$0 to $100 Million Sales Blueprint with author and Serial Entrepreneur Gary Garth

Episode 173

On today’s episode, we have the pleasure of interviewing Gary Garth who authored the book ‘The Zero to 100 Million Sales Blueprint’ which is endorsed by top executives at Google, Amazon, Microsoft, Meta, and many more. Also, Garth is a serial entrepreneur, Founder & CEO of 360° Solution for Behavioral Health Centers elev8.io, and ‘The Goals, Grit & Greatness’ Planner.

Because you are a loyal listener of “Firing The Man” get your    FREE    ‘The Zero to 100 Million Sales Blueprint’ endorsed by:

– Head of Channel Sales at Amazon

– Director of Partner Program at Microsoft

– Head of Global Sales Enablement at Google

Go to  https://garygarth.com/product/zero-to-100-million-sales-blueprint/

Apply at checkout COUPON: firingtheman


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00;00;00;01 – 00;00;09;07
Speaker 1
Welcome everyone to the Firing the Men podcast, a story for anyone who wants to be their own boss. If you sit in a cubicle every day and know you are capable.

00;00;09;07 – 00;00;09;23
Speaker 2
Of more.

00;00;09;24 – 00;00;24;00
Speaker 1
Then join us. This show will help you build a business and grow your passive income stream in just a few short hours per day. And now your host serial entrepreneur is David Shoma and Ken Wilson.

00;00;24;02 – 00;00;50;09
Speaker 3
Welcome, everyone to the Firing Demand podcast. On today’s episode, we have the pleasure of interviewing Gary Garth, who authored the book 0 to 100 Million Sales Blueprint, which is endorsed by top executives at Google, Amazon, Microsoft, MENA and many more. In today’s episode, we hope to share some wisdom from Gary’s accumulated 20 plus years of sales and business learnings in hopes of helping like minded entrepreneurs and sales marketing leaders like our audience.

00;00;50;10 – 00;00;51;07
Speaker 3
Welcome to the show, Gary.

00;00;51;08 – 00;00;52;11
Speaker 2
Thank you so much for having me.

00;00;52;12 – 00;00;59;07
Speaker 3
Absolutely. So to start off the show, can you share with our listeners a little bit about your background in your path in entrepreneurship?

00;00;59;07 – 00;01;20;04
Speaker 2
Absolutely. So I am what you can define as a serial entrepreneur. I started my first business when I was 20 years old. That’s back in in Denmark, Europe, in case you couldn’t detect from the accent. That’s my origin that back then this is a this is area nearly 25 years ago I was in retail. I was selling DVD players.

00;01;20;05 – 00;01;41;10
Speaker 2
Well, you young listeners out there, that’s before everything became streamed digital. So got into that and we were actually one of the first companies in Denmark to launch an e-commerce store where you could buy DVD players and DVD movies, etc.. Fast forward a couple of years. I was fortunate to to sell that business because we were first mover and we got swept up by a larger chain.

00;01;41;10 – 00;02;00;05
Speaker 2
And then I took my path into sales, say I’ve worked in in outbound call centers. I launched Big call centers with 150 plus agents like Hardcore cool calling. This was back when there was no digital dialing ideas. Is back when you had the handheld phone on your shoulder. You were just typing and you had a call list. You were scratching that out.

00;02;00;05 – 00;02;18;28
Speaker 2
So you you really you know, you learn how to hustle and and navigate on the phone and talk to people’s emotions, etc.. And there was a good basis for my future endeavors because you learn all about like the principles of persuasion and how to, you know, the emotional triggers of when we’re buying stuff, you know, the same that applies for when you’re copywriting, etc..

00;02;18;29 – 00;02;46;04
Speaker 2
I segway too from that into a broadcast media. I was five years Copartner and media director for the largest radio station in in Europe, Radio Energy and the Danish division. And that started to dabble around with immediate sales and channel sales. I was selling it to media companies and then also direct advertisers. And when all of a sudden offline started to get pushed by digital, the Google a little thing, Google started getting gaining traction.

