Episode #621: From Missed Deals to Closed Wins-Revamping CRM Strategies for Fitness Operators with Aly Samaha

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This is Dave Gagnon on Halo Talks coming at you

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from New York City. We're here with Ali Samaha coming

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at you from Cairo. So thank you for

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joining us, man, and thank you for reaching out. Why don't you start by introducing

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yourself? Hey Dave, so it's great to be here, man. I'm excited to dive in.

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My name is Ali Samaha. I'm from Cairo, Egypt. I'm back and forth with the

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US. I'm currently with my family. I'm a closer. So

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essentially I'm on the sales floor most of my life.

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The area that I specialize in is really finding zero

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stones unturned in a company. So a lot of companies, they have a lot of

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leads that people have ignored because they went quiet. And what I

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realized is quiet doesn't mean dead. So I go back into the pipeline, find

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those leads, and turn them into closed deals. So

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I've done about $2.37 million in cash in the last 2 years,

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mostly from deals other people gave up on. And I'm excited to dive in here

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and share with you how that all relates to Halo and

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what you're doing in this. Amazing. Amazing space. Awesome, man. Awesome. Why

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don't you give people a little bit about your background first on how you got

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to where you are now? How did that all come about? Yeah, great

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question. So, uh, started a little bit with, uh, a

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background in marketing, then operations. So I ended up in

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as a chief operating officer of a company that did

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e-commerce. Um, it was an e-commerce done-for-you business. So we built

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e-commerce businesses for investors. And I've always

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been good at sales. When I first graduated from

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university, I didn't intend to get into sales. I was actually an economics

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grad, quite introverted,

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but there was a revolution in Egypt at the time, and so nobody was hiring

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except for people looking for closers, and 'cause that's

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what companies need to thrive and survive and thrive in

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any time. So it's a very bulletproof skill set. And

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I've had a few instances in my life, whether that was, you

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know, an entrepreneurial project that

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didn't take off because, because there wasn't a strong sales infrastructure,

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or, um, you know, lots of businesses, they just don't have what it takes to

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survive. And, and so, uh, from, from that operations background,

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I learned a lot about sales because I take some of the tougher

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deals, uh, with the higher technical folks. And so I really

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started honing that craft and then I got into closing.

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It was great. And it was great to be able to work my pipeline,

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but at the end of the day, that pipeline was quite limited if I was

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gonna rely on inbound leads coming through the door. So I realized, okay, so

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how can I really increase that ceiling? So I realized like, if I wanna do

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better than everybody else, then I have to be able to work these leads better

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than everybody else. And so I think that background in operations and

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entrepreneurship and ownership really gave me that feeling that like,

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there's a lot of pain when leads aren't worked to the degree that they

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should be as an owner. Closers don't necessarily feel that pain, so they don't

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necessarily chase leads. They usually just, you know, rely on the new one coming through

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the door. But I had that ingrained in me, and my leaders noticed that. And

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so they're like, wow, dude, you're doing things in the CRM that we haven't seen

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anywhere else. And I was like, oh, really? And so,

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so at first I was just like, oh, thanks for the praise and stuff like

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that. But come month 3, month 4, I was doing laps around everybody

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else. So it didn't really require me to be the best person on the phone.

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It required me to be the best person at staying top of mind in

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everyone's world. So everything started trickling in, the one-call closes

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and the follow-up closes. And so it's a win-win situation really, uh,

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building relationships and staying top of mind in people's world. And so,

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uh, eventually people started calling me the Follow-Up King, um,

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because that was kind of, you know, something that I was doing that most people

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weren't, uh, sometimes up to 50 touch points. And these aren't

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annoying touch points, these are me reaching out, making sure people are okay.

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If there's a family death, if they have a cold, I'll send them a recipe

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to get over a cold, right? If there's like, I find ways to be human

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and stay top of mind. If somebody uses taxes as an excuse, I throw a

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joke their way. I say, hey George, are you doing taxes for the whole town?

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Hey George, is your LLC structure that complicated?

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And you'll be amazed, like humor and simple ways of just keeping in

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contact with people and reminding them, realigning them with their

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goal, whether that's in the fitness world or career coaching world or

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e-commerce world, whatever it is, they have a goal. They came to you, they raised

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their hand. Those people are a lot easier to get across the finish line from

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my experience than somebody who's just coming fresh with zero trust,

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zero touchpoint with your organization. Yeah, yeah. And when

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we spoke previously, you did say that you meant you

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worked with, someone in our space. Without giving

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up the name, can you walk people through what you did

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for that individual, what that resulted in, what you changed,

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so forth and so on? Yeah, sure. So

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this was a client named Josh. So Josh had a,

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you know, he was, he was USC— sorry, I'm not gonna give the

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last name, but USC Blackburn, essentially in Australia.

