Brian Gillette - Cracking the Code How to Win More Clients in the MSP Industry

[00:00:03] Welcome to MSP Business School, led by our deans of business development, Brian Doyle, Tim McNeil and Rob Rogers.

[00:00:11] Each week MSP Business School is committed to delivering you proven strategies, tips and tactics for MSPs to accelerate their business growth and revenue through better sales, better marketing and true account management.

[00:00:26] Classes start now, so let's get started. Let's throw it to the deans.

[00:00:36] Welcome everybody. I want to say hello to all the MSP B-Schoolers out there and tell you we're here for another episode of MSP Business School.

[00:00:46] I'm really excited about this episode. I've gotten to know this gentleman a little bit more over the last few weeks and he's got a great story to tell you. He's got a great approach model for those of you that are trying to figure out how to win more friends and curry favors, right?

[00:01:01] We're all out there trying to acquire some clients and Brian Gillette is definitely one of the leading specialists in the industry for that.

[00:01:07] Before we kick off and introduce him formally though, I do want to say to everybody out there next week, BCIO Toolbox will be down at IT Nation Secure.

[00:01:16] If you're down there, love to see you talk shop in any way, shape or form that you want to, whether it's more about sales and marketing like we cover here on MSP Business School or of course anything that we do over at BCIO Toolbox.

[00:01:28] So I hope to see you down at IT Nation Secure. But now I'd like to welcome our guest today and our guest is Brian Gillette from Feel Good MSP.

[00:01:38] Brian is one of the leading sales coaches in the industry right now. He's doing tremendous things with teams and one of the things I like about Brian and he'll tell you more about it later,

[00:01:48] he delivers value but he doesn't always hit your wallet as you're getting started and there's some great things that he does right up front to really transfer some of that knowledge to you and really let you become that sales person or that sales team that you need to be.

[00:02:02] So Brian, welcome.

[00:02:04] Hey Brian, thanks so much for having me. Glad to be here.

[00:02:07] So Brian, you know, most people want to know how does one become a sales coach and what led you here and why don't you tell us a little bit about your backstory and how you ended up in the world of MSP coaching?

[00:02:19] Yeah, for sure.

[00:02:22] A lot of people want to be a coach but oftentimes people want to skip the part where they're a player, you know, they just want to go straight to telling people what to do and everybody listening to them but

[00:02:35] you know, I was a sales person that nobody knew about or cared about for a solid decade plus before anybody gave a crap about my advice, you know, because I was cutting my teeth learning what I'm coaching.

[00:02:48] So I've been in sales for about 15 years.

[00:02:53] I've been in the channel. I joined the MSP channel in 2017 as a VPS sales for a small MSP down in Southern California where I live.

[00:03:02] And, you know, was there realized there's not a whole lot of resources for me that I felt like I could use. There were certainly people who were offering.

[00:03:12] They were offering the promise of leads and conversations and stuff but I realized the best way to do this is to just build the whole thing myself own it all work my ass off.

[00:03:22] And I've always been a very linear sales guy, I'm not a hyper growth guy. I'm not a hockey stick guy.

[00:03:31] That's just not how I do it like I'm just going to do the right thing for a long time. And I'm going to make linear progress and when one day we'll look back and realize, oh we have a huge book of business now because we just did the right

[00:03:43] thing for a long time. No shortcuts, nothing fancy didn't need a billion dollars in funding. So that was always my philosophy of building the MSP it felt like this isn't like a SaaS company that's going to get a kajillion customers in five seconds.

[00:03:58] So if I can figure out a machine that can let me get 12 to 20 net new customers per year with an operation that can keep up, then we're going to make more money than we need to.

[00:04:08] And that's exactly what we did. So I did that for a few years and realized, I went to a data con. And I was brand new, really still pretty brand new to the channel had been around for a year ish maybe or sorry 18 months and I was at a data con and I was meeting with my data rep and a couple of other

[00:04:28] MSPs and we're just talking shop and we're talking growth. And I said, yeah, we did. I just started I just joined the channel of no MXP experience. We've done 25 KMR in our first 18 months.

