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Hey , you welcome to Build the Damned

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Thing , A place

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where myself , tiffany Largy

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and our amazing Do the Damned Thing coaches

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show you how to use

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your story to build it all . Whether

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it's your first six figures , your next

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layer of multiple six figures , or maybe

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you're on your way to a minute , and

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if it's not , that it's the life of your dreams

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, where you are free , you are strong

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and you are whole . First , we're

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going to show you how to use your story

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to build a strong foundation , and then , next , we're

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going to show you how to use your story in sales and

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marketing to clean up the cracks . And

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last but not least , we're going to show you how

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to use your story to gather people , because

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the truth of the matter is that there's nothing

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stronger than being connected

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to people who just understand you as

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you are where you are , so

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you can stop explaining yourself

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. I want to remind you that , now that you're

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here , you are home and I

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officially welcome you to

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our family . Alright , let's

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get started . Let's just have a quick

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, honest conversation about

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traffic . Okay , my responsibility

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as a company is to make sure we always got money in

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the bank to pay bills . Woohoo . My

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responsibility as a CEO of all of the companies

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that I own is to make sure that

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I have enough money in the bank to

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pay the bills . Sometimes , as CEOs

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, we have not had enough money in the bank to pay the bills . This

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is a fact . Sometimes

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, as a CEO , we have not had enough money in the bank to pay

1:30

bills , and the question is why

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? As a small business , yeah

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, tiffany , we didn't have enough sales or wasn't enough marketing , but

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the other side of that statement is

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that we weren't doing the things that

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we needed to do to make sure that there was enough

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sales and that there was enough marketing . You

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can't blame anybody else . You blame it on you . I'm blaming

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it on you . Now , here's one of the

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easiest things that you can do and implement and

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think through in

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the next 24 , 48 hours to really

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turn your company around . This is a different

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level of self-awareness , because I

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remember being in it . I was asked to go to

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this private I guess hush-hush

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event about maybe

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six or seven , maybe seven or eight years ago actually , I

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think this is like 2017 . And

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it's a big deal . I lived on the West Coast . This thing

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was being held in Atlanta . It was very hush-hush

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and it is the top

2:19

business , a certain type of business owners

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who were invited and we

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landed in Atlanta , got whisked away

2:26

far away from the airport and to the woods

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. As far as I'm concerned , I thought I was going to be kidnapped

2:30

. This is a different conversation . I went to

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the woods and found myself in this

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mansion with a lot of people , and it's

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very powerful and I'm really grateful to be a part

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of it and I'll forever be grateful to be a part of it . There's

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anyone ever listening who was there with me that

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day . But I understood something really important

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, because these in this room was supposed to be

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the top I don't know 50 digital

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marketers or 100 or some number

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like that , and I was like very

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grateful to be there , even

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though I didn't feel like I met the CrataGory

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for all of them I mean revenue-wise , sure

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, but they were all like most of them were men , most

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of them were men and I don't know . They

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just always sold online and that wasn't really my

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space , but that's neither of it . Let me fast forward . So

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I remember like the number one thing

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that I heard while I was there was how much

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emphasis they put on driving

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more traffic , and I

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just want this to be a self-awareness moment for

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a business , because if you spend all your

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time on driving more traffic but

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you don't spend enough time on cultivating

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the traffic that you actually have , I

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feel like you're missing out on the greatest opportunity

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that could ever be to win . The

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truth of the matter is that you literally

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could change the world around

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by finding

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a strong place

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for yourself in saying let's

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get more of the leads that we

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already have to say yes , versus

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spending all of our time , energy

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, effort on creating more traffic . Well

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, tiffany , shouldn't I do both ? I mean yes eventually

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, yes , you should do both , but

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right now , if you can't , I would much rather

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see your company focus on more of the traffic

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. Let me tell you why . Because , as

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a company , my lead acquisition is going

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to go down . If I get more

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of the people that I already leaned

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in said they were interested in me . If

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I get more of them to say yes , to buy a product

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, to take action , I'm going to make more money because

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the cost of my leads and my business overall

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for the year is going to go down . That

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means that sales going to be way more profitable

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and I'm going to be in a great place . I'm

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going to be singing to the moon , but I can't

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be singing to the moon if I'm thinking to myself

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let me constantly go , chase more

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traffic . Chasing more

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traffic is not the thing for us . The

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thing for us is in feeling

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good about the traffic that we have

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. If I had to say to like what our

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average conversion rate is I

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don't know Right now , today , in this

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quarter I would probably say we

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convert at about 90% , maybe