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Um, uh, came to me, reasonably sized audience, so, so

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nothing, nothing major in terms of that. Um, we were able

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to very quickly, uh, find, uh,

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opportunities to generate a lot of cash for him. So essentially his

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main 2 areas that were really lacking were, one,

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on that sales, uh, call, uh, he was really not just getting

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enough intel. He was pitching before he was kind of finding out

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what where they are, where they're trying to go, what's the gaps. So we worked

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on that, but we also just found out that a lot of people, if you

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go back to them and you find out, you know, that obstacle,

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did you overcome it? Are you still looking for that goal? Simple things like

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that in his pipeline really just resulted in a lot of low-hanging fruit

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deals. So within a week, we're able to generate

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$8,000, less than a week, actually a few days, about

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$8,500 worth of— Deals. Personal coaching,

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uh, deals. And within like 2 weeks, it was like $20K

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of, of business deals. So it's amazing, like, like if you make a

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few iterations, uh, you can really gain a lot of

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outcomes. Like, so, so it's not something monumental that has to occur,

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just a few amendments. Make sure that you're speaking in terms of

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somebody's pains, desires, obstacles that may have

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gotten in the way, framing everything in a way that makes this a perfect fit

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opportunity for them to get to their goals, and then reaching out to them from

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the perspective of how are they along, and

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how are they along the way to that goal. And oftentimes when time has

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elapsed, they actually have more pain because they've realized that on their own they haven't

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gotten any closer to that six-pack in the summer or that, that whatever that they

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were looking for, right? The confidence that they were looking to achieve. So,

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so that was, you know, something that I, I did with, uh, with Joshua a

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few years ago. And, um, Yep, it just shows you that, you know,

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quiet doesn't necessarily mean dead. You just gotta go back and

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leave zero stones unturned, essentially. So I think it's fair to say that

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most fitness facility owners could relate to the

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fact that they have a ton of people in the CRM that have never

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joined, right, that are just sitting there. Maybe the

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nurture sequence has, you know, has dropped off, you know, the

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last email has been triggered. Right. What now?

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Like, what, what, what, if anything, would you advise them to potentially do with

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those, with those folks, if anything? Yeah.

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So, so I would, I would first like build a list, right? So,

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so you don't have to guess, right? You want to create like an export

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and you want to find out who booked a tour in the last 12 months

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and did not join, right? Who filled in a web

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form and never came in, right? Everyone who canceled in the last 12

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months, right? Most owners, you know, think it's like 40

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people, right? It's usually like 400, and the number itself

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changes how seriously they, they take it, right? And then sort those,

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um, um, to how close they got, right? Not how recent it was,

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but like, did they have a real reason, a real obstacle, right? Was it a

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logistical constraint? Was it a, uh, you know, they need to move

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closer to the facility, or they're short on cash that month, or, uh, or,

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or they had a different priority that wouldn't allow them to commit, right? So,

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so someone who physically walked in, right, and toured is

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worth 10 web forms because they had intent, they had clarity around the

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obstacle, and then when you reach out to them, you can help them overcome that

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obstacle. So essentially, how many times did they

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say yes? So if they, if they, if they, if they submitted a

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web form, that's a yes. If they came in and toured, that's a yes, right?

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If they give you clarity around the obstacle, that's kind of a halfway yes.

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So, so that's how I would prioritize it. Make sure that you just have all

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these and then attack them in terms of who was

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closest to the yes. And I would say the ones who came in, toured,

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and didn't join, also the ones that obviously

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continuation is a great opportunity, right? Like somebody who

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canceled or fell off or whatever, that happens a million times, right? So those people

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said yes even more. So just going back to them, whether that's a

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reoffer, a campaign of some sort,

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you know, their personal trainer reaching back out to

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them with something that's goal-aligned. Hey bud, you were doing great

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last time and you're right on track to— how are we looking for this? So

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simple things like that. But the most important thing is come from a state

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of abundance. Like, print that list out, look at it, and you'll

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see like you have tons of opportunity. Most people are just like, oh, like

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they're working from their own brain about like the few that they've seen in the

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last week. There's a lot more than that at your arsenal.

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This is Pete Moore. I wanna let you in on a little secret. There's this

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company called Promotion Vault, and what they do is they give out rewards from

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retailers that allow you to incentivize your members

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without having to do zero down and one month free, or

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giving away shakes or giving away t-shirts. What you want to do is

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build a rewards program that lasts, that people value.

