THE KEYS TO MAKE $250k A YEAR SELLING ANY PRODUCT

Summary

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Earn Your Leisure – THE KEYS TO MAKE $250k A YEAR SELLING ANY PRODUCT

Podcast: Earn Your Leisure
Hosts: Rashad Bilal & Troy Millings
Episode Date: December 8, 2025
Main Theme: How to build a successful sales-based business, transition from a 9-to-5, develop a winning mindset, and practical steps to reach $250k a year selling any product.

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Episode Overview

This episode delves into the practical and psychological strategies behind earning a quarter-million dollars a year through product sales. The hosts, Rashad Bilal and Troy Millings, along with an entrepreneurial guest, unpack actionable steps for transitioning from traditional employment to entrepreneurship, mastering the sales process, establishing effective goals, and developing habits to sustain long-term success.

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Key Discussion Points & Insights

1. Building Your Business on the Side

Timestamps: [03:16]–[04:24]

• The entrepreneurial guest shares how he started his business while working a full-time job, utilizing time on his "off days" to generate extra income.
• Set modest goals to start, such as selling four T-shirts at $25 each on days off—focusing on consistent small wins.
• Transition gradually: As income from the side business increases, scale back traditional work hours methodically.

Quote:
"If I can put time into my job, I can put time into my business. So I started hitting these hundred dollars each off day...by the time I quit my job, I was working a day a week." — Entrepreneur/Host [03:49]

2. The Gradual Transition Out of a 9-to-5

Timestamps: [04:24]–[05:47]

• Success comes from incremental progress, not drastic leaps.
• Avoid the “all or nothing” approach; let momentum and income naturally phase out your day job.
• The hardest part is staying committed, especially when profits are small and discouragement sets in.

Quote:
"It wasn't really a fear [to leave the job] because it happened so gradually... The hard part was sticking when I'm only making $200 a week, or... sticking when I'm not really making any money." — Entrepreneur/Host [04:41]

3. The Life Cycle of a Good Idea

Timestamps: [05:47]–[07:25]

• Five Stages:
  1. Excitement
  2. Evolution (improving the idea)
  3. Engagement (getting others involved)
  4. Resistance (facing rejection or obstacles)
  5. Expansion (scaling)
• It's critical to keep excitement alive at every stage, especially during Evolution and Resistance.
• Use resistance (e.g., rejection) as feedback to improve the product/service instead of jumping to a new idea.

Quote:
"Excitement, then evolution, then engagement... but then with engagement comes resistance... Just don't get excited about something else. Fight through it. Take all that data, get re-excited about the same concept. Retool it.” — Entrepreneur/Host [06:58]

4. Mastering the Sales Mindset: Handling “No”

Timestamps: [07:29]–[09:12]

• Sales often begin at the first "no"—most people are conditioned to initially reject offers.
• Persistence is key: make prospective clients say "no" at least twice, sometimes more.
• Overcoming personal discomfort and fear of rejection is crucial. Rejection is NOT personal.

Quotes:

• "A sale starts when somebody says no." — Co-host [07:29]
• "One of my mentors said, yo, make them tell you no twice... I was able to leave the Cheesecake Factory and jump into the kiosk. I make you tell me no till you walk away." — Entrepreneur/Host [08:06]

5. Sales as a Foundational Skill

Timestamps: [09:12]–[09:24]

• The hosts strongly encourage anyone interested in business to spend at least a year selling anything (life insurance, products, etc.), as it develops essential resilience and communication skills.

Quote:
"If you could sell something, it takes that fear away and you'll realize that the worst thing in the world is not a no." — Co-host [09:12]

6. Focusing on Work Goals, Not Only Revenue

Timestamps: [13:04]–[18:20]

• Shift focus from sales numbers to activity numbers: prioritize the number of people you approach, not just sales completed.
• Set work goals (e.g., "ask five people per day") rather than reward goals—keep your eye on effort, which you can control.
• Consistency builds skill, expands pipelines, and eventually drives results.