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80 to 90% In

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some arenas . If we do events , that number

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might fluctuate . For one of my companies

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, we do something called night school , which

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is an online experience for seven days . That

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number , but it's always north of 50% , 55%

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, it would be low for us . Now

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I'm only sharing that because if

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you focus on creating value like especially

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in times where your company is either

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overwhelmed there's been seasons this

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year in a production company that I

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own that the team is not overwhelmed

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but they're at their max , which means I really can't

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put volume in front of them . We can't

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do volume things Got anything to think about them , their

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sanity , their families , their life and

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so I'm going to look for a value play that means

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we're going to sell higher ticketed items , we're

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going to sell fewer of them and we're

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going to make different set of promises

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or Deliverable so that there's not as

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much pressure on the team doesn't mean

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that we create less value for the customer . It just means

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we change our approach depending on what

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the team needs for that period of time . Now

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you hear me emphasize on like what the team needs , because

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for me that's my first priority Converting

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more of the traffic you have also goes

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to team members , because I

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feel like sometimes there are industries

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like I was in an industry before in the

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hardware and software were the turnover

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rate was 75% for salespeople

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. I was like that's wild

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, 75%

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, for that's what Xerox and Rico

6:30

and Canon used to talk about . Panasonic

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was in the game back then , kyocera sharp

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I know I'm missing a couple , can't I

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say cannon ? Already I did , and

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I know I'm forgetting some company

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, but my point is this HP , they

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would be like for sales guys it was 75%

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and that really used to what ? Wow me , because I'm

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like guys I have to spend three to four

6:52

thousand dollars per person . How much

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money do ? There is no , what they're , tiffany

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. There is no way Tiffany Largi could

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go through three to four thousand

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dollars for a new hire every month , every

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quarter , and 75%

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me . I'm always gonna be starting over . You're crazy

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, I'm not doing that . This was back

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in 2010 . I remember hearing

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the statistic when I first left Florida to go start

7:13

a Go , go start to go build

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a bigger business . And that's when I wanted to try my first

7:17

hand at building a seven figure business and I thought that was

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insane . But I thought it was insane not

7:21

because it was stupid . At that time it was also like

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listen , america , hello people

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, tiffany Largi cannot afford that . That

7:28

, that , that , that like you're

7:30

bugging . So I

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was like well , I'm gonna have to figure out how to do

7:35

better by people so that they stay longer . I

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cannot have a 75%

7:40

turnover rate . That's just crazy for me . So

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I decided to start a process of

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figuring out how to love on people , connect

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with them in their homes and their lives and

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make them feel like family . Now Did

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I knock it out of the park back then ? I

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would say I'm good compared to what I am now . I'm

7:57

an amazing boss , but I

8:00

also know business partner , and not

8:02

because I'm perfect , but because I'm running this business

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. I'm running all the things with my

8:07

first customer in mind and also my

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heart . So I work hard to

8:11

make sure that I don't get blindsided and

8:14

that people say the focus as a CEO , but

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what I will say to you is that man

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, 75%

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wasn't gonna work for me and I made a decision

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to create things that really focus

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on company culture and Culture

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and people . To slow that

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down . I would say that we ended , like every

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year , I probably had like a 30%

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turnover rate and I really

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feel good about that number and it's a big deal

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for me because there Were guys who stayed with me for years

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. There were People

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that I just had in my business in my life for years

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. Same thing with customers for years . Like I

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didn't have to fight every single year for

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a new set of people , a new team and

8:54

new customers and clients . There's one call

8:56

. There's like two or three clients that I probably don't

8:58

know did anywhere from maybe

9:00

a Million

9:02

and a half maybe they're probably responsible

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for like a million and a half to maybe eight million

9:06

dollars worth of revenue . Couple of customers

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. That's just because they stayed with

9:11

me , the all that I mean . I was in North Carolina

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from 2010 to about

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two , 2010

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to about 2015 and

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the truth is that I did millions

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of dollars in revenue for myself and for

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the companies that I represented Specifically

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, like by building these relationships and doubling

9:32

down and understanding that it wasn't about more

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traffic . It was about creating more

9:36

, building more value in

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the relationships we had . I'm gonna tell you five things we

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did on a regular to build more value . Okay

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, and I'm gonna get out of here . So one was

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I constantly went and I go

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, instantly went , and we saw clients

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every month . We physically touched them

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. Today , companies like zoom they just

