Rainmakers Podcast

From Millionaire to working at a Gas Station [Full Interview with Josue Pena] | EP 1

• Nick Nascimento

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0:00 | 58:22

Josue Pena,  a social media expert, joins the conversation to tell his story of going from making his first million to working at a gas station.
Create your business to grow your revenue, scale your organization, and make an impact with help from XSELL! Apply here https://www.xsellcoaching.com (https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbndVeEVjcV9Qd1lSSkoxVXJqdjhNbEoyYkVoQXxBQ3Jtc0tsZ0pxanVJLUtNTjAyVGhCV2h6cVRCSE9Ga1JGOHdsZTdocm5tV3k3cUprQkIwdTBpWjJROWFlc001ZV9ENmwxaVhfS1VNY2FES1ZNR2JaVUFTd09ITXF6ZUtycklkYUUzY0tWNHduUGN5dlBiQjlkWQ&q=https%3A%2F%2Fwww.xsellcoaching.com%2F&v=mdNnU66R_7Y) 
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Free sales training course 
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Looking to make over 50k a month 
nick@xsellcoaching.com
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Connect with Josue Pena!
Website - https://digitalcloser.net/free-video-b (https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa2t5ajRLd1hrbU9pb1pDc3ZrbWllWW5zSHgtQXxBQ3Jtc0traXRKZXJ1RkRaUEZTdi0tZHBJMWZlVWJyV2E1d1Q0bzZmUVJpYkVCWEdsV0tybFVNckxBZzRsWVhQNGVyYkxRTVFKN3RxSHQzc0x0Z0V5cGFnLW1IU18yeF9OOEIxbE9mUHhZRzAwN3JWQlVMVFNwQQ&q=https%3A%2F%2Fdigitalcloser.net%2Ffree-video-b&v=mdNnU66R_7Y) 
Instagram - https://www.instagram.com/pena/ (https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbkVOd1IwSWtGdTlBNjV0UXhrSEFzOC0yLWhmQXxBQ3Jtc0tsZU1Hc1ZqT3paMjJYZl9RbWNXWnRLLVk2UXM0ZG54b0JKLUtBQXRFc1prRVk5WmlWNUhuNjVQSHJKemNWVnhFekhCSEU5QnFCVVZpSThzYUM0R1BNMEwwZlp2ZHd3NXVqWFRjS2dsZVY5endmNTRCNA&q=https%3A%2F%2Fwww.instagram.com%2Fpena%2F&v=mdNnU66R_7Y) 
YouTube - https://www.youtube.com/@OnlineCEO/vi... (https://www.youtube.com/@OnlineCEO/videos) 
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Connect with Nick!
Website -https://www.xsellcoaching.com (https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbG9HSmVnc2NlVEpPcTVaV1JoR2RuT0NXeWhJQXxBQ3Jtc0tsektUeUttT0VNS29NYlJETzZrN0x2ZU14c3UzMmtBdW1hZFRRcnVuS0VIeHYtWFk0WTZIY1FhbHZBa1hVOUNRd1pVa3dyUG5zSjJFQTdwNHpmR2QzcmxUX1hycVIxUV9EcVctOVNlZWRIaEx3V29mdw&q=https%3A%2F%2Fwww.xsellcoaching.com%2F&v=mdNnU66R_7Y) 
Instagram - https://www.instagram.com/nicknsales/ (https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0ZvaGRQdllPS0JnSjAyYjlQZC1Gb0ZpZm1CZ3xBQ3Jtc0tsRGlfeXNrMHZzaldjNlczZGY1cVhkaGowY045WThZTGV3U1JWbTQyNE9EMHFNMFVxWFhXczM1aE4wUDliVVdmaDd2cWJCRG5LeldJa0xFVGRZN1lMV0tWaXFyOEtlX1J0MUpON2U4QkFDX080MnJlcw&q=https%3A%2F%2Fwww.instagram.com%2Fnicknsales%2F&v=mdNnU66R_7Y) 
Tik Tok - https://www.tiktok.com/@nicknsales?la... (https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbUEyOXhqdTd2LVNKcVVxVGZLVGQ1RTd4dDQzQXxBQ3Jtc0trZEtaMnRHZUR5dXBrNTZiUVRseHEyazBSd3pBY0NlTGI1QzJaQ2h4dnQ3MkNkZEtLamxWZ3BwejdXQmJPTFB4VWVuTnNEX2I2X05GNTdMSU14MUtaZWQ4MkgzaXFObmhhcUlBelh6Q0piSDVUSHRTRQ&q=https%3A%2F%2Fwww.tiktok.com%2F%40nicknsales%3Flang%3Den&v=mdNnU66R_7Y)

SPEAKER_01

I made the first million, you know, blowing it, don't have discipline with money. Less than a year. I made the first million by September 2018. Less than a year later, I was working as a cashier in a gas station. If you do not have a repeatable McDonald's sales process, you don't have anything. Meaning, if you're not able to take a Tony Towtruck from the middle of Indiana in a cornfield and turn him into making $10,000 to $15,000 a month, you're not good at T sales. Well, what other advice do you have for them to blow up? You don't understand how to blow up. You need to understand.

SPEAKER_00

What is up, guys? We are live with Peina here. Peina, what's your first name? Josue. It's Hosue. Hosue. Hosue Peina. He is from Miami, Florida. Founder and CEO of online CEOs. Peina, you made your first million how long ago? 2018. 2018, and you were working at uh in a gas station, you say?

SPEAKER_01

After that. So I lost everything.

SPEAKER_00

Okay, okay. Give us the quick story.

SPEAKER_01

So um sold a lot on Instagram because what I do is I became very, very good at being able to grow and most importantly monetize Instagram in the right way. Um, at least in my space, I was the first one. We have worked with everybody, like huge marketers like uh Alex Becker, uh, to people that are starting from zero, um, and pretty much like everything in between. So um what ended up happening in 2018 is I made the first million, you know, blowing it, don't have discipline with money. Classic. You know, you know how that goes. Um, not tracking anything, and then um a year less than a year. I made the first million by September 2018. So I made the first got the first two Kama Claw award, thingy. And then less than a year later, I was working as a cashier in a gas station.

SPEAKER_00

So no way. Look at that humbling experience, huh?

SPEAKER_01

Yeah, it was tough, it was very tough. And um it what ended up happening is long story short, it's number one, I got distracted, became a Sierra entrepreneur, you know, one of those that has like 12 companies, and my focus went everywhere instead of focusing on what I was good at, which was sales and marketing on Instagram, and just honing in my like superpower. So that was like mistake number one. Mistake number two is um I also got screwed a huge deal, a very, very big deal that was worth more than $1.2 million for the contract of the year. And um, I hired vendors and people counting on that coming through, and then last minute it just turned sideways, and then I ended up with a huge bill. So you know, so that that happened and it wasn't that fun. And then I ended up working at a gas station um in August 2019, and I worked in the gas station until July 2020. So middle of the pandemic, I was also working at a gas station.

SPEAKER_00

So so make a million, lose it, and then go work at a gas station.

SPEAKER_01

Yep, correct.

SPEAKER_00

Dude, and then how what was the comeback after that?

