The Webinar Agency

With Every Level There’s A New Devil – Robb Quinn On Resilience | EU79

Could you survive a major life setback? How about 3 or more? What if you LOST IT ALL and had to start over not once, not twice, but 4 times?

Would you be able to get it all back? Would you still find a way to be successful?

My guest this episode is a testament to the power of resilience.

Robb Quinn is a former champion powerlifter and personal trainer who’s been a salesman his entire life – in one form or another, whether he knew it or not.

He’s built himself up from making $3/hour coaching gym-goers at 3 am… to the CEO of The Sales Agency, a team that generates $200k/month cash collected.

In his story is the key to personal growth, professional success, and a lifetime of happiness. I’m very pleased to share it with you.

You’ll Discover

  • From childhood chores… to pineapple guerrilla marketing… to Tiffany earrings… to being a $3/hour personal trainer for 3 am clients… to tanking 3 businesses at the same time at 20 years old – Robb’s journey to becoming the CEO of The Sales Agency [01:41]
  • How to implement a fool-proof referral strategy whatever your product or service – say these 14 words before you get off every call, whether you sell them or not [36:10]
  • How almost getting fired taught Robb that client support is just another sales channel [40:10]
  • The perfect way to lose your top-performing employees [45:30]
  • As someone who’s lost it all and had to start over several times, this is Robb’s advice for people going through a difficult time in their life or business [01:08:10]

…And much more

For More Robb Quinn

Check out his Youtube channel and Facebook group.

Helpful Resources

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Episode Transcript

Robb Quinn: [00:00:00]

You guys are listening to this and it’s like, Oh my God, I hope I never have to go through that but the truth is like, if you’re not dead and you’re not incarcerated, you have a lot of ability and resources to be able to learn and to figure out how to get out of the situation you’re in.

Joel Erway: [00:00:20]

Hey, what’s going on? It’s Joel Erway here. Welcome to another very special episode of Experts Unleashed. Today, I’ve got my good friend and client Robb Quinn on the call with us today. And now Rob has a super, super inspiring stories. Awesome person. Awesome entrepreneur. And I wanted to have him on the show and have him talk about his journey, have him talk about his path to how he’s grown a super successful sales agency and the journey and the road took him to where he is today because it’s a very inspiring story and I’m excited to dive into it.

So, without further ado, Robb, welcome to the show my man.

Robb Quinn: [00:01:06]

Hey, thanks for having me on Joel. Super humble man. Pretty excited.

Joel Erway: [00:01:11]

Why don’t you give us a little bit of background? Tell us, tell my audience a little bit more about who you are, what’s your, you know, what you do currently and then we’ll jump into your backstory to start.

Robb Quinn: [00:01:22]

Cool. Yeah. So as you guys already know, my name is Robb Quinn. Uh, Robb with two b’s in case you try to look me up. That actually has its own story behind it. I guess I can tell that the origin story. It’s a fun one. So yeah, I own a company called The Sales Agency. We focus specifically on sales development for coaches and consultants so for agencies.

And our one mission, our one task, alright that we’ve checked off every day is to develop the world’s most effective sales development agency for agencies. So that’s our goal. That’s our mission. And we run towards that every day. So yeah, launched in 2017, pretty exciting stuff.

Joel Erway: [00:02:08]

Cool. So how did you get into this world of sales and developing the sales agency? I’m sure you didn’t wake up one day and say, boom, this is what I want to, this is what I want to do in my life. Right? How’d you get here?

Robb Quinn: [00:02:21]

Holy cow, man. I feel like in every great entrepreneur, there is some type of story that just really made them who they are.

You know, there’s a study and I know this is a slight off, you know, off track thing here, but it kind of like relates to what I’m about to say but there was a study done with like Ivy league colleges where 50% of Ivy league graduates end up in middle management. And they said it’s because what got them there and their ability to learn and how they learn that allowed them to be great test takers and things like that actually stopped them from succeeding past major obstacles that are sporadically thrown in their path.

So the way that they think and process information just stops. It just like disappears, which is really weird. Right? So, that brings us to what I’ve realized is we like bring on new talents of the team as well, is that some of the best talent that we experienced and the story I’m going to tell you here today really comes from a resilience and resourcefulness.

So that’s really what helps bring me up to where I am today. So I just thought that was pretty interesting when I read that the other day about that, you know, but anyway, so yeah, a little bit of the story, you know, it launched, I guess it really starts in 2000 and, well, I guess we’ll go back a little further.

Sales has been in my blood since high school and it’s funny when I was a kid, my dad used to tell me he’s like, I don’t, you’re either going to be like, it’s like, I don’t know why you always have to be going back and forth with us. Like, and you’re always trying to convince us of something else like I just don’t get it.

Why can’t you just accept what we’re telling you as is like, we are the parents and blah, blah, blah. And it’s funny because my parents were both top sales reps and what they did. They sold insurance for progressive. So they would put this chore board up and I didn’t realize I actually do it for my kids now, but I didn’t realize how powerful it was.

It was an incentive based chore board. So they had all the chores written on the board and it was my brother and I, so they said, here’s what the chores are worth. You guys get to pick and choose. Who’s going to do what, and there’d be some weeks where I didn’t want to do anything. My brother did everything and I wanted to go to the movies and I had no money.

And my brother had all the money. He did all the chores. So, it was pretty interesting concept. So I do that with my kids now but I feel like that definitely played a role in how I start to develop the way my mindset started working. Then through high school, I just was a part of a couple of clubs which helped me with leadership, which I nowadays has helped me a lot in growing a company.

But DECA was kind of where it started. It got me interested. And for those don’t know what DECA is, it’s like a business marketing program in high school. So, I joined that as a sophomore and I was a president for our club, our junior and senior year. And we started doing new things that I didn’t no would be helpful for me down the road, but guerrilla marketing.

I remember this is one campaign and our teacher that led it, I won’t say her name on here really, but she told us we needed more people in the club or they’re going to shut it down. And I was like, Well, that’s not fun to be president of something that does exist. So, like what the heck can we do?

And I was like, what would get people’s attention? Because I know if I talk to them, I could use my energy to get them excited to at least check it out. So what can we do to get the attention? And I was like, I didn’t know, this was guerrilla marketing at the time, but I was like, alright, here’s, we’re going to do a squat.

I bought a bunch of pineapples. What we’re going to do is we’re going to cut them in half and then we’re going to carry them around the school. And they’re like, why? And I was like, cause when they stop and ask us about why we’re carrying around pineapples, we’re going to tell them it’s because we have an initiative for this club called DECA, are you familiar with it?

And this segue to us into explaining how marketing and business could create major impact for their future. So that’s how we were able to like to grow our club.

Joel Erway: [00:06:28]

How well did it work?

Robb Quinn: [00:06:30]

Fairly well, we didn’t need a bunch of people. It was less than 10, but we got a handful of people in enough to be able to show people like, wow, they actually are doing something that is working and, you know, bringing people in.

So they, they appreciated it. So they kept the club open very cool. So it still opens it today. And that teacher has sent multiple people to stay. So when I was there, we went to districts and I found my old district book and it was funny. Like I saw all the priorities cause we had to do a sales pitch and like how I prioritize the conversation which I found later in later years ended up being incredibly helpful down the road.

So that was a big staple for me going from there, I went to college for about two weeks, turned down some scratch track scholarships that I received from some schools to take guardianship over my brother because he had to stay here and my mom was in a different state. So, I turned those scholarships down to stay here.

So, then I dropped out of college and I took on three minimum wage jobs. I stocked groceries. I sold sunglasses at sunglass hut. I sold stuff at GNC. And I was competing in powerlifting at the time.

Joel Erway: [00:07:40]

So how old were you at this point?

Robb Quinn: [00:07:43]

I was 18.

Joel Erway: [00:07:45]

18. Okay.

Robb Quinn: [00:07:46]

Yeah. It’s 18 years old and, you know, I always wanted to be a personal trainer. So that’s something I always wanted to do on massage therapy.