[00:04:39] And everybody just kind of paused and was like, how did you do that? Like what I mean by the same way you guys did. And this guy says, you should sell that. Yeah, I'd buy that. And I went really, but of course, and exponentially grew from there. But that was the first moment I realized that I was on to something

[00:04:58] that not everybody else was on to. And I wanted to dig into a couple things you just said there, right? I just put put up the banner about linear growth a moment ago. And I like that because I think a lot of MSPs think that as soon as they turn on the sales engine, there will be that hockey stick type

[00:05:14] growth curve. But the reality is the MSP sale tends to be a little bit longer term in some cases, you've got to really wait to the right timing with some of your customers because I used to joke around when I was an MSP. You can run over their cat nine times before they're going to kick you out because it's painful to make a move as well.

[00:05:33] But I think, you know, the other thing I really want to dig into is test your coach. Ask them what they did, right? There's the old saying in sports, those who can't do teach and those are the guys that become the coaches. Find out if they were successful salespeople before.

[00:05:49] And obviously what you're sharing here shows the pedigree. I actually went out and did this. This is how we grew the organization. This is the process we did. And now we're taking it to the streets and helping you.

[00:06:01] That's right. Yeah, and not not every, not every like player can coach and not every coach had to be an all star athlete, right? Right there. They are in a way different skills. One of the mistakes that every sales organization makes is they have a top performing salesperson, and then they turn them into a manager.

[00:06:18] Right. And just because they knew how to do it doesn't mean they know how to teach other people to do how to do it the way they did it. So yeah, to your point, if you've got a quote guru, or an expert who's telling you how to grow your business, the question should be, have you done this yourself? And anybody who's telling you to go make cold calls if they haven't made 100 dials a day for at least a year straight. They're not allowed to tell you that you should cold call or that you should call them.

[00:06:45] They're not allowed to tell you that you should call call or how to call call because they've just never done it themselves. They don't realize what they're asking of you.

[00:06:52] Yeah, I mean, you and that's a great analogy right there with the 100 calls for a year because you need to have that experience, right? We all hear about the 5000 hours to be an expert at anything. But when it came to you know, I come from a generation before you Brian early half generation before you, we only had the phone and back then you know, it was a different time where you could make 100 calls get 30 people on the other end of the phone and in the middle of the phone.

[00:07:15] score anywhere from four to six appointments by the time you were done. We know that game has changed now. And even if you are cold calling, you've got to have a different approach, you've got to have a different entry point, you're not tricking anybody anymore into, you know, and I shouldn't use the word tricking, but you're not convincing anybody about coming in to see them because everybody is now very busy and wants to make sure that there's really going to be value in their time. So what are some of the tactics that you've, you know, you recommend in this next generation of selling, you know, for these salespeople out there?

[00:07:45] Yeah, that's a really good question. I think the best tactic is the one that you'll actually do. You know, so I can tell you what, what I would do. But oftentimes, what I've observed as I'm coaching MSP is like, they oftentimes are already fattened with information about how to sell, but they're not taking any action on it. So the question then becomes a good coach isn't going to say this is what you should do, but it's

[00:08:15] going to ask you the question, why aren't you doing the last thing someone told you to do? That's usually the real problem. So I know that's not the question that you asked.

[00:08:26] No, but it does touch upon it. So you know, look, tactics are tactics. I think we all know a few different ways to get in there. But what I love about your response is right there consistency and driving action. Everybody can have analysis paralysis, they can think about the sales process. And like you said, they know intrinsically what needs to be done almost all of them.

[00:08:45] But unless you commit, unless you take action, unless you have somebody driving accountability, you're not going to see any results. And we know the sales is a numbers game. If you get to an X amount of people, however you find them, you will get X amount of results and but where I usually see sales break down in MSP is that consistency of action, especially when it's owner led sales and other drivers can pull them away from sales focus.