SPEAKER_01

So July 2020. Um, and mind you, like this time is like probably like the hardest time of my life because you're the press, you've made it, now you lost it. You like your character and persona is attached to who you like the success you had before, but now you don't have it. So it's like it's you know, it was tough. And nobody knew I was working at a gas station, or very few people knew. Um, yeah, it wasn't like I was like publishing on Instagram, like, look at me, like you know, pumping gas on 20, you know. So it wasn't that. Um, but uh it was a very humbling experience, and then July 2020, I'd leave it, and then a month later, I ended up making $89,000. So what changed was my environment. There was a couple friends who moved to Miami. Um, they moved to a building called Porsche Design Tower. If nobody knows what that is, Google it, you'll see how crazy it is. It's like your car, you have two elephants two car elevators that park your car in your living room. I've seen this place you know, the 30th floor. Like Maluma, Anuel, billionaires were my neighbors, so it's it was a crazy experience. Um, but these were entrepreneurs and people that I became very good friends with because of the success that I've had on Instagram, because they were my clients, and then I just created very good friendships. Um, and they said, hey, listen, like have an extra room, why don't you come? But you're gonna pay rent. So I'm like, okay, I got $15,000 saved up because of the gas station job. Throughout that year, I saved up, and um, rent was five grand a month, and utilities, everything was like six, six, seven K a month. Yeah, I got two months worth of living, and I'm like, you know what? It's great, might as well. Like $15,000 is not a lot of money, anyways. So, you know, yeah, I'm just gonna go do it. And I'm glad I did because it allowed me and it gave me the environment to then focus back on what I was really, really good at, uh, which was sales and marketing on Instagram. And then first month we did it like $89,000 when I came back, and then it just kept growing and growing from there. So less than six months later, I made another million, and then it just kept going from there. So yeah.

SPEAKER_00

So there's a mix of luck, uh, risk, and then environment, right? You had the the risk was five thousand a month in rent, like you're a smart guy. Yeah, you're like, I'm not gonna throw my money away, but you knew the upside was worth it because of the network you're getting, the guys, the proximity.

SPEAKER_01

Correct, exactly, exactly.

SPEAKER_00

What about the proximity?

SPEAKER_01

Yeah, and just in the I mean, like about think about it like this. Like, I was work I was waking up every day at 5 30 a.m. to go work, standing up for nine hours a day, dealing with people that like are not the smartest people in the world, and then there was a rehab center right before like right behind the gas station. So we will get druggies and people in like barefoot and like underwear just walking into the gas station. I have to deal with these idiots too. So, and now I have to go clean the toilets and then like put gas in 20 and sell the lotto to this old uh grandma and then go put uh the thing on the refrigerator and also make sure that all the cashiers are not stealing money while everything is being it was it was uh a mission. So you know, when I was like 3 p.m., you're done, like your brain is fried. And then I was trying to build the business after that, on top of that. And I was also studying because I had a student visa, so it was like it was a lot. Um that is a lot, so yeah, it's dude.

SPEAKER_00

I love the story.

SPEAKER_01

Yeah, it taught me a lot of things. So when I changed the environment, I just got all that time back. Now don't have to deal with the idiot from the rehab running around in underwear inside the gas station, you know?

SPEAKER_00

I love that.

SPEAKER_01

Um, and it allowed me to focus on what I was really, really good at um without any distractions whatsoever. And in an environment that's just I mean, it's poor design tower. It's like if you look at pictures, it's like the most insane building. Um, so yeah.

SPEAKER_00

It is, it is. I remember seeing videos uh I think pre-construction, and I was blown away. Yeah, it's amazing. So tell us uh a couple things that you've like you you're uh um ClickFunnels award winner, right? Yeah, uh double comic club, two comic clubs.

SPEAKER_01

Right now I've got like three here, and then I need to apply for like three more, but it's it's so right now we've done approximately almost 10 million dollars in sales. Uh we're almost hitting that mark. Um so yeah. That's like the big the big X is the the next one that we're going for.

SPEAKER_00

I love it. So uh tell the people like what are you selling on Instagram? Like what what what is your product?

SPEAKER_01

So what we typically help people do is let's say you have a fitness program or a service or you're a plastic surgeon or a dentist or I don't know uh service provider that you're selling something high-ticket that you can sell online or courses or coaching, etc. Like a personal brand in general, an expert in a specific field. We can turn your Instagram account into a cash cow. Um, so that's like it's a combination between offer content, sales process, and simple ads. Um that's that's what the main thing that we do is. Now, because of that, and what I've been able to build there, then I was able to partner up and bring in software. So up until this point, all we were using was ClickFunnels. Uh then goal high level came about. Um, and I'm like, okay, I'm like sending affiliate traffic, or you know, I'm getting like a 30% commission or 40% commission on these guys, but I'm not building any equity. Um it's like, you know, so I was able to partner up um on a software called Drizio, which is um an entire CRM platform that allows you to not only host the course, run all the traffic, uh use AI for specific, you know, uh actions that the lead or prospect is doing, and there's a whole LMS or learning management system all into one, including a payment processor as well, which you end up paying less than in Stripe. So the person who actually built it from Zero's M is Anthony Powell. He's been in the industry for like 25 years, has sold like $2 billion, uh comes from like direct sales and multi-level uh in Herbalife. So he was personally mentored by Jim Rohn. Um, so it's like he's like a goat. Um yeah. So I was able to, you know, be partner up with him because of the success that I've had on Instagram. He saw I'm like, I'm like, hey, listen, like I can bring this software because my clients need it. Um let's do this. So that's that was like the the the adjacent product that we have for these uh business owners. And then um the last problem that we were having that we just fixed was that these business owners were like, hey, I don't have closers. Like eventually, like, great, Josuai, you're spending five grand, ten grand, twenty grand a month on traffic and ads is bringing in good ROI, but I do not have the time to talk to all these prospects and leads. I need somebody to close these sales. Um, I'm like, great. It's like I was again sending them over to other companies to recruit, place, train closers, and all this stuff, and I was making a little tiny affiliate commission. Correct.

SPEAKER_00

I'm like eventually you got them in-house.

SPEAKER_01

Exactly, exactly. And um, that's what I did, that's what we've done. And um on that side, also, like I have Anthony. Um, Anthony has I don't even know, trained like thousands of people in sales, um, has created like 250 millionaires, and he's like, if you do not have a repeatable McDonald's sales process, you don't have anything. Meaning, if you're not able to take a Tony Tow truck from the middle of Indiana in a cornfield and turn him into making $10,000 to $15,000 a month, you're not good at teaching sales. You need a simple sales process. So yeah.

SPEAKER_00

Yeah, that's the beauty, is when you got a system down. That's how you know you are a phenomenal sales trainer, is when you can take anybody and teach them the system. Right? Exactly. You don't even need amazing people skills. You can teach them the basics, but then you teach them the psychology and the persuasion and the basic techniques and simplify it. I see a lot of issues within the sales industry just go down this little rabbit hole with you, uh, with just changing up, like having so many different approaches, so many different pitches, even within a same company, and it causes this chaos. And I think uh the excuse for a lot of salespeople saying, oh well, he has that pitch because he says it this way, right? But when you streamline and everybody's saying the same thing, the top guy and the small guy, the process is the same, there's no more excuse, right? Exactly.

SPEAKER_01

So exactly. So that's that's I mean, I've seen it because like right now everything's being built out, and um the way Anthony creates the scripts and and creates everything is actually like pretty freaking cool. Because like um I've taken sales training and and gone through all that stuff, but I've never seen the approach he takes where it's like no, Tommy Towtruck needs to be able to sell.

