, I would just add in a video in between, like which is what you guys are already doing now, which is what the SVR will send to the prospect prior to meeting with the closer, and they're just confirming they watched it prior to the call.

Chad Kodary (52:39.427)
So explain that. So I book, let's say I book a call. I'm now also sending them a video. Say, hey, I'm just gonna send you a quick video. What's in that video? What am I doing in that video? So, explain that.

Robb Quinn (52:45.133)
Yes.

Robb Quinn (52:48.754)
It's gonna show you, so it's gonna have three things. I'll explain the short video. Underneath that is gonna be testimonials, written and video. Ideally, if you can get short video testimonials, longer interview testimonials and written testimonials, it will resonate with however that person receives information. And then you have FAQs under that. And then the video itself, which is on the top, is going to explain who this is for, what the outcome is.

Chad Kodary (53:04.375)
Yeah.

Robb Quinn (53:14.774)
whenever you go through this process, what the process looks like, how long it's going to take, what risk is associated with doing this, and if it goes wrong, what are you gonna do for them? And if you put all that in the video, and the FAQs and the test, you show, right, and when they do show up, they're like, yeah, dude, I know everything, yeah.

Chad Kodary (53:27.714)
That's to lift the show rate, right? You want to increase the show rate. They're ready to go. And what do you do if somebody doesn't show up?

Robb Quinn (53:37.354)
If they don't show up, like they no show the call, we just stay in front of them. We just stay in front of them. And it'd be like, yo, did you die? Like our guy was sitting here, like, you all right? Like just make sure everything's okay. Yeah, standard follow up. Unless they no show us three times. At that point they just, yeah.

Chad Kodary (53:38.682)
Yeah. What do you do? What's cause everybody's got there. What is it? Okay.

Just standard follow up. Cool.

Do you, do you also have somebody like for us, we used to do this or I see, or I actually used to do this, but they used to call every call, uh, like a couple hours before we scheduled to confirm basically they were going to show up.

Robb Quinn (54:05.846)
Yeah. So we always do end of day confirmations, start of day confirmations. And then, um, so end of day is like the calls for the next day, but you booked it earlier that day or you booked it prior to that day. We're going to say, Hey man, just want to make sure you're still good for the call tomorrow. Very simple message in the morning. We say, Hey Chad, just want to make sure you got the link for the call today. Even if, um, that'll just be a text.

Chad Kodary (54:11.214)
What does that mean? End of day and start of day.

Chad Kodary (54:23.446)
Got you.

Chad Kodary (54:29.338)
So you're calling that person twice before the call.

Oh, it's a text message. I got you. Okay. Is it, can you use like Calendly reminders for that? Cause that's what we do.

Robb Quinn (54:35.374)
Yeah. So that was just.

Issues so that you can but they know it's typically a calendar reminder Those typically become white noise. They usually don't respond to it. We're looking for engagement The engagement shows the additional interest level So and you know her movie

Chad Kodary (54:48.418)
Gotcha, fair enough. Yep.

One thing that we do just as a side note, I don't know if it works or not, but it actually, it works pretty well for us is inside of Calendly. They have like a reconfirmation, um, text message that goes out. I'm sure you're probably familiar with it where he basically sends out a link and it's like, Hey, is it confirmed? You're going to be on the call. And we write a custom message basically saying, uh, Hey, our calls in an hour, whatever, two hours, uh, do me a favor. If you're going to show up, just click the link below to confirm. So we don't cancel the call.

Right. And then they'll, they'll click the Lincoln and Calendly. You basically see like invitee confirmed. So that's a pretty cool feature that we've been using. We started using it a couple of months ago. It works good.

Robb Quinn (55:24.747)
Yeah.

Robb Quinn (55:28.81)
Yeah, I would just track the engagement rate around it because the whole goal is to just collect engagement rate. We've noticed with the automations, people don't respond as well. And we don't want to send them the link. We just want to ask them, because it's already in the invite, right? We're just trying to get them to say something to us. Yeah, that's the only reason we do it. But you know, it's a thousand ways skin and cat. That's why I love sales and business. There's some core fundamentals that will always hold true. They're timeless, but.

Chad Kodary (55:44.634)
Yeah, for sure. That's cool though.

Robb Quinn (55:55.454)
as it relates to the economy, types of offers, price points, sales cycles, I mean contracts versus non-contracts, like there's so many ways to handle, do something.

Chad Kodary (56:05.482)
All right. I know we're going overboard. We're, we're, we're running out of time here. Obviously we could, we knew can sit in a room together and literally be locked in and just talk all day. Right? So we're, we're definitely going to get you back on Rob. Uh, uh, but dude, if anybody wants to get more information or wants to connect with you, Rob, what's the best way.

Robb Quinn (56:12.407)
All that.

Robb Quinn (56:23.754)
Yeah, I would say you could email us at support at the salesagency.com. If you wanna just mingle with me, go check out Instagram or Facebook. My name's just robquin3 on Instagram and just robquin on Facebook and that's rob of two Bs, R-O-B-B. And yeah, we'd love to be able to, I'd love to answer some questions if you got any. So we staff businesses, agencies, and coaches with sales reps. And if you're in the offline or online sales space as a sales rep.

we make sure you go through the school and you get great opportunities with our clients.

Chad Kodary (56:56.342)
Dude, love it, man. Thank you so much once again for jumping on with us. I'm going to leave this call and going to rebuild our wholesale department. Uh, no, but seriously, man, thank you so much. And I'm sure we will see you again. Another podcast here shortly. Have a good one. All right.

Robb Quinn (57:09.566)
My pleasure, Eddie, y'all. Thanks for having me on.