00;02;46;04 – 00;03;10;19
Speaker 2
I then shifted to the other side and started the digital marketing agency, but it was not in the conventional fashions. I was being kind of a risk taker. I basically flew across the Atlantic from Denmark to Nicaragua. That’s in Central America for everyone. With the objective of starting like an outsource at low cost, I afford affordable, like high quality solution mock marketing services for U.S. clientele.

00;03;10;20 – 00;03;32;00
Speaker 2
So that that combination of of and now is a globally outsourced world post, etc.. But back then it was it was different. So we were very fortunate. We grew exponentially. We had almost 5000 advertisers, 300 million in many spend. We became very close partners. Google, Microsoft, etc. and we were awarded slugging 5000 fastest growing company four years in a row.

00;03;32;01 – 00;03;51;14
Speaker 2
So and then we started to channel sales as well. So I also learned that part of of selling, selling into other companies, basically, I would sell our marketing services to other marketing agencies and teach them how to sell our solutions to the end customers. The scenario could be a website or creative agency that just wanted to add PPC as an additional layer stream, but I had to then fly out and teach the account executives.

00;03;51;14 – 00;04;19;11
Speaker 2
How could you upsell? How can you position this as a competitive bundle in a more attractive way and expand your share while the client So so those channels sales experiences both with Google, Microsoft with other, really gave me a lot of insight into what moves the needle like you start to see patterns when you hire thousands of reps in my old last company, but you’re also responsible for training thousands of reps that other companies, you start to see what works, what doesn’t like what, what sets a top performer apart from the rest?

00;04;19;11 – 00;04;37;05
Speaker 2
Why is there is a almost two out of three sales reps fail? Why is it that 80% of companies cease to exist within one year? There’s certain patterns and there are certain things that successful people do. That’s basically my when I had the experience up, I had the opportunity to step out of my last agency ship. I sold the shares of my company.

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00;04;37;06 – 00;04;57;13
Speaker 2
I then decided to try to take my my earnings and my experiences and launch a new set of businesses. I’m an angel investor. I also ran a growth accelerated marketing agency and tried to make a bigger impact this time by taking all the learnings and sharing with the world. And that’s also why I say to to the cereal handling cesspool.

00;04;57;16 – 00;05;14;02
Speaker 4
That’s awesome. And so, yeah, we’re we’re excited to have you on the show. Gary, thanks for sharing your background or experience. It’s it’s a wealth parent and for those on YouTube watching on YouTube, we can see your and Gary’s background. He’s got a massive collection of conferences and show badges and stuff. So so definitely a wealth of experience.

00;05;14;06 – 00;05;33;09
Speaker 4
So first question that I have for you, you brought up a really interesting statistic, and we hear it all the time in the business world. You know, 80% of businesses fail in one within one year. I think that that statistic goes up into the high nineties after five years. And so for the listeners, what what are some things that what should they not do to fall into that statistic?

00;05;33;09 – 00;05;34;27
Speaker 4
What can they do to be successful?

00;05;35;00 – 00;05;51;20
Speaker 2
The list of what not to do is very low, maybe less focus on what they should do. And you’re right. Right of the statistics is mind blowing like I think if I knew the statistics back in when I was 20 years old and so forth, I would probably never started my business businesses because you’re basically have a back up against the wall.

00;05;51;20 – 00;06;18;06
Speaker 2
Right. And what is it like only 4% make it beyond ten years, right? 4%. And only 10% of those 4% ever surpass $1,000,000 in annual recurring revenue means. So you’re basically a mom and pop shop or a little lifestyle business. That’s that’s your if you’re successful and then the very few the 1% actually make it so I think my $0.02 on that topic is if you want to beat the odds, if you want to become successful, it’s there’s no silver bullet, to be frank.

00;06;18;06 – 00;06;34;01
Speaker 2
I hate to say it. And, you know, I but I also need to say it because nowadays everybody we all Instagram, Tik, Tok, LinkedIn and everybody got a shortcut for everything. And this is a hack and take this course and do X, y, C, and you’ll cut the learning curve. You know, first of all, you got to do your research.