SPEAKER_00

Yeah, yeah.

SPEAKER_01

And the way Tomy Towtruck yeah, what's unique to his thing?

SPEAKER_00

Like when what was his aha thing with you?

SPEAKER_01

So I mean, every single time I talk to the guy, it's it's just like I talked with him every single day. It's like right before this call, I was I was just with him because we have daily meetings. Um, but I mean, when you sold two billion dollars uh in in your career, um and then you know, hundreds of millions, it's like you know what's in or two. So um, and the main thing that I've realized on the sales side at least is that the process, like the way he does it is he leverages a lot the brand itself. So in this case, it's us, right? The company. So that way the person, it's just hey, listen, I'm just selling you the ticket to the movie, right? Uh you want to go see the movie, the movie is the main thing. This the movie is the movie. I'm just selling you the ticket to see the movie. So that it's is that approach where it's like a level. Correct. The the heavy lifting is done by the company or the brand itself, and a lot of it is done through the marketing, obviously. And and the name and the reputation, the testimonials, the proof, everything, and then the sales rep or the closer, his job is a lot easier. And obviously, they're saying the exact same thing all across the board. Um, and there's no like just winging it, which is a lot of uh of closer, I feel like do it. I do, I know I do it every now and then.

SPEAKER_00

Dude, you know, there's a there's a big gap between sales and marketing, but there's a fine line at the same time. And it's it's exactly this where the greater you are at marketing, the sale becomes easier. Yep, right? If you master the marketing within an organization, your sales process can be almost automated. Right? Look at Tesla. Tesla's deploying AI to sell their cars now. You know, not most car companies can't do that, but because the brand is so strong, Elon's so strong, they can leverage that. Yep.

SPEAKER_01

Correct, exactly. So that's that's what I've learned. And um, we're testing now, um, inserting like ourselves in every conversation, pitching. And like, for example, and it this is like sound kind of weird because I've never seen anybody do it. It came from Anthony, and how he sold Herbalife. So the way he did it was let's say he was talking to you, you're the prospect over the phone, not over Zoom, because back in 2010 there was no Zoom. Um, it was his phone. Yeah, on the phone. And then you're like, okay, um, Johnny, let me do a three-way call with Anthony. He's gonna explain the product, and we'll come back um later on. Is that okay? Cool, boom, and then play a recording of the actual well, in this case, Anthony or the like top closer or the owner pitching the product itself, and at the end, then the closer jumps in again and say, Which credit card do you want to use?

SPEAKER_00

Oh, genius.

SPEAKER_01

So it's like there's yeah, as a like if you're a business owner, the best person to sell your product is you. It's like you know it the best, you have the most confidence in it, you create it like you know everything. So imagine like if you're able to replicate yourself times 10,000 or 20,000 or whatever the number is because you're pitching one-on-one, but at scale.

SPEAKER_00

So it's recorded videos, and that's part of every sales pitch.

SPEAKER_01

Yep, correct.

SPEAKER_00

So clever. And this was back, he was doing this back before Zoom, man. That's I mean, that's pioneer right there.

SPEAKER_01

Yeah, yeah. He was he called them like he was using like sales funnels before they were called sales funnels. He like called them like qualifying processes or something. I don't know. So look at that. This guy sounds like the goat, man. We'll have to talk to this guy. Yeah, that's awesome. He's pretty cool. I again I learned a lot um every time I I I talk with him, and um, it's it was very funny how I met him through Instagram. It's like same thing.

SPEAKER_00

So same thing, the connections, yeah. Yeah, so what else? What else about like the sales process that you know has helped you guys just pump on the revenue? Training salespeople, anything.

SPEAKER_01

Yeah, so what I would say is um obviously he's the the he's very very good at sales. My expertise is Instagram and social media, like that's what I'm like very, very good at like selling through that, right? Um, like vertical, if you will. So what I realize is that um a lot of people on the sales side, they try to sell, and their problem is like they don't have enough leads. It's like how to generate leads to talk to. That's what I typically find. So a lot of it comes from content, and people think that you need to create like this super fancy equipment with the super fancy camera with super fancy. No, it's like you don't. Like you you have your phone, and that's literally all you need. Um and right now there's AI tools that will edit the video 100% for you in like two seconds, put captions on it, put everything on it for you, and done deal, and you have a video. And it takes you literally 30 to 60 seconds to record. So nobody has an excuse anymore.

SPEAKER_00

For the new entrepreneurs, what AI system AI systems do you recommend using to auto-edit?

SPEAKER_01

So CapCut is great. CapCut is a free tool actually created by TikTok, and they put auto captions and like they have a bunch of tools in it. Um, I know my editor uh told me about a tool that I forgot the name that edits a full-length podcast in like two seconds or something and finds like the best kind of like clips and stuff. I don't know the name of it, but I'm sure if you can tell you find it. Um but right now that I will say it's like 30 to 60 seconds, spend the time and create the content because it's gonna serve you a lot. And then if you're creating the right type of stuff with the right messaging, all you really have to do is go to Instagram, post one video a day, and every single day just boost it with 10 bucks for 10 days, five to ten dollars for ten days, and see the traction the video gets. You don't have to depend anymore on your organic. So, yeah.

SPEAKER_00

Oh, really? I heard it was I heard the other thing the other way around the other day that uh you know if you start boosting your content, that it hurts your virality. Is that true?

SPEAKER_01

No. No, I haven't I haven't found it to be true. At the end of the day, here's the thing. If I have to depend on the Instagram algorithm God to bless me with traffic, it's gonna be a very tough battle. You know? So I prefer, hey, I just prefer to pay a couple bucks, grow it, I can grow quicker, leads can come in almost overnight, I can start closing sales very fast, and I do not have to depend on Mark Zuckerberg blessing my hand.

SPEAKER_00

So I love the perspective, Peina. That's that's money, man. Yeah, I love it.

SPEAKER_01

So that that's that's my opinion.

SPEAKER_00

Yeah, I love it. So um your you your group is usually closing high-ticket items, yes? Correct. Yep. Um what what's uh like a strategy? I know you guys have simplified it. Like it's your sales sound like they're kind of a laydown because the marketing's so good, the branding is so good. Yep, it you guys probably had to get to that point. Was there a point where it wasn't super strong or was it always like that?

SPEAKER_01

So I got into this entire world almost by mistake. So I would say for me, it was somewhat like this from the beginning, kinda. Okay. Um because what I did, like I started business in general in 2016. So I just started posting content on Facebook, just pride value for for free, not expecting anything in return, and just people started coming to me, just hitting me up. Um, and then I started like learning a little bit more and more and more and more how to pitch, present offers, sales, etc. Um, but it just the free content that I provided was so good that people had results with that they were loving it, and then the sales side became easy. So it was, but like to say for new clients that come in, obviously they don't have the brand to be able to leverage and just be a lay-down sale for them. Right. So I've had to learn how to create like a solid brand in a in the shortest amount of time possible. And we have been able to like create very simple systems again. This thing, one piece of content a day, in 30 days, you'll be surprised. Like you'll have 500, a thousand followers, no problem. And that is literally all you need to make six figures a month. Like, believe it or not.

SPEAKER_00

Look at that, look at that, guys. Money dropping bombs right here.

