Company Saves ONE MILLION Dollars a Month

Summary

Episode Summary: Company Saves ONE MILLION Dollars a Month Andy Elliott's Elite Mindset Motivation and Sales Training
Release Date: March 4, 2025

---

In this compelling episode of Andy Elliott's Elite Mindset Motivation and Sales Training, CEO Andy Elliott delves deep into transformative sales strategies that have the potential to save companies up to one million dollars a month. Through a dynamic exchange with Safe, a contractor representative, Andy unpacks the critical elements of effective sales training, emphasizing the power of mindset, emotional connection, and accountability within sales teams.

1. Challenging Traditional Sales Practices

Andy begins by highlighting the common pitfalls in conventional sales approaches. He critiques the tendency of many sales teams to dismiss leads as "paper pushers" or "window shoppers," which often leads to missed opportunities and substantial financial losses.

Andy Elliott [00:00]: "Most people, they take their dreams to the grave and they never end up getting a new home."

2. Emphasizing Emotional Connection

A central theme of the episode is the importance of forging an emotional bond with potential clients. Andy argues that successful sales are not merely transactional but are built on understanding and addressing the deeper aspirations of customers.

Andy Elliott [02:24]: "We're going to keep you and your family goals, your goals, which is to get a new home at the center of the decision that we make."

He contrasts this with Safe's current method, which focuses primarily on qualification criteria such as budgets and financial status, often overlooking the personal dreams and motivations of the clients.

3. Reimagining Qualification Processes

Andy challenges the traditional qualification process by suggesting that over-qualification can deter genuine prospects. Instead of immediately filtering out leads based on rigid criteria, he proposes a more nuanced approach that considers the individual's potential and readiness to realize their dreams.

Andy Elliott [03:56]: "Most people just buy your and they don't care... but what if they reach out and don't feel they have enough value to go through with this?"

4. Transforming Sales Teams into Dream Builders

Andy stresses that sales teams should embody the company's mission and vision. He emphasizes that team members should not only sell a product but also share the passion and commitment to making clients' dreams a reality.

Andy Elliott [05:45]: "No, no, no, no. But I'm asking. No, no, no. But do you think they are?"

He critiques Safe's current team for lacking this emotional investment, leading to low closure rates and missed financial targets.

5. Implementing Accountability and Continuous Training

A significant portion of the discussion centers on the necessity of accountability within sales teams. Andy advocates for rigorous monitoring and regular training sessions to ensure that sales representatives are consistently improving and adhering to the company's values.

Andy Elliott [18:10]: "You go home and you put something in place immediately. You take 30 minutes of your day, 45 minutes of your day, every day. Watch two calls a day."

Andy introduces the concept of "showing the film," where sales teams review recorded calls to identify strengths and areas for improvement. This practice fosters a culture of continuous learning and accountability.

6. Maximizing Lead Conversion and Financial Gains

By optimizing the sales process and enhancing the emotional engagement of the sales team, Andy posits that companies can significantly increase their lead conversion rates. In Safe's case, moving from closing 5-6 deals out of 60 leads to an additional 2 deals per month could translate to savings and earnings of up to one million dollars monthly.

Andy Elliott [09:10]: "If we gave our best and the team was on fire, do you think they could find another two deals? That's a million a month, bro."

7. Adopting a Client-Centric Mindset

Andy concludes by reinforcing the idea that each lead represents a real person with dreams and aspirations. He urges sales teams to treat every interaction with empathy, respect, and genuine interest in the client's goals.

Andy Elliott [08:52]: "Leads are lives. They're lives. ... Make sure you tell them that we want to see their goals come to life and their dreams come to life."

Key Takeaways

• Emotional Engagement: Building genuine emotional connections with clients can significantly enhance sales effectiveness.

• Flexible Qualification: Overly stringent qualification criteria may exclude potential high-value clients. A balanced approach is essential.

• Accountability: Regular monitoring and training of sales calls foster continuous improvement and accountability within the team.

• Client-Centric Mindset: Viewing leads as individuals with dreams rather than mere numbers enhances empathy and service quality.