So at the time sales was not even on the radar. I had no idea that things that were embedded in me that would make a huge impact in my life and you know, end up allowing us to build a seven figure company. So I’m around sales, right? So at the time I was working these three minimum wage jobs, I ended up just being good at selling sunglasses.

I mean, to the point where people would buy them and I was doing it in such high volume that they would return them the next day when I wasn’t there sometimes. Cause they just loved me so much, they wanted to buy it. I’ll never forget some of the stuff selling Tiffany’s and guys and gals use this stuff ethically.

Just want to put that out there, but yeah. So at the time I didn’t even know what that meant use this ethically. Right. I just knew how to have conversation and to be able to relate to people. I didn’t understand how stuff came together. So I remember saying, you know, to the females that came in to buy Tiffany’s, I was like, you know, a dog is a man’s best friend, but you know, what is a woman’s best friend?

I was like, pair of freaking Tiffany’s. I was like, what do you think your friends are going to say. And they see you in a pair of these, are they going to say, Ooh, those are gross. Or they’re going to say like, uh, wow, I need a pair of those. And you’re going to be envious amongst your friend groups. So really if you get this, just consider what’s going to happen next.

So anyway, let’s try them all see which thing. And then one thing led to another and it was so funny how all that transpired. I never understood what I was doing. I just did it. So, you know, there’s a lot of power and really understanding what you’re doing and not knowing what you’re doing. Right. So, anyway, what ended up happening was, you know, I really needed a gym membership and I didn’t have enough money to get a gym membership.

And it’s like 30 bucks. You know, I was, I had enough money to get food that was competing at the time were also on food stamps. Cause you know, my minimum wage job, stocking groceries and selling so up at sunglass hut and, GNC like commissions, not very high. And hourly is not very high. So you crush it there and you’re still like making barely anything.

So I’m on food stamps. We’re in this apartment, I’m paying for the bills and whatnot. So it was a pretty intense time. And then I talked to the gym and I was like, yo, like I will clean the gym for free. If you give me a free membership and super great tradeoff for them. So they saw me in there.

They knew I wanted to be a personal trainer, but I wasn’t certified. And so they saw me competing and I went to worlds when I was 19 years old competing in power lifting. Mmm. You know, it just came down to like technique, which I later found out discipline and technique can take you to a whole another level.

Never really understood the magnitude of that. But at the time, yeah, I was doing powerlifting and they saw me in there. They saw my work ethic. They’re like, you literally live in here outside of your jobs. So I’ll tell you what. We got, we got people coming in early in the morning. They want personal trainer.

Nobody wants to come in, integrate them. Do you want it? And they’re like, you’re going to have to sell it. But these people are asking questions. I was like, let’s freaking go. You know, I was ants. I was like, you know, I’m 18 years old. I can wake up at 3:00 AM and worked three jobs.

Joel Erway: [00:11:07]

How much recharge? How much would you charge for personal training at 3:00 AM?

Robb Quinn: [00:11:11]

Yeah. So, let’s all keep in mind I did not understand sales at the time. Okay? And I also didn’t understand how to understand my client, the people I was talking to. So little did I know this guy was a multi multimillionaire, owned a major metal sheeting company. And so he talked me down two, five 50 an hour, five days a week for a month.

So after taxes, I was making like $3, I think an hour, $3 an hour to get there at 3:00 AM.Oh gosh. I, but at the time I was like, just give me a shot.

Joel Erway: [00:11:57]

Yep. Yep.

Robb Quinn: [00:11:58]

So I took it and sure enough because I was so focused on the quality of delivering a result, that’s the next person that was coming at around 3:34 AM saw what I was doing. And they’re like, yeah, I wouldn’t mind working with you. So I signed them up a little bit higher rate.

It was like $7 an hour because I didn’t really know my worth. Then they saw what I was doing and people coming in at six o’clock we’re like, yo, like we wouldn’t mind doing this. And granted my free minimum wage jobs, you guys are wondering like, how do you have time for all this? My three minimum wage jobs didn’t open up and sell yet.

So like I was working from like tens and nine. Well, by the time I close closes 10 to 10, so I had this huge window of opportunity in the early am that nobody else is using. And I look back at it now I’m like, how in the heck did I

Joel Erway: [00:12:47]

When did you sleep? I mean, like this window of opportunity, that’s what other people would use for sleep.

Robb Quinn: [00:12:53]

Looking back on it now, I don’t know how I had the energy to do it, but you know, at that age, I mean I’m 28 now, but I say at that age, but you know, you just have so much Gusto, you know? So anyway, I’d start picking these clients up and before you know it, I’m 19 years old, you know, I qualified for worlds.

I have these clients now I have like five clients early in the morning. I was able to quit my job, stocking groceries, and focus on these clients that work in those two jobs and lifting. And, I just walk into the gym one day. I’m not, I’m 19 years old, you know, I’m almost late for a client that day. And there’s these people with a camera and I’m like, Oh cool.

We’re getting some stuff done for the gym. Like we need this. It was a little tiny hole in the wall, anytime fitness. And they’re like, no, we’re here to take your picture. I was like, why? And I like, looked like a hot mess where I’m going to be honest. Yeah. And I was like, for what? They’re like, well, you got nominated best personal trainer in the Northland.

And I was like, how. And so they showed me how it works. And I guess, I didn’t know this, but like, I guess in every like area they do like this voting on the best businesses in that specific area. So this is the Northland of Missouri. And I didn’t know this at the time I was taking all my bit. I just want a client.

So I was taking all my business cards, which I had a huge picture of my face. Right. And like a sleeveless shirt you know, I’m tan, young and fit. And so anyway, I’m putting these business cards out into any place that had any relevance to nutrition, health, or wellness. So tanning salons, nutrition, shops, banks, like anywhere that will take them.

And it turns out one of the banks called each other and they’re like, Hey, this guy’s like a really young go getter. Like everybody should vote for him. Like he deserves to have this spot. All the banks in the Northland voted for me. So I’m 19 years old, there’s all of these way more experienced trainers that should have, should have, I’ll say that for sure should have earned this award.

But because of my marketing initiative, I was able to position myself as the authority and back then, I didn’t know what that meant. So I ended up getting this award at 19 years old and, I guess I was just shocked, you know? So that was the first step to that next level. And, So, yeah, that was pretty exciting.

And then, yeah, then we move on to like I’m 20 years old at this point. And I launched another company, as a powerlifting company cause I realized this seems like a really easy structure because as I’m competing, I went to worlds and I was like, I think I could do this. So I launched a company. I don’t even know the website’s still up.

So I haven’t really deleted everything. It was the national Federation of fitness. It was the NFF. And I charge people to come to events. And at the time I’m 20 years old, I’ll never forget the first event I held in Excelsior Springs, Missouri. I made a thousand dollars that day. I people just paid entry fees and the cool thing is I didn’t have to pay for the venues cause I position it as free publicity.

Yeah. Back then Facebook was dope. Like you can put up a Facebook post and the whole freaking galaxy saw, like there was no weird algorithm. It was awesome. So I just use Facebook posts. That’s all I did. And, so I ended up scheduling an events at the branch Warren classic where people could compete against this guy.

If you look them up now he’s a major, major powerlifter. I met him at worlds when we were younger, we compete against each other. His name’s Pete Rubish. You can check them out. I think he’s still sponsored by USP labs or whatnot. Now on YouTube. So I got him to agree to go to the branch Warren classic.

And if anybody said out deadlift him, because now you can see he’s going for like the world record for like a thousand pounds on deadlift at like 28 years old or something 29. But at the time he was doing 600 pound deadlift at like, we were, he was like 20. So I put together this big event of the branch Warren classic.

I had 12 events across the country and within the span of like a month, I just called gyms and I set up a dozen events across the country. So now I had this other company where we were doing pretty well and I didn’t understand taxes and everything else back then, which is a totally different story. So there was that, and then one thing led to another.