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And that doesn't discount your own products and services. So here's the deal.

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There's something called Rewards Vault. The Rewards Vault is going to allow

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a member to set up their own profile. They are going to answer

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questions. You are gonna get those answers. You're gonna be able to target those

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members and you're gonna reward them inside your club,

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inside your spa, and outside of the club and outside of the spa

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to get them to become loyal, to get them to pay their monthly dues.

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And to be rewarded properly for the actions. A lot of

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companies are cutting back on rewards. You shouldn't be. Promotion Vault's your

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answer. Trust me, this is real.

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In terms of actual nuts and bolts follow-up strategies,

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right? Are we talking about— well, what are we talking about specifically?

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Emails, texts, phone calls, smoke signals, all the above? What are we

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talking about here? Yeah, that's a great question. So

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I think variety is important, but like, it really depends.

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Like, where was that person the most communicative? Like, I

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would say definitely texting is great.

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Calls are great. So call, then text. Looms

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work well. So videos, like, it really

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depends. But I would say like a simple selfie-style video,

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Like with a pointer to it, like, hey, shot you this quick video regarding

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X, point them to that video. They see you, they see the—

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they have the context, they're excited, right? And especially if it's someone

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they're familiar with, somebody that they've toured with, somebody

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who remembers their goals, that does a lot of work.

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So I'd say the more, the more—

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how can you say, layers there are to the communication. So I say

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video selfie styles, just think about it almost like, like how does a friend

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communicate? Like the more, the more it's familiar to them

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as a way of communication, the more they're receptive to it. The more

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it becomes, um, corporatey, businessy, like, like structured,

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the more they're like a little, um, turned off by it. Because at the

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end of the day, especially when you're working with a trainer or you're working, uh,

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with a gym, you're working towards goals. It's personal. Usually spending a lot of time

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with the people. You want to feel at home. You know what I

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mean? I feel like I should be an affiliate for

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Loom. I'm not, but I feel like I should be because

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I recommend it all the time and use it. Right? It's phenomenal.

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I use it. It's just great. And companies like it. But I am a

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very aggressive user of Loom for my other business.

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I got Pete into it, so he's using

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Loom. It's great. It's a

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great, great program. Uh, in, in our show notes

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prior, you had mentioned something that piqued my

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interest. You said, what's the one line that you wouldn't say

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or that you wouldn't put into these discussions? And I, I want to

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know what that is. Yeah, yeah, yeah. So,

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so definitely, like, uh, you want to make sure that

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you're, you're not treating it as

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a you're following up on your deal kind of thing.

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So don't ever use just checking in like

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that. Why? That offers zero value. So like, there's so many ways to create

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value, and sometimes it has nothing to do with the deal. One of my mentors

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taught me like, you can— they know at the end of the day

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that you're following up with them

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about to facilitate next steps for something, but

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that doesn't mean that you have to talk about the thing. Like, I give you

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that example of Um, there was a lot of people getting sick with COVID and

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one of my best follow-ups was literally sending a cold recipe to people, um, that

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were getting sick. And, and that just sparked conversation immediately. They're like, oh,

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you're top of mind in their world. They thought about their goals. You're realigning. So,

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so make sure at the end of the day, don't use, uh, just checking in.

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What can you use instead of something like that? Something of value. Because if

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you say something like just checking in, what does that do? It's— it

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gives zero value. So when they open up your inbox again and they see you,

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they're like, oh, No value, skip. Their brain

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trains that Ali's not somebody of value, so I'm gonna ignore

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it. Especially after they've ignored it once, they immediately ignore it. But if you're somebody

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of value, right, you shoot them a Loom that has to do with their goals,

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and it doesn't take much work, I'll be honest. Like, a lot of people just

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don't know how to sort their inbox by what's close to the goal. So, so

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they're like, oh, let me just— let me do— I can't do 400 Looms, Dave.

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How would I ever do that? You don't need to do 400 Looms because there's

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like, like 40 max of those people that deserve a Loom. The rest just need

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to know about a special offer that you got going on because they never

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clarified to you what their obstacle was, so you can't customize something

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to their needs. So the most important thing is

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don't be somebody who's checking in on your deal. Be somebody of

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value who's helping somebody accelerate towards their goals.