[00:09:10] That's right. So they go to we go to I'm going to hire an agency, I'm going to outsource or abdicate the responsibility to do the legwork. And that can be successful. But we all know, I mean, anytime I'm in a room with MSPs, I say, raise your hand if you've ever made a monthly and MRR investment into lead generation, 100% of them raise their hand. And I say keep your hand up if you got a return on investment, and 80% of their hands go down. So we know that statistically, you

[00:09:40] are less likely, you're more likely to not get an ROI on that investment than you are. Is that because now the reason for that is that your MSP is that the vendors fault is that the channels fault? I mean, that's a bigger conversation. But the point is that to the to your question, the tag, the right

[00:09:59] tactic for you is the one you're going to do every day. So if I say the best thing to do is hit the phones and you're not going to do it, then it that's not the right tactic. I right now I teach one of three lead gen channels, if we're talking about generating leads specifically, it's either the phone cold call, cold email, or LinkedIn. If you do one of those three things with semi consistency, you will get semi consistent results. If you do it sporadically, you'll get sporadic results. And if

[00:10:29] you do it every day, you'll get consistent results. So I want to take, you know, I have this chart I call the time that time to cost comparative expenditure, because every, every sale, every lead takes either time, money or both. Right? There's no such thing as a free lead that didn't take any time, even if it's a referral, you had to invest years into helping that client to get that referral. See what I mean?

[00:10:53] So acquisition is real, no matter how that lead ends up at your doorstep.

[00:10:57] That's right. So the first thing to do is like, what do I have to invest? Do I have time or money? And that's going to help us know which is the right tactic because it's going to be the one that you can actually sustain. If you've got time, but you've got you don't have any MRR, you're running, you're running net negative on the MRR. Don't hire in a marketing agency, pick up the phone.

[00:11:21] Yeah.

[00:11:21] If you've got a bunch of cash on hand, but you everybody swamped, you don't have time to pick up the phone. So what we need to do is out and build some sort of an automated system. But yeah, I think call phone call, cold email or LinkedIn. If you do one of those things, you can get six to 12 clients a year.

[00:11:34] You know, and one of the things I do see is with technical, you know, a lot of sales in the MSP obviously starts with the founder led sales process first, and then scales out from there. And a lot of our industry is tech, you know, tech background founders. So one of the challenges I see there is just the fear to the phone. And my two cents I'll put in there is they're not saying no to you, there's someone there that is not saying no to you. So the first thing you have to do is to move your phone from your phone to your MSP. And that's why I see you as the founder, right?

[00:12:04] saying no to your message.

[00:12:06] Remember that, it's not personal.

[00:12:08] I learned very quickly,

[00:12:09] I worked for a telephone reseller

[00:12:11] that was called Total Communications.

[00:12:12] We called it TCI when we made our phone calls.

[00:12:16] Same people that rejected me when I was TCI

[00:12:18] because they didn't know who it was

[00:12:19] when I went to AT&T understood those letters

[00:12:21] and took me on and it really imprinted for me.

[00:12:23] Sometimes it's the message, the brand,

[00:12:25] you gotta help build that awareness

[00:12:26] but don't take it personally.

[00:12:29] Brush yourself off, go make the next call

[00:12:31] because you're also gonna learn

[00:12:32] from the people you're talking to

[00:12:34] on ways how to improve your business,

[00:12:35] what they like about their current vendor.

[00:12:37] Take an unsuccessful call and use it as a research moment.

[00:12:41] Right, if you treat sales as college,

[00:12:47] then you'll have a much different perspective

[00:12:49] than if you think of sales as ticket triage.

[00:12:54] It's not something where I push this button

[00:12:56] 100 times now I get money.

[00:12:58] That's not how sales works.

[00:12:59] If it was, people like you and I

[00:13:00] would never have had jobs.