Quotes:

• "Make your goal the work, not the reward...the reward is scary, because if you don't get it, you're disappointed. But what you can control is the work." — Entrepreneur/Host [14:10]
• "First step is just set a goal...ideally, if you're new in entrepreneurship, you don't want to set a sales goal or reward goal. You want to set a work goal." — Entrepreneur/Host [17:13]

7. Persistence and Avoiding Discouragement

Timestamps: [16:19]–[19:42]

• Persistence in sales translates to persistence in all areas of business and life.
• Conditioning yourself to push through initial “no”—from selling to relationships—strengthens your resilience muscle.
• Many entrepreneurs fail because they only set monetary goals ("I want to make $100k") without reverse-engineering the activities needed to achieve them.

Quotes:

• "How you do anything is how you do everything." — Entrepreneur/Host [16:19]
• "The goal is not to sell ten products. The goal is to speak to a hundred people." — Co-host [19:11]

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Actionable Steps For Listeners

Transitioning from 9-to-5 to Entrepreneurship

• Start by leveraging free time to build side income—don’t jump ship prematurely.
• Set small, achievable daily/weekly goals and monitor progress.
• As income from your side business replaces your work income, phase out your job hours.

Developing the Sales Habit

• Make your daily/weekly goal centered around the number of people you reach out to, not just the number of sales.
• View every “no” as a necessary step toward eventual success and as valuable data.
• Build resilience by treating work activity (calls, pitches, networking) as non-negotiable.

Calculating Real Revenue Goals

• Instead of aiming for a big annual target, break it down by product and per-action metrics.
• Example: To make $2,000/week, determine how many products must be sold and then reverse-engineer how many prospects you’ll need to reach.

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Notable Quotes & Memorable Moments

• “If I can put time into my job, I can put time into my business.” — Entrepreneur/Host [03:49]
• “Just don’t get excited about something else. Fight through it. Take all that data, get re-excited about the same concept.” — Entrepreneur/Host [07:00]
• “A sale starts when somebody says no.” — Co-host [07:29]
• “Make them tell you no more than once.” — Entrepreneur/Host [08:08]
• “Make your goal the work, not the reward.” — Entrepreneur/Host [14:10]
• “How you do anything is how you do everything.” — Entrepreneur/Host [16:19]
• “The goal is not to sell ten products. The goal is to speak to a hundred people.” — Co-host [19:11]

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Episode Segment Timestamps

• [03:16] Starting a side hustle on off-days
• [05:47] The lifecycle of a good idea
• [07:29] The real sales process begins at “no”
• [13:04] Setting work goals and overcoming refusal
• [16:19] Persistence as a transferable skill
• [17:13] Step-by-step for transitioning to entrepreneurship
• [19:11] Reverse-engineering earnings and activity targets

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Tone & Style

The conversation is lively, relatable, and candid. The hosts and guest use humor and real-life anecdotes, making potentially intimidating business lessons accessible and actionable.

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Summary

This episode of Earn Your Leisure is a masterclass for aspiring entrepreneurs—especially those looking to replace their 9-to-5 income with sales. It breaks down the incremental steps, resilient mindset, and day-to-day practices necessary to reach $250k (and beyond) in annual sales. Key takeaways include building gradually, focusing on effort over immediate results, reframing rejection, and understanding that how you approach sales and persistence will spill positively into every other aspect of your life and business.

Transcript

[Entrepreneur/Host]

This is an iHeart podcast.

[Advertiser/Odoo Representative]

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[Advertiser/Odoo Representative]

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[Entrepreneur/Host]

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[Co-host/Interviewer]

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Even.

[Entrepreneur/Host]

In my book I wrote this part called $100 off days where my goal is to build My business on my off days, just my off days because I was working five a week on my job, two days a week on my dream, every single day. My goal is to go out and sell four T shirts. I'm selling T shirts for $25. So I'm trying to sell four T shirts. I'm trying to make $100 on each off day. So my boy was like, nah, you gotta grind, man. You gotta work every single day. I know myself, I'm low key, lazy. I work hard cause I'm kinda lazy. I wanna get to a point where I don't gotta do nothing.

