How To Make Buckets of Money By Beating Back Comfort Ep 93

Speaker A, presumably a successful gym owner, and their guest, Dave Dunham, delve into the challenge of maintaining motivation and driving business growth after achieving initial success. They discuss the importance of shifting focus from personal financial goals to the needs of clients, proposing that true business growth stems from solving industry-wide problems and continually innovating to meet ever-evolving customer expectations. Speaker A emphasizes that connecting with and genuinely caring for customers is pivotal for breaking through complacency and sustaining momentum. Additionally, Speaker A promotes their book, "100 Million Dollar Offers," as a valuable resource for listeners, highlighting their desire to foster future business partnerships.

• Gym Launch has a policy of no meetings on Tuesdays to increase productivity.
• The focus of Tactical Tuesdays is to get stuff done without the interruptions of meetings.

We actually have a policy at gym launch that on Tuesdays we don't do meetings so that people can get stuff done.

The quote emphasizes the company's strategy to enhance productivity by eliminating meetings on a specific day of the week, allowing employees to focus on their tasks.

• Speaker A acknowledges slacking on content creation and expresses a desire to improve.
• Mentioned challenges include getting sidetracked during the day and losing enthusiasm for ideas that come up.

I've been slacking on the, on the content lately. So I'm trying to get my up my game.

This quote reflects Speaker A's self-awareness about falling behind on content creation and the intention to improve this aspect of work.

• Dave Dunham discussed with Speaker A the difficulty in staying motivated after reaching financial goals.
• The concept of diminishing returns is mentioned in relation to motivation after achieving certain levels of success.

He's like, hey, we went from scarcity to abundance. We've hit all of our EFT membership goals, we hit our income goals.

Dave Dunham's words highlight the transition from striving to meet goals to reaching them and the subsequent challenge of finding motivation beyond that point.

• Speaker A notes that salespeople may become complacent once they earn enough to satisfy their initial financial goals.
• It's suggested that salespeople with families tend to earn more due to higher personal financial needs.

When a sales guy is taking home 150,000 a year and he's a single guy, most people have pretty much satisfied their needs at that point.

This quote points out the tendency for individuals to experience a decrease in motivation once they have met their personal financial needs.

• To continue growing a business, one must focus on fulfilling clients' needs rather than personal needs.
• Speaker A believes that addressing the needs of the industry is crucial for breaking through productivity plateaus.

Now, the key here to breaking through the productivity plateau, or whatever you want to call it, for making sure that the business can continue to grow, is that you have to not be fulfilling your own needs, but fulfilling the needs of your clients.

The quote stresses the importance of prioritizing client needs over personal needs as a strategy for maintaining business growth and overcoming productivity stagnation.

• Gym Launch is constantly building new solutions to address the problems they see in the industry.
• They have developed software to make client acquisition seamless and automated retention systems.
• An entire department was built to create regular lead generation for gyms.

Why is there no software that actually makes the end to end, from click to EFT seamless? That's a huge need.

This quote illustrates the company's proactive approach to solving industry issues by identifying gaps and creating solutions that streamline processes for their clients.

• Motivation should not be based solely on personal needs but on the desire to solve customer problems.
• True motivation comes from loving your customers and feeling their pain, leading to a drive to solve their problems.
• Goals are temporary and can lead to burnout, whereas solving a problem implies a desire for a permanent solution.
• The speaker emphasizes the importance of being in sync with customers to understand and address their issues effectively.

"And so right now, if you're in your gym right now and you're like, man, I don't know what to do, I don't know how to get motivated. Again, it's because you're trying to get motivated based on your need, right?"

This quote explains that motivation issues may arise from focusing on personal needs rather than looking outward at what customers need.

"And it's the difference between shooting for a goal and solving a problem, right? Goals, you can tap, you tap the board and then everyone comes down, right? Like, hey, we're going to hit this this month. And sometimes you do, but then the next month you almost make up for the fact that you doubled your sales one month because you actually tried, right? But then the next month your sales drop in half because you burned out, right."

The speaker contrasts the temporary nature of goals with the sustainability of solving problems, suggesting that solving problems leads to consistent progress rather than the fluctuating results that come from chasing goals.

"Because when you think about things from a problem solving standpoint, you have to think about them in a way that you want them to be solved and stay solved, right?"

This quote highlights the importance of seeking long-term solutions rather than temporary fixes, indicating a problem-solving mindset is more beneficial in business.

• Understanding and connecting with customers' pain points is crucial for sustained business motivation and success.
• Without a connection to customers, there is no real drive to address their problems, leading to artificial and irrelevant goals.
• The speaker implies that knowing customers' issues is a prerequisite for genuine problem-solving.

"And if you don't love your customers and you're not in sync, if you don't feel their pain that they're feeling, then you won't be as driven to solve their problem, right?"

This quote stresses the significance of empathy towards customers and aligning with their needs to be truly motivated to help them.

"And if you don't know what your clients problems are because you're not connected to them, then you won't have a desire to go solve them."

The speaker asserts that a lack of understanding of clients' problems due to a disconnect results in a lack of motivation to find solutions.

• The speaker has written a book titled "100 Million Dollar Offers" which is available on Amazon for Kindle.
• The book is positioned as a significant contribution to the community, with the speaker investing over 1000 hours into its writing.
• The promotion of the book is a strategic move to increase the speaker's likability and to foster future business partnerships.