[00:13:02] Right.

[00:13:03] We wouldn't need any coaches.

[00:13:06] So if you think of it as this is college

[00:13:08] where I'm learning human intelligence,

[00:13:11] I'm learning conversational reaction skills,

[00:13:14] I'm learning empathy.

[00:13:16] Now sales to me that my secret to success

[00:13:19] is that I gamify everything that's really hard

[00:13:22] so I keep doing it.

[00:13:23] Yep.

[00:13:25] And yeah, I mean, of course we've all been cussed out.

[00:13:27] We've all heard the horrible things said to us.

[00:13:30] We've also all cussed out people on the phone

[00:13:32] because we transferred our crappy day

[00:13:34] to some poor 19 year old sales rep that didn't deserve it.

[00:13:37] No doubt about that.

[00:13:40] We've all been, we've all seen people super rude

[00:13:42] to the waiter for no reason

[00:13:43] just cause the waiter's trying to do their job.

[00:13:45] But I think the thing about selling

[00:13:50] and since we're talking on cold calling,

[00:13:51] I think we'll just stay on this topic is

[00:13:55] A, you are not entitled to anyone's attention

[00:13:58] no matter how desperately you want it.

[00:14:01] So if somebody doesn't give you the attention,

[00:14:03] you shouldn't feel slighted, you shouldn't feel offended.

[00:14:06] You're not entitled to their attention.

[00:14:08] You gave them an opportunity to listen to you.

[00:14:10] They said no.

[00:14:12] That's all it was.

[00:14:14] So you just go, okay, and you're sorting

[00:14:16] a list of contacts.

[00:14:18] You're just sorting them into people who wanna hear it

[00:14:20] and don't wanna hear it.

[00:14:21] That's your job.

[00:14:23] Now the tactics and the script

[00:14:24] and all that does come into play of course.

[00:14:27] But I find that in especially in the MSP space,

[00:14:31] we tend to overemphasize the importance of the tools

[00:14:37] and the tactics and we under emphasize

[00:14:39] the importance of the grit, the work and the action.

[00:14:43] Just pick up the phone and go, listen,

[00:14:45] this is a cold call.

[00:14:46] I know you're not expecting anything from me right now.

[00:14:48] I'm quite sure you're busy.

[00:14:50] You can give me 30 seconds.

[00:14:51] Let me tell you why I called you,

[00:14:52] how it might benefit you.

[00:14:54] And if it's not interest,

[00:14:55] you could just slam the phone on me.

[00:14:56] What do you think?

[00:14:58] And that's a win too.

[00:14:59] I wanna reiterate that because you gotta get rid

[00:15:02] of the people you're not gonna chase.

[00:15:04] I love that scene in Tommy Boy where he's like,

[00:15:06] I got that lead and I got that sale

[00:15:08] and I'm like on it.

[00:15:10] But sometimes we just don't know

[00:15:11] it's time to let go of that

[00:15:12] and get to that no statement.

[00:15:14] So getting that no allows you to say

[00:15:17] that person is not for me.

[00:15:19] And that's huge because you can waste a lot of time

[00:15:22] chasing the wrong things all day long.

[00:15:25] The other thing is you need those nos

[00:15:27] to become immune to the nos.

[00:15:30] And that's another important part of selling.

[00:15:34] I've told this story on MSP business school in the past,

[00:15:36] but I had a VP of sales that when I was a junior sales rep

[00:15:39] told me, what are you selling?

[00:15:40] This goes back in the 90s and I was like,

[00:15:42] 800 numbers.

[00:15:43] And he goes, how much do you make when you sell one?

[00:15:45] 300 bucks.

[00:15:46] He goes, how many calls you gotta make to do it?

[00:15:48] I don't know, around 100.

[00:15:49] And he's like, great.

[00:15:50] So every time somebody tells you no, you made $3.

[00:15:52] And when you have that type of mentality,

[00:15:54] which ties to what you're saying about gamification,

[00:15:57] it really takes some of the sting off

[00:15:58] of those rejected calls.