00;06;34;01 – 00;06;53;01
Speaker 2
You got to work your ass off, right, and be all for the journey. So in my book, it’s 4 to 20 pages of basically how to set up launch and scale a business again from 0 to 100 million. But the first couple of chapters, even though it’s a book that’s very heavy on sales and marketing, it’s all about getting into the right mindset and doing the right preparation.

00;06;53;01 – 00;07;12;07
Speaker 2
Like so what to do to be more specific, It’s like first and foremost, conduct proper research, right? So many companies and I know this because I’m also part time angel investor, I have an accelerated platform and I’ve been pitched like hundreds of times, some from companies, and I always like Bucket to compare like Shark Tank with my my questions as specific as this.

00;07;12;07 – 00;07;35;15
Speaker 2
But like 19 nine out of 100 hasn’t done proper planning. They haven’t done compare to the research. They haven’t dived into the gallery of of selling a product, whether they trademarked or not, building out a three year forecast, understanding what’s the cost, cost per acquisition going to be? What’s the margins with operational costs? Then thinking about what resources do I need to execute on that?

00;07;35;15 – 00;07;54;29
Speaker 2
And then when you think about the resources needed to execute, I think the number one reason why companies cease to exist is because they fail to produce enough revenue, right? So sales is number one. Like I say, my chapter two is like I got 99 problems, but sales ain’t one other. That’s why I’m still in business. I’m certainly not the smartest, the sharpest tool in the shelf.

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00;07;55;00 – 00;08;10;23
Speaker 2
I don’t have an MBA, anything like that, but I’ve always been focused to say, okay, I’d rather have a fulfillment problem than a sales problem. I mean, if I got revenue, I could pay myself out of the problems. I can find a consultant that can help me. I can highest amount of people than myself. So many entrepreneurs are professionals in their craft, right?

00;08;10;23 – 00;08;27;17
Speaker 2
The very good engineers, the very good a company’s, whatever may be. They want to jump into their own business, but they have a plan for everything else except for sales. So I put a strong emphasis on my first figure out like double down on your strengths, delegate the rest, do proper assessment of who do you need to pop up with.

00;08;27;18 – 00;08;41;09
Speaker 2
If you don’t have that skill set, who do you need to hire? Do you need to give them equity? And how do you do that? If so, to find the right VP of sales. So you have right partner who has sales skills. If you if you are maybe engineer by trade and then when you go to market is like, okay, let’s pack the sales into the plan.

00;08;41;09 – 00;08;58;19
Speaker 2
Like literally nine out of ten companies I talk with do not have a sales plan. They’re more like, okay, let’s put together a website and pitch a little bit and then we’ll start adding a CRM. And then maybe we have one more sales person, but there’s not a replicated form. Learn how to do things. So creating a plan beginning with the end in mind goes a long, long way.

00;08;58;19 – 00;09;18;19
Speaker 2
And if you don’t have the knowledge, highly recommend mentorship right down on the shoulders of other GI is right. Success leaves clues. Follow other people who has already gone through that learning experience that can save you tens tens of years and the hundreds of thousands of dollars in pain and losses, so to speak. So again, it’s not give you a short answer to several things you need to do.

00;09;18;19 – 00;09;20;23
Speaker 2
And that’s what I cover in the book, basically.

00;09;20;23 – 00;09;30;28
Speaker 4
Yeah, absolutely. I know. Excellent advice. And yeah, one thing that we always say is sales solves problems without a sale, it’s hard to solve problems. So. Yeah. Excellent. David, over to you.

00;09;30;28 – 00;09;38;29
Speaker 3
Absolutely. So as you have started many of your various ventures, what have been some of the struggles that you have run into and how did you overcome those?

00;09;39;00 – 00;10;00;00
Speaker 2
That’s a long laundry list as well. So to anybody who is considering to become an entrepreneur, just thought of as an entrepreneur, I just really start a new projects. And yes, here where I am again is unexpected challenges right there. Just it’s just part of the game. One of the big things that comes to mind, like in most of the ventures prior to this, was being bootstrapped, running out of cash and then having to put forth that extra effort.