• Financial Impact: Optimizing sales processes can lead to substantial financial savings and increased revenue, exemplified by the potential to save a company one million dollars a month.

Conclusion

Andy Elliott's insightful dialogue with Safe serves as a potent reminder of the transformative power of mindset and emotional intelligence in sales. By shifting focus from purely transactional interactions to meaningful, client-centric engagements, companies can not only enhance their sales performance but also build lasting relationships that drive both personal and organizational growth.

For aspiring sales professionals and business leaders, this episode offers actionable strategies to refine sales approaches, cultivate accountable and passionate teams, and ultimately achieve remarkable financial success.

Transcript

[Andy Elliott]

Dude, if I was answering his phone, I'd be like, listen, the fact that you guys reached out today, what we've learned is that most people, they take their dreams to the grave and they never end up getting a new home. That's what we know. So my number one, I'm going to ask some questions so we can make sure that we get you qualified. Do you feel like there's a reason on this phone call today that you wouldn't be qualified? Yes or no? Yeah, I've had a bankruptcy back. Okay, no problem. Listen, we got banks that handle stuff like that. Look, I'm going to make one promise. We're going to keep you and your family goals, your goals, which is to get a new home at the center of the decision that we make. And I'm going to get some information. If that information can lead you guys into a new home, I'll show you what that looks like. And in the end, it's your decision. Is that fair? Is that fair? You only get great by showing your team the film. Sales training is only two things. Number one, what do you do?

[Safe]

Contractor.

[Andy Elliott]

Okay, contractor, come here. I'm going to use him for a minute. So safe. Come here. Okay, do we got a mic? Run it up here real quick because I'm going to use you for an example so everybody understands this. Okay? What is. What do you do?

[Safe]

I'm a contractor. I build homes.

[Andy Elliott]

Okay. Do you sell stuff?

[Safe]

Occasionally.

[Andy Elliott]

Okay, so you're saying people just buy your and they don't care?

[Safe]

They definitely care.

[Andy Elliott]

Okay, but like, how do they get a hold of you? They got to pay for this somehow, right?

[Safe]

We run paid ads.

[Andy Elliott]

Okay, you run. You run paid ads and then they request information from you.

[Safe]

Correct.

[Andy Elliott]

And then who gets on the phone with them?

[Safe]

Our sales team. They qualify them.

[Andy Elliott]

Okay, your sales team. And what's a qualify look like they.

[Safe]

Qualify them for bare minimum budgets. And then after that, they show up in person because the real sale happens in person. Okay, A lot of people that are just paper pushers and window shoppers, and those are the people that we read out over the phone. After that, we get the sales team. They come in in person and they come and estimate it.

[Andy Elliott]

Stop. That's the hole in his game right there. He said a lot of people are paper pushers and window shoppers. Can ask you a question. How many people have a dream but never think they could get it? Most of you in here, if I requested information for someone to reach out to me, I understand. If I don't qualify to buy but watch. I understand, but what if they reach out, right, and they honestly don't feel that they have enough value in themselves to actually go through with this? And so they go back to their old life because we're over qualifying them. It happens all the time. And so I'm going to tell you this. In the Elliot Group, you're a product of the product. Let me say that we sell what we own on our own life. Do you understand that? Do the people that work for you, do they buy homes from you?

[Safe]

They do not.

[Andy Elliott]