[00:16:00] Cause you're like, all right, cool.

[00:16:01] I got that one out of the way, three bucks.

[00:16:03] Let's get to the next one.

[00:16:04] Right.

[00:16:06] And it's a craft.

[00:16:07] I mean, there's a reason salespeople make so much money

[00:16:10] because it's hard and nobody wants to do it.

[00:16:15] It's a hard job.

[00:16:16] But I mean, I wonder if there's probably

[00:16:18] some tactics we could cover in Legion channels

[00:16:20] that people are more excited to do

[00:16:22] because cold calling is the one that everybody dreads.

[00:16:25] But there are other simpler ways.

[00:16:28] Well, you talked a little bit about LinkedIn, you know?

[00:16:30] And I think the thing with LinkedIn is,

[00:16:32] and you receive them, I receive them.

[00:16:34] Everybody that's listening to this receives them.

[00:16:36] You get those people that are trying to do LinkedIn sales

[00:16:38] and I'm totally a big fan of that approach.

[00:16:41] I've made many of my customers through contacts there.

[00:16:45] But you gotta be careful of how you approach it.

[00:16:47] When I get those auto-generated replies

[00:16:49] within three seconds of getting your connection,

[00:16:51] telling me what you can already do for me

[00:16:54] when we haven't gotten past hello,

[00:16:56] I'm gonna turn you off, right?

[00:16:57] So, you know, Brian, do you got some strategies

[00:16:59] on how to maybe engage on LinkedIn

[00:17:02] and what's kind of the right approach model

[00:17:04] that might be successful for a sales rep?

[00:17:06] For sure.

[00:17:07] And in fact, I'll give you some best practices

[00:17:10] and then I'm sure, Brian,

[00:17:11] you probably have something to add to them as well.

[00:17:14] And I'll tell you what,

[00:17:15] I'll give you my entire LinkedIn playbook

[00:17:18] right now for free.

[00:17:19] I'll tell you exactly how I do it.

[00:17:20] And the truth is because a lot of you

[00:17:22] aren't going to do it anyway.

[00:17:25] Yep, you need the accountability piece.

[00:17:26] Yeah, you've got to like actually go do it.

[00:17:28] But if you're an MSP

[00:17:30] and you're listening to the sound of my voice,

[00:17:32] I want you to hear me.

[00:17:33] If you do exactly what I'm about to tell you,

[00:17:36] you will get a customer in 90 days.

[00:17:41] For starters, the best practice is

[00:17:43] a lot of people are paying for content

[00:17:46] or they're getting content

[00:17:47] from one of these syndicated sources

[00:17:49] and a lot of it's really fantastic.

[00:17:51] But then they're posting every day

[00:17:54] to their 317 first degree connections.

[00:17:59] Why are you paying for content that no one is seeing?

[00:18:02] Yep.

[00:18:03] You need to grow your network.

[00:18:05] LinkedIn has a limitation at the time of this recording

[00:18:08] of 400 connection requests per month that you can send.

[00:18:11] Maybe that's changed.

[00:18:13] It used to be 2000 a couple years ago,

[00:18:15] but now it's 400.

[00:18:17] So what that means is

[00:18:18] you can send 100 connection requests a week

[00:18:22] and when you get to 400,

[00:18:23] it will say you've hit your limit

[00:18:25] and it will wait till the next month

[00:18:26] and then you can send them again.

[00:18:28] So here's what you do.

[00:18:29] You go on LinkedIn sales navigator,

[00:18:31] it's $100 a month, just suck it up and pay for it.

[00:18:33] It's the best $100 a month you're ever getting.

[00:18:35] You're not investing into yourself.

[00:18:37] You can't expect returns back.

[00:18:39] Period.