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So something timely that's relevant. For example, someone just

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this morning was sharing with me when they finally got over— let's say for

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example somebody was struggling with a

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specific diet, like their frustrated, they're just trying to do it, and then

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somebody just got a breakthrough that morning. You're sharing with them that, and all of

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a sudden everything just kept falling off that you're like, like, or, or remember

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how you told me this was a challenge? Uh, we were able to say, for

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example, integrate this technology which allows you to easily be able to take care of

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your macros, etc., etc. So something timely, relevant,

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valuable, it creates that, that momentum and

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speed. Something about, something about something relevant

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and sharing it just gets people, and keep it short, to the point,

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almost like you're talking to a friend. But never ever use

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things like just following up, because at the end of the day,

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it's zero value. And at the end of the

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day, sales is all about service. And if you can give the person a

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feeling of what it's gonna be like to work with you before they work with

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you, then they're gonna wanna work with you. So like, don't

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be holding back and gating stuff, because at the end of the day, like

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obviously, you know, don't, don't spend hours of

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time, but show them, show them how professional you are before they actually work with

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you. Yeah, and, and that, that actually leads me to, to the

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next question, right? Um, I think, I think I'm a little older than you,

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but, um, I think you're, you're seasoned enough

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to know that back in the day, you know, sales was

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the one-call close and the high-pressure close. And, and the—

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I mean, to some degree it might still exist in certain industries like

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you know, the boiler room sort of where, where people go. Yeah. You know, the,

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the, the Glengarry Glen Ross, you know, like sign on the

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line that's dotted, right? All that, you know, from back in the day. Um,

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I believe it's fair to say that, that sales, though the

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approach to sales has maybe changed a little bit

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over, over, you know, the past decade or whatever. You know, you got

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Jeff Gitomer, one of my favorite writers, The Little Red Book of Sales. You know,

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nothing happens in the company until you make a sale, right? Nothing happens until

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you make a sale. That's true, right? It's true.

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But can you point people to a

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sort of macro view of where sales

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with the capital letter S has evolved from where

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it was maybe 10, 20 years ago to where it is

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now, if it has evolved at all, in your opinion? What do you

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think? Oh, yeah. It's evolved dramatically in the last few years, not

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even in the last few decades. So essentially, first of all,

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people's access to information, reviews,

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awareness of what's going on geographically

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around them, their options.

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So the intel that somebody has when they speak to you,

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they got options and they know that. And there's the—

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especially like somewhere like New York, for example, the level of competitiveness,

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people attacking different niches, solving different problems. So you're not gonna fool somebody to, or

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corner them into a decision. Make them feel

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like there's scarcity or urgency or whatever, all of these

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tactics that are high pressure are not gonna be

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effective. As a matter of fact, anything that creates sales resistance will probably cost you

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a deal in this day and age. So a lot of things shift towards

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relationship-based selling, trust,

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authority, service. So I think these are all outstanding

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things because at the end of the day, the people who win are those that

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can actually follow through, um, um, um, on their

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promise, uh, point to the fact that they follow through. Um, um,

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and, and the people who are hit-and-run style pressure, high pressure, won't survive in

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this, uh, day and age. And there's, there's things like Trustpilot, there's things

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like— all of these things keep people in check and, and make sure that people

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are not, uh, falling for, for the kind of stuff that they maybe fell or

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fell for a few years ago. So it's just, just a world that's

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changing. And people are also aware of sales tactics. They're not only aware

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of what's available in the market. They're aware of tactics that are used

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on them. So somebody's not going to be like, oh,

312
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uh, I didn't catch the kind of the generic question that's going on here.

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Uh, tell me about your pains, your desires, your— no, you don't. You have to

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be very, very, you know, um, uh, you know,

315
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organic and conversational. And at the end of the day, you still need to

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find the gap. You still need to position your, your, your offer,

317
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but you need to do everything in a way that's That's simple,

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conversational, and I would say human in capital

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letters. Like, the more you

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become— and a lot of people are very weird,

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like, when they're off the call. Like, somebody could be amazing when they're giving you

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a tour, but the moment they get off the tour, for example, they just start

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getting, like, really, like, uh, you

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know, weird. Like, like, it's almost like they're chasing something. It's almost like they, they

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lost the opportunity to do something, and all of a sudden the person is not

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a human, they're a prospect. And so, so that's why follow-up is, is an area

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I like to focus on, because I know that people People tend to make it

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more complicated than it needs to be because they're

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no longer treating the person as a human. They're treating somebody as

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a way to get to their goals, to gain status,

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to gain a deal, money, opportunity.