SPEAKER_01

So, and I'll tell you, paint and I'll I'll walk you through the steps, like because we we launched um a new brand. Um, it was in the Airbnb space. He had, I mean, zero, like literally zero. Sixty days later, um, there was like a hundred and fifty thousand dollars in cash collected, right? In six days from zero, right? And he had like maybe like a thousand followers or two thousand followers at the time. So, and what we did was just again, one post per day, boosted content, and then just creating value piece of content for like 15 to 21 days, no pitch, right? Just warming up the audience, building it up, etc., and engaging to people that watch it, comment, etc. And then at the 21-day mark, then we started posting every other day a direct offer, right? Or at the end of the video, a direct hey, if you want XYZ, comment below, or if you want XYZ, click link and buy, right? Um, and what ended up happening is people just started coming in, like because they wanted the offer, and because there we already had built somewhat of a solid foundation, then we're closing sales, and the price point on this thing was the highest level was 25k, and this lowest level is 6k. So we just needed like 13, 14 units, and that was it.

SPEAKER_00

So bingo hit it. What was his product?

SPEAKER_01

Um, it was uh Airbnb uh coaching program and an Airbnb done for you. Um nice. So yeah.

SPEAKER_00

That's money. Okay, how do you recommend for the the audience here, uh, how do you recommend they find their niche? You know, how how do you find yours getting into it? How do you like decide I'm gonna be a master marketer on Instagram?

SPEAKER_01

So if you're debating yourself, what is my niche, ignore that question altogether? If you're debating yourself, like how can I help people, what problem can I solve, ignore that question altogether. Because it simply means that you're not good enough or you're not an expert enough in a specific field, maybe, to be able to help people in that thing.

SPEAKER_02

Right?

SPEAKER_01

Okay. Like if for example, if you're good at fitness and like I can help people be fit, then you're an expert in fitness. Like you, you just know, right? Uh, but if you're debating, oh, am I an expert in fitness? Am I not? Like, probably you're not.

SPEAKER_02

Yeah. Yeah.

SPEAKER_01

So, but but if if that's the case, it's perfectly fine. Like, just it doesn't matter. Like, just become a closer. Like, just you can close deals and leverage somebody else's company and make a ton of money in the process. Like, you don't have to build your own company from zero to be able to do that. In fact, if I had to start over from zero, I wouldn't have done it the way I did it. It was it was a heck of a lot harder. Um, okay.

SPEAKER_00

How did you so let's talk about how you did it and what you would do.

SPEAKER_01

Yeah, so how I did it was again, it was my mistake. My my goal was to become a professional soccer player in Dominican Republic. That's where I grew up and where I was born and raised. And nobody's gonna find me over there for soccer. They know baseball. So I'm like, I'm gonna grow my social media to become a pro. That was my idea. And um, that was 2013. It's been 10 years, it's been a long time. Um Um, but ended up working in 2016. I actually get the chance to be a pro through an agency that was using players to display them, put them on professional teams, etc. That was um back then. But then I decided to say no to the opportunity of playing pro because I saw the life of a pro here in the States, it's not the most glamorous thing. And then I just went all in into what I was doing, which was growing Instagram pages. I was good at marketing and growing Instagram pages. And then this guy, my first paying client I remember, his name was Tim. He's like the owner of an insurance company, and uh he wanted to grow his Instagram, and he told me, hey, how much do you charge? I'm like, mind you, I don't know anything about sales. It was September 13th, 2016. To this day I still remember it. And I'm like, okay, the highest number I could possibly think of was $3,500 a month for consulting. I'm like, $3,500. He's like done. I'm like, fuck, I should have charged more. Um that was the first, you know, paying client, and it was just helping him grow his Instagram account. But at the time, I was reading dot com secrets, expert secrets. Well, expert secrets hasn't come out.com secrets from Russell Brunson. I was learning how to create webinars, I was learning how to do sales presentations, I was like learning all these different things as I was going and using my skill on Instagram that I built over the past three, four, or five years by that point, right? Um, and then uh the following year, expert seekers come out, I fly over to Boise, Idaho, I meet Russell Brunson, Pen June, like all the big like click funnels people. I meet them at that event, and then I introduce myself. Let's just say Brandon pulled, hey Brandon and Caitlin, I love what you guys are doing. I love Ladyboss, I love the brand, you guys are crushing it. I do Instagram marketing, and I will be more than happy to help you completely for free. That was my pitch.

SPEAKER_00

Nice.

SPEAKER_01

Like that was my pitch. Because I mean, like, these guys are making 10 million a year. Whether they need some random Dominican kid, they don't. Right? So, like, I'm like, hey, I'm I'm more than happy to help you for free. And I did, and it crushed. And then they introduced me to Hermosy, and he became a client too. And then I use uh Ladyboss testimony to get Alex Becker as a client, and then I use Alex Becker testimony to get and then just snowball from there and compound it. And that's how in 2018 I was able to just like grow very, very quickly. Um look at that.

SPEAKER_00

So you you so your strategy there was get in for free, go prove, you know, go prove the concept and just hustle it, get your way in. And you did it.

SPEAKER_01

Exactly, exactly. And uh obviously at the time, like I didn't have the testimonials I have today, I didn't have the proof. So I'm like, hey, listen, you already have a sales process that works, you just need more traffic. I can provide you that traffic through Instagram, right? Nice if it's converts, in my head, it's like if it you're selling and if it's converting well, the chance of me just pushing more traffic to it and it working, it's gonna be very high. And that's what I did, and it did, and it did work. So um, and then the funny part is that as I was doing that, I was seeing their sales process and learning how they were doing things from the inside out, right? Which is why I'm like able to have a very good perspective today where it's like I can launch a brand and pretty quickly have it very, very profitable as long as the right things are in place. Um, and it's because I now know what works in certain industries or how to position things correctly, or what you know. So um that's what I did. So that's how I started and and how things grew pretty quickly.

SPEAKER_00

So that is money. I love the story. That's great principle there. So a lot of the audience uh for just marketers, uh early entrepreneurs, entrepreneurs, salespeople, um, a lot of them are struggling to just hit their first million. What is your advice to those people?

SPEAKER_01

Um depends on your level. Like depends on the level that you're at. So uh one of my mentors, Ms. Alex Sharfin, um, told me the biggest or one of the biggest problems that entrepreneurs have, and especially visionary entrepreneurs, is like they put such an obnoxious goal in front of them that they have no idea how they're gonna get there. And then what happens is subconsciously, because you don't hit it, then you self-sabotage and you never hit dopamine effects, or like you don't have you don't feel momentum at all. So it's like zero exactly. So he he said it's like the easiest way to feel like you're making progress is put the the the goal closer. Like if you're gonna learn how to shoot a gun, you go to the shooting range, they don't put the thing two miles away. No, they put it right in front of you, like shoot it in the middle, boom, and then they put it a little bit farther away, shoot it, boom, and then so on and so forth. So same thing in business. It's like let's just say your first goal should be a hundred thousand dollars a year. Perfect.

SPEAKER_00

That's yeah, not not a million, not a million, not a million, right?

SPEAKER_01

Not a million. That's like $8,300 a month. That's like relatively doable, right? Now from there, like multiply that by two or by 1.5, and then do that again, and then do it again and do it again. But here's the thing is that goal can change month to month. It doesn't have to wait a whole year, right? But just like, okay, this month the goal is this amount, which is a run rate of this amount. Perfect. But then let's just say you crush that goal next month, okay, let's up it to one, like let's multiply that 1.5 instead of 8k a month, let's go to 10 or 12. Okay, perfect, and so on and so forth. So um that's what I'd see is the easiest path to getting there. Now, in terms of like tactical, um, what I see is like if you have one appointment a day, right? Just one appointment a day for a product that's at least three thousand dollars, you're probably going to end up making that month around twenty thousand. That's like that's a simple method.