[00:18:40] Not to mention,

[00:18:41] I think they still do two or three months free

[00:18:43] and if you have a friend who has LinkedIn sales navigator,

[00:18:45] they used to do referrals

[00:18:46] where they can get you two or three months free

[00:18:48] just by sending you a link.

[00:18:50] Just for three months and then I'll prove it to you

[00:18:52] that it's worth the $99 a month.

[00:18:55] Telling you, just bring a sack lunch every day

[00:18:59] and pay for sales navigator.

[00:19:03] You make a saved search list

[00:19:04] of people in your target demographic.

[00:19:06] So how many users, what industry, what city,

[00:19:10] what job title or what seniority level,

[00:19:13] all the things that most MSPs claim that they know,

[00:19:17] who's the two people you wanna target,

[00:19:18] you're gonna make a saved search of that demographic.

[00:19:22] You're going to filter by second degree connection.

[00:19:25] That means somebody who's connected

[00:19:26] to somebody who's in your network.

[00:19:29] You're gonna start there.

[00:19:30] As you start, that list is gonna be like 17 people long

[00:19:33] but every time you add a new first degree,

[00:19:35] you get an exponent by an order of magnitude,

[00:19:37] your second degree will grow, right?

[00:19:39] So you start by just going through the whole list

[00:19:41] of second degree connections in that demographic

[00:19:44] and just send a blind connection request.

[00:19:47] Don't research their website.

[00:19:49] You don't have to do any of that.

[00:19:51] Just send them a blind invite.

[00:19:53] 20 to 25% will accept it.

[00:19:56] That's proven data.

[00:19:58] You send 100 connection requests a week.

[00:20:00] If you do the math, that means you're gonna get

[00:20:02] about 100 first degree connections per month

[00:20:04] of people in your demographic.

[00:20:07] Now you've got 100 people

[00:20:09] that are seeing the content you're paying for

[00:20:12] and you're exponentially increasing the probability

[00:20:17] of it having any positive effect.

[00:20:19] Your impressions, your comments, your likes,

[00:20:21] your reshares, all that's going to go up.

[00:20:23] Of course, the other thing you're gonna wanna do

[00:20:25] is at least comment 10 times a week on other content.

[00:20:29] Find people who are engaging with content you like,

[00:20:32] write a funny or a helpful content,

[00:20:34] put as much thought into a comment

[00:20:37] as you would a LinkedIn post

[00:20:39] and once you've done that, you're engaging.

[00:20:43] Now you've got new people joining the flow.

[00:20:46] You can start sending a DM campaign.

[00:20:49] I literally, I age people at least four weeks

[00:20:51] so they've seen my content for four weeks

[00:20:53] and I'm not pitch slapping them right up to the top.

[00:20:55] That is the key, man.

[00:20:57] Just let them see your content,

[00:20:58] let the content do its work,

[00:20:59] send them a two to four touch invitation

[00:21:02] over two to four weeks

[00:21:04] and you will generate leads.

[00:21:08] I've had some success, Brian,

[00:21:09] if I can add one more step in there

[00:21:11] and again, it might not be required

[00:21:13] but I usually I'll make that connection.

[00:21:15] Now I do, there are automation tools

[00:21:18] for that initial connection.

[00:21:19] Resist the urge of the follow-ups

[00:21:22] because there is something to be said

[00:21:23] about the time saving of getting your list

[00:21:25] in Sales Navigator, putting it together

[00:21:26] and then automating out that initial touch point

[00:21:30] but once you connect with those users,

[00:21:32] first just send them, hey, thanks for connecting.

[00:21:34] That's it, resist the urge.

[00:21:37] Just that so they see that you are human.

[00:21:39] If you saw something on a post

[00:21:40] and you wanna add something about

[00:21:42] that you read about them very quickly,

[00:21:44] go for it but don't pitch.

[00:21:46] Then I make sure that I write the people

[00:21:49] that I connect down with each month

[00:21:50] and I'm making sure I'm starting a real relationship

[00:21:53] with them in that way.

[00:21:54] I look for their posts.