00;10;00;00 – 00;10;31;16
Speaker 2
A very good example was like my my adventure, for instance, in the United States and in Nicaragua with that set up, that was that grew and eventually grew very fast. A figure agency we were dependent on funding from the Danish government because we got funding to set up operation in this third world country. We were qualified because of the job creation impact, the social impact, the innovation, in fact, in the country because of political unrest, the country and an election process that wasn’t like by the textbook, all of a sudden the embassy shut down, the funding was not there.

00;10;31;16 – 00;10;52;01
Speaker 2
And for eight months, to give you an idea, for eight months I lived kind of 2 to 2 lives. I would I would wake up at 11 p.m.. I would then get to the office by by midnight, 1:00, and then I would work with Danish clients overseas. Eight hour ten difference sell to them to basically finance the operation in United States.

00;10;52;01 – 00;11;08;25
Speaker 2
From from 9 to 5:00. I would go home, get a couple hours sleep, and I got a lot of gray hair and and also and it was very, very tough. But I did that for a long period of time just to not go out of business. So I faced my chance of that again, if you just ready to to go all in on sales you can typically solve.

00;11;08;26 – 00;11;10;14
Speaker 2
Saul Those kind of challenges.

00;11;10;14 – 00;11;35;08
Speaker 4
Yeah, absolutely. So I’m detecting from your wealth of experience a lot of hustle, a lot of dedication and just like conquering problems, which I think is just something that, that goes back to that statistic of that 80%, 90%, not if I like. I think it just weeds out who’s willing to like go that extra mile. Having said that, can you can you discuss the the path from 0 to 100 million in sales to like the blueprint maybe at a high level?

00;11;35;08 – 00;11;35;21
Speaker 4
Yes.

00;11;35;21 – 00;11;54;08
Speaker 2
Yes, absolutely. So the first thing is, you know, as I mentioned, as an entrepreneur or as a founder or whoever you have appointed for that is is putting always think about like, okay, we only have so much time. So it’s just like the period of principle or the 18 year rule. Try to put all of your time in to revenue generating activities at the first stage, right?

00;11;54;11 – 00;12;12;11
Speaker 2
It could be anything. Shoot videos or send out to Prospect, create promotional copy, etc. that can be used to generate leads. Speak with prospects to help your reps, writing pitches, whatever you could do, focus on revenue generate. That’s the first thing to get off the ground and then once you get things off the ground, then you can start hiring your first sales rep.

00;12;12;12 – 00;12;28;01
Speaker 2
That’s like that’s where a lot of people then feel. And like in my life book, I have a whole chapter devoted to that, which is like, Great salespeople are made, they’re not born. So if you start if you go into a business, a car mistake is like, okay, we got a big let’s search for other experienced salespeople in this industry.

00;12;28;01 – 00;12;43;00
Speaker 2
They want six figures because they’re already proven successful in the company. They got to join you started you got to give them equity is a really hard hire and it’s going to cost you a lot of money. And very often they fail. Why? Because they have been used to a different support system. Maybe marketing was feeding them all the leads.

00;12;43;00 – 00;13;01;12
Speaker 2
Maybe they had a strong sales up. See that? And a lot of the administration work. Maybe you had a different product or a different audience style customer profile. So there’s many reasons why they don’t necessarily price success means success in the current. Joe So instead I put in my book that 20 that have to attribute to look for in your future sales champion Right.

00;13;01;17 – 00;13;20;11
Speaker 2
One of the kind of things like because if you have the right sales plan, if you have the right coaching framework and onboarding plan for 90 days So like I said, they learn everything. And if you can, you know, document what you have tested out and what works and put it into systems you can hire. They just need to have the right attributes and the right attitude and you could coach it for the rest.

