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The Journey To A Billion In Sales

Sep 18, 2017

Check out the journey's timeline here.


Transcript: Hey, people. How are you? This is KhaazRa. Believe it or not, this is going to be one of my podcasts. There's a video version of this, but I don't know how exciting that would be to see me walking in the night, coming home from the gym here in California. Or actually, yeah, going home from the gym, just left 24 Hour Fitness. That's a plug for you guys, and heading home. I have to be in the office at 5:00 a.m., so it's probably not a good idea, not the best way to function, but I have so many ideas to share that I just can't help it. I know a lot of us think we don't have any ideas to share because we didn't make $100 million or we didn't make a ton of money, but that is not the case. Case in point, so we started a company, I don't know, a few years ago, no loans, no venture capital, no mastermind groups, and no mentors. Today, we do over $60 million a month in sales. I'm not saying that to brag. I'm not saying that to say that mastermind groups and mentors are not important, because I think they are. The point is that we didn't have access to that information. To be honest with you, the only reason we do today, the absolute only reason, is because now we have a little money to spare. So, of course, we can get into whatever group, but hey, here's a little secret — not all mastermind groups and not all mentors are equally yoked. I've actually gone to some $10,000 per day seminars and I'll tell you, they definitely were not worth it. Well one in particular that I'm referring to, I won't mention any names, I won't ever spend a penny with that particular person again. It just wasn't enough information. When I left there, I had a little bit more information than what I left with and for $10,000, I expected a lot more. But the reason I'm bringing this up today about not waiting until you've "made it," just to share information is because think about it, and I'm thinking about this myself — all those ideas that I had, whatever they may be, they helped to get us where we are today. I'm an African American, my business partner is an African American, and let's just be honest: We're not in entertainment. Neither one of us went to Ivy League schools. We're not connected with any mentors or anything like that, even to this day, we're not. So we had to be extremely freaking creative. Extremely resourceful. Extremely clever and maybe outside of the definition of what people consider high IQ, we had to be pretty freaking smart. The only reason I'm saying that is because I think we all have genius in us. Our industry, which is the merchant services or credit card and business loans and things like that, is full of freaking competition and full of deep pockets. I'll be honest with you. I won't say that we knew everything there was to do what we had to do, or that we even learned everything, rather, because there's a ton of stuff that we didn't know. You know there's so many sharks in that water. Oh my god. You know the big banks, they're all aligned. I don't care what it is you want to do. I don't care what kind of program you have, just know that the big boys are all aligned. As long as money's being made, no one's saying anything. In that industry, you have to partner up or you have to go through certain entities, and it's almost like you have to pay your dues, and it's probably like that in many different industries. It doesn't matter how smart or how skilled you are, I don't know, unless you may be a Jack Dorsey. I don't know how the hell he struck the deal that he did where … He worked for Square. Jack Dorsey's the CEO of Square. Where he was able and still able to get $150 million loans without showing a profit in 10 years. At least that's one article that I read. I have no idea how you do that, how you partner up with Chase and Visa. I have no idea how you do that. But the average person can't do that, especially one guy from Detroit, Michigan and another guy from California, who's no one has ever heard of, no Ivy League background. Matter of fact, it took me five years to graduate from high school. So I came from … I was a troubled teen, as they say. But the point is that, we're not connected like that. We're not deep pocketed. A lot of companies have deep pockets or they get venture capital, and so they come out with programs where it's probably good for the shareholders and the people in these big board rooms and things like that. But it's not good for the sales rep who's trying to make an honest living. It is not good for them. They get burned, all the time. It's not good for the client, or what they call the merchant in our industry, they get burned. So what's happening is you got a lot of big banks … I hope I don't get in trouble for saying this, but who's going to be listening, right? So you have a lot of big banks and a lot of big companies, or a lot of deep-pocketed companies that are aligned with banks, and they put out these programs that aren't really beneficial to the merchant, or to the client. They might hire sales reps, and some of the sales reps may have tunnel vision or short vision, and so they pay them a small salary and they tell them to go out do this, do this, do this, do that. I'll go into the detail later one day. But a lot of clients, who have blind faith in big institutions, they go for the program because this sales rep is coming from the bank. If they're coming from the bank, it must be valid. So the merchant gets burned, big time, but guess who else gets burned? So does the sales rep. So they work, and they work, and they work for a few years and the better they do and the more business they bring in, which unfortunately, in most cases, the more businesses they burn, they build up all this business for the bank or for the companies, the deep-pocketed companies, and then they're freaking laid off. Or