[00:21:56] If they put something up there,

[00:21:57] I'll comment but comment accordingly.

[00:21:59] If it's not genuine and authentic, don't bother

[00:22:01] but if you comment on that,

[00:22:03] they're starting to see your name

[00:22:05] but they're not seeing your name again with sales.

[00:22:07] And then what I'll do at the end of the month

[00:22:09] is I'll usually just open up with,

[00:22:11] hey, we've been connected for about a month.

[00:22:13] I love networking with other people.

[00:22:15] Would you like to grab 15 minutes for a phone call?

[00:22:18] And then sometimes I'll get on the phone

[00:22:19] with those folks that way

[00:22:21] and I know they're a target for what I'm doing

[00:22:24] but we'll just have a conversation

[00:22:26] then I'll be like, well,

[00:22:27] if you'd ever like to talk deeper

[00:22:28] about what we do here, love to have

[00:22:30] a more expanded call.

[00:22:31] And those things actually work.

[00:22:33] Now there's a time investment with that, right?

[00:22:35] You just heard there that I spent four weeks

[00:22:38] tracking somebody down.

[00:22:40] Sounds a little daunting that way

[00:22:42] but I follow those people comment accordingly

[00:22:45] and then I ask for call and trust me,

[00:22:46] you're not gonna get a rush of people

[00:22:48] that accept that call either

[00:22:49] but the ones that do,

[00:22:50] you can build some genuine connections with

[00:22:52] and some of those will convert into people.

[00:22:55] So it's all about human touch.

[00:22:56] They wanna know that they're being heard.

[00:22:59] All of us are posting on LinkedIn

[00:23:01] and it's very easy to lazy like

[00:23:03] but those comments really mean something to everyone.

[00:23:06] That's right.

[00:23:08] So that's my two cents.

[00:23:10] So Brian, we've covered some different things here

[00:23:13] and I know I'll have you back again

[00:23:14] so we can continue the conversations about sales

[00:23:18] but let's kick off with some things that you're doing.

[00:23:19] I know you have a monthly workshop

[00:23:22] or something on that matter.

[00:23:23] You wanna tell us a little bit more about that?

[00:23:25] Yeah, for sure.

[00:23:27] Every month we run a three day,

[00:23:29] 90 minute per day online workshop

[00:23:32] and the purpose of that workshop

[00:23:34] is to basically walk you through the,

[00:23:36] I have a seven step framework

[00:23:38] that I use for scaling MSPs.

[00:23:40] So it's all the way starts

[00:23:41] with how you collect information

[00:23:43] and it ends all the way through

[00:23:44] with how you perfect your customer renewals

[00:23:46] and pre-sell projects into existing accounts.

[00:23:50] I charge 47 bucks for that workshop

[00:23:53] by trying to absolutely over deliver

[00:23:56] and make it as affordable as I possibly can.

[00:23:58] I think our next one is June 17th through 19th

[00:24:01] but you can always find the upcoming workshop

[00:24:03] we have at feelgoodmsp.com slash workshop.

[00:24:07] There'll be all the info there

[00:24:08] and that's how you get registered.

[00:24:11] For those of you on YouTube,

[00:24:12] you'll see that URL right here on the screen

[00:24:14] and it will also be in the show notes

[00:24:16] for the podcast and YouTube as well.

[00:24:18] So I would go check it out.

[00:24:20] I mean, Brian, what's the price on that again?

[00:24:23] $47 per person.

[00:24:24] I mean, three days worth of sales training

[00:24:27] for 50 bucks basically.

[00:24:29] You can't beat a deal like that.

[00:24:31] You're gonna get some tips that go with it

[00:24:33] and then as we've reiterated many times today,

[00:24:36] then you gotta go out and execute.

[00:24:37] It's on you at that point.

[00:24:39] Yeah, but we can get you,

[00:24:40] I mean, I can take the sting out of the execution.

[00:24:43] We can help with the playbook.