SPEAKER_02

Okay.

SPEAKER_01

So um now, if and now you and you increase it. Now, if you want to get one million a year is like around $83,000 a month-ish, more or less.

SPEAKER_00

Now, that number So you just reworked the numbers right from there, right?

SPEAKER_01

Correct, exactly.

SPEAKER_00

If you get two appointments a day, you're looking at 40k.

SPEAKER_01

Correct. And now, like it typically it's like four appointments a day. With four appointments a day, you're looking anywhere from 70 to $100,000 a month in sales. That's over a million a year, right? So that's the and that's the number that you have to hit no matter what. So that's like the thing that you're aiming for. So if you have to outbound, manually DM people, like hit up every single option, whatever it is, until you hit those numbers every single day, nothing else matters. And that is the only North Star metric that you need to set every day. So in my case, for example, amen.

SPEAKER_00

Yep. Yeah.

SPEAKER_01

In my case, for example, every day in the company, we review okay, how many appointments did we have yesterday? This amount. No. Why didn't we have so low? Okay, what would we need to do today to fix that? We need to hit the KPIs for the week, etc. If we hit the numbers, we're like, great, what did we do yesterday that allowed us to get those numbers? And so on and so forth. Um, and I also see that let's say with booked appointments, there's typically a two to three wait day delay. What I mean by this is like there's a lag indicator between when you perform the action and when you actually get the results. It's like fitness. You go to the gym, you bench press, apps, whatever, you don't have apps to the next day. You gotta do that consistently for 90 days to six months to have results. Same thing here. In this case, it's just three days. So if you're posting content, one post a day, 30 to 60 seconds every day, boosting it, like we said, etc. Like doing the right things every day. It typically takes about three days after you build a solid foundation to start seeing some results. Meaning you do the right things today, you're not gonna have booked appointments for tomorrow. It's gonna be probably today's Monday, it's probably gonna be for Thursday or Wednesday. Yep. Right? But that compounds as long as you do the right things every single day. So money. Um that's I love that.

SPEAKER_00

Yeah, this big thing that we focus on with our sales training is uh focus on the input, uh, right, not the output. So the controllables of volume and prospecting. So many people focus on the appointments and closing better. All sales training, Peina, is geared towards improving close rate, but that doesn't change the fact that you've one appointment a day. Yep, you could be the best salesperson on the planet. If you've one appointment a day, you're not gonna make more than 30k a month, period. Right?

SPEAKER_01

Yep, exactly.

SPEAKER_00

So so uh there's this uh book I just read about on uh prospecting. It's called um uh Aaron Ross uh Predictable Revenue. He helped build Salesforce, okay? He calls the this method cold calling 2.0. And uh it's basically how Salesforce has built a multi-billion dollar company has been from sending out DMs. And the whole the whole focus is uh breaking down their process of DMing and built creating leads. It used to be cold calling, right, on the phones and emails. Now I feel like cold calling 2.0 or 2. or 3.0 is DMing. For for you, Peina, what has been the most successful form of, I guess you'd say prospecting or cold calling 2.0?

SPEAKER_01

So um we have a very interesting approach to that because the brand and the content that we have is is so powerful that it just it it has like a gravitational pool. Yeah, it has a very strong gravitational pool. But what we do on the outbound side is every day, I have well typically have like a group chat between myself and several closers and setters, and then whenever I see a uh because I've been scrolling on Instagram too, seeing ads, documenting, uh, research, whatever, whenever I see a profile or something that I like, I send that in the group chat and then they go and DM me, like outbound. So um, and that's like every single day. So every single day, every single person needs to have at the very minimum anywhere from 80 to 100 conversations per day, and that could include previous combos like follow-ups, or it could include uh outbound, right? So it can be either or, but they need to have every single day 80 to 100 combos per day, no matter what. And what I see, if they do that, then you're booking anywhere from four to five to six appointments a day at a minimum, right? Okay, so you know if that's about a five percent conversion, that sounds right.

SPEAKER_00

Yeah, look at that. So so you you realize, hey, look, most people are doing 20 to 30 conversations a day. You're saying, hey, we do 80, 80 conversations a day. Yeah, so I love that, man. And it's it's not hard.

SPEAKER_01

It's like that's the thing, it's like, oh my god, like I'm not gonna like bro, like, are you seriously complaining about like chatting? You're texting anyways. Yes, you're texting, you're using your phone anyways, you're you're wasting your time. It's like you're complaining about doing the thing that you are already doing. It just takes a little bit of mental fortitude.

SPEAKER_00

Yeah. So for the young, the early entrepreneurs just starting on Instagram, uh, what about worry about shadow ban? Like doing too much uh volume on on Instagram with um messages.

SPEAKER_01

If you're thinking, like, okay, let me say this if you post something and you have less than a hundred comments, you don't have nothing to worry about. Okay, like that's that's it. It will be that that's like 99% of people in the first place. Yeah. So now there's I see some clients and and people that I work with that have they post something to get 500 comments, a thousand comments, which is just insane. And that becomes an issue. So the way we solve that is automations. There's tools like Manichhat that can help automate a lot of it, but the reality is that even those things break at scale. Like when you're doing 2,000, 3,000, 5,000 combos per day, that thing will break. Um, so I would typically find it just better to send them to the Lincoln bio. That's it.

SPEAKER_00

Nice.

SPEAKER_01

So in the Lincoln Bio, they opt in, name, email, phone number, go and see your CRM, and that does not break. So yeah.

SPEAKER_00

Okay, so most are you most of your guys' conversations are they through the like Instagram or do you guys send them to your own page?

SPEAKER_01

I will say 50-50.

SPEAKER_00

50-50. 50-50. Okay, cool. Nice.

SPEAKER_01

But like that's for me. Like some of the clients we only do link in bio. Other clients can only do Instagram DMs. It depends on the volume that you're currently bringing in.

SPEAKER_00

Okay, and then when they click the link in bio, where does it usually take them?

SPEAKER_01

Uh opt in page. Name, email, click number. Yep. That's it.

SPEAKER_00

Click funnels.

SPEAKER_01

Correct, exactly.

SPEAKER_00

Hey, by the way, dude, I'm gonna be out there um for the next funnel hacking live event, uh, end of September. So if you're in Miami, we'll have to connect.

SPEAKER_01

Yeah, for sure. I uh I have to double check because that I think that is my birthday is September 27th, and I don't know what I'm gonna do yet. Um we'll have to see. But yeah, for sure.

SPEAKER_00

Yeah, I love it, man. Maybe at the end of it or early on. Cool. We'll be there from the 25th till about the 1st of October. So anyways, um okay, what what uh with sales, just I want to break down your mindset on sales and marketing. What like obviously you favor marketing, I think we both do, and that's coming from a sales guy, okay?

SPEAKER_02

Yeah.

SPEAKER_00

What is the difference to you and what what's important for people to know, especially early on in understanding these two um aspects of business, sales and marketing?