That's a problem with me. No, no, I'm not. I'm not. Let me explain. My people who work for me have all gone through everything that you guys have gone through. They have all. They live by the standard of everything. So when you're on the phone, they're not like qualifying immediately. They're like, listen, I know the number one reason why you reached out. Number one, you want to change your life. You're at the bottom, you want to go to the top or you're at the top and you operate from a state of madness and you want an edge and you want to kick and go even further. Am I right? Dude, listen, you're not in the middle. You can't be bothered or you wouldn't reach out. Would you agree? Okay, so which is it? You're killing it. And you want that next level edge and you want Andy to push you there or you at the bottom and you're sick and tired of being sick and tired and you're ready to dominate. Which one is it, man? Look, dude, you don't even need to tell me what you want. Notice I said you don't even need to tell me what you want. We already know what you want and we're going to help you get it. Isn't it cool when someone understands what you want, you don't have to say nothing? Isn't that cool? Dude, if I was answering his phone, I'd be like, listen, the fact that you guys reached out today, what we've learned is that most people, they take their dreams to the grave and they never end up getting a new home. That's what we know. So my number one, I'm going to ask some questions so we can make sure that we get you qualified. Do you feel like there's a reason on this phone call today that you wouldn't be qualified? Yes or no? Yeah, I had a bankruptcy back. Okay, no problem. Listen, we got banks that handle stuff like that. Look, I'm going to make one promise we're going to keep you and your family goals, your goals, which is to get a new home at the center of the decision that we make. And I'm going to get some information. If that information can lead you guys into a new home, I'll show you what that looks like. And in the end, it's your decision. Is that fair? Is that fair? Super important, guys, if you're watching this.

[Unknown]

Video right now and you're like, andy, I'm not built like that.

[Andy Elliott]

Bull.

[Unknown]

Yes, you are. Gotta train this way it works. Train or complain. It's your choice, okay? Every day I train the greatest in the world. You know what I mean? Are you ready to kick some ass and build your legacy and make history? If you are in the description box below on this YouTube video, there's going to be a link. You click on it, enter your phone number, email, full name, and I will personally reach out to you in the next 24 hours. If you're serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guide.

[Andy Elliott]

Kill it. Okay, cool. Because you wouldn't request some information if you guys didn't want to get a new home. Now, I'm not going to ask you to buy it. I don't care when you want to do it. But I'm going to show you what that looks like. And in the end, it's your decision. Is that fair? What am I doing? I'm advancing the sell forward. I'm pulling them forward. If somebody requests information. I guarantee most people make the customer prove that they're going to buy before we give them our best. Does that make sense? I want you to listen to me safe. Because these guys, what are they looking for? Ripe fruit. They want to talk to people that are green fruit or they want to talk to ripe fruit. No ways. I can ripen green fruit on the phone. I can take a green piece of fruit, I can make it ripen. A conversation. That's what good sales is. I don't need you. I don't need to ask questions. Look, maybe I need to say, hey, is there any reason why you believe you wouldn't qualify for a home safe? Is there any reason that you would believe that? Look, do you have two years on the job? Do you have tax returns? Do you make at least 100 grand? Would you have at least 10% down? Okay. Yes. Okay, cool. Listen, hey, it sounds like we can work together, okay? Like, like, does that make sense? I haven't heard. One of his sales teams calls but dude, when they get on the phone, can I ask you a question? How hard was it to build your business? Was it hard?

[Safe]

It's pretty difficult.

[Andy Elliott]

It's pretty hard, right? You ever seen someone work and build a beautiful restaurant and you walk in there and the people don't care about the people that are eating in that restaurant and you're like, where's the owner? Where's the owner that broke his back to build this place? And then some manager came in and hired all these people. That owner had a dream that this people would come in here and feel this way and get treated this way and service would be amazing and all this was going to happen. But once we get so busy in building this and the build and the build, we, we forget about how our people are getting treated when they come in. And then we're like, we got to make more money, we got to grow. No, dude, the initial conversation that comes into your company is the way that your customers who are going to pay us, right? That's the growth of the whole business. Dude, I'm willing to bet that if we took your guys, and by the way, I don't take bets that I'm going to lose. And we played 10 of their sales calls, we would say, alright, it's 11 o'clock at night. Me and my wife have a dream of one day building a home. We see safe's ad and we're like, what do you think, babe? Should we do it? Should we have them reach out to us? What do you think? Should we do it? Alright, let's do it. Whose number should we put, yours or mine? I'll have them reach out to you. Okay. All right, let's go. And do what email should we use? Should we hear, okay, let's see. Okay, all right, listen. And the next morning, hey, babe, let me know if they reach out to you. Did they reach out to you yet? They reach out. You think on the backside of this or having these conversations? Yes, but we're so stupid. We're so stupid. We're so disconnected. We don't understand how human beings even operate anymore. And then the lead, it goes into the queue and Donnie's like, got four leads this morning, gonna look for one. That's easy. He doesn't say it, but we know he's looking for the lay down. Am I right? We know it. Donnie's like, I wonder how good the leads are today. Listen, leads are lives. They're lives. Do you understand? Who you're becoming in this room is a person that cares because safe. It is a life. So say. You say. Hey, hey, hey. I built this company. You know what these people mean to me. This ain't a lead, bro. You call one of my customers a lead again, you're out of here. And that's why I don't usually. Life. It's a life. Someone is counting on us to help them put their dream together. You understand that? When you pick up that phone, I want you to be nicer than you've ever been nice to anyone in the world. I want you to talk to them with familiarity. I want you to tell them that we can't believe they reached out, how much you love them, that they're family and that we appreciate them. And make sure you tell them that we want to see their goals come to life and their dreams come to life. And that we will be with them every step of the way. Can you do that? That's what I want. Safe. Do you think your team's doing that?