And I ended up leaving those other two jobs, selling a GNC and selling a sunglass hut because another opportunity came about where this nutrition shop shut down in my local town. And at this point I’m 20 years old and this silent investor came up to me and was like, Hey, this shop just shut down. We’ve been seeing what you’re doing.

We’d like to give you 30 grand go in as a silent partner and just have you open up a nutrition shop. And I’m like, Whoa. This sounds like a dream. Let’s poke it the F up and I put together a game plan. And, I didn’t really understand a business plan back then because, you know, I dropped out of college after two weeks and yeah, it was all kind of scary.

So went in and we lost, we opened the store. The funny thing was, he didn’t really understand my circumstance, even though I have these credentials and this and this, the other thing I was just because you see something happening doesn’t mean it’s actually happening where you think it is. So I was still on food stamps, even though I had these Prudential right.

And I wasn’t really making a lot of money. My apartment rents was overdue. So I was close to getting evicted and little. Did they know some of that money? Well, like all the money I was going to make right away was going to have to go to getting me back to zero. So nobody knew that at the time.

Right. So I’m going through all this and they had no idea. I had no internet. They’re like, well, you just put together this game plan, like show us the game plan and we’d love to get, you started to partner up with it. And of course, like any entrepreneur that just wants to go out and accomplish their dreams, I just said yes.

And figure the rest out. And so I was like, where the heck? Cause I don’t have a laptop. I don’t have a computer. I don’t have internet. Am I duplex? You know, in this little town in Missouri. So I went to the library, turns out the library is free. Right. And you can, they let you use the computer for two hours?

So I went in there and I used the computer for two hours a day. I was sitting next to this guy who was also in there every day using the computer. So I got to know him and I put together my game plan for the business because got everything I needed, how to get a business license, all that jazz. Right. So anyway, long story short is I opened that store a few months later.

And now I have the money. We have a major soft opening for the store for the grand opening.

Joel Erway: [00:19:36]

Are they giving you 30 grand up front? Or was this like a 30 grand a year salary? Like what was this 30 grand?

Robb Quinn: [00:19:42]

Yeah. Great question. So, um, this is where you went, the more you learn in business, you know, for everyone listening to this podcast, it’s important to, if you’re going to make a mistake and it’s a, if it’s a $30,000 mistake, make sure you got $30,000 worth of lessons out of it.

And, so it turns out my silent partner at the time had actually made a deal with the landlord I didn’t know about. And we actually got that money, as a debt we owed on top of our rent per square footage. So I didn’t understand how this kind of stuff works. And I just said yes to stuff because I was a go getter and I know they didn’t ask questions.

I was like, let’s roll. So, this was a $30,000 loan and we had to pay back over the span of our lease with zero interest that was given to us based on a square footage and also to match money that we supposedly already had, which we did. So I was working way from behind. I had no idea. I also didn’t understand what it meant to order things in bulk for higher margins.

I didn’t even know what margins really meant. I didn’t know how to hire the right people. So I was hiring the wrong people. I didn’t know how to properly train, to be able to work with people and the best way they are, they work. I try to just basically work with them and the way that I know how to work, which is another huge mistake.

So we had a ton of publicity. It was a bomb start and I tanked it in eight months. That’s when I went through my first lawsuit, I was 20 years old. It’s super scary stuff, but I learned a lot of lessons from it. And so I was able to take that and run with it.

Joel Erway: [00:21:17]

What was the lawsuit over? Was it over the overdue rent?

Robb Quinn: [00:21:22]

We had to break the lease five year lease, and then we had that $30,000 loan. So, like long story short, I wasn’t held responsible for everything. So I’m 20 years old and like, I didn’t know everything going on but that’s when I experienced what that process looks like. So now that kind of stuff could sound scary.

You guys will listen to this. And it’s like, Oh my God, I hope I never have to go through that. But the truth is like, if you’re not dead and you’re not incarcerated, you have a lot of ability and resources to be able to learn and to figure out how to get out of the situation you’re in. We have the internet, it’s literally the world at our fingertips.

Like you have nothing to be scared about. That’s my opinion. So, we went from there and continued on and because I lost that. And at a time, my girlfriend’s pregnant right with our first kid and I’m 20 years old. So I’m having my first kid at 21. I’m like, what the heck am I going to do? Like, I don’t know.

I don’t have a degree. I failed one business. And because of that business failed, I was in there for so long. I had to cancel my power lifting company. So that went under and then the personal training business went under. So literally I, I taped three businesses at the same time which obviously, you know, looking back, I can see why that would be scary.

I would want my business to tank now. But you learn from it, right? You’re going to have a $30,000 mistake. Make sure you have $30,000 of experiences from it worth of experiences. So like, alright, so what’s the next chance here? And I knew this guy at the gym I work, I was working out at, he owned a company called, curvy.

There was a curvy distribution. If you guys don’t know what that is a, I don’t know if they’re around anymore, but they were a vacuum expensive vacuum. It’s a $3,000 vacuum that we sell door to door. So I was like, he, he presented the option to me. He’s like, Hey man, I could tell, you know, sales, would you want to be a recruiter for us to be able to bring people in and train these people to sell vacuums?

And I was like, sure, it sounds like walk in the park. It sounds like good money back then. It was like five to 10 grand a month. And some of the other people, they call them DPSS Oh, it was a position. They were making like 20, 30, 40, 50 grand a month. I was like, this is, this can’t be real. And so I went in vacuums, selling vacuums

Joel Erway: [00:23:39]

door to door,

Robb Quinn: [00:23:40]

door to door, and that’s what the recruiters were making. So month one I did okay. I made a few thousand dollars, you know, at this point, you know, in 20, about to be 21 years old. So yeah, it was a good amount of money at the time for me. So the company found out that I’ve never actually sold a curtain. And so they demoted the next month and I’m like, are you kidding me?

I don’t want to sell these things door to door. And they’re like, dude, just do it for a month. You’ll do well, I know you will. And then we’ll re promote you. So at this point, it’s December, it’s freezing. I’m like, what the heck did I get myself into. You know, we have a new, we have a kid and it’s like, this just doesn’t seem realistic.

And, so I was like, all right, well, I know what I’m capable of. Let’s just roll with it. I bet on myself. I’ll keep betting on myself and sure enough in month, one of selling, I sold 30 units for $90,000 and I hit president’s club. I won, I beat everyone in the region. If anybody comes across any of my mini webinars, which the man Joel Erway showed us how to do, you’ll notice that I have that picture in our mini webinars.

And so people can see the poster. But they hung up. And the award from Kirby I’m hitting that. I shook hands. The VP ended up on the front page of the magazine, all inclusive, like first month selling first month selling it. It was pretty intense. I’m not going to lie. It took a lot of hustle back then hustle was everything.

Yeah, there was no understanding how to control a conversation.

Joel Erway: [00:25:19]

So what did that produce in terms of commissions $90,000 in sales for selling the back of the nobody expressed interest in?

Robb Quinn: [00:25:27]

Yup. Dude. This is a lot of money back then, to me, $10,000 in commissions.

Joel Erway: [00:25:34]

Yeah. That’s solid, man. Your first month selling like that’s, that’s legit

Robb Quinn: [00:25:39]

dude, my family, first of all, I thought I was crazy.

I still think I’m crazy. I don’t even think they know what I really do. But yeah, they would just, I went inside, and they called a demoing the vacuum. Right. So they’re like, go demo it on your family. Try to sell them. It was like a network marketing thing at first. And so I went in, I demoed it. My family didn’t buy it, whether they’re like, we hope you do.

Okay, sweetie. And they’re like, are you okay, sweetie? Like, are you sure you want to do this? Are you sure? You’re okay. And I’m like, well, I’m going to crush this. I was like, would you have bought if you weren’t my mom. Just like, well, probably not. Cause it’s a really expensive vacuum. I was like, not helpful, but also let’s roll.

So, that was how that, that’s how that started. So I was like, yo, this is super unethical idea. Like, and I definitely don’t want to be knocking doors and like 30 degrees. Cause it was December in Missouri. It’s very cold. So I was like, alright, what’s the next thing? And I’m like, just applying to anything because I had no college degree.