9:54

send emails , but I promise you , if

9:56

zoom took their little employee because they employ

9:58

people here in the state of Arizona but if they

10:00

took their zoom person and they had

10:02

and they went to their top , biggest accounts I don't

10:04

know what quantifies as a big account for zoom , but

10:07

I spend over five hundred dollars a month on zoom , okay

10:09

, so I'm gonna use this as an example . If

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they just had someone physically come and

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drive over here to my little office and

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knock on the door and be like , hey , I'm from zoom , da

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, da , da , da , da da . I promise you I would not be Constantly

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looking at other softwares all the time to try

10:23

to figure out how to get out of bed with them . Like

10:25

there's something to be said about connecting

10:28

with your people . This is why we saw them every

10:30

month . Every contract that was above like twenty

10:32

five thousand dollars or something like that . We

10:34

saw them every month for a program

10:36

that we had . We had , like , there are some people

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we can't see them all the time , but you know what we can do

10:40

. We can ship them things . So just

10:42

last night I took a program . We have a program

10:45

and these

10:47

people don't ever get to interact with me in person , but

10:49

I learned that they've been doing really well inside

10:51

of a Product that we have called DTDTU

10:53

and one of our companies , our education part

10:56

of do the damn thing . And what I decided is

10:58

I took the top 10 people or however many

11:00

15 on know , and I personally Packed

11:02

boxes for them with a handwritten note . I

11:05

stuffed my favorite things in there , blah

11:07

, blah , blah , blah , blah , and often away it gets

11:09

shipped . Because I wanted to be a Personal

11:11

note from me , I want it to be a gift from

11:13

me and it's a true gift from me . It

11:16

took me an hour to do that . You know much goodwill

11:18

I'm going to get from it . I wanted

11:20

to say way to go . I could have had a team member do it , could

11:23

I have my kids coming and do it ? But I was like , no , I'm

11:25

gonna do it myself . To me that's two hours

11:27

of your time , tiffany . I'm listen , america , I am

11:29

not too good for two hours . I am not too

11:31

good to spend 10 minutes , two

11:33

hours or a day on People

11:36

that are pouring into our company , believe in our

11:38

brands and believe in me . Like what kind

11:40

of a CEO am I ? I feel like CEOs

11:42

today are just so flipping , disconnected

11:45

, and it drives me insane . It

11:47

drives me insane because it's so easy for them to

11:49

connect , it's so easy for them to do more

11:51

, but because they're half baking this thing

11:53

, they're half stepping it , they don't really get

11:55

inside of it and they don't realize that it's

11:58

not always about more traffic and more people

12:00

. It's about cultivating the people you have . It's

12:02

about doing better , stronger , better , deliciouser

12:05

by them and by taking

12:07

them to the next level . So , in In

12:10

this idea of traffic and people , I

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really , really want you , I really

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want us to settle on this clarity that

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it is not about More awareness

12:20

around . How much traffic

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can we get ? It's really like the

12:24

hell . Are you doing with the traffic that you have ? What

12:26

are you doing with the people that you've got ? That's

12:28

really the question . All right , I

12:31

can't wait to see you build . I am stupidly

12:33

thrilled about what you're gonna create and do this week

12:35

and I can't wait for you to set this thing on

12:37

fire next week

12:39

. I will see you you me

12:42

, right here . Bye

12:44

, I hope that episode

12:46

was amazing for you and you

12:48

are closer to building the dancing

12:50

. I can't wait to hear

12:52

what your thoughts were , what part you loved and

12:55

the action that you're going to go take , because the truth

12:57

of the matter is that the person who wins is not the person

13:00

who gets there first , it's the person who

13:02

takes action first . Now

13:05

I've got a gift for you and it is at

13:07

wwwstrappustlecom

13:09

. It

13:11

is imperative that you run there

13:13

and you see all types of goodies , starting with the

13:15

seven must-haves that

13:17

you've got to put when telling your story

13:20

. There is so much deliciousness

13:22

awaiting for you . I would love nothing

13:25

more than for you to go ahead and

13:27

give us a thumbs up and a

13:29

five-star review on

13:31

not just this episode , but this entire

13:33

series of how do you build the dancing

13:36

. Like always , if there's anything that

13:38

we can do to make your weekday or

13:40

month better , please let us know and , more

13:42

importantly , I can't wait

13:45

to see you live , whether

13:47

it's at Day , the Dancing Live or in one of our

13:49

communities , or maybe you're just hanging out with us

13:51

on social media . What I know

13:53

to be true is that I am meant to connect

13:56

with you somewhere , and I can't wait

13:58

for that day to happen and , more

14:00

importantly , I can't wait to see what you build

14:02

.