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Company Saves ONE MILLION Dollars a Month - Andy Elliott's Elite Mindset Motivation and Sales Training | Wave AI Podcast Notes

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Company Saves ONE MILLION Dollars a Month

Andy Elliott's Elite Mindset Motivation and Sales Training

Tue Mar 04 2025

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.

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Transcript

Andy Elliott (0:00)

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 (0:46)

Contractor.

Andy Elliott (0:47)

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 (1:01)

I'm a contractor. I build homes.

Andy Elliott (1:02)

Okay. Do you sell stuff?

Safe (1:04)

Occasionally.

Andy Elliott (1:05)

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

Safe (1:08)

They definitely care.

Andy Elliott (1:10)

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

Safe (1:13)

We run paid ads.

Andy Elliott (1:14)

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

Safe (1:18)

Correct.

Andy Elliott (1:19)

And then who gets on the phone with them?

Safe (1:20)

Our sales team. They qualify them.

Andy Elliott (1:22)

Andy Elliott (2:25)

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.

Andy Elliott (5:46)

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?

Andy Elliott (12:41)

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.