[00:24:44] We can help with the frame of mind

[00:24:46] and give you, a lot of MSPs are saying

[00:24:49] they really just want a fair shot

[00:24:51] and this is how you get it.

[00:24:53] Get yourself a fair shot to go out and grow your business.

[00:24:58] Brian, I gotta thank you for joining me today.

[00:25:00] I really appreciate your openness

[00:25:01] and sharing actually executable steps

[00:25:04] that people can take.

[00:25:05] Again, folks, if you wanna learn more

[00:25:07] and you wanna get together with Brian,

[00:25:09] we're gonna be posting up his LinkedIn profile here.

[00:25:11] So take the first step of what we talked about today

[00:25:14] and connect with him.

[00:25:15] And if you're really interested in his workshop,

[00:25:18] definitely go to feelgoodmsp.com forward slash workshop,

[00:25:22] invest a few hours of your lifetime

[00:25:25] to get better at a craft that you need to get better at.

[00:25:28] Brian, any closing thoughts before we wrap up today?

[00:25:33] I don't think so.

[00:25:33] I think, I just wanna say Brian,

[00:25:36] thanks for what you're doing making this podcast.

[00:25:40] I don't know if anybody ever thanks you for this,

[00:25:41] but you don't have to do this

[00:25:43] and create this platform where MSPs can get

[00:25:47] really good advice from yourself

[00:25:49] and a lot of other people who've gone before the MSPs.

[00:25:52] But yeah, I think that the takeaway here is

[00:25:56] I want anybody who's listening, who's discouraged,

[00:25:58] who's feeling deflated, who's feeling like,

[00:26:00] man, this is just, I've tried it 10 times.

[00:26:02] It's not gonna work.

[00:26:03] I promise you it can work.

[00:26:05] I promise you it can.

[00:26:07] I understand that it might not have,

[00:26:09] but that does not have to be the end of your sales

[00:26:11] story.

[00:26:12] Everybody like Brian and myself sat at a desk one day

[00:26:15] saying, oh my God, this isn't working.

[00:26:18] You know?

[00:26:19] It's ups and downs.

[00:26:20] It's a roller coaster.

[00:26:21] I used to say nine out of 12 months, you'll be successful

[00:26:24] but if you're really good at this,

[00:26:26] but you're gonna have three that still kick your butt

[00:26:28] every year.

[00:26:29] Oh yeah, for sure.

[00:26:30] Every year.

[00:26:31] And that's all it takes.

[00:26:32] All it takes is converting one out of 100 deals

[00:26:35] and you're gonna get a deal a month.

[00:26:38] So just keep your head up,

[00:26:39] keep in the game.

[00:26:40] It's gonna work for you.

[00:26:42] Take the steps and I wish everybody listening

[00:26:44] all the best.

[00:26:45] Well, thank you again for joining us, Brian.

[00:26:47] I appreciate the kind words about the podcast.

[00:26:50] You know, the reality is we do it out of pure joy.

[00:26:52] You know, the more time you spend on the MSP

[00:26:54] and those of us that have been in the community,

[00:26:55] you know it's a giving community.

[00:26:57] It's got a go giver spirit

[00:26:59] and we just try to share these stories

[00:27:00] and bring in great guests like yourself

[00:27:02] that are happy to share and go a little deeper

[00:27:05] and show a little behind the kimono

[00:27:07] and not just try to say surface level.

[00:27:08] So again, I appreciate you being your openness here.

[00:27:11] Again, folks, where can you get this podcast?

[00:27:14] Anywhere that you can download your podcasts?

[00:27:16] We are there.

[00:27:17] And of course, check us out on YouTube.

[00:27:20] Click the subscribe button

[00:27:21] and you'll never miss an episode.

[00:27:23] But I'd like to thank everybody for joining us.

[00:27:24] We'll see you again next week

[00:27:26] and go get them, go sell somebody.

[00:27:29] Take care.