"I have a book on Amazon, it's called 100 million dollar Offers that over 8005 star reviews. It has almost a perfect score."

This quote promotes the speaker's book, emphasizing its high rating and success as a means to establish credibility and offer value to the listeners.

"It's my very shameless way of trying to get you to like me more and ultimately make more dollars so that later on in your business career I can potentially partner with you."

The speaker openly acknowledges the promotional aspect of discussing the book, linking it to the broader goal of building relationships for potential future business collaborations.

• Discusses the evolution of a gym business from struggling to stability.
• Emphasizes the importance of shifting focus from the owner's needs to the clients' needs.
• Highlights the initial necessity of setting goals, making money, and establishing systems for the owner's survival.
• Stresses the need to pivot and connect with client needs once the business is stable.

"I went from barely making it to being stressed out to, like, now I have a cushion, and I've got cash flow, and we've got regular profit every month."

This quote illustrates the journey of a business from struggling to reach a point of financial stability and regular profits.

"But now it's not about your needs. It's about your customers needs. And it always should have been."

This quote underscores the critical shift from focusing on the owner's needs to prioritizing the customers' needs for sustained business growth.

• Addresses the potential disconnect between gym owners and their clientele.
• Cites an example of male gym owners who may not empathize with the typical female client they serve.
• Suggests that understanding clients' experiences and challenges is crucial for business success.

"There's a lot of disconnect, right? You're like, I don't really feel your pain, right? Because I've never been overweight."

This quote points out the empathy gap that can exist between gym owners and their clients, which can hinder the ability to meet client needs effectively.

• Reflects on the speaker's own company's rapid growth and hiring challenges.
• Relates the company's ambition to advance the entire industry.
• Encourages gym owners to think about their clients' problems with the same level of concern and commitment.

"We have 70 employees. We're going to have 100 by mid January. The amount of huge projects that we are trying to push forward, to move the entire industry forward, to take it from its knees to standing tall on its feet..."

This quote reflects the speaker's company's rapid expansion and their mission to drive significant change within the industry, serving as an example for gym owners.

• Discusses the ever-evolving nature of customer satisfaction and expectations.
• Uses Amazon Prime's delivery expectations to illustrate how customer demands continually increase.
• Implies that businesses must continuously adapt to these evolving expectations to succeed.

"But if you were to say that five years ago, you'd be an absolute idiot, right? But now it's expected because customer needs will always move forward, right?"

This quote demonstrates how customer expectations have shifted over time, emphasizing the need for businesses to keep pace with these changes to maintain customer satisfaction.

• Over-delivering to customers can lead to dissatisfaction as it raises expectations, necessitating continuous innovation and improvement.
• Competitors often fall into complacency, focusing only on their own needs or stuck in a scarcity mindset, leaving them unable to address customer needs effectively.
• Breaking through complacency requires a deep connection with customers, which can be achieved by genuinely caring for them or falling in love with them.

"you have that and you over deliver, don't worry, they'll be dissatisfied soon. And so it forces you to continue to innovate and continue to improve."

This quote emphasizes the paradox of over-delivering to customers, where it can lead to dissatisfaction due to ever-increasing expectations, highlighting the need for constant innovation.

"And when you only think about them, you don't need to worry about competition because they're not doing shit anyways. Because they're stuck in the well, I satisfied my needs."

Dave Dunham suggests that focusing solely on customer needs sets a business apart from competitors who are often too self-focused or complacent to be a threat.

• Genuine affection for customers or a love for the act of doing business is crucial for success and can help overcome complacency.
• Business owners must choose between finding customers they love or embracing their passion for business excellence.
• Connecting with customers' problems and striving to solve them demonstrates a commitment to excellence and customer care.

"And the only way to break through that is to fall in love with your customers."

Dave Dunham indicates that a strong emotional connection with customers is a key strategy to move beyond complacency and drive business growth.

"Leave the business you're in and find the customers that you love or realize that you love being in business."

This quote presents a choice for business owners: to either find a customer base they can love or to recognize their passion for the business itself as a driving force.

• Being excellent in business means having an addiction to excellence and a focus on solving customer problems.
• Engaging with customers to understand their struggles can provide a wealth of opportunities for improvement and innovation.
• Feeling overwhelmed by customer problems is a positive sign, indicating that the business is on the right track to addressing important issues.

"He is an addiction to excellence. Right? And so if you can think about it from that angle, and then you can connect with, okay, how can I be more excellent."

Dave Dunham discusses the importance of striving for excellence in business and how it can be a motivating factor for success.

"It's really looking at the customer problems and saying, how can I solve the next one?"

This quote highlights the necessity of focusing on customer problems as a pathway to business excellence and sustained improvement.

• To avoid complacency, businesses must prioritize customer needs and problems, addressing them systematically.
• Demonstrating effort and care for customers' issues can foster loyalty and positive word-of-mouth referrals.
• Encouraging customer engagement through feedback and social media interactions can strengthen the relationship and brand loyalty.

"And if you're in that complacent spot, you have to really get into your customers needs and the problems that you need to solve for them and then prioritize those problems and then attack them."

Dave Dunham advises businesses to deeply understand and prioritize customer needs to maintain progress and avoid complacency.

"Because if you do that, your customers will see that you care. They'll see how hard you're trying for them, and then they'll want to stay."

This quote explains that by actively addressing customer problems, businesses demonstrate their dedication, which in turn cultivates customer loyalty and retention.