[Safe]

Doesn't sound like it.

[Andy Elliott]

No. No, but I'm asking. No, no, no, no, no, no. But do you think they are?

[Safe]

Honestly, I don't think we put as much emphasis on it as.

[Andy Elliott]

Can I ask you a question? How many leads you get a day?

[Safe]

About 60amonth.

[Andy Elliott]

Okay, you got 60 leads a month. Okay. And how many do you close a month?

[Safe]

We will close about five to six.

[Andy Elliott]

Okay. In each deal? Each. Each one that you can close, how much does that pay you roughly? I know it's an average, but give me just a ballpark, around 400 to 450,000. Okay. Can I ask you a question? Do you think out of the 60, if we're closed in between five to seven, do you think that if we gave our best and the team was on fire, do you think they could find another two deals? That's a million a month, bro. Can I ask you a question? If I reached in right now and I took a million out of your pocket, would you be pissed at me?

[Safe]

Depends how much I can make.

[Andy Elliott]

No, no, you're not making anything back because I'm just stealing it.

[Safe]

Then I wouldn't like it.

[Andy Elliott]

That's what's happening right now. Okay, listen to me. There's three rules to winning in sales. Rule number one, you got to build your sales team, right? You got to build your sales team, right? Your sales team must be the product safe has this dream of building this company that's going to help all these people build beautiful homes. It's going to be a for profit company. But also, you don't you in the beginning, you took the calls. Am I right?

[Safe]

That's true. Yes.

[Andy Elliott]

That's right. How hard did you work on those leads?

[Safe]

I worked my ass off.

[Andy Elliott]

Do you think they work as hard as you?

[Safe]

Probably not.

[Andy Elliott]

Who's their leader?

[Safe]

I am.

[Andy Elliott]

What happens? Did you guys see the disconnect? Safe's a great guy. If Safe was next to me every day, I'd be like, safe. Did you watch those 60 calls that your team did last month, by the way? 60? There's 30 days a month. That's two calls a day. Does that make sense? How long is each call?

[Safe]

It's not very long to qualify. 15 minutes.

[Andy Elliott]

There's a million dollars right here. And all he has to do listen and Safe in his head is over. He's like, oh, my God, I'm going to have to go back. I'm going to have to change all this stuff around. No. Are these phone calls recorded? Okay. Are they recorded?

[Safe]

No.

[Andy Elliott]

Bam. Bam. Okay, no, but listen. No, it's good. It's good because in this room, we find holes. You know what I love? I love the fact that he could have said yes and you wouldn't have made that noise. No, dude, this is what winners do. They're like, no, hey, that's big shit, okay? Because most people would have lied. But I want to tell you something. This is super important. So safe here. Look, I can change his whole life right now. All I got to do is say, number one, from now on, we're going to go into your CRM system and when a lead comes in, okay, they're going to have X amount of time to get to it, which is someone's life. That phone call, when they reach out, they're going to reach out by phone and they're going to take them to a zoom. Super important, guys, if you're watching this.

[Unknown]

Video right now and you're like, andy, I'm not built like that.