they're terminated or they're given a pink slip because they didn't beat their previous numbers, and that's a real sucky way to go. So what happens is you start off small and you build up, and you get a little bit more comfortable, and then what do the big boys do? They just pull the carpet from up under your feet. The pull the rug up and now you're left with nothing at all, and you got to start from zero, and you can't even go back to your previous clients because you freaking burned them. Or they're in contracts that you didn't understand. So if you're out there and you're a sales person, the thing to look for is see if the reps are being burned. See if that's happening. See if the sales consultants are being burned. If they're being burned, the merchants are being burned. Also, look and see if the merchants are being burned. If they're being burned, the sales reps are being burned, and it happens all the time. So we had to go through all that. We had to learn the ups, the downs, the good, the bad, the ugly. We were mis-trained or improperly trained, and then once we woke up and found out the truth, BAM! We were cut off, too. But that's how they play the game. You want to be part of the big boys? You want to fly on … Nah, let me not say that because you can do things like that the right way, but it's a lot of burning going on out there. But anyway, my point is that we all have a message. We all have a unique gift that we bring. Even if you're … Here's one idea, and it's not the most popular idea. It's not going to make you a million dollars in six months, but let's say you want to get in business — consulting, banking — it doesn't matter. You could throw a dart on a map, and there are so many opportunities out here where … And everyone is into sales. I don't care what it is you do, you're into sales. You got to sell your product or your service. But there's so much unethical business going on that there's tons of opportunity to step in. Now, of course, you have those clients and customers who all they care about is the cheapest price in the world, and they don't want you to make any money. They don't want the company to make any money. All they want is to go cheaper and cheaper, cheaper, cheaper, and cheaper. But you have people, and this is the kind of clientele you want, that "dream client," that I think I heard Mr. Bronson talk about. You want clients who appreciate value. That's what you actually want, so forget about the ones who want to go to Walmart and find the cheapest ice cream that doesn't melt in 98 degree weather. No problem. That's why you have health food and health food stores and things like that, and you have a specific clientele that goes there. Don't worry about the guy who doesn't care if his car makes it over 50 miles. No problem, that's why you have Tesla, and you charge your premium for that. If you look up Tesla today, and see what he's doing in comparison to even Ford. I mean I don't think he's worth as much as Ford, but I mean the guy's doing some great stuff. His market, he's not catering to the market who does not give a hoot about value. His car is "green" or environmentally friendly. Then you have those who don't give a hoot — that's not your client. So you look at that in every area of business. You have people that actually care. They want a good product. They want good service, and they want ethical service. That is your opportunity if you're that person. Now if you're just chasing a dollar, you're going to be just like everyone else. If your objective is just to make as much money as you can, so you can be the biggest consumer in the world, that's easy. You know what I mean? You can do that all day, every day, and you'll be just like the next person. I don't even think it's fulfilling, to be honest with you. So you think about it, just be observant. Look around, see what it is you like to do. See what problems you can solve, and don't wait until you get there. Just start where you are. Start exactly where you are. I wish that I had actually started where I was years ago. Think of all the jewels, if I had documented everything that transpired. I still remember it like it was yesterday, but I'm pretty sure I'm missing some details. All the jewels, and we still actually … we know the journey's not over with, and that's why it's called a journey and not a destination. We still have a long ways to go, and I'm documenting as much as I can now. But if I would have documented this information years ago, oh my god, it'd be such a freaking awesome thing. Because a lot of times we talk about what happened afterwards, and it's many, many eons and years afterwards, and sometimes we're just not authentic as we possibly can be. But we made a ton of errors and many of my errors could … maybe we didn't benefit from our errors right away, but maybe the next person can. That's kind of like where I'm growing, I'm growing into that. My children could benefit, my children's friends, or whomever can benefit from the many errors. Because you're not going to get into the Ivy League schools. Many of us don't have access to that. We're not going to be in those "circles." Many of us don't have access to that. We're not connected like that. So, there it is people. I hope that this benefits you. I don't know what episode to call this because it just, BOW, popped in my head. Share. Share. Share. Share and share. So, again, this is KhaazRa. I don't even have a name for my podcast, but I will soon, and I'll be sharing more and more information with you. I appreciate you. I thank you for listening, and … Oh, I'm in the light now, so there will be a video version for people who like to see different things. The only thing you'll be seeing is my face and a bunch of cars here in Southern California. So with that, take care. Be good. Goodnight. I have to hurry up and get in bed so that I can get at least … I'm shooting for maybe six hours sleep. All right, take care. Bye-bye.