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And organizations that don't put

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service at the top or being human at the

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top and reminding people of those kind of things, they,

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they'll end up really screwed. And, and I'm talking

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like literally this stuff is in the last like 4 or 5 years. And I

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love it because, because it serves people like me who, um,

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who, who really care. Like at the end of the day, if you really care

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and, um, you do this stuff and you, you, what, what, what allows you to

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go to sleep well every night is, is that level of integrity that you're actually

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doing something to help other people and that you're following up on a promise. You

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know that you're, when you're passing along somebody to the client success manager that they're

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going to be taken care of. Um, you're, you're, you don't disappear after the sale.

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You're there, you, you know. So these kind of things are, are

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essential, um, today, and, and they may not have been a

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few years ago.

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Halo Talks is brought to you by Ice Miller, our

348
00:21:32,598 --> 00:21:36,373
proud legal partner. Everybody wants to build the next

349
00:21:36,390 --> 00:21:39,714
great Halo business. Apparently some people think

350
00:21:39,714 --> 00:21:43,167
downloading a contract counts as a legal strategy. Good luck with that.

351
00:21:43,842 --> 00:21:47,151
Your legal team is just as important as your executive team.

352
00:21:47,536 --> 00:21:51,263
Buying, selling, raising capital, franchising— Ice

353
00:21:51,391 --> 00:21:55,118
Miller helps you move the ball and protect what you've built. If you want to

354
00:21:55,246 --> 00:21:59,005
ensure winning, have a winning legal offensive and legal

355
00:21:59,101 --> 00:22:02,571
defensive coordinator on your side, preferably before a

356
00:22:02,571 --> 00:22:05,606
lawsuit or an issue. Visit Ice Miller— that's

357
00:22:05,687 --> 00:22:09,287
icemiller.com— and thank you. Thank you. From your friends at

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00:22:09,335 --> 00:22:11,258
Helo Talks and Integrity Squared.

359
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Playing devil's advocate, because I am a New Yorker after all, right? You know,

360
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I'm a sales manager of Joe's

361
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Gym, right? And I have, you know, membership sales

362
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account managers, right? Yeah, dude, this all sounds

363
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great in theory, right? But, you know, I got a quota, man.

364
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My people need to have a quota. They need to sign X amount. They need

365
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to bring in Y revenue. this is— and I'm playing

366
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devil's advocate here— this is all airy-fairy bullshit, right?

367
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No, it's, it's— they need to hammer on the phone. They need to, they need

368
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to get these people in the door. They need to sign on the line that

369
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is dotted. I'm, uh, I'm, I'm, I'm channeling, you know,

370
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uh, you know, the, the, the old school guys now. And they're still

371
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out there, right? They're still out there. So what would you say

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to, to someone who's Those are real

373
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concerns. There are quotas to be met. There are numbers to

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be met, et cetera. What would you say to guys that

375
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are still maybe kind of thinking that way and maybe

376
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have uttered words to that effect to their sales team?

377
00:23:23,290 --> 00:23:26,453
What would you say to that? Yeah,

378
00:23:26,759 --> 00:23:29,939
absolutely. I mean, I'd agree to,

379
00:23:30,407 --> 00:23:33,979
yes, sales is the lifeline of any organization. And

380
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serving more people is our goal as an organization. So, so I get it. Like,

381
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like, at the end of the day, you know, um, uh, I think it

382
00:23:41,592 --> 00:23:44,981
was Bill Ackman or someone like that, like, like, he literally had, like, like, a,

383
00:23:45,430 --> 00:23:49,253
uh, a board, uh, like, sales is what gets everybody to eat,

384
00:23:49,382 --> 00:23:53,156
right? Like, like, like, it's important. So I wouldn't, I wouldn't, I wouldn't argue

385
00:23:53,156 --> 00:23:56,593
against that. Yeah. But it's the way. So, so,

386
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uh, so yes, so, so we're aligned. At the end of the day, we

387
00:24:01,103 --> 00:24:04,853
want that and we want people who are going to sign up and

388
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stick around and continuity and all of these things. So I wouldn't argue with the

389
00:24:08,314 --> 00:24:12,143
goal. I would just go back to kind of what I shared. All

390
00:24:12,143 --> 00:24:15,988
right. So how do we approach that goal strategically? Right. So,

391
00:24:16,005 --> 00:24:19,241
so again, I'd go back to simply like, what do I do

392
00:24:19,658 --> 00:24:23,135
personally? And then I'll tie it back to— I look at—

393
00:24:23,615 --> 00:24:27,301
I remind myself every morning, it's like all the wins that we're generating for business,

394
00:24:27,557 --> 00:24:31,038
for similar business owners, right? So that I can go— so I can

395
00:24:31,070 --> 00:24:34,696
come from a service-based approach. I remind myself

396
00:24:35,161 --> 00:24:38,947
there's no shortage of leads. So I have my CRM in

397
00:24:38,947 --> 00:24:42,123
front of me. I look at all the opportunities that I have there, all of

398
00:24:42,123 --> 00:24:45,380
the opportunities that I have to change people's lives. And then I

399
00:24:45,829 --> 00:24:49,519
go and I reach out to these people. And it's not from a,

400
00:24:49,696 --> 00:24:52,985
oh, I need this to work this way. It's literally a habit.