[Andy Elliott]

Bullshit.

[Unknown]

Yes, you are. Gotta train.

[Andy Elliott]

That's the way it works.

[Unknown]

Train or complain. It's your choice, okay? Every day I train the greatest in the world. You know what I mean? Are you ready to kick some ass and build your legacy and make history? If you are in the description box below on this YouTube video, there's going to be a link. You click on it, enter your phone number, email, full name, and I will personally reach out to you in the next 24 hours. If you're serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guy.

[Andy Elliott]

Kill It. We're taking to a zoom. We're going to go to zoom because we're in an error right now. We're saying, hey, Safe, what's going on? It's Andy Elliott. Number one, we appreciate the fact that you sent in some information, requesting some information about building a new home. Is that correct?

[Safe]

Yes.

[Andy Elliott]

Beautiful. I love it. Number one, I want to show you what we do, and then I want to show you, like, A to Z how this works. It'll take about 15 minutes. It's going to blow your mind. 100% of the people that see this are blown away. I'm kind of a visual person, so I like to see things with the eyes. Okay, can we jump on a quick zoom call? Is that fair? Where can you be? Can you get to a desktop? I want to show you what you've requested, what that's going to look like, and in the end, it's your decision. I just want to paint the picture. Is that okay, cool. I just sent you a zoom link. Hey, Safe. What's going on? It's Andy. Whoo. Hey, man. You should see it. We're making dreams happen. Number one, super honored to be with you here today. Now, are you married? Do you have kids? Is there anyone else to be on? Should I send the zoom link to your wife? I want her to see this also. Okay, guys, listen. Most people. Here's the problem. Most people, they're just building a house. They're getting the labor, they're going to get the supplies, they're going to build it up, they're going to move on. There's no emotion attached to it. Say, let me explain why we're different. You and your wife have a vision. You have something in your head of what this house is going to look like, and you can kind of see it. Would you agree? Okay, well, the builder that builds these homes, they call him, like Houdini. He literally can look in your head and see what you want, and he'll make that a reality. That's what he does. You tell him you want a swimming pool. Most people are like, okay, we're gonna dig a hole and build a swimming pool. No. He's like, let me talk to you. Okay, Okay, I got it. The kids are running around. There's this there. There's a waterfall. Rocks there fly some. Okay, I got it. I got it. And then, boom, he builds it, and you walk out, and you literally almost fall to your knees because what you saw in your head is now there in real life. Is that what you guys Want with the home builder? Is that what you want? That's what Safe does. Okay, look, I'm going to tell you, building houses, it's just become a commodity. It's an art. It's an art, and Safe is so passionate about it. The money that you spend, he wants to make your dreams come into a reality. Okay? So, number one, I want to tell you what we do and why we're different. Does that make sense? Is that what you're looking for? Okay. Boom, right out the gate. He's seeing me on that zoom call. Dude, I bet we could close 15 people out of 16, then watch. Then Safe. He goes and watches the calls. And when you watch the call, Safe. Okay, does anybody want to know what sales training is? Sales training is me not saying, hey, when someone says that they want to find a bet, a lower quote, we say, oh, I totally understand. Of course. No, sales training is Safe. Yesterday there were three zoom calls. We are going to watch them as a team. Are you ready? Let's watch. Okay, Stop. Film day. How did he intro? Do you feel like we took good care of those people? All the gate. Safe. What could we have done different? Safe, do you have more in you at the beginning of that, say, do you think that you were just explaining the product or do you felt like you really made an impact on them and talked to them and made a difference and connected with them? At the beginning, you didn't really connect with them, did you? Safe, can you connect differently on your next call? First five minutes, I want you to understand, sales are won and lost in the first five minutes, okay? Safe, do me a favor. Don't ever have a call come out like that again, okay? Listen, I know that you may sound like I'm being a boss to you right now. I built this company, man. I took these calls myself. And then I don't take the calls anymore because I trust you to take care of my people. Do you understand? Okay. I know you wonder why I'm taking this shit so personal. It's because it is personal, okay? And I trust you to handle it. So can I trust you, yes or no? Okay. Come out the gate different. You got me? Okay, let me show you what you did wrong here, okay? You didn't paint the picture. You didn't sell the dream. You didn't do it here. That's what you okay, by the way. All right, now let's watch. Freddy. Guys, Freddie killed it. Freddy, good job. Now, are we teaching hypothetical sales training or are we showing them the film? You only get great by showing your team the film. Sales training is only two things. Number one, it's showing them testimonies of people who have had their house built, who are happy, who love you, who are excited. And we show them. We're like, hey, Saif, when you get on the call, make sure that you show them Jane's Google review. Make sure you play the testimony video that Sammy and his wife sent us with their beautiful home and show a picture of it how they believe no one can make it happen, but we did it. Can you play that for them? Listen, that's what they need to see. They need to see that this is why people choose us. And then you need to remember, Safe, why you're doing what you're doing. Okay? That's it. Now, important sales training is showing your team where they make the mistakes and not stomping them in the ground, but just letting them be aware of it. Listen, will your team do a better job when they're held accountable? Yes or no? Show someone you're watching. Watch them go to here. Dude, if I walked for Safe, I just had to call people and try to find someone who was ready to buy. Honestly, Safe's over here thinking, God, I got to spend more money in marketing. God, I got to do more this. God, I got to figure out how to get a better target market. Man, my marketing guy sucks, bro. Your sales team's over here unaccountable. No one knows what they said. No one knows if they care. There's zero level accountability. No one's watching their stuff. That's why we're losing.