00;13;20;11 – 00;13;40;05
Speaker 2
And then the because that’s kind of like the firstly then how do you go from one to 2 to 10 people, right? And then once you hit ten, 20 people, you need to have a good BPR sales, a sales manager or chief revenue officer, whatever it is. And that’s, that’s like the next phase where you need to make sure that you’re finding somebody that can create systems and frameworks for scale.

00;13;40;07 – 00;14;10;10
Speaker 2
And it’s all about having processes for everything, is making sure that you technology is hit up with those processes so that all of a sudden you’re aiming for efficiency, effectiveness and it becomes scalable, right? So that’s one of the next things. And that was also like, like I put in my book with organization comes empowerment and right? So finding the sales operations person, somebody that can tie everything from strategy down to technology to performance and operation, that it really is tied up together, then further steps and then I’m just on a rant here.

00;14;10;10 – 00;14;33;23
Speaker 2
Sorry guys, but it’s not a simple answer to it. But another thing is like I have a Chapter 11, my book Perceived Perceived value and influencing exists is what has happened by that? Well very common like that makes a lot of companies hit the glass ceiling is that now you start building you creating a company this 3040 employees or so and you still walk around as a founder spinning, spinning wheels, making it all work, creating processes.

00;14;33;23 – 00;14;54;02
Speaker 2
But you have your marketing sales team that’s really trying to push forward. But they’re working in different silos, right? You got the marketing guys with their metrics and KPIs and you got the sales guys and they’re not unified, right? So that’s basically like the public concept marketing, making sure that you’re aligning that sales metrics, marketing metrics, KPIs into one system, right?

00;14;54;02 – 00;15;18;13
Speaker 2
So everybody’s consuming the same goals and focusing on the same direction. Magic happens simply when you master, and even the biggest companies have challenges with at least siloed organization. So that’s why I devote a whole chapter in the book that that’s chapter six got. We Trust Everybody else brings data. Make sure that you define the top 25 metrics that that’s what that are you important metrics to get achieve your KPI, your numbers.

00;15;18;13 – 00;15;40;19
Speaker 2
Right. Many people say, okay, well yeah, we’ve got to get sales, but what does that mean, Right. Break down the whole funnels, think of of a marketing standpoint, get everybody pushing towards the same activities. So there’s a lot of things so that one of the last shot this is then with, with the significance of technology and scale and I know I’m preaching to the choir here because technology nowadays gives you the ability to speak to hundreds of millions of people at once, right.

00;15;40;20 – 00;15;58;21
Speaker 2
If done the right way. And it’s but it’s at the same time, it could be counterproductive. Like one of my favorite authors is Jim Collins, you know, the author of a good to great read by Choice. ET Cetera. In one of his books, I never remember very clearly he had these ten companies amongst 1400 on the on the Nasdaq.

00;15;58;21 – 00;16;20;03
Speaker 2
Right. That outperformed the rest by 30 s And he examined these. And it’s based on data and examine like what other commonalities what we think mean what are the what they all do that makes them successful take them from good to great. And one of the things was that they use technology as an accelerator. They only adopt technology when it can amplify what they’re really good at and then is scaling things up.

00;16;20;03 – 00;16;38;01
Speaker 2
And nowadays I think like last time I checked, that average company has about 60, 60 applications sales, marketing, operational tools and trying to piece that all together. So it makes sense and everybody’s followed that. That’s an important piece of the puzzle as well. So to get to 100 million is my point, you need to factor in all those things at this.

00;16;38;01 – 00;16;42;08
Speaker 2
There’s a certain roadmap where you have to implement all the different steps in order to get to that point.

00;16;42;08 – 00;16;47;05
Speaker 3
Eric Nice. I like that. And your book is available. Where can we buy this book?

00;16;47;05 – 00;17;07;00
Speaker 2
Yeah, it’s a $30 on Amazon or paperback. I copy. There’s also a Kindle version if okay with you got I am I would love to give a promo tool to all your listeners and basically a giveaway of my book. Why? Because again, like I made a lot of money out of my my last company and for me I used a lot obsolete generator.