[Co-host/Interviewer]

You work smart.

[Entrepreneur/Host]

Oh, yeah, yeah. I mean, that's what lazy people say. Okay.

But yeah, my goal is I'm focused on whatever happens throughout the week is extra. But my goal is on fill it with work. If I can put time into my job, I can put time into my business. So I started hitting these, these hundred dollars each off day. So I called my boss like, yo, can you only put me on four days a week instead of five? Because I knew if I could make $200 on two off days, if I had three off days, I could make 300. And that joint started to hit. So long story short, by the time I quit my job, I was like working a day a week. So I like. So I teach people to transition out of their job. Let's set these small goals and build from there.

[Co-host/Interviewer]

So can you talk about that? Because that's important as far as it's all about strategy in life. And it's like, you never just want to jump out the window with anything. So can you break that down a little bit to transition out of your job? I like that idea.

Was it, I'm thinking myself, like, was there any fear in that? Like, or how did that play on your mind? Like, I'm doing this, I'm out.

[Entrepreneur/Host]

I don't know. It wasn't really a. It wasn't really a fear because it happened so gradually. You know what I mean? It's like with this podcast, you drop one episode, then two, then three, and it starts to build. So I'm trying to make on my just the two. My goal is to make $200 a week if I can't sell eight T shirts in seven days. You know what I mean? So it wasn't like a fear of, oh, I gotta go quit my job. That would be scary. I'm just trying to make a couple more dollars to like go to the club and hang out and put something on a bottle. I still wasn't gonna buy it myself, but I wanna be a person that could chip in. So it wasn't really a fear, especially. Cause since I was a kid, I've always been trying to. The hard part was sticking when I'm only making $200 a week, like, or. Or sticking when I'm not really making any money. Instead of saying, yo, you know what? I think I'm gonna try real estate. Cause T shirts don't work. It was just me. So the hard part was just staying in my lane and, you know, just staying one course for a while. Yeah, it goes back to your.

[Co-host/Interviewer]

And I looked at your page. The life cycle of a good idea. Yeah, this sounds like the life cycle for sure.

[Entrepreneur/Host]

Everybody goes through it too.

[Co-host/Interviewer]

You know what I mean? Like, can you break down that process? Because I'm sure there's a lot of people that have ideas and they make it to the first stage of excitement, but they never make it to the last stage.

[Entrepreneur/Host]

Never. So I came across this presentation. I was on tour with ET 2017, and I think like a few hours before I was supposed to turn in my presentation, I just. I was like, yo, I got it. The life cycle of a good idea is excitement. Everybody gets excited about the idea. But then you got to move to evolution, where you got to start evolving the idea, which is not as exciting as when you got the idea and you get to tell everybody and you see the vision. Yo, this goal was taking me out of my job. So excitement, then evolution, that engagement. So after you evolve it, you got to engage people that get scary because you got to actually approach people and make a sale and try to get the buy in. You got to get people to buy in. But then with engagement comes resistance. You'll automatically have those people to say, yo, I don't want to buy it. And then you have to make a decision. And the decision is either get excited about something else or move into expansion. But the trick is taking each stage with you. So if you're excited and you move to evolution, you got to be excited while you're evolving the idea. And some people move from evolution to engagement, but they stop evolving the content. So once you start to hit resistance, if you're still engaging people and evolving, you're asking people, okay, why aren't you buying this? Because you're still evolving it. You're still trying to get better, meaning you're still engaging. You're assessing it, you're assessing it. And then you make a decision to just don't get excited about something else. Fight through it. Take all that data, get re excited about the same concept. Retool it.

[Co-host/Interviewer]

Yeah.

[Entrepreneur/Host]

Keep engaging. Go through the resistance, and then you expand.