[Unknown]

You're.

[Andy Elliott]

You go home and you put something in place immediately. You take 30 minutes of your day, 45 minutes of your day, every day. Watch two calls a day. There's 60 leads, two calls a day. Watch them on your way to work. Watch them on the way home. It doesn't matter. Watch every freaking call. And then when you say, hey, Sammy, I noticed when you took that call this morning, right, you didn't do this, you didn't do that, or, hey, Sammy, I noticed you did do that. I love that. What does Sammy know you're watching? If he's watching, he'll kill it. Why do people work out better in a gym that's like in a big gym than better at home? Because people are watching. If you want to kill it, you got to increase your levels of accountability. Now, listen, this is coming to an event. I'm not going to run anymore with safe, but I'm just telling you, if I was partnered, if I was Safe's sales boss, manager. I could not scale and grow the sales team if I don't know what they're saying. I also know there's another strategy that's better than the strategy you currently have. I would take these leads. I would take them to a zoom. Immediately on the zoom, I would paint the picture of what we do, what we stand for, and how we believe. And when people see that, they'll feel it. They'll own it. There won't be an objection. They'll stop shopping, and they'll become connected to me. Does that make sense? Bro, you just take this little bit right here, and we just made you a million a month. Do you feel me? Okay. Love you. Let's go. Hey, guys. Looks like you made it to the.

[Unknown]

End of the video.

[Andy Elliott]

You're the true 0001 percenters. Look, I know 1 percenters that can make it halfway through the video, but making it all the way through, you guys are the best. Now here's what I'd like to do. Number one, I want to get closer to you. The fact that you made it all the way through the video, you're like, man, dude, I want to roll with this guy. Okay? So I need to connect with you down below. There's a description box on this YouTube video. There's a link.

[Unknown]

It says, Coach with me, one on one.

[Andy Elliott]

Okay? If you'll go and you'll enter your information, I'll reach out to you in the next 24 hours.

[Unknown]

You can tell me what you need.

[Andy Elliott]

Help with, what your goals are, and we will crush it together. I would love to help you guys go to the next level in life. You can tell I'm changing my life.

[Unknown]

Really fast, and I know that you.

[Andy Elliott]

Guys want the same thing. I'd love to go with you on that journey. So right now, if you'd like to partner with me, team with me, if you want me to help coach you and push you, Everybody needs a coach, a higher level of accountability to go to the next level. Go to the description box below. Click on the link, fill out your information.

[Unknown]

I'll talk to you in the next 24 hours.

[Andy Elliott]

Let's kill it.