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00;17;07;00 – 00;17;25;28
Speaker 2
But one of the most gratifying things is to talk with entrepreneurs, and they’ve getting a little feedback, Hey, that helped me really take this to the next level. So I like to give this book to all entrepreneurs. And if you go to my website, Gary Gascon, you can also go to the domain search 100 million dot com. You can go to the book and you can type in the the coupon for, for your show.

00;17;25;29 – 00;17;39;29
Speaker 2
We just pull it up. Hiring the man you put in, firing the man all in one into the coupon code and you get the book for free. That’s just a $10 shipping and handling fee for domestic shipping in the US. And you’ll get this bad boy for 14 to 20 pages sent to you.

00;17;40;00 – 00;17;43;27
Speaker 3
Awesome. I’m going to be doing that immediately following this in this podcast.

00;17;43;27 – 00;17;45;12
Speaker 2
So I welcome your feedback.

00;17;45;12 – 00;17;53;26
Speaker 3
Thank you. In your SO, read an excerpt from the book and you talk about the the DNA and mindset needed to become a one percenter. Can you go into that a little bit further?

00;17;53;27 – 00;18;13;24
Speaker 2
Obviously depends on 1% of which role you are and so forth, but if the sales results, having those attributes, etc., but it’s about amplifying your why, That’s one of the reasons I also created this gold script and great this planner. I used it in all my companies. I give it to many of my prospects. I’m a big fan of coaching, have coached all my life.

00;18;13;24 – 00;18;36;02
Speaker 2
I’ve been with Tony Robbins Python program, spend a hundred thousand a year and find two events and being with them and tried all coaching methodology for me. Everyone needs a coach, right? But the plan I like this can act as your coach because it can help you write things down. Like it’s proven to write down your goals. You have like a 40% advantage over the rest of the population that cheating your goals just by doing that.

00;18;36;02 – 00;18;55;26
Speaker 2
So this planner is all about it starts with a self assessment. Who am I right? Understanding my triggers, what what drives me which emotion and working on those things, installing the right habits. Right? All the most successful people. There’s a lot of successful people faces that don’t get up early in the morning. But funny enough, everybody who gets up early in the morning, I usually successful, right?

00;18;55;26 – 00;19;16;10
Speaker 2
So the sudden happens, you can install and this is all about habit building as well, right? So creating a morning ritual, creating an evening ritual, falling up that you execute on it, creating annual goals, learning how to tie up those annual goals with your long term vision, taking those annual goals, breaking them down into quarterly goals because we all fall victim of being overly ambitious, wanting to do everything at once, right?

00;19;16;10 – 00;19;33;02
Speaker 2
And then you then you fail to execute on half of the things. So how do you select those one two priority goals that can make the biggest impact towards your life vision and then execute on them, and then distilling it into weekly priorities, a weekly plan, a weekly, a daily goal for that matter, that continuously be reflecting on that journey.

00;19;33;02 – 00;19;50;04
Speaker 2
But that’s why I created that. The goal is going to create this planner, and I think that is the mindset that you need to embody, right? It there’s no silver bullet. You got to be you got to have strong. Why? Because the journey is going to be frickin hard. So when you meet adversity, you’ve got to have a strong purpose to move through all that bullshit, right?

00;19;50;04 – 00;20;04;19
Speaker 2
Otherwise, you’re not going to be disciplined and persistent enough to be successful. So that’s one thing. And then secondly, you’ve got to surround yourself with the right people, have the right habits and then be able to execute it. And that’s not there’s not one thing you could do. You got to have all those things to become that one person, in my humble opinion.

00;20;04;19 – 00;20;18;21
Speaker 2
I mean, it’s not necessarily the most successful, but I don’t have a college degree. I don’t have long education. I jumped out of high school to start my own businesses, so I was like I needed to. I read every single sales, a business, a personal development book I get my hands on, and you start to see patterns in people.

00;20;18;25 – 00;20;26;12
Speaker 2
You read biographies in terms of what works and what doesn’t. And that’s basically what I tried to put into, combined with my learnings both into the book and the planner. Yeah.