So I was like, not a lot of places without hustle will hire you.

Joel Erway: [00:26:45]

Hang on. How long did you last in the sales position? You crushed it on month one where you out month two?

Robb Quinn: [00:26:50]

Yup. I was done. I was like, I don’t want any part of this anymore. I didn’t like it. Here’s the thing. Here’s the thing, man. And I don’t know if a lot of sales reps, sales pros can relate to this.

Manual labor, a lot of walking around and carrying those heavy things. Not really my thing.

Joel Erway: [00:27:09]

Regardless of the money, regardless of

Robb Quinn: [00:27:12]

I was out there.

Joel Erway: [00:27:17]

Alright, so what’s next? You’re out of Kirby.

Robb Quinn: [00:27:20]

Yeah. So this gym calls me back and I was like, yo, I’ve been to the gym industry before. I was like, I could probably rock this. And the company was called lifetime fitness. And I didn’t really understand what it was, you know, I, I just knew they were a big gym.

I was super intimidated walking in, cause it turns out they’re the largest health club in the world. And I was like, this place looks like a freaking resorts. So I walk in there and I tell them, you know, I used to work for this. Anytime fitness company did pretty well, got some credentials, selling personal training and whatever.

So Kirby vacuums, you have $3,000 door to door. They’re pretty well actually under president’s club and that, and they’re like, Oh cool. You’re a hustler. And I was like, yeah, I’ll do whatever it takes to win. And, they’re like, you know what, we’re going to start shoot today or not. Cause back then they would send people a certification.

So you had to, they flew you to Minnesota. You had to take a bunch of tests for a week and I kid you not. If you failed one of those tests, they would legit fly you back home same day and you wouldn’t be here for the company. Again, it was intense. Like, they taught me a lot of the stuff that, you know, is core the core in me.

So anyway, I they’re like, you know what, we’re not going to send you a certification right away. We’re going to let you sell right away, which is super unheard of for the company, especially back then. So month one I came in and ranked fifth out of there’s like 30, some odd sales reps in our region. And I had no book of business and Ritz, we called it ripping deals, but sold at 75 where they called boats memberships.

So 75 boats in one month, my first month in January. And that’s when I knew like this kid is onto something. So then a couple months went by and I kept doing between

Joel Erway: [00:29:06]
I’ll pause you real quick. Right. So I want to get some, some context here. So you sold 75. What was the commission on those 75 lifetime fitness?

Robb Quinn: [00:29:18]

It’s between 5 and $6,000 range,

Joel Erway: [00:29:22]

but it’s all inbound. You’re not hustling. You’re not going knocking on doors,

Robb Quinn: [00:29:26]

so I’m not knocking on doors, but it wasn’t all inbound traffic. And the reason why, and they’ve corrected this, I switched up their model for back then. It was all about becoming a complete player.

So people would start putting inside of the CRM that they were self-generating leads that they want. So basically what that told the marketing company’s been cut back on marketing and profit more because they’re self-generated, but really they were taking those inbound leads, putting them in a self-generated.

So that started to screw us a little bit. We weren’t getting as much inbound traffic because the marketing company thought they didn’t need a pump money into that club. So a lot of it was generated. So we still had to find, we had to, what were they called create door traffic manufacturer revenue is what they call it.

So it was technically not going door to door, but we were still having to hustle.

Joel Erway: [00:30:14]

And what does that look? What did that look like? Just give us an example of what manufacturing traffic looks like in the gym space.

Robb Quinn: [00:30:21]

Ooh. Yeah. Ooh. You guys are about to get some good stuff here. So basically what that would look like is a whole goal was to turn one into two and to three into four.

And the mistake people make when they sell low ticket stuff, especially in a retail environment like that. Is that they try to sell the first person and they try to make that their primary objective. That’s a mistake. So what we did is we want it to become the world’s greatest and buyer, and we played a friend game, a pass game.

So essentially you come in and I’ll tell you what, I’ll let you try it out for a couple of weeks, which we don’t normally do. But, you can bring in a few friends with you. That’s the tradeoff.
Maybe like, wait, what’s your, you going to let me do something. That isn’t necessarily allowed. And we get to break in exchange for our friends coming in to do it with us.

I was like, yeah, between you and me. And they’d be like, duh. Yeah, what? Sure. And so I played the past game. I was more focused on selling their friends because they would join as a byproduct because people work out where their friends work out. Yep. So what I did is I created a spider web of business. So, this is something that we also apply in my company, the sales agency as well, doing an end of month strategy, which we might get into later.

But in this specific space, when somebody came in, I collected, Oh, I called BIP and they were referrals. So what I would do is in the office, we would call those VIP with that person. That was a part of the contingency of this offer. Right? So the best time to make a sale is when you made a sale. People think a sale is a transaction of currency, but it’s a transaction period.

And this transaction was in exchange for the free access. I wanted them to bring their friends and that was my transaction. So we would put these people on speakerphone and I would invite all of them in and confirm their time that they were coming in. Preferably during this first workout session that their friends doing, this is where they could all meet up.

And talk about it and possibly join same day and create one, two, three memberships at a time. So, cause at lifetime, if you sign up a family of five, that counts the same amount of units as some like a single membership. So a family of five was the same as a single membership. So that was still one unit each.

Joel Erway: [00:32:32]

Yep.

Robb Quinn: [00:32:32]

But you want to sell families because there’s more revenue. So anyway, that was my goal here. I wanted to create a pass gain and I would create so many referrals that I would have a bid month close out and end a month close out. And the 15th of the month and the 30th of the month, nothing else existed.

There was no 16th of the month, but once the 16th of the month hit, our goal was to be able to pull in all the low hanging fruit from rollover. And then we go back in and once the 30th of the month was here, there was no first of the month, the world ends today. Like that was the mentality that we rolled with.

So it was able, it allowed us to be able to push this urgency. On to you know, our leads to be able to incentivize them and to feel what we’re feeling to get started today. So, as an example of this, our team and the sales agency pulled this off last month, we did 106 grand and one of the deals our prospect felt the urgency to such an extreme.

That they’re like, you know what? I’m not going to do a payment plan. I want to help you guys hit this goal. Like I got a couple other cars here. We’ll use these other cars as I have a limit on this card and I’ll put the rest of them. I on these other two parts and like, that’s the extreme that we’re able to project that type of urgency and emotion onto our prospects.

Joel Erway: [00:33:49]

And so they just wanted to help you out hit your own revenue goals. So they, they did everything in their power to painful.

Robb Quinn: [00:33:58]

Exactly. So it sounds, it sounds insane, right? If you’re listening to this guys, you’re probably in gals, you’re probably thinking of yourself, like not real, but here’s the thing.

People don’t play the game for them. Sometimes they do. People don’t play the game for you. Sometimes they do, but everybody plays for a bigger vision. Everybody. That’s the reason why people follow religion. That’s the reason why people follow certain people in politics. That’s why people follow all these extreme things, right?

Because it’s a much bigger vision than ourselves. And people are willing to commit their time, energy, and resources into something bigger than them into something bigger than you. So that’s what we created.

Joel Erway: [00:34:39]

Interesting. Powerful stuff. Okay. So you, how long were you at lifetime fitness for?

Robb Quinn: [00:34:45]

So I was there for a couple years and I ended up doing four more president’s clubs at lifetime.

So a president’s club is, as we discussed a family as one unit or a single memberships, one unit, I did a hundred plus units in a single month, four times, three times in a row. And one of them in a separate month, I did that my first year. So after I figured out this whole formula, it was, it was game over.

There was no stopping me. And then I found out how to use the club as well. So one of the things we would do is we would go to every department and we do this now on our team, maybe we’ll get into that later. But I would go to every department and every sales rep had to go to each department and find two incremental memberships from each different department.

So somebody would take the cafe, somebody would take the spa, somebody would take the swimming department, somebody would take the kids department. So everyone would disperse ourselves and find two incremental memberships. From each of those departments on top of what we already committed to for the weekend.