[Co-host/Interviewer]

You said something important and shoddy comes from a sales background. And you come from a sales background. You said a sale starts when somebody says no.

[Entrepreneur/Host]

Oh, for sure.

[Co-host/Interviewer]

In my mind, I'm like, yeah, somebody says no, it's next to the next person. What's the importance of that? Like, what's the point philosophy behind that?

[Entrepreneur/Host]

I mean, when you go into a shoe store, obviously somebody comes up to you and they're like, can I help you? And you always say, no, I'm good. Like, we're trained to say no.

[Co-host/Interviewer]

Yeah.

[Entrepreneur/Host]

The actual sale, the game starts when they say no first. So I was expecting, yo, you want to buy this T shirt? And they say no. I'm like, ah, all right, man. Well, I gotta go to the next person. But then I realized that one of my mentors said, yo, make them tell you no twice. So I'm like, yo, would you like to make bodice T shirt? And they say, no, I'm good. I'm like, yo, are you sure? Look at this. Like, look at that. Like, this. This. This would be dope with your shoes. And for some reason, I started converting. I mean, like, oh, yeah, you're right. Let me get it right. So now, you know, fast forward. I was able to leave the Cheesecake Factory and jump into the kiosk. I make you tell me no till you walk away. Because, you know, I've converted on the third sale, the. I mean, the third no. The fourth no. And sometimes people will buy because they tired of you asking, and they know you're not gonna let them go. Look, I got some. All right, cool. Just give. All right, give me that one. Here, take it. Make them tell you no more than once.

[Co-host/Interviewer]

Yeah. Now the sales is. We talked about that a few times on the podcast. It's something that most people are extremely afraid of because nobody likes to talk to strangers. Like, we're conditioned as kids not to talk to strangers. That's the first thing they tell you. Don't talk to strangers. And that carries over as an adult. And it's like, to walk up to somebody, especially to try to ask them to buy a product and to spend money with you is like. Is terrifying for most people. But I always say, like, if you can actually sell do sales, I. I recommend anybody that wants to do be in business to do at least one year of sales.

[Entrepreneur/Host]

Oh, yeah.

[Co-host/Interviewer]

Selling something. Okay. Whether it's life insurance, whether it's knives. Whether it's cell phone cases, you gotta be able to sell something. Because if you could sell something a it takes up fear away.

[IBM Advertiser]

Yeah.

[Co-host/Interviewer]

And you'll realize that the worst thing in the world is not a no.

[Entrepreneur/Host]

Yeah, right.

[Advertiser/Odoo Representative]

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[Entrepreneur/Host]

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[Liberty Mutual Advertiser]

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[Entrepreneur/Host]

Limu is that guy with the binoculars watching us.

[Liberty Mutual Advertiser]

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[Entrepreneur/Host]

Only pay for what you [e-mail] Liberty, Liberty, Liberty. Liberty Savings Fairy underwritten by Liberty Mutual Insurance Company Affiliates excludes Massachusetts.

[Co-host/Interviewer]

People say, no, you're still living like, you know what I mean? It's like you got to develop thick skin to be an entrepreneur.

Yeah.

[Entrepreneur/Host]

I got a client shouts out to my man Sam. He came on our coaching call, like, I have a call in the mornings and he said, man, how do I take my business to the next level? And my question was like, yo, how many people do you ask to buy your service? He said, man, not that many. I said, yo, how. Give me a number. Like, how many people do you actually ask? He said, well, I don't. Not a whole lot, bro. How many did you ask yesterday? He said, none. I said, that's the problem. So this is what I want you to do. Because he's afraid to ask for the sale. I said, or he's, he's a, he's afraid to attend. He's afraid to like, like get into sales. But what I told him was, I just want you to ask three people a day. That's your goal. I don't care whether you buy or not because the pressure is in their answer. But if you condition your mind to say, yo, my goal is not to make a sale. My goal is to just ask five people every day so I can go to the store and say, yo, I don't want to bother you. My coach make me do this. Would you like to buy this T shirt? Okay, that's one. Hey, Mom, I know I ain't talked to you In a little while. I've asked. I never, like, tried to sell you anything, but let me get my number out. And if you can start to get your number out. 3 sales. 5. Just make 5 calls. Make your goal. Make your goal the work, not the reward. Because the reward is scary. Because if you don't get it, you're disappointed. But what you can't control is the work. That's the only thing you can control.