00;20;26;12 – 00;20;43;29
Speaker 4
Now that’s killer wanted to say thank you for extending that free book to the firing man Audience. If you’re listening to this, you should be hungry for information if you’re an entrepreneur. And so here’s a free book offer. Gary Garth dot com search for the book the zero 100 million sales blueprint. Click on it. Use coupon code firing demand Pay for the shipping.

00;20;43;29 – 00;20;58;09
Speaker 4
You get a wealth of information. You get to absorb everything that Gary has learned over a decade or two decades of experience. You get to absorb all that and level up. And so I would encourage all the listeners to go do that, though. Gary, before we get into the fire rounds, I wanted to see if there’s anything else we skipped over.

00;20;58;09 – 00;21;03;10
Speaker 4
Anything else you want to share with the audience that you think is crucial for entrepreneurs and for scaling and leveling up?

00;21;03;10 – 00;21;24;14
Speaker 2
I would say I know like this at the open up LinkedIn or social media or any media outlet or whatever. It’s a very pessimistic view on things right now, right in Silicon Valley, back, just close, etc. here, not right. Move forward right now is the actual opportunity. If you’re good at something and you can go all in in it, this is this might be the opportunity of like don’t hold back double down on your marketing and sales right now.

00;21;24;14 – 00;21;32;25
Speaker 2
Now is the opportunity where everybody else is being cautious. That would be my that my my one takeaway if everybody listening on the show, we need some entrepreneurs out there that are successful.

00;21;32;25 – 00;21;40;05
Speaker 4
Yeah, like that that step on the gas it would be a risk taker sometimes. Right. You ready for the fire round, Gary? Let’s do it. All right. What is your favorite book?

00;21;40;09 – 00;21;59;03
Speaker 2
Favorite book that’s got it. There’s a lot. That’s what I’m thinking. You know what? I really liked? Shu dog. Bye bye. Phil Knight, the founder of Nike. Amazing book, right? His whole entrepreneurial journey, even $100 billion company like that, the amount of problems that he faces, like I put in my book, it’s just common expected and how he overcame it.

00;21;59;03 – 00;22;01;18
Speaker 2
It was I was just like I could put the book down.

00;22;01;18 – 00;22;07;01
Speaker 4
Yeah, I’m the same. I couldn’t put it down in the stories in there were like, Right, Yeah, yeah. What are your hobbies.

00;22;07;02 – 00;22;27;25
Speaker 2
Bob Very diverse. I love to play basketball. I go to the gym and I like to travel, go out a lot. I like to DJ too, like on tomorrow Night Club. I just love to do a lot of different stuff and dwelled into it and I do a lot of activities. I try to take my mind off work because if I’m not doing something, my head is spinning as I got to get back.

00;22;27;25 – 00;22;30;02
Speaker 2
So I got to be exhausted at night when I go to bed.

00;22;30;06 – 00;22;34;26
Speaker 4
Okay, that’s awesome. Always busy. Oh, what is one thing that you do not miss about working for the man?

00;22;34;26 – 00;22;51;27
Speaker 2
Not one thing I can. I can narrow down to one thing. It’s the bureaucracy, right? It’s the. Especially if you’re if you just have half a brain and you work in a company, if it’s not with embracing, you know, just the solutions that can make impact. But it’s just like, do it this way, because that’s how we always done it.

00;22;51;29 – 00;23;13;11
Speaker 2
That’s kind of like the thing that comes to mind when I worked a lot of companies, Hey, great idea, Let’s do this. Let me work on this pilot. Let’s I know I’m hired for this, but would I be able to do that? That’s not necessarily for all companies, Vince, that you’ve worked very closely with Google for ten years and the Challenge CEOs program, and they hired me to enable agencies and they have like Vince, is that 8020 rule where you allow up to 20% of your time work on job activities.

00;23;13;11 – 00;23;23;28
Speaker 2
That’s not in your job role per se. So it’s not everybody. Nine out of the ten men out there, they will tell you, do this and shut the fuck up and move on. And that’s I was one thing. Why would probably not go back to that.