This is how we were able to break records, controllably over a specific amount of time. We had a lot of people think that you jump on a sales call and if you want to be great at sales, you close deals more often, but that’s such a minuscule part of the sales process. It doesn’t have any sales strategy that has technique. Sales strategy is what I’m describing here.

Joel Erway: [00:36:07]

How would you, how is that possible? Like, can you implement that strategy in anything that you sell? Right? So like we’re about to launch a group coaching program. How would you implement that for say a group coaching program when there’s different currency? Like, how would you, how would you identify the different currency in a sales conversation where you can say, okay, I can get one sale or I can spin this into two or three other micro sales or whatever that is. So how would you, how would you do that?

Robb Quinn: [00:36:38]

A couple of things. So we want to maximize opportunity and look our resources. So first example to maximize opportunity, anytime that you hop off a call with somebody, I don’t care if closing or not.

You always ask this one thing. Do you have any other friends in business that would benefit from a similar service? If you say that, then what it does is narrow their thinking down to a specific person that they know in business that would benefit from using the mini webinar or whatever that coaching program might be.

So that’s how you’ll be able to maximize every person in turn. One is two and a three in order to maximize your resources, we do something called a hot list. We only use this hot list when we need to cross a goal. So for us where we’re at right now in growth, we want to do 50 to a hundred percent growth month over month.

So if we’re at that 50% marker, we don’t leverage what I’m about to tell you, okay, we save this for when we’re close to missing the 50% growth. And what, the way it works is we create a list of 10 people. Everybody has a different list, and this is called our hot list. These are people that have bought from you, or you have a close relationship with that.

You could lean on to be able to get a sale within the next three days. And they make you a connection either via email, via Facebook messenger or whatever. And you’re able to close them by pushing the urgency and because you have that referral so uses hotlist to basically guarantee a sale to that revenue market.

So that’s another sales strategy.

Joel Erway: [00:38:05]

Cool. So you’re using both of those strategies, like in combination when you need to hit a certain, certain milestone.

Robb Quinn: [00:38:13]

Well, we always do the referral one at the beginning.

Joel Erway: [00:38:17]

How often does that convert? Right? So I got a 10 people. When you ask that question, how often does that actually lead to a referral lead? Not necessarily customer, but like a referral lead.

Robb Quinn: [00:38:28]

Yep. So we actually track this. It’s a metric that’s required in the, in our company. We have referral quotes and the reason why is because. It’s not a matter of how many does it bring in? I’ll tell you our quota and whatnot here in a second it’s 0.7, five, but it’s not necessarily a matter of how many it brings in.

It’s more so a matter of, is it more than zero? Because the thing is a company that’s doing a hundred, 300, a million thousand a month or a million dollars a month. It’s like one degree of change. You can create tens of thousands of dollars in revenue. Yep. So in that particular scenario, if you’re generating.

Let’s say you’re connecting with 500 leads a month or 500 calls a month. And of those, or just use a round number, a hundred calls if you’re connecting with a hundred calls a month and you’re only generating, let’s say you fall short and only 2.25 referral count on those connected calls, right? That means you have an extra 25 leads.

If you’re closing at 20%, you just closed an additional five deals a month, five deals a month at let’s say $10,000. You just add an extra $50,000 zero ad costs. . So that’s, you’re like choosing not to do this as giving yourself permission to say an extra $50,000 a month wouldn’t actually helped me.

Joel Erway: [00:39:43]

Got it. Alright. So you’re at lifetime fitness for what? A year? Did I understand that correctly?

Robb Quinn: [00:39:49]

A year and a half-ish. Yeah, two years. To be honest, cause there’s a saying that people don’t leave because of the company that we’ve because of management. They wouldn’t promote me. And I was crushing. They just wouldn’t let me reach the next level.

I gave him ultimatums and they didn’t make heat to my ultimatum. So a company came in and this is where things changed in my life is where I started to prioritize client support. So I almost got fired, hired from lifetime because I follow something a manager said to do that was kind of in the gray.

It led to me absolutely dominating December. I did 125 units under 25 memberships soul pretty killer month just shattered. There are 600 reps in the company. I was top 10, but it was in the gray. They didn’t approve of it like the higher ups. So, they were going to let me go. So I had to do something so extravagant that it would be impossible to let me go.

So I was like, what would that look like? And so I said to myself, what could I be that nobody else is? And I want it to lead in retention and lead an acquisition and the very same month. So I want it to be all of, cause it was a separate department for acquisition. They were called DOD, department of defense.

It was really funny that’s they called it. So totally separate department at Hamlet because you don’t really want your sales reps to be dealing with complaints because it messed with her head space. So we had, they had a totally separate department for that, which we have a totally separate department and the sales agency and but I was like, you know what, I’ll just beat them and I’ll be the acquisition team.

I’ll just be both in the same month. So I requested that the, or the DOD team send me all the complaints and I told them like, I don’t need any extra door traffic for acquisition. So what I did is I started doing something I referred to as a pick six, I’m sorry to turning cancellations into new a new acquisition.

So this is when I started to realize that client support is actually just another form of sales. Which I will later find out over the next four years when I built a million dollar company, that client support is going to be what gets me there, which we’ll talk about down the road here as we get to that point.

So, anyway, as I’m doing this, I did it. And in that January, following the month of December, so they’re trying to find out, do they fire me? And then I set this new record, and this is also in my webinar by the way. So of course, kept everything. So, this shows me leading retention and acquisition, and that it is possible when you have a true system and you know how to deal with clients.

So anyway, this, still didn’t get me promoted. And I was like, you know what? I’m sick of the guys. I bled this blood, this company, right. I don’t have weekends off hardly ever because I just want to win. I don’t have a base pay. I’m only making 75 grand a year. And I’m the top performer in the company.

I was like, something’s got to change since it’s not going to, I’m going to open up my options. So this really, really peed off customer. I don’t know if I could say the word, but this customer is peed off. All right. This client or this gym member. So I help them out. And, I get, get his friend to pass.

I cool them down. Well, it turns out he’s a district manager for this company called the yellow pages. And at the time the yellow pages were building out a new division in the company, as they try to get into digital marketing. And he approached me and he said all the right things, which I later found out how to leverage what he was doing, to be able to understand people and to give them what they need in order to have them perform at their highest potential.

And he was saying all the right things. So how many weekends do you have off with the kids? What are you doing this weekend? And a time I have two kids now and I’m working on the weekends, so I don’t see them. And he’s like, man, could you imagine what life would be like if you could give yourself a little grace and had a base and holidays off, like, what would you end up doing?

And like, he knew I didn’t have any of it. And he’s like, this is just a hypothetical, I wouldn’t expect you to make any decisions today, but let’s just say that you performed at this same percentage, but 120% per month, like you are. But you also had a base Bay and this was your quota. How much money would you make?

And he had me type it up on the calculator. He’s like, man, we’re opening up a division. Obviously. I don’t expect you to do any changes. I know you love this company, but we’re having a mixer, which is like, you know, people comment. No. And he’s like, we’d love to have you there. So I didn’t show up. I was like, nah, man, honestly, I thought it was too good to be true.

I was like, you’re telling me you’re going to pay me $4,000 a month. Plus untapped commissions. Like an holiday off and I don’t work past five. It just doesn’t make any sense. And cause at the time, like I was convinced that where I was at was the best place in the world. That’s the culture they built and was phenomenal by the way for them to be able to build something like that.

Yeah, it was pretty phenomenal anyway, so I say no to him twice and he’s like, look, well, I’m not going to chase you down anymore. I get it. You love where you’re at. We’re about to make a final decision. If you want to come in. Here’s the time for the interview. And something happened that day. I remember, I can’t remember exactly what it was, but I know earlier in the week I closed an account.

I closed a 500 person account for corporate. And cause at that point I was bored. I was like, well, I’m already crushing a sales rep position, like who and DOD, you know, to save clients. I was like, or gym memberships. So I was like, what other position could I dominate in here that I’m not going to get paid for?