[Co-host/Interviewer]

So is there. It's like a fine line between persistence and annoyance? Because I could imagine like, yo, get this, get this, get this. And it's like, all right. Is there a fine line there?

[Entrepreneur/Host]

To make a sale, you got to be kind of annoying a little bit.

[Co-host/Interviewer]

Okay.

[Entrepreneur/Host]

I mean, at the end of the day, you got to ask certain people. It's going to be somebody you want to get on the podcast. They say no. Next time you see him, you need to ask them again. It's only our inside. We feel like we're being annoying, but sometimes people just forget or. And I learned this at the Cheesecake Factory, so dope. People want to. But they want to eat cheesecake. But they want you to convince them they want to do it. But the right thing to say is no, because it's high in fat calories. But. But they really want me to ask. They really want me to convince. They feel good, strong willed. Cause they're saying no because they're on a diet.

[Co-host/Interviewer]

Yeah, we got this new one.

[Entrepreneur/Host]

Oh, for sure. They'll be happy when I convince them no.

[Co-host/Interviewer]

It's the no thing is extremely important. And it's important for people to understand not to take things personal. And, you know, I just. Living in New York, I was on the subway years ago and I just did like, an observation. It's like people, these guys handing out, like, free newspaper. They're free to any. Anybody that's like coming through the turnstile. And every single person was like, no, I'm gonna look. They was just. And I'm. I'm thinking to myself, like, it's free. It's a free newspaper. Why not take it? But it's like they're just conditioned that he's trying to sell me. He's not even trying to sell. He's giving it away. And it's like, no, it's like the same thing. It's like a pretty girl, like, you might want to dance with a pretty girl before you even. She's like, no. Was like, you didn't even look at me, right? No, but she's just used. She's Conditioned to say no. So I say, I have to say, like, people in general are conditioned to say no. So peeling back that layer and saying, like, well, why? It's free. It's a free newspaper. How come you don't want to take it? Like, I mean, like, let me get.

[Entrepreneur/Host]

The no out of the way, and.

[Co-host/Interviewer]

You'Re not going to convince everybody. But some people, once you just get that first layer, like, if you can get past that first layer, it's like a home run after that.

[Entrepreneur/Host]

Yeah. I think how you. How you do anything is how you do everything. So if you, if you're attempting to make a sale and they say no, if you're working on a product and you just can't figure it out, like these mics, you just couldn't figure out how to get it working, you'll probably stop at that too, and just get another mic. Right. But once you develop a certain. A certain level of persistence, once you develop that trait, that carries to everything. You know what I mean? Like, if you can be. If you can be persistent in a. In a sales transaction, you could be persistent in getting that person interested enough to date you or trying to close that deal. I believe how you do anything is how you do everything.

[Co-host/Interviewer]

So you sound like you're gonna be the wholesome bachelor man.

So what are some steps? Like you said, you coach people to become entrepreneurs from the 9 to 5. What are some steps? I'm sure there's a lot of people that may listen to this podcast that have nine to five jobs and want to become entrepreneurs. Like, what are some practical steps that people can take?

[Entrepreneur/Host]

I think the first step is just set a goal, and I don't care what the goal is. Ideally, if you're new in entrepreneurship, you don't want to set a sales goal or a reward goal. You want to set a work goal. So your work goal might be starting out from six to seven. Every single day, I'm going to work on this product or this project, whatever it is I'm doing from 6 to 7. If you got a podcast from 6 to 7, I'm reaching out to people to be on my. I don't care what they say. Their answer doesn't have anything to do with me. But for me to hit my goal from six to seven, because that works on consistency, you get more comfortable reaching out, and you're putting a whole bunch of people in your pipeline. This for this particular scenario, I guess, with podcasting. But the first step is to set a. A consistent goal that you can hit because you can't control if somebody buys or not. You know what I mean? So I think the first step is, if you have a business, you set some work goals. And out of those work goals, if you get comfortable in that long enough, then you set some small reward goals, and you just do that consistently. My. My goal is to sell one a day. Whatever the product is, let me just sell one a day. And you do that often enough, you'll get tired of that.