401
00:24:53,450 --> 00:24:57,173
So I'm doing customized touch points, obviously more

402
00:24:57,285 --> 00:25:00,960
customized for people that are closest and that I have the most clarity

403
00:25:00,976 --> 00:25:04,330
on what their obstacle is. But at the end of the day, if you're coming

404
00:25:04,426 --> 00:25:08,101
at it from we serve people, starting from that perspective— so if

405
00:25:08,133 --> 00:25:11,342
that sales manager's, guys, look at all the results we've generated, this is

406
00:25:11,342 --> 00:25:15,113
incredible, guys, these people need us. Um, do you know,

407
00:25:15,257 --> 00:25:18,884
like, people who sign up for gyms, the percentage that actually— these people actually need

408
00:25:18,884 --> 00:25:22,334
trainers, not us just trying to upsell them, guys. This is what they need to

409
00:25:22,398 --> 00:25:26,038
actually get their results. Look at the difference between the person who got that result

410
00:25:26,038 --> 00:25:29,180
and that result. Look at the lives we've changed. Who in your list right now,

411
00:25:30,175 --> 00:25:33,943
um, uh, can benefit from this? So, and then organize. So I'd have that

412
00:25:33,943 --> 00:25:37,519
list built out, right? Like I said, organized by,

413
00:25:38,673 --> 00:25:42,458
um, uh, those that are closest to making the decision. I would say the

414
00:25:42,458 --> 00:25:45,985
top 2 are definitely the ones that are— that have toured and given a

415
00:25:45,985 --> 00:25:49,657
reason, an obstacle, and the other ones are continuation. Those are the

416
00:25:49,657 --> 00:25:53,408
easiest, lowest hanging fruits that will generate wins for these

417
00:25:53,504 --> 00:25:57,079
people, which will give them more confidence. And so that

418
00:25:57,127 --> 00:26:00,253
confidence is going to allow them to then reach out to the people who they

419
00:26:00,253 --> 00:26:04,100
had less clarity about and, and do it with a

420
00:26:04,196 --> 00:26:07,258
sense of excitement. Because if you start out with the, the

421
00:26:07,931 --> 00:26:11,234
lower part of the pile, you're just gonna have a lot of like,

422
00:26:11,618 --> 00:26:15,353
um, scarcity mindsets. Like, oh man, I'm just losing here, like back to

423
00:26:15,385 --> 00:26:18,607
back. But if they end with that pile, they're like, they have so much momentum.

424
00:26:18,688 --> 00:26:22,535
Like so many sales came through. And so, so at the end

425
00:26:22,535 --> 00:26:26,368
of the day, I wouldn't disagree with this gentleman. Like, in New York, hypercompetitive,

426
00:26:26,384 --> 00:26:30,200
getting more expensive. Uh, if you don't— if you're not competitive, you won't survive.

427
00:26:30,697 --> 00:26:33,567
Um, and if you don't survive, you're not gonna be able to, to, to carry

428
00:26:33,599 --> 00:26:37,319
out your vision, right? Especially people like, like, like you,

429
00:26:37,528 --> 00:26:41,055
like Pete, high integrity, really looking to change people's lives, you know, talking

430
00:26:41,055 --> 00:26:44,871
about, you know, helping people overcome depression, build community, all of these things.

431
00:26:45,048 --> 00:26:48,431
If you have that right, you know, sense of purpose,

432
00:26:49,475 --> 00:26:52,093
and you start there, and then you come from a state of abundance

433
00:26:52,270 --> 00:26:56,108
instead of scarcity, and then I have a strategy that not only

434
00:26:56,301 --> 00:26:59,963
meets the business goal but also the personal goals of the individuals, it's a win-win,

435
00:27:00,060 --> 00:27:03,642
man. Yeah. So, so, and, and, and, and the more you're able

436
00:27:03,690 --> 00:27:06,758
to reinforce that, that

437
00:27:07,384 --> 00:27:10,725
client wins, we win, client win, we win, and, and, and

438
00:27:10,998 --> 00:27:14,323
train people in their mind that you getting that deal

439
00:27:14,756 --> 00:27:18,494
is not selfish. It's, it's, it's the most selfless thing you can do because that

440
00:27:18,542 --> 00:27:22,360
person needs you more than you need that person. Because you have a whole

441
00:27:22,616 --> 00:27:26,017
bunch of leads, that person only has a few options or a few people,

442
00:27:26,707 --> 00:27:29,819
um, following up with them in order to make sure that their health is intact.