SPEAKER_01

So the way I would say it is marketing is let's just say, let's just put an example on dating, right? Marketing is you dressing well, being fit, haircut, spelling well, and going up, presenting yourself confident and going up to the girl to talk. Right? Sales is you actually closing the deal. It's you can be the greatest you know marketer of all time, but if you do not have know how to push the bow forward and go from zero to one, you're not gonna make money. Right? Right now, great marketing helps you because if you look like a big so easy. Yeah, if if you look like a bum, like going back to the if you look like a bum, smell bad, uh, look homeless, like super baggy clothes that don't fit you well, etc., you're never gonna get you know the girl you want. But on the flip side, if you do, you know, you know, dress correctly, etc., the chance of you actually getting her is a lot higher. Not saying it's like guaranteed, but it's a lot higher because you need a clothes. So that's what I would say.

SPEAKER_00

Well, even in sales alone, just paraverbal and non-verbal communication is over 90% of what's being uh you know communicated, and and just 10% is verbal and what you say to actually convince them. So appearance is is you know very similar to the marketing side, or how you appear is just gonna make your clothes, your sales process that much easier. Right. So, what is your advice for people wanting to ramp up the marketing? You are obviously recommending go hard on social media. What specific strategies can entrepreneurs, entrepreneurs, people working as sales reps for companies, you know, people working part-time jobs, what is your advice? You you mentioned post you know, once a day, uh post consistently, focus on your thing. It should be something you're naturally good at, passionate about. But what other advice do you have for them to blow up?

SPEAKER_01

So, I mean, I can talk all about like growth hacking techniques and shout-outs and like these little you know, gimmicks, if you will, uh, which work, which work. I mean, yeah. Today I I co-own one of the biggest art pages in the world. It's called Daily Art. It has 9 million followers, and like that, I have like, I don't know, dozens of accounts. But even though I could do that, the thing is that to for you to understand how to blow up, you need to understand content very well. Because like the the how to blow up or like something that goes viral. Um, and the easiest way to do that is just typically look at the competitors or look at the biggest accounts in your space and just scroll through their feed, see the videos that have above average engagement, and just replicate the ones that have above average engagement.

SPEAKER_00

Reverse engineer it, yeah. See what they're saying. Exactly. How do you focus a lot on the hooks?

SPEAKER_01

Yeah, three to the three to five seconds at the beginning of the video is by far the most important thing, but then you have to follow up and deliver on the rest of the video. So if you're if your hook is very strong, people will stay and they will drop off because the rest of the video is boring. So um, like the hooks and the pacing of the video, lighting, framing, audio, everything regarding video creation is extremely important. Um, what I would say.

SPEAKER_00

Okay, so for somebody that has no social media experience and wants nothing to do with social media, and they are let's say they're making 20,000, 30,000 a month selling, they're kind of cut content, but they're still wanting to make more. What would you advise that person? And it and let's say that it's not very clear on what kind of content they want to do.

SPEAKER_01

Okay, you know, they could sell yeah, what industry are they in?

SPEAKER_00

Let's say, let's just say door-to-door sales, for example.

SPEAKER_01

It okay, like solar, for example?

SPEAKER_00

Yeah. Okay, sure.

SPEAKER_01

All right. So what I would do is just document what you're doing. Just like you're making 20-30k a month, dude. Like you should be posting that on social media and showing proof. Like, yeah, that's number one, right? Solar companies, I'm sure there's affiliate referrals for closers, there's multi-level, there's a lot of things that you can do to bring recruits in and develop your own organization, right? Right. So it's like, yes, you're making 20-30k a month, great. Post that on social. Post that what you're doing every day. Show consistency. People believe consistency. If you're showing up every day, even on 15 seconds on Instagram stories, like, and you're documenting what you're doing to hit those 2030k per month, people are naturally gonna start hitting you up. They're gonna be like, how are you making 20k a month doing door to door selling solar? I am a banker and I'm making five grand a month, and I hate this. At least you're making 20k a month, even though you're doing door to door, it's hard, but you're still making 20k a month. It's like I want to make more money. Like, how do I do that? And like you're then you're able to help people in that way because you have an actual scale and you have documented and show proof that it is the case. I I have a kid right now that he's 19. He's still in college. He's making like 12 G's a month being a setter and a um a triage. Like he just sets up, he's not even a closer, he sets a point for a closer, right? We have phone DMs, and he's making $12,000 a month.

SPEAKER_00

Dude, it's crazy. No sales skills, just set the appointments.

SPEAKER_01

Setting appointments, $12,000 a month. This kid is making. He's in college, okay, and he's making more than a freaking, like his own teacher, which is funny. And um, he's just in college just to party, which I don't know. It's like it's I don't know. It's like live your life, bro. Yeah, I'm like, bro, like you can party without having to go to college and without having to pay 200 grand a year, but okay. Um that's neither you. But um, he's doing that, and he's like, okay, like what should I do? I'm like, document it. It's like show what you're doing. Why? Because what's gonna happen is probably your company or whatever, you can probably teach other people exactly what you're doing. Probably the company that you're working for will probably love to have more solid trained setters to join their organization.

SPEAKER_00

Absolutely. That's where it goes, Pena, is recruiting. Anybody in sales, most organizations that are well built have a form of recruiting and compensation and override. And that's where most people want to be because it frees up their time of having to close deals, it invites them into leadership. Yep, it's a win-win, right? Correct. Um, yeah, we got we got a guy who's doing 50, 40 to 50,000 a month consistently, not closing, just setting appointments. Now it's face-to-face, and the con is he's knocking doors, but yes, it's you know, a lot of people have no idea that that's even possible. Correct, you know, exactly.

SPEAKER_01

That's the thing, is like you're opening the mind to other people to see what is possible, right? Yeah, and it doesn't matter if you're a closer or a sales rep or a setter for whatever, like for another company, that's perfectly fine. Recruit, and you're gonna make an override commission on what they perform because you were the one who brought them in. So it's it's a it's a win-win, and you can just build your personal brand around that. And then if you want to build your own thing later on, dude, perfectly fine. I know closers, like um, I don't know if you know who Cole Gordon is. He started okay, okay. So, Cole, good friend of mine on Instagram, also a client. I became one of his clients too on the on the uh B2B side that he has as well. But in 2019, when he left Traffic and Funnels, I actually met him here in Miami, and he built his personal brand from Traffic and Funnels because people knew him. He was one of the top closers from there. And when he launched his own thing, it blew up overnight. So it's like um is one of those things, is is it does not is it never hurts ever to grow your personal brand at all and show what you're doing and show your proof, show expertise in a specific subject. Whatever it is that you're doing in work, like whatever it is, document it and show that. It never hurts Dude.

SPEAKER_00

I wonder if this is the future of the successful company. So I was part of the fastest and now the largest growing, uh largest pest control company in America, and it wasn't from having a good service, it wasn't from you know, uh clever uh it was all marketing in and sales door to door, right? And they mastered that side. I'm wondering what the future of sales looks like if you have all these companies basically turning these reps into uh these little celebrities on you know, social, social mini influencers online. Do you think that's a uh something they can do at scale?

SPEAKER_01

Oh yeah.

unknown

Yeah.

SPEAKER_00

You think companies can deploy systems to to basically train their people to post their content, post their top rainmakers, you know, get them producing content, have training programs around it.

SPEAKER_01

Yeah, yeah, we're we're we're doing that right now. So one of my like in Spanish, for example, one of my guys in Paraguay, like mind you, South America, he's crushing over there, like making like seven grand a month. And in Paraguay, that's like that might just be like 100,000, right?