[Co-host/Interviewer]

Now, you know what? I'm glad you said that, because that's something that I learned early on in business, when I was first came into business, right? And I learned that you can't. People make the mistake all the time because they say, okay, I want to make $100,000, and in order to do that, I need to make $2,000 a week. Right? And it's like, okay, I'm gonna make $2,000 a week. I'm not gonna work two weeks out the year. So if I make 2,000 for 50 weeks, I make $100,000. But that's not really an attainable goal because it's like, what does it take to make $2,000 a week? Right.

[Entrepreneur/Host]

You don't know.

[Co-host/Interviewer]

Exactly. Never done it. So it's like if you're selling a product, right, you might say, okay, I need to sell 10 of these, whatever they are, in order to make 2,000. But even saying, all right, I'm gonna sell 10 products, that's really not a good goal, because how are you going to sell 10 products? You got to dig deeper to say, okay, in order to sell 10 products. I know I need to speak to 100 people.

[Entrepreneur/Host]

Exactly.

[Co-host/Interviewer]

So the goal is not to sell 10 products. The goal is to speak to 100 people.

[Entrepreneur/Host]

Exactly.

[Co-host/Interviewer]

So now you dig it down even deeper, and it's like, okay, well, how do I speak to 100 people? I need to get 25 referrals. I need to go to five networking events. I need to cold call 100 people. That's the formula for me to speak. My goal is to speak. If I speak to 100 people, I'm gonna sell 10 products. I'm gonna make 2,000. But a lot of times people do it backwards. They say, I'm gonna make 2,000. They get frustrated because it's June and they haven't made any money.

[Entrepreneur/Host]

Right, Right.

[Co-host/Interviewer]

And it's like, they just quit.

[Entrepreneur/Host]

Yeah. The question like, how long did you think it was going to take to be successful.

[Co-host/Interviewer]

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[Entrepreneur/Host]

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[Co-host/Interviewer]

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[Entrepreneur/Host]

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[Liberty Mutual Advertiser]

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[Co-host/Interviewer]

What a matchup we got, y'.

[Entrepreneur/Host]

All.

[Co-host/Interviewer]

This is that classic HBCU vibe. Non stop action. The band is rocking and the crowd lit. Chance echo drum beat, everybody. Showing that school pride. Game like this. Yeah, it calls for an ice cold Coca Cola. Ah, crisp and refreshing. That's a game changer right there.

Yeah, that taste always hits the right note. Just like the band at halftime. And just like that, we're back at it. Passionate fans, school colors everywhere and an ice cold Coca Cola. That's a win winning combo. No matter the sport, no matter the yard, Everybody knows fan work is thirsty work. So grab a Coca Cola and keep that HBCU pride going.

Janice Torres here and I'm Austin Hankwitz. We host the podcast Mind the Small Business Success Stories produced by Ruby Studio in partnership with Intuit QuickBooks.

[Entrepreneur/Host]

We're back for season four to talk to some incredible small business owners.

[Co-host/Interviewer]

The big thing about working at tech is that it's ever evolving, ever changing. Everyone's a rookie. That's how fast the industry is changing.

[Advertiser/Odoo Representative]

So what I'm really excited about is.

[Co-host/Interviewer]

To be part of that change. So listen on the iHeartRadio app, Apple Podcasts, or wherever you get your podcasts.

[Entrepreneur/Host]

This is an iHeart podcast.

[Advertiser/Odoo Representative]

Guaranteed Human.