443
00:27:30,091 --> 00:27:33,364
So you care more than that person. So as long as the principles are right,

444
00:27:33,380 --> 00:27:36,444
man, that's why leadership is so essential. Yeah,

445
00:27:36,749 --> 00:27:40,518
yeah, that's a really good way of framing it. It's

446
00:27:40,518 --> 00:27:43,935
true. Yes, it is. It is true. At the end of the day, everyone needs

447
00:27:43,967 --> 00:27:46,527
to make money and pay rent, but You know,

448
00:27:48,329 --> 00:27:51,948
arguably the person from the gym that this individual was

449
00:27:52,045 --> 00:27:54,674
considering joining might,

450
00:27:55,859 --> 00:27:58,991
in point of fact, you know, be the only person that's

451
00:27:59,543 --> 00:28:03,375
following up with them about their health and well-being. You know, that

452
00:28:03,505 --> 00:28:07,193
very well may be true. And that's a good way of thinking about it. If

453
00:28:07,193 --> 00:28:10,991
an organization wanted to work with you, Ali, you know, what does

454
00:28:10,991 --> 00:28:14,765
that actually look like in practice? Yeah, great question.

455
00:28:15,069 --> 00:28:18,708
I, I, I keep things very simple. Uh, like, like I said, I'm all about

456
00:28:18,708 --> 00:28:22,459
win-win relationships. So the way I operate with anybody is, um, the

457
00:28:22,459 --> 00:28:26,161
first step is there's kind of like a, a conversation that we

458
00:28:26,210 --> 00:28:29,992
have. Um, essentially, who would be a good fit for me? Uh,

459
00:28:30,008 --> 00:28:33,759
somebody with a good pile of, of leads, um, that,

460
00:28:33,903 --> 00:28:37,606
uh, said yes and went quiet. So not necessarily a business that's just

461
00:28:37,606 --> 00:28:41,341
getting started or still getting proof of concept or something like that. Somebody who has

462
00:28:42,239 --> 00:28:45,959
a good chunk of leads, usually those businesses are

463
00:28:46,440 --> 00:28:49,951
$50K+ minimum monthly recurring revenue. So

464
00:28:49,951 --> 00:28:53,799
let's say 100 to 400 leads that need

465
00:28:53,799 --> 00:28:57,246
to be worked. The way we— the first conversation would be,

466
00:28:57,551 --> 00:29:01,126
hey, is there money in that list? If so, I'll

467
00:29:01,190 --> 00:29:05,022
attack that list for you. So I'll literally handle that. You'll export for me like

468
00:29:05,166 --> 00:29:08,774
basically a CSV or Excel file or whatever, and I'll work those leads all the

469
00:29:08,774 --> 00:29:12,360
way to close. And I'll take a 30% cut of what's

470
00:29:12,360 --> 00:29:14,720
closed. So very simple commission

471
00:29:14,720 --> 00:29:18,380
style. You know, I'm a closer at the end of the day. Yeah. So

472
00:29:18,380 --> 00:29:22,060
I'm always on calls, whether for this

473
00:29:22,060 --> 00:29:25,760
type of stuff or taking new leads. But at the end of the day, I

474
00:29:25,760 --> 00:29:29,000
like to create win-win relationships. That's what makes me go to sleep well. And that's

475
00:29:29,000 --> 00:29:32,560
what gets me paid well essentially. Because if I'm focused on the areas that

476
00:29:32,560 --> 00:29:36,300
people struggle with, and I'm able to take those stones that

477
00:29:36,300 --> 00:29:39,720
they're unable to, you know, turn over and be able to show them that they've

478
00:29:39,720 --> 00:29:43,255
got gold in their pipeline. So

479
00:29:43,559 --> 00:29:47,407
that, that lights up their eyes, especially when customer acquisition costs are going through the

480
00:29:47,407 --> 00:29:51,158
roof, businesses are struggling to generate new leads. If I'm

481
00:29:51,206 --> 00:29:54,989
able to do that, um, um, um, then, then they win

482
00:29:55,037 --> 00:29:57,890
as well. And for, for your, for your list, I've done something cool, which is,