00;23;23;29 – 00;23;30;25
Speaker 4
Okay. Excellent. What do you think sets apart successful entrepreneurs from those who give up fail or never get started?

00;23;30;25 – 00;23;51;08
Speaker 2
Disciplined, disciplined to do what’s needed? The hard things, putting sales first. This is freaking uncomfortable to talk with a prospect or get rejected 99 times in a row, but having the discipline to do the hard, hard task, then do it consistently. Do it on a daily basis, forgetting that they, you know, putting their excuse mentality on the side.

00;23;51;08 – 00;24;11;03
Speaker 2
That’s the number one thing. The rest you can figure out just having discipline. That’s that’s a hard one for everyone. That’s why you got to write it down, to have it in your face like, like every time and time again, like I’m very conventional, Like I would start stuff out and put it on my fridge or in my bathroom as a mirror set aside, sit up in my face all the time.

00;24;11;03 – 00;24;14;12
Speaker 2
So I kind of like coach with a car. This is the goal. Let’s just push through it.

00;24;14;16 – 00;24;38;03
Speaker 4
That’s awesome. Yeah, I really like that. So I’ve got a bonus one for today. The audience and this, this is just because from Gary’s from Denmark. And so Denmark is if for anybody that doesn’t know I recently found this out, they’re usually in the top 3 to 5 most happiest countries in the world. And so, Gary, can you share anything from your home country that you’re like, if anybody’s on YouTube watching this, Gary has been smiling like the whole podcast.

00;24;38;04 – 00;24;44;00
Speaker 4
He’s a and you can you share anything like what have you picked up from your own country that makes people so happy there?

00;24;44;05 – 00;25;02;23
Speaker 2
That’s the million dollar question. I always ask myself, why the heck are we that that’s obviously it’s because, you know, there’s not a lot of poverty. Just to put some context into that, it’s great educational system and B, health care, etc.. But you know, at the same at the same time, we had this expression called cougar. Cougar it says, which basically you can’t even translated into English.

00;25;02;23 – 00;25;21;29
Speaker 2
That’s the word. But the whole point is that it’s freaking cool. It’s dark. We have a couple of months with a little bit of sunshine and it’s like maybe 67 degrees and everybody’s in shorts and t shirts because, wow, the sun is out. So I think we just learn to appreciate things, you know, and look at the bright side of things because it’s cold and dark all the time otherwise.

00;25;21;29 – 00;25;30;00
Speaker 2
So yeah, that would be my answer. Probably different answers from different Danish people you would interview, but that’s mine.

00;25;30;00 – 00;25;33;08
Speaker 4
I like it. That’s awesome. Very cool. David, over you to close out the show?

00;25;33;08 – 00;25;38;09
Speaker 3
Absolutely. Gary If people are interested in learning more about you, what would be the best way?

00;25;38;10 – 00;25;58;22
Speaker 2
Yeah, absolutely. Go to my website. Gary Gothard com or my Instagram. I am Gary Garth, LinkedIn, YouTube for that matter as well. I also do have a growth outside of a marketing agency is called Elevate that. I’ll elevate that. I can find more about our services there. And again, look up the certified email blueprint for the goals. Good and great.

00;25;58;23 – 00;26;11;03
Speaker 2
This planet, they’re all on my website. Yeah, I’m happy to talk with anybody. Hit me up. If you write me on LinkedIn, I will guarantee I will get back to you. I always like to expand, grow my network and help out wherever I can, so look forward to hearing from anybody.

00;26;11;03 – 00;26;14;20
Speaker 3
All right. Thank you so much. Thank you so much. And looking forward to staying in touch.

00;26;14;20 – 00;26;16;16
Speaker 2
Likewise. Ken. David, it was a pleasure.

Start Your Own Corporation: Why the Rich Own Their Own Companies and Everyone Else Works for Them
  • Sutton, Garrett (Author)
  • English (Publication Language)
  • 220 Pages - 03/20/2012 (Publication Date) - KM Press (Publisher)