So I was like, I’ll just try to sell a corporate account. So in the same day, I found somebody that was, you know, made the decisions for this big company. And I sold 500 accounts in one day and I put this in my Facebook group. Like, so everyone gets you the picture you to say the email, like the whole company was copied in it.

It was like congrats, Rob for 500 person account same day and all this. And which is pretty remarkable. Nobody did that, that fast. So, at that point, something happened, I think my manager took credit. I think it was my managers with credit for it. I think about it. That’s okay. If you guys find that email, you’ll notice inside of it, it actually mentions the manager’s name, which he didn’t do anything.

I think that’s what pushed me over the edge to take the interview. So I took the interview and I just remember him telling me something in the interview that he’s like, you know, Robin, you speak like the room, just, it gets silent. And I feel like you just have a presence to you. I don’t really know how that’s going to apply here, but I do know you have a great track record and if you’re interested in a position you know, we’d love to have you on.

And of course, I’m like super arrogant as a young talent would be. And I was like, no, I’m gonna have to think about, and I leave, and I accept the position. I’ve never traveled before. And they sent us all to Glendale, California for training for a week. It was just like a freaking spring rake. Because the company was trying to go for this whole, well, it’s digital marketing and it’s, it’s real hit and we need to be less hands on and all this stuff, super intense, super fun time.

So I come back ironically, my first six months I sold my first deal for 12 grand. When I got there, it was SEO to this attorney, and everyone was hyped. I just remember getting back to the office and I was like, cause I was only there for two weeks. So they’re all hyped about it. I was like, is nobody else kind of like nervous at the fact that I don’t know how I did it?

Am I the only one that’s nervous or like, Oh, you worry about too much stuff? Like celebrate all of a sudden that does that make $2,500 on that sale. Plus, you know, my, my base pay and all of a sudden that, so I’m making more money on one sale, then I was making it the yellow pages or the gym busting my ass.

Right? Mmm. So I don’t know. I was just super concerned. And so anyway, for the next six months I don’t sell anything and they pulled me aside and they have a conversation that like, if you don’t sell 60 grand this month, we’re going to have to let you go. And I’m like, Whoa, that’s basically one of those conversations that like, you’re like, yeah, because I always sell $12,000 in six months.

And so I was like, alright, well I’m going out and going out, swinging. So I change it, my approach, not my, the way I sell, but the people I talked to. And so I started calling the biggest companies I could find that were nearby, JC Penny’s, YRC, freight, AMC theaters, Tyson foods. Mmm. Yeah. And so I call those companies, Pepsi.

So that was one of the other ones. I found out what Pepsi, cause I did get through to the right. I found out by the way, real fast, I know how to get to the right people over a cold call, which is very difficult to do. And so I get ahold of the right people at Pepsi and they tell us that they don’t hire anybody.

That’s not in house. And I was like, okay, that makes sense. You guys are pretty big. And, obviously, so then I get ahold of Tyson foods, got the appointment, lost the deal to another marketing company, but that showed me, I was like, I can get it. So then AMC, wouldn’t call me back. I left a message for this other company, one of 12 fortune 500 freight companies, YRC freight.

Which they’ve sold out since, but anyway, I left a message, and this is how I learned how to perfect messages. So this way you could say just enough with the right messaging to the right people to get them on the phone. So my line to them, cause I was selling freight companies at the time was we’ve had a lot of success partnering with recruiters to find more quality applicants.

I was hoping to share that process with whomever handles that responsibility. If you guys are interested. And so that was the message I sent and sure enough, it got past the gate here got to one of the decision makers. They let me in and then I brought the whole Chabane. They brought the other decision maker, the main honcho who signs off wasn’t going to be at any of the meetings.

So I had to pitch this in such a way with such finesse that they believed in it so much that they were able to sell it to the main decision makers. And I was going up against other companies that if you guys will listen to this, you might’ve heard of if you’re in the recruiting space, but monster and indeed, which they’re big recruiting companies.

And I found that the easiest way to get into a company is to take the angle with least resistance. And in this case, everybody was trying to sell these big companies, SCO, SCM, ad words, Facebook ads, all that stuff. So I was like, what if I focus on just recruiting instead? And so it got me in. So long story short, within four weeks of me getting in there, making the call, I closed them for a hundred, $8,000, which I also include in my mini webinar to show you guys the contract to show me ranking over everyone in the region at the top there was a few hundred employees at that point I knew like, Whoa, there’s something here.

So I took the same approach and this is something I later found out as I started my marketing agency, which we’re getting close to that piece of the story before a transition into just sales development that if you niche down, you can scale fast. And at the time I didn’t understand it, right.

It was, I was just something I was doing. Again, there’s a lot of power in understanding what you’re doing, not knowing what you’re doing. So anyway, I started calling these companies that do freight. It’s a fish recruiting, and I was like, what if we could do this over the phone and not even have to drive to meet people?

Which if you’re listening to this and you’re in the online space, you’re like, duh, but I was working for the yellow pages. You know what I’m saying? Like they go door to door or local businesspeople. So I’m like, let’s just try something out. So I called this other company there. They do half a billion dollars a year, you know, $500 million a year.

Good size company. Not like yellow paint, yellow freight was why was he afraid? They were doing a few billion a year. But I was like, you know what? This is a good size company. So I in presentation got the right people on the phone within two weeks, closer for five grand a month. I was like, okay, we are freaking roll in now.

So as I keep going here, my story takes a really, really drastic turn. Some stuff went down, I get arrested. I’m in jail for three days and I’m facing five years. And I’m like, what happened? Do you want to talk about it? It was pretty intense on it. Not so much the case itself, it was one of those sayings, bad place, wrong place, wrong time.

And things just, it was one of those things that like, if it was evaluated logically amongst people, then it’d be fine. But unfortunately, when the law gets involved, that’s not how it works. So they go by me. It’s, it’s a different system. If you guys are watching this, if you’ve been in the system, you get it.

It’s not about fair. It’s about points and it’s about a lot of other things. So I’m going through all this I’m on house arrest for three months, I have to exit the yellow pages, the one freaking place I’m making six figures that I a hundred thousand dollars a year where I don’t have to work past five. I get holidays off.

I understand what I’m doing now. And it’s like, I have to exit this freaking Kush, John, and now I can’t get hired anywhere. Cause I, I, you know, I had stuff on my record, so I’m like, what do I do? And I was like, you know what? Like, I’m not going back to selling gym memberships. I was like, I’m not doing it.

And so like, you know what I’m going to do. I’m going to try to start my own business. And in my first three months I started a marketing company at the time. And my first three months, I scaled at 10,000 a month. I felt really proud of myself, which you should, if you, if you’re doing that. And I felt really good about it.

You know, I was a solo for newer. I felt like I made it. So December 23rd, and this was in October, 2017. So December 23rd hit, and I’ll never forget the date. And I also kept this cease and desist letter that the yellow pages sent me and they said, you need to stop what you’re doing. Cause I had a few clients come over and they’re like, stop what you’re doing or we’re going to sue you.

And I’m like, yo. I’ve already been through one lawsuit. I’ve already been through the court system. I’m not trying to get sued by the yellow pages too. And so I was like, all right, well, I guess I’ll just start over. And so I mean, this is after me grieving for like, and pouting for like two days. I’m like, what is going to happen?

So I was like, you know what? I bet on myself in the past. I haven’t been super wrong yet. So, let’s do it again. And so I launched it again with a different niche in January of 2018, still marketing company. And I scaled it to 12 and a half thousand a month in 60 days. And that’s what I knew. I’ve got something here.

So then I went in to just showing agencies how to do that. And initially at that time I was actually helping them run ads, close deals and prospect. And I was all of these things for them. And I realized what I really brought to the table more than anything was how to actually get the sale, how to get people in the door, how to create door traffic, how to turn one into two into three, how to create a really strong client support system that actually generates revenue.