SPEAKER_00

Yeah, he's he's a king out there.

SPEAKER_01

Yeah, yeah. He's like he's like an emperor. Um he's just documenting and doing the exact same, like he's replicating me, yeah, right um in there. So it's I think it's gonna be great. The companies that realize that will crush it, just to go back to Cole Gordon. He's duplicating himself right now. I think that the one guy doing that is like Aaron, he's one of his uh partners in the company. He's with his protocol, he's building it up and driving traffic. So, like if you're able to replicate yourself like horizontally and drive traffic to the same system, then you'll make a lot more money.

SPEAKER_00

Pana, this is gold, dude. So for people worried about like flexing on how much they're making or becoming off arrogant or cocky, what's your what's your advice to them? You know, suck it up.

unknown

Suck it up.

SPEAKER_00

So what I mean it's okay.

SPEAKER_01

So the reality is this, like I come from the Vinican Republic, came from nothing, you know. Like at the beginning, people made fun of me, they laughed, they're like, oh, like back then my brand was like called JP Destro. Uh they're like, oh, JP Destro, this and that. Like, I'm like, whatever. I'm like, whatever, dude. Like, it doesn't matter, I don't care. And it took me years, mind you, like 10 years ago, this was not cool. Like this thing that we're living today, it was not cool at all. So um, if they criticize you or whatever, like who cares? Ask yourself, yeah, are they living the life that you want to live? Do they have the things that you want to have? If the answer is no, then don't listen to them. Like, as simple as that. You you like they say, Oh, you're doing this and that, you're like good for you, bro. It's like, thank you so much for your um you know, feedback that I never asked for.

SPEAKER_00

So Chris Crohn's one of my big mentors, and he was Mentored by Tony Robbins, and he's about Chris is worth about half a billion right now at 43 years old. And dude, this is one thing he drilled in me is he's like, You cannot care one ounce about what people think. And it takes time to to you know uh to develop that discipline. And um, I think that's a good thing about sales too, is it is uh you get so much rejection, yeah. You know, it it forces you to discipline your mind, calce your mind, and not care what people think. You know, and it's the question if you can take that to the next level, uh becoming an entrepreneur, investor, a business owner, and still not care, you know. You care about what your customers think, but what the haters say.

SPEAKER_01

Right, exactly. It's like, I mean it's and here's something funny is like with the because you deal with so much rejection on sales, sometimes every now and then, I'll get, let's just say I talked to somebody, I don't know, a year ago, and they they said no. And then they come back a month and like, oh yeah, you remember I said no? I'm like, I no, I don't.

SPEAKER_00

It's like I'm like don't even remember, dude.

SPEAKER_01

It's like and it's not I don't want to be offensive, and like I'm not being dick. I genuinely don't remember. Don't remember. So it's and because when you're focused on the daily discipline, this making sure that you do the right things every single day, regardless of how you feel, and regardless of what people tell you, and regardless of their opinion, and you focus on that, the outcome will come anyways. And you're gonna be surprised with the outcome just because you're focusing on what, like you said, on the inputs, like and you just ignore everybody else.

SPEAKER_00

Dude, I talk about these two different principles with goals and expectations, right? If your goal is up here, make a million, uh, or sorry, let's say your goal uh is to make you know half a million, but the expectation is that you should be hitting that as well, but you're on pace to do, let's say, $300,000, you're not gonna actually hit that goal. You're gonna have the the opposite happen to you, where you get down on yourself, you start beating yourself up, right? So, what I've what I've noticed is you can set the goal high, but set the expectations realistic, as you were mentioning. Like, don't just set a goal to make a million. If you're making 100k, dude, set a goal to hit 200k first. Once you hit that, then maybe double that. Do what's realistic, otherwise, uh your brain's gonna work against you and the goal's gonna work against you and not for you. So, like I had people shadow me and they're like, hey, dude, you're making 100k a month plus doing what you're doing. Like, I I'm gonna set a goal to do, you know, even 70k. If you did 100k, I'm gonna do 70. I'm like, no, don't do that because you're gonna quit after a second week. So what helped me as a sales trainer was actually saying, hey, the realistic number for these guys was about 15,000 a month. I would get them set on 5,000. And then what happened, Peina, is they hit 10,000 and then they're on fire. They've got momentum. They end up doing 20,000, sometimes 30,000 a month, right? Exactly.

SPEAKER_01

Exactly.

SPEAKER_00

So it's all expectations.

SPEAKER_01

100%. And unhappiness and ungratefulness is when reality does not, it's below their expectation. If your expectation is up here, down here, and your reality is up here, you're always going to be ecstatic and you're always gonna be grateful in in anything in life, not just in business.

SPEAKER_00

That's amazing, dude. I think that's the great thing of coming from humble background. I think that's why so many successful people come from it. It's because they don't forget the pain and they keep the humility there, you know.

SPEAKER_01

Yeah, and so my kids also had to be reminded in the middle of the journey by working at a gas station.

SPEAKER_00

I've I've had that too, man. I've been divorced, lost everything. And so yeah, I've been there. It's it's uh it the pain can work for you or work against you, and it's all your perspective, you know. Correct.

SPEAKER_01

Exactly. So that is 100% true, and winners win. It's like, you know my god, like you could have been like, oh my god, I got divorced, I lost everything.

SPEAKER_00

Yeah, yeah, and pity party, you know.

SPEAKER_01

Yeah, and like and it's like and and yeah, and it's like are you gonna just like and just be complaining the rest of your life, or are you gonna do something about it? Exactly. It's it's why like oh my god, I lost a million, now I'm working at a gas station, this and that. Like, I could have just stay there. Like, but and yeah, are you gonna like bitch and complain like for the rest of your eternity and while you hate that job, or are you gonna do something about it?

SPEAKER_00

So it comes down to extreme ownership, I think, of just you know, reflecting inward and stop blaming. I feel like that is the thing that impedes people from any great success, is they can't stop blaming. They point the finger at the boss, the manager, my pay plan's too low, I don't have enough leads, you know, I don't like what I'm saying. Whatever it is, you are in control, like it's all on you. You your comp plan sucks, your fault. The product you sell sucks, that's your fault. Even if you didn't invent the product, your fault. You're nobody forced you to go sell that product. So, anyways, um, you know, on this note, I'm a big uh fan, Peina, of selling what you believe in. And I think so many people get into sales because of what we're talking about, where they're like, hey, dude, you're making 20 to 50k a month. I want some of that. Like, that looks like it's easy for you, you know, and they get into it for the money and then end up not doing well because they weren't really sold before they try to sell other people. And so that's been a big mission of mine is changing that paradigm in the sales world, still attracting people with that, right? There's no there's no problem of having that monetary ambition, right? To have a financial freedom. But the reality is anything in sales and business, if you study Jeff Bezos and these guys, Sam Walton, they were obsessed about their customers, not about themselves and their pockets. The irony is their pockets got very fat. Um, and so that's been a big thing for me is you know, really driving in the customer experience and getting people sold on that before they're selling other people. Yeah. Do you have any sort of process or experience with this, with like how you've seen salespeople being trained?