483
00:29:58,547 --> 00:30:02,026
uh, basically going into the nitty-gritty. Obviously, we're limited on time, uh, here,

484
00:30:02,475 --> 00:30:06,162
but I broke down the exact, uh, strategies, um, that I took

485
00:30:06,178 --> 00:30:10,009
Josh through, that I, that I, that I would take a fitness, um,

486
00:30:10,089 --> 00:30:13,889
uh, gym go, uh, through step by step exactly how to sort your That's

487
00:30:13,970 --> 00:30:17,749
alisamaha.com/halo so that you can literally execute those step

488
00:30:17,846 --> 00:30:21,592
by step, uh, uh, and get the kind of results that, that

489
00:30:21,802 --> 00:30:25,358
I would, um, uh, help you generate. And if you need more help, there's an

490
00:30:25,358 --> 00:30:29,174
opportunity there to book a call with me and I can essentially work that list

491
00:30:29,174 --> 00:30:32,812
for you. Yeah, awesome. I'm gonna put that URL on the show

492
00:30:32,812 --> 00:30:33,488
notes for sure.

493
00:30:34,084 --> 00:30:38,770
alisamaha.com/halo.

494
00:30:39,156 --> 00:30:42,963
Uh, I am looking at that piece of collateral right now as we speak,

495
00:30:43,016 --> 00:30:46,580
and it is, it's, it's very, very useful. So thanks for putting that

496
00:30:46,580 --> 00:30:50,360
together. That's awesome, man. Yeah, my pleasure. Ali, uh, real pleasure

497
00:30:50,360 --> 00:30:54,180
talking to you, coming all the way from Cairo. Um, welcome

498
00:30:54,180 --> 00:30:57,860
to the Halo sector again. You know, you've been in it once, but

499
00:30:57,860 --> 00:31:01,440
now you're back at it. So, uh, anything we can do to help, please let

500
00:31:01,440 --> 00:31:05,040
us know. Thank you, sir. Thank you. Keep doing what you're doing. And,

501
00:31:05,040 --> 00:31:08,320
uh, I, I really love to come across organizations that are, you know, not just

502
00:31:08,320 --> 00:31:12,160
talking influencers but real operators, uh, you know, in this space. And so

503
00:31:12,160 --> 00:31:14,440
I appreciate what you guys are doing and the heart that you guys are putting

504
00:31:14,440 --> 00:31:18,066
into it. And The way you're looking to, you know,

505
00:31:18,519 --> 00:31:22,301
uh, transition this space into something that's more heart-centered. And,

506
00:31:22,479 --> 00:31:25,680
and so it's a pleasure to be here and talk to you, Dave. Of course.

507
00:31:25,793 --> 00:31:29,477
And thank you for using the acronym. We appreciate that. Of course. Of course,

508
00:31:29,704 --> 00:31:30,609
man. All right, take care.

509
00:31:39,673 --> 00:31:43,471
This is Pete Moore on Halo Talk. Your captain speaking. I am the

510
00:31:43,471 --> 00:31:47,195
founder and managing partner at Integrity Square. We've been around now

511
00:31:47,340 --> 00:31:50,759
for 15 and a half years. We have been helping

512
00:31:50,872 --> 00:31:54,227
people like yourselves get capital, do mergers and

513
00:31:54,227 --> 00:31:57,903
acquisitions, consulting, strategic advice in the health,

514
00:31:58,079 --> 00:32:01,916
active lifestyle, and outdoor halo sector, trying to help as

515
00:32:02,012 --> 00:32:04,934
many entrepreneurs as possible get to the next level,

516
00:32:05,705 --> 00:32:08,899
take that inflection point, and be the force behind your growth.

517
00:32:09,705 --> 00:32:13,052
We are helping companies that have at least $3 million of

518
00:32:13,100 --> 00:32:16,672
EBITDA, around $10 million of revenue, and

519
00:32:16,849 --> 00:32:20,081
we are positioned to help you get institutional growth capital

520
00:32:20,989 --> 00:32:24,068
or to negotiate deals with strategic partners. If you go to

521
00:32:24,068 --> 00:32:25,024
integritysq.com/isq,

522
00:32:28,440 --> 00:32:32,208
you can see our capabilities deck. Happy to set up a consultation at any time

523
00:32:32,678 --> 00:32:35,961
that is free of charge, and we look forward to helping

524
00:32:36,186 --> 00:32:39,609
Solve obesity, loneliness, and diabetes. Go

525
00:32:39,673 --> 00:32:40,046
Halo.