And I was like, you know what? We’re just going to focus on sales. So we made a transition to being just a sales development company in 2019 and January. And as we started making this change, that’s when things, again, niching down, things really started to change for us. But unfortunately because I was stubborn I wanted to do things my way, instead of just the simple way, which Joel was ended up using your system the simple way for acquisition on the front end, I was like, what the heck?

So I was stuck at 20 to 50,000 a month, which again, if you’re there, congratulations, like that’s something to be proud of. But when you’re scaling and you know, what you’re really capable of, which is more than where you’re at. We have a saying in the sales agency with our whole team, that if we reach a new level, it’s validation that we haven’t reached our true potential yet.

And so that’s something that we constantly recite every day and all of our sales meetings and as a team. So what ends up happening is we do near leash down. We figured that piece out, we simplify by subtracting and we stick to one thing. And we just focused on sales development. So from there we then found out if we’re going to launch something, we can’t be wrong.

I don’t have credit. Right. Like I didn’t have credit launching my company. So I couldn’t get loans. I didn’t want an investor because I want to own a hundred percent of the company. And I knew that we had the potential to do this, so I can’t be wrong or cashflow is gone. You know what I mean? So what we ended up doing was just serving our clients.

Now I was like, how can we get this right straight out of the gate and profit. I was like, all right, let’s survey our clients and figure out what the top three issues are. So we did that and we surveyed enough clients to figure out what the majority problems are with people entering the program, not exiting.

Cause if they exit they’ve had success. So the problems are now different. So we did it with them serving, coming in, and then we built something called a mini offer funnel. And this is what goddess from, you know, that $38,000 a month marker average to clearing $106,000 a month in collected revenue in three months.

So, which leads us to where we are today.

Joel Erway: [00:57:28]

So you, first of all, that’s an amazing story. Like it’s, it’s, it’s a resilience story, you know, tons of ups, tons of downs, and. Okay. The one thing that I love about that is, that there’s always another level. Like there’s always another level and every time you hit a new level, something happened and knock you down, but you got back up, right?

It’s a story that everyone can relate to. Everyone has their own version of that story, but resilience is like the most important trait that you can have as an entrepreneur, right? Go to jail, getting sued, getting potentially sued again. You know, I mean, it’s like you had every reason to not make it work, but you’re turning your story.

You’re turning your experience into your assets. And that’s what so many people forget. Like that’s what experts do. It’s like they, they turn their experience into their assets because everything that you’re learning that you’re teaching now and that you’re implementing, you’re doing comes from your core experience, of what your parents taught you in sales of what you learned at each one of those sales companies.

Like all of that, I’m sure it sticks with you at some point, requiring those little bits and pieces and applying it into your, into your company today.

Awesome story, man. Awesome

Robb Quinn: [00:58:55]

Facts. I agree.

Joel Erway: [00:58:56]

So, now you’re growing, you’re scaling to 100 grand a month and beyond, right? This mini offer, where’d you get the idea from it?

Robb Quinn: [00:59:08]

Yeah. So, somebody mentioned, uh, well, first of all, Russell Brunson has this tripwire thing. I was like, Oh man, I was always an interesting concept to me, but I would always hear that people would lose money on it, trying to figure out like, Oh, this funnel’s not converting.

Oh, I can’t do targeting on my ads properly and all this stuff. So we just chose to never do it just seemed too risky. So I was like, That was my initial idea. I actually heard from you doing something like this where you had a front end offer at one point. And I was like, what an interesting idea, but we still never did anything with it.

So then we got to a point where, you know, we have a fairly nice sized team. We’re growing, we’ve rebranded, everything looks clean. So I was like, you know what, guys, I think this would work. Now that we’ve surveyed our clients, like. Let’s launch this. We have all the answers to the test and I’ve seen this work for other people.

So let’s make it work for us. And then in month one, which was April, 2020, we spent $3,000 in ads. We took our market research and we put that in the ad copy for the ad. We put that on our funnel, the top three obstacles and sure enough, we profited on the front end off the mini offer. A $27 product, $7 order bump $67 upsell, very simple.

And we profited on the front end and then we made sales on the backend and I was like, guys, this is, this is great. This isn’t a normal thing. Like, but it’s not much ad spent. I understand things change when you scale. So I was like, you know what, let’s go ahead and get crazy with it. So we spent $12,000 in ads in may.

12,500 and adds in may. And we mitigated 55% of our spend on the front end, which means that if you guys are newer to this and what that means, we made back 55% of revenue on the $12,500 in ad spend from just the mini offer. And then we profited on the back end with our high ticket sales. So then I was like, yo, this is pretty good.

I was like, let’s just, let’s just try it again. So then in June of 2020, we spent $25,000 in ads and we’re still able to mitigate 38% of our ad spend. So I was like, Rock and roll. So your real profit on the back end there too. And this month we are in July of 2020, when we recorded this recording and we are spending $45,000 a month in ads, with the intention of going past $200,000 in collected revenue at 400,000 sold, which we have some other things we’re adding in there to see if there’s any way that we can move past that and get close to 300.

I’m not going to get into that right now cause it’s a totally different model of acquisition, but involving events and stuff, but that being said, it was pretty exciting. That’s where we’re at and we’re bringing on a team member as quickly as we’re scaling ad.

And that’s typically what I’ve noticed in some companies that I look at that are clients that they don’t do as effectively is, are scaling ad spend before they scale team, where they’re scaling team before they scale ad span. And it creates this discrepancy. They’re also paying people too much, which you guys don’t have a CFO, like a strongest suggested.

Our CFO was letting us know like where the thresholds were for these specific strategic strategic moves. To be honest, at this point, I’ll just be straight with you guys. Like they didn’t believe our numbers at first. Love you all. If you’re listening to this, by the way you guys were instrumental.

But they would see the jumps that I was projecting. And to be honest, they were irrationally optimistic. And I was like, yeah, yeah, no, we did 38,000 this month. I think we’re going to shoot for 60,000 next month. They’re like how with what. And I was like, yo, we did great. No we’re going to project 102,000 next month.

They’re like that doesn’t even make sense. Right. And then we did 106 and I was like, we’re going to do 200,000 this month. And it’s just one of those things where they’re like, well, yeah, probably. And they just roll with it now. But yeah.

Joel Erway: [01:03:29]

So you’re making 30 to 40% of your ad costs back on those, on those front end offers right now where you’re making your profit is you’re following up with those leads.

So for anyone who’s listening, you said you’re getting them on the backend. So your whole sales process now is really. You’re calling these customers who purchase your front end product and inviting them into your higher end backend offers. Is that correct?

Robb Quinn: [01:03:54]

That is correct. Yes. So anybody that buys it, we call them right away as a client support.

So that is how the whole story ties together. But, we call them as a client support gesture just to make sure they received it. And then we transitioned that into booking them on a sales call.

Joel Erway: [01:04:13]

So, what do those numbers look like? Meaning, like we talked before, I think you mentioned 9% of your customers buying the front end, end up buying again on buying your higher end program. Correct?

Robb Quinn: [01:04:27]

9% of total leads as of two months ago was buying our high ticket offers. So 9% of total leads. We have the funnels where we broke down, how many we book at the time. It was 50%. And I have to see the close rate on that, but I didn’t look at that funnel before we hopped on this call.

We segment the traffic through our CRM. So I probably have done that prior to this call would have been helpful. But couple months ago was I was 9% on total leads were sold on the backend.

Joel Erway: [01:04:59]

Yeah. That’s amazing, man. So do you think that can be optimized? Like, do you think you’re pretty well optimized on that number? Do you think there’s any more squeeze out of that? Like as a sales guy, what are you, what do you see as the potential?

Robb Quinn: [01:05:12]

Always room for growth? You know, we say it every day, you know, if we did it, it’s validation that we have hit our max potential yet. So every day we have conversations around this. We do sales meetings five days a week, Monday through Friday 9:00 AM.

And we go through what isn’t working. We’re constantly looking for gaps. What res really helped us as a company is that we normalize fast. So I remember when we hit a hundred thousand dollars in total sold revenue, 60,000 collected, the team was pumped. And then the next month we hit a hundred thousand dollars and collected $180,000 sold.

The team was pumped, but we already did it. So now we’re onto the next thing we need 200,000 sold. Our 200,000 collected 400 sold. So when we look at these numbers, we’re definitely looking at all the nuts and bolts in between. So what’s, what’s the conversation look like when we’re getting them on a sales call?

What are our sales calls look like? Which in order to make that more efficient, we’re actually starting to survey our prospects after the sales call, the same way that we build out our front end system for acquisition based on client support feedback on the backend, we’re also going to make our sales system better on the sales call by prospect feedback after the call.

So you have to, we always want to open ourselves up to feedback from the other person. So we’re going to do that as well. We also obviously look at the ads. We look at adding one additional ups or down, sell into our funnel to see how much that would increase our average cart value, because right now we’re averaging roughly $80 or so $90 ish.

If it’s not looking good for a mini offer sales or ads on cold traffic, and we have a $45 average cart value. So it’s looking good, but if we add in a down sell, could it be better if we make the ads a little bit better, could be better. So we look at those optimizations is our brand affecting it because your brand is the initial impression.

That’s the first point of contact was a visual. So how’s our brand affecting the initial impression. We also look at the backend, are we collecting referrals from these people at a high enough rate? So, these are just all things there’s way more to, but these are just like things you look at from a company perspective.

So this way we can delegate new ways to optimize per department so everyone can focus on their thing.

Joel Erway: [01:07:30]

Love it, man. Everything’s a system. Everything is broken down. It takes a special mindset to be able to do it and to see the opportunity.

Man, such an incredible story, such an incredible journey. A lot of inspiration for people who are listening right now. I mean, it’s been this a long episode, probably one of our longest ones that we’ve had, but I’ll let you go because it was compelling, intriguing info from start to finish what I’m. What would you say to anyone who’s listening right now? Like who’s going through a struggle. Who’s going through a pitfall. Who was going through a lull.

Right? Cause we’ve had this conversation before mentally can really screw us up and we’re comparing ourselves to others. When we, when we are looking to see what other people are doing, like what would be your recommendation, your advice to them? Cause it seems like you’ve been able to break through that.

Robb Quinn: [01:08:22]

Yeah. First of all, understand why you’re playing the game because if you don’t know that it’s gonna be really difficult. So understand why you’re playing this game of life. And then my advice would be stay the course. This is just the universe testing you if you actually want it.

Joel Erway: [01:08:40]

I had a, it’s almost like, I was, I did one of my live videos this morning.

My rucking with Joel. And I was reflecting on this same, this same thought, right? Cause we’re transitioning our business into a new opportunity, not transitioning, but we’re just basically launching a new opportunity, which I’m really excited about.

And our focus isn’t revenue, our focus is on growing the brand, like actually growing customer culture. It’s something I’ve been obsessed with over the past three weeks. And I liken it to sports, the progression of somebody playing a sport. It’s like when you first get started in playing a sport, it’s almost like you are, you know, you’re going to training camp, right. Or you’re in Peewee league. You’re just getting started, you know, trying to figure out if you like the sport, if you like the people that you’re playing with, you like the atmosphere

You go from, you know, Peewee to then like training camp and training camp to tryouts, then try, try outs to the JV team and the JV team to the varsity team.

Then from varsity go maybe as an Allstar that from all-star you’re the MVP. And it’s like every single stage there is pushing you to a new, a new limit. It’s not necessarily just getting better. It’s understanding that to get to the next level, your environment changes your mindset changes and the atmosphere changes.

Meaning like you have to understand each stage and figure out which stage are you comfortable at because not everybody wants to be MVP, which is the top level. Some people might be comfortable at the JV level living a decent lifestyle or whatever it is.

And I dunno for me, it was, it was, it sounds like you’re going through a similar journey of just understanding what level you want to play at and never being, uh, Never being satisfied and always striving for more.

Robb Quinn: [01:10:35]

Yeah, I would definitely say, yeah, it’s your point? You go through seasons and I would definitely say the season I’m going through right now would be I’ve prioritized decision-making, how to be a more effective decision maker. And I have this newfound value on foresight and understanding that a coaching program or a mentor isn’t necessarily about the feedback or the technique.

It’s more so about the foresight. And I say that because you know, our whole motto, another motto that we have at the sales agency is teach people how to think challenge their growth and embody the advice. And when it comes down to, Mmm, there’s a teacher, there’s coaches and there’s mentors, you know, a teacher would be like your course, where it tells you what to do.

A coach gets you feedback on your doing, and a mentor actually gives you advice and foresight on what’s going to happen next. And the truth is the question isn’t how much are you willing to pay for this program? It’s more so a matter of. How much would you pay to be able to tell the future based on every decision you make, if you could tell the future, how much would you pay for that?

Cause that’s actually what you buy an insert. So I have this new found value on foresight. Mmm. Yeah. So with every new level, there’s a new devil and you have to like, you have to be able to change your focus,

Joel Erway: [01:11:49]

every new level, there’s a new devil. How many, how many of these Rob isms you got tucked away in there?

Robb Quinn: [01:11:55]

A walking terrible, man. I’m a walking terrible

Joel Erway: [01:12:02]

Robb man. It’s been a pleasure. We’ve run out of time. Where can people connect with you? And where can people follow you? Your company, what you’re doing?

Robb Quinn: [01:12:10]

Yeah, so, we put a bunch of free sales training on YouTube. You just look my name up Robb Quinn, R O B B, and then Q U I N N.

I’m on Facebook, pretty active there. Same name Robb Quinn. Instagram, if you’re an Instagrammer, not as big there, but I do some stuff. My name’s still Robb Quinn there, so yeah. Oh. And of course, our Facebook group. So you guys can go check that out. I’ll always have it linked on my Facebook profile, Robb Quinn. The name of the group might change.

So that’s why it doesn’t necessarily matter what it is now. So just to make sure if you want to find it, go to my YouTube channel, the link will be in the descriptions, go to my public or my private that my Facebook page, and we’ll link it there. So we’d love to have you in there. We do a bunch of trainings, live stuff, helping people with predictable traffic, you know, sales and retention.

Joel Erway: [01:13:06]

Robb. I appreciate, man. It has been a fantastic conversation. If you’re listening right now, I want you to please reach out to Robb, let them know you heard them on Experts Unleashed. Give him a shout out, give him some love. He has a really, really awesome story. You just heard a lot of it and he’s doing some amazing stuff.

I’ve known Robb for a couple of years now. He’s a friend, he’s a client. He’s somebody that I would that I, that I look up to and that I respect. And so, Robb, I appreciate you, man. And everyone else we’ll talk soon. We’ll see you on the next episode.

Robb Quinn: [01:13:38]

Thanks man.

It is my hope that we can all learn from one another! I hope you have enjoyed this episode of Sold With Webinars. Please let me know how I can be of service to you! Go Crush It , Joel

Joel Erway is a real deal webinar coach and expert. He helps craft webinars, sales pitches, messaging, and funnels as well as designs programs that get conversions. It’s no wonder why he’s the go-to consultant for many of the top performing digital marketing sales and lead generation webinars. If you are interested in working with Joel, check out our services: https://newwaytolaunch.com.

Joel has touched hundreds of webinars and sales presentations in the past ten years with clients doing doing eight and seven-figures and countless others doing multiple six-figures! Check out his Sold With Webinars podcast at http://thewebinaragency.com/podcasts/. And his new podcast, Experts Unleashed: http://expertsunleashed.com/podcasts.

Whether you’re a webinar skeptic or believer, or just need your curiosity satisfied, this episode gives an in-depth look at how and why this genius marketing tool delivers tremendous value to any business. Please visit our website for more information, www.thewebinaragency.com.

In his spare time, Joel is an avid reader and market researcher. He enjoys traveling and spending quality time with his family in upstate NY.

He is really excited to add to his services - live webinar/marketing intensive workshops! Be on the look out for the next one!

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