SPEAKER_01

So, what I would say is, since I've I'm like I started as an entrepreneur, like building like actual products and services and stuff like that. Um expand on that, it's like the best product and the best the best product with the best marketing and sales system is gonna win. Like at the beginning, to hit a million, for example, you can hit a million with a shitty product and shitty service, no problem. Yeah, but eventually the house of cards is gonna crumble down eventually, yep. And then no amount of marketing or the marketing is gonna be 10 times harder because you have the the shitty and product and service, right? So it's like you need to be able, and it's it's a balance because if you're an entrepreneur and like building something from zero, you need to be able to sell and market while at the same time building a great product and service, yeah, and be able to do both at the same time. So it's stuff. Now, if you're a sales rep, you need to make sure that you're selling something, like you said, that you believe in, and that's actually good because like the last thing you want to do is be Wolf of Wall Street, like Jordan Belfort. Yeah, it's like you're selling a shitty product, you know about it, and you're still doing it. It's like I don't know how you can sleep at night like that. So yeah, um, and make the greatest thing in the world is making a lot of money while making a great impact because then your customers refer you more people, and then your book of business grows. So that's like ideally what you want is be able to sell a great product and a great service that people actually have results, whatever it is that actually solves a problem, and that you as a closer, as a sales server, as an entrepreneur, feel proud to do this, and that you can tell sell that to your mom. If you cannot sell the thing that you're selling to your mom, you should not be selling it, period.

SPEAKER_00

Bingo, bingo, dude. This perspective has helped me. I served a two-year mission for the for a church, and uh, you know, I wasn't making any money, but I learned how to truly sell. And when your desire is to actually serve people, it comes organically and become become very influential. And so I always say the first sale is yourself. And and expounding on that, um, the more you can help, the more people you help get what they want, Peina, the more you're gonna get what you want.

SPEAKER_01

Exactly, exactly. It's um I think it was for most of you who said this. It was like people are selfish always, and if you're able to align your own desires with them, you're always gonna succeed. Money. So it's it's it's a great it's that that is the truth, you know. So and what I've also come to realize throughout this journey is that not only the best product wins, but the one that the perception of the best product is the one who wins too. So so and it is different, right? The perception. So, like let me give an example. Right now, for example, the programs and in courses that I've had in the past, they're great. I mean, I have people who were bartenders three years ago, today they're multimillionaires. It's like the success stories I have, it's just stupid, right? But when you log in and consume the product itself, it's a Google document that I'm going over over Loom, right? And then expanding on it, and um, and that's it, right? There, there is no fancy whatever. Now, if you want to go from here to the next level, and this is like something like Anthony has ingrained on me, um, and like drilled, it's like the perception matters as well, right? Like if your product, let's just say is the same level, they're both great products, there's two different products, the one that's going to win is the perceived one that's higher. Yep. Right? They could be the same. Heck, this one can even be a little bit lower, right?

SPEAKER_00

But the perceived is more, correct?

SPEAKER_01

It's always going to win. And then um, and this helps on the marketing side because then the perceived side of the marketing increases, and when you're selling, your positioning, which is the most important thing on the sale, like you need to have a very big gap in terms of the positioning to close the sale. The positioning on the sales side is also huge. So you have all the leverage just because of the perceived value itself that people see when they see the brand or product or service.

SPEAKER_00

So, how do how do salespeople, marketers, entrepreneurs, entrepreneurs, how do they increase perceived value of their product? Let's say it's solar. That's a very it's a red ocean, right? Very saturated industry. It's insane. Um be surprised.

SPEAKER_01

There's markets, there's markets that is not. I'll tell you one, New Jersey. Like, yeah, like I'm actually looking for a solar company right now that that we can help that that can do something in New Jersey, because my dad put solar in in his room, like, bro, like like nobody here has any of this stuff in the Latin community at least. Um in New Jersey. Um look at that. Yeah, but anyway.

SPEAKER_00

Somebody launch it in New Jersey. Somebody's gonna launch it right after this podcast.

SPEAKER_01

If you do, please hit me up. Like, that's all I asked. Like, DM me on Instagram. Yeah, I saw this podcast. I'm launching solar in New Jersey, and let's make money together.

SPEAKER_00

I love it, Peina. Okay, yeah. So uh what were we asking you?

SPEAKER_01

Perceive on the perceived value in solar, yeah.

SPEAKER_00

How can we increase it? Yeah.

SPEAKER_01

So um, I'm not too familiar about with the solar industry, um, so I can't speak fully on it. But what I would say is another product. Yeah, so what I would say is this your first impression matters. Like you never have a second chance of making this first impression. So um, right here, for example, this podcast, this is from like suit supply. Um, right? So like I have started changing my entire wardrobe simply because um I need to look depart. Right now on my Instagram, instead of like wearing like like whatever um I was wearing before, I'm like trying like a little blazer or a little, you know, a nice polo. Or it it's there is no difference in terms of like price point, because like you don't have to go spend a bunch of money. It's like you can go into Zara or like suit supply, which is like very affordable, but it still looks great, feels great, and it fits you well. So um you never have a second first impression um to make on a prospect or on a person. So that's why I would say like number one is how you present yourself, um, like how people feel you. And again, it goes back to the dating thing. It's like if your energy is off, you smell horrible, you don't have a you know, your hair is not combed or whatever, you you're not dressed properly, um, it's it's simply not gonna work, you know.

SPEAKER_00

It's it's yeah, you get two people pitching the same product, but one is better groomed, they're talking more confidently. The perception behind that product is completely different.

SPEAKER_01

A hundred percent it might be the same exact thing. So that's what I would say. And then the other side is is more like for the entrepreneur who's actually in control of the brand or the company itself. So um, design-wise, like when you're driving tons and tons of traffic online, every little minuscule thing matters. And again, I've learned this from Anthony myself. Like he told me his biggest bill for advertising in a month was $25 million.

SPEAKER_00

Yeah, but how much did he make from that?

SPEAKER_01

Correct, exactly. So, but but what I'm saying is like every little tiny tweak, headline, button, design, etc., on the perception side matters because it's skewed things one point, two points, three points, or more. And when you're talking about big, big volume, that could also mean you make a heck of a lot more sales or you lose a lot of money, right? So, and it goes back to the perception of how it's communicated or how it's perceived, right? How the person feels. It's a very intangible thing that it's like kind of hard for me to even explain. But uh because up until this point I haven't up until this point, it was like, listen, I get a bunch of testimonials, you want it, yes or no, I can help you. Let's just move forward. If you don't, all right, peace out, you're gonna come back in five months, anyways, trying to come back to me, and you're gonna be in a worse situation at that point, and you're gonna want to do it anyway. So might as well just save your time and my time, so let's just do it. That was like my approach, which worked, right? But like to go to the next level and like grow, it has to be tweaked.

SPEAKER_00

It has to, yeah. I love that, man. Well, this is straight gold, Paina. So grateful for your time. Um, how can the people follow you, check you out on Instagram, YouTube?

SPEAKER_01

Yeah, so yeah, just uh search my name, Josué Peña, um or digital entrepreneur on YouTube, and you'll see my my YouTube channel on Instagram as well. And then if you want to see like how we're selling on Instagram specifically, and like how we're using Instagram to leverage it to make more sales, whether you're an entrepreneur or closer, I don't know, whatever it is that you're selling, you want to use social and Instagram to grow that and sell more, then just go to digitalcloser.net. And uh that's it.

SPEAKER_00

Love it, love it. Guys, check him out. Thank you so much, Peina. You are the man.

SPEAKER_01

I appreciate you, man. Appreciate you. It's always an honor when I'm invited into stuff. So thank you.

SPEAKER